We’re seeing a remarkable shift in the national real estate landscape: in the rolling 3-month period ending Mid-Q3, approximately 45% of home sales involved sellers offering concessions—the highest Mid-Q3 share recorded since at least 2020. That’s an increase from about 43% a year ago, highlighting how buyers are gaining more leverage as inventory grows and competition eases. These concessions can take many forms, from help with repairs and closing costs to mortgage-rate buydowns, providing buyers with more ways to lower their total purchase costs than just a simple price reduction. It’s interesting to note that sellers are increasingly turning to closing-cost credits and rate buydowns, not just price cuts, as part of their negotiation strategy. In fact, around 16% of homes sold in Mid-Q3 combined a price reduction with a concession, creating even greater flexibility for buyers entering the market. As a Luxury Real Estate Specialist in Johnson County and the Greater Kansas City area, I’m always tracking these trends to help clients navigate evolving market dynamics and find the best opportunities.
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