Buyers Have the Leverage in the East Valley Right Now. Here Is How to Use It.
There are far more sellers than buyers, and across the Phoenix metro sellers are increasingly paying to get deals done. That hands you leverage you have not had in years. Here is what it means, and how to turn it into real savings without overpaying for the shift.
For a few years, buying a home here meant waiving everything, paying over asking, and hoping. That market is gone. There are far more sellers than buyers right now, and the balance of power has quietly shifted to the person writing the offer. If you are buying in the East Valley this season, that is you.
The clearest proof is in what sellers are giving away. Across the Phoenix metro, most homes are selling below their asking price, and a growing share of sellers are handing buyers concessions to get deals across the line. This is not a crash, and it does not mean homes are cheap. It means you have room to negotiate that you have not had in years, and the buyers who know how to use it are walking away with real savings.
Source: Redfin analysis of home sales in the three months ending May 2026.
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76%
of Phoenix-area homes sold below their asking price
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65.6%
of Phoenix sellers gave buyers a concession, up from 50.7% a year earlier
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What a concession actually is
A concession is not the same as a price cut. It is something the seller gives that lowers your cost of buying the home, while the sale price on paper can stay the same. In practice it shows up in three forms, and one of them is more powerful than most buyers realize.
The seller puts money toward lowering your mortgage rate, either for the first couple of years or for the life of the loan. That goes straight to your monthly payment, which is the number that actually decides what you can afford. In a market where sellers are motivated, this is often the highest-value concession you can ask for, and it is the one most buyers never think to request.
The seller covers a chunk of your closing costs, so you bring less cash to the table. For a first-time buyer who is tight on savings, this can be the difference between buying now and waiting another year.
After the inspection, the seller gives money toward fixing what it turns up, instead of you paying out of pocket after you move in. In a market with plenty of inventory, sellers are far more willing to say yes.
Here is the honest part. Below asking does not automatically mean a good deal, because some sellers price high on purpose and then hand back a concession to look generous. A credit on an overpriced home is not a win. The fix is simple: work off what comparable homes have actually sold for in the last month or two, not what your neighbor got at the peak. That is your agent’s job, and it is why the right agent matters more in this market, not less.
Why the East Valley tilted this way
None of this is complicated. During the boom, this region built homes at a furious pace to keep up with everyone moving in. Demand has since cooled, but the homes kept coming, and now there is simply more supply than there are buyers to absorb it. More listings competing for fewer buyers is exactly the condition that puts you in the driver’s seat. It will not last forever, which is the argument for using it while it is here.
If you are buying with your VA benefit, this market plays right into your hands. VA loans allow seller concessions, and a seller-paid rate buydown stacks on top of the benefit you already earned, lowering your payment even further. The limits depend on your specific purchase, so the move is to ask your lender how much you can capture before you write the offer, then let your agent go get it. In a market where sellers are motivated, a well-structured VA offer is stronger than a lot of people still assume.
How to actually capture it
Leverage only helps the buyer who is ready to use it. Four moves turn this market into money in your pocket.
Your buyer’s playbook this season
- Get fully pre-qualified first, so your offer is credible the moment you find the home
- Ask your lender which concession helps you most, a rate buydown, closing-cost credit, or both
- Have your agent price the offer off recent comps, then negotiate the concession on top
- Widen the net across the East Valley, from Mesa and Gilbert to Chandler, Queen Creek, and San Tan Valley, since leverage runs deeper in some pockets than others
The bottom line
The market handed East Valley buyers something rare: the upper hand. Sellers are competing for you, and the tools to lower your cost, especially a seller-paid rate buydown, are sitting right there for the asking. Get pre-qualified, bring an agent who knows the local numbers, and let a lender who knows how to structure the concession do the rest. Used well, this is the season a prepared buyer gets more home for less, right here at home.
This article is for general educational purposes and is not a commitment to lend or financial advice. Market figures cited reflect Redfin data for the period noted and describe conditions as of the date of publication; local market conditions change and vary by area, price point, and property. Seller concessions and rate buydowns are subject to loan program limits and lender and investor guidelines, and availability depends on the specific transaction and your qualification. VA loan concession allowances depend on individual circumstances. CrossCountry Mortgage is a private lender and is not acting on behalf of, or at the direction of, the U.S. Department of Veterans Affairs. Equal Housing Opportunity.
