Align on the investment plan
Ask whether the buyer intends to renovate and sell, bridge into another capital source, build, or hold the property as a rental. The plan—not only the purchase price—helps determine which financing conversation is relevant. Confirm that the intended use is business or investment, not a principal residence.
For a property already identified, prepare the address, asking or contract price, property type, condition, and target close. Be clear about whether a contract is signed and which dates are firm versus preferred.
Surface the questions early
If the project includes work, ask for a rough scope, budget, and expected completion date. If the buyer expects a rental hold, gather available rent, lease, tax, insurance, and HOA information. Ask how much capital the buyer expects to contribute and what their planned exit looks like.
Where a deadline is unusually tight, explain why. A target date by itself does not establish that title, insurance, appraisal or valuation, entity documents, and financing conditions can be completed by then.
Set expectations with the client and seller
A preliminary conversation or indication of terms is not a commitment to lend or a guarantee of closing. Property review, borrower information, underwriting, and final documents still matter. Avoid presenting a lender conversation as proof of funds unless the lender has issued a document specifically intended for that purpose.
When referring a client, identify your role and preferred communication path. Any referral or compensation arrangement must be addressed separately and only where permitted and properly documented.