No Concessions, No Sale? The Reality Many Sellers Are Facing

After three weeks on the market, the silence was loud. Showings slowed, feedback softened into apologies, and the message became impossible to ignore: buyers were interested but unwilling to absorb the full cost of a home that needed more than a little attention. We shared the comments with our clients and thoughtfully revisited the topic of how the condition and present state of the property impacted marketing strategy and negotiations. They stared directly into our eyes, so I knew that they heard us, but they weren’t listening. They dug their heels in and insisted that the right person would come along and accept all their terms i.e., final price is already listed, no repairs, not paying any other fees of any kind.

When the only serious offer finally arrived (clean, qualified, and competitive), it came with one request: seller concessions.  “Absolutely not. No. Nothing,” they doubled down on their stance - rejecting the reality of this current market coupled with plenty of deferred maintenance. In their minds, their place was perfect the way it was; someone was going to agree with them and accept exactly what they were demanding. In my mind, “TLC and a little work weren’t going to take care of everything. It needed to be love bombed and concessions were the way forward.” What many sellers don’t realize is that in today’s market, that single word “No” can be the most expensive decision they make.

It appears the term affordability has become commonplace in our daily conversations with regards to acquiring real estate. In this market, even strong, well-qualified buyers are paying close attention to their monthly payment and the amount of cash needed to close. Seller concessions, credits offered by the seller to the buyer at closing, can be beneficial to buyers, because they can use this credit in various ways: to buy down their interest rate; to cover closing costs; and to reduce the amount of cash needed upfront. Advantages for sellers include expanding the pool of qualified buyers, helping a home to stand out from competing listings, encouraging stronger, more confident offers, and reducing time on market. Another key point many sellers don’t realize is that buyers are often willing to offer a higher purchase price in exchange for a concession. When structured properly, this can help protect a seller’s net proceeds and create a win–win scenario.

Every home and situation is unique, and concessions should always be evaluated alongside pricing, market conditions, and overall strategy. When used thoughtfully, they can be one of the most effective tools to achieve a successful sale.