The Best Buyer Discounts in 13 Years — What It Means for Massachusetts

For the first time in several years, buyers are regaining meaningful negotiating leverage.

According to a recent 2025 housing analysis from Redfin, buyers who negotiated below asking price secured an average discount of 7.9% off the original list price — the largest markdown since 2012. On a median list price of $399,900, that equates to approximately $31,592 in savings.

Nationally:

• 62.2% of homes sold below asking price

• 26% of buyers who negotiated below list received 10% or more off

• There were 47% more sellers than buyers

  
  

That marks a clear shift away from the bidding wars of 2021–2022.

But does that mean Massachusetts has suddenly become a buyer’s market?

Not quite.

What the 2025 Massachusetts Data Shows

According to the annual housing report from MLS Property Information Network (MLS PIN), the Massachusetts market in 2025 reflected moderation — not weakness.

Sales Activity

• Pending sales increased 2.7% to 55,772

• Closed sales rose 1.8% to 55,226

  
  

Transaction volume improved slightly, but there was no surge.

Listings & Inventory

• New listings increased 6.6% to 70,365

• Active listings at year-end totaled 6,641

• Overall inventory was down 5.0% compared to the prior year

  
  

Supply has improved compared to the ultra-tight pandemic years, but remains historically constrained in many local markets.

The longer-term trend illustrates the shift toward stabilization:

This visual reinforces the key takeaway: we are no longer in a frenzy, but we are not in a downturn either. The market is normalizing.

Pricing Trends: Still Rising, But Slower

Home values in Massachusetts continued to rise in 2025:

• Median statewide sales price: $637,750 (+3.2%)

• Single-family homes: +4.3% year-over-year

• Condo/Townhomes: flat compared to 2024

  
  

Importantly, home values remain roughly 50% higher than pre-pandemic levels, which continues to stretch affordability.

Data from National Association of REALTORS® adds context to that affordability pressure:

• First-time buyers represented just 21% of purchases

• The median age of a first-time buyer reached 40

• The median age of all buyers rose to 59

• Homeowners are staying in their homes a median of 11 years

  
  

These demographic shifts help explain why inventory builds gradually and why affordability remains a central challenge.

Sellers Are Still Receiving Near Full Price

In Massachusetts, sellers are still achieving strong pricing outcomes — though slightly softer than peak years.

In 2025:

• Sellers received 99.4% of original list price on average

• Single-family homes received 99.7%

• Condo/Townhomes received 98.7%

  
  

That is down modestly year-over-year, signaling improved negotiating conditions for buyers.

(The “Percent of Original List Price Received” chart from 2021–2025.)

This chart clearly shows the transition from sellers receiving over 102% of asking price in 2021–2022 to 99.4% in 2025.

A 1% shift may sound minor, but on a $700,000 home, that represents $7,000 in negotiating leverage. Across the market, that adjustment is meaningful.

Boots on the Ground: What I’m Seeing Locally

Market data tells part of the story. Day-to-day activity fills in the rest.

I’m currently helping a Brockton firefighter search for a home, and the pattern aligns closely with the data. Homes priced realistically are moving. Homes priced based on peak-era expectations are sitting and accumulating Days on Market.

We are seeing:

• More visible price reductions

• Greater willingness to negotiate after two to three weeks

• Buyers regaining comfort with inspections and concessions

  
  

Two years ago, buyers adjusted to sellers. Today, sellers who misread the market are adjusting to buyers.

That does not mean homes are struggling to sell. It means pricing strategy has become critical again.

Shifts by Price Range

The distribution of sales also reveals changing dynamics:

• Sales over $1,000,000 increased 10.3%

• Sales under $250,000 declined 8.4%

  
  

Higher-end buyers remain active, while affordability challenges continue to weigh on entry-level segments. This is not a collapse in demand — it is a reflection of financial reality.

Looking Ahead to 2026

Forecasts suggest a continued move toward stability:

• Mortgage rates expected to hover in the 6% range

• Gradual inventory improvement

• Modest price appreciation

• Incremental gains in affordability

  
  

The outlook points to normalization rather than dramatic swings.

My Take

The market has not collapsed — it has recalibrated. Nationally, buyers are negotiating more aggressively, but in Massachusetts sellers still retain pricing power when homes are positioned correctly from the outset.

If you are buying, leverage exists selectively, particularly when a property lingers or is priced above market expectations. If you are selling, success will depend less on momentum and more on precision — in pricing, preparation, and timing.

National headlines provide useful context, but local data and real-time market experience ultimately drive results. The dynamics in Brockton differ from those in Stoughton, and neither mirrors Boston exactly. Understanding those nuances is where strategy becomes valuable.

If you would like to review how these trends apply specifically to your town or property, I am happy to provide a detailed local breakdown.