If the last few years felt like a gladiator arena for buyers, 2025 finally looks like a negotiation table. Roughly 55–63% of Raleigh homes are selling below asking price, and the median sale-to-list sits around 99%—a sharp momentum shift that puts real leverage back in buyers’ hands.

Why the market shifted toward buyers

The short version: more homes, fewer bidding wars. Inventory has climbed while the frantic pace of 2022-2023 cooled off. Sellers who priced based on last year’s peak are finding themselves with longer days on market and fewer showings.

Nationally, the gap between asking and selling prices is the widest since 2020. Price growth has slowed to a crawl. For Raleigh specifically, this translates to buyers who can actually tour a house twice, sleep on it, and make a reasonable offer without losing out to cash bidders.

What this means for your offers

The shift creates three big opportunities:

• You can ask for things again—closing credits, repairs, and rate buydowns are back on the table in many deals.
• List price no longer equals sale price. Go in with comps and concessions in mind rather than fixating on the sticker.
• Clean terms often beat highest price. A strong pre-approval plus fast, decisive action can win over higher but messier offers.

The key is leading with data rather than hope. Recent comps show what actually sold, not what sellers wanted. For grounding on building credit strength before you shop, see Essential Credit Tips for Homebuyers.

Timing: when to make your move

Buyers no longer need to rush into same-day offers. Most homes sit longer, giving you time to research the neighborhood, check comps, and get a proper inspection lined up. Many are waiting 30-60 days instead of the weekend frenzy we saw before.

The sweet spot: Move faster than casual lookers but slower than panic buyers. Get pre-approved early, know your target neighborhoods, and be ready to act within a few days when the right house appears.

Renters weighing the shift to buying can explore key considerations in 6 Questions Renters Should Ask When Applying for a Mortgage.

How sellers are responding

Smart sellers are adjusting. They’re pricing closer to recent sales, offering buyer incentives upfront, and focusing on move-in ready condition rather than aspirational pricing. Some are providing rate buydowns or closing credits as sweeteners.

The stubborn ones stick to 2023 pricing and wonder why their house sits. Time on market becomes the penalty box—the longer a house lingers, the more buyers assume something’s wrong with either price or condition.

For rate mechanics behind buydowns and how they actually work, see The Truth About Mortgage Rates.

Common negotiation mistakes

Having leverage doesn’t mean using it carelessly:

• Extreme lowballs often get ignored, even in a buyer’s market. Lead with comps, not wishful thinking.
• Asking for everything at once—repairs, credits, price cuts, and appliances—can backfire. Package thoughtfully.
• Forgetting the appraisal safety net. If you offer below asking but above what the home appraises for, you still need cash to cover the gap.

Local patterns in Raleigh markets

Within the Triangle, some pockets show more buyer leverage than others. Closer-in neighborhoods near downtown Raleigh still move faster, while outer suburbs and new construction areas give buyers more room to negotiate.

Durham shows similar patterns, with areas near Duke and RTP holding pricing better. Charlotte’s higher price points amplify the dollar impact of negotiating—a 2% discount means more when homes cost $500k-plus.