What happens when a home inspection goes wrong? What if the appraisal comes in low? Or the buyer’s financing falls through at the last minute?

It’s one thing to get an offer—it’s another thing entirely to get that offer all the way to closing. At Lauren Zurilla & Associates, we specialize in helping Charleston-area sellers navigate the deal-breaker moments that can send a home sale off the rails. In this post, we’ll walk you through how we handle surprises with inspections, appraisals, or financing, and how our process protects your sale price, timeline, and sanity.

Selling Is Easy… Until Something Goes Sideways

We once had a Mount Pleasant listing that seemed like a done deal—great offer, solid buyer, smooth negotiations. But then the inspection report came back with red flags: moisture issues in the crawlspace and wood rot on exterior trim. The buyer panicked. Their agent went quiet. And it looked like the contract might fall apart.

But instead of scrambling, we followed our process. We recommended contractors who could come in fast, reframed the conversation around cost and value, and negotiated repairs that calmed the buyer and kept the contract in place. The deal closed on time—and our seller walked away with their full asking price.

That’s the difference between hiring an agent to sell your home… and hiring a team who knows how to protect your sale when things go sideways.

Here’s exactly how we handle each of the most common deal-breakers—and how we keep your closing on track.

Our Game Plan When Issues Pop Up

We don’t wait for problems to happen. We anticipate them.

With Charleston-area real estate, certain challenges are more likely depending on your price point, location, and home age. That’s why our approach is always built on:

• Proactive prep

• Clear communication

• Strong negotiation

And when an issue does arise, our five-part framework kicks in:

1. Diagnose the issue fast

2. Educate you on the options

3. Run the numbers

4. Negotiate from strength

5. Protect your timeline and backup plans

Let’s break down how that works—starting with the inspection.

When Inspections Reveal Problems

What Typically Shows Up in Charleston-area Home Inspections

Charleston-area homes, especially in older neighborhoods or near the water, come with some common inspection concerns:

• Moisture or wood rot (especially in crawlspaces), or termite activity

• Roof aging or minor leaks

• HVAC systems at the end of their lifespan

Buyers get nervous, and that nervous energy can turn into a request for major repairs, a price reduction, or even a contract cancellation.

How We Prepare Before the Inspection

We start before the home ever hits the market. Our team walks through your property with a buyer’s lens, noting anything that could raise red flags. For certain homes, we may recommend a pre-inspection or contractor consult to head off surprises.

Small tweaks like caulking, replacing rotted trim, or servicing the HVAC can go a long way in preventing alarm bells.

How We Respond If the Repair Requests Are Lengthy

When a buyer asks that every little thing the inspection report noted be repaired, we help you read between the lines—what sounds scary isn’t always a deal-killer.

We talk strategy:

• Make key repairs

• Offer a credit

• Adjust price

• Or take a firm "as-is" stance if needed

In one recent case, we negotiated repairs with a $3,000 credit rather than lose a $930K buyer over an HVAC age concern. The buyer was happy, the seller was protected, and we closed without delay.

When the Appraisal Comes In Low

Why Appraisals Can Be Tricky in Charleston

Appraisers rely on recent comps, but Charleston’s patchwork of neighborhoods, water proximity, and varying home styles can make “apples to apples” comparisons tough. 

How We Reduce Appraisal Risk Up Front

We price with precision. Our comp analysis isn’t just “what sold nearby”—it’s a layered look at:

• Renovation levels

• Lot desirability

• Time-on-market trends

• Pending sale context

We also set contract terms that support value: avoiding inflated concessions and aligning timing with the current market.

Our Plan If the Appraisal Is Low

If the appraisal comes in under contract price, we walk you through all options:

• Ask the buyer to bring more cash

• Negotiate a middle ground

• Challenge the appraisal with new data

• Or cancel and reposition, if it makes more sense long term

We recently helped a seller salvage a deal with key contract terms and good will from both buyer and seller.  While the appraisal came in low, the $10k appraisal gap from the buyer along with good will from the seller brought an adjusted sale price that made both parties happy and kept the deal on track.

When Buyer Financing Falls Apart

Common Financing Hiccups

Pre-approval isn’t a guarantee. Buyers can hit snags with:

• Job changes

• Credit score drops

• Debt-to-income shifts

• Lender delays or missteps

We’ve seen deals collapse days before closing because of poor buyer choices & lender communication or underwriting surprises.

How We Screen for Strong Buyers

Not all pre-approvals are equal. We review:

• Who issued the letter

• What kind of approval it is (basic vs. fully underwritten)

• What the buyer's agent knows about their client - did they just meet or have they been working with them for a longer time period

When multiple offers come in, we help you weigh price vs. certainty—because the highest offer isn’t always the safest one.

We also stay in close contact with lenders throughout the contract to close process to catch issues early.

What We Do If Financing Fails

If financing does fall apart, or looks like it may, we pivot quickly:

• Request an extension (when appropriate)

• Activate backup offers or resume showings

• Enforce contract timelines to protect your interests

In one case, we learned the lender was delayed due to underwriting info needed from the buyer; we worked quickly to get a realistic timeline from the lender, got a signed extension for our seller while also negotiating an extension for our seller's next home purchase.  No one panicked, and both sales went through with out any additional hitches.

Keeping You Calm and In Control

Deals get bumpy—but that doesn’t mean you should feel blindsided.

We keep our sellers looped in with:

• Text, email and phone call updates and check-ins

• Clear breakdowns of what’s happening, what it means, and what your options are

You’ll never be in the dark or forced to make a rushed decision without context.

What This Means for Your Bottom Line

Our process isn’t just about protecting deals—it’s about protecting what matters most to you:

• Your sale price and net proceeds

• Your closing date and move-out plan

• Your peace of mind throughout the process

We can’t prevent every hiccup. But we can control how they’re handled—and make sure they don’t derail your goals.

Selling in Charleston? Let’s Plan for the What-Ifs

If you’re thinking about selling in Mount Pleasant or Charleston, let’s talk through your goals and timelines before you hit the market.

✅ Contact us with questions
✅ Schedule a seller consultation

Problems happen. But with the right team, they don’t have to stop you from getting to closing.

Warmly,

Lauren, Tina and Gigi | Lauren Zurilla & Associates

P.S. - Subscribe to our YouTube channel to stay up to date on Charleston area real estate.