Now move on to décor style details with another set of suggestions and questions:
Suggest the buyers walk their current home room by room and make a list of furnishings they will keep. A color palette may emerge that will bring the number of color choices down to a manageable size. Consider the atmosphere desired for each room or area. Warm colors (reds, oranges, and so on) work well in spaces where high-energy activities take place; cool colors work well in quiet areas, such as the library and bedrooms. Ask what the focal point in each room will be. Staircase, fireplace, built-ins, view? Armed with this awareness, buyers can sometimes zero in on how the rest of the space should look. In planning light fixtures, keep in mind the changes that natural light will make to a space. Layer lighting in most rooms to provide flexibility; ambient, task, decorative, and accent lighting are a few of the main elements to consider. Provide forthright information about floor coverings to speed up choices in that arena. Tile is easy to care for but can be cold; wood, on the other hand, adds warmth but is more easily damaged. Pointing out such factors empowers buyers to make choices faster. Many custom buyers walk in the door with a relationship with an interior designer already in place. Still, having a good business relationship with one who has design talent and who understands budgets and schedules may offer you another avenue to manage this aspect of your business. This professional can work with your team to set up a system that helps buyers navigate the vast choices available. Providing your buyers with professional support can result in an impressive and coordinated collection of on-time choices.—Carol Smith offers customer service assessment, consulting, and training programs for home builders. She can be reached at csmithhomeaddress@att.net.
