In the real estate sector, there is a false belief that a good broker is one who “closes” any deal at any cost. At Hernán Bustos – Real Estate Experts, my view is radically different: success is not about signing a contract, but ensuring that that contract does not become a legal or financial nightmare for you in six months’ time.
Over the years, I have seen how the urgency or euphoria of one of the parties has led to attempts to impose clauses that are impossible to comply with. Conditions that, if not met, would force my clients to return double what they received or lose everything they had paid. In those moments, my role is to be the filter of rationality in the face of environmental pressure.
1. Interests above positions
When the other party entrenches itself in a dangerous technical demand, my job is to analyse what is behind it. We do not enter into a game of “who can do more”, but rather a feasibility analysis. If a clause puts your assets at risk because it depends on factors beyond our control, my advice will always be the same: do not sign.
Knowing how to say “no” at the negotiating table is not a sign of weakness or lack of interest; it is the greatest exercise of responsibility that an advisor can perform. My priority is your legal security, not my commission.
2. Managing risk with objective criteria
It is true that every transaction is different and, sometimes, time is of the essence. There are situations where the client decides to take certain risks in order not to miss out on a unique opportunity. In those cases, my job changes phase: we move from prevention to mitigation.
If you are going to take a risk, my obligation is to ensure that you do so with your eyes open. That you know exactly what can go wrong and, above all, that we have a contingency plan in place. If something goes wrong, we know how to get out of it because we have analysed the scenario before stepping into it.
3. Your best alternative is your peace of mind
Before signing a deposit agreement or deed, remember that the best alternative to a bad deal is simply no deal at all. There will always be another property, but your assets and your peace of mind are irreplaceable.
At Hernán Bustos – Real Estate Experts, we do not seek quick transactions that keep us all awake at night. We seek relationships of trust where you know that if I give you the green light, it is because the path is safe. And if I ask you to stop, it is because I am taking care of what matters most: your future.
