How to Collaborate with Attorneys and Keep Deals Moving
In any business transaction, there comes a moment when the legal team steps in. And when that happens, the deal either speeds up—or slows to a crawl.
As the broker, your job is to guide the deal forward without losing control—even when attorneys get involved.
In this video, we break down exactly how to work with attorneys (not against them), how to keep communication focused, and how to make sure the legal process doesn’t derail the deal.
The Attorney’s Role in a Deal
Attorneys are here to protect their client. Period. They review and draft documents like:
In any business transaction, there comes a moment when the legal team steps in. And when that happens, the deal either speeds up—or slows to a crawl.
As the broker, your job is to guide the deal forward without losing control—even when attorneys get involved.
In this video, we break down exactly how to work with attorneys (not against them), how to keep communication focused, and how to make sure the legal process doesn’t derail the deal.
The Attorney’s Role in a DealAttorneys are here to protect their client. Period. They review and draft documents like:
- Letters of Intent (LOIs)
- Purchase Agreements
- Non-Compete Clauses
- Asset Lists and Lease Transfers
- Employment Agreements (when applicable)
They are not the deal-makers—but they are the risk-managers. And their involvement is critical, especially when the stakes are high.
Set Expectations Early with Your Client
Before you send a deal to legal review, prepare your client with this mindset:
Set Expectations Early with Your ClientBefore you send a deal to legal review, prepare your client with this mindset:
- Legal review is normal—don’t be alarmed
- Some language will change, and that’s okay
- The lawyer’s job is to protect, not negotiate the entire deal
- Your job as broker is to keep the original terms and spirit of the deal intact
This step alone can prevent panic when redlines and revisions start flowing in.
What Lawyers Typically Question (And What’s Just Noise)
Attorneys will almost always flag:
What Lawyers Typically Question (And What’s Just Noise)Attorneys will almost always flag:
- Indemnification clauses
- Payment timing and security
- Contingencies and closing conditions
- Post-closing responsibilities (training, holdbacks, etc.)
But sometimes, they get caught up in:
- Over-negotiating routine terms
- Introducing new conditions late in the game
- Debating things that were already agreed upon
That’s when it’s your job to refocus everyone on the shared goal: closing the deal.
You’re the Quarterback—Let Them Be the Kicker
As a broker, you lead the team. You’re the quarterback. You see the whole field—buyer, seller, timeline, financing, emotions.
The legal team is there to help you win the game, but you have to:
You’re the Quarterback—Let Them Be the KickerAs a broker, you lead the team. You’re the quarterback. You see the whole field—buyer, seller, timeline, financing, emotions.
The legal team is there to help you win the game, but you have to:
- Keep communication aligned with the deal structure already agreed upon
- Avoid letting attorneys negotiate business terms that were already settled
- Protect the relationships on both sides—especially if attorneys get combative
- Remind everyone that the objective is a closed deal, not a perfect document
Let the attorney handle legal language—but make sure the deal logic stays intact.
Keep Communication Tight and Focused
Here’s how to prevent deals from getting lost in legal back-and-forth:
Keep Communication Tight and FocusedHere’s how to prevent deals from getting lost in legal back-and-forth:
- Keep all parties aligned on original terms and intent
- Clarify who is speaking for whom—avoid crossed wires
- Create a shared timeline to keep legal review on track
- Avoid email chains with multiple conflicting voices—centralize updates when possible
Final Thought
A strong legal team helps close deals. But a strong broker makes sure the deal stays on course.
Work with attorneys, respect their role, and lead with clarity. If you do, you’ll keep control of the transaction, protect your client, and close more deals with confidence.
A strong legal team helps close deals. But a strong broker makes sure the deal stays on course.
Work with attorneys, respect their role, and lead with clarity. If you do, you’ll keep control of the transaction, protect your client, and close more deals with confidence.
