The new year typically brings a fresh wave of motivated homebuyers—and a familiar refrain from many of them: “We need at least four bedrooms, three baths, and 2,500 square feet…” Sound familiar? While those specs indeed matter, they don’t tell the whole story. As a trusted advisor, you have the opportunity to guide your clients beyond the basics and help them discover what they really need: a home that fits their lifestyle. That’s where the Start Smart approach comes in!
Here are some things to consider when promoting lifestyle-focused homebuying to your clients:
Go beyond the checklist
Traditional home searches often begin with a simple checklist: bedrooms, bathrooms, garage spaces, square footage, etc. But here’s what that approach misses: how your clients actually live their lives. By shifting the conversation from “what” to “how,” everything changes. Instead of asking how many bedrooms they need, ask:
- How do they spend their weekday mornings? (Maybe they need a mudroom more than a formal dining room.)
- Where does the family naturally gather? (They might prefer an open-concept main floor to a closed-in living room.)
- Do they work from home? (A dedicated office space could be a must.)
- How do they envision entertaining? (A covered patio might be more valuable than an extra guest room.)
These questions reveal priorities that square footage alone can’t address. They help your clients see their future home as a living, breathing space—not just a set of measurements.
Connect client needs to home features
Once you understand how your clients live, you can connect those lifestyle needs to smart design features and thoughtful options that truly matter to them.
For example:
- The growing family: Instead of defaulting to “more bedrooms,” explore flex spaces that can evolve—a loft that becomes a playroom now and a teen hangout later, or a finished basement ready for whatever stage comes next.
- The remote/hybrid professional: Look for homes with dedicated office spaces, tech-ready layouts, and quiet zones separate from high-traffic areas. It’s not about square footage—it’s about productive square footage.
- The entertainers: An open kitchen flowing into the living area, an extended covered patio, or a gourmet kitchen upgrade might be worth more to them than an extra bathroom they’ll rarely use.
When you frame features through the lens of lifestyle, you’re not just showing homes… You’re showing possibilities!
Make every showing count
Starting the year with a lifestyle-first approach means every showing becomes more meaningful. You’re not just walking clients through properties; you’re helping them visualize their daily routines, their family traditions, their future.
Encourage them to ask questions like:
- Can I picture my morning coffee routine here?
- Where would the kids do homework?
- Does this layout support how we actually use our time?
These moments of reflection turn a house tour into a genuine discovery process. And when a home clicks, your clients will know it—because it feels right in every sense, not just on paper.
Discover the Richmond American difference
We’ve been in homebuilding long enough to understand that finding the right home is about more than matching a list of requirements. That’s why the Start Smart campaign offers resources designed to help you guide clients through lifestyle-focused conversations—making their house hunt smarter, more personal, and more rewarding.
From thoughtfully designed floor plans with designer details to energy-efficient features and move-in-ready homes, Richmond American provides the variety and personalization options your clients need to find their perfect fit. Learn more about us here.
Start the New Year right!
This January, help your clients approach their home search with fresh perspective. Move beyond the numbers. Ask deeper questions. Connect lifestyle needs to smart features and thoughtful design.
When you Start Smart, you’re not just helping clients find a house—you’re helping them find a home that works for the life they want to live. Happy selling!
Secure your commission before spring selling season kicks into high gear!
If you register your client on our website, they can tour any Richmond American community—even when you’re unavailable—without risk to your commission. To learn more about our communities and listings or to schedule a tour, be sure to visit RichmondAmerican.com or call 888.996.3060.
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