The Incentive Trap! Why More Incentives Aren’t Closing More Homes & What to Do Instead

What It's About

In today’s market, many builders have defaulted to incentives and concessions to create urgency and close deals, yet margins continue to shrink and sales teams feel more pressure than ever. This program challenges the belief that more incentives equal more sales and introduces the 'Incentive Trap': the costly pattern where untrained negotiation behaviors give away margin long before it’s necessary. Attendees will learn how top-performing sales teams protect profitability by building value, controlling the negotiation process, and using incentives strategically — only when earned. We'll reframe incentives from a reactive tactic into a deliberate strategy that preserves margin while still closing homes.

How to Attend

Open to all IBS registrants.