For the better part of a decade, homebuyers faced a brutal reality: too few homes, too many competing offers and sellers who rarely had to budge. That dynamic is changing. Across much of the country, and particularly in the Sun Belt, the balance of power is shifting toward buyers. For military families and Veterans who have spent years waiting for the right moment to plant roots, that moment may finally be here.
Understanding how to read the market and negotiate effectively can make the difference between overpaying for a home and getting a deal that works for your family's long-term financial health. Here's what the data show.
Related: Download our Homebuying Guide
The Market has Shifted…and That’s Good News for Buyers
The national housing picture is no longer uniform. According to Realtor.com, inventory has been climbing steadily, and buyers are gaining meaningful leverage in markets that just a few years ago were firmly in sellers' hands.
The numbers tell the story. Realtor.com reports that national median asking prices fell 2.5% year over year to $430,000 in June 2026, while approximately 18.8% of home listings featured price reductions. That is not a blip; it’s a market recalibrating.
The shift is most pronounced in Sun Belt metros. Pandemic-era booms in Florida and Texas, including Jacksonville, Orlando, and Austin, have seen surging homebuilding and rising inventory push conditions firmly toward buyers. Markets in parts of Louisiana and other areas facing elevated insurance costs are tilting even further in that direction.
The Midwest and Northeast tell a different story. Cities like Boston, Chicago, and Milwaukee continue to favor sellers due to persistently tight supply. If you are shopping in those markets, the strategies below still apply, but with less room to maneuver.
Related: Assumable Mortgages Are Hot These Days — Here’s Why
What Leverage Actually Looks Like for a Buyer
In a buyer’s market, leverage is not just about price. It shows up in several ways that can add real value to your purchase:
● Seller concessions. In markets with high inventory and longer days on market, sellers are increasingly willing to cover closing costs, buy down your interest rate, or contribute to repairs. These concessions can be worth thousands of dollars and reduce your out-of-pocket costs at closing.
● Price reductions. With 20.6% of listings already featuring price cuts nationally, there is precedent and room to negotiate below the asking price, particularly on homes that have been sitting for 30 days or more.
● Inspection and contingency leverage. In the frenzied seller's market of recent years, many buyers waived inspections to compete. In a buyer's market, you can reinstate those protections and negotiate repairs or credits based on findings.
● Time. Sellers in slower markets are often under pressure to close. That urgency works in your favor when negotiating terms, timelines, and concessions.
Related: How to Negotiate a Home Sale
How to Approach the Negotiation
Military families bring a particular discipline to major decisions, and buying a home is no different. A structured approach to negotiation will serve you better than emotion or urgency.
Start with data. Before making any offer, understand the local market conditions for that specific ZIP code or neighborhood. How long has the home been listed? Have there been price reductions? What have comparable homes sold for in the last 60 to 90 days? Your real estate agent should be able to pull this information, and your Military Mortgage Advisor can help you understand how financing terms interact with purchase price.
Anchor your offer to comparable sales, not the asking price. In a declining market, asking prices can lag behind actual market values. Basing your offer on recent comparable sales (not the listing price) keeps you grounded in what the home is actually worth.
Strategically build your tasks into the contract. Rather than negotiating price alone, consider asking for seller-paid closing costs, a rate buydown, or a credit for repairs. In some cases, these concessions deliver more value than a lower purchase price, particularly when your VA Home Loan benefit is already providing significant savings on down payment and mortgage insurance.
Use your VA benefit as a strength, not a caveat. One persistent myth is that sellers are reluctant to accept VA offers due to appraisal requirements. In a buyer's market with more inventory and fewer competing offers, that concern carries far less weight. Your VA benefit, offering no down payment, no private mortgage insurance, and competitive rates, puts you in a strong financial position. Lead with that.
Know Your Limits Before You Sit Down
Effective negotiation starts before you make an offer. Getting pre-approved (not just pre-qualified) gives you a clear picture of what you can borrow and signals to sellers that you are a serious, capable buyer. It also protects you from negotiating yourself into a home that stretches your budget past the point of comfort.
Military families often face unique financial considerations: deployment income, BAH, multiple income sources, or gaps in employment history. Our Military Mortgage Advisors understand these nuances and can help you structure your pre-approval to accurately reflect your financial strength.
This Could Be Your Opportunity
A shifting market is not a sign of trouble. For military and Veteran homebuyers who have been waiting for conditions to improve, it is an opening. Prices are moderating in many markets, inventory is up, sellers are negotiating, and the concessions that disappeared during the pandemic years are back on the table.
The buyers who will benefit most are those who come prepared: with data, with financing in order, and with a clear understanding of what they want and what they are willing to walk away from. That kind of discipline is something the military community knows well.
We’re Here to Help
Thinking about buying, ready to start home shopping in earnest, or considering a refinance? An AMS Military Mortgage Advisor, a licensed mortgage loan originator, will be happy to provide you with an honest and fair comparison of your mortgage options, including a wide range of affordable mortgages designed to meet your needs.
Ensuring Armed Forces Mutual Members obtain the best mortgage possible is our mission. Get your free mortgage assessment today or give us a call at 844-422-3622!