Buy new houses and cars on the last day of the quarter or year

I sold a beautiful new construction townhome to buyer clients this year on March 31.  The contract negotiations on the home took approximately 3-4 days.  During the negotiations I learned that the builder’s sales manager was trying to hit a personal quarterly bonus and needed our transaction to do it. In an effort to make a deal, he was offering unadvertised, unheard of discounts. To the buyer’s delight and my surprise, the buyers ended up being able to negotiate a HUGE discount, seller paid closing costs, and lots of extra upgrades. For those familiar with new construction sales, it was a much bigger discount than the typical “builders incentive” and I don’t believe these buyers would have gotten the same deal under different circumstances. The timing of the purchase (end of quarter) along with some savvy negotiating including asking for extras, walking out three times undecided, and most importantly, the sales manager’s bonus hanging in the lurch, made for a perfect storm.  My buyers are ecstatic and I have learned a good lesson which is that negotiating a new construction purchase at the end of a quarter can be very strategic and advantageous for a buyer! When it comes to negotiating, one of the biggest factors is motivation. If the opposing  party is more motivated to sell than you are to buy, you are going to be able to negotiate an excellent deal. In this case, the sales manager had great motivation while my clients remained neutral and unemotional.  Similar to my experience buying cars on the last day of the year when car dealers are trying to “hit their numbers” and receive their bonuses, buying new construction homes in the same way brings about a similar results.  So my question is who wants to buy a new house in or around Charlotte, NC on June 30? I am ready and able to help!