The Concessions Playbook

Phoenix is now one of the heaviest concession markets in the country: 65.6% of sellers gave one in May 2026 (Redfin, June 2026), and most agents are still negotiating like it is 2021. This playbook puts the money math, the seller scripts, and the post-settlement guardrails in one place, so you close the gap with structure instead of another price cut.

• The loan-by-loan cap table: conventional 3, 6, and 9% tiers, FHA, and VA, with the fine print that trips agents
• The same $9,000 three ways: buydown vs price cut vs closing credit, computed at a real August 2026 rate
• Word-for-word scripts to set the concession budget at the listing appointment, not under an offer deadline
• A day 0 to day 21 cut-or-sweeten decision timeline wired to Zillow's saves-per-day research
• BINSR credit-in-lieu scripts plus MLS wording that stays inside the 2024 settlement rules