There is nothing quite like the excitement of getting an offer on your house. You are one step closer to moving on to what is next. But what happens if that buyer backs out or ghosts you before closing?

If you have been seeing headlines about more home sales falling through lately, that possibility may be keeping you up at night. The reality is that the market is shifting. In San Diego, pending sales recently dropped 12% to 13% year-over-year, and overall home sales declined by 12.2% in September 2026. With contract cancellations on the rise locally and nationally, hesitation is a normal reaction.

But here is what those headlines do not always tell you.

Most sales still go through. Nationally, canceled contracts hover around 14%, meaning the vast majority of deals make it to the closing table. The key to ensuring your San Diego property does not become part of that minority statistic is knowing what tends to scare buyers away and getting ahead of those issues before they derail your move.

What is Behind the Rise in Canceled Contracts?

Today’s buyers are operating with intense caution. With San Diego’s median home price hovering between $965,000 and $1,075,000, and mortgage rates recently peaking near 7.6%, budgets are stretched thin. Only about 17% of San Diego County households can currently afford a median-priced home, making buyers highly protective of their investments.

As Redfin explains:

“That gives house hunters more options and makes them more likely to walk away if an inspection uncovers problems, an appraisal comes in low or the seller doesn’t agree to concessions.”

An accepted offer is not a guaranteed sale, but that should not keep your house off the market. It simply means that proactive preparation is more important than ever.

3 Things That Scare Off Buyers (and How to Prevent Them)

A recent survey asked real estate agents why buyers back out. The top three reasons provide a clear road map for what could go sideways and how you can protect your transaction.

1. Inspection or Repair Issues (70.4%)

This is the leading cause of canceled contracts, but it is also the easiest to control. In a high-priced market like San Diego, buyers expect homes to be in prime condition and are quick to walk if an inspection reveals hidden defects.

The smartest move is to get a pre-listing inspection before your house goes on the market. If something needs attention—like an aging roof, termite damage, or plumbing issues—you can choose to fix it upfront, adjust your asking price, or disclose the issue early. Addressing problems before a buyer finds them eliminates the shock factor during negotiations.

2. Buyer Financing Falls Through (27.8%)

Even pre-approved buyers can hit roadblocks before closing. With mortgage rates putting immense pressure on affordability, lenders are heavily scrutinizing debt-to-income ratios. In San Diego, where a household needs an estimated $268,000 in annual income to qualify for a median-priced home, minor financial changes can ruin a loan approval.

While you cannot control a buyer’s loan, your agent can rigorously vet their financing before you accept an offer. If affordability is a concern, offering strategic incentives like closing cost credits or a mortgage-rate buy down can keep a strained buyer in the deal.

3. The Buyer Cannot Sell Their Current Home (21%)

Many buyers rely on the equity from their current home to fund their San Diego purchase. If their sale falls through, your transaction is instantly at risk.

It is critical to deeply understand any home-sale contingencies before accepting an offer. Your agent should investigate exactly where the buyer is in their own selling process and structure the contract with protections—such as a kick-out clause—so your property is not indefinitely tied up if their buyer walks.

4. A good agent makes all of the difference

The power of 2 good agents working on a sale with the same desired outcome can help solve many of the challenges that may present themselves.  Of course you’ll hire a great listing agent, but the buyer’s agent on the other side can have a huge impact on whether the sale will go through or not. 

When two good agents are working on a sale and challenges arise, they know how to collaborate and work to overcome obstacles and tap into their many resources to solve problems and get things done for their clients.  Agents that don’t have experience and aren’t good problem solvers will generally fuel the fear fires and will likely do more harm than good in the situation.

Don’t Let the What-Ifs Keep You Up at Night

Headlines about canceled deals do not give you the full picture. Most homes successfully make it through escrow, and if a deal does fall through, it does not mean your house is unsellable. Buyer circumstances change, and issues can often be remedied before the next offer arrives.

What matters is working with an agent who understands San Diego’s unique affordability challenges, knows how to spot red flags early, and can expertly navigate negotiations. You cannot control every twist and turn of the real estate market, but you can control how prepared you are. While no sale comes with guarantees, upfront preparation makes the entire process smoother and significantly increases your chances of a successful closing.

If you are ready to make a move, what is the most pressing concern holding you back from listing your home?