Seller concessions are a common tool used in real estate transactions, but many buyers and sellers don’t understand what they are and how they can benefit both parties. In this blog, we’ll explain what a seller concession is, the various types, and how to negotiate them. We’ll also discuss the pros and cons and provide an overview of seller concessions in different states.
Introduction to Seller Concessions
Seller concessions are incentives offered by a seller in order to sweeten the deal and make the property more attractive to buyers. They can be in the form of monetary payments, credits, or discounts. Seller concessions can be used to cover the buyer’s closing costs, reduce the purchase price, or cover certain repairs.
In a competitive market, offering concessions can be a great way to get a potential buyer to sign on the dotted line. But it’s important to understand the potential impact of a seller concession before agreeing to one.
What is a Seller Concession?
A seller concession is an incentive offered by the seller to entice a potential buyer. It can be in the form of a monetary payment, credit, or discount. Seller concessions may be used to cover certain closing costs, reduce the purchase price, or cover certain repairs.
In most cases, seller concessions are used to help the buyer cover closing costs, such as title fees, appraisal fees, and points. Seller concessions can also be used to make repairs to the property before the sale is complete.
Seller concessions are typically offered in competitive markets, where the seller may be willing to make concessions in order to get the sale. Generally, the seller will negotiate a concession that is beneficial to both parties.
Benefits of Seller Concessions
Seller concessions can be beneficial for both the buyer and the seller. For buyers, seller concessions can reduce the amount of money they need to pay out of pocket for closing costs. This can make it easier for buyers to purchase a home, as they don’t have to come up with additional funds to cover closing costs.
For sellers, seller concessions can be an effective way to attract buyers. In a competitive market, seller concessions can help the seller stand out from the competition and make their property more attractive.
Types of Seller Concessions
There are several types of seller concessions that can be used to help buyers cover closing costs or make repairs to the property. Seller concessions can include:
- Payment of closing costs: The seller may offer to pay for some or all of the buyer’s closing costs. This can be a great way to help buyers save money on the purchase of a home.
- Credit for closing costs: The seller may offer to provide the buyer with a credit that can be used to cover closing costs. This can be beneficial for buyers who need to come up with money for closing costs, but don’t have the funds available.
- Discount on purchase price: The seller may offer to discount the purchase price of the home in order to make it more attractive to potential buyers.
- Repairs: The seller may offer to make repairs to the property before the sale is complete. This can be beneficial for buyers who are looking for a fixer-upper and don’t have the funds available to make the necessary repairs.
How to Calculate a Seller Concession
In order to calculate a seller concession, you’ll need to take into account the cost of the repairs, the amount of closing costs, and the purchase price of the home. Generally, you should aim to keep the total amount of the seller concession within 3-6% of the purchase price.
For example, if the home is priced at $300,000 and the buyer needs $10,000 to cover closing costs, the seller would need to provide a concession of at least $10,000. However, the seller could offer a higher concession in order to sweeten the deal and make the property more attractive to buyers.
How to Negotiate a Seller Concession
When negotiating a seller concession, it’s important to understand the impact it could have on the sale of the home. The seller should consider the cost of the repairs, the amount of closing costs, and the purchase price of the home when negotiating a concession.
It can also be helpful to research the local market to get a better sense of what comparable homes are selling for. This can provide a useful benchmark for negotiations.
In addition, it’s important to set a limit for the concession. As a general rule, you should try to keep the concession within 3-6% of the purchase price. This will ensure that the seller is not giving away too much of the profit from the sale.
Pros and Cons of Seller Concessions
Seller concessions can be a great way to sweeten the deal and make a property more attractive to buyers. However, it’s important to understand the potential impact of a seller concession before agreeing to one.
Pros:
- Can reduce closing costs for buyers
- Can make a property more attractive to buyers
- Can be used to cover repairs
Cons:
- Can reduce profits for the seller
- Can impact the value of the home
- Can be difficult to negotiate
Seller Concession Closing Costs
When considering a seller concession, it’s important to understand the different closing costs that could be covered. Generally, seller concessions can be used to cover things like title fees, appraisal fees, and points.
In addition, seller concessions can be used to cover certain repairs that need to be made before the sale is complete. This can be a great way to sweeten the deal and make the property more attractive to buyers.
Seller Concessions in Different States
The laws surrounding seller concessions vary from state to state. Some states may limit the amount of a concession that a seller can offer, while other states may not place any restrictions on seller concessions.
It’s important to research the laws in your state before offering a seller concession. This will ensure that you are in compliance with local laws and don’t put yourself at risk of legal action.
Conclusion
Seller concessions can be a great way to sweeten the deal and make a property more attractive to buyers. However, it’s important to understand the potential impact of a seller concession before agreeing to one. Make sure to consider the cost of the repairs, the amount of closing costs, and the purchase price of the home before negotiating a concession. Research the laws in your state to make sure that you are in compliance with local regulations. With the right approach, a seller concession can be a great way to get a potential buyer to sign on the dotted line.
