As many of my Clients are aware, I often write my Blog about real life situations and certainly about education. This is the case here.


I want to discuss the reasons that the Letter of Intent (LOI) is used and how this relates to the Contract.


First, let’s discuss the Contract often referred to as the PSA (Purchase and Sale Agreement).  The Contract is a binding contract on ALL parties, namely the Buyer and Seller of the Property.  The Contract spells out the legally binding Terms and Conditions of the deal.  It’s important to obtain the Buyer and Seller’s signature.  While it is important if for some reason, an initial is missed on a page-this is still binding.  The only way that the Terms of the Contract can be changed is by an Addendum that is signed by BOTH the Buyer and Seller. Many agents present a counter to the Contract after this has been signed and this is NOT used.  The rule of thumb is that you would use Counters before the Contract is accepted and addendums after the Contract has been accepted. Emails, Text Messages do not change any terms of the contract.  Also, the Agent or Broker cannot change anything on the contract unless they are a party to the Contract and this would mean that they are either the actual Buyer or Seller named on the contract.


The Letter of Intent is sometimes used to define terms before the expense or time of preparing a contract.  Let me clear that the LOI is nonbinding and is used only for guidelines with which to prepare documents.  Often I see items in the LOI that the Seller may not want to agree to when the Contract is prepared.  Then it is appropriate to prepare a Counter to the LOI. Even when these are signed by the Buyer and Seller it is still not binding.


Many times the Agent will write the LOI and then once the basic items have been agreed to the LOI is shipped off to the Attorney to actually write the contract. A good Real Estate Attorney will write the contract as close as legally possible to the LOI. 


I do not always use an LOI on a basic Contract as the LOI is non-binding and if we are going to go to contract, then let’s do it.  However, it does NOT mean that I will be discussing the Terms that my Client wants incorporated into the Contract with the Cross Agent.


I use the LOI always when the Attorney is preparing the Contract.  In fact, usually I will send the LOI over to the Attorney for Blessing before presenting it to the other Agent.


The Letter of Intent is really used to define the outline of the final Contract.  Sometimes this will prevent a long list of Counters to the Contract.


Remember that the LOI is only an outline and does not bind anyone to the Terms-only the Contract does this.

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