Negotiating Furniture Into Your Home Purchase

There's a moment that happens to nearly every home buyer at some point. You're walking through a house, and it hits you. That perfectly styled dining room table. The sectional that fits the living room like it was made for it. The custom bookshelf that somehow makes the whole space feel like home. And then the reality check: none of it comes with the sale.

But here's what most buyers don't realize—you actually can negotiate to keep those pieces. Everything is negotiable in the sale of a home, including the furniture. The trick is knowing how to approach it the right way.

What's Included and What's Not

Let's start with the basics. Furniture is almost always considered personal property and therefore not included in the sale of the property. If you want the furniture, you will likely need to negotiate for it within your offer.

This is different from fixtures, which are permanently attached to the home. Fixtures—items attached to the house like cabinets, wall-to-wall carpet and ceiling fans—generally stay with the property. But that couch, table, or standing lamp? Those typically walk out the door with the seller unless you make a specific request.

Starting Your Negotiation Early

Timing matters. The listing sheet that details specifics about the house will often identify what is and isn't being included with the home. If you don't see the piece or pieces of furniture you want, you should make a list.

When I'm working with buyers in Burlingame, I always advise them to identify furniture they're interested in before making an offer. To effectively get the home you want with the furniture included, you should identify in advance any furniture that you are interested in buying and let the seller know that you want it and what you'd be willing to pay for it.

The advantage to raising this early is that you understand the full picture of what you're negotiating for. Be sure to pay adequate attention to the quality and brand of the furniture pieces that decorate the home. Furniture does depreciate in value over time, but higher-end pieces tend to hold their value better, especially if they're in great shape.

The Strategy Behind the Ask

Here's something interesting about furniture negotiations: they often come into play when price negotiations have stalled. Usually, when you are at the point of negotiating furniture, you have probably reached a stalemate with your buyer or seller regarding the sale price of the home. But that's not the only reason to bring it up. Sometimes you'll see a piece that's simply too perfect to leave behind.

When you're submitting your offer, the buyer, with the help of their real estate agent, can negotiate the price of furniture when they submit an offer. As your real estate agent, I make sure that any furniture negotiations are clearly documented alongside the main purchase terms.

What's even better, get the seller to tell you what they want for the furniture and work down from their number. This gives you leverage and a better sense of what's realistic to ask for.

The Counteroffer Dance

Don't be surprised if your initial furniture request doesn't get an immediate yes. Sellers often have sentimental attachments to their belongings, or they're hoping to recoup some money from pieces they recently purchased.

There's a chance that the seller may not accept your initial offer to buy their furniture, especially if they just bought it or have a sentimental attachment to it. If that does happen, and you get a counteroffer, don't back down. Be grateful that you didn't get rejected straight away and then give the seller a counteroffer yourself. You may have to give up something small or make a concession in some other area of the contract, but at the very least send back a counteroffer to keep the discussion moving towards an amenable close.

I've seen dozens of negotiations where furniture became the bridge that brought buyer and seller together. Sometimes that means offering a slightly higher price for the home in exchange for the furniture staying. Sometimes it means reducing your ask on the price but including more pieces. It's all about finding what works for everyone.

Understanding the Legal Side

This is where things get a bit technical, but it matters. You'll need to write all included furniture into the purchase agreement using a personal property addendum. A personal property addendum describes every piece of personal property, outside of the house itself, that is included in the deal.

Here's a critical point: your lender won't count the furniture toward the home's value. Let's say the house is selling for $500,000 and you're tossing in $10,000 worth of furniture. You can't just leave the sale price at $500,000 and call it a day. Lenders don't finance throw pillows. If you try to slide furniture into the purchase price, the appraisal won't support it, and the underwriter might have issues with this. You'll need to break it out: $490,000 for the house, $10,000 for the furniture.

Some buyers choose a different route entirely. The buyer gives you cash based on your agreed price. And you provide them with a bill of sale for the items. The whole exchange takes place outside the real estate contract. This can be simpler from a financing perspective, though it requires the buyer to have cash available at closing.

Get It in Writing

This cannot be overstated. Make sure that you have examined the contract to ensure the seller included the furniture pieces in the deal that you agreed upon. In case you're worried about missing any minor details, be sure to have your real estate agent give it the once over, again, too.

This needs to be written out in enough detail to prevent any misunderstandings during the final walkthrough. The personal property addendum should list every piece you're acquiring. Don't be vague. Don't say "some furniture from the living room." Say "one beige West Elm sectional sofa measuring approximately 8 feet, one glass and chrome coffee table, two black leather bar stools."

Strategic Thinking About What to Ask For

Not every piece of furniture is worth negotiating over. When I work with buyers, I help them prioritize which pieces actually matter.

Custom-made or hard to replace items like built-ins, banquettes, floating shelves, or anything designed specifically for the space can be a big selling point and may feel like a natural part of the home. If a buyer loves the way your low-profile sectional fits the living room just right, they may prefer to keep it rather than start from scratch.

In the Burlingame area, I've noticed that furniture pieces that are clearly custom-built for specific architectural features or unusual room dimensions tend to be the ones buyers most want to negotiate. A bookshelf built to fit an alcove. A dining table that's exactly the right length for an oddly-shaped room. These become negotiating points because replacing them would be costly and difficult.

Also consider condition. Pieces that look clean, modern, and gently used will appeal most. Scuffed, sagging, or worn-out items may actually hurt the perceived value.

The Bottom Line

Buying a home is one of the biggest purchases of your life. If there are pieces of furniture in that home that you absolutely love, don't assume they're off limits. Have the conversation. Make the ask. Be willing to negotiate.

When you're working with a real estate agent who understands your local market, these conversations become much easier. As your agent here in Burlingame, I know how to frame furniture requests in a way that sellers respond positively to. I understand the market conditions, what's reasonable to ask for, and how to position furniture negotiation as a win for everyone involved.

Looking to buy a home in Burlingame and want expert guidance on negotiating every aspect of your purchase? That's what I'm here for. Visit my website at ericsandate.housejet.com to learn more about working with me on your home search. And when you're ready to start looking at homes in the area, check out HOUSEJET to browse available properties—including those perfectly styled pieces that just might become part of your new home.