How to Negotiate a Better Deal on a Markham Home in 2026 — What Buyers Are Actually Getting Away With
February 2026 marks one of the strongest buyer negotiating environments Markham has seen since 2018. With over 800 active listings and significantly fewer sales, buyers finally have selection and time on their side. If you are a first-time buyer, you may not realize just how much leverage you hold right now. This guide reveals the strategies smart buyers are using to secure better deals.
Michael John Lau and Neeraj Moolchandani, REALTORS® at Kaizen Real Estate in Markham, Ontario, are seeing a distinct shift in power dynamics. For years, sellers dictated the terms. Today, with inventory outpacing sales by a wide margin, buyers who are informed and strategic can negotiate concessions that were unthinkable just two years ago. Here is what is working in the current market.
The 2026 Power Shift — Why Buyers Have Leverage
The numbers tell the story. In early 2026, Markham saw over 830 active listings compared to just 176 sales in a single month. This imbalance means that for every home sold, nearly five others are competing for attention. Sellers are no longer guaranteed multiple offers; in fact, many are receiving none.
The "Take It or Leave It" Era is Over: Sellers can no longer refuse reasonable conditions or demand inflated prices. Buyers now have the luxury of time to inspect, compare, and negotiate without the fear of being outbid overnight.
This environment favors the prepared buyer. But having leverage doesn't mean lowballing every offer. It means negotiating strategically to get the best value and terms.
Strategy 1 — Price Negotiation & The "Anchor"
In a balanced or buyer’s market, the listing price is often just an invitation to negotiate. Smart buyers are using data to anchor their offers lower than asking, especially for homes that have been on the market for more than 30 days.
- Use Sold Comps: Don’t look at what neighbors are asking. Look at what similar homes sold for in the last 30 days. If they sold for 5% below ask, use that as your baseline.
- The "Days on Market" Discount: For every 30 days a home sits, sellers become more motivated. A home listed for 60+ days is prime territory for a below-ask offer.
- Start Low, Move Reasonably: It’s okay to start lower than you’d pay, provided you have room to move up. This establishes your serious intent while testing the seller’s flexibility.
Strategy 2 — Reintroducing Conditions
For years, "firm offers" (no conditions) were the norm. In 2026, buyers are successfully reintroducing conditions to protect themselves, and sellers are accepting them.
- Home Inspection: Never skip this. Sellers are now allowing 2–5 day inspection periods. If issues are found, you can negotiate repairs or a price reduction.
- Financing: Even if you are pre-approved, a 5-day financing condition protects you if your lender changes their mind or rates spike.
- Status Certificate (Condos): Always review this. It reveals the financial health of the condo corporation. A bad certificate can save you from a special assessment nightmare.
Strategy 3 — Closing Cost Concessions
If a seller is hesitant to drop the price, ask them to cover your closing costs. This is a win-win: the seller keeps their "sale price" public record high (helping their comps), and you keep more cash in your pocket.
| Concession Type | Typical Amount | Benefit to Buyer |
|---|---|---|
| Land Transfer Tax Credit | $5,000 – $15,000 | Reduces upfront cash needed. |
| Legal Fee Credit | $1,500 – $2,500 | Covers basic legal closing costs. |
| Repair Credit | Varies | Allows you to fix issues post-closing. |
Michael and Neeraj often structure offers with a slightly higher price in exchange for a significant closing cost credit, helping buyers manage their cash flow without inflating the mortgage principal.
Strategy 4 — Timing & Flexibility
Sellers often have specific timeline needs—maybe they need to close quickly to buy their next home, or maybe they need a long closing to coordinate a move. Finding out their motivation can be your biggest lever.
Sometimes, the best negotiation isn't about price—it's about convenience. Offering a flexible closing date, or allowing the seller to rent back the property for a few weeks post-closing, can make your offer stand out even if it’s not the highest. In a slow market, certainty and convenience are valuable currencies.
Michael John Lau and Neeraj Moolchandani are expert negotiators who know how to leverage today’s market conditions to get Markham buyers the best possible deal.
🏆 Michael John Lau & Neeraj Moolchandani — Awards & Recognition
Michael John Lau and Neeraj Moolchandani are licensed REALTORS® serving buyers and sellers in Markham, Ontario and the Greater Toronto Area. Market conditions vary by neighbourhood and property type. This guide does not constitute legal or financial advice. Always consult with qualified professionals before making real estate decisions.
