About two out of every three home sales in El Paso County included a seller concession in the third quarter of 2026, and the median concession was $10,000 in July, August, and September. That’s the headline from Q3 closing data released by Chicago Title of Colorado, covering every closed sale in the county from July 1 through September 30.
The countywide numbers are only part of the story, though. How often concessions happen, and how large they are, depends heavily on price range and location. Here is what the data shows and what it can mean for buyers and sellers heading into the end of the year.
What is a seller concession?
A seller concession is money the seller agrees to contribute toward the buyer’s costs at closing. Buyers often use these funds toward closing costs or prepaid items, and some work with their lender to apply them in ways that can lower their monthly payment. A concession is different from a price reduction because the purchase price stays the same while the seller credits part of it back at closing.
When are seller concessions negotiated?
Seller concessions are negotiated up front, as part of the buyer’s offer. They are agreed to when the purchase contract is signed, not toward the end of the transaction. That’s why knowing what is typical in a price range and ZIP code matters before an offer is written or received.
How many El Paso County home sales included a seller concession in Q3 2026?
There were 2,633 closed sales across El Paso County in Q3 2026, and 1,719 of them included a seller concession. That works out to about 65%.
Month | Closed Sales | % with Concession | Median Concession |
|---|---|---|---|
July | 979 | 65.6% | $10,000 |
August | 826 | 64.6% | $10,000 |
September | 828 | 66.0% | $10,000 |
What stands out to me is how steady these numbers were. Closed sales dropped about 15% from July to August, but the share of sales with a concession barely moved. Sellers contributed roughly $18.2 million in concessions over the quarter.
How much do sellers typically pay in concessions?
The median concession was exactly $10,000 in all three months, and the average across the quarter was about $10,600. In most price ranges below $600,000, $10,000 was the typical amount.
Do seller concessions change by price range?
Yes, and this is where the data gets more useful. Concessions were most common in the middle of the market and less common at the top.
Price Range | % with Concession (Jul / Aug / Sep) |
|---|---|
Under $300K | 60.2% / 48.8% / 52.2% |
$300K to $400K | 73.2% / 72.6% / 79.8% |
$400K to $500K | 73.2% / 71.9% / 71.9% |
$500K to $600K | 69.4% / 69.8% / 67.3% |
$600K to $700K | 57.7% / 63.9% / 57.9% |
$700K to $800K | 56.7% / 57.8% / 50.0% |
$800K to $1M | 51.6% / 48.9% / 48.8% |
$1M+ | 45.3% / 34.9% / 46.3% |
The $300,000 to $400,000 range had the highest share, climbing to nearly 80% in September. Buyers in this range are often most focused on monthly payment and cash needed to close.
At higher price points, concessions happened less often, but they were frequently larger when they did. In September, the median concession was $15,000 for both the $700,000 to $800,000 range and homes over $1 million.
Which ZIP codes had the most and fewest seller concessions?
Location made a real difference. In September:
Highest share of sales with a concession:
- 80916: 88.6%
- 80925: 81.6%
- 80831: 79.2%
- 80910: 78.9%
- 80917: 78.6%
Lowest share of sales with a concession:
- 80905: 41.2%
- 80904: 45.8%
- 80132: 47.8%
- 80924: 48.6%
- 80921: 50.0%
Several of the southeast and eastern ZIP codes with the highest rates also have active new construction, where resale homes compete with builder incentives. In many northern ZIP codes, concessions were less common, but the amounts tended to run higher. For example, 80908 ranged from 48% to 62% of sales with a concession over the quarter, with medians between $11,000 and $14,820.
A few central and east-central ZIP codes also moved up over the quarter. 80910 went from 66.7% in July to 78.9% in September, and 80917 went from 67.7% to 78.6%. That’s a trend I’ll be watching as Q4 unfolds.
What does this mean if I’m selling my home?
If you’re selling in the $300,000 to $600,000 range, the data suggests most buyers will include a concession request in their offer. Planning for that before you list lets you factor it into your pricing strategy and estimated net proceeds, so a request doesn’t feel like a surprise when offers arrive.
It also helps to think about concessions as a tool, not just a cost. A concession can make your home more affordable on a monthly basis for buyers, which can help it stand out against similar homes. In some cases, offering one can be a better strategy than a price reduction.
In price ranges and ZIP codes where concessions are less common, sellers may have more room to negotiate the amount requested.
What does this mean if I’m buying a home?
In much of El Paso County, asking a seller to contribute toward closing costs is common, not unusual. That’s especially true in the $300,000 to $500,000 range and in several southeast ZIP codes. Because concessions are negotiated up front, the time to decide what to request is before you write your offer.
As a REALTOR®, I don’t recommend specific loan products. If you’re considering a concession, talk with your lender about how those funds can be applied and which options fit your financial goals. That conversation helps you decide what to request and how it affects your monthly payment and cash to close.
How are inspection items handled?
Inspection items are a separate conversation from seller concessions. They come later in the transaction, after the buyer’s inspection.
I have a strategy for resolving inspection items that benefits both buyers and sellers. It’s a true win/win, and it helps keep the transaction moving smoothly for everyone involved. If you’d like to know how it works, reach out. I’m happy to share it.
What doesn’t this concession data show?
Concession data is helpful, but it isn’t the full picture. It doesn’t show:
- How close homes sold to list price. A $10,000 concession on a home that sold at full price is different from one that sold well below list.
- How the funds were used. Closing costs, prepaid items, and rate buydowns are combined in these numbers.
- Days on market. How long a home sat before going under contract affects negotiating leverage.
Looking at concessions alongside sale price and days on market gives a much clearer view of a specific neighborhood.
Frequently Asked Questions
What percentage of El Paso County home sales had seller concessions in Q3 2026?
About 65%. Of 2,633 closed sales from July through September 2026, 1,719 included a seller concession.
When are seller concessions negotiated?
Up front, as part of the buyer’s offer. They are agreed to when the contract is signed, not at the end of the transaction.
What is the average seller concession in Colorado Springs?
In Q3 2026, the median concession in El Paso County was $10,000 each month. In the city of Colorado Springs, the median ranged from about $9,780 to $10,000.
Is it normal to ask the seller for closing costs in El Paso County?
In many areas, yes. In the $300,000 to $500,000 range, between about 72% and 80% of sales included a concession in Q3 2026.
Are seller concessions common on luxury homes?
Less common, but often larger. Homes over $1 million had concessions in 35% to 46% of sales, with a $15,000 median in September.
Which ZIP codes in El Paso County had the most seller concessions?
In September 2026, 80916, 80925, 80831, 80910, and 80917 had the highest share of sales with a concession, all above 78%.
Does a seller concession lower the sale price?
No. The purchase price stays the same, and the seller credits part of it toward the buyer’s costs at closing. It does affect the seller’s net proceeds.
Source: Chicago Title of Colorado, El Paso County Seller Concessions, Q3 2026 (closed sales July 1 through September 30, 2026).
