# Sellers Are More Willing to Deal Than You Think

By Scott Shannon (@scottshannon) · Published 2026-08-18

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There's a story a lot of buyers are still telling themselves that isn't true anymore: that every seller has the upper hand and negotiating is a waste of time. That was the story two and three years ago. It's not the story right now.

New listings are up, homes are sitting longer, and a meaningful chunk of sellers on the market today aren't doing it because they want to, job relocations, downsizing, life changes, estate sales. Those sellers need a deal to happen, not just a full-price offer. That's real leverage for a buyer who knows how to use it, and most don't, because the instinct is still to come in cautious and polite instead of making an actual ask.

Concessions toward closing costs. A rate buydown instead of a price cut. A longer close for a seller who needs time to move. Repairs handled instead of a credit. There's more than one lever to pull in a negotiation, and which one makes sense depends entirely on what that specific seller actually needs, which is information your agent can dig up, and something we factor into how we structure the financing side of the offer.

This is also exactly where having your financing dialed in before you write an offer matters. A seller who's on the fence is a lot more likely to take a deal from a buyer who's already fully underwritten and ready to move than one who's "pre-qualified" on the back of an envelope.

If you're in the market anywhere from Ocala down through Citrus and Lake County, let's get you actually ready to negotiate, not just pre-approved on paper, but positioned to make an offer a motivated seller can't ignore. Give us a call.