Give a Little, Get a Lot: The Smart Seller’s Guide to Concessions

By Adam Martin Team Lead, Loxley Martin | Top-Rated Dayton & Greene County Realtor

It used to be that the "Price" was the only number that mattered. You listed for $300,000. They offered $300,000. You shook hands.

But in the 2025 Dayton real estate market, the conversation has changed. Buyers are strapped for cash due to higher interest rates and closing costs. They don't just need a house; they need a deal. And often, they aren't asking for a lower price—they are asking for Concessions.

Here is a startling stat: Nationally, 44.4% of sellers gave concessions in Q1 2025. That’s nearly half of all transactions. If you aren't prepared to talk about concessions, you might be losing buyers to the neighbor who is.

Here is your guide to the three most common "asks" from Dayton buyers, and which ones are actually smart for you to give.

1. The "Closing Cost" Credit (The Classic)

The Ask: "Buyer requests $5,000 toward closing costs." Why they ask: Many first-time buyers in Fairborn or Riverside have saved enough for the down payment (3.5% for FHA), but they forgot about the $4,000–$6,000 in closing costs (title fees, pre-paid taxes, insurance). They literally don't have the cash to close.

Adam’s Advice: DO IT. Here is why: It doesn't really cost you $5,000.

• Scenario A: They offer $295,000 with $0 concessions. (You Net: $295k).
  
  
• Scenario B: They offer $300,000 with $5,000 concessions. (You Net: $295k).
  
  

The net to you is the same, but Scenario B allows the buyer to actually buy the house. It’s a paper transaction that saves the deal.

2. The "Rate Buydown" (The Power Move)

The Ask: "Buyer requests a 2-1 Rate Buydown." Why they ask: Interest rates are hovering in the 6-7% range. A buydown lowers their rate to ~4.5% for the first year, saving them hundreds per month.

Adam’s Advice: CONSIDER IT. As I mentioned in a previous post, a rate buydown often costs you less than a price reduction but creates more value for the buyer.

• A $10,000 price cut saves them $60/month.
  
  
• A $8,000 buydown saves them $400/month. If you want to sell fast without dropping your list price, this is the secret weapon.
  
  

3. The "Repair" Credit (The Inspection Shield)

The Ask: "Buyer requests $2,000 credit in lieu of repairs." Why they ask: The inspection found a few issues (old water heater, loose outlet), but the buyer wants to choose their own contractor rather than trusting you to do it.

Adam’s Advice: TAKE IT. Always choose a credit over a repair.

• You don't have to manage contractors.
  
  
• You don't have to worry about the buyer complaining about the workmanship.
  
  
• You keep your closing date on track. Paying $2,000 to make a problem disappear instantly is almost always worth it.
  
  

When to Say NO

Concessions are a tool, not a requirement. You should say NO if:

1. The Offer is Already Low: If they offer $280,000 on a $300,000 listing AND ask for $10,000 in concessions, they are double-dipping. We counter by removing the concessions or raising the price.
   
   
2. The Market is Hot: If we have three other offers, we don't need to give concessions. We take the cleanest offer.
   
   

The Bottom Line

Don't be offended when a buyer asks for money back. It’s just math. If giving up $3,000 in "fake money" (equity) secures a solid sale at a high price, that is a business decision, not a loss.

We structure the deal to get you the "Net Number" you need, regardless of how we get there.

What’s Your Bottom Line?

Concessions can be confusing. I use a "Net Sheet Calculator" that shows you exactly how different concessions impact your final check. We can toggle the numbers—Price vs. Closing Costs vs. Buydowns—to find the perfect mix.

👉 Run the numbers. Send me a message or DM "DEAL" and let’s find the winning formula.

Adam Martin Team Lead, Loxley Martin Your Dayton & Greene County Real Estate Expert