Navigating today’s market means understanding how negotiations are evolving—and recent data shows just how much things have shifted. In the rolling 3-month period ending Mid-Q3, sellers provided concessions in about 45% of US home sales—the highest share we’ve seen for this time of year since at least 2020. That’s up from approximately 43% a year ago, indicating buyers are gaining more leverage as inventory grows and competition eases.
Concessions can make a real difference for buyers, whether it’s help with repairs, closing costs, or even mortgage-rate buydowns. These options allow buyers to reduce their out-of-pocket expenses in ways that go far beyond a simple price cut. I’ve seen firsthand how sellers are adapting, using closing-cost credits and rate buydowns—alongside traditional price reductions—to create more flexible, buyer-friendly deals. Nationally, about 16% of homes sold in Mid-Q3 included both a price reduction and a concession, offering an additional path for buyers to manage their entry costs.
As Principal Broker at ACME Real Estate Company, I believe an informed approach, grounded in data-driven trends, is essential to streamlining the selling process and maximizing value for my clients. Whether you’re buying or selling, understanding these negotiation trends can help you make the most of your next move.
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