Real Estate Talk:
The power of clarity

Manage transactions more effectively with clear communication between all participants

By Joseph Marovitch

May 28, 2026

In my 15 years as a broker, I have found that the broker on the other side is thrilled to deliver good news as soon as possible, such as an accepted offer or a good inspection report. However, on occasion, I have also experienced brokers who do not call back until they must, or do not respond to an email. Usually, this is because they do not have an answer yet, or the answer they have is bad news.

In real estate, it is necessary to convey good or bad news promptly, as the information must be incorporated into the decision-making process as soon as possible.

Generally, people are loath to deliver bad news because they fear the reaction. Good news tends to come quickly and directly. Those experienced in leadership positions tend not to have an issue delivering bad news because it is usually to the benefit of the many.

In real estate, it is necessary to convey good or bad news promptly, as the information must be incorporated into the decision-making process as soon as possible. Buyers, sellers and brokers require information quickly, whether good or bad, to plan their next course of action.

When I meet a new mortgage broker, notary, photographer or contractor to discuss ways to further business by working together and cross-referring each other, one of the many items I ask is, if I call that person, will they call back promptly, whether they have good news, bad news, or I just need their service? This is a question every buyer or seller should ask a broker.

Clear and open communication is a gift few have, but it is a necessity for buyers and sellers with their broker and between brokers. Without clear and open communication, it is very difficult to coordinate transactions. Transactions in real estate are all about timing – timing in an offer, a counteroffer, and deadlines in an offer. Any deadline in the conditions of a promise to purchase that is not met can cause a condition to be automatically satisfied or unintentionally result in the cancellation of the offer.

‘Clear and open communication is a gift few have but is a necessity for buyers and sellers with their broker and between brokers. Without clear and open communication, it is very difficult to coordinate transactions.’

If your broker or other professional cannot do what they say they will, and there is no clear communication because they do not return calls, get another service provider.

We all want excellent service. Therefore, when you meet a service provider, ask if they do what they say they will do. If they cannot do what they say, and there is no reasonable explanation for the service not occurring, choose someone else.

In the case of communication between broker to broker, broker to client and vice versa, it is always preferred, in any relationship, to have open and clear communication. However, if this does not occur and one party is not responding in a timely manner, it is best to always communicate via email. This is proof you attempted to communicate. It is important to keep records.

The information in these articles is a summary. Should you have questions, comments or wish to discuss further, please refer to the comments section at the bottom of the page or contact me directly. To view past articles, click here.

STATE OF THE MARKET

In a recent poll of a thousand real estate brokers taken by the Financial Post stated in the May 26, 2026 issue, the consensus is that there is a rise in failed real estate transactions due to financing, buyers adding multiple conditions, buyers placing clauses that permit cancellation of the offer such as placing a low interest rate in the finance condition that may be too low in the next few days due to a volatile economy effected by global issues, and no funds to close the transaction because money was to come from the sale of a prior property that did not sell. Mostly, buyers are concerned about volatile, rising interest rates and inflation, which is why all these stop-loss tactics are in place.

In the current global state, with an oil shortage slowing the supply chain of goods and services, inflation and potential interest rate hikes are to be expected.

‘The broker should be aware of interest rates and the current market, enabling the broker to mitigate conditions that can lead to failure or rejection.’

In some cases, buyers do not realize that conditions in an offer can cause it to be rejected, which is not the buyer’s intention. However, an experienced broker will recognize the signs that can cause the transaction to fail for both the buyer and seller. The broker should be aware of interest rates and the current market, enabling the broker to mitigate conditions that can lead to failure or rejection.

Brokers can advise buyers to keep the conditions simple and not prolonged. Buyers must include certain conditions in the offer, such as document review, inspection, financing, and any requirements that would be deal-breakers for the buyer. However, if an issue is not a deal-breaker, leave it out. Otherwise, the offer may cause the seller to accept a simpler offer that meets their requirements.

For sellers, the broker will be able to recognize an interest rate that may not be high enough to be accepted by a lender and counter the offer with a higher interest-rate request for the loan. An offer that is conditional upon the buyer selling a previous property is only worth accepting if the property that must be sold first already has an offer and only must go to the notary for signing. It should be noted that even when all conditions are satisfied, there is still a risk that the property will not sell, but the risk is much lower. If the buyer’s previous home is on the market but has no offers yet, the risk is much higher, and the seller’s house is tied up while the buyer waits to sell their property. The seller can still show their property while waiting, but many buyers avoid a property that has an accepted conditional promise to purchase (CPP) on the listing.

Have a wonderful weekend.

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Joseph Marovitch has worked in the service industry for over 30 years. His first career was working with families from Westmount and surrounding areas, hosting children between the ages of 6 to 16 as the owner and director of Camp Maromac, a sports and arts sleep-away summer camp established in 1968. Using the same strengths caring for the families, such as reliability, integrity, honesty and a deep sense of protecting the interests of those he is responsible for, Joseph applies this to his present real estate broker career. Should you have questions please feel free to contact Joseph Marovitch at 514 825-8771, or josephmarovitch@gmail.com