Seller Concessions: What Buyers Can Ask For and What's Reasonable

Let me explain seller concessions — what they are, how they work, and what's reasonable to request in today's market.

Seller concessions are when the seller agrees to credit the buyer money at closing for specific expenses — typically closing costs, repairs, or rate buy-downs. This can help buyers who have enough for a down payment but are tight on cash for closing costs.

What's Typical in Our Market

In our current Northeast Houston market, 2–3% of the purchase price in seller concessions is reasonable if market conditions support it. On a $350,000 home, that's $7,000–$10,500 — enough to cover most or all of a buyer's closing costs.

What Works — and What Doesn't

Concessions work well for closing cost assistance when a buyer has limited cash, credits for specific repairs identified during inspection, and rate buy-downs where the seller pays points to lower the buyer's interest rate.

What doesn't work: requesting concessions on an already great deal, asking for concessions in a multiple-offer situation, or trying to get the seller to pay for things that are clearly the buyer's responsibility.

My Strategy for Concessions

I look at the full picture. If we're offering full price or close to it, requesting reasonable concessions makes sense. If we're negotiating price down, asking for significant concessions on top of that can offend sellers and kill deals.

For sellers, concessions aren't free money — they reduce your net proceeds. But strategically offering concessions can help your home sell faster and might be worth it compared to sitting on the market.

Where Experienced Representation Makes the Difference

The key is understanding what's market-appropriate. Push too hard and deals fall apart. Accept too readily and you might leave money on the table. That's where experienced representation matters.