Homes Are Selling Below List and Sitting Longer

What That Really Means for Buyers and Sellers in Southlake, Westlake, Trophy Club, and Northlake (Late 2025)

Quick Answer

Yes, buyers in parts of North Fort Worth now have more negotiating power than they've had in years—but how much you can negotiate depends on days on market, price point, condition, and neighborhood.

Why This Question Is Being Asked Right Now

Across Southlake, Keller, Trophy Club, Westlake, Northlake, Haslet, Alliance, and North Fort Worth, buyers are hearing that homes are selling below list and taking longer to sell. Sellers, meanwhile, are wondering how much leverage they're expected to give up—and when.

Why it matters: Negotiation power directly impacts final sale price, concessions, repair credits, and timelines, and that power has clearly shifted in late 2025.

The Market Signals Driving This Shift

Homes Are Taking Longer to Sell

Across the Dallas–Fort Worth area, homes are now averaging roughly 60–70 days on market, compared to the fast-moving conditions of recent years. Longer market times give buyers more room to evaluate options and negotiate thoughtfully.

Many Homes Are Selling Below Asking

Recent DFW data shows homes selling around 5% below list price on average, especially when listings start overpriced or compete with nearby inventory.

Buyers Are Selective, Not Gone

Demand hasn't disappeared—it's become disciplined. Buyers are more payment-conscious, more comparison-driven, and less willing to waive contingencies.

What Negotiation Power Actually Looks Like in Late 2025

Negotiation power today doesn't usually mean dramatic price cuts. Instead, it shows up as:

• Seller-paid closing costs
• Repair or inspection credits
• Price reductions after 30–45 days
• Flexible closing timelines
• Rate buydown contributions

For buyers, this is leverage. For sellers, it's a reminder that pricing and preparation matter more than ever.

Quick Buyer Negotiation Guide (North Fort Worth – Late 2025)

These are typical ranges based on current market behavior. Actual outcomes vary by condition, competition, and seller motivation.

Days on Market	Typical Buyer Ask	Strategy Notes
0–14 days	0–2% off OR closing costs	Focus on clean offers and concessions rather than price cuts
15–30 days	2–4% off	Sellers become more flexible as urgency increases
31–60 days	4–6% off + possible credits	Market fatigue begins; data-backed offers work best
60+ days	6–8% off (sometimes more)	Highest leverage zone if pricing or condition is off

How Much Should You Negotiate? It Depends on Price Band

$400K–$600K Homes

(Common in Haslet, Alliance, North Fort Worth, parts of Keller)

Buyer leverage: Moderate

Typical negotiation range:

• 2–4% off list

• $5,000–$10,000 in closing cost assistance

Why:

This segment still sees steady demand. Sellers often resist deep price cuts but are open to concessions.

Best approach:

Negotiate closing costs or rate buydowns first, then address inspection items if needed.

$600K–$900K Homes

(Keller, Trophy Club, Northlake, parts of Southlake)

Buyer leverage: Strong

Typical negotiation range:

• 4–6% off list

• Plus inspection or repair credits

Why:

This range is highly payment-sensitive. Homes that miss the mark on price or updates sit longer.

Best approach:

Anchor offers to comparable sales and days on market. Combine modest price reductions with concessions.

$900K–$1.3M Homes

(Southlake, Westlake, Trophy Club)

Buyer leverage: Very strong (but nuanced)

Typical negotiation range:

• 5–8% off list

• Repair or upgrade credits common

Why:

The buyer pool is smaller and more deliberate. Pricing mistakes are amplified at this level.

Best approach:

Focus on value gaps and inspection realities. Sellers often prefer credits over visible price cuts.

$1.3M+ Luxury Homes

(Upper Southlake, Westlake, select custom properties)

Buyer leverage: High, but highly property-specific

Typical negotiation range:

• 6–10% off list when justified

• Larger concessions instead of price cuts

Why:

Luxury homes take longer to sell, and buyers are extremely selective.

Best approach:

Patience, strong data, and a long-term mindset. Negotiations tend to be slower but more substantial.

Inspection: Where Real Leverage Often Appears

Inspection negotiations are strongest when tied to:

• Safety issues
• Structural or mechanical concerns
• Aging systems near end of life

Typical inspection credit ranges:

• $3,000–$7,500 for moderate findings
• $10,000+ only when supported by contractor estimates

Avoid renegotiating cosmetic preferences—those often derail deals unnecessarily.

When Concessions Beat Price Cuts

In today's market, seller-paid concessions often deliver more value than a price reduction:

• 1–2% toward closing costs
• Temporary rate buydowns
• Repair credits instead of repairs

This helps buyers lower monthly payments while allowing sellers to preserve headline pricing.

What Sellers Should Know

Homes that are:

• Properly priced
• Well-presented
• Located in high-demand neighborhoods

…are still selling.

Homes that are:

• Overpriced
• Dated
• Competing with new construction

…should expect negotiations—and plan for them in advance.

Sources (Recent, Non-Paywalled)

• "The U.S. Housing Market Is Stuck" – Redfin, 2025-11-15
  https://www.redfin.com/news/housing-market-plateauing-october-2025/
• "Dallas Housing Market: DFW Home Prices & Sales Cool" – MDRE Group, 2025-11-11
  https://www.mdregroup.com/news-and-insights/2025/11/11/dallas-housing-market-dfw-home-prices-sales-cool/
• "Dallas Housing Market Shows Steady Demand as Inventory Expands" – HousingWire, 2025-10-13
  https://www.housingwire.com/articles/dallas-housing-market/

Kallie's Take

This isn't a weak market—it's a strategic one. Buyers who understand timing, price bands, and leverage are negotiating well. Sellers who price and prepare ahead of the market are still protecting their equity.

Navigate Negotiation Power Strategically

Get expert guidance on pricing, timing, and leverage in today's North Texas market.

📞 Contact Kallie Spencer, Broker/Owner at Ritchey Realty

📱 Call (682) 788-9060 ✉️ Email Kallie 🌐 Visit Website

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