A few years ago, the word “concession” barely came up at the closing table. Sellers held the cards. Buyers waived inspections, skipped contingencies, and paid over asking without a second thought. The market is always evolving and we are moving to a buyer’s market.
By The Numbers
Seller concessions occurred in 46.2% of all U.S. home sales in May 2026, up from 43.1% a year earlier, the highest May share in Redfin’s records. In March 2026, 38 of the 50 largest U.S. metro areas were buyer’s markets, up from 29 a year earlier. Sellers outnumbered buyers by roughly 43%, translating to an estimated 600,000 more sellers than buyers in the market.
Nearly two-thirds of all homebuyers paid less than list price in 2025, the highest share since before the pandemic. As you can see the leverage has shifted. You need to share with your sellers in an informative and knowledgeable way as the Neighborhood Expert they go to.
What Buyers Are Asking For
Concessions today are not just closing cost credits. They also include seller-paid mortgage rate buydowns, repair credits in lieu of completed work before closing, and the typical home warranty coverage, all aimed at helping buyers move forward.
In many cases, a rate buydown or closing cost credit can be more powerful for buyers than a simple price cut, while keeping the seller’s gross price intact. That framing and conversation matters when you are talking to sellers who may feel like a concession means they lost.
The Agent’s Job Right Now
Some sellers are still stuck in the 2021 mindset, pricing homes too high and then finding concessions necessary just to close. Homes that haven’t been updated in years are especially vulnerable, because buyers can be selective and negotiate for everything from repairs to closing costs. It’s very important to not only price correctly for this market but to set sellers expectations regarding the current concession market.
The agents who are closing right now are the ones having this conversation early, before a price cut becomes necessary, before days on market start climbing, and before a seller feels blindsided at the negotiating table.
How to Talk to Your Sellers About It
Start with the data for your specific market. Concession rates vary significantly by metro. Nashville leads major markets at 75.5% of sellers offering concessions, followed by Charlotte at 71.4% and Atlanta at 68.7%. By contrast, New York City sits at just 2.9%. Your clients rely on you to know your current market.
Reframe the ask. A concession is not a loss. It is a tool that gets deals done, keeps your listing from aging on the market, and often protects the seller’s net better than a price reduction would.
The agents who are prepared to have that conversation confidently, backed by data, are the ones their sellers will trust, and refer.
