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Seller concessions can change more than the purchase price. Bart Gurley and Larry G Smith discuss closing costs, permanent rate buydowns and cash to close—and why a buyer's decision should not depend on a promised refinance.

In this episode:
• Use local market evidence to frame a negotiation.
• Separate price from eligible seller-paid closing costs.
• Work with the lender to compare buydown costs and monthly payments.
• Keep the buyer's cash needs and longer-term goals in view.
• Explain financing options without forecasting future interest rates.

This week's practice: Ask the lender to compare the buyer's payment, cash to close and upfront buydown costs across realistic options. Talk through the tradeoffs with the buyer.

Try the Frisco Maverick Pro Market Advisor free:
https://markets.maverickrealtynetwork.com/?market=frisco
The August 2026 snapshot shows sales at 95.3% of original list price (4.7% below original ask). This market average is not a guaranteed discount or a measure of seller-paid closing costs. Source: NTREIS / Matrix via Market Advisor, captured October 1, 2026; a saved monthly snapshot.

Watch this episode: https://youtu.be/IlbVpwa4M8c
New episodes Thursdays at 8 a.m. Central.

Recorded September 30, 2026. Market figures and financing quotes are examples from the conversation, not current offers or guaranteed results. Seller contribution limits and eligible uses depend on the loan and transaction; confirm with the lender. Compare upfront buydown costs with alternatives and expected holding period. Future refinancing is not guaranteed.

Helpful references:
https://guide-selling.fanniemae.com/sel/b3-4.1-02/interested-party-contributions-ipcs
https://www.consumerfinance.gov/ask-cfpb/how-should-i-use-lender-credits-and-points-also-called-discount-points-en-136/