Why Some Short Sales Close in 90 Days—and Others Never Close at All

If you’ve worked even one short sale, you’ve seen both extremes.

One file gets approved quickly, closes cleanly, and everyone walks away relieved. Another drags on for months, buyers get frustrated, extensions pile up, and eventually the deal dies quietly.

The difference usually isn’t the property, the seller, or even the lender.

It’s the process behind the scenes.

After handling short sales for more than 15 years, I can tell you with confidence: short sales that close fast all have a few things in common. And the ones that never close almost always break down in the same predictable ways.

Let’s walk through what separates the 90-day success stories from the deals that never make it to the closing table.

1. Complete Files Get Reviewed Faster. Incomplete Files Get Ignored.

Lenders don’t deny most short sales outright. They stall them.

When a file is missing documents, improperly labeled, or submitted out of order, it doesn’t get flagged as urgent. It gets pushed to the bottom of the queue.

Fast-closing short sales usually have:

- A complete seller financial package

- Clear hardship documentation

- Clean third-party authorizations

- Accurate HUD or net sheets submitted early

Deals that fail often involve repeated “please resend” requests, outdated documents, or mismatched numbers that cause lenders to re-review the file over and over again.

This is exactly why many agents choose to partner with a dedicated short sale processor instead of trying to juggle lender requirements themselves. When files are packaged correctly the first time, approvals move faster.

2. The Lender Is Actually Being Followed Up With*

Here’s an uncomfortable truth: Most short sales don’t stall because the bank said no. They stall because no one followed up properly.

Successful short sales involve:

- Weekly lender check-ins

- Escalations when timelines slip

- Confirmation that documents were received and logged correctly

Failed short sales often rely on portal uploads alone and hope for the best.

Short sale departments are understaffed, overworked, and constantly rotating personnel. If no one is actively managing communication, files sit untouched for weeks.

This is where professional short sale coordination makes a measurable difference. Consistent follow-up keeps files alive and moving, instead of disappearing into a lender black hole.

3. Buyer Expectations Are Set Early (and Managed Often)

Buyers don’t usually walk away because of the price. They walk away because of silence and uncertainty.

Short sales that close quickly typically involve:

- Buyers who understand realistic timelines

- Regular status updates

- Honest communication when delays occur

Deals that fall apart often leave buyers in the dark. When weeks go by without updates, confidence erodes and buyers move on to easier deals.

Agents who succeed with short sales tend to rely on backend support that keeps all parties informed. That transparency is a huge reason agents trust services like ours to help them close short sales faster and with fewer surprises.

4. Negotiation Happens Before the Approval Letter, Not After

One of the biggest myths in short sales is that negotiation starts when the bank sends an approval.

In reality, strong files:

- Anticipate lender objections early

- Address valuation issues proactively

- Resolve contribution requests before final approval

Weak files wait until the approval letter arrives, then scramble to renegotiate terms. By that point, buyers are frustrated, contracts are expiring, and leverage is gone.

Experienced short sale negotiators work these issues upfront so approvals come back clean and executable, not loaded with deal-killing conditions.

5. Roles Are Clear—And No One Is Overextended

The fastest short sales usually have a clean division of labor:

- The agent focuses on marketing, buyers, and contracts

- A specialist handles lender communication and document flow

- The seller knows exactly what’s expected and when

Deals that die often involve one person trying to do everything—or worse, assuming someone else is handling it.

That’s why many agents rely on third-party short sale help that works quietly behind the scenes. If you’ve ever wondered whether outsourcing makes sense, take a look at how we help agents and sellers navigate the process on our short sale assistance page.

Why Crisp Short Sales Files Close Fast

At Crisp Short Sales, we don’t dabble in short sales. This is all we do.

We focus on:

- Clean file packaging

- Persistent lender follow-up

- Clear communication with agents and sellers

- Problem-solving before issues derail deals

Whether you’re an agent with one short sale or several, our role is to remove friction so deals move forward instead of stalling out. If you’re curious about who we work with, you can learn more on our Who We Serve page.

And if you have a short sale that’s already slowing down, you don’t have to wait for it to fall apart. You can get started anytime through our short sale intake.

Final Thought

Short sales don’t fail randomly.

They fail because of missed details, slow follow-up, poor communication, and unrealistic expectations. When those issues are addressed early, 90-day approvals are not the exception — they’re achievable.

If you want your next short sale to be one that actually closes, focus on the process, not just the listing.