I checked out the “special prices and financing.” They’re giving $20,000 towards flooring, and 3% of the purchase price toward financing. The houses being in the 950k to 1M range, that 3% is about another 30K. Plus, about 6 months ago, they started offering an 18k agent commission, which they hadn’t been doing before that. So that’s a total of about 50K less a buyer would pay, and about 68k less that the builder would get for the house (about 6.8%). All without dropping the “price.”

On the other hand, they had been increasing the prices between phases for the last 6 months. That slowed things down, hence the current offers. Still, with the incentives, the amount a buyer would pay now is a bit less than they’d have paid 6 months ago.