How to respond when a seller says 'I need to consult my attorney' on the phone

Acknowledge and validate the seller's request

The moment a seller mentions consulting an attorney, your immediate response should be one of understanding and support. Say something like, "That's perfectly understandable, and I encourage you to do what makes you feel most comfortable." This validates his or her feeling and builds trust.

Do not sound surprised or defensive. Many sellers are simply cautious or have been advised to seek legal counsel for any significant transaction. Your calm acceptance reinforces your professionalism and willingness to work within his or her comfort zone.

Reiterate your transparent process

Briefly explain that your process is straightforward and designed to be transparent. You might say, "Our goal is always a fair, clear transaction, and having your attorney review everything is a good step." This frames your offer as something that will withstand scrutiny.

Mention that all contracts are standard and that you encourage sellers to seek independent advice. This demonstrates that you have nothing to hide and are confident in your offer and terms.

Set clear expectations for next steps

Ask the seller if he or she has an attorney in mind or if he or she needs time to find one. Then, clarify the next steps. "Once you have spoken with your attorney, would it be okay if I follow up with you on [specific day and time]?" This keeps the ball in motion without being pushy.

Offer to send him or her any documents he or she might need for his or her attorney's review, such as a sample purchase agreement or a summary of your offer. This proactive approach shows you are organized and prepared.

Maintain a helpful and non-pressuring tone

Your tone throughout this conversation is critical. It must be helpful, patient, and completely devoid of pressure. Avoid language that suggests urgency or implies that consulting an attorney is an unnecessary delay.

Remember, you are working to solve his or her problem. If he or she feels pressured, he or she may shut down completely. A respectful approach helps preserve the relationship and keeps the door open for a deal.

Provide requested documentation promptly

If the seller asks you to send documents to his or her attorney, do so immediately. This demonstrates your reliability and commitment to a smooth process. Ensure all documents are clearly labeled and easy to understand.

Be prepared for potential questions from the attorney. He or she will likely want clarification on terms, timelines, and the nature of your business. Having clear, concise answers ready will speed things along.

*Disclaimer: This content is for informational purposes only and not for the purpose of providing legal, tax, or financial advice. Consult with a qualified professional for advice concerning your individual circumstances.

When to follow up after the attorney consultation

Stick to the follow-up time you agreed upon. When you call, start by asking, "Were you able to connect with your attorney?" Listen carefully to his or her response. He or she might share insights or new concerns.

Be prepared to address any questions or objections that may have arisen from his or her attorney's advice. His or her attorney might suggest modifications to the agreement, which you should be ready to discuss constructively.