Real Estate Deal Analysis & Advice

4 Priceless Contract Negotiation Tips to Keep You in Control of the Deal

Expertise: Business Management, Commercial Real Estate, Landlording & Rental Properties, Real Estate Deal Analysis & Advice, Mortgages & Creative Financing, Personal Development, Real Estate Investing Basics
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Having bought and sold houses, commercial real estate, and restaurants, I've made lots of mistakes during the contract negotiation of the transactions. These mistakes can easily be avoided by addressing them properly and up-front in your contract agreements.

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Standard MRIS contracts for buying and selling single family houses are typically adequate for handling the vast majority of these kinds of transactions. The 4 tips I'm about to give you apply mostly to commercial real estate deals that require some amount of due diligence and may be more complex to close.

The problem is that none of these tips I’m about to give you are in any standard contracts, and most attorneys don’t put them into their contracts either. It’s your job to make sure you incorporate them into whatever contracts you execute.

Here they are, the 4 priceless contract negotiation tips that keep you in control of the transaction.

4 Priceless Contract Negotiation Tips to Keep You in Control of the Deal

Tip #1: Use Days, Not Dates

Most investors use dates to define important milestones, such as the day due diligence expires or when the closing is scheduled. The problem is, what if something happens that causes you or the other party to miss a particular date?

For example, let’s say your lender takes longer than the 45 days you expect to approve the financing. Or you require a permit from the city that is out of date, and the city is taking longer to issue it than you thought and it pushes the closing date.

If you don’t accommodate these kinds of unforeseen events, you are suddenly in default of the contract. Unless this is something you desire, not being under contract means you’ve lost control of the transaction and are now dependent on the other side to get you back into contract.

Instead of using absolute dates, use number of days AFTER a well-defined event occurs.

For example, to define the closing date, say that closing will be 5 days after the removal of all contingencies. Adding “or earlier by mutual consent” normally makes the seller feel better.

Tip #2: Properly Define the Length of Your Due Diligence Period

When buying a property, many investors make the mistake of defining their due diligence period in terms of just the number of days from the signing of the contract.

Let’s say the contract gives you 14 days for due diligence. But what if the seller drags their feet without giving you the documentation you requested or gives you incomplete information?

Some sellers truly need that much time to collect all of their documents, but others exploit this weakness in the contract to make you try to short-cut the process.

So what if you don’t get everything until the 8th day into due diligence? Can you complete your due diligence in the next 6 days? Probably not. And you shouldn’t have to.

Related: You Should Base Your Negotiation Strategy on the Seller’s Actions: Here’s Why

Instead of defining due diligence as 14 days after contract ratification, define it as 14 days after receipt of all documentation. Then, if the seller takes a week to deliver everything to you, you still have the full 14 days to complete due diligence.

Tip #3: Build in a Contract Extension

Remember that you want to stay in control of the transaction even if things happen that are out of your control.

Let’s say you agreed to a 45 day closing, but your bank needs more time to complete the underwriting process. Now, two things can happen:

  1. You need the seller to give you an extension (which they may or may not grant you) or
  2. You’re in default of the contract and you lose the deal.

Either option is undesirable.

Instead, build in a 30-day contract extension option that you can exercise at your discretion by paying an additional 0.25% of the purchase price deposit into escrow. Most sellers won’t mind this in your contract, but it can save you big time later on.

Then, if your bank needs an extra 14 days to approve the financing, you can exercise this option and stay under contract and still in control.

Tip #4: Require the Buyer to Achieve Multiple Milestones

If you’re selling property and you’re dealing with a more complex transaction, then build in multiple but shorter milestones that the buyer has to complete to stay under contract.

Here’s the situation: You are selling an apartment building to someone who is syndicating the deal, i.e. they don’t have the money in the bank yet. You want to sell your building, but you also don’t want this buyer to waste your time for the next 30-45 days while he tries to raise the money. You want to be able to terminate the contract before then if the buyer is not making adequate progress.

Instead, get the buyer to agree on shorter milestones that they need to meet to ensure that they are moving forward towards closing.

For example, you might give the buyer the standard 14 days of due diligence, but also require a soft proof of funds by the end of that time as well. A “soft proof of funds” could be a letter intent from each of his investors that documents the investors’ intent to invest a certain amount of money for this deal. 14 days should be plenty of time to get something like this from an investor.

And if the buyer can’t produce that then this is a strong signal that they won’t be able to the money to escrow in time for closing.

The next milestone you can insist on for this kind of buyer he orders the appraisal within 7 days after the due diligence period expires. Why is this important? Because it makes the buyer spend money. And if they’re not confident they can raise the money, they won’t order the appraisal, which is a strong signal to you that they may not perform.

Related: 5 Crucial Steps for Successful Real Estate Negotiations

This tactic requires the buyer to performer milestones in a shorter time frame, and if they don’t, it gives you an opportunity to terminate the contract and move on to another buyer.


The goal of your contract is to keep you in control of the transaction at all times, even if something unforeseen happens. This is not impossible to do if you use days and not dates, properly define the due diligence period, give yourself an option to extend the contract, and require your buyer to perform more frequent but shorter milestones to stay under contract.

What are some of your lessons learned from properly (and improperly) constructed contracts?

Leave me a comment, and let’s talk!

Michael Blank is a leading authority on apartment building investing in the United States. He’s passionate about helping others become financially free in 3-5 years by investing in apartment building deals with a special focus on raising money. Through his investment company, he controls over $30MM in performing multifamily assets all over the United States and has raised over $8MM. In addition to his own investing activities, he’s helped students purchase over 2,000 units valued at over $87MM. He’s the author of the best-selling book Financial Freedom With Real Estate Investing and the host of the popular Apartment Building Investing podcast Apartment Building Investing podcast.
    Jerred Morris Investor from Austin, Texas
    Replied about 6 years ago
    Solid post Michael. I’ve always done my contracts by dates but the wording that you use and number of days is a better way of getting to the end goal.
    Michael Blank Rental Property Investor from Northern Virginia, VA
    Replied about 6 years ago
    Thanks Jerred.
    Daniel Ryu Investor from Irvine, CA
    Replied about 6 years ago
    Great, specific actionable advice! I will use it for future contracts. Thanks for sharing ^^
    Michael Blank Rental Property Investor from Northern Virginia, VA
    Replied about 6 years ago
    Thanks Daniel.
    Gregory Hiban Real Estate Agent from Philadelphia, Pennsylvania
    Replied about 6 years ago
    Great tips Michael! Many investors spend too much time looking at the numbers only and wind up taking a beating due to a poorly structured contract. This is especially true on the commercial side of things. I have seen tenants in commercial leases vacate before giving proper written notice and their lease was rolled for another 5 years! In residential (where a lot of BPers operate exclusively), there are some decent protections in place, especially anything with financing that will eventually hit the balance sheet of Fannie/Freddie. However, in the commercial space, a top notch real estate attorney reviewing all legal documents is key, they are worth their weight in gold.
    Michael Blank Rental Property Investor from Northern Virginia, VA
    Replied about 6 years ago
    Good advice, Greg, thanks.
    Simon Benson from Lanham, Maryland
    Replied about 6 years ago
    A term I use is “Banking Days”. This gives you even more time than just regular days.
    Michael Blank Rental Property Investor from Northern Virginia, VA
    Replied about 6 years ago
    LOL, that’s a good one too!
    Gloria Dulan-Wilson from Philadelphia, Pennsylvania
    Replied about 6 years ago
    Though you’ve stated these methods are primarily for commercial real estate, can any of them be applied to residential or small multiple family real estate purchases?
    Michael Blank Rental Property Investor from Northern Virginia, VA
    Replied about 6 years ago
    Yes, absolutely!
    Replied about 6 years ago
    Great Tips. My question is, in a seller’s hot market, I was told sellers will prefer tot take an offer with less contingencies (i.e. cash vs. financing or faster closing vs. longer or as-is vs. inspection or documents of rents/repair/costs vs. no request as such etc.)…What is your take in this or experience?
    Michael Blank Rental Property Investor from Northern Virginia, VA
    Replied about 6 years ago
    If you read the article, I’m not advocating you add additional contingencies as the buyer. But to answer your question: yes, the less contingencies and the faster you can close the more of a competitive advantage you have. On the other hand, I’ve seen sellers go with the higher bid with “normal” contingencies if they believed the buyer had a high probability of closing.
    Assaf Furman Wholesaler from Campbell, California
    Replied about 6 years ago
    Great post! I wish there were more points to cover more cases. I join Austin’s question as I’m in a boiling hot market right now
    Dmitry Chornyi
    Replied about 6 years ago
    Under conditions of constant communication with partners is very important to adhere to its point of view. If you want to find a point of compromise , do not forget about their responsibilities.
    Terrell Sapp Real Estate Agent from Bronx, New York
    Replied about 6 years ago
    Definitely a great post! Thank you Michael, I gained new a new prospective on the nuances of a contract, in any contract for that matter.
    Jason Mak Rental Property Investor from San Marino, CA
    Replied about 6 years ago
    Love the last tip about making the buyers order appraisal within 7 days. I think it is easy to show a proof of funds or soft proof of funds so that is a good idea to see where the buyer stands
    Gary Hammond Rental Property Investor from Las Vegas, NV
    Replied about 6 years ago
    Awsome advice, I already use days over days but the other line items will implement imediately. Thank you
    Sunny Clark from Portland, Oregon
    Replied about 6 years ago
    Solid advice – thanks, Michael Blank!
    John Horner Flipper/Rehabber from Columbus, OH
    Replied about 6 years ago
    Nice, this is valuable info!
    Tyrone Maxwell Real Estate Agent from Baltimore, MD
    Replied about 6 years ago
    Raechelle Carroll Real Estate Investor from Alexandria, Virginia
    Replied about 6 years ago
    As a newbie investor negotiating is one of my biggest fears. It doesn’t help that I’m on 4’10 lol. The key to great negotiating a good deal is in preparedness which this post helps with. I will be sure to keep these things in mind when I write my next contract.
    Matthew B. Flipper from Sorrento, FL
    Replied almost 6 years ago
    Where’d my comment go?
    Matthew B. Flipper from Sorrento, FL
    Replied almost 6 years ago
    Michael, I tried to compliment you on your post a few weeks ago, but the censorship gremlins must have got it. I’ll try again. Great job on the post! Lots of actionable information. I see so many blog posts these days that are thrown together without any real content, so it’s refreshing to see something valuable I can actually implement in my business. Keep up the good work!
    Michael Blank Rental Property Investor from Northern Virginia, VA
    Replied almost 6 years ago
    Thanks Matt, for the kind words …
    Michael Norris Real Estate Investor from Chattanooga, Tennessee
    Replied over 5 years ago
    Very useful information. Thanks Michael