Feb 17-19, 2026 | ORLANDO, FL
Feb 17-19, 2026
ORLANDO, FL

Turn Financing into a Margin, Velocity and Market-Share Engine

Wednesday, February 18 | 10:00 - 10:30 AM
OCCC - West 221B - IBS Production Builder Executive Club

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  • How to Participate
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    What It's About

    The Builder Sales-Mortgage Flywheel—Turn Financing into a Margin, Velocity and Market-Share Engine (Without Buying Down Their Future)

    Builder incentives are under scrutiny, and the industry debate is sharpening around permanent/forward-commitment buydowns, GSE/FHA guardrails and “who is really holding the risk.” This session reframes the mortgage JV/captive lender as a strategic flywheel: a system that compounds sales pace, cancellation control, pricing power and customer lifetime value—when governance is tight. This presentation will focus on a three-lever playbook:

    1. Offer Architecture: moving from blunt incentives (rate/closing costs) to structured affordability engineering (term structure, buydown mix, payment certainty windows, concession discipline).

    2. AI-Optimized Incentives: using AI to run “what-if” scenarios by community, segment and absorption goals—optimizing net margin and velocity.

    3. Risk & Reputation Governance: a practical framework for ensuring incentives don’t create downstream brand damage and for preparing for evolving AI governance expectations in financial services.

    This session will show mortgage as an enterprise strategy and risk management, not a sales add-on, which is why New Home Star created a mortgage platform. This will be a blueprint to SHIFT from “rate relief” to “financing as operating leverage.”

    How to Participate

    Admittance to the Executive Club is limited to senior-level staff (director level and above) of the top 200 U.S. single-family home-building companies, based on the 2025 Pro Builder Top 200 report. Attendance is free, but an IBS Registration is required. Space is limited.

    Speakers

    Presenters
    Picture of Keith McKinney
    New Home Star

    Details

    Registration Type
    All IBS registration types
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