Seller concessions have taken center stage in Phoenix—67.4% of buyers secured them in their home purchase by mid-Q3, putting our city among the nation’s most flexible markets. We’ve seen a striking jump: concessions here climbed 15.3 percentage points over last year, and only two other metros posted a higher share. In practical terms, this means Phoenix buyers have more negotiating muscle than they did a year ago, while sellers have had to get creative and meet the market where it is.
For those thinking about selling, these numbers drive home a point I see every week: the old "list and wait" approach just isn’t enough. Success today is about adapting—whether that means strategic pricing, targeted marketing, or structuring terms that actually move the deal forward. Phoenix is one of just three metros with such a dramatic shift in concessions, so if you’re weighing your options, know that there are real, data-driven strategies available to help you come out ahead—no matter which side of the table you’re on.
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