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  • Writer's pictureDeLone Dawisha



When it comes to business and real estate transactions, understanding the role of a Letter of Intent (LOI) is not just useful—it's crucial. An LOI serves as a roadmap for the parties involved, sketching out the primary terms and fundamental agreements that will be further detailed in a binding contract or definitive agreement.

The use of an LOI is a common practice in business and real estate transactions because it helps in defining clear expectations. Without this vital document, misunderstandings can easily arise, leading to costly disputes or a breakdown in negotiations.

While LOIs come with many benefits, such as clarity and a defined negotiation path, they may also present challenges. Since LOIs are usually non-binding, they don't provide full legal protection, and their terms must be carefully drafted to avoid unintentional commitments.

Creating and negotiating an LOI requires a deep understanding of both legal terms and business dynamics. Whether you're an entrepreneur, investor, real estate professional, or simply someone interested in understanding the nuts and bolts of LOIs, you'll want to read this blog post. In this comprehensive guide, you'll learn about the purpose, structure, and negotiation of Letters of Intent.

Disclaimer: The information provided in this blog post is intended for informational purposes only and does not constitute legal, accounting, or financial advice. Interacting with this content does not establish an attorney-client relationship with the author or the publisher. Please seek the advice of a qualified attorney in your jurisdiction for any legal decisions.


1.) Understanding the Purpose of an LOI

An LOI is a preliminary document used in business and real estate transactions. It's often considered the first step in the negotiation process, outlining the main terms and conditions that both parties agree upon.

The importance of a well-drafted letter of intent cannot be understated, as it sets the expectations for both parties before they dive into the time-consuming and often costly process of drafting and negotiating the acquisition agreement.

In business transactions, LOIs are often the first step in formalizing arrangements for mergers, joint ventures, acquisitions, or other major deals. They allow parties to agree on essential elements such as valuation, payment terms, and transitional arrangements, setting the tone for good faith negotiations.

In real estate transactions, an LOI plays a pivotal role in the buying, selling, or leasing of real estate. By outlining key elements such as purchase price, due diligence period, closing dates, and contingencies, an LOI ensures that both the buyer and the seller are on the same page.

2.) Binding vs. Non-Binding LOI

The first factor to consider in a letter of intent is its nature – it should clearly specify whether it is binding or non-binding. A binding letter of intent implies a legal commitment to proceed with the deal under the stipulated terms, whereas a non-binding one is more of an agreement in principle, laying out the potential terms without any formal obligation to follow through.

3.) Key Components of an LOI

An LOI should detail the essential terms of the proposed transaction. A broad description of the transaction at hand helps both parties gain an understanding of the business deal that is being considered. Furthermore, it should cover the following key elements:

a.) Purchase Price:

The agreed-upon purchase price for the business or its assets. This may also include details about how the price was calculated and whether any adjustments may be made under certain circumstances.

b.) Conditions to Closing:

The terms and conditions that must be satisfied before the final sale can take place. This may include regulatory approvals, financial audits, or other due diligence findings.

c.) Closing Date:

The date on which the transaction is expected to be finalized.

d.) Primary and Ancillary Agreements:

Any additional agreements that need to be entered into as part of the transaction, such as non-compete or non-disclosure agreements, along with the main acquisition agreement.

e.) Exclusivity:

Also known as a 'no-shop' clause, this prevents the seller from seeking out or entertaining offers from other potential buyers during a specified period.

f.) Term:

The duration for which the letter of intent is valid, after which either party may choose to walk away from the deal if not finalized.

g.) Confidentiality:

Although a separate confidentiality agreement is often used, the letter of intent may also contain provisions emphasizing the need for discretion. This helps protect the sensitive information exchanged during the negotiation and due diligence process.

h.) Break-up Fee:

In certain cases, sellers may require a break-up fee to be included in the letter of intent. This is a predetermined compensation that the buyer must pay if they decide to walk away from the deal. The objective is to provide some level of protection for the seller, who may have turned down other offers or invested considerable time and resources in the process.

i.) Dispute Resolution:

Including a clause outlining how potential disputes during the transaction will be resolved can be beneficial. Whether it's through mediation, arbitration, or court proceedings, understanding the path to dispute resolution can help mitigate future issues.

j.) Governing Law and Venue:

Specifying the jurisdiction and legal framework that will govern the agreement can prevent confusion and potential legal conflicts. This is particularly important for transactions involving parties from different states or countries.

k.) Timeline:

A well-defined timeline helps keep the transaction on track. It includes key milestones like the conclusion of due diligence, the drafting of the final agreement, and the expected closing date.

4.) Negotiating an LOI

a.) Engage Legal Professionals:

It's often advisable to consult with legal professionals such as attorneys who specialize in contract law. They will ensure that the document accurately reflects the intent of both parties, complies with relevant laws and regulations, and minimizes potential legal risks. Professionals can identify areas that might be overlooked by those without legal training, ensuring that both parties' interests are protected.

b.) Clearly Define All Terms and Expectations:

An effective LOI must clearly articulate all significant terms and expectations, including price, deadlines, responsibilities, and any special considerations. Vague or poorly defined terms can lead to confusion, misinterpretation, and disputes down the road. Precise language helps establish a solid foundation for future negotiations.

c.) Avoid Ambiguous Language:

Avoid using ambiguous or unclear language that could lead to misunderstandings. Every word should be chosen with care, and the meaning of each term should be apparent to all parties involved. Unclear language can open the door to different interpretations, which might complicate the negotiation process or even derail the transaction.

d.) Consider Including Mediation or Arbitration Clauses:

Including a mediation or arbitration clause in the LOI can provide a pathway for resolving disputes without resorting to litigation. This approach can save time and money if disagreements arise during the negotiation process. It also demonstrates a commitment to amicable resolution, which can foster trust between the parties.

e.) Don't Assume Full Legal Protection:

It's essential to recognize that an LOI is often a non-binding document. While it outlines the intentions of the parties, it doesn't usually provide full legal protection. Make this clear in the LOI itself, specifying which parts, if any, are binding (such as confidentiality or exclusivity agreements).

f.) Build Trust and Communication:

Negotiating an LOI requires open and honest communication. Building trust through transparency can pave the way for a smoother negotiation process. Regular updates, willingness to listen, and demonstrating an understanding of the other party's needs and concerns can make the difference in reaching an amicable agreement.

5.) Frequently Asked Questions (FAQs)

a.) What is a Letter of Intent (LOI), and when is it used?

A Letter of Intent is a preliminary document outlining the primary terms and agreements between parties in a business or real estate transaction. It's often used in complex deals such as mergers, acquisitions, or property leases to set the stage for formal negotiations.

b.) Is a Letter of Intent legally binding?

Typically, an LOI is not legally binding, except for specific clauses like confidentiality or exclusivity agreements. It's essential to clearly state in the LOI which parts, if any, are binding.

c.) What should be included in an LOI?

Key components of an LOI include the introduction, terms and conditions, confidentiality clause, exclusivity agreement (if any), and non-binding provisions. It should be tailored to the specific transaction, with all critical terms clearly defined.

d.) Can I negotiate an LOI without a lawyer?

While it's possible to negotiate an LOI without legal counsel, it's often advisable to consult with an experienced business attorney. This attorney can help ensure that the LOI is well-drafted, compliant with relevant laws, and reflects the true intent of both parties.

e.) What happens if the parties disagree after signing an LOI?

Since an LOI is usually non-binding, disagreements after signing don't generally have legal consequences. However, if there are binding clauses, legal action might be possible. Including a mediation or arbitration clause in the LOI can provide a path for dispute resolution.

f.) How detailed should an LOI be?

An LOI should be detailed enough to clearly outline the key terms and intentions of the parties involved but not so detailed that it becomes a substitute for the final contract. Striking the right balance ensures clarity without prematurely committing to specifics.

g.) Can an LOI be terminated?

Yes, an LOI can typically be terminated by either party, especially since it is often non-binding. The LOI may include terms about termination, such as notice requirements or conditions under which termination may occur.

6.) Hypothetical Scenarios

a.) Scenario 1 - Business Merger:

Two technology companies are considering a merger to combine their strengths and capture a larger market share. An LOI is drafted to outline the initial terms, including valuation, merger structure, timelines, and responsibilities of both parties. By setting clear expectations, the LOI facilitates smooth negotiations.

b.) Scenario 2 - Commercial Real Estate Lease:

A growing startup is looking to lease a new office space from a commercial real estate developer. The parties use an LOI to define the primary lease terms such as rent, lease duration, property improvements, and maintenance responsibilities. This document helps streamline the lease negotiation.

c.) Scenario 3 - Acquisition of a Small Business:

A well-established coffee chain is planning to acquire a local coffee shop to expand its presence in a new city. The parties draft an LOI to sketch out the acquisition's fundamental terms, including purchase price, asset and liability distribution, non-compete clauses, and timelines. The LOI serves as a roadmap for further negotiations.

d.) Scenario 4 - Joint Venture in Manufacturing:

Two manufacturing firms intend to form a joint venture to develop a new line of sustainable building materials. An LOI is created to lay down the essential collaboration terms, profit-sharing, intellectual property rights, and governance structure. It acts as a foundation for building a mutually beneficial partnership.

7.) Common Misconceptions

a.) Misconception 1 - LOIs are Legally Binding Contracts:

LOIs are typically non-binding agreements that outline the intentions of the parties involved in a transaction. While certain clauses may be binding (such as confidentiality agreements), the LOI itself does not usually constitute a binding contract.

b.) Misconception 2 - An LOI Replaces the Need for a Formal Contract:

An LOI serves as a preliminary roadmap for negotiations and does not replace a formal, legally binding contract. It outlines the general terms of the agreement, but a comprehensive contract is still required to finalize the deal.

c.) Misconception 3 - All LOIs are Identical:

LOIs can vary significantly in content, structure, and purpose. Tailoring an LOI to the specific transaction is essential to accurately represent the interests and agreements of the involved parties.

d.) Misconception 4 - LOIs Can Be Casually Drafted Without Legal Guidance:

Even though an LOI is often non-binding, it's advisable to consult with legal professionals when drafting one. Poorly constructed LOIs can lead to misunderstandings, disputes, or unintentional legal commitments.

e.) Misconception 5 - Terminating an LOI has Legal Consequences:

Since LOIs are typically non-binding, terminating them usually doesn’t have legal consequences. However, if there are binding clauses within the LOI, it may be subject to specific termination terms or conditions.

f.) Misconception 6 - LOIs are Only Used in Business Mergers or Acquisitions:

LOIs are used in various contexts, including real estate transactions, joint ventures, partnerships, and more. They are versatile tools that can facilitate different types of negotiations and agreements.


The letter of intent, while just the starting point, is an instrumental tool in business and real estate transactions. It sets the tone and provides a roadmap for the entire process without delving into every minor detail of the deal.

The key objective is to establish a shared understanding between parties, clearly outlining the basic terms and expectations to reduce ambiguity. By doing so, it helps prevent potential misunderstandings, ensures all parties are on the same page, and paves the way for smoother negotiations. Therefore, it acts as a guiding compass, steering everyone involved toward a successful closing of the transaction.

Don't leave your real estate or business transaction to chance. It's crucial that you speak with an experienced business attorney. Contact Dawisha Law today for all of your real estate and business law transaction needs.

DeLone Dawisha

Principal and Founder

Dawisha Law, PLLC



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