Negotiate from a plan, not from pressure
You are deciding how to respond when a buyer asks for money off or repairs. In Chesterfield, VA, I treat concessions as a strategy decision that should be anchored to how close homes have been selling to asking.
Looking at recent closed numbers, homes sold for about 99.7% of asking last month in Chesterfield, VA. A typical sale took 30 days, and supply stood at 1.87 months recently. This changes your plan because when buyers are already paying close to asking, a concession request needs to be evaluated carefully is it tied to a real issue, or is it a negotiating habit. Some metrics were not reported for this period. Even so, limited supply and near-asking outcomes suggest you may not need to overgive to keep a good deal together. Respond to concession requests with specificity ask for supporting documentation and tie any adjustment to a clear item. If you agree to a concession, protect your net by choosing the cleanest structure for your situation and limiting it to one negotiated change. Keep the deal moving because a typical 30-day pace means delays can invite second thoughts from buyers in Chesterfield, VA.
About Scott Fogleman
Scott Fogleman is a licensed Real Estate Professional affiliated with New Home Team, specializing in the Chesterfield market. With a focus on strategic marketing and deep local knowledge, Scott Fogleman provides clients with expert guidance in navigating complex real estate transactions. View full profile →
