Guillaume BlackPropTech Leader | "Deals are made, not found" | Helping investors find motivated sellers & close profitable deals

Why Sold Subject to Contract is Not a Done Deal

19 Mar 2026 · 1 min

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In this brief talk, Guillaume Black explains that the phrase “sold subject to contract” is highly misleading in property transactions because roughly one‑third of such sales never reach completion. He outlines typical reasons for collapse—delayed completion dates, chain failures, expired mortgage offers, and buyers pulling out—highlighting the frustration and exhaustion vendors feel while they remain just one phone call away from considering new offers. Black stresses that proactive, regular follow‑up (weekly or at least monthly) is the key advantage for agents: staying in the conversation positions them to step in when a deal falls through and secure the sale.

Chapters

Sold subject to contract is the most misleading phrase in property because a third of those sales never actually complete. People see sold subject to contract and scroll past. They just walk away from their next deal. Completion dates get delayed, chain collapses, mortgage offer expires, buyers pull out. If I were to propose to any of your fine ladies here, subject to my wife agreeing, you can understand that this is not a done deal. So same thing with the vendors. The vendors behind these deals are frustrated, exhausted, and one phone call away from entertaining your offer. This is where follow-up becomes your superpower. Stay in the conversation, check in monthly if not weekly, and then when the deal falls through and many will that only want to sell to you, and you want to be part of that conversation.