The Wrong Referral Can Kill a Deal

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Back when I was working as a broker, I had a couple looking at a pre-construction condo.

First-time buyers: young, excited, and just cautious enough to know they needed good advice.

They needed the new build agreement reviewed—nothing too complicated.

I referred them to a local lawyer I hadn’t worked with before. The lawyer had been in the business a long time, so I figured they knew what they were doing.

The lawyer's review came in on the last day of their cooling-off period. No call. Just a cold, clinical email with some bolded clauses, a few scary-looking numbers, and a generic warning.

They panicked. And they walked.

Now that I'm on the other side of these deals, I think about this one a lot.

And here’s the thing: there was nothing wrong with that deal.

The “issues” were standard for any pre-construction condo. Had the lawyer taken the time to explain that, to give them context, the deal likely would’ve gone forward.

Instead, they backed out—not because of what was in the agreement, but because of how it was delivered.

This is the part we don’t talk about enough.

When we refer clients to lawyers (or mortgage brokers, inspectors, appraisers), we’re not just ticking a box—we’re choosing the people who will either support the deal or sink it.

It’s not enough to refer someone who “also does real estate.” You need someone who lives in it. Someone who understands the nuances. Someone who informs not intimidates.

The role of the lawyer is to translate, contextualize, and empower the client to make an informed decision—not to send them running.

It matters who you bring into the deal.

Because when you refer the wrong professional, you don’t just risk the deal—you risk your reputation.

So be intentional. Vet your team. The people you refer are an extension of your service.

Choose accordingly.