You’re scrolling through Zillow or Realtor.com late at night, and you see it. The "One." It has the big backyard you want, the kitchen isn't half-bad, and it’s in that San Antonio neighborhood you’ve been eyeing. But then you see the number that scares most people away: "100 Days on Market."
Most buyers see that and think, "What’s wrong with it? Does it have termites? Is there a ghost in the attic? Did someone lose a bet?"
But I’m going to tell you a secret: as a buyer in the current San Antonio real estate market trends, a house that’s been sitting for 100 days is actually a gold mine. It’s not a red flag; it’s a giant green light that says, "Please, come negotiate with me!"
When a house sits that long, the seller is usually tired. They’re tired of cleaning the house for showings that don't turn into offers. They’re tired of paying a mortgage on a place they’ve already mentally moved out of. They are ready to talk.
If you’re learning how to buy a house in Texas, you need to know how to handle these "stale" listings. Here is my 5-step guide to negotiating like a total pro when the clock has been ticking for three months.
Step 1: Play Detective Before You Play Buyer
Before you even think about putting pen to paper, we need to figure out why the house is still there. In a city like San Antonio, where people are moving in every single day, 100 days is a long time.
I always tell my clients to look for the "Three P’s": Price, Presentation, or Problems.
- Price: Most of the time, it’s just too expensive. The seller might be stubborn and think their 1990s wallpaper adds "vintage charm" that’s worth an extra $30k. It’s not.
- Presentation: Are the photos blurry? Is the yard overgrown? Sometimes a great house just has a "lazy" listing. This is your gain.
- Problems: Is there a foundation issue? A roof that’s seen better days?
Check the price history. If they started at $400k and they’re down to $350k, they’ve already tasted defeat. That makes them much more likely to listen to a "creative" offer. You can check out our latest market updates to see what the average "days on market" looks like in your specific zip code right now.
Step 2: Do the "Frank Math" (Comps vs. Reality)
Once we know why it’s sitting, we have to look at the San Antonio real estate market trends for that specific area. I don’t care what the seller wants for the house. I care what the neighbor’s house sold for last month.
When a house is fresh on the market (1–7 days), the seller has all the power. They expect full price or more. But at 100 days? The power has shifted completely to you.
Here is a quick look at how leverage changes over time:
| Days on Market | Seller Mindset | Buyer Leverage |
|---|---|---|
| 1 – 10 Days | "I'm going to be rich!" | Low |
| 30 – 60 Days | "Maybe we should lower the price?" | Medium |
| 90 – 100+ Days | "I just want this to be over." | High |
To negotiate like a pro, you need to see the "Comps" (comparable sales). If houses in that neighborhood are selling for $300k and this one is listed at $325k after 100 days, your starting point shouldn't be $325k. It should be $290k. Why? Because you’re doing them a favor by taking a "problem" listing off their hands.
Step 3: The "Lowball" with a Purpose
Now, I don't believe in being mean. You don't just throw a low number at someone to be a jerk. You do it with a purpose. When we submit that offer on a house that’s been sitting, we include a "Cover Letter" of sorts (or have your agent explain the logic).
Instead of just saying, "We want it for $40k less," we say:
"Hey, we love the house, but we’ve noticed it needs a new roof and the HVAC is 20 years old. Based on the fact that it's been on the market for 100 days, it’s clear the market thinks it’s priced too high. Here is our offer based on current sales in the area."
When you're figuring out how to buy your first home in Texas, you might feel nervous about "insulting" a seller. Don't be. This is business. A house sitting for 100 days is a billboard for a deal.
Step 4: Negotiate the "Hidden" Money (Concessions)
Sometimes a seller is stubborn about the sales price because they don't want their neighbors to see they sold for "cheap." If they won't budge on the price, we go after the closing costs.
In a "stale" listing situation, you should almost always ask the seller to pay for your closing costs. This can save you $5,000 to $10,000 out of pocket.
Pro Tip: Ask for a Rate Buydown.
Instead of asking for a $10k price drop, ask the seller to pay $10k toward "buying down" your interest rate. This can lower your monthly payment way more than a small price cut would. It’s a win-win. The seller gets to keep their "high" sales price on paper, and you get a much cheaper monthly mortgage.
Step 5: Use the Inspection as a Second Negotiation
The 100-day house likely has a few cobwebs, literally and figuratively. Once your offer is accepted, we go into the "Option Period." This is when we get a professional inspector to crawl under the house and into the attic.
Because the house has been sitting, the seller is terrified of the deal falling through. If the inspector finds a leak or a foundation crack, you have massive leverage. You can go back and say, "Look, I know this house has been on the market for a long time. I still want it, but I need another $5,000 off for these repairs, or I’m walking."
Most sellers at the 100-day mark will cave. They do not want to go back to "Active" status and wait another 100 days for a new buyer.
What This Means For You
Buying a house that others have ignored is one of the smartest ways to build "instant equity." If you buy a house for $310k that should have been $330k just because you were brave enough to negotiate a stale listing, you just "made" $20,000 the day you moved in.
As a Military Relocation Professional (MRP), I’ve helped a lot of families coming into Lackland or Fort Sam find these hidden gems. Military families often need to move fast, and finding a seller who is also desperate to move fast is the perfect match.
Quick Checklist for 100-Day Listings:
- Check the Price History: How many drops have they done?
- Ask About Previous Offers: Did a previous deal fall through? Why?
- Verify the "Days on Market": Sometimes agents "refresh" a listing to make it look new. Look deep!
- Focus on the "Big Three": Roof, Foundation, HVAC.
- Keep Your Poker Face: Don't tell the listing agent you're in love with the house.
Common Questions (FAQ)
Q: Is 100 days really that long in San Antonio?
A: It depends on the neighborhood, but generally, yes. Most "hot" homes in SA sell in under 30-45 days. If it’s over 90, there is usually a disconnect between the price and the condition.
Q: Can I offer 20% below asking price?
A: You can, but you need data to back it up. If the house is already priced fairly and just had bad marketing, a 20% lowball might get you ignored. If it's wildly overpriced, go for it.
Q: Should I be worried about the foundation in San Antonio?
A: Our soil is like a sponge, it expands and contracts. Foundation issues are common here. But remember, everything is fixable for the right price. Just make sure the seller is the one paying for that fix!
Q: What if the seller says "No" to my low offer?
A: Then we wait. Sometimes a "No" today turns into a "Please come back" in two weeks when no one else has called them.
Ready to Find Your "Stale" Diamond in the Rough?
Negotiating isn't about being loud; it’s about being prepared. If you’re ready to stop overpaying for houses and want to find the deals everyone else is missing, let’s chat. I’ve seen it all in the San Antonio market, and I’d love to help you navigate your first (or next) home purchase.
I’m here to make this easy, keep it honest, and maybe even have a little fun along the way. No pressure, no sales breath: just real talk about real estate.
Schedule a free 30-minute strategy session with me right here and let’s get you into a home you actually love at a price that actually makes sense.