How does the time a house has been on the market influence the concessions you can ask for from the seller?
One of the most overlooked clues in a real estate negotiation is how long a home has been sitting on the market.
In general, the longer a property has been available without attracting a buyer, the more motivated the seller may become. That doesn’t automatically mean they’ll agree to every request, but it often creates an opportunity to negotiate concessions that might have been off the table when the listing was brand new.
For example, if a home has only been listed for a few days and there is strong buyer interest, the seller may feel little pressure to offer anything beyond the purchase agreement. In a competitive market, buyers may even find themselves waiving certain requests to stay competitive.
On the other hand, when a property has been on the market for several weeks or months, sellers may become more willing to offer concessions to help move the deal forward. These concessions can include:
- Closing cost assistance
- A home warranty
- Credits for repairs or maintenance issues
- Rate buydown contributions to lower mortgage payments
- Flexible closing timelines
- Inclusion of appliances, furniture, or other personal property
That said, don’t focus solely on the number of days the home has been listed. Context matters. A house may have been on the market longer because it was overpriced, needs repairs, has a unique layout, or is located in a slower-moving neighborhood. Understanding why the home hasn’t sold can help you make smarter requests.
A strategy that often works well is tying your concession request to a legitimate concern. For instance, if the inspection reveals an aging HVAC system or roof, requesting a credit toward future replacement may be more effective than simply asking for a lower price.
As a buyer, think of time on market as a signal rather than a guarantee. The longer a seller has been waiting for the right offer, the more open they may be to negotiating terms that make the transaction easier and more attractive for both sides.
In many cases, a home’s extended time on the market can translate into valuable savings, but the strongest negotiations are still based on market conditions, property condition, and a reasonable, well-supported offer.