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What’s Working: Colorado builders stick with rate incentives to attract new-home buyers

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What’s Working: Colorado builders stick with rate incentives to attract new-home buyers



Traffic picked up this year at the Oakwood Homes sales office for Banning Lewis Ranch, where new homes in the northern Colorado Springs neighborhood start in the mid-$300,000s.

But business is nowhere near pre-pandemic levels or even during the pandemic, when home buying was in a frenzy, Lauren Hanshaw, a new-home counselor at the office, said on a quiet weekend morning last month. She’s comparing it with 2023, which she called “my worst year in 10 years.”

“Traffic is a little bit more pointed. You don’t have as many lookie-loos versus people who are in need of a home,” Hanshaw said. “This year, we’re seeing a little bit more of a calmness because people understand that there’s still a demand, a need for homes and that rates are cyclical. They’ll be able to change that status in a couple years if they refinance their home.”

Since mortgage rates have barely budged even with two interest rate cuts by the Federal Reserve since September, Hanshaw’s belief is that shoppers are more educated. They know they won’t walk out the door with a monthly payment of under $1,800 or $2,000 — a very doable feat when rates were below 4% and even 5% at the Banning Lewis Ranch price point. On Thursday, the average mortgage rate for a traditional, fixed-rate 30-year loan was 6.98%, according to Mortgage News Daily, up from 6.62% a month ago and down from 7.41% a year ago.

But builders like Oakwood are doing what they can to get potential buyers in the door with rate-reduction incentives. Nearby Richmond American Homes is touting 3.999% rates (which increases to 5.999% in year three). Baessler Homes, which builds in northern Colorado, has a deal to get payments to “as low as $1,977” in the first year, and is essentially offering up to $20,000 in concessions (housing payments increase after year one to $2,578 in year four, or a 5.99% rate).

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Meanwhile Oakwood, which started the year with some 4.99% offers, now has a 2.99% offer on select houses in Colorado Springs and a 3.99% promo in Denver. The builder is also working with the Colorado Housing and Finance Authority to provide down-payment assistance of up to $25,000, plus below-market rate loans. Most of the incentives, though, are only available to certain buyers and for certain houses.

Oakwood Homes has attracted potential buyers to its new housing developments by offering rate reductions for mortgages. In Oct. 2024, one sign showed off the 5.49% rate for a limited time. At the time, the average 30-year fixed-rate mortgage was closer to 7%. (Tamara Chuang, The Colorado Sun)

It’s been working, especially after the pullback in 2023, said Michael Fraley, Oakwood Homes’ chief growth officer.

“When we rolled into 2024, we really started to do what we call builder forwards that were allowing us to get the rates down,” Fraley said. “As we started to introduce these rates, the 4.99%, and in some instances we got down to 4.25%, that’s when we saw many customers. In fact, our number one selling collection is the Ascent Collection in Colorado Springs. We sell about eight of those a month and that’s been consistent.”

The lowest priced two-bedroom, two-bath homes in the Ascent Collection are duplexes — 1,264 square feet and starting at $334,990. That’s less than El Paso County’s median sales price of $370,000 for a townhouse or condo in September.

Oakwood could probably sell more but is only building eight a month in that community, Fraley said. However, he added, “Had we not been able to find a way to get those below-market rates, I don’t think they would be selling as well.”

Concessions aren’t limited to new-home builders. Sellers and buyers often negotiate on the list price. According to the Colorado Association of Realtors data, sellers were getting very close to what their asking price in September — or 98.6% of what they asked for. That compares to June 2021, when bidding wars were common and sellers received 104.4% of their list price.

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Sold sign at newly constructed house Colorado Springs
The Banning Lewis Ranch community in Colorado Springs on Oct. 12, 2024 includes new houses for sale built by Richmond American Homes. This unit was just sold. (Tamara Chuang, The Colorado Sun)

Of course, now, it’s a different market. According to the Denver Metro Association of Realtors, seller concessions were up in June to 48% of sales, compared to 29.2 percent a year earlier. The average concession was $7,295.

It’s all cyclical, said Hanshaw, who began working in the real estate industry in 2014 as the economy was recovering from the Great Recession.

“When I started in the industry, it was like you could ask for the world — a free basement, free backyard landscaping, free fencing and builders would entertain it to obtain a sale. Then it became a market of, I’m not giving you a refrigerator because the next person that walks in the door will take the deal without a refrigerator,” she said. “Now, I’d say, we’re back into negotiating a little bit heavier to obtain the sale.”

chart visualization

➔ 58% of Denver metro rentals offering an incentives. Free parking, free rent and other concessions for renters are on the rise, according to data from real estate site Zillow. In the Denver metro area, 58% of rental listings in October offered some sort of concession, up from 43.4% last year.

Nationwide, concessions were at a record high with 37.7% of all listings offering some sort of perk, compared with 30% a year earlier. That means landlords are competing for renters, especially after September saw a 50-year high in completed construction projects aimed at renters. Denver metro saw the third-highest jump in share of listings with a concession. >> Details


Joe Klopotic, a senior mechanical engineer at Sierra Space, and program manager John Wetzel stand next to the Trash Compaction and Processing System, which compresses trash to one-quarter of its volume and creates 11-inch square “tiles” that are odor free and can be used as radiation protection. TCPS is expected to board the International Space Station in 2026. (Provided by Sierra Space)

➔ How to reduce trash — in outer space? A Colorado company is working on its own WALL-E-like trash compactor for future space habitats. >> Read story

➔ Clean-car sales jump 10% as Coloradans lean on state, federal and utility rebates. EVs, plug-in hybrids, and hybrids made up 38% of vehicle registrations in third quarter of 2024 >> Read story

➔ Denver Health was losing almost 90% of its nitrous oxide to leaks. So it cut the gas. The hospital is switching from centrally piped nitrous oxide — also known as laughing gas — to portable tanks to reduce greenhouse gas emissions >> Read story

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➔ Health care prices for Colorado public sector retirees see huge increase for 2025. Two Medicare Advantage plans offered by Colorado PERA are seeing big jumps — 130% for one and more than 200% for the other >> Read story

Election 2024 stories:

View all of our Election 2024 coverage

If you missed the reader poll last week, there’s still time! The spike in homeowners insurance costs may have wiped out any savings of a low-interest mortgage. Feeling it? Take the reader poll to help us better understand what’s going on in Colorado cosun.co/WWinsurance


Cell phone and rural broadband towers
Cell phone and rural broadband towers in Alamosa County, Colorado with the Sangre de Cristos in distance on Jan. 22, 2021. (John McEvoy Special to The Colorado Sun)

➔ 185 applications for Colorado’s broadband program. And they’re asking for $1.78 billion, which is more than double what the state received in funding for the Broadband Equity, Access and Deployment program. U.S. lawmakers approved the federal program after realizing in the pandemic that some places in America have mediocre or nonexistent internet service.

Colorado received $826.5 million in BEAD funding and opened its program to applicants earlier this year. If all projects were approved, that would help 111,896 homes, schools, businesses and community organizations, according to the Colorado Broadband Office, which is overseeing the grants. More than half of those locations — approximately 67,559 — are considered unserved with no broadband internet service. The Broadband Office plans to review every application in the coming weeks, which will take up to 160 days. >> Details

➔ Send a question to the EEOC. Any question is allowed, according to the U.S. Equal Employment Opportunity Commission, which is hosting the annual end-of-the year webinar Nov. 12 at noon. Will the questions be answered? That’s unknown. But questions need to be asked during pre-registration for the 90-minute session. >> Register

Got some economic news or business bits Coloradans should know? Tell us: cosun.co/heyww


Thanks for sticking with me for this week’s report. Remember to check out The Sun’s daily coverage online. As always, share your 2 cents on how the economy is keeping you down or helping you up at cosun.co/heyww. ~ tamara

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Miss a column? Catch up:


What’s Working is a Colorado Sun column about surviving in today’s economy. Email tamara@coloradosun.com with stories, tips or questions. Read the archive, ask a question at cosun.co/heyww and don’t miss the next one by signing up at coloradosun.com/getww.

Support this free newsletter and become a Colorado Sun member: coloradosun.com/join

Notice something wrong? The Colorado Sun has an ethical responsibility to fix all factual errors. Request a correction by emailing corrections@coloradosun.com.

Type of Story: News

Based on facts, either observed and verified directly by the reporter, or reported and verified from knowledgeable sources.

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Colorado

Residents rally to save Colorado Springs library on brink of closure

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Residents rally to save Colorado Springs library on brink of closure


COLORADO SPRINGS, Colo. (KKTV) – Hundreds of Colorado Springs residents showed up at the Pikes Peak Library District Board of Trustees meeting Wednesday night in a last-ditch effort to save the Rockrimmon Library.

The library is set to close December 1. This comes after the board voted to not renew the library’s lease due to financial issues.

In a statement posted on their website on November 8, the board called the decision to close Rockrimmon a difficult one.

“A library provides access to resources and materials to everyone in the community, so considering a closure goes against the grain of our hopes for PPLD. However, our District provides access to nearly 700,000 people across El Paso County. We must make decisions that sustain the entire District.”

More than 250 community members showed up to Wednesday’s board meeting to show their support for keeping the Rockrimmon location open with another 119 tuning in virtually.

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Former Rockrimmon Library manager Steve Abbott said he was glad to see the turnout.

“It shows that the community will not give up and they are going to fight to keep this library open,” he said.

For most of the almost five-hour meeting, 43 speakers took turns pleading with board members to postpone the library’s closure, extend the lease another year, and reconsider their decision to close the library in the first place.

One of those who spoke before the board, Abbott said closing the library will leave a massive gap for the 30,000 people who live in the area.

“It leaves a big library desert in the Rockrimmon area,” he said. “For a child to use a library now, they’ll have to go over I-25, under I-25, over Academy, under Academy to get to a library, and it’s six miles away from where Rockrimmon was.”

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Speaker and Rockrimmon resident Jennifer Walker said closing the library would also deprive the area of a much-needed community center.

“There is no YMCA, there’s nothing else,” she said. “This is where we meet other moms when we’re desperate to talk to another human being that’s not a toddler, this is where we go to work when we need a quiet space, this is where the elderly come to use the computer or to check out books.”

The fate of the Rockrimmon Library was not on the board’s agenda and those who left the meeting tell 11 News the meeting ended with no resolution.

Walker said residents are still exploring their legal options.

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What’s the latest on the Colorado River negotiations?

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What’s the latest on the Colorado River negotiations?


The U.S. Bureau of Reclamation released a breakdown Wednesday of five potential paths forward for the fragile state-to-state negotiations surrounding Colorado River operating guidelines that must be updated by 2026.

The Colorado River, which is Southern Nevada’s primary source of water, holds a precarious future as the basin experiences historic drought and state leaders disagree on how to deal with shortages. The range of alternatives is possibly the last major announcement about negotiations to come from the Bureau of Reclamation under the Biden-Harris administration.

We have worked tirelessly over the past several years to bring Colorado River Basin stakeholders together for a transparent and inclusive post-2026 process,” Reclamation Commissioner Camille Calimlim Touton said in a statement. “Today, we show our collective work. These alternatives represent a responsible range from which to build the best and most robust path forward for the Basin.”

What to know heading into 2025

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The breakdown between two coalitions of states, the Upper and Lower Basins, centers around whether the Upper Basin — Colorado, Utah, New Mexico and Wyoming — should be required to take cuts to its water allocation past what’s known as the river’s “structural deficit,” or the 1.5 million acre-feet lost to evaporation and transport. The Upper Basin has argued that it takes too many cuts already because of its reliance on snowpack instead of big reservoirs.

The Lower Basin also has called for smaller reservoirs in the Upper Basin states to be included in discussions about cuts in water usage across the system.

Notably, one of the five alternatives is based on proposals from Native American tribes, calling for the government to account for undeveloped tribal water.

The acknowledgement of the ongoing duel between the Upper and Lower Basins is the “Basin Hybrid” alternative, which appears to fall somewhere down the middle of the two coalition’s proposals.

In a statement, Upper Basin Commissioner and Colorado negotiator Becky Mitchell said it’s too early to speak directly about the five alternatives from the Bureau of Reclamation.

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“Colorado continues to stand firmly behind the Upper Division States’ Alternative, which performs best according to Reclamation’s own modeling and directly meets the purpose and need of this federal action,” she said.

The Lower Basin states of Nevada, California and Arizona didn’t immediately release a statement when the announcement was released at 1 p.m.

All seven state negotiators will convene in Las Vegas in early December at the Colorado River Water Users Association conference, where experts and officials will discuss what’s to come from negotiations under President-elect Donald Trump.

This is a developing story. Check back for updates.

Contact Alan Halaly at ahalaly@reviewjournal.com. Follow @AlanHalaly on X.

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Warming and dry trend kicks off across Colorado

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Warming and dry trend kicks off across Colorado


Warming and dry trend kicks off across Colorado – CBS Colorado

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