When you sell a section or home before construction you are trying to convince purchasers to buy into two visions. The first vision you have to sell is that the development will actually proceed. Some buyers may be previously fatigued by pretty pictures and promises of developments that never got built. The second vision is that the completed home and section will deliver on all the promises, expectations, features and benefits you are presenting on paper.
If your subdivision has started earthworks and civil infrastructure then you no longer have to convince a purchaser if the development will become a reality. This will increase your potential buyer pool as many will be spurred on by a project under construction. If your subdivision works are complete, buyers can physically see how each home section relates to its surroundings and the value of the amenity you have created (parks, paths, access). With house construction underway, a new group of buyers who want immediacy come into play and much less is left to the imagination. Eventually the homes are complete and there is no need to sell any vision as they can touch and feel the finished product. Of course if the delivered product does not meet the expectations set (by the vision presented when pre-selling) then you may find it now harder to sell.
Andrew Crosby
+64 21 982 444
andrew@xpectproperty.com
