Before you walk into a new construction model home, there are three things the builder's sales rep won't volunteer. None of it is illegal or even unusual, it's simply information that favors the builder when buyers don't know to ask. Here's what actually matters, and how to use it.
The sales rep works for the builder, not you
Every person staffing that model home is a builder employee, paid to get the best deal for the builder, not for you. Bringing your own buyer's agent costs you nothing, the builder pays that commission either way, but you typically have to register your agent before your first visit or you lose that representation for that community permanently. Call ahead or bring your agent on visit one.
Some homes carry far bigger incentives than others
Builders track inventory they need to move, spec homes sitting too long, homes from a phase they're closing out, units nearing a fiscal deadline. Incentives on those specific homes are often meaningfully larger than what's advertised out front. An agent who tracks builder inventory across your target communities can flag these before they're gone.
The sticker price isn't the real price, and timing matters
Design center upgrades, lot premiums, and closing cost credits are almost all negotiable if you know what to ask for. Builders also tend to push their biggest incentives at quarter-end, since sales offices are working toward targets. Timing a purchase around that window, when possible, consistently produces stronger offers than shopping mid-quarter.
"None of it is illegal or even unusual, it's simply information that favors the builder when buyers don't know to ask."
How Builder Incentives Actually Work
Incentives on new construction in Florida generally fall into three buckets. Closing cost credits typically range from $5,000 to $15,000 and go toward the loan, appraisal, title, and other fees due at closing, usually if you finance through the builder's preferred lender. Rate buydowns reduce your interest rate either temporarily (the first 1-3 years) or for the life of the loan, with the builder paying an upfront fee to cover the difference. Design center credits cover upgrades, flooring, cabinets, countertops, appliances, that you'd likely pay for anyway.
The size and mix of these incentives shifts constantly based on how much inventory a builder is sitting on and how close they are to a sales target, which is exactly why the specific home matters as much as the specific community.
The Preferred Lender Question
You are never required to use a builder's preferred lender, but incentives are frequently tied to doing so. The trade-off is worth running the numbers on: preferred lenders sometimes charge a modestly higher rate in exchange for the credit, and depending on your loan size and how long you plan to hold the mortgage, that rate difference can outweigh the incentive over time. The only way to know is to get a full loan estimate comparison from the builder's lender and at least one outside lender before you commit to either.
Getting the List Before Anyone Else Does
Because the biggest incentives tend to sit on specific homes rather than entire communities, and that inventory moves fast, the buyers who benefit most are the ones who see it first. That's the entire premise behind working with an agent who actively tracks builder inventory across your target communities, rather than finding out what's available only once you're standing in the model home.
Frequently Asked Questions
Do I need a real estate agent to buy new construction in Florida?
You're not required to have one, but bringing your own buyer's agent costs nothing extra since the builder pays that commission either way. You typically must register your agent before your first visit to the community to retain that representation.
Can I negotiate the price on a new construction home?
Builders are often reluctant to lower the base price directly since it becomes a public sale record used for future appraisals, but they're frequently willing to offer closing cost credits, rate buydowns, or design center credits that achieve a similar savings without touching the recorded price.
Is it better to use the builder's lender or shop around?
It depends on the numbers. Builder-preferred lenders often offer real credits in exchange for a slightly higher rate, so the right move is comparing a full loan estimate from the builder's lender against at least one outside lender before deciding.
Want the Current Incentive List?
We track which new construction homes across Central Florida carry the biggest incentives, updated weekly.