More listings, but leverage is not one-size-fits-all. The Sacramento region is adding inventory, yet some sellers still command strong terms while others soften. The key is reading the signals and tailoring your plan.
Quick take
Charts referenced are from SacramentoAppraisalBlog.com and North State BIA, covering Sacramento, Placer, Yolo, and El Dorado unless noted.
- Active listings ended August at 4,600—higher than both 2024 and 2023.
- About half of Sacramento County closings reported seller concessions in August while Placer edged closer to one third.
- In August 2025, 64.4% of closings were below the original list while roughly 24% closed above list.
- Listing cancellations reached 3,680 year to date, signaling a gap between seller expectations and what buyers will pay.
What more inventory really means
More homes give buyers choice and time, but they do not guarantee steep discounts. Motivation varies—some sellers can negotiate, while others are willing to wait to protect their net, which contributes to the rise in cancellations.
How leverage shifts by signal
Days on market
Fresh listings with strong early activity often sell near list or better. Homes that pass the first two weekends without traction tend to be more open to terms.
Price changes before pending
Around 54% of pendings reported no reduction, about 40% went pending after a price cut, and a small share even increased price. If a listing shows steady activity without cuts, expect firmer negotiations.
Condition and presentation
Turnkey homes in desirable pockets still attract multiple offers, while properties needing repairs usually trade with credits or buydowns.
Seller timeline and finances
Some sellers prioritize speed or certainty, while others are equity rich and patient. Match your strategy to their motivation to avoid overplaying leverage.
County snapshots
Sacramento County
Median price was nearly flat year over year in August, months of supply rose to about 2.5, and days on market lengthened.
- Roughly half of closings reported concessions.
- Read: Buyers have more room in parts of the market, but sellers who price correctly still succeed without heavy discounts.
Placer County
Median price held steady with a slight uptick in average price, months of supply increased, and about a third of sales reported concessions.
- Read: Well-priced listings still move; negotiation is present but depends on city and price point.
New construction notes
Rancho Cordova and Roseville led August new-build volume, and builders continue to offer incentives like rate buydowns and closing credits.
Compare the total monthly payment and long-term cost to a resale with a smaller credit before assuming these incentives deliver superior savings.
Why cancellations are rising
Cancellations reflect a mismatch between seller expectations and current buyer budgets. Some owners chase 2021-style outcomes while today’s buyers remain payment sensitive and selective. When expectations diverge, listings often come off the market.
Lesson: price and negotiate based on the facts of each property rather than overpromising leverage.
Guidance that works right now
For buyers
- Target homes with longer days on market or recent price cuts for credits or rate buydowns.
- For fresh, well-presented listings in hot pockets, write clean terms and focus on value rather than chasing unlikely credits.
- Ask for concessions only when the signals align—do not assume they are automatic.
For sellers
- Price to today’s market; the first two weekends set your direction.
- Plan how you will handle credits, repairs, or buydowns so your net remains intact.
- Improve presentation—clean, repaired, move-in ready homes win both time and terms.
Bottom line
Sacramento is a market of micro-markets. Inventory is higher, but leverage remains situational—some deals close with credits, while others close near list.
The winning approach reads the signals, matches the strategy, and negotiates the deal in front of you. Thinking about making a move? Let’s talk about how these trends affect your neighborhood and your goals.
FAQs
- Does higher inventory mean buyers now control the Sacramento market?
- Not entirely; leverage is situational. Some sellers still succeed without heavy concessions, while others need to negotiate—read the property’s signals to know where leverage lies.
- Which counties still show balanced negotiation?
- Sacramento County reports concessions in about half of sales, while Placer sits around one third—well-priced listings in either county can still move without deep discounts.
- Should I chase builder incentives on new construction?
- Incentives like rate buydowns can help, but compare the total monthly cost and future expenses to a resale that may offer credits with lower long-term risk.
