Written by The Pope Team | Christine Pope & Paul Pope
If you've been watching the Sarasota real estate market and wondering whether now is your moment to negotiate a better deal, I've got some data that might just make you smile.
Let's cut right to the heart of it: Buyers have considerably more negotiating power today than they did a year ago. Here's why—and more importantly, here's how to use it.
The Numbers Tell a Story
Picture this: You're looking at homes in Sarasota County, and you want to know if sellers are willing to work with you on price or concessions. The September 2025 market data paints a pretty clear picture of where we stand.
For Single-Family Homes:
- Sellers are accepting 92.2% of their original asking price on average—down from 94.0% a year ago
- Homes are sitting on the market for 105 days before selling, compared to 92 days last September (that's a 14% increase in market time)
- Properties are taking 64 days just to get under contract, up 33% from 48 days last year
For Townhouses and Condos:
- Sellers are receiving 88.3% of their original list price—a notable drop from 93.5% a year ago
- Time to contract has nearly doubled, jumping 90% from 57 days to 108 days
- Overall time to sale increased to 139 days, up 29% from last September
What does this mean in plain English? Sellers are feeling the pressure, and that pressure creates opportunity for buyers.
Your Leverage Points Right Now
- Price Negotiations Are More Realistic
When sellers were receiving 94-95% of their asking price, there wasn't much room to negotiate. Now, with accepted offers coming in at 88-92% of list price, there's a wider gap between what sellers want and what buyers are actually paying.
This doesn't mean every seller will automatically drop their price by 10%, but it does mean your offer below asking price won't be laughed out of the room. In today's market, it's expected.
- Time Is On Your Side
Here's something worth noting: properties are taking significantly longer to sell. When a home sits on the market for three to four months, sellers start getting anxious. That anxiety translates into flexibility.
If you're looking at a property that's been listed for 60, 90, or 120+ days, you're likely dealing with a motivated seller. This is your opportunity to not only negotiate price but also ask for concessions like:
- Closing cost assistance
- Home warranty coverage
- Repairs or credits for inspection items
- Extended closing timelines that work for your schedule
- Increased Inventory Means More Options
Inventory levels have grown substantially. Single-family home inventory is up 10.4% year-over-year, while townhouse and condo inventory jumped 12.6%. The months supply of inventory has increased from 4.5 to 4.8 months for single-family homes and from 5.4 to 6.8 months for condos and townhouses.
When buyers have more choices, sellers have to compete harder. You're not in a situation where you need to write your best and highest offer on day one anymore. You can take your time, compare properties, and negotiate from a position of strength.
The Reality Check: It's Not a Buyer's Free-for-All
Now, let's be realistic here. While buyers definitely have more leverage than they did last year, this isn't 2009. Sarasota remains a desirable market with strong fundamentals. Properties priced right and in good condition are still selling—they're just taking a bit longer and selling for slightly less than peak prices.
The median sale price for single-family homes is $450,000 (down 8.2% from last year), and for condos and townhouses it's $315,000 (down 17.1%). These are still healthy price points, particularly when you consider where we were just a few years ago.
What This Means for Your Strategy
If you're a buyer in today's market, here's how to maximize your leverage:
- Don't be afraid to negotiate. Start with a reasonable offer that reflects current market conditions—not peak 2022 prices.
- Ask for concessions. Whether it's help with closing costs, repairs, or including appliances and window treatments, sellers are more willing to accommodate requests when properties are sitting longer.
- Do your homework. Look at how long a property has been on the market and how many times it's been reduced. This information tells you how motivated the seller might be.
- Be prepared to walk away. With more inventory available, you don't have to settle. If a seller won't negotiate reasonably, there are other properties to consider.
- Work with a knowledgeable agent. Market conditions change, and having someone who understands local trends and can craft a compelling offer makes all the difference.
The Bottom Line
Your negotiation leverage right now is the strongest it's been in several years. Sellers are accepting lower percentages of their asking prices, homes are sitting longer, and inventory is up. These conditions create opportunities for buyers who know how to use them.
Does this mean you'll get every home at a 20% discount? No. But it does mean you can negotiate from a position of strength, ask for concessions, and take your time finding the right property at the right price.
If you've been waiting for a better time to buy in Sarasota, this might be it. The market has shifted in favor of buyers who are ready to act strategically.
Ready to explore your options and understand what kind of deal you can negotiate in today's market? Let's talk about your specific situation and create a winning strategy.
Market data as of September 2025. Individual results may vary based on property type, location, condition, and current market dynamics. The Pope Team is here to help you navigate these conditions and negotiate the best possible terms for your purchase.
Written by Paul Pope, Realtor with Michael Saunders & Co., serving Sarasota, Lakewood Ranch, and Bradenton, Florida. 941-685-1156 | [email protected]