Seller Mistakes: Why Deals Fall Apart

Selling a home is complex. A single misstep in pricing, presentation, or negotiation can cost you thousands of dollars or cause a contract to collapse. Below, we identify the most common mistakes sellers make—and how Oliver Realty helps you avoid them.

What mistakes do sellers make most often?

The #1 mistake is Pricing Based on Emotion (or Zillow). Sellers often want to price their home based on what they need to net, rather than what the market dictates. This leads to the home sitting on the market, becoming "stale," and eventually selling for less than it would have if priced correctly upfront. Other common mistakes include limiting showing availability and neglecting "curb appeal."

What happens if we price too high?

If we price too high, we miss the "Golden Window"—the first 14 days when excitement is highest. Buyers will see the listing, judge it as overpriced compared to the competition, and move on. If we have to reduce the price later, buyers smell blood in the water. They assume you are desperate, leading to lowball offers. It is always better to price accurately from day one.

What can cause a deal to fall apart?

Even after you accept an offer, the deal is not done. The most common "deal killers" are:

• Buyer Financing Failure: The buyer buys a new car or changes jobs during escrow, disqualifying them for the loan.
• Inspection Surprise: The home inspector finds a major issue (roof, HVAC, sewer) that scares the buyer off.
• Low Appraisal: The bank refuses to lend the full amount because they disagree with the purchase price.

Is relying on Open Houses a mistake?

We believe so. Many sellers think Open Houses are the key to selling, but the data shows they rarely result in a sale. They often serve as a prospecting tool for agents to find other clients, while exposing your home to unvetted neighbors and security risks. We rely on Targeted Digital Marketing and private showings instead.

How do you handle lowball offers?

A lowball offer is not an insult; it’s a starting point. We don't get emotional. We analyze the offer to see why it is low. Is the buyer testing us? Or do they see a value issue we missed? We counter-offer with data, showing them comparable sales that justify our price. Often, a lowball offer can be nurtured into a market-value sale with the right negotiation patience.

What is your success rate getting deals to closing?

While industry averages show a significant "fall-through" rate, our success rate is higher because we vet the buyer before we accept. We call the buyer's lender to verify their financial strength, we analyze their down payment, and we look for red flags in the contract terms before you sign.

What happens if the deal collapses?

We have a "Rapid Relist" protocol. If a buyer walks away, we immediately update the MLS status, contact every agent who previously showed the home, and reach out to any backup offers. Speed is critical to keeping the momentum alive.

Avoid These Mistakes – Hire Us