San Fernando Valley Homes Are Still Selling at Asking Price; But Sellers Are Giving More Back

If you have been watching the real estate headlines lately, you may be wondering: Is it still a seller’s market, or have buyers taken control?

For many parts of the San Fernando Valley, the answer is somewhere in the middle.

Recent Valley market data shows that the median sale-to-list-price ratio was 100%—meaning that, overall, homes were selling right at their asking price. That is encouraging news for homeowners considering a sale.

But there is an important detail behind that number: sellers are increasingly helping buyers make the transaction work.

According to the latest July market update, 59% of closed sales included seller concessions, with a reported median concession of approximately $24,000. In addition, about 26% of sales involved a price reduction before closing.

So while strong, well-positioned homes are still capable of selling at or near full price, buyers today often have more room to negotiate on the terms of the deal.

What Are Seller Concessions?

A seller concession is money a seller agrees to contribute toward a buyer’s transaction costs. Depending on the purchase agreement and loan guidelines, this may help cover:

• Closing costs

• Mortgage-rate buydowns

• Certain repairs or repair credits

• Home warranty coverage

• Other approved buyer expenses associated with the purchase

In today’s market, these concessions can be especially meaningful. For many buyers, the monthly payment—not simply the home’s list price—is the biggest concern. A credit toward closing costs or a rate buydown may make a home more affordable without requiring the seller to make a large public price reduction.

Why Sellers Are Offering More

The San Fernando Valley market is not weak—but it has become more selective.

Buyers have more choices than they did during the peak frenzy of previous years, and they are paying close attention to condition, location, pricing, and monthly affordability. Homes that are updated, well presented, and priced in line with recent comparable sales can still attract serious attention quickly.

At the same time, properties that enter the market overpriced, need significant work, or have limited buyer appeal may take longer to sell. In those cases, a concession can be a practical tool to keep a qualified buyer engaged and move the transaction forward.

A seller credit is not necessarily a sign that a home is underperforming. Often, it is simply a strategic way to preserve the sale price while helping the buyer overcome financing or closing-cost hurdles.

What This Means for Valley Homeowners

For homeowners thinking about selling in Encino, Sherman Oaks, Studio City, Woodland Hills, Calabasas, Reseda, Tarzana, or elsewhere in the Valley, the key is not simply choosing a list price. It is creating the right overall offer strategy.

That includes:

• Pricing based on current, neighborhood-specific comparable sales

• Preparing and presenting the home to compete with active listings

• Understanding likely buyer objections before the property goes live

• Deciding in advance whether a closing-cost credit or rate buydown could help attract stronger offers

• Evaluating offers based on the net proceeds and certainty of closing, not just the headline price

A $1,000,000 offer with a reasonable buyer credit may be more attractive than a slightly higher offer with weak financing, excessive contingencies, or a greater risk of cancellation.

What This Means for Buyers

For buyers, this market can offer opportunities that were much harder to find a few years ago.

A properly structured offer may include requests for closing-cost assistance, repairs, or a mortgage-rate buydown—particularly if the home has been on the market for a while, has already reduced its price, or faces competition from newer or better-prepared listings.

That does not mean every seller will negotiate. Desirable homes that are accurately priced can still receive strong offers. But buyers should not assume the list price is the only part of the conversation.

The best approach is to look at the total cost of ownership: purchase price, financing terms, closing costs, repairs, and the home’s long-term fit for your family and lifestyle.

The Bottom Line

The San Fernando Valley is still a market where well-priced homes can sell at asking price. But today’s transactions increasingly involve more than the list price alone.

Sellers who combine accurate pricing with thoughtful negotiation can protect their equity and attract qualified buyers. Buyers who understand how to negotiate terms—not just price—may be able to improve affordability and secure a better overall deal.

Whether you are thinking about selling, buying, or moving within the Valley, the most useful question is not, “What are homes listed for?” It is:

“What are homes actually selling for—and what are sellers contributing to make those deals happen?”