[Video] Appraisers are Killing Deals

Appraisers Are Killing Real Estate Deals: Here’s the Ugly Truth, According to Expert Danielle Matthews

If you’ve been in the real estate world long enough, you’ve either experienced it or heard about it: the appraisal comes in low, the buyer gets cold feet, and the whole deal collapses.

But is it really the appraiser killing the deal, or is there more to the story?

In a recent episode of Making Money with Laura Sanders, certified appraiser Danielle Matthews, owner of Empire Appraisals, pulls back the curtain on why appraisals can break deals, and how sellers and real estate agents can prevent it.

🎥 Want to watch the full conversation?
👉 Click here to watch the full interview with Danielle Matthews

Why Real Estate Deals Fall Apart at the Appraisal Stage

According to Danielle, appraisers aren't intentionally killing deals, but often, sellers and agents are ignoring the data that appraisers are working with. In most cases, the root cause is a disconnect between perception and market reality.

“I get calls weekly from agents saying, ‘My seller didn’t agree with your pre-listing appraisal… and now we’re stuck.’”

One of the biggest mistakes sellers make is refusing to listen to pricing advice early in the listing process. Danielle often provides pre-listing appraisals, but many homeowners decide to list at a higher price anyway, only to be forced into multiple price reductions later.

Let’s break this down.

The Problem With Chasing the Market

Danielle explains how sellers often fall into a frustrating cycle:

1. Get a professional pre-listing appraisal.
2. Disagree with it and list the home higher.
3. The home sits.
4. Price gets reduced multiple times.
5. The market shifts.
6. The seller is now even further from the true value.

“What are they doing? Wasting everyone’s time.”

Real-world example: A home was appraised at $500,000. The seller decided to list at $550,000. Five months later, after multiple reductions, they’re at $525,000, but now the market has declined by 1% per month, meaning the home is only worth $475,000.

That’s a $75,000 pricing gap.

Market Changes Aren’t Uniform

One major insight Danielle shared is that not all properties decline at the same rate.

“I've seen declines anywhere from 0.5% to 2.5% per month depending on the property type and neighborhood.”

• Condos often depreciate faster than townhomes.
• Townhomes may decline more quickly than single-family homes.
• Even in the same neighborhood, different property types can experience very different market trends.

Cleanliness and Condition Still Matter

Another hidden deal-killer? Odors and poor property condition.

“Your house could be worth $450,000… but if it smells like cigarettes and cat pee, good luck.”

Sellers often become nose blind to their home’s issues. Danielle shared that she frequently has to tell clients hard truths:

• Lingering odors.
• Dirty carpet.
• Dated kitchens and bathrooms.
• Box clutter from recent moves.

She explained how these issues may not lower the appraised value on paper but will absolutely impact buyer perception and offers.

Realtors must be willing to have these uncomfortable conversations, or let the appraiser do it as a third-party neutral voice.

Update Your Appraisal—Don’t Rely on Old Numbers

Sellers often think an appraisal from a few months ago is still relevant. Danielle disagrees.

“It’s a whole new report. New comps. New trends. The market has moved.”

She recommends updated appraisals every 90–120 days in shifting markets. The cost is usually half of the original fee, but the data and insights can save tens of thousands in price cuts or lost deals.

She uses software to calculate rate-of-change over time, which allows for more precise adjustments. Even a 1% monthly decline can destroy a deal if sellers are behind on the market.

Why Accurate Square Footage Matters

Aside from pricing, one major compliance issue Danielle sees is inaccurate square footage listings.

Public tax records often include areas that shouldn’t be counted as livable space, like enclosed patios or Florida rooms with sliding glass doors.

“You cannot put that in the MLS without documentation. And tax records are often wrong.”

Danielle provides professional sketches with measurements, ensuring agents can accurately market the property and avoid legal liability or appraisal issues later.

How Appraisers Like Danielle Help Agents Win More Deals

Danielle isn’t just someone with a clipboard. She provides real strategic value to agents trying to close deals faster and cleaner.

Here’s how:

• Pre-listing appraisals: Set realistic expectations.
• As-is vs. post-repair valuations: Helps agents and sellers decide whether renovations are worth it.
• Property condition consulting: Honest feedback on what turns buyers off.
• Square footage verification: Ensures your MLS listing is legally sound.
• Re-appraisals: Stay current with shifting markets.

#1 Piece of Advice for Realtors

Before you even think about pricing, Danielle says the first question agents should ask sellers is:

“Are you open to listening?”

Too many sellers are emotionally tied to a number, based on what their neighbor sold for, what Zillow says, or what they “need” for their next home.

But real estate isn’t personal. It’s data-driven. Appraisers like Danielle provide an objective, third-party view to keep expectations grounded.

Other Key Insights from Danielle Matthews

• Solar panels? Virtually no resale value. Appraisers don’t factor it into pricing unless fully paid off and well-documented.
• The COVID market is over: Stop comparing today’s market to 2021–2022. That ship has sailed.
• More inventory = more competition: Buyers are no longer forced into bidding wars. They’re shopping around.
• Short sales are coming back: Over-leveraged buyers from 2021–2022 may find themselves upside down, especially when major repairs like roofs are needed.
• Smells, carpets, and outdated finishes kill first impressions: Flooring upgrades (e.g., laminate in the primary bedroom) can go a long way.

Why It’s Worth the $400–$500 for a Pre-Listing Appraisal

As Danielle puts it:

“You spend that much on a weekend out. This is your most expensive asset. Why not protect it from day one?”

Waiting until the appraisal during escrow is a high-stakes gamble. At that point:

• The house is packed.
• The seller is emotionally invested.
• There’s already a buyer lined up.

If the home appraises low or has major issues, the seller may lose the deal, or worse, be unable to buy the next home.

Serving Broward, Palm Beach, and Miami-Dade

Danielle Matthews of Empire Appraisals serves Broward County, Palm Beach, and parts of Miami-Dade. She brings decades of experience, brutal honesty, and a no-nonsense approach to appraising homes realistically.

You can find her at:

• 🌐 AppraiserDani.com
• 📞 (954) 263-1312
• 📸 Instagram: @appraiser_dani

Watch the Full Podcast Interview

Want to hear Danielle’s full, unfiltered advice?
👉 Click here to watch the video interview on YouTube

Final Thought: Don’t Let the Market Leave You Behind

If you’re a seller or a real estate agent preparing to list, don’t underestimate the role a trusted, experienced appraiser plays in closing the deal.

Danielle Matthews isn’t just an appraiser, she’s a reality check.



And in a declining, competitive market, she may be the difference between a smooth sale and a shattered deal.