Seller Concessions: A Smart Strategy to Get Your Home Sold

For the past few years, we’ve been in a strong seller’s market, where homeowners had the upper hand, and buyers were willing to compete fiercely for properties. But as the number of homes for sale continues to grow, the market is balancing out.

That means some sellers are finding they need to be more flexible to get to the closing table. One strategy that can help? Offering concessions.

At the Cronin Team, we know how to strategically use concessions to help sellers attract more buyers, negotiate smartly, and close deals without leaving money on the table. Let’s talk about what seller concessions are, how they work, and why they might be a game-changer in today’s shifting market.

What Are Seller Concessions?

Seller concessions are costs that a seller agrees to cover to make the deal more attractive to a buyer. They can be a great way to sweeten the deal without lowering your price significantly.

According to the National Association of Realtors (NAR), nearly 1 in 4 sellers (24%) offered concessions in 2024. That’s a big shift from the past few years when multiple offers made them unnecessary!

Here are a few common types of concessions sellers offer:

✅ Covering Closing Costs – Sellers can pay part (or all) of the buyer’s closing costs, like appraisal fees, title insurance, or loan fees, making it easier for buyers to afford the purchase.

✅ Price Adjustments for Repairs – Instead of fixing repairs yourself, you can reduce the purchase price to compensate for updates the buyer will need to handle.

✅ Adding a Home Warranty – A seller may include a one-year home warranty, giving the buyer peace of mind that major repairs (like HVAC, plumbing, or appliances) will be covered.

And it’s not just about money—concessions can be creative, too. For example, if your buyer is moving from an apartment and has never had a yard before, they might ask for your lawn mower or patio furniture to be included in the deal.

The good news? You’re not paying for these things upfront. Seller concessions come out of your net proceeds at closing, meaning they reduce your overall profit but don’t require additional cash out of pocket.

How Concessions Can Help You Sell Your Home Faster

Offering concessions is a smart strategy to close deals quickly and smoothly in a market where buyers are becoming more cautious.

As Dennis Shirshikov, a finance and economics professor at City University of New York, puts it:

"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."

Here’s an example of how a concession can save a deal:

Scenario: You accept an offer from a buyer, but after their home inspection, they request some repairs before closing.

Option 1: You can fix the repairs yourself, covering the costs upfront.
Option 2: You can offer a credit or reduce the sale price to compensate for the repairs.
Option 3: Instead of dealing with repairs, you could pay part of the buyer’s closing costs so they can use their saved cash for renovations.

Any of these options can keep the deal moving forward without losing the buyer or going back on the market.

At the Cronin Team, we help sellers navigate these negotiations to ensure you’re offering the right amount of flexibility without giving away too much.

Why You Need a Skilled Agent to Negotiate Concessions

Concessions can help sell your home faster, but offering too much could eat into your profits. That’s where an experienced real estate agent (like me!) comes in.

At the Cronin Team, we:
Evaluate whether concessions are necessary in your market.
Help you structure an offer that benefits you while keeping buyers interested.
Negotiate strategically so you don’t give away more than you need to.

Not all markets require seller concessions, but if they do, we make sure you’re using them in a way that works in your favor.

Bottom Line – Should You Offer Concessions to Sell Your Home?

With the market shifting, seller concessions are becoming a key part of negotiations in some areas. The goal is to use them strategically to make your home attractive to buyers without sacrificing too much of your bottom line.

That’s where I come in. The Cronin Team knows exactly how to navigate these market shifts, negotiate the best possible deal for you, and get your home SOLD.

📞 Call/Text The Cronin Team Today: 760-421-5298
📧 Email: [email protected]