In my four decades guiding clients through the ins and outs of real estate, I’ve seen the negotiation landscape shift many times. Recently, sellers across the US are offering more concessions than ever—about 45% of transactions in the rolling 3-month period ending Mid-Q3 included some type of concession, the highest rate since at least 2020. That’s up from 43% a year ago, signaling that buyers are gaining leverage as inventory builds and competition eases.

Concessions aren’t just about cutting the asking price anymore. I’m seeing more sellers step up with help toward repairs, closing costs, or mortgage-rate buydowns, opening new doors for buyers to reduce their overall purchase costs. In fact, around 16% of homes sold in Mid-Q3 combined a price reduction with a concession—another way for buyers to make homeownership more attainable.

For those navigating today’s market, understanding how to structure offers and negotiate for these creative incentives can make a real difference. With decades of experience in markets like Nashville and beyond, I’m committed to helping clients read the shifting landscape and secure the best possible terms, whether buying, selling, or investing.