A Stalled Deal Doesn’t Have a Shelf Life, It Has an Expiration Date
Every day a transaction file sits open is another day for a buyer or seller to second-guess the math or for a new national or global headline to spook them. A stalled deal doesn't have a shelf life; it has an expiration date. And once it hits that date, it doesn't just sit there. It fails.
Keep It Moving Forward
Perfectly good transactions fail not only because of a structural defect or a title issue, but because of a lack of momentum.
If you aren't continually moving the deal and the client toward the next step in the transaction, and ultimately toward the closing, you are moving toward a sale fail. Letting a repair negotiation or a document request drag on for a week isn't "patience." It’s bad practice. It’s giving the dreaded "What If" monster room to breathe. If you are silent, your client will fill the void with their own anxiety.
Time is the enemy of the deal.
𝗧𝗵𝗲 𝟰𝟴-𝗛𝗼𝘂𝗿 𝗥𝘂𝗹𝗲
If a pending file goes 48 hours without a meaningful move toward closing, it is officially in the Danger Zone. "No News" is rarely acceptable. Within every 48-hour window, do one of three things:
Secure a signature.
Generate an addendum to resolve a contingency.
Provide a factual update that reinforces the path forward.
Even if the update is simply "the appraiser is scheduled for Tuesday," that movement keeps the momentum alive. It reminds the client that you, the professional they hired, are in control and the closing is still in sight.
I’ve seen time heal many things, but a real estate deal has never been one of them.
Until next time,
Jeff.
Forging Modern Careers on 47 Years of Scar Tissue
About the Author: I am a self-retired real estate professional with a career spanning 47 years. Throughout decades of market changes, I remained dedicated to the idea that real estate is about more than square footage—it’s about the human element. Today, I write about the lessons learned from a lifetime of helping people find the place that truly feels like home, hoping that sharing these insights will help the next generation of agents better serve their clients and find fulfillment in their own careers.
(C) 2026 Jeff Sorg
Comments