Predict These Issues Before You Encounter Them
“Your job as the agent is to sit there and say, I got the offer coming in. What’s every single freaking thing that could blow up in this deal?”
- Dan Rochon
Episode Summary
When I got into real estate, I thought the hardest part was getting an offer. Turns out, the real work starts once that offer hits the table.
Your job as the agent isn’t just to deliver the good news of “Hey, we got an offer!” Your job is to sit down and think through—what’s every single freaking thing that could blow up this deal?
Because trust me, things will try to blow it up.
The Three Big Deal Killers
Over the years, I’ve learned that most deals fall apart for three reasons:
Financing – Buyers get denied, lenders drag their feet, or new credit issues pop up.
Appraisal – The home doesn’t appraise for the contract price, leaving a big gap to overcome.
Agent Mistakes – Yes, this one hurts. But deadlines missed, documents not delivered, or contracts written sloppily can cost your client the whole deal.
I’ve experienced all three. And here’s the thing—the first two you can manage, but that third one? 100% avoidable.
The Danger of Resale Documents & Right of Rescission
One of the biggest mistakes I’ve seen is mishandling resale disclosures. In Virginia, for example, the timeline is negotiable between buyers and sellers, but it’s still a timeline.
If you miss it? The buyer has the right of rescission—meaning it’s as if the contract never happened. Not void. Not voidable. Just gone.
I once had a seller lose a deal two days before closing because the HOA documents were never delivered. Buyer walked, and they had every legal right. That’s the kind of pain you never forget.
What You Should Do as the Agent
When you present offers to your seller, don’t just talk about price. Summarize the pros and cons of each one:
Does the financing make sense?
Is the appraisal realistic?
Are all deadlines and disclosures crystal clear?
And most importantly—are you on top of every single date in that contract?
Because missing one can mean your seller has zero protection.
Final Thought
Real estate isn’t just about celebrating offers—it’s about protecting deals. Anticipate the problems before they happen, and you’ll save your clients (and yourself) a world of stress.
Until the next show, remember: be grateful, make good choices, help someone today, and you’ll always find a listing.
