How To Negotiate New Home Price With Builder

How To Negotiate New Home Price With Builder

March 15, 20239 min read

How To Negotiate New Home Price With Builder

Hello everyone, TJ here from Sanctified Homes. Negotiating the price of a new home with a builder can be a different experience compared to negotiating with the seller of an existing home. Builders have their own priorities and constraints, which can influence the negotiation process. However, with the right approach and preparation, you can effectively negotiate a better deal on your new home. Here are some expert tips on how to negotiate new home price with builder, ensuring you get the best value for your investment.

How To Negotiate New Home Price With Builder

Understanding the Builder’s Perspective

Before diving into negotiations, it's crucial to understand the builder's perspective. Builders are primarily focused on maintaining their profit margins while ensuring a steady flow of sales to meet their financial goals. Here’s what you need to know about their standpoint:

Cost Structures and Profit Margins

Builders have a clear breakdown of costs, including land acquisition, construction, labor, and materials. They also factor in their profit margins, which can vary depending on market conditions and competition. Knowing this can help you identify where there might be room for negotiation.

Timelines and Financial Goals

Builders often work on tight schedules and have specific financial targets to meet each quarter or year. They might be more willing to negotiate towards the end of a financial period to ensure they meet their sales goals. Understanding these timelines can provide leverage during your negotiations.

Inventory Pressure

Builders sometimes have a backlog of inventory that they are eager to sell. Homes that have been on the market for a while or upcoming developments can be prime opportunities for negotiating a better price.

By understanding these aspects, you position yourself better to negotiate effectively. The more you know about how builders operate, the more strategic you can be in your negotiations. Remember, the question isn't just "Can new construction home price be negotiated?" but rather "How can you negotiate to get the best deal?"

Research the Local Market

One of the most powerful tools in your negotiation arsenal is thorough research of the local housing market. Knowing what other new homes are selling for in your area can provide you with a solid foundation for making a reasonable offer. Here’s how to approach your market research:

Utilize Real Estate Websites

Websites like Zillow, Realtor.com, and Redfin provide comprehensive listings and recent sale prices of homes in your area. Look for new construction homes similar to what you're considering and note their prices and features.

Study Market Reports

Local real estate agencies and online platforms often publish market reports that highlight trends in home prices, inventory levels, and average time on the market. These reports can give you insight into whether the market favors buyers or sellers.

Compare Features and Upgrades

Pay attention to the features and upgrades included in other new homes at different price points. This will help you evaluate whether the builder's asking price is reasonable and where you might have room to negotiate. For instance, if other homes include high-end appliances or premium finishes for a similar price, you might have grounds to request these features or a price reduction.

how to negotiate new home price with builder

Be Flexible on Upgrades and Features

Flexibility can be a powerful tool when negotiating the price of a new home. Builders might be more willing to adjust the base price if you are open to compromise on certain upgrades and features. Here are some strategies to consider:

Prioritize Essential Upgrades

Identify which upgrades are essential for your needs and which ones you can live without. For example, while high-end appliances and premium finishes are attractive, they might not be necessary for your immediate needs. By prioritizing what’s most important, you can negotiate to exclude or downgrade non-essential upgrades, potentially lowering the overall cost.

Consider Standard Features

Sometimes, builders offer standard features that are quite satisfactory and align with your needs. By opting for these standard options instead of premium upgrades, you can negotiate a better base price. Research what’s typically included in the standard package and evaluate if these features meet your expectations.

Look for Incentives and Promotions

Builders often offer various incentives and promotions to attract buyers, especially in competitive markets or during specific times of the year. Knowing how to identify and leverage these incentives can significantly impact the final price of your new home. Here’s how to make the most of these opportunities:

Types of Incentives

Builders may offer a range of incentives, including discounts on the base price, free upgrades, or assistance with closing costs. Some common incentives include:

  • Discounts on Purchase Price: Direct reductions in the overall price of the home.

  • Free Upgrades: Inclusion of premium features at no additional cost.

  • Closing Cost Assistance: Financial help to cover part or all of your closing costs.

  • Extended Warranties: Additional coverage for home repairs and maintenance.

Timing Your Purchase

Timing can be crucial when it comes to taking advantage of builder incentives. Builders often offer the best incentives at the end of their fiscal quarters or years, as they strive to meet sales targets. Additionally, purchasing during slower market periods, such as winter months, can also yield better deals.

Ask About Current Promotions

Always ask the builder about any current promotions or incentives that may not be advertised. Builders sometimes have special offers that are available upon inquiry. By being proactive and asking the right questions, you can uncover valuable incentives that might not be immediately apparent.

Timing Your Purchase

Timing Your Purchase - how to negotiate with a home builder

Timing can play a crucial role in negotiating a better price for your new home. Understanding the best times to buy and how builders' sales cycles work can give you an edge in your negotiations. Here’s how to strategically time your purchase:

Best Times of the Year

Certain times of the year can offer better opportunities for negotiation. For instance, purchasing during the winter months or the holiday season might provide you with better deals. During these periods, the housing market typically slows down, and builders may be more willing to negotiate to maintain their sales momentum.

End of Quarters and Fiscal Years

Builders often have sales targets to meet by the end of each quarter or fiscal year. As these deadlines approach, they may be more motivated to close deals to meet their sales goals. This increased motivation can result in better negotiating opportunities for buyers. Knowing this, you can plan your negotiations to coincide with these periods, enhancing your chances of securing a better price.

Market Conditions

Stay informed about current market conditions. In a buyer’s market, where there are more homes available than buyers, builders are more likely to offer discounts and incentives. Conversely, in a seller’s market, negotiation might be more challenging, but not impossible. 

Be Prepared to Walk Away

One of the most powerful tools in any negotiation is the willingness to walk away. This mindset can help you avoid settling for less favorable terms and potentially prompt the builder to reconsider their offer. Here’s how to use this strategy effectively:

Psychological and Strategic Benefits

Being prepared to walk away demonstrates that you are not desperate and that you have other options. This can shift the power dynamic in your favor, as the builder may realize they need to offer a better deal to secure your business. It shows confidence and determination, which can be compelling in negotiations.

Exploring Other Options

Always have a backup plan. Research other builders and homes in the area so you have alternatives if the current negotiation falls through. Knowing you have other options can give you the confidence to walk away if necessary, which can ultimately lead to a better deal.

Hire a Real Estate Agent

Navigating the complexities of negotiating a new home purchase can be challenging, which is why hiring a real estate agent can be incredibly beneficial. Here’s how a real estate agent can assist you in the negotiation process:

Expert Guidance and Support

A real estate agent brings valuable expertise and experience to the table. They understand the local market, builder practices, and effective negotiation strategies. Their knowledge can help you evaluate the builder’s offer and identify areas where you can negotiate for a better deal.

Insight into the Local Market

Agents have access to comprehensive market data and trends. They can provide insights into comparable new home prices, recent sales, and the value of specific upgrades and features. This information is crucial when negotiating with builders, as it helps you make informed decisions based on current market conditions.

Negotiating on Your Behalf

A skilled real estate agent can negotiate directly with the builder on your behalf. They can handle the intricacies of the negotiation process, advocate for your interests, and help you secure the best possible terms. Their experience with similar transactions can be a significant advantage in achieving a favorable outcome.

Additional Negotiation Tips

To further enhance your negotiation strategy, consider these additional tips that can help you secure the best possible deal:

Patience and Persistence

Negotiations can take time, and it’s important to remain patient and persistent. Don’t rush the process or feel pressured to accept the first offer. Take the time to evaluate each aspect of the deal and be willing to go back and forth with the builder to reach an agreement that meets your needs.

Use Competing Offers

If you have offers from other builders or homes, use them as leverage in your negotiation. Inform the builder that you are considering multiple options, which can motivate them to offer better terms to secure your business. This competitive edge can be a powerful tool in your negotiations.

Negotiate Other Aspects

Remember that price isn’t the only negotiable aspect of a home purchase. You can also negotiate closing costs, financing options, and other terms. For example, you might request the builder to cover a portion of the closing costs or include certain upgrades at no additional charge. By looking at the entire package, you can maximize the value of your deal.

Sanctified Construction


Negotiating the price of a new home with a builder requires preparation, strategy, and a clear understanding of your goals. By researching the local market, getting pre-approved for a mortgage, being flexible on upgrades, looking for incentives, timing your purchase, and being prepared to walk away, you can significantly improve your negotiating position. Additionally, hiring a real estate agent and employing additional negotiation tips can further enhance your chances of securing the best possible deal.

Remember, negotiating with home builders is not just about the price but also about the overall value and terms of the purchase. By following these steps, you can navigate the negotiation process with confidence and ensure you get the best value for your new home. For more insights and tips on how to negotiate new home price with builder, explore our resources at Wisconsin Home Build and Blessed to Build.

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TJ Vitense

Founder of Sanctified Homes and Construction & the Blessed to Build Foundation, TJ believes in raising the industry standards. With his company Strategic Real Estate Experts, he helped hundreds of families buy and sell homes. And, now manages new home construction as one of Wisconsin's best home builders.

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