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Models That Make
the Sale
Dueling Kitchens
Powder Room
Showers That Sell
Vent-Free Drains
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Models That Make the Sale
How do you market a model home for tomorrow's buyer
The best model-home consultants earn their keep because they understand trends in consumer needs, wants and tastes, and they outfit builders’ models accordingly. Where do they see the trends in the kitchen and bath? To find out, we spoke with Kay Green, president of Kay Green Design in Orlando, Fla.
Green is one of the best-known consultants in the country, with a client list that includes the largest home builders. “Kitchens and baths are two of the most important places where you can make a home sparkle,” she said. “Because people see kitchens and baths as the most important places for themselves and their families, merchandising them properly is key.”
The “wow” effect
Wowing potential buyers with your model will help sell homes and options. And in the future, the models with the most wow will be those that help people imagine experiences.
In the kitchen, Green likes to help people imagine themselves throwing a party. One way to create this image is to use real furniture in the space. Instead of a wine rack, install a wine cabinet with space for decanters and glasses, and special shelves for cheese. “Wine and cheese tables, wine storage units, portable bar pieces and other furniture can show the entertainment possibilities of a home,” she said. Of course you can fit more pieces into a bigger kitchen, so don’t skimp on space.
In powder rooms, which potential buyers scrutinize, Green says to lavish care on the little things. “The powder room is the jewel where guests see the intimate details of a home,” she said. "You want to show off there.” To make this jewel sparkle, she sees a trend toward designer touches such as high, arched faucets and vessel sinks. “Vessels are more dramatic and offer a different look,” she said. To enhance the drama, try hanging a decorative mirror in a wall recess or creating a 42-inch-high wainscot of decorative tile around the space.
With kids’ baths, good merchandising can help buyers imagine the little ones having fun. Take a Jack-and-Jill bath with separate vanities that share a shower and toilet. “A fishing theme in a boy’s bedroom can carry into his section, while a girl’s theme carries into her space,” Green said.
Priorities are different in the master bath. There, builders who want to stand out should consider transforming this space into a personal retreat center. The transformation could include putting meditation, massage or exercise rooms immediately off the master bath. Green has already merchandised a massage room draped with gauze, scented with lavender, equipped with tranquil music and highlighted with a fountain wall. And she has designed top-level exercise rooms for full, in-house workouts. “These specialty spaces have graduated from a corner of the master bedroom to their own room,” Green said.
The difference is in the details
No matter what the space, look for more coordination between details. In the kitchen and bath, Green says you can make a big impact by coordinating lighting fixtures with faucet sets. "You might have polished chrome faucets, and the metal of the lighting fixtures can pick up on that.”
It’s just one of the many ways to make your model shine.
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