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For Sellers

Seller Concessions: A Smart Strategy To Get Your House Sold

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For the past few years, it’s been mostly a seller’s market. But dynamics are shifting as the number of homes for sale grows. And that means that the market is balancing out a bit. As a result, some sellers are finding they need to be more flexible to close a deal. One strategy that can help? Offering concessions.

As the National Association of Realtors (NAR) explains:

“As home inventory begins to grow and buyers regain some advantage in the market, sellers may consider offering more in negotiations to make the deal more attractive and get to the closing table.”

What Are Seller Concessions? 

Concessions are homebuying costs that a seller agrees to cover as a way to get their house sold. And based on data from the National Association of Realtors (NAR), nearly 1 out of every 4 sellers (24%) offered a concession in 2024. Here are a few of the most common types of concessions:

  • Covering Closing Costs: The seller pays for part (or all) of the buyer’s closing costs, like appraisal fees, title insurance, or loan fees. 
  • Price Adjustments: Instead of making repairs, a seller might lower the purchase price to make up for updates the buyer will need to tackle. 
  • Adding a Home Warranty: A seller may throw in a home warranty, giving the buyer peace of mind key repairs will be covered in the first year. 

And don’t worry. This doesn’t mean you have to come up with more cash to make it happen. These are things that get subtracted from your profits at closing – not more funds you have to bring to the table.  And not all concessions are about money.

There are other extras you could throw in. Like, if your buyer is coming from an apartment and has never had a yard before, they may ask if you’d be willing to leave your lawn mower behind. That’s another lever you could pull to keep them happy.

How Concessions Help Sellers 

Offering concessions can be a smart strategy for sellers to get a deal done. As Dennis Shirshikov, Professor of Finance and Economics, City University of New York/Queens College told The Mortgage Reports:

“Pricing homes realistically and being willing to offer concessions, such as covering a portion of closing costs or including upgrades, will be key to closing deals . . . in a less frenzied market.”

For example, let’s say you accepted an offer from a buyer, but after their inspection, you found out there are some repairs they want you to tackle before you hand over the keys.

Rather than starting at square one and searching for a new buyer, you could offer a concession. One option is you can take on the repairs and cover the costs yourself. But, if you really don’t want the hassle of dealing with contractors, you could reduce your price by however much repairs would cost. Alternatively, you could offer to pay a portion of your buyer’s closing expenses with the idea they’d use the money they saved at closing toward doing the repairs themselves.

Either way, a concession can be a great way to meet in the middle. However, it’s important to have an agent on your side to help with these negotiations.

A good real estate agent can help you decide when and how to offer concessions, so you don’t give away too much while still ensuring your house gets sold. It’s all about finding the right balance. 

Bottom Line

With the market becoming more balanced, seller concessions are coming back into play in some areas. The key is having an agent to help guide you through the process, so things work out in your favor.

What’s a concession you’d consider to move things along?

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For Buyers

Worried About a Housing Crash? The Numbers Tell a Calmer Story.

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A recent survey from Talker Research asked Americans to pick one word to describe how 2026 has felt so far. The winner? Stressful. And honestly, there’s been a lot going on.

So, it’s understandable if you’ve been putting off buying or selling a home until things settle down. But you may be waiting on something that’s already happened. While everything else has felt shaky, the housing market has become one of the steadiest things out there. Look at the data.

Home Prices Have Leveled Out

After years of fast increases, data from the National Association of Realtors (NAR) shows home prices have been remarkably steady for the past 4 years (see graph below):

a graph of blue linesAnd experts say that’s what to expect going forward, too. As Selma Hepp, Chief Economist at Cotality, explains:

“In 2026, we expect home prices to remain broadly stable, with modest appreciation at a national level.”

No wild swings. Just slow, steady growth. That’s a healthy market. Of course, that pace can vary a bit depending on where you live. But nationally, steady growth like this makes it easier to plan your budget, whether you’re buying or selling.

The Supply of Homes for Sale Has Steadied

For years, the supply of homes for sale was a moving target. It dropped fast during the pandemic and has been climbing pretty reliably ever since. Now, that pace of growth has slowed down. According to Realtor.com, inventory today is very close to where it was this time last year (see graph below): 

a graph of blue linesThat’s helpful no matter which side you’re on. When the number of homes for sale isn’t changing much, you know what you’re walking into – how many options you’ll have as a buyer, and how much competition you’ll face as a seller.

Mortgage Rates Found Their Range

Yes, rates jumped dramatically back in 2022. But since then, Freddie Mac data shows they’ve stayed between 6% and 7% for the better part of the last 3 or so years (see graph below):

a graph of a graph of a graph of a graph of a graph of a graph of a graph of a graph of a graph of a graph of a graph of a graph of a graph ofYes, there was one brief spike above that threshold, but overall, rates have stayed in that range for a while now. That predictability helps when you’re planning a move. 

And now that this seems to be a longer-term trend, people have accepted it as the new normal. Buyers have gotten comfortable purchasing in that range, and sellers have gotten just as comfortable listing in it.

That comfort’s important because when both sides know what to expect, they keep making moves. In other words, the market isn’t frozen waiting for something to change. It’s moving calmly.

Bottom Line

The rest of the world may feel unpredictable right now, but the housing market doesn’t have to. Prices, inventory, and rates have all found solid ground.

If stability is what you’ve been waiting for, it’s already here. Connect with a local real estate agent if you want to talk through what that means for your move.

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Agent Value

Most Home Sales Close – Here’s How To Keep Yours on Track

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Few things are as rattling as the thought of your home sale falling through at the last minute, right before closing. All that waiting, all that progress, out the window.

But if you’re getting ready to sell, here’s what you should know. Even in today’s market, it rarely comes to that. Buyers who are moving at today’s rates and prices are generally moving because of some big life change. That means they’re motivated, and eager to get all the way to the closing table.

According to the latest data from Redfin, only about 1 in 7 pending sales are falling through. Meaning the vast majority make it all the way to closing.

And the single biggest thing that puts a deal at risk is the one you have the most power to prevent. It just takes a little smart planning before your house hits the market.

Why Some Deals Fall Apart Before Closing

A Redfin survey sheds light on the most common things that trip up a sale (see visual below):

a blue and orange chart with text

Here’s a bit more information on each one.

  • Inspection or repair issues. This is the big one. When a buyer’s inspector finds a problem, whether with the roof, the plumbing, the foundation, or elsewhere, the buyer can push back, ask you to make repairs, request a credit so they can do it themselves, or see if you’ll lower your price. If they don’t get what they want, they may walk away from the deal altogether.

  • The buyer’s financing fell through. Their mortgage loan has to be fully approved in time for closing day. If the loan doesn’t come together, the sale can’t move forward. 

  • The buyer’s current house didn’t sell. Some buyers need to sell their own home before they can close on yours. If that takes longer than expected, you may run into some issues with your timeline or even see them give up on their move.

  • There was a change in buyer’s financial situation. A new job, a big purchase, or new debt can change what a buyer qualifies for on their mortgage loan, even after they were pre-approved.

Where Your Agent Makes the Difference

Some of those reasons are outside your control, like whether a buyer’s loan clears or whether they sell their own home in time. But according to Zillow, there are a few proactive things you can do to help make sure your sale goes as smoothly as possible:

  • Save yourself the headache and get a pre-listing inspection. That’s when you get your own inspection before a buyer gets theirs. It lets you find the big issues before a buyer’s inspector does, so you can fix them or disclose them on your terms, instead of scrambling once you’re under contract. In this situation, your agent will help you decide what’s worth addressing and what to just disclose. Handle it now, and the biggest risk to your sale is behind you before a buyer ever brings it up.

  • Look at more than just the offer price. Your agent will help you weigh the whole offer, including the buyer’s timeline and any contingencies attached. When a buyer’s offer depends on selling their own home first, the success of your sale rides on a second deal you can’t see. Sometimes, a slightly lower offer with fewer strings is the safer one. Your agent will help you weigh your options and make a plan that works well for you. 

One of those is something you can’t do until you have offers in hand, but the other is something you can get ahead of right now. The pre-listing inspection.

That relatively small cost upfront can save you the much bigger hassle of a deal falling apart later. And while getting your own inspection before listing may not make sense in every market, your agent can tell you whether it’s worth it based on your market, your house, and what buyers are prioritizing in your area.

Sometimes the smartest move is staying one step ahead.

Bottom Line

Most home sales still close, and the biggest thing that could get in the way of yours is the one thing you can actually do something about.

With the right prep, your sale has every reason to make it to the finish, and a good local agent can help you get there.

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Downsize

One Number Could Change Everything About Your Next Move

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When’s the last time someone told you what your house is worth? Not what some online valuation tool guessed. Not what your neighbor’s house sold for. What yours is actually worth right now.

For a lot of homeowners, it’s been years. And if you’ve been thinking about moving, but higher home prices or mortgage rates have made you hesitate, here’s why it’s time to take a second look at that number.

Your House May Be Worth More Than You Think

Home values have climbed significantly over the past 5-10 years. And even though today’s market is more balanced, homeowners are building wealth every day just by owning their homes. That’s how equity works. As home values rise, and as you make your monthly payments, your equity grows. And it adds up fast.

According to Cotality, the typical homeowner with a mortgage now has $310,500 in equity. That’s not a small number. It’s six figures.

And that’s only the national average. In many states, homeowners have built even more equity than that. Take a look at the map below and see where your state stands. The darker the blue, the more equity the typical homeowner has there (see map below):

a map of the united statesEven though every local market is different, the question you should be asking right now is the same: How much equity have you built up?

Because if you don’t know that number, you’re missing out.

This Could Be the Missing Piece in Your Move

Most people assume that because prices are higher and rates aren’t at 3% anymore, moving just isn’t realistic right now, especially if they already have an ultra-low rate. And that’s understandable – those are real factors.

But they’re not the only factors.

When you have that much equity in your house, you’re not starting from scratch. You’re not scraping together a down payment or hoping the numbers work. You’re walking into your next move with more of an advantage than you think. And that changes the math. 

What Your Equity Can Do for You

Maybe you’ve outgrown your current house or you’re ready to downsize… The equity you’ve built could help bridge the gap between where you are today and where you want to be next.

Yes, your next house may cost more than your last one did. But your equity could cover a big chunk of that difference. Depending on how much you’ve built, it could help you:

  • Lower your monthly payment on your next home. The bigger your down payment on your next place, the less you have to borrow. And with today’s rates, borrowing less can make a big difference in what you pay every month. 

  • Buy your next house with all cash. This surprises a lot of people, but some homeowners have built enough equity to buy their next home outright, in cash. According to the National Association of Realtors, more than one-quarter (26%) of repeat buyers paid all cash for their home in July. 

  • Transform the home you already have. Love your neighborhood but not your floor plan? You don’t have to move. Your equity could help fund renovations that make your home fit your life today while potentially adding value for tomorrow.

Your equity doesn’t erase the challenges of the current market. But it does mean you’re walking into your next move with a lot more power and flexibility than you think.

That’s why the value of your home isn’t something you should have to wonder about. 

If you’re even thinking about a move – or if you’re just curious what your options might be – the smartest thing you can do is get a Professional Equity Assessment. It’ll give you a real, market-based evaluation of what your house is really worth right now and how much equity you’re working with.

Because once you see the number, maybe it’s not about whether you can afford to move – it’s about what kind of move makes sense for you.

Bottom Line

If it’s been a while since you’ve gotten a professional look at your home’s value, it’s time to change that. 

Reach out to a local real estate agent for a free, personalized Home Equity Assessment that estimates what your house could sell for, how much equity you’ve likely built, and what that could mean for your next move.

You may have six figures of equity without even realizing it. And that’s enough to change everything about your next move.

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Copyright © 2020-2025 Mark Sincavage. All rights reserved.  
The information contained, and the opinions expressed, in these article are not intended to be construed as investment advice. Let's Talk Real Estate, Mark Sincavage, and Keeping Current Matters, Inc. do not guarantee or warrant the accuracy or completeness of the information or opinions contained herein. Nothing herein should be construed as investment advice. You should always conduct your own research and due diligence and obtain professional advice before making any investment decision. Let's Talk Real Estate, Mark Sincavage and Keeping Current Matters, Inc. will not be liable for any loss or damage caused by your reliance on the information or opinions contained herein.