A Deal that Reminded me Why Guidance Matters

Happy New Year.

I want to start this year by sharing a real story from the last few months. Not because it was dramatic, but because it quietly shows how good intentions are not always enough in real estate.

Late last year, I helped an older couple sell their home because they needed financial relief. The husband is retired and the wife is planning to retire in the coming years. This sale was about downsizing and breathing room, not chasing the market.

They had a basement tenant who had lived there for six years. Rent was always paid on time. No issues. A single mother with shared custody of her kids. Earlier in the year she had considered moving closer to her kids’ school but decided to stay. My clients trusted her.

Before listing, I advised them to consider having the basement vacant. Not because the tenant was bad, but because selling with tenants carries risk. They felt confident it would be fine. They believed the relationship they had built would carry through.

The home sold. The proper documents were served. Everything was signed. Everyone was cooperative.

Then, about a month before closing, my clients started receiving reference check calls. They thought it meant the tenant was preparing to move. A few weeks later, she asked for cash for keys.

They were caught off guard. This sale funded the home they were downsizing into. Still, they tried to handle things fairly and calmly. An agreement was reached and new paperwork was signed.

What stood out to me most was not the request itself. It was how quickly a situation can change late in the process.

Here are three takeaways I want you to carry into this year.

First, trust and preparation are not opposites. You can respect people and still protect yourself.

Second, the riskiest moments often come after a deal is already done, not before.

Third, good guidance is about raising concerns early, even when everything feels smooth.

Next week, I will share how this unfolded and what it taught me about protecting sellers in real situations like this.

Essam

P.S. This story does not end with anger or blame. It ends with clarity and lessons that matter.