Close with Capozzi • Agent Desk Guide
Seller concessions: know the ceiling before you write the offer.
Maximums are not automatic credits. The loan program, occupancy, down payment or LTV, appraisal, contract, and buyer’s actual eligible costs all matter.
08.2026
Conventional • Fannie Mae framework
Calculated using the lower of the sales price or appraised value—not the loan amount.
of the sales price
May go toward eligible origination charges, closing costs, prepaid items, and discount points within FHA rules.
of reasonable value
Applies to items VA classifies as seller concessions. Ask the lender to separate normal closing costs from VA-defined concessions.
of the sales price
Must be used for eligible loan purposes. The credit cannot pay personal debt or fund non-realty inducements.
Price the request. Start with a lender-prepared estimate of eligible costs instead of automatically requesting the maximum.
Check the structure. Program, occupancy, down payment, LTV, appraisal, and contract language can change the answer.
Use it or lose it. An unused seller credit does not become cash in the buyer’s pocket.