How to Negotiate in a Buyer’s Market

• Real Estate Tips
• December 28, 2023

There are certain times when you can watch a homebuyer launch into a kid-in-a-candy-store gallop to close on a property. This time is “a buyer’s market,” occurring when supply exceeds demand, and the scales tip in the favor of the buyer, offering numerous opportunities to negotiate more favorable terms. Here is a guide on how to negotiate in a buyer’s market, ensuring that you’re well-informed and able to secure the best deal possible.

A Buyer’s Market: Defined

When there is a surplus of homes languishing on the market, buyers can confidently push for better terms or prices. For sellers, they must become more flexible and receptive toward negotiations–especially if their property has been listed for an extended period. Being aware of these financial pressures can give you the upper hand, and you can go into negotiations O.K. Corral-style.

Preparation is Key

Conduct thorough research on the real estate market to gauge average home prices, how long they’ve been listed, as well as any trends in price reductions. This knowledge will strengthen your position since you’ll have reference data when discussing prices and terms. In addition, look into the history of the property you’re interested in. Knowing how much the seller paid and any improvements they’ve made can give you further leverage.

Get Pre-Approved

If you obtain pre-approval for a mortgage, it shows sellers that you’re a serious and capable buyer. In a buyer’s market, sellers are more likely to negotiate with those who have solid financial backing as it increases the likelihood of a smooth transaction.

It also makes a lot of sense to check the mortgage rates in your area. These rates can have an impact on your monthly payments and the overall cost associated with buying a home. Being aware of the current rates enables you to calculate your affordability and may give you an edge in negotiations, given that sellers may be more inclined to offer better terms in order to close the deal before rates increase further.

Make a Reasonable Offer

While it may be tempting to make a lowball offer, try to be realistic. Your offer should be based on the market value of the home, its condition, and comparable properties in the area. Making low offers can discourage sellers from negotiating, so aim for a fair, but favorable price.

Repairs and Credits

In a buyer’s market, you may also have the advantage of requesting repairs for any issues uncovered during the home inspection, or asking for credits toward closing costs or future repairs. Sellers are often more willing to accommodate these requests when they’re itching to sell and have faced challenges in attracting buyers.

Negotiate for Extras

The ball is in your court now, so consider negotiating for extras. This could involve asking the seller if they would be open to leaving behind appliances, helping with closing costs, or providing a home warranty. In a buyer’s market, sellers might be more flexible with throwing in additional incentives to make the deal juicer.

Be Ready to Walk

One of your most potent negotiation tactics is letting the seller know you’ll walk if they are unwilling to meet your terms. If you have other options available, take them. This approach will either lead the seller in reconsidering your offer or allow you to find a better deal elsewhere. 

Keep a Good Rapport

While negotiation is about securing the best deal, maintaining a respectful and considerate relationship with the seller can be beneficial to you also. If you get along and the relationship is amiable, the transaction itself will go more smoothly.

Seek Out a Real Estate Agent

Having a real estate agent by your side can be extremely valuable in a buyer’s market. They can provide insights into market conditions, suggest appropriate offer prices, and utilize their negotiation expertise on your behalf. Their experience will guide you through the intricacies of the process, starting from making an offer all the way to closing.

Be Patient and Learn How to Negotiate in a Buyer’s Market!

In a buyer’s market, you just have to be patient and go completely zen. Rushing through the process can result in overlooking vital details or making hasty decisions. Each property and negotiation is unique, so be flexible and seek professional advice to ensure you’re making informed decisions. With a little patience and savvy, you can take full advantage of a buyer’s market and find the house of your dreams (and within your budget).