Seller concessions have taken center stage in recent months, with nearly 45% of US home sales in the rolling 3-month period ending Mid-Q3 involving concessions—marking the highest Mid-Q3 share we’ve seen since at least 2020. That’s a notable uptick from the 43% recorded a year prior, and it highlights just how much leverage buyers have gained as inventory grows and competition eases nationwide. Concessions now go far beyond simple price reductions; sellers are increasingly offering assistance with repairs, closing costs, or even mortgage-rate buydowns, giving buyers several ways to reduce their upfront expenses. In fact, about 16% of homes sold in Mid-Q3 featured both a price reduction and a concession, expanding the options for buyers to manage entry costs.
Having guided clients through complex transactions for over 30 years—especially those navigating divorce, probate, and estate sales—I’ve seen firsthand how these shifting negotiation strategies can create opportunities to protect equity while achieving your goals. As the market evolves, flexibility at the negotiation table has become a powerful tool for both buyers and sellers.
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