One of the biggest misconceptions I see in real estate is that the only thing you can negotiate is the price.
In reality, a real estate transaction has many moving parts — and negotiation is a normal part of almost every sale, especially in today’s market.
To put some real numbers behind that:
39% of the homes sold through the MLS in Placer County during the month of December showed some form of seller concession that was negotiated.
And that figure doesn’t include transactions where concessions weren’t specifically marked in the MLS.
Beyond that, every sale involves negotiation around standard closing costs — and of course, the final agreed-upon sales price itself.
Below is a breakdown of some of the most common (and useful) items that can be negotiated, either in the offer itself or during the due-diligence period.
Items Commonly Negotiated in a Real Estate Deal
Price & Timing
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Purchase price
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Closing date
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Move-in date
Credits, Repairs & Costs
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Seller credits for repairs
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Credits for interest-rate buydowns
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Buyer agency commissions
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Credits toward buyer closing costs
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Repairs completed before closing
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Home warranty coverage
Property-Related Items
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Prepaid HOA dues or transfer fees
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Solar contracts (assumption, payoff, or buyout)
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Propane tanks or fuel
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Title and escrow fees (who pays what)
Personal Property & Extras
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Furniture
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Appliances or equipment
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Potted plants
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Artwork or décor
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Outdoor items, sheds, or specialty features
These details often matter just as much as the price — and sometimes more.
How Sellers Can Use Negotiation Strategically
For sellers, many negotiated items can be used as effective incentives without lowering the sale price.
Common examples include:
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Offering credits for repairs
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Credits toward interest-rate buydowns or buyer closing costs
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Paying off or buying down solar contracts
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Including personal property such as appliances, equipment, or select furnishings
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Prepaying HOA dues, transfer fees, or other property-related costs
These concessions can make a home more attractive, reduce buyer hesitation, and help deals come together — all while protecting overall pricing.
Builders often take a similar approach by offering upgrade packages or closing-cost incentives rather than reducing base prices, for the same reason: preserving value while improving appeal.
When used thoughtfully, these tools strengthen offers and improve outcomes without turning negotiations into a race to the bottom.
Why Experience Matters
I’ve negotiated transactions involving all of these concessions at one point or another — some far more often than others.
What matters isn’t just knowing what’s negotiable, but understanding:
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When to ask
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What to prioritize
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What helps achieve the desired outcome
An experienced agent helps keep the focus on the bigger picture:
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✔ Getting the home you want
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✔ Getting your home sold
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✔ Navigating negotiations strategically and professionally
If you’re thinking about buying or selling and want to understand how these negotiation tools might apply to your situation, I’m always happy to talk.
Patrick Hake
Broker Associate | eXp Realty of California
License #01349088
Call or text: (916) 316-5626
Placer County This Weekend (January 29 – February 1, 2026)
Looking for something fun to do in and around Placer County this weekend? Here are a few standout events:
Hawks, Honkers & Hoots — Birds of Prey Event
Wild Birds Unlimited, 408 Roseville Square, Roseville, CA 95678
Saturday • 11:00 AM–2:00 PM
A free, family-friendly educational event featuring Birds of Prey Ambassadors from Hawks, Honkers & Hoots. Meet raptors up close — including Whisper, an American Barn Owl — and learn fascinating facts about these incredible birds.
https://www.facebook.com/events/686727711191463/
PBR Unleash the Beast — Sacramento
Golden 1 Center, Sacramento
Friday–Sunday • February 6–8, 2026
The toughest riders and rankest bulls in the world return to Sacramento for an adrenaline-packed weekend of professional bull riding.
Sacramento Home & Landscape Expo
Cal Expo, Sacramento
Friday–Sunday • February 6–8, 2026
Explore home improvement ideas, landscaping inspiration, remodeling vendors, and design trends — perfect for planning spring projects.
https://homeandlandscapeexpo.com
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