Every now and then, a deal teaches you something you never forget. One of my very first transactions did just that—and the lesson was simple: one small change can give someone an out.
I was representing a seller on a single-family home in a hot Miami neighborhood. We had tons of interest, multiple offers, and chose a buyer after a whirlwind weekend of showings. The seller made a minor counter, and everyone assumed the deal was essentially done.
Then the buyers came back with just one small change: they dropped their down payment from 20% to 15%. That shift required the seller to sign a new version of the contract. In the brief window before signatures were exchanged, a better offer landed: stronger terms, better financing, cleaner price. The seller chose the new buyer, and the original buyers lost the house. They hadn’t done anything “wrong”—but that tiny tweak opened a door they didn’t realize they’d left ajar.
It was one of the first lessons I learned about how delicate timing can be, and how even minor changes can reopen negotiations when you least expect it. Real estate deals, especially in competitive markets like Miami, aren’t just about price and terms—they’re also about momentum. Once you have a fully executed contract, you’re protected. Before that? The deal is still on the table.
So now, I always share this advice with clients: if with your terms, try not to change them until you're under contract. And if want to make a change, consider the possibility of waiting until you’re under contract.
A small change can feel harmless—but in the world of real estate, it can cost you more than you think.