Picture this: A prospective buyer steps into a model home, and their face lights up as they envision their future unfolding in the space. That moment — when the home speaks to them — is what every new home sales professional wants (and needs!) to create. The model home is more than just a property; it’s a stage for dreams and possibilities that can make or break a deal with prospective buyers.
Here’s the thing: A model home doesn’t stage itself. Behind every beautifully presented model is a sales professional who understands the art and science of creating a first impression that counts. This guide will show you how to keep your model home ready to wow buyers, from cleanliness to preparedness and everything in between. Let’s dive in.
Why Model Home Staging Matters
First impressions when it comes to homes are everything. Whether in person or virtually, your model home is the first touchpoint for prospective buyers. A clean, welcoming, and well-prepared environment helps customers envision themselves living in the space, making them more likely to remember it in a positive light during their buying journey and return to it as a top choice. Beyond aesthetics, the level of preparedness in your model home directly reflects your team’s professionalism and commitment to the customer. People want to buy from people they can trust, and offering a welcoming space is the first display of trust you can provide to a new customer.
Cleanliness: The Foundation of Model Home Staging
A sparkling, clean model home sets the tone for the entire buyer experience. Cleanliness sends a message of care and professionalism. It keeps buyers feeling comfortable, stress-free, and focused on what matters: envisioning their future in the space.
Exterior Cleanliness
A model home cannot be considered “open and ready” if it is not clean. Start with the exterior, as it’s the first thing customers notice. Sweep sidewalks, tidy up landscaping, and keep driveways free of debris. For inventory homes or construction sites, remove all trash, like wrappers, bags, and bottles, and organize construction materials to keep walkways clear and safe. Make an effort to make the outdoor space inviting.
Interior Cleanliness
Attention to detail is key inside the home. Floors should shine, windows should be streak-free, and surfaces should be dusted. If buyers focus on a dust bunny in the corner of the room, how can they focus on what they love about the house? Every corner of the model should exude cleanliness and order, leaving no room for distractions that could detract from the buyer’s experience.
Preparedness: Creating a Memorable Buyer Experience
Buyers aren’t just shopping for a house; they’re seeking an exceptional experience throughout the entire buying process. From the initial greeting to the signing of the contract, each step of the visit should be seamless. You should be tailoring the experience to fit their needs, which can be done in a few ways.
Essential Tools and Materials
Keep your model home stocked with up-to-date materials that add value to the buyer’s journey, including:
- Pricing sheets: Provide clear and accurate (and this goes without saying, but up-to-date) information.
- Community brochures: Highlight amenities and unique features. Are there playgrounds nearby, school systems around the corner, or dog parks? Include everything about the community that might be enticing.
- Inventory lists: Keep buyers informed about available options.
These readily available tools position you as a knowledgeable professional and helps build rapport with potential buyers.
Punctuality: Open and Close Like a Pro
Maintaining a “ready” model home requires time and effort — but it’s worth it to put in the extra time to ensure it’s ready for guests. Arrive early to prepare for the day and stay until closing to ensure everything is in order for the next day. For example, if your model home opens at 10 am, plan to arrive by 9:30 am. Use this time to turn on lights, stock brochures, and do a final sweep of the space. Similarly, at closing, make a checklist of tasks to prepare for the following day.
Think of this as your “opening and closing ritual,” similar to a coffee shop employee preparing for a busy day of customers. This consistency helps you ensure your model home is always welcoming and ready to impress.
Best Practices for Model Home Staging
To recap and cover a few more essential points, below is our list of best practices to keep in mind for stellar model home staging. Remember, setting up your model home requires intentionality, attention to detail, and empathy for the buyer’s perspective.
1. Consistency is Key
Consistency keeps your model home always prepared to impress, whether for a scheduled showing or an impromptu visit. Develop a daily routine for cleaning and organizing, even if no appointments are scheduled. This way, you’re ready for unexpected opportunities and can avoid unexpected stress.
- Daily checklist: Include vacuuming, wiping down surfaces, and replenishing materials.
- Weekly deep cleaning: Tackle less apparent areas like vents, baseboards, and behind furniture.
2. Empathy for First Impressions
Always view your model home through the eyes of a first-time visitor. Imagine how they’ll experience the space as they step through the door. Ask yourself:
- Is the entryway welcoming? Consider adding a fresh floral arrangement or lighting a subtle, clean-scented candle.
- Does the layout flow intuitively? Position furniture to guide buyers naturally through the home.
3. Strategic Furniture Placement
Use furniture to highlight the home’s key selling points:
- Maximize functionality: Arrange pieces to emphasize space, like placing a small desk in a nook to showcase the potential for a home office space.
- Highlight lifestyle possibilities: Use decor like a breakfast tray on the bed or a cozy throw on the couch.
4. Neutral Yet Inviting Decor
Keep decor neutral to appeal to a broad audience while adding small, inviting touches that make the home memorable. Think soft, coordinated color palettes and minimal clutter. Remove overly personal items like family photos or bold artwork.
5. Be Proactive About Potential Objections
Anticipate and address common buyer concerns before they’re even mentioned:
- Lighting: Ensure all bulbs are working and consider adding floor or table lamps to dimly lit areas.
- Noise: Use soft background music to create a welcoming ambiance and mask any outside sounds.
- Storage: Stage closets and storage spaces neatly to showcase their capacity.
Perfect Model Home Staging, Drive Sales
As a sales professional, you help buyers find their perfect home. A well-staged and maintained model home is critical to achieving this goal. By prioritizing cleanliness, preparedness, and punctuality, you create an environment where buyers feel confident and valued. Follow these model home staging best practices, and you’ll be well on your way to driving sales and delighting your customers.
Happy selling!
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