While many may assume Northern Colorado is still a strong seller’s market, the reality is more complex. Inventory is growing, competition is increasing, and buyers have more options than they’ve had in recent years. The market has been shifting toward a more balanced, buyer-sensitive environment, where strategy and incentives matter. One key factor often overlooked by both buyers and sellers is the role of seller concessions, which are increasingly influencing purchase decisions and affordability in this higher-interest-rate climate.
Let’s start with the fundamentals. As of September 2025, single-family home inventory has grown in most of our key markets. Fort Collins inventory is up 10.3% year-over-year with 449 homes for sale. Loveland saw a significant 35.8% increase with 364 homes available. Greeley is up 41.1% to 302 homes. Windsor is the outlier, with inventory down 18.5% compared to last year, totaling 237 homes on the market. At the same time, year-to-date sales through August are up in Fort Collins (12.2%), Loveland (2.5%), and Windsor (18.4%), while Greeley remained flat.
Pricing has remained relatively stable across the region, with slight fluctuations depending on the market. Fort Collins saw a minimal decline of 0.2%, bringing the median price to $629,038. Windsor experienced a larger dip, down 4.1% to $590,000. Meanwhile, Loveland and Greeley posted modest gains of 0.9% to $535,000 in Loveland and a 2.0% increase to $448,817 in Greeley.
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In today’s higher interest rate environment, seller concessions have become a powerful yet often overlooked tool that can bridge the gap between buyer hesitation and closing day confidence. As inventory grows and homes stay on the market longer, sellers are looking for new ways to make their properties stand out. Buyers, meanwhile, are looking for help with monthly affordability. Whether used to buy down mortgage rates or cover closing costs, concessions are increasingly influencing which homes buyers choose to pursue. Sellers are discovering that well-placed incentives can make all the difference, especially when competing with new construction projects that often come with aggressive incentives of their own.
In Fort Collins, 44.6% of resale homes sold through Spetember 2025 included a seller concession, with a median amount of $6,000. On the new construction side, 37.6% included concessions, with a median of $10,000. Loveland resale concessions occurred in 48.7% of sales, and an even higher 52.8% of new construction deals, where the median concession topped $16,000. Windsor saw some of the largest builder activity, with 73.3% of new construction homes offering concessions, averaging nearly $15,000. Resale concessions were present in 47.2% of sales.
These trends underscore a growing truth. Sellers are not just competing with their neighbors. They are competing with builders offering attractive incentives and quick move-in timelines. Buyers, meanwhile, need to understand that concessions can dramatically improve what they can afford month to month. Asking your Realtor about available incentives could be the difference between waiting on the sidelines or moving into the right home today.
For sellers, the takeaway is clear. Concessions are not a sign of weakness. They are a smart, strategic advantage in a market shaped by interest rates, inventory levels, and buyer psychology. Whether pricing, positioning, or offering incentives, the best-prepared sellers are those who acknowledge today’s competitive landscape, not yesterday’s market headlines.
Brandon Wells is president of The Group Inc. He can be reached at [email protected] or 970-420-6550.
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