Negotiations Are Back — What That Means for Buyers and Sellers in Fort Worth

Something has quietly shifted in the real estate market over the past year, and it is working in favor of buyers. Sellers are agreeing to concessions at the highest rate on record for this time of year. Builders are cutting prices and throwing in incentives. The "take it or leave it" dynamic that defined the market a few years ago has faded significantly — and whether you are buying or selling, that change matters.

Two terms are worth understanding as you navigate this market.

A concession is something a seller agrees to during negotiations to help close a deal — covering part of the buyer's closing costs, taking care of a repair, or offering a credit that reduces upfront costs. An incentive is a perk a builder or seller advertises upfront to attract buyers before negotiations even begin.

Almost half of all sellers are now offering concessions.

According to Redfin, 46 percent of sellers who closed recently gave the buyer a concession — the highest share on record for this point in the year. Roughly one in seven went even further, cutting their asking price and offering a concession on top of that.

Builders are competing on price and perks too.

It is not just existing home sellers making adjustments. According to the National Association of Home Builders, 62 percent of builders are currently offering incentives, and about 35 percent are cutting prices outright. Those incentives typically include mortgage rate buydowns, price reductions, or free upgrades on finishes and appliances.

This is the 15th consecutive month where more than 60 percent of builders have offered incentives to attract buyers. That is not a blip — it is a sustained shift in how new construction is being sold in today's market.

What this means if you're buying in Fort Worth.

This is a good time to ask for more. Whether you are looking at an existing home or new construction, there is a reasonable chance the seller or builder will meet you partway on price, closing costs, repairs, or terms. Working with an agent who knows how to negotiate those conversations is the difference between leaving money on the table and getting a deal structured in your favor.

What this means if you're selling in Fort Worth.

Buyers are coming in with more leverage than they had a few years ago, and they know it. Holding firm on every term in this environment tends to mean more days on the market or a lost sale. Knowing ahead of time where you can be flexible — and where you genuinely cannot — puts you in a much stronger position when an offer comes in.

The team at Mills Real Estate Group can walk you through what concessions and incentives look like in your specific corner of the Fort Worth market right now. Reach out when you are ready to talk through your options.