Contracts aren't cookie cutters

Dated: September 12 2020

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Most transactions for buying a home follow a pretty standard sequence of events, but things don’t always have to follow that pattern. Part of the job of a good Realtor is adjusting contract terms so that they suit the needs of his client. For example, a buyer who will be moving a long distance might need to minimize or even eliminate tours of candidate properties. The buyer’s schedule or bank account could make it impractical to physically walk through a dozen houses before writing an offer.

In a case like this, after maximizing what can be learned about a property from a distance, it makes sense to write an offer contingent upon inspection, and visit the house only after it is under contract. Usually this contract term is used for the convenience of the seller, when tenants on the property are uncooperative—but it can also be an effective way to avoid the time and expense of multiple house-hunting trips.

It takes advanced communication to overcome the seller’s and listing agent’s discomfort with an unusual term in an offer to purchase. That’s where the extra effort of establishing an empathetic and respectful relationship, as well as modeling great professionalism, pays off. 

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DAVID DUNLAP

As a residential real estate executive with an extensive background in corporate marketing, I am able to apply unusually strong skills in marketing communications, e-marketing, strategic planning and ....

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