There’s a moment in every seller’s journey that feels amazing — the moment an offer is accepted and a sale is agreed. I still remember a recent client who saw me in the supermarket out of hours, buzzing with excitement, shaking my hand and thanking me like the money was already in their bank account.
And I let them enjoy the moment — because that feeling is real, and it matters.
But I also had to gently remind them of something just as real:
Sale agreed is only halfway there.
Far too many people assume that once the offer is accepted, the rest is a formality — but the reality is, a surprisingly large number of sales fall through before completion.
📊 It’s Not One in a Hundred — It’s One in Four
According to industry data from property analytics firms, around one in four property sales in the UK fall through after an offer is agreed. That means roughly 24–30% of transactions don’t make it all the way to completion.
More detailed analysis suggests:
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Around 25% of sales agreed fail to complete before contracts are exchanged.
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Other figures put the rate even higher — around 30% or almost one in three in some samples of recent data.
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And data for individual towns shows similar patterns — for example, in one area more than 20% of agreed sales did not ultimately complete.
So yes — while “one in four” might sound dramatic, the data backs it up: a significant proportion of sales collapse between Sold Subject to Contract (SSTC) and exchange of contracts.
🔍 Why Do Sales Fall Through?
There are many reasons why a smooth-looking sale can unravel — most of them are unfortunately real-world bumps, not agent errors:
1️⃣ Mortgage Problems
A buyer might think they can borrow, but then their mortgage application is rejected or delayed. This is one of the most common causes of fall-throughs early on in sales progression phase.
2️⃣ Chain Breaks
If someone else in the chain hits a problem — survey issues, financing delays, or change of plans — that can drag down every linked transaction. With 90% of UK sales involving a property chain, this is a big factor.
3️⃣ Change of Circumstances
People’s lives change. Job offers, family issues, health problems, or even a change of heart can lead buyers to withdraw, even late in the process.
4️⃣ Surveys and Valuations Reveal Issues
If a survey uncovers unexpected problems — structural concerns, damp, subsidence, or even just a weaker valuation — negotiations can break down, sometimes fatally.
5️⃣ Slow Progress and Poor Communication
If solicitors drag their feet, paperwork gets lost, or responses are delayed, uncertainty builds and confidence erodes — a classic precursor to fall-throughs.
📅 Why Timing Matters
One of the reasons fall-throughs are so common in the UK is the length of the buying process. With average times from sale agreed to completion often stretching to several months, there’s a long runway for something to go wrong.
During this period, the sale is still legally uncommitted — even if it feels like it should be secured. That’s why we always say:
“Once the offer’s accepted, that’s great… but it’s only halfway there.”
🛡️ What Sellers Can Do to Reduce the Risk
Fall-throughs aren’t always avoidable — even the best estate agent can’t control a buyer’s finances or personal circumstances. But there are ways to reduce the risk:
👩💼 Vet Buyers Early
A buyer who’s already had an agreement in principle (AIP) for a mortgage is more likely to proceed than one who hasn’t. Make that clear from the start.
🧠 Choose a Proactive Agent
Agents who follow up regularly, chase progress and communicate clearly help prevent uncertainty — and uncertainty is the enemy of completion.
🏠 Prepare for Surveys
If you already know of issues that might come up in a survey, being upfront and showing documentation can reduce surprises later.
📑 Speed Up the Paperwork
A keen solicitor, fast responses, and organised documentation go a long way toward a smooth completion.
💬 Final Thoughts: Manage Expectations, Not Excitement
A sale agreed should be something to celebrate — it doesn’t happen by accident, and it deserves recognition.
But it also deserves the right expectations:
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Celebrate the offer
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Understand it’s not legally binding yet
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Be ready for the process that follows
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Know that fall-throughs are common, not rare
At Collyers, we’ll always be honest about both the good news and the potential pitfalls.
We want our clients to be optimistic — but also prepared.
Because the journey from offer accepted to keys in hand is just as important as the offer itself.
📞 Need Expert Advice?
If you’re thinking of selling, currently have an offer agreed, or simply want clarity on how to reduce risk in your sale process, we’re here to help.
👉 Book a Free Valuation
👉 Contact Our Team
Collyers Estate Agents – Local Knowledge. Honest Advice. Award-Winning Service.
