How Can Agents Handle Rising Deal Cancellations?

In 2025, more real estate deals are falling apart than ever before, and it’s not just the market.

One seller we’ve worked with nearly lost their deal because the buyer didn’t understand the contingencies. The agent never explained them clearly, and both sides were frustrated. That kind of confusion is happening far too often. The good news is that most of these problems can be prevented.

So, what’s really happening, and why are more deals falling apart? The root cause is almost always the same: a breakdown in communication. Buyers and sellers often walk into contracts with totally different assumptions about timelines, contingencies, and what’s actually negotiable. Add in stricter lending requirements and inspection missteps, and even simple deals can derail fast.

The good news is these issues are preventable. With better structure, clearer expectations, and strong follow-up, you can keep your deals on track and protect your closings.

We’ve put together everything you need to know to keep your deals on track:

1. Buyers and sellers need clear expectations. Most deals fail because buyers and sellers start off with different assumptions. The best time to fix that is right after the offer is accepted. Sit down with both parties and walk through the contract in simple terms. Cover contingencies, timelines, earnest money, and what happens if something changes.

2. Financing is causing more cancellations. Financing problems are behind many failed deals this year. With higher rates and tighter lending standards, some buyers don’t realize they aren’t fully approved. A pre-qualification letter doesn’t guarantee financing. Always ask for a full pre-approval that verifies income, assets, and credit.

Call the lender directly to confirm the buyer’s file has cleared initial underwriting. If the numbers are tight, discuss solutions such as smaller loan amounts or rate buydowns before making an offer. Solving these issues early keeps the deal from falling apart later.

4. Inspections can make or break a deal. Even minor inspection findings can create stress on both sides. Buyers may start to question their purchase, while sellers can feel pressured to make unnecessary repairs. Preparation helps. Sellers can benefit from a pre-inspection or servicing key systems like HVAC or plumbing before listing. Buyers should understand what counts as normal wear and what constitutes a genuine concern.

When the inspection report arrives, focus first on major safety or structural issues. Smaller items can be addressed calmly later. Managing the process this way keeps negotiations focused and productive.

5. Contingencies need to be clear and specific. Contingencies are there to protect your clients, but unclear language can confuse. Each one should include exact dates and actions. For example, a buyer must notify the seller of an appraisal shortfall within two days of receiving the report.

It’s equally important to explain how contingencies work and when it’s appropriate to remove them. In competitive markets, buyers sometimes waive key protections without understanding the risk. Using well-structured contingencies, such as shorter inspection windows or capped repair costs, maintains flexibility while reducing exposure.

Remember: consistent communication keeps deals alive. Lack of communication is one of the main reasons transactions fail. Regular updates build confidence and reduce tension for everyone involved. A short message every few days can prevent misunderstandings and keep the process on schedule.

Tracking milestones such as when the appraisal is ordered, the loan is submitted, and the clear-to-close date is confirmed helps ensure everyone knows what is happening next. When communication stays consistent, problems are caught early, and closing is far less stressful.

Most deals don’t fall apart because of the market – they fall apart because of missed details that could have been managed with structure and communication. Set clear expectations, verify financing, handle inspections early, write stronger contingencies, and stay consistent with updates.

If you’re ready to protect your transactions and close more deals this year, feel free to call, text, or email us. We offer free, no-obligation strategy calls to help you simplify your systems, strengthen your processes, and close every deal with confidence.