Breathing RoomFor real estate professionals
Market InsightWeek of August 17, 2026 · 1 buyer text + the three asks compared
Price Cut, Closing Credit, or Rate Buydown? The Concession Playbook
When buyers have leverage, most only know one ask: a lower price. This walks through the three real options and which one helps the monthly payment most.
Part 1: Text this to your buyer
The framing · before you write the offer
The three-options text
Hey [First Name], before we write this offer, I want you to know your options, because you may have more leverage than you think.
There are three ways to use it: ask for a lower price, ask for a credit toward your closing costs, or ask the seller to help buy down your interest rate. Each one does something different to your monthly payment.
Seller money put toward your rate often saves more each month than the same amount taken off the price. Would it help if my lender ran both versions so you can choose with real numbers?
Part 2: The three asks
Agent reference
- Price reduction. Best when cash to close and the monthly payment are both comfortable, or when appraisal room matters. It usually moves the payment less than buyers expect.
- Closing cost credit. Best when the buyer is tight on cash to close. It protects their savings, and the payment stays the same.
- Rate buydown credit. Best when the monthly payment is the pain point. The savings show up every month they own the home.
The line to deliver
“On a lot of deals, a credit toward the rate beats a price cut of the same size on the monthly payment. My lender can run both side by side so it’s your decision, not a guess.”
One more idea
Ask what matters most first
Before writing the offer, ask whether the buyer cares most about the monthly payment, cash to close or savings left over. The best ask depends on the answer, and move-up buyers and investors often value keeping cash free for updates or reserves.
One more idea
Four numbers side by side
Patrick can lay out a price cut, a closing credit and a rate buydown on one page, showing the monthly payment, cash to close, interest over time and savings left after closing. How much a seller can contribute depends on the loan type and down payment, so it’s worth checking before promising an amount.
A note from Patrick: send me the price, down payment, and the concession amount you’re considering, and I’ll send back the side-by-side the same day.
Prepared for you by Patrick Gallagher, Founder & Mortgage Broker · Exhale Lending
(984) 208-1113 · info@exhalelending.com · exhalelending.com · 1135 Kildaire Farm Road, Suite 200, Cary, NC 27511
Exhale Lending, LLC · Company NMLS #2493601 · Patrick Gallagher NMLS #1495210 · Licensed in North Carolina, South Carolina, and Florida. Equal Housing Opportunity. Any rate or market references are general information, not offers or commitments to lend. Actual rates and terms depend on credit, down payment, loan type, and property, and are subject to underwriting approval. For real estate professionals’ use.
Exhale Lending is a mortgage brokerage firm that embodies trust, transparency, and a genuine desire to help clients achieve financial serenity. With our client-centric approach, expertise, and unwavering commitment to excellence, Exhale Lending is poised to make a meaningful impact on the journey towards homeownership for individuals and families alike.
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Exhale Lending, L.L.C.
Equal Housing Opportunity
Office Location
Cary, NC 27511