Why "No" Isn't Always the Right Answer Anymore
A few years ago, sellers could get away with saying "no" to just about everything. No repairs. No concessions. No negotiation. If a buyer wanted the house, they pretty much had to take it on the seller's terms — and that was that.
But the market has shifted. Now that inventory has grown, negotiation is becoming a normal part of the process again. Which means one of the most important things for sellers to understand right now is this: the goal isn't to "win" every negotiation.
Sometimes the smarter play is meeting a buyer where they are to get the deal done — and done quickly. One of the most common examples? Helping with a buyer's closing costs. Let's break that down so you know exactly what to expect if it comes up in your sale.
What Are Buyer Closing Costs?
Closing costs are the extra expenses a buyer pays on top of their down payment when they purchase a home. According to Freddie Mac, they typically include things like:
- Loan origination fees
- Appraisal and inspection costs
- Title and attorney fees
- Survey fees and more
All told, buyer closing costs usually run about 2% to 5% of the home's purchase price. On a $400,000 home, that's roughly $8,000 to $20,000 due at the closing table — and that's on top of the down payment.
In today's affordability-challenged market, that upfront cash can be a real hurdle, even for buyers who can comfortably handle the monthly mortgage payment. That's exactly why more buyers are asking sellers for a little help.
And More Sellers Are Saying "Yes"
This isn't a rare request anymore. According to the latest data from Zillow, 67% of sellers reported paying some or all of their buyer's closing costs in 2025.
Most Sellers Now Cover Part of the Buyer's Closing Costs
In 2025, 67% of sellers paid some or all of their buyer's closing costs.
Source: Zillow.
Now, that doesn't mean every seller is doing it — and it definitely doesn't mean every seller should. But it does show just how common concessions have become as the market has rebalanced. And that's worth knowing before you list.
When Paying Closing Costs May Make Sense
This is where a lot of sellers get stuck. They hear "help with closing costs" and immediately think, "Why should I pay for the buyer's expenses?" It's a fair gut reaction — but it's not always the right way to look at it.
The real question is who holds the leverage in today's market. And right now, Redfin data shows there are more sellers than buyers actively shopping — and that naturally shifts the dynamics of a negotiation.
More Sellers Than Buyers Are Active Right Now
Redfin's tracking of active buyers and sellers shows sellers currently outnumber buyers in the market overall — which gives buyers more room to ask for help, and gives sellers a reason to weigh the trade-off.
Source: Redfin.
That said, this doesn't mean every market favors buyers. Far from it. In some areas, homes are still selling quickly and sellers hold plenty of leverage. In others, a well-placed concession is exactly what gets the deal across the finish line. Sometimes that's help with closing costs; sometimes it's something else entirely. The key is knowing which concessions are actually worth it for your situation.
What does this mean for Metro Atlanta?
Metro Atlanta isn't one single market, and leverage can look very different from one price range or pocket of the region to the next. In some segments you may have no reason to offer a dime in concessions; in others, covering a portion of the buyer's closing costs could be the difference between a quick sale and weeks of extra days on market. The smart move is to look at what's actually happening in your specific situation before deciding where to hold firm and where a little flexibility pays off.
Bottom Line
Offering to help with a buyer's closing costs isn't about giving away money — it's about being strategic in a market where negotiation is back on the table.
If you're wondering what's normal in our area, what's worth negotiating, and where it makes sense to stand your ground, let's connect. I'll help you map out a pricing-and-concession strategy built around your home and today's Metro Atlanta market — so you keep as much in your pocket as possible while still getting to the closing table.
Thinking about selling and not sure how to handle concessions?
I'd be glad to walk you through what buyers are realistically asking for in your price range and corner of Metro Atlanta, and help you build a strategy that protects your bottom line. No pressure — just a clear, honest game plan. Let's connect.
📞 (678) 939-1941 | ✉️ patrickwalters@kw.com | 🌐 atlhomesellers.com
The information contained, and the opinions expressed, in this article are not intended to be construed as investment advice. Patrick Walters does not guarantee or warrant the accuracy or completeness of the information or opinions contained herein. Nothing herein should be construed as investment advice. You should always conduct your own research and due diligence and obtain professional advice before making any real estate or investment decision. Equal Housing Opportunity.
