Keep Your Move on Track: Reducing the Risk of a Fall Through
Buying or selling a home is one of the biggest financial commitments most people will ever make. Unfortunately, not every agreed sale reaches completion. When a transaction collapses before contracts are exchanged, it is known as a “fall through”.
Fall-throughs can be costly, causing delays, financial losses, and significant stress for everyone involved. Buyers may lose money spent on surveys, mortgage applications and legal fees, while sellers can face months of uncertainty and have to remarket their property. While some circumstances are outside anyone’s control, there are practical steps buyers and sellers can take to significantly reduce the risk of a sale falling through and help ensure a smoother transaction.
Propertymark, the UK’s leading professional body for property agents provides advice for both buyers and sellers to keep your home purchase moving.
What is a Fall Through?
A fall-through occurs when an agreed property sale does not proceed to completion. This can happen for a variety of reasons, including:
- Problems identified during surveys
- Mortgage applications are being declined
- Issues uncovered during conveyancing
- A break in the property chain
- Buyers or sellers changing their minds
- Delays are causing mortgage offers to expire
- Missing documentation or certificates
Many fall-throughs occur because important information only comes to light later in the transaction process.
Advice for Sellers
Choose a Qualified Property Agent
A professional agent can help assess the strength of potential buyers, monitor progress throughout the transaction and maintain communication between all parties in the chain.
With no mandatory regulation of the property sector, Propertymark member agents have chosen to be independently regulated and accountable to the highest standards.
Be Sale-Ready Before Marketing
Preparing your property before it goes on the market can help prevent delays and unexpected issues later.
Gather key documents as early as possible, including:
- Energy Performance Certificate (EPC)
- Planning permissions and building regulation approvals
- FENSA certificates for replacement windows
- Boiler and heating documentation
- Leasehold information where applicable
- Warranties and guarantees for works carried out
Having these documents readily available enables your conveyancer to respond quickly to enquiries and helps reassure buyers.
Complete Propertymark’s Property Information Questionnaire (PIQ)
Propertymark’s Property Information Questionnaire (PIQ) is designed to help sellers provide important property information at the start of the transaction.
The PIQ helps:
- Identify potential issues before marketing begins
- Reduce the number of enquiries raised by conveyancers
- Highlight missing certificates or documentation early
- Improve transparency for buyers
- Reduce the likelihood of unexpected information causing a sale to collapse
- Shorten the time between offer acceptance and completion
Propertymark members report that using the PIQ can help avoid transactions failing due to unforeseen issues and can contribute to a faster and more efficient sales process. The questionnaire helps ensure a property is not only market-ready but also sale-ready.
Price Realistically
Setting a realistic asking price can help attract committed buyers and reduce the likelihood of renegotiations later in the process. If a mortgage valuation comes in below the agreed sale price, buyers may seek to renegotiate or withdraw altogether.
Consider the Buyer’s Position
When reviewing offers, sellers should look beyond the headline figure. Factors such as whether a buyer is a first-time buyer, has a property to sell, has secured a mortgage Agreement in Principle, or is chain-free can all influence how likely a transaction is to proceed successfully.
Be Open and Honest
Disclose any known issues with the property from the outset.
Providing accurate information about matters such as boundaries, disputes, alterations, flooding history, rights of way or leasehold arrangements can help buyers make informed decisions and reduce the risk of problems emerging later. Transparency builds trust and helps prevent renegotiations or withdrawals.
Instruct a Conveyancer Early
Many sellers wait until an offer is accepted before instructing a solicitor or conveyancer. Appointing one before marketing begins allows legal preparations to start earlier and can significantly reduce delays once a buyer is found.
Respond Promptly and Allow Access
Responding quickly to enquiries from conveyancers and buyers can help keep the transaction moving. Sellers should also be flexible when arranging access for surveys and mortgage valuations to avoid unnecessary delays.
Advice for Buyers
- Arrange Your Finances Early
Before viewing properties, buyers should:
- Understand their budget
- Obtain a mortgage Agreement in Principle where appropriate
- Have deposit funds readily available
Be prepared to provide proof of funds quickly
Financial readiness gives sellers confidence and helps prevent delays after an offer is accepted.
Avoid Major Financial Changes
Once a mortgage application has been submitted, buyers should avoid making significant financial changes such as taking out new credit, making large purchases on finance or missing payments on existing commitments. These actions could affect a lender’s final decision.
Instruct a Conveyancer Promptly
Choosing a conveyancer before making an offer allows legal work to begin immediately once a sale is agreed.
Delays in appointing legal representation can slow the entire chain and increase the risk of complications.
Carry Out Due Diligence Quickly
Arrange surveys, mortgage applications and any specialist inspections as soon as possible.
The earlier issues are identified, the more opportunity there is for buyers and sellers to resolve them without jeopardising the transaction.
Keep Your Mortgage Application Moving
Lenders often request additional information during the application process. Responding quickly to requests for documents and updates can help prevent avoidable delays.
Be Realistic About Timescales
Property transactions involve multiple parties, including agents, lenders, conveyancers and surveyors. Delays can occur, particularly where chains are involved.
Maintaining regular communication and responding promptly to requests for information can help keep matters moving.
Keep the Momentum Going
One of the most effective ways to prevent a fall through is to maintain momentum throughout the transaction.
Buyers and sellers should:
- Stay in regular contact with their property agent, conveyancer and mortgage adviser
- Respond promptly to requests for information
- Keep track of progress within the property chain
- Be aware of important deadlines, such as mortgage offer expiry dates
- Raise concerns early if delays arise
- Good communication can often help identify and resolve issues before they threaten the transaction.
Be Prepared to Negotiate
Survey findings, valuation issues or unexpected repairs do not always have to result in a failed sale. Where challenges arise, buyers and sellers who are willing to discuss solutions, repairs or price adjustments may be better placed to keep the transaction on track.
Nathan Emerson, CEO of Propertymark, comments:
“Reducing the risk of a fall through requires commitment from everyone involved in the transaction. Sellers should ensure their property is sale-ready, buyers should have their finances and professional advisers in place, and all parties should communicate openly throughout the process.
“By preparing early, responding promptly and making full use of tools such as Propertymark’s Property Information Questionnaire (PIQ), buyers and sellers can help improve the chances of a successful and stress-free move.
“The earlier that information is gathered and shared, the lower the likelihood of unexpected issues disrupting the transaction.
“A successful move relies on preparation, communication and transparency. Taking proactive steps from the outset can help keep your move on track from offer to completion.”
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