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If you’re thinking about buying a home in Arizona this fall, mortgage rates are probably getting most of your attention.
That makes sense. But there’s another side of today’s market I don’t want buyers to overlook.
You may be able to negotiate things that weren’t on the table just a few years ago.
What the Numbers Show
Redfin looks at the sales its own agents handle and tracks how often sellers give buyers something that lowers their cost, such as paying some closing costs, covering repairs or buying down the mortgage rate. Price reductions are counted separately.
In the three months ending August 31, 2026, sellers gave concessions in 44.7% of the U.S. sales Redfin tracked, up from 42.6% a year earlier. In the Phoenix area, the share was 67.4%, the third highest of the 29 metro areas in Redfin’s report. As of late October, that is the most recent report Redfin has published.
That’s worth paying attention to. It’s also worth keeping in perspective. Redfin’s numbers cover the Phoenix area as a whole, not any one community, and they only include the sales Redfin’s agents handled.
Negotiating Isn’t Just About the Price
When people hear “negotiate,” they often think it means offering less for the house.
Sometimes it does.
But a negotiation can include much more than the price. Depending on the home and the seller, a buyer may be able to ask for help with:
- closing costs
- repairs found during the inspection
- a mortgage-rate buydown
- a closing date that fits a move from another state
- furnishings, a golf cart or other items that make a seasonal home ready to enjoy
In some situations, one of those terms is worth more to you than a small price reduction. A rate buydown, for example, can matter every month you own the home. I explained how buydowns and other financing options work in Mortgage Rates Are Above 7%, But Arizona Home Buyers Have More Financing Options, and a qualified lender can show you what one would mean for your own loan.
Why Buyers Have More Room Right Now
Buyers in many areas have more homes to choose from, and higher rates have caused some buyers to wait. I wrote about that shift in More Choices, More Opportunity.
That changes the conversation.
A seller who has several offers in the first weekend has little reason to give anything up. A seller whose home has been on the market longer, or who is competing with several similar homes nearby, may look at an offer very differently.
That’s why I don’t use one negotiating strategy for every home.
Not Every Home Is Negotiable
This part matters.
A buyer-friendly market does not mean every seller will accept a low offer. A beautifully prepared home that is priced right, in a community people love, can still attract a lot of interest.
That’s especially true in communities like Rio Verde, Tonto Verde, Trilogy at Verde River and North Scottsdale, where homes can differ a great deal in age, condition, views, updates and where they sit in the community.
The market tells us something.
The individual property tells us much more.
Ask a Better Question
Instead of asking, “How much under the asking price should I offer?” I’d rather ask:
“What can we learn about this home and this seller that will help us write the strongest offer for your goals?”
The answer might lead to a price negotiation. It might lead to a request for closing costs. It might be about repairs, timing, furnishings, a rate buydown or another term that matters more to you.
If you were my client, here’s what I’d recommend: decide what matters most to you before we write the offer. Is it the monthly payment, the cash you’ll need at closing, a home you can move straight into, or the right closing date? Once I know that, I’ll show you what the home’s history and the market suggest, you’ll make the decision, and I’ll negotiate hard for it.
It’s also worth remembering that the price is only part of what you’ll pay over time. I walked through the rest in The Price Is Only Part of the Purchase.
Your Next Adventure Starts With One Conversation
Today’s Arizona market may give buyers more room to negotiate. Knowing how and when to use it is where good representation makes a difference.
If you’re thinking about a move to Rio Verde, Tonto Verde, Trilogy at Verde River, Fountain Hills, North Scottsdale or Troon North, let’s talk about what today’s market could mean for the home you have in mind.
Together, let’s find your next, best adventure.
Monica Condomitti
Luxury Real Estate Advisor
MC Luxury Real Estate at Coldwell Banker
Rio Verde / North Scottsdale, Arizona
www.MonicaCondomitti.com
480-822-9553
