This is a free preview of a paid episode. To hear more, visit www.sonoranpulse.com In the high-stakes environment of luxury real estate, many buyers operate under the flawed assumption that a property’s list price is a fixed ceiling—a starting point from which negotiations only move downward. However, the premium market follows a different logic. For the astute investor tracking “Coming Soon” or “New Construction” listings, a sudden upward price adjustment is not a sign of market volatility; rather, it is a sophisticated recalibration of value. In Scottsdale’s elite enclaves, the price on the sticker is often a real-time reflection of a home’s evolution from a conceptual blueprint to a physical masterpiece. From Blueprint to Reality: The “Completion Premium” The most quantifiable driver of a price increase is the reduction of execution risk as construction progresses. For developers, the “To Be Built” stage represents the highest risk, and early-stage buyers are compensated with “preferred pricing.” As a project nears its “Complete Spec Home” status, the builder’s risk tapers off while the buyer’s immediate utility spikes, triggering a completion premium. The Thomas James Homes residence in Arcadia (5625 N 45th Street , Phoenix, AZ 85018) illustrates this strategy perfectly. With an estimated completion of late 2026, the property moved from an original list price of $5,000,000 to $5,110,000 — this delta designed to capture value as the project moves past its initial phases. “Unlock the advantages of purchasing a brand new Thomas James Homes residence while it’s still in progress. Enjoy preferred pricing... and the rare chance to secure a premier Arcadia location.” We see a more dramatic realization of this value at 8922 E Covey Trl, Scottsdale, AZ 85262 in Desert Mountain. Once the home transitioned to its “now complete” status, the price moved from $4,950,000 to $5,999,000. This delta reflects the market’s willingness to pay for a finished, ready-to-occupy product.
