In real estate investing, it’s normal for buyers to ask about repair costs.

After all, the scope of repairs can make or break a deal, especially for flippers, landlords, and BRRRR buyers. But while this question may seem innocent, it often reveals a lot more than surface-level curiosity.

Some buyers are genuinely assessing risk. Others are looking for leverage.

And some? They’re just not that serious, and the repair question is how they stall while deciding whether to ghost you.

In this guide, we’ll break down the real reasons buyers ask about repairs, the signals behind their phrasing, and how to respond in a way that moves deals forward, without wasting time or giving away too much.

1. The Psychology Behind the Repair Question

Let’s start with why this question matters.

When a buyer asks about repair costs, they’re not just gathering data, they’re mentally evaluating one (or more) of these things:

• Is the deal profitable?

• Is this seller trustworthy?

• How much negotiating power do I have?

• Can I use this to justify a lower offer or back out?

Your job isn’t just to answer the question. It’s to read why they’re asking, and tailor your response based on what you learn.

2. Not All Repair Questions Are Equal

Here are the five most common types of buyer intent when they bring up repairs:

1. The Legitimate Due Diligence Buyer

This buyer is likely serious. They’ve reviewed comps, understand value-add strategies, and just want to confirm their numbers.

What to listen for:

• “I’m running my numbers, do you have a ballpark on what the roof or HVAC might cost?”

• “What would you estimate for light cosmetic work to get it rent-ready?”

How to respond:

• Offer honest, approximate estimates based on what you know.

• Mention recent walkthroughs or contractor input if available.

• Keep the tone cooperative and professional.

⚠️ Caution: Never over-promise or guarantee rehab costs, even seasoned flippers can be wildly off.

2. The Leverage-Seeking Negotiator

This buyer may want the deal, but only if they can get a price concession tied to repairs.

What to listen for:

• “That foundation crack might cost a fortune, are you firm on the price?”

• “I’d need at least $15k off to deal with those repairs.”

How to respond:

• Ask for specifics: “What repair cost are you estimating?”

• Offer to connect them with your contractor or suggest a joint walkthrough.

• Stay neutral, don’t get defensive or admit to exaggerated repair needs.

3. The Staller / Not-Ready Buyer

Sometimes “repair questions” are just a polite way to stall because they’re not ready to commit.

What to listen for:

• “I’ll need to get a contractor to look at it before I can even think about moving forward.”

• “I’m not sure how much all that would cost… probably a lot, right?”

How to respond:

• Ask direct questions to surface true hesitation: “Besides repairs, what else would you need to move forward?”

• Offer flexibility: “You’re welcome to bring a contractor. I’ve got some availability Tuesday if you want access.”

• Set soft deadlines: “I’m talking to two other buyers this week, just FYI.”

4. The Tire Kicker

These buyers have no intention of buying, but they want to sound smart, or just gather info for later.

What to listen for:

• Vague or overly dramatic phrasing: “That place looks like a total gut job.”

• Lack of follow-up after you answer their question.

• Asking the same questions multiple times in different ways.

How to respond:

• Be brief and professional, but don’t invest much time.

• Redirect: “Happy to discuss more once you’ve reviewed the rest of the deal terms.”

• Tag and move on, don’t over-nurture leads that aren’t serious.

5. The Assignor (Who Won’t Admit It)

If you’re wholesaling, the buyer might be another wholesaler, and their repair questions are really about marketing the deal.

What to listen for:

• “Do you have any pictures of the damage?”

• “What would you say needs to be done to get it in shape?”

• “Can you send me a repair estimate I can forward to my partner?”

How to respond:

• Ask clarifying questions: “Are you planning to take this down yourself or partner with someone?”

• Stay professional, but don’t spoon-feed them if you suspect they’re planning to assign.

• Track their communication style, do they ever commit, or just ask questions?

3. How to Answer the “Repair Costs” Question Like a Pro

Whether you’re the seller, wholesaler, or rep, here’s how to confidently respond without giving away too much or getting boxed in.

Keep It High-Level

Unless you’re a licensed contractor, never give itemized estimates.

Instead:

• Use phrases like: “Ballpark,” “Based on what I’ve seen,” or “What a handyman might charge around here.”

• Group repairs together: “You’re looking at maybe $20–25k for cosmetic stuff and basic systems.”

Reference Local Market Context

Flippers in Phoenix pay different labor costs than flippers in Pittsburgh.

You can say:

“Most of the guys I work with are charging about $2/sq ft for paint and $6–8/sq ft for flooring.”

This shows credibility without committing to exact numbers.

Use the Repair Question as a Mirror

Flip it on the buyer. Ask:

• “What kind of exit strategy are you running?”

• “Are you more concerned with time to rehab or cost of rehab?”

• “What’s your target return after all-in costs?”

This helps qualify the buyer and tailor your pitch.

4. What to Include in Your Marketing Package (So You Get Fewer Dumb Repair Questions)

Many repair questions come from buyers who are simply missing context.

Here’s what to include in your deal presentation (or investor packet):

• Recent interior photos (and label obvious issues)

• Your ballpark repair estimate (clearly marked “not contractor verified”)

• A list of known problems (e.g. roof leak, broken window, old water heater)

• Optionally: Add a sample repair scope from a similar past deal

This doesn’t just save time, it positions you as a pro.

5. When to Bring In a Contractor (and When Not To)

If a buyer is serious, they may want a walkthrough with a contractor. Great, but be careful.

Green Flags:

• The buyer confirms timeline, funds, and intent first.

• They ask specific repair questions.

• They bring a contractor they’ve used before.

Red Flags:

• The buyer avoids discussing the contract but wants a walkthrough “just to see.”

• They show up with multiple people and a notepad.

• They keep pushing the walkthrough but never schedule.

Pro move: Set a verbal commitment before walkthroughs.

“Assuming the property matches what you’re expecting, are you ready to sign this week?”

6. The Hidden Upside of Repair Questions

If you know how to handle them, repair questions are actually an amazing filter.

Why?

Because they surface:

• Seriousness

• Exit strategy

• Price anchoring tactics

• Objection themes

And they give you a chance to pivot.

For Flippers:

• Emphasize speed of the deal, known repair scope, and profit potential.

For BRRRR Buyers:

• Highlight rent comps, neighborhood stability, and cash-out refinance timelines.

For Assignors:

• Set expectations early: “If you plan to re-market this, let me know, I’ve got other buyers already lined up.”

7. Sample Scripts (By Buyer Type)

Here’s how to handle the most common buyer profiles when they bring up repairs.

Flipper:

Buyer: “That kitchen’s outdated, what do you think it’ll cost to redo it?”

You: “Most of the guys around here are doing cosmetic kitchen rehabs for $10–15k. Cabinets are solid, so it’s mostly cosmetic. Are you planning to flip or hold?”

BRRRR Buyer:

Buyer: “I’m trying to figure out if this will refi cleanly. What do you think it needs?”

You: “To get rent-ready? Paint, carpet, new appliances. $12–18k should do it, depending on finishes. Want me to send over recent rental comps nearby?”

Potential Assignor:

Buyer: “Can you send over a repair scope and contractor estimate?”

You: “I can send my general notes, but you’ll want your own walkthrough. Just to clarify, are you planning to take it down yourself or JV this?”

Final Thoughts

When a buyer asks about repair costs, don’t just answer the question, but decode the intent behind it.

Repair questions can reveal everything from timeline hesitation to exit strategy, negotiation angles, and even deal flipping plans.

If you treat repair questions like a test, you’ll learn more about the buyer than they think you will, and you’ll keep control of the deal flow, avoid time-wasters, and move serious buyers toward a close.

Use Goliath Data to take your real estate game to the next level.