It's Not Always the House: Why Some Home Sales Don't Make It to Closing
It is easy to assume that when a home sale falls apart, there must have been something wrong with the house.
Sometimes there is. An inspection may uncover an issue that changes how a buyer feels about moving forward. But the house itself is only one part of the equation.
Financing can change. An appraisal can come in low. Title can uncover something unexpected. A deadline can be missed. Or new information can simply require the buyer and seller to sit down and figure out the next step.
An accepted offer is an important milestone, but it is really the beginning of the next phase of the transaction. If you want a step-by-step look at what happens from here, I walk through that process in Your Offer Was Accepted...Now What?
Here are a few of the moments that can become important between contract acceptance and the keys.
1. The inspection gives us new information
An inspection is not about finding a perfect house. Every home will have something come up, whether it is deferred maintenance, a roof issue, an aging AC unit, plumbing concerns or an electrical repair.
The important part is that the inspection gives the buyer a clearer picture of the home before moving forward. If something significant comes up, it does not automatically mean the deal is over. It gives us an opportunity to address it.
Depending on the situation, we may ask the seller to make a repair, provide a credit, adjust the price or simply leave the home as-is with the buyer making a plan for the work after closing. Not every seller will agree to every request, but that is where the negotiation begins.
My job is to help clients understand what the issue really means, what a reasonable solution may look like and whether it makes sense to keep moving forward.
That is also why I look at an inspection as information rather than a pass-or-fail test. I explain that approach more fully in My Inspection Philosophy .
2. Financing can change during escrow
For a seller, financing is often the biggest unknown because it is the part of the transaction they have the least control over. The home can inspect well, the appraisal can come in at value, and title can be clean—but the buyer still has to receive final loan approval.
That is why I place a lot of value on working with trusted lenders and seeking a true pre-approval whenever possible, not just a quick pre-qualification. The goal is to have the buyer's income, assets, credit, and documentation reviewed as thoroughly as possible before we ever write an offer.
That preparation helps protect both sides. Sellers can move forward with more confidence, and buyers are less likely to spend money on inspections, appraisal, and other transaction costs only to discover an issue that could have been identified much earlier.
Even with strong preparation, things can change. A lender may request additional documentation, a buyer's financial picture may shift, or a loan condition may take longer than expected to resolve. That does not always derail a transaction, but it can create a delay or require everyone to revisit the plan.
Cash changes this part of the equation. A cash buyer removes lender underwriting and usually the lender-required appraisal, which can make the path to closing faster and simpler. But cash is not automatically the better offer in every situation. A strong buyer with solid pre-approval can be just as dependable when the home is in good condition and likely to appraise.
3. The appraisal is the wildcard
I often describe the appraisal as the wildcard in a transaction because it is the one major item that neither the buyer nor the seller can directly control.
When a lender is involved, it typically requires an independent appraisal to support the home's value. The appraiser looks at the property, recent comparable sales, and the local market, then forms an opinion of value. Condition, location, upgrades, and the available comparable sales all matter.
For sellers, it is helpful to have a clear list of recent improvements, repairs, and renovations, along with invoices or permits when available. A newer roof, HVAC replacement, remodeled bath, or improved outdoor space may not add value dollar for dollar, but it helps ensure the appraiser has a complete picture of the home.
For a buyer's agent, it is important to communicate any relevant information through the listing agent so it can be shared with the appraiser. If there are meaningful upgrades, condition differences, features, or comparable sales that help explain the purchase price, that information should be made available.
The goal is not to argue for a number or influence the appraiser's opinion. It is simply to help ensure the appraiser has an accurate and complete picture of the home. If the appraisal comes in low, we look at the options and determine the best path forward.
4. Title, disclosures, or property details need attention
Title work and disclosures can uncover items that neither party expected: a lien that needs to be released, an ownership question, a leased solar agreement, an HOA concern, a permit question, or an item that needs more investigation.
Again, the key word is not "deal-breaker." It is information.
Many of these issues can be resolved with the right documentation, a little time, and clear communication. The earlier we learn about them, the more options we have.
5. The contract still has to be performed
A real estate contract gives buyers certain opportunities to investigate the home and cancel under specific circumstances and timelines. Those protections are important.
But a signed contract is not simply an agreement that either party can walk away from whenever they choose. A seller does not have a general right to cancel because they changed their mind. As closing approaches, missed deadlines or failure to perform can have real consequences.
That is why I stay on top of the details, the dates, and the communication throughout the transaction. A successful closing is not just about getting an offer accepted. It is about helping everyone understand what comes next and working through the issues that arise.
The goal is a confident closing
Buying or selling a home is a big decision, and no two transactions are exactly alike. My role is to help clients stay informed, understand their options, and make good decisions as new information comes in.
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