1) Why buyer quality matters more than offer size
The best offer on paper can become the worst outcome if the buyer can’t close, keeps asking for extensions, or can’t verify funds. This is especially common with land because financing is often stricter than typical home loans. Bankrate
Your goal: pick the buyer with the cleanest path to closing.
2) The 2026 Buyer Scorecard (use this on every offer)
Give each item a Yes/No:
- Buyer identity is clear (real person or documented entity)
- Proof of funds or true pre-approval is provided
- Earnest money is meaningful and deposited quickly
- Due diligence list is specific (survey, access, septic, zoning)
- Due diligence deadline is short and clear (not open-ended)
- Closing timeline is realistic
- Buyer agrees to use reputable escrow/title
- Contingencies are reasonable and written clearly
- Communication is consistent (no ghosting)
- No pressure tactics or “weird payment methods”
If a buyer scores low, you don’t need drama. You just need boundaries.
3) 10 green flags (buyers worth prioritizing)
- They provide proof of funds quickly (or lender doc)
- They can explain intended use (build, farm, recreation, hold)
- They ask smart questions (access, zoning, septic, utilities)
- They accept clear deadlines
- They don’t negotiate by chaos (one request at a time)
- They’re fine using title/escrow
- They put real earnest money down
- They don’t require repeated extensions
- They don’t try to skip verification (normal in today’s environment)
They keep money instructions stable and verify properly (a good sign of scam awareness). National Association of Realtors
4) 10 red flags (walk away fast)
- “Cash buyer” but no proof of funds
- Buyer won’t share full legal name/entity info
- “We’ll figure it out later” due diligence
- Multiple extension requests with vague reasons (a common seller complaint) Reddit
- Wants you to sign a one-sided contract that locks you up for months
- Refuses escrow/title (“Let’s do it privately”)
- Pushy urgency (“sign today or I’m gone”)
- Changes payment/wire instructions by email National Association of Realtors
- Tries to assign the contract without clarity
- Wants seller financing but won’t use a professional to structure it
5) Questions to ask every buyer (copy/paste)
To confirm they can close
- “What name will be on the deed (person or entity)?”
- “Can you send proof of funds or your pre-approval today?”
- “What’s your due diligence list?”
- “What earnest money amount will you deposit, and by when?”
- “Which title/escrow company will we use?”
To stop the extension trap
If we extend, the extension requires (1) additional earnest money and (2) a new hard deadline.
6) Safe closing rules (simple anti-fraud)
Vacant land is a known target for impersonation and fraud attempts, so sellers should expect stronger verification and safer closing habits. National Association of Realtors
Non-negotiables
- Use reputable escrow/title
- Verify identities properly
Verify wire instructions by phone using trusted numbers (not email) National Association of Realtors
FAQ
Q: What’s a “reasonable” earnest money amount?
A: Enough that the buyer feels it. The right number depends on price and market, but the principle is: earnest money should make walking away uncomfortable.
Q: Should I accept a financed buyer?
A: Yes, if they show real pre-approval, accept deadlines, and don’t need endless extensions.
