Allowances when selling - is this normal?

[Dianne Phelps]

We rehab in San Antonio and when we have our houses under contract to sell there is ALWAYS an offer with an allowance - ex 100k with 4k allowance bringing the net down to 96k.  That being said, these are usually homes for sale for less than 200k.  When I was in Austin I almost never saw these allowances.  Thoughts? Is it common to have all these buyers with no cash on hand to close? Is it just an annoyance we have to deal with?