What Type of Discount Should I Ask For?

[Ryan Smith]

Found a new construction town home that checks everything I am looking for, except the price. I am a builders ideal customer: conventional loan, no realtor representing me, and willing to go with their in house financing (if terms are ideal). I would like something in return instead of giving more to their margin. This builder is located outside of Orlando,FL and usually has 3 town homes in inventory, so demand is not too high.

They're offering $15k in flex costs (used towards closing or design studio) if I go in house financing. I understand that builders rarely negotiate on base price of the home and prefer design studio and HOA discounts. What's the best negotiating strategy after mentioning the above and what should I expect for discounts on a $290k base price town home? Ideally I would like 6% (realtor fees) off of the home base price but I know they may not go that route, is this too aggressive? I'm not really interested in lot premiums and wasted structural options as this is already an end unit and they offer all appliances included; I'd hate to have $20k+ in design studio credits for add on's that will not benefit me when I go to sell.

My last question is: if they only offer me discounts via design studio; I'm a little skeptical as they do not show me upgrade pricing until after negotiation? I can negotiate an amazing deal, only to have them pump up the prices once I'm in the design studio stage?