On my mother's net sheet, the commission is the smallest line

I built a seller net sheet because nobody would hand me one that wasn't a marketing sheet with round numbers. Sale price assumption $412,000 on a 1970s ranch in a mid-size metro.

What comes out before she sees a dollar:

Listing commission at 2.5%: $10,300 Buyer-agent compensation, seller-paid, at 2.5%: $10,300 Transfer tax: varies by state and in ours it's charged on the seller, roughly $1,650 here, and I'd tell anyone to confirm their own state and county because a dozen states handle it completely differently Title and settlement fees: $1,400 quoted Payoff on the existing loan: $188,000 Pro-rated property tax: about $2,900 depending on close date Seller concession assumption: $6,000, because four of the last seven sales in the subdivision had one Repairs from inspection: I put $5,000 in as a plug

That leaves roughly $186,450, against a $206,000 gross-of-loan equity number she has in her head.

The part I keep chewing on is that everyone argues about the $20,600 of commission and nobody argues about the $11,000 of concessions and repairs, which is the line I have the least confidence in. A listing agent who negotiates the inspection response well is worth more than one who shaves half a point off the fee, if that's a real difference between agents and not something I'm assuming because it sounds sensible.

What I want to know is whether the concession plug is defensible. Four of seven is a small sample and three of those were in the winter. I'm going to ask for the concession data on every closed sale in the subdivision for 18 months before she signs anything, and I don't yet know what number I'd be happy to see.