Home builders begin offering discounts

"If there is value, there are buyers," Dale said.

Stuck with excess inventory, builders throughout California are beginning to offer steep discounts on new homes, sometimes at a loss. Centex Corp. is touting the "greatest prices in years" in its ads. In San Bernardino County, builder Van Daele Homes is advertising 35% discounts.

Until recently, most builders resisted outright price cuts in California to avoid undermining the value of their holdings. Instead, many offered incentives such as big-screen televisions or interior upgrades.

But the incentives weren't working, builders now concede, forcing them to carry the debt on empty, unsold houses.

"Builders don't have the luxury of waiting another year for the market to turn -- they need the cash flow now," said Patrick S. Duffy, principal of Metrointelligence Real Estate Advisors, a consultant to home builders.

"It's better for them to take 90 cents on the dollar today than to risk no cash flow at all because they're not selling any houses," he added.

The price cuts appear to be luring buyers out of hiding. Carlos Vega, 40, spent an afternoon last week driving his BMW to sales offices for newly built subdivisions in the hills of Rancho Cucamonga, where five builders have projects.

Vega said he had made several offers but hadn't yet committed to anything because the rival builders keep topping one another's deals.

One builder, he said, offered to sell him a model home -- complete with landscaping and designer furnishings -- at a price Vega estimated was about 20% below what the property would have fetched a few months ago.

"They're throwing me offers left and right," said Vega, a salesman for a logistics firm.

Home builders concede that they have little choice but to slash prices, given the sharp downturn in sales and the credit crunch, which has made it harder for many borrowers to get home loans.

KB Home of Los Angeles posted a loss of $773 million in its most recent quarter, and its shares have plunged 50% in the last year. Lennar Corp., the biggest home builder in California, reported a $1.3-billion quarterly loss Jan. 24. Its stock price has fallen 63% from its level of a year ago.