Wait...Doesn't the Contract Get the Deal Done?

Here’s my take. Tell Me If I’m Wrong

In every real estate deal, there’s what’s written in the contract...

And then there’s everything else that happens to get the deal across the finish line.

That “everything else”? That’s the transaction.

And it’s where the real work, and the real negotiations happen.

So What’s the Difference

Contract negotiation is legal. Structured. Precise.

This is what attorneys handle.

It’s about price, dates, contingencies, disclosures; the formal terms everyone agrees to (or doesn’t).

It’s critical.

But it’s not the full story.

Transaction negotiation is where the unexpected shows up.

It’s emotional. Situational. Market-driven.

And it’s where good agents thrive.

This is everything that happens before and after the contract is signed:

• How should we position the offer so it’s taken seriously?

• What are the seller’s real motivators, price or flexibility?

• Should we ask for a $5K credit or negotiate repairs directly?

• What happens if the appraisal comes in low?

• Can we keep the deal alive through a last minute title delay?

None of that is “in the contract.”

But all of it decides whether the deal closes.

Here’s a Real Example

A buyer was interested in a $615K home in Pembroke Pines.

It had been listed for 26 days, not stale, but not flying off the shelf either.

Instead of coming in low or blindly matching list price, the buyer’s agent did one thing first:

The answer?

The sellers had already handled major repairs and didn’t want to get nickel-and-dimed over inspection stuff.

They also needed some flexibility on the closing date.

So the buyer offered:

• $605K

• Standard inspection, but with no repair requests under $3K

• Seller’s choice of closing date

• A short, personal letter from the buyer

Another offer came in later at close to list price.

The seller still took the $605K offer because it was clear, respectful, and built around their priorities.

That’s not contract strategy.

That’s transactional awareness and it’s why that buyer got the house.

What I’d Tell a Friend

Real estate is both a legal process and a human one.

And if you want the deal to actually close, you need someone who understands the difference and knows how to navigate both.

You don’t need someone who just knows the rules.

You need someone who knows the rhythm.

Grab my 4 Step Selling Process.

A clear, proven framework for getting from “For Sale” to “Sold” with less stress and better results.

👉 Download the free guide here