Until the money is in your account, it’s not a sure thing
One thing I always try to impress upon seller clients: don’t start thinking about the money hitting your bank account until it actually does.
Easier said than done, I know—but at the very least, don’t start planning for it.
I’ve had to learn that myself as a broker. Until a commission actually lands in your account, anything can happen.
Here are three examples—just from the past year:
• McKinney Tract to a Developer
I helped a family contract a small tract near the McKinney Airport to a developer. The price was strong—but he needed time for city approvals. I warned the seller: the city might make it too expensive and kill the deal.
The offer was good enough that even a 50/50 shot seemed worth it. But the seller started daydreaming about the money and talking like it might close early. I told him to pump the brakes.
Sure enough, the city came in with unreasonable demands, and the buyer walked.
We eventually sold it to an investor at a lower price. I think the seller learned something—but maybe not quite enough.
• Sherman Lot Development
I brokered a lot development deal in Sherman. This one was further along—both sides had signed closing docs, and all we were waiting on was the equity partner to wire funds.
Then… radio silence.
They didn’t even call to say they changed their minds. We had just spent a couple of hours the day before cleaning up docs to their liking—they gave no hint of hesitation.
No wire. No closing.
We eventually salvaged the deal with another group a few weeks later. But that was the closest I’ve come to a deal dying after signing. I even caught myself mentally cashing the check—rookie move.
• Central Texas Ranch – Buyer Side
I was representing the buyer on a beautiful ranch in Central Texas. The sellers signed their docs early. Everything looked good—until our buyer’s attorney flagged a problem with the deed.
It looked fine to me (and to the title company), but instead of calmly working it out, the attorneys got into a spat—as attorneys will.
That spooked the buyer, and he nearly backed out.
We managed to save the deal the next day, but it was a stressful 24 hours. Attorneys (God bless ’em) have a way of doing that.
And again—these are the deals that actually worked out.
I’m not saying this to scare you. If you’re selling a simple lot, there are usually fewer moving parts. But even then, banks can bail, buyers get cold feet, or life just gets in the way.
Until the deal closes and the money hits your account, assume it might not.
It doesn’t mean the deal is bad—or that anyone’s being dishonest. It just means you’re working in the real world.
For your own peace of mind, it’s better to be pleasantly surprised than bitterly disappointed.
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