In today’s market, empathy and adaptability drive results
These days, many developers face a dilemma: do we strictly enforce contract terms, or do we support our buyers through their challenges?
While it may be tempting to take a hard line—terminate contracts, withhold deposits, or charge penalties—this approach can backfire. It adds unwanted stock to your books, strains your brand reputation, and alienates future buyers.
Instead, we recommend treating your buyers as partners. Ask yourself: what would flexibility look like here? Could you offer more time? Help with bridging finance? Assist with valuation appeals?
Buyers want to settle. Most are trying their best in a sometimes difficult and very competitive lending environment. Banks can be slow, valuations are often low, and domestic & global events can cause disruption. These aren’t excuses—they’re realities. Showing empathy and offering reasonable support can turn a high-risk buyer into a loyal advocate.
Developers should consider flexibility is a strength, not a liability.
