If it feels like more buyers are getting cold feet lately, you are not imagining it.

Nationally, about 16.3% of homes that went under contract in December had their deals canceled, according to Redfin. That is more than 40,000 canceled agreements and the highest December share in Redfin’s records going back to 2017.

Headlines sometimes call it “the fastest pace in nearly a decade,” but the cleanest, most consistent takeaway is this: contract fall-throughs are running in the mid-teens, and buyers are walking more often than they did during the pandemic rush.

Now let’s talk about the biggest reason I see it happen in Cherry Hill and across South Jersey.

The number one deal-killer: home inspection and repair negotiations

In a survey of agents who had recent cancellations, 70.4% said inspection or repair issues caused the deal to fall through, by far the top reason.

That lines up with what I see on the ground:
Buyers go in excited, then the inspection report comes back, and the tone changes fast.

The pattern usually looks like this:

• The inspection uncovers items the buyer did not expect (or did not budget for).

• The buyer asks for a long list of repairs, credits, or a price reduction.

• The seller either says no, or offers something that feels too small.

• The buyer decides, “If this is how we are starting, what else is coming?” and backs out.

Buyers often use the inspection contingency to cancel, even when the deeper reason is affordability or anxiety about total monthly payments.

Why inspection issues are hitting harder right now

Buyers are more payment-conscious than they were in 2021

Even with rates lower than their peak, borrowing costs are still meaningful. Freddie Mac’s weekly survey had the average 30-year fixed rate at 6.09% (Jan 22, 2026). When payments feel tight, buyers have less tolerance for surprise repairs.

Buyers have more options and more leverage

Rising inventory and a market where buyers can be more selective. When buyers feel like they have choices, they are more willing to walk away.

The “demand list” vs “fair request” gap has widened

There is a big difference between:

• Health and safety or major system issues, and

• A wish list of upgrades and minor maintenance

In the current market, that line gets blurred, and negotiations can get emotional.

What I see in Cherry Hill and South Jersey inspections

South Jersey has a wide mix of homes, including many built in the 1950s through the 1980s. That means inspection reports often include real, normal issues like:

• Older roofs nearing end of life

• Electrical items (GFCI, panels, outlets, knob & tube wiring)

• HVAC age and maintenance concerns

• Water intrusion signs in basements or crawl spaces

• Grading, drainage, and gutter issues

• Sewer line obstructions and/or replacement needed

• Termite repairs

• Radon concerns (common in many NJ areas)

• Chimney, fireplace, and flue items

• Pool items (especially in warmer months when systems get tested)

None of these automatically mean “bad house.” But they do mean the buyer is suddenly thinking in dollars and risk, not just Pinterest boards.

How the NJ timeline can add pressure

In New Jersey, once attorney review ends, buyers typically move quickly into inspections and repair requests. Many NJ contracts allow about 10 to 14 days after attorney review to complete inspections and present repair requests, with sellers often having a short window to respond.
And NJ’s attorney review period itself is commonly three business days after a fully signed contract is delivered.

Translation: this part of the transaction moves fast, and if expectations are not set early, it can unravel quickly.

How to keep a deal together: practical strategies that work here

For sellers in Cherry Hill and South Jersey

1) Offer credits when appropriate, not endless repair promises.

Credits can be cleaner and faster than coordinating multiple repairs on the seller side. They also reduce the “will this be done correctly” worry.

2) Respond like a professional, not like it is personal.
A long repair list can feel insulting. But the goal is not to “win” the negotiation. The goal is to close at a strong number with minimal stress.

3) Price with condition in mind from day one.
If a home is priced like it is turnkey, buyers will expect turnkey.

For buyers

1) Go into the inspection expecting findings.
Inspections are rarely “perfect.” The question is: are the issues manageable?

2) Prioritize requests.
A smart repair ask usually focuses on:

• Safety issues

• Major systems

• Water intrusion and mold risk

• Structural concerns

3) Use numbers, not vibes.
Get a contractor estimate for big items. Ask for a credit that matches reality, not a guess.

4) Know your walk-away triggers before the report arrives.
If your personal budget cannot absorb a roof in the next few years, say that upfront so your strategy matches your comfort level.

A simple repair-request approach that reduces cancellations

When emotions run high, I like to use a three-bucket method:

• Must fix: safety, active leaks, structural, major system failure

• Should address: end-of-life items that impact function soon

• Nice to have: cosmetic or optional improvements

Most deals come together when both sides focus on the first bucket, negotiate the second, and let the third go.

Bottom line for 2026: fewer waived contingencies, more realistic negotiation

During the 2020 to 2022 frenzy, buyers often waived inspections to compete. That has changed. It's rare to see a buyer offer waiving inspections and accepting a home in AS IS condition.

In today’s Cherry Hill and South Jersey market, inspection negotiations are where deals are won or lost. The best outcomes happen when:

• Sellers prep and price realistically

• Buyers request strategically, not emotionally

• Both sides treat the inspection phase as problem-solving, not a battle

If you’re buying or selling in Cherry Hill, Marlton, Mount Laurel, Voorhees, Haddon Twp, Maple Shade, Collingswood, or anywhere in South Jersey and you want a clear strategy for inspections and negotiations, I’m happy to help you map it out before you are in the pressure cooker.