When buying or selling a home, the price tag isn’t always the full story. One common piece of the puzzle is something called seller concessions—a powerful tool that can make a deal work for both sides. But what exactly are they, and when do they make sense? Let’s break it down.
What Are Seller Concessions?
Seller concessions are costs that the seller agrees to cover on behalf of the buyer to help reduce the buyer’s upfront expenses. Instead of lowering the purchase price, concessions shift some of the financial burden away from the buyer.
These can include things like:
- Closing costs (title fees, lender fees, appraisal costs, etc.)
- Property taxes or HOA dues for a set period
- Interest rate buydowns (helping the buyer secure a lower mortgage rate)
- Repairs or credits for improvements
Think of concessions as the seller giving the buyer a little extra breathing room to close the deal.
Why Sellers Offer Concessions
For sellers, concessions can make a property more attractive—especially in a competitive market or if the home has been sitting unsold. Instead of cutting the list price, offering concessions might widen the pool of buyers who can afford to make an offer.
It can also help the seller stand out if buyers are comparing multiple homes. A concession package might just tip the scales.
Why Buyers Benefit
For buyers, seller concessions can significantly reduce the cash needed at closing. For example, instead of having to bring $15,000 in closing costs to the table, a buyer might only need $5,000 if the seller covers the rest.
In today’s market, buyers often use concessions to buy down their mortgage rate, which can mean hundreds of dollars in monthly savings.
How Common Are Concessions in Phoenix?
Here in the Phoenix metro area, seller concessions are not just a rare perk—they’re part of more than half of recent home sales.
- In the first quarter of 2025, about 51.2% of sales in Phoenix included seller concessions.
- That’s down slightly from 54.7% a year earlier, but still shows that concessions remain a powerful negotiation tool.
- The median concession amount is around $10,000, which often goes toward closing costs or mortgage rate buydowns.
This trend reflects a more buyer-friendly market, where sellers are willing to sweeten the deal to get homes sold.
How Much Can Be Negotiated?
The amount of concessions varies based on:
- The type of loan (FHA, VA, and conventional loans all have limits)
- Market conditions (buyers’ market vs. sellers’ market)
- Negotiation skills on both sides
Typically, concessions range from 2% to 6% of the home’s purchase price. In Phoenix, that often translates to thousands of dollars in buyer savings.
The Bottom Line
Seller concessions are a win-win when used strategically. Buyers gain affordability, while sellers make their home more appealing without reducing the sale price.
And with over half of Phoenix-area sales currently involving concessions, they’re a tool worth discussing with your real estate professional—whether you’re buying or selling. The right negotiation can make all the difference in closing the deal smoothly.