You’ve done the hard part. You decluttered the closets, survived the open houses, and finally signed a contract with a motivated buyer. You’re already picking out paint colors for your new place—but don’t pack the moving truck just yet.
In Columbia County NY real estate, the period between "Under Contract" and "Closed" is often referred to as the "danger zone." Even the most promising deals can fall apart if you aren’t prepared. Here are the top five deal killers we at Beach & Bartolo Realtors see in today’s market and how you can get ahead of them.
1. The "Surprise" Inspection Report
The home inspection is the most common hurdle in the Hudson Valley real estate market. While no house is perfect, major issues like foundation cracks, roof leaks, or outdated electrical systems can send a buyer running.
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The Fix: Consider a pre-listing inspection. By identifying and fixing major issues before you hit the market, you take the "sticker shock" out of the equation for the buyer.
2. Low Appraisals
In a competitive market, buyers often offer above the asking price. However, the buyer’s lender will only provide a loan for the amount the home is actually worth according to an appraiser. If the appraisal comes back lower than the agreed-upon price, a "value gap" is created.
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The Fix: Keep a log of recent comparable sales and a list of all upgrades you’ve made to the home. Provide this "dossier" to your listing agent to justify your price point.
3. Title or Lien Issues
Nothing halts a closing faster than a "clouded title." This could be an old unpaid contractor lien, a dispute over property boundaries, or even an unresolved heirship issue from a previous owner.
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The Fix: Have your agent or a title company run a preliminary title search early in the process. It’s much easier to clear a 10-year-old clerical error in week one than on the morning of closing.
4. Buyer’s Cold Feet (and Financing Fails)
Sometimes the deal killer isn’t the house—it’s the buyer’s bank account. A buyer might qualify for a loan on Monday, but if they go out and finance a new SUV on Tuesday, their debt-to-income ratio could tank their mortgage approval.
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The Fix: Ensure your agent thoroughly vets the buyer’s "Pre-Approval Letter." Not all letters are created equal; you want a buyer whose financial standing has been verified by an actual underwriter.
5. Unreasonable Negotiations
Emotional fatigue is real. After weeks of back-and-forth, a seller might lose their temper over a buyer asking for a $500 credit for a leaky faucet. If both parties dig in their heels over minor repairs, the deal can collapse out of spite.
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The Fix: Keep your eyes on the prize. Don't let a $500 repair stand in the way of a $500,000 sale. Keep the communication professional and focus on the "big picture" of getting to the closing table.
The Bottom Line
Selling your home in Columbia County is a marathon, not a sprint. By anticipating these hurdles before they arise, you can ensure that the "Sold" sign in your yard actually stays there.
