Seller concessions are making headlines again: in the rolling 3-month period ending Mid-Q3, nearly 45% of US home sales included some form of seller concession—a new high for this time of year since at least 2020. That’s up from about 43% a year ago, a clear signal that buyers are gaining leverage as inventory rises and competition cools. Concessions aren’t just about price cuts these days; sellers are stepping up with credits for repairs, help with closing costs, or even mortgage-rate buydowns. This shift is reshaping negotiations, giving buyers more creative ways to reduce their upfront costs and making deals more flexible than ever. Nationally, about 16% of homes sold in Mid-Q3 offered both a price reduction and a concession, opening new doors for buyers looking to maximize value. In Santa Barbara, I approach every transaction as a strategist—always scanning for these hidden opportunities and structuring deals that put my clients ahead of the curve.
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