1. Set boundaries
Prevents you from accidentally acting as their agent.
2. Verify financial readiness
Protects your time and negotiation position.
3. Require complete written offers
Avoids confusion & keeps the deal clean.
4. Use legal/transaction support
Allows you to stay safe without over-explaining.
5. Stay neutral and data-driven
Improves outcomes and reduces emotional pressure.
1. Establish Clear Boundaries and Control the Process
An unrepresented buyer may expect you to “guide” them like an agent would.
You cannot act as their agent—but you can set expectations.
Key points
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Explain that you’ll provide factual information, not advice.
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Use neutral, written communication as much as possible.
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Keep all conversations focused on the property and the terms—avoid offering interpretations of legal or contractual issues.
2. Require Strong Proof of Funds or Preapproval Before Negotiating
Unrepresented buyers commonly overestimate their financial readiness.
Always qualify the buyer before discussing detailed terms.
What you need
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A recent (30 days or newer) lender preapproval letter
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Or, for cash buyers: proof of funds (bank statement or letter from financial institution)
Why it matters:
It saves you from “pretend buyers,” strengthens your negotiating position, and helps you understand how strong their offer really is.
3. Use Clear, Written Offer Terms (No Verbal Agreements)
Buyers without agents often submit vague or incomplete offers. That creates room for confusion—and risk.
Important elements to lock in
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Purchase price
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Earnest money amount and timeline
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Closing date
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Contingencies (inspection, appraisal, financing)
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Who pays what closing costs
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Deadlines for every step
Tip:
Give buyers a simple template or checklist so they know what’s required. When the terms are clear, you keep control of the deal.
4. Protect Yourself with a Real Estate Attorney and/or Transaction Coordinator
Because the buyer is unrepresented, you face double the risk—you have no agent, and they have no agent.
You should have:
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A real estate attorney for contract review and legal protection
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And/or a transaction coordinator to manage deadlines, paperwork, and escrow
Why this helps
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Prevents misunderstandings
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Keeps the deal compliant with state laws
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Takes pressure off you to “explain” things to the buyer
5. Maintain Leverage by Staying Professional and Emotionally Neutral
FSBO negotiations often become emotional because the buyer deals directly with the seller.
Your goals
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Don’t justify your price emotionally—use data.
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Stick to deadlines and documented communication.
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Don’t negotiate against yourself.
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If the buyer hesitates, don’t fill the silence—let them respond.
Mindset
You’re not trying to “help them buy the house”; you’re trying to reach a fair agreement.