Seller Concessions Are on the Rise: What That Means for You This Season
A few years ago, asking a seller to help with closing costs felt almost unthinkable. Buyers were waiving inspections and writing offers well over asking just to be considered. Today the conversation looks very different, and I think it's one of the most important shifts for buyers and sellers to understand right now.
Seller concessions, where a seller helps cover some of the buyer's costs, have become a regular part of real estate negotiations again. Here's what's happening and how I'm guiding my clients through it.
What the Numbers Are Showing
In August 2026, 44.7% of home sales across the country included some kind of seller concession. A year earlier, that number was 42.6%. It was the highest August share since 2020.
Another 15.8% of homes sold in August involved both a price reduction and a concession, which tells me many sellers are using more than one tool to get to the closing table.
Part of what's driving this is simple supply and demand. In July 2026, sellers outnumbered buyers nationally by about 51%, roughly 1.46 million sellers compared with about 967,000 buyers. When there are more homes than active buyers, the people shopping naturally gain a little more room to ask for what they need.
That said, the picture changes dramatically depending on where you live. In Atlanta, 72.8% of sales included a concession. In San Jose, it was just 4.2%. That's exactly why I always look at what's happening in your specific neighborhood rather than leaning on national averages.
What a Concession Actually Looks Like
A concession can take a lot of forms. A seller might contribute toward the buyer's closing costs, credit money back for repairs found during inspection, or help with financing costs that lower the buyer's monthly payment. Sometimes it's as simple as including appliances or adjusting the closing date to fit the buyer's timeline.
What I love about this is that it gives both sides more creative ways to make a deal work. A buyer who's stretching to cover closing costs may care more about a credit than a small price reduction. A seller who wants to protect their sale price may be happy to offer a credit instead.
If You're Buying
This is a market where buyers have more breathing room, and that's a good thing. You can tour homes thoughtfully, compare your options, and ask for help on inspection items, closing costs, or the terms of the sale.
My advice is to use that leverage wisely. The goal isn't to squeeze every possible dollar out of every seller. The goal is to secure the right home on terms that set you up well for the years ahead. A well priced home in a great location can still attract strong interest, and approaching it too aggressively can cost you the house.
I also remind buyers that affordability is still very real. Home prices and mortgage rates remain significant considerations. Nationally, the median sale price was $407,730 in July 2026, and the average mortgage rate was 6.54%. Concessions can make a meaningful difference, but they work best as part of a complete financial plan.
If You're Selling
For sellers, the biggest lesson is that preparation and pricing matter more than ever.
When buyers have choices, a home that is priced right and looks its best from day one has a real advantage. And when you do receive offers, it's worth looking at the entire package rather than just the price at the top. Financing strength, contingencies, timeline, and the buyer's ability to close smoothly all affect what you actually walk away with.
Sometimes offering a thoughtful concession up front can be a better strategy than waiting through several price reductions. A credit toward closing costs might be exactly what moves a hesitant buyer forward, while protecting the value of your home. I always walk my sellers through the numbers so they can see which approach makes the most sense for them.
The Higher End of the Market
Concessions can look a little different at higher price points and in new construction. Builders often have their own incentive programs, and upper tier homes tend to be more unique, which makes comparisons trickier. If you're buying or selling in that space, understanding exactly what you're competing against is especially important.
Looking at the Whole Picture
The thread running through all of this is that the headline price is only one part of a real estate transaction. The most successful outcomes I see come from understanding the full economics of a deal, from closing costs to timing to repairs.
Let's Talk Through Your Options
Whether you're hoping to buy this season or preparing to sell, I'd love to help you understand how concessions might work in your favor. Every situation is different, and a thoughtful strategy can make a real difference in your outcome.
Rachel Sartin | The Collection | Corken + Company Real Estate Group www.collectioncolorado.com | 720-434-4319 | [email protected]
