Quick Win
5 minutes to add to offerAlways ask for seller concessions on closing costs - even in competitive markets. Nearly 40% of buyers successfully negotiate seller-paid closing costs. Start by requesting 2-3% of the purchase price.
Expected Impact
On a $400,000 home, a 2.5% seller concession saves your buyer $10,000 in cash needed at closing
Your buyer found their dream home but they're stretching financially. They have just enough for the down payment but are concerned about the additional $12,000-15,000 in closing costs.
“I love this house, but I'm not sure I can afford to buy it even if my offer is accepted. The closing costs are killing me.”— First-time buyer, Austin suburb
What's at stake
Without creative negotiation, this buyer either loses the home to competition or depletes their emergency fund.
Research Before You Offer
Pull comparable sales, check days on market, research price reduction history, and understand the seller's motivation.
Calculate Total Cost of Ownership
Use the Closing Costs Calculator to show your buyer the complete picture and reveal opportunities for seller concessions.
Craft a Strategic First Offer
Start 5-10% below asking in buyer's markets, with seller concession requests built in.
Respond Thoughtfully to Counters
Never reject outright - always counter-offer. This keeps negotiation alive and shows good faith.
Leverage the Inspection Period
Use repair requests to negotiate credits or price reductions on issues discovered after contract.
Cash Offer vs. Terms Negotiation Trade-offs
Seller concessions keep more cash in your buyer's pocket for moving expenses and reserves
A higher offer with terms can beat a lower all-cash offer when seller is focused on net proceeds
Using seller concession for a rate buydown can save thousands over the life of the loan
Waiving inspection and appraisal contingencies exposes buyers to potentially costly unknown issues
Low offers with no help require buyers to have significant cash reserves beyond down payment
Once contingencies are waived, you lose leverage during due diligence period
Pre-Offer Preparation Checklist
Complete before submitting any offer
Run comprehensive comparable analysis
Calculate buyer's true all-in closing costs
Get lender's pre-approval letter updated
Research seller's situation
“The best deal isn't always the lowest price. I've seen buyers lose $15,000 in inspection credits because they fought too hard on the initial purchase price.”
The 2025 Market Reality
With nearly 80% of homes selling at or below list price, your buyers have more leverage than they may realize. The data supports strategic, assertive negotiation.
Use the Closing Costs Calculator to show your buyer exactly how much they'll need beyond the down payment.