Despite Indiana’s booming seller’s market, the fall-through rate on real estate purchases is at an all-time high. “What’s happening is buyers are forced into making very, very quick decisions,” says Jada Sparks, managing broker at Carpenter Realtors’ Anderson office. “They’re forced to walk into a house and make a decision in five minutes or they’ll lose the house. That sets a tone that makes the transaction much harder. The buyers get emotional, start to backtrack, start to question. It’s setting us up to start transactions on shakier ground.”
