You Can Negotiate New Builds—Here’s How Savvy Buyers Win

[Ariam Jesus Ubieta Sando]

Think builders don’t negotiate? That’s a costly myth. In today’s market, it’s absolutely possible to secure more value—if you know what to ask for and when to ask.

Here are five smart tactics buyers are using to win better deals on new construction:

1. Timing is everything. Builders have sales targets they need to hit each quarter. Offers submitted near the end of a quarter or fiscal year often get more traction.

2. Focus on total value, not just price. Builders typically avoid lowering base prices to protect comp values. But many are open to incentives like paid closing costs, upgraded finishes, interest rate buydowns, appliances, and even extras like blinds or fencing. These add real value without affecting the sales price.

3. Be prepared to close quickly. Cash-ready or pre-approved buyers often have more leverage. A quick and clean closing can motivate builders to offer concessions.

4. Use competitive data. Comparing multiple developments and showing what other builders are offering can create pressure. Builders don’t want to lose buyers to nearby communities.

5. Go in with a strategy. New construction negotiations aren’t about winging it. They require preparation, timing, and knowledge of builder psychology and sales patterns.

Just because it’s new construction doesn’t mean there’s no room to negotiate. It means the negotiation looks different—and it’s all about knowing how to structure the ask.

What’s the best incentive or concession you’ve seen a builder offer in a deal? Have you ever been surprised by how much flexibility they had?