Seller incentives have become a bigger part of how homes get sold, and the data on who’s using them (and when) is worth understanding before you list.
NAR’s 2023 data shows 71% of sellers were satisfied with their selling experience, and only 9% were somewhat dissatisfied. That’s a strong track record for using an experienced REALTOR, since most of the transactions behind those numbers went through professional representation.
33% of sellers used incentives instead of offering cooperative compensation to a buyer’s agent, up from the previous year. That shift reflects sellers adapting to a market where buyers increasingly negotiate their own agent’s compensation directly.
Home warranty policies were the most common incentive sellers offered, giving buyers extra reassurance about the property’s systems and appliances. Assistance with closing costs was the next most common.
Time on market matters here too: homes listed for five to eight weeks were more likely to include an incentive (31%) than homes that sold in under a week (12%). That tracks with what you’d expect, sellers get more willing to sweeten the deal the longer a property sits.
If your home isn’t moving as fast as you’d like, or you’re deciding whether an incentive makes sense before you even list, I’m Robbie English, REALTOR and Managing Broker at Uncommon Realty. Reach out and let’s talk about your specific situation.
Statistical Source: National Association of REALTORS’ 2023 ‘Home Buyer and Seller Profile’
Thank you, Robbie, for sharing such a thoughtful and well grounded perspective on seller incentives. This post does a great job of cutting through the noise and explaining not just what incentives are, but when and why they actually make sense in a real-world transaction. I especially appreciated the focus on strategy over reaction, because too many sellers either give away value too quickly or ignore incentives altogether. Your explanation helps homeowners understand how incentives can be used intentionally to attract the right buyers, protect net proceeds, and keep control of the negotiation. This was a clear, practical, and confidence building read that sellers will benefit from.