Are We Entering a Buyer’s Market? Seller Concessions Are Making a Comeback in Pensacola
By Charles Stallions, Your Trusted Real Estate Broker in Pensacola Since 1995
For the past few years, it’s been full steam ahead for sellers. Homes sold quickly, often at or above the asking price, and multiple offers were the norm. But change is in the air—even here in sunny Pensacola. As inventory grows and the market begins to balance out, sellers are finding that they may need to be more flexible to attract serious buyers. One smart strategy? Seller concessions.
What Are Seller Concessions?
Seller concessions are costs a seller agrees to cover to help close the deal. According to the National Association of Realtors, nearly 1 in 4 sellers (24%) offered a concession in 2024—a clear sign that the market is shifting.
As your trusted broker, I’m here to help you understand the best way to use concessions without leaving money on the table. Here's how sellers in Pensacola are making concessions work:
Common Seller Concessions:
Covering Closing Costs: You might offer to pay a portion of the buyer’s closing costs, such as appraisal fees, title insurance, or loan origination fees.
Price Adjustments: Instead of making costly repairs, lowering the sale price can help buyers cover updates themselves.
Adding a Home Warranty: A one-year home warranty can offer peace of mind to the buyer and keep negotiations from stalling over minor concerns.
These aren’t out-of-pocket costs during the sale—they’re typically deducted from your proceeds at closing. And in most cases, they can help keep a deal alive and moving forward.
Not All Concessions Are Cash
Sometimes, offering extras can make a big difference. I’ve seen buyers jump at the chance to keep a seller’s lawn mower, ladders, or even patio furniture—especially first-time buyers coming from apartments. Just a word of advice: don’t try to monetize every item. If you no longer need it and it’s useful to your buyer, it’s better to include it as a gesture of goodwill. I’ve seen sellers try to charge for old tools or appliances only to end up paying someone to haul them away later.
Why Concessions Make Sense Now
As the market becomes more balanced, buyers are enjoying more options, and they’re taking their time. That means sellers need to adapt to the new reality. A smart, strategic concession can help bridge the gap between you and a buyer. As Dennis Shirshikov, professor of finance and economics, recently said:
“Pricing homes realistically and being willing to offer concessions, such as covering a portion of closing costs or including upgrades, will be key to closing deals... in a less frenzied market.”
Get the Right Advice
You don’t have to navigate these decisions alone. As a seasoned broker here in Pensacola, I know when a concession makes sense and how to use it effectively to close your deal without giving away too much.
If you’re thinking of selling in this changing market, let’s talk strategy. Whether it’s pricing, staging, or negotiating the right concession, I’ll help you get to the closing table with confidence.
Let’s work together to turn your equity into your next opportunity.
— Charles Stallions, your trusted real estate broker in Pensacola, Florida, call or text 850-476-4494.
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