Seller Concessions: A Smart Strategy for Closing More Deals

📢 Realtors, in today’s shifting market, flexibility wins.

For years, sellers had the upper hand. But as inventory grows, buyers are regaining some negotiating power. That means understanding and leveraging seller concessions can be a game-changer for closing deals.

What Are Seller Concessions?

Simply put, concessions are incentives sellers offer to make a deal more attractive. In 2024, nearly 1 in 4 sellers (24%) offered a concession, according to NAR. Here are some of the most common ones:

✅ Covering Closing Costs – Helping buyers with expenses like loan fees, title insurance, or appraisals.
✅ Price Adjustments – Instead of making repairs, reducing the sale price to offset necessary updates.
✅ Adding a Home Warranty – Offering coverage for repairs in the first year to ease buyer concerns.
✅ Throwing in Extras – Leaving behind appliances, furniture, or even a lawn mower to sweeten the deal.

💡 Key Insight: Concessions aren’t an extra out-of-pocket expense. They are negotiated adjustments that can make a home more attractive without hurting the seller’s bottom line.

Why This Matters for Realtors

Your ability to educate and guide sellers on using concessions strategically will separate you from the average agent. Here’s how:

🔹 Protecting Your Seller’s Interests – Concessions help secure a deal without unnecessary price cuts.
🔹 Keeping Deals Moving – Instead of losing a buyer over repairs, concessions provide a win-win solution.
🔹 Standing Out in a Competitive Market – A well-structured concession strategy makes your listings more appealing.

As Dennis Shirshikov, Finance Professor at CUNY, explains:
"Pricing homes realistically and offering strategic concessions will be key to closing deals in a less frenzied market."

The Bottom Line

The market is shifting, and smart realtors know how to adapt. Seller concessions aren’t giveaways—they’re tools to structure deals that work for everyone. Mastering this strategy will help you close more sales and build trust with your clients.

🚀 Realtors, how are you using seller concessions to win deals?