Just a few years ago, buyers searching for homes along the New Jersey Shore could ask for nearly anything — closing cost help, mold removal, new appliances — and sellers often agreed. That era is over. In Monmouth and Ocean Counties, the advantage has shifted back to sellers, and buyers who push for concessions are increasingly losing out.
Paul Kaminski, broker associate at Keller Williams Sports + Entertainment and a longtime Shore agent, recently watched a deal fall apart over a minor mold issue. The buyer asked for concessions. The seller refused, insisting on an as-is sale. The buyer walked away. “They lost a deal because they asked too much,” Kaminski says. “It backfired on them.”
This is now the norm in a market where homes just a few miles from the Atlantic Ocean have tripled in value over the past 20 years, and prices continue to rise.
Homes in Monmouth and Ocean Counties are selling quickly, with sellers holding firm on price and refusing the concessions that were common in 2022 — repair credits, appliance allowances, and post-inspection price cuts. Buyers expecting to negotiate as they did two years ago are finding themselves shut out of deals.
Kaminski, who has sold Shore real estate since retiring from law enforcement in 2014, says the change is clear. “Sellers are not giving as much away as they used to,” he says. Homes that sold for $180,000 in the 1990s now routinely list for $1.4 million. On the barrier islands — Point Pleasant, Lavallette, Seaside Park — properties often sell for well over a million dollars, frequently to cash buyers who close without hesitation, including on flood insurance or high construction costs.
Three main factors have returned power to sellers along the Shore.
First, prices have continued to climb. Many buyers are still anchored to 2022 prices, but the market has moved on. “The biggest obstacle is that buyers are unrealistic with the value of houses down here,” Kaminski says. For example, a home in Belmar that sold for $900,000 three years ago now lists for $1.2 million. Buyers who hesitate or try to negotiate miss out on properties.
Second, inventory remains tight. While new construction is underway in Ocean County, it has not kept up with demand from New York City buyers and North Jersey residents moving to the coast. The supply shortage means sellers are less willing to negotiate, knowing another interested buyer is likely to come along.
Third, the Shore remains a lifestyle market. Buyers are not just seeking square footage — they want proximity to the Atlantic, access to year-round coastal communities, and an easy drive to Philadelphia or New York. Many are willing to pay a premium for this lifestyle and see little reason to negotiate over minor issues. “You’re buying a lifestyle down here,” says Kaminski.
While deals are still closing, the process has changed. Buyers used to tour a home on Saturday and submit an offer by Monday. Now, buyers often take up to a week to decide, but once they commit, closings move at a steady pace — typically 30 to 45 days.
The biggest change is in negotiations. Sellers are no longer waiting for buyers to request repairs or credits. Well-priced homes attract offers quickly, and sellers who refuse to budge on concessions are still closing deals without delay. As Kaminski puts it, “If you want a house at the beach, you’ve got to pay the price.”
For Buyers:
– Don’t expect concessions. If you want a home, make a straightforward offer and avoid asking for minor repairs or credits. Unless an issue is significant, requests for small fixes are likely to cost you the deal.
– Adjust your price expectations. Comparing current listings to what someone paid three years ago will leave you disappointed. Focus on recent sales in your target neighborhood and set your budget based on today’s market.
For Sellers:
– Price your home in line with current market values and hold firm. Overpricing will slow your sale, but if you are priced competitively, you won’t need to offer credits or repairs to attract buyers.
– Invest in staging and professional photography. Even in a strong seller’s market, presentation matters. Homes that look appealing online generate more interest and sell faster.
The Jersey Shore market has decisively shifted back to sellers. Buyers who push for concessions or negotiate aggressively often lose out, while sellers who stand firm close deals on their terms. “The sellers are not willing to give up those concessions anymore,” Kaminski says.
For buyers who are serious about owning a home at the Shore, now is the time to act — but come prepared to pay the asking price and avoid unnecessary requests. For sellers, the current market rewards those who price realistically and present their homes well, with little need to offer extras or negotiate repairs.
About the Expert: Paul Kaminski is a Broker Associate at Keller Williams Sports + Entertainment, serving Monmouth and Ocean Counties, New Jersey. Specializes in Shore properties, luxury homes, and entertainment industry relocations.
This article is based on information provided by the expert source cited above. It is intended for general informational purposes only and does not constitute legal, financial, or real estate advice. Readers should conduct their own research and consult qualified professionals before making any real estate or financial decisions.
Explore similar articles from Our Team of Experts.
The Midwest multifamily market has undergone a dramatic transformation over three decades, evolving from a fragmented, locally-owned market to one that now attracts sophisticated institution...
