Inspection Issues Aren’t Killing Deals—Poor Preparation Is, Says Northern New Jersey Agent

Written by:

Rudi Davis

Date:

01 Feb 2026

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When real estate deals fall apart, agents often blame the home inspection. MLS listings routinely cite “inspection issues” or claim “buyer did not perform” when properties return to the market. But Artur Tyszka, co-lead of the Tyszka Team at Keller Williams in Wayne, New Jersey, says this explanation misses the real problem.

“Most deals fall through after inspections, but not because of the inspection itself,” Tyszka says. “It’s because expectations were not set from the start.”

Tyszka, who has spent 11 years in Northern New Jersey real estate and closed $69 million in volume in 2025, argues that the inspection period exposes gaps in communication, not a sudden surge in property problems. He believes experienced agents and attorneys close deals by preparing clients for what inspections will reveal, while less-prepared professionals see transactions collapse due to predictable issues.

The Experience Gap in Managing Inspections

The difference between agents who close deals and those who lose them, Tyszka says, is how they communicate upfront. “I don’t really see many deals falling apart when you set the right expectations with buyers or sellers,” he explains. “You have to tell them upfront what could be an issue.”

Tyszka draws on his experience as both an agent and an investor who owns rental properties and flips homes. He says this background helps him identify potential inspection issues before making an offer. For example, when touring a fixer-upper with a first-time buyer, Tyszka explained his construction experience and pointed out needed repairs in advance. The buyer appreciated knowing what to expect, rather than being surprised later in the process.

This proactive approach, he says, allows buyers to make informed decisions about whether to proceed or negotiate before making an offer, rather than being blindsided by inspection reports and forced to renegotiate under pressure.

In contrast, Tyszka notes that deals often fall apart with less experienced agents who fail to anticipate common problems. “If you have newer agents or those without much experience, deals will fall apart due to inspection issues,” he says. But he is clear about where responsibility lies: “I don’t blame the buyer or seller. It’s the attorneys and agents who didn’t set the right expectation.”

Seller Psychology in Today’s Market

This gap in preparation is particularly problematic in Northern New Jersey’s current market, where inventory remains tight in sought-after towns like Wayne. Sellers, still influenced by the bidding wars of recent years, are less willing to negotiate on inspection items, knowing that other buyers are waiting.

“If it’s more important for you to live in a certain area, you may have to overlook some issues,” Tyszka says. “But if you want a perfect, move-in-ready house and that’s not in your budget for that town, you’ll need to look elsewhere.”

First-time buyers face the toughest choices. In Wayne, Tyszka says, a $600,000 budget often means buying a home that needs work. “If you’re not okay with that and try to negotiate every inspection item, sellers will tell you to move on, because the next buyer will accept the house as-is just to get in,” he explains.

Tyszka suggests that buyers willing to compromise on location—such as looking in West Milford—can find move-in-ready homes for the same price. But this only works if buyers understand the trade-offs before making offers in highly competitive markets.

Challenging the “Buyer Did Not Perform” Narrative

Tyszka criticizes the industry’s tendency to blame buyers when deals fall through. “It’s trendy to say on listings that the buyer didn’t perform, but it’s rarely the buyer’s fault,” he says. “Usually, there was an inspection issue, and the expectations weren’t set, so the buyer and seller couldn’t reach an agreement.”

This reframing has real implications for how agents and attorneys should handle transactions. If most inspection-related failures are due to communication breakdowns—not property defects—then simply hiring a more thorough inspector or changing contract contingencies won’t solve the problem. Instead, the focus must shift to preparing clients for likely outcomes.

Raising the Bar for Professional Standards

Tyszka’s approach demonstrates how agents can help clients navigate today’s market. By combining local knowledge with construction experience, he provides buyers with repair cost estimates during showings, rather than waiting for the inspection report. “I can walk in and tell you, this repair will cost about $100, that one $1,000, so you know what you’re getting into before making an offer,” he explains.

Whether this level of upfront disclosure becomes the norm may depend on how the industry responds to rising deal failure rates. For now, Tyszka’s advice to buyers is direct: “Work with a professional. This is your biggest asset, and you need to be careful with the guidance you receive.”

Why This Matters Now

The inspection period remains a critical point in real estate transactions, but not for the reasons the industry often claims. As inventory tightens and sellers hold firm, the margin for error shrinks. Buyers who are unprepared for the realities of today’s market—both in terms of property condition and negotiation—are more likely to walk away or lose out to better-prepared competitors.

For agents and attorneys, the message is clear: setting expectations early is now a core skill, not a luxury. Deals are increasingly won or lost on communication, not just contract terms or inspection results.

Looking Ahead: The Cost of Poor Preparation

As the Northern New Jersey market remains competitive, the consequences of poor preparation will only grow. Agents who help clients understand what to expect—about repairs, negotiations, and the limits of their budget—will see more successful closings. Those who rely on reactive strategies and vague promises will continue to see deals fall apart, often for entirely predictable reasons.

Ultimately, Tyszka’s experience points to a broader lesson for the industry: the inspection crisis is not about bad houses, but about missed conversations. As market conditions put more pressure on both buyers and sellers, the professionals who prioritize clear, honest communication will be the ones who get deals done.