Why Buyers Are Finally in Control Again

By Terry Trexler

Hi I’m Terry Trexler and I’ve built a top-selling real estate team that covers 12 states and growing. I just moved to LPT Realty after being with another brokerage for years. The splits are better, the revenue share is better, and it’s honestly the perfect business model now that we can build on the existing success of proven cloud brokerage models. I invite you to check out LPT Realty. Move your license over to us. We’re a brokerage focused on listings and profitability.

If you haven’t noticed, the real estate landscape has shifted, and buyers finally have the upper hand. As agents, this means our conversations, strategies, and client coaching all need a serious refresh in 2025. So why are buyers dominating right now, and how do we turn this market shift into an advantage for our clients and ourselves?

Just a few weeks ago, I worked with a first-time buyer who found a home listed at $517,000. It had been sitting for months, which was our first clue the market was softening. We offered $10,000 under list, got the seller to cover closing costs, and even negotiated for appliances. And this isn’t just my win; it’s a story repeating itself in market after market. If you haven’t shared similar success stories with your own buyers yet, it’s time.

1. The biggest discounts we’ve seen in two years. According to Redfin, homes are now closing for about 1.8% below list price nationwide, which is the largest discounts we’ve seen in nearly two years. In January 2025, the average home sat on the market for 56 days, the longest stretch since early 2020. Some markets are even more favorable: In Miami, Tampa, and West Palm Beach, homes are selling 4% to 5% below asking. If you have local data, use it to back up these national numbers and make your pitch even stronger.

2. Inventory surge means more power for buyers. Inventory is up big time. New listings are climbing between 4.7% and 8.4% year-over-year, with months-of-supply rising to five months (the highest since pre-pandemic). Many sellers are only now listing because they locked in those ultra-low rates a few years ago, but life events are forcing their hand. With more supply and softer demand, you can encourage your buyers to be picky, negotiate aggressively, and expect concessions.

3. Slower sales and longer days on market. The demand side tells another story: Pending sales are down 4% to 6% year-over-year. Mortgage rates are hovering near 7%, and home prices are still up 4%, with the national median at about $418,000. Buyers are taking their time, and listings are lingering. In fact, over 60% of homes now stay on the market for more than 60 days. For both your buyers and sellers, that means pricing and negotiating strategy matters more than ever.

4. Sellers are willing to offer more. Nearly half of all sales in Q1 2025 included some form of seller concession, whether that’s closing cost credits, repairs, or rate buydowns. That’s up from 39% the year before. Remind your sellers that offering extras isn’t a sign of weakness; it’s the new reality if they want to get a deal done. And for buyers, this is an unprecedented opportunity to add value beyond the price tag.

What does this mean for agents? If you aren’t talking about these shifts with your clients, you might be missing out on opportunities. If you’re talking to buyers, lean into the leverage. Encourage strong negotiation, ask for concessions, and share local data to prove your point.

For your sellers, stress the need for strategic pricing, great staging, and creative incentives to stand out. And lastly, for yourself, use these stories and stats to set yourself apart as the market expert in your sphere.

If you’re ready to take advantage of this unique market, don’t hesitate to reach out by phone or email. We’re here to help you thrive and boost your business.