Beware These Real Estate Tactics I Saw This Year

Beware. I am putting you on notice, because these tactics are real, they are happening right now, and you need to know about them before you are in the middle of a transaction.

I am sharing these because I have seen them play out in real deals this year. The market has gotten slicker and more competitive, and buyers and sellers need to stay alert.

The cash offer switch

One of the most common tactics I saw was the so called all cash offer that came in expecting a discount because it was “easy” and “low risk.”

Then halfway through escrow, the buyer suddenly wanted to switch to a small loan. They would say rates were high, they did not want to liquidate assets, or they wanted to avoid taxable events.

Here is the problem. Cash is powerful because the seller avoids lender delays, appraisals, and underwriting drama. When a buyer switches to financing midstream, the seller takes on more risk and more hassle than what was agreed to at the start.

If you are a seller, be cautious with cash offers that look like they are funded by retirement accounts, overseas funds, or portfolios that may not realistically be liquidated. Sometimes a clean financed offer is more honest from day one, and you can negotiate accordingly.

Also remember, if the offer was accepted as cash and the buyer tries to change the deal, the seller may be able to push back hard, because that was not the original agreement.

The contingency delay game

Another tactic that created major stress was what I called the contingency delay game.

A buyer would agree to remove contingencies by day 17, including the loan contingency. Then the lender would issue conditional approval, not clear to close.

The buyer would refuse to remove contingencies until they had clear to close, which often happened only three to five days before closing. That put the seller in a terrible position because they could not confidently plan their move, their purchase, or any other commitments.

Sellers can issue notices to perform, but in a slower market, some buyers played chicken because they knew the seller might not want to start over. If you are selling, prepare mentally for this possibility and make sure your agent is setting firm expectations upfront.

Early move in and early access requests

This one drove me nuts, and I said no every time.

Buyers sometimes asked to move furniture into the garage before closing, or asked for early keys because they were traveling. Some sellers wanted to be nice and accommodate it, but it is a bad idea.

Until escrow closes and title transfers, it is still the seller’s property and the seller’s liability. If items are stolen, if someone gets injured, or if there is damage to the home, you can end up with a mess you never signed up for.

My rule was simple. No furniture deliveries, no storage, no early access, and no early keys. Keys are exchanged only after escrow is funded and closed.

Do not let buyers and sellers meet in person

I also discouraged buyers and sellers from meeting each other, even if it sounded friendly or helpful.

I heard requests like, “Can we all walk through together so the seller can explain the home and how everything works.” I understood the intention, but I still said no.

In a litigious environment, that meeting can create risk. I have seen buyers try to get sellers talking so they could uncover a new disclosure issue, then use it as leverage to back out or renegotiate.

Most how to questions can be answered with manuals and online resources. I preferred keeping parties separate and letting representation handle communication.

The garage test request

This request always made me cringe.

Buyers would ask to pull their car into the garage to see if it fit. My answer was no, every time.

If the buyer panicked, hit the wrong pedal, or damaged the structure, the liability exposure could be enormous. Measurements are fine. Physically parking the car in the garage during escrow is not.

Commission pressure and unethical behavior

This is where things got really ugly.

I heard conversations about buyer agents pressuring listing agents for more compensation because a listing was not getting offers. That is a massive red flag, and in my opinion, it crosses ethical lines because agents have a duty to put the client’s interests first.

If you are a seller and your agent is pushing you to pay more so an agent will “bring a buyer,” that deserves immediate scrutiny. If you are a buyer, you should understand what your agent is being paid and what was agreed to upfront.

The market can be stressful, but compensation pressure tactics are not something you should tolerate.

Earnest money delays and rushing inspections

Another tactic I saw was buyers dragging their feet on depositing earnest money, while trying to rush into inspections and access.

My position was that inspections should not happen until earnest money is received, cleared, and verified. I had seen too many situations where an inspector or contractor caused damage, and then everyone argued about who was responsible.

Earnest money being in escrow matters because it shows commitment, and it creates at least some financial accountability before you give strangers full access to the property.

Buyers wanting contractors in before closing

I also saw buyers asking to bring contractors in to start work before closing.

Even if they claimed it was a small repair or “just getting a head start,” it was still a no. It is not their house yet, and you do not know who they are bringing onto the property.

When in doubt, I recommended saying no. Protect the seller’s liability and keep the transaction clean.

What I wanted sellers to do instead

The safest path in a weird market was to be firm on boundaries, and to hire excellent representation.

I also reminded sellers that staging and presentation mattered more than ever. If a home did not shine online, it was harder to drive showings in a high rate environment.

If you are interviewing agents, I strongly preferred that you interview at least three. Ask about their experience in the current market, how they handle risk and access, and what their plan is for presentation, pricing, and negotiation.

Final thought

The market has changed, and so have the tactics. The best way to protect yourself is to know what to expect, set boundaries early, and work with an agent who has the experience to enforce them.