Builder pitch kit

1The play

The builder buys a permanent lower rate for the buyers of their standing homes, before those buyers exist.

Buyers aren't walking away from the price. They're walking away from the monthly payment. Fix the payment and the list price never has to move.

Open with this"Every builder I talk to has the same problem. Buyers qualify, then the monthly payment scares them off. I have a way to fix the payment without you cutting your price."

2The money

Same buyer payment, two ways to get there

The price cut costs nearly three times as much.

The buyer's principal and interest goes from $5,551 to $5,025 a month. That's $526 a month, for the life of the loan.

Say it like this"Getting your buyer to the same payment with a price cut costs nearly three times as much, and it resets the list price on every home you still have to sell. This does it for about a third, and only on the homes that close."

Sample of record, internal only: New Leaf Builders, $968,500 home, 20% down, $774,800 loan, 30-year fixed. Market = CLEAR's own 30-day-lock pricing for this scenario on 9/29/2026, not a survey average. Bought down one full point to 6.750% rate · 6.811% APR (est.); the builder pays the points, no mortgage insurance. P&I only; taxes, insurance and HOA not included. Pricing moves daily and Capital Markets prices the trade on the day. Never show a builder a par or break-even price, and keep rates out of what you say to builders.

3How it works

1. Pick the homesStanding or near-complete homes and a target rate.
2. Fund it up frontPoints on the pool, priced by Capital Markets on the day.
3. We place the tradeCapital Markets buys that pricing the same day. It's a real market position.
4. Buyers lock inEach qualified buyer gets the lower rate for the life of the loan.

The edge most LOs miss

Because the bulk trade is set up before any buyer exists, it is treated differently from a seller concession. Depending on the loan program and investor guidelines, it may not count toward the buyer's interested-party contribution limit, which can leave room for closing-cost credits on top — but treatment is confirmed on each loan. FHA and many investors do count builder-funded buydowns, so never promise it flat.

A temporary 2-1 can be layered on as well ($17,832 more on the sample home). That part is a seller concession and counts toward the limit.

4Who to call

Mid-size builders with homes standing and no lender of their own.

5The close

Ask for this"Let me model one of your communities on real numbers. Send me your price points and which homes are standing, and I'll bring back the cost per home and the payment story this week."

1. DiscoveryQualify the builder. Use the call scripts.
2. Model itBring the numbers to Dave Bennett, Capital Markets.
3. Show itBuild the builder package in the Builder tool.
4. Sign itCapital Markets prepares the Bulk Trade Agreement. You don't fill it in.