Why Buyers Are More Likely To Get Concessions Right Now in Southwest Florida

Why Buyers Are More Likely To Get Concessions Right Now in Southwest Florida

If you’ve been thinking about buying a home in Sarasota, Lakewood Ranch, or Venice, now may be a smart time to make your move. Across Southwest Florida, where inventory is gradually increasing, both homebuilders and existing homeowners are more open to offering concessions or incentives to sweeten the deal.

What Are Concessions and Incentives?

In real estate, a concession is when a seller agrees to give something up or cover certain costs to help close a deal. An incentive is a perk or benefit builders or sellers offer upfront to attract buyers.

Here in our local market, we’re seeing a rise in offers that include:

• Help with closing costs

• Mortgage rate buy-downs to reduce monthly payments

• Price reductions

• Appliance packages or home upgrades

• Home warranties

• Minor repairs before move-in

For buyers working within a set budget, these offerings can make a big difference. According to the National Association of Realtors (NAR), they can help reduce the upfront costs of homeownership—something many buyers are looking for today.

Builders Are Offering More Than Just Homes

In popular and fast-growing communities like Lakewood Ranch, new construction is booming. Builders don’t want to hold onto completed homes or delay the sale of upcoming projects. To keep things moving, many are offering incentives on both to-be-built homes and quick move-in (QMI) properties.

According to housing market analysts at Zonda, as of March:

• 56% of builders offered incentives on to-be-built homes

• 74% offered them on homes available for quick move-in (see graph below): 

Additionally, the National Association of Home Builders (NAHB) reports that roughly 30% of builders reduced prices in the first four months of this year. That kind of flexibility means buyers are in a stronger position to negotiate and secure better deals—something we haven’t seen much of in recent years.

Resale Sellers Are Offering More, Too

In Sarasota and Venice, where the existing home market is heating up with more listings, sellers are facing increased competition. As a result, many are offering concessions to stand out. In fact, 44% of sellers nationally offered concessions to buyers in March. (see graph below):

This trend is a sign that the market is rebalancing. Sellers are still seeing healthy gains—home prices in many parts of Southwest Florida have increased over 57% in the last five years—but they’re also more open to negotiating.

Keep in mind: a concession isn’t always a price cut. It might be a seller covering repairs, offering to include furnishings or appliances, or simply helping with closing costs. All of these can reduce your immediate expenses and ease the path to homeownership.

Bottom Line

If you’re searching for a home in Southwest Florida, this shift in the market could be your chance to get more for your money. Whether you’re eyeing a new build in Lakewood Ranch or a charming resale in Venice or Sarasota, the opportunity for added value is real.

Thinking about buying soon? Let’s connect to explore what kinds of incentives or concessions are currently available in your target area. We’ll help you understand where the market is leaning—and how to take full advantage of it.