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Tom, Qualifying an offer (and the buyer) is always a duty of the listing agent. The seller should expect to be able to depend on advice frpm his agent. An owner-builder might very well be able to pay a little more for the land because of the expected profit in building. Evaluating that buyer's chance of getting financing is critical. If another offer comes in from a qualified developer maybe the certainity of financibility might be worth a little less.
Bill Roberts