Builder Incentives Are Killing Resale Listings — Here’s How Agents Compete

Your seller thinks the home is priced competitively. The builder down the street is offering a pool, mortgage incentives, prepaid HOA dues and other perks. If you are only comparing asking prices, you are missing what buyers are actually comparing. In this episode, Tim and Julie Harris break down how builders use incentives to move inventory without simply destroying their recorded sale prices — and how listing agents can compete using the same psychology. You’ll hear how pools, golf carts, lease buyouts, prepaid HOA dues, mortgage-rate buydowns and other incentives influence buyers. More importantly, Tim and Julie explain why monthly payment can matter more than purchase price and why automatically recommending another price reduction may not always be the best strategy. You’ll also learn how listing agents can build creative incentive packages, why buyer agents should negotiate beyond the advertised builder offer, how renters can become buyer prospects through lease assistance and why relationships with knowledgeable lenders are increasingly valuable. The conversation also expands into AI, productivity, coaching and the importance of surrounding yourself with the right people as the real estate business changes. Price is only one number. Buyers are comparing payment, perks and price — whether you are helping them make that comparison or not. Free training: HarrisRealEstateDaily.comCoaching: PremierCoaching.comJoin eXp + Libertas: WhyLibertas.com/HarrisText Tim Direct: 512-758-0206Opinions are my own and not the views of eXp Realty.