As we move through mid-Q3, the landscape for buyers is shifting: sellers offered concessions in approximately 45% of U.S. home sales—a new high for this time frame since 2020. This marks an increase from about 43% a year ago, reflecting how buyers have gained more leverage amid higher inventory and less competition nationwide. These concessions range from assistance with repairs and closing costs to mortgage-rate buydowns, giving buyers additional options to manage their total purchase expenses beyond direct price reductions. Increasingly, sellers are tailoring deals through closing-cost credits and rate buydowns, which is transforming negotiations and introducing more flexibility for buyers. Notably, around 16% of homes sold in mid-Q3 included both a price reduction and a concession, presenting another valuable avenue for buyers to lower their entry costs. Having guided clients through various market cycles from San Diego to Hawaii and back, I know how important it is to navigate these evolving trends with clarity and strategy—ensuring you understand every option on the table.
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