Pricing the Future: How Builders Price a Home That Doesn't Exist Yet? - EP16

Episode 16 -In this episode of Trust the Process, Michael and Krista pull back the curtain on how builders set pricing and choose product types — sometimes years before a home ever hits the market. From raw land to market-ready, they discuss the layered decision-making process that involves zoning, lot sizes, neighborhood context, material lead times, and market forecasting.

Michael shares real-world examples of two active projects — one with tentative map approval and one still in the zoning stage — and how everything from speed limits to surrounding home values can influence whether a lot holds a $1M home or a $2.5M custom build. If you’ve ever wondered how pricing is determined before there’s even a road in place, this one’s for you.