York County Home Sellers: How Smart Concessions Can Attract More Buyers in 2025

As home inventory increases and buyers gain more leverage in the market, sellers may need to sweeten the deal to get to the closing table.

“With where interest rates are, buyers can be deterred if they don’t feel like they’re getting some kind of deal,” says Cooper Thayer, ABR, broker-associate at Keller Williams Action Realty in Denver. “We’re advising sellers to expect to offer concessions to help buyers get into their home—especially if it’s not a highly competitive property.”

What Are Seller Concessions?

Seller concessions involve the seller covering certain costs associated with the home purchase, making it easier for buyers by reducing their upfront expenses. These concessions are especially useful when buyers have more negotiating power or when sellers need to stand out in a competitive market.

Seller Concessions in Action

According to NAR data, only 24% of sellers nationwide offered a concession in 2024, down from 33% the previous year. However, with pending home sales and existing-home sales rising and more inventory hitting the market, 2025 could see a shift.

“Sellers now have to find ways to differentiate themselves with the level of inventory we’re seeing,” Thayer says.

Closing costs were the most common concession in 2024, particularly in markets with a high concentration of first-time buyers, like Salt Lake City, where the median age is 33.

Scott Robins, associate broker at Summit Sotheby’s International Realty in Salt Lake City, explains, “First-time home buyers are huge in our area. We have multiple universities nearby, and these buyers often have their down payment but not all of their closing costs.”

One popular concession is the 2-1 buydown, where sellers cover the cost to reduce the buyer’s mortgage rate by two percentage points in the first year and one percentage point in the second year. This strategy is particularly effective in new construction, as builders have more flexibility to hold onto inventory and market these incentives effectively.

Repair Credits & Other Incentives

Buyers today want turnkey homes, making home repair credits another common concession. Thayer explains, “Concessions like these are useful, but they’re not a cure-all. The best approach is to make repairs before listing to minimize issues during the inspection.”

Marlene Llamas Leon, ABR, CIPS, of LPT Realty in Miami, recalls a deal where a seller discovered six roof leaks during an inspection, requiring a $120,000 replacement. Instead of losing the deal, the seller offered the buyer the choice of a credit or a price reduction. The buyer opted for a price reduction, ensuring a smooth transaction.

At the end of the day, strategic concessions can make all the difference in getting a deal to the finish line. Sellers who prepare ahead of time and understand buyer needs are in the best position to succeed in today’s market.