Having helped clients navigate every kind of market, I’ve seen how negotiation strategies evolve—and right now, we’re witnessing a notable shift. In the rolling 3-month period ending Mid-Q3, about 45% of U.S. home sales involved sellers offering concessions, the highest share at this point in the year since at least 2020. That’s up from around 43% a year ago, a sign that buyers are gaining more room to negotiate as inventory rises and competition lightens across the country. These concessions—whether for repairs, closing costs, or mortgage-rate buydowns—are adding new layers of flexibility for buyers. Sellers aren’t just lowering prices; they’re increasingly offering closing-cost credits and rate buydowns to make deals work. Nationally, about 16% of homes sold in Mid-Q3 included both a price reduction and a concession, giving buyers even more ways to reduce their total costs. Having worked in both fast-paced markets like the Hollywood Hills and right here in Sioux Falls, I know how important it is to adapt negotiation strategies to changing trends. This environment is all about finding the right balance for both sides—and knowing where the best opportunities lie.
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