Three Categories of Smart Home Clarity for Home Builders

In May, the New Home Trends Institute hosted a webinar to answer the question: “Is smart tech (A) table stakes, (B) a differentiator, or (C) not something consumers are willing to invest in?” Confusing as it may seem, the answer is all three, depending on the category. Here is the recipe for success:

1. 1. The “must-have” starting point: Homes need a strong wireless backbone, but don’t rely on it solely and forget about hardwiring.
      

      Whether they’re working from home or streaming a movie, a strong wireless connection can be a dealbreaker for home buyers. With more devices than ever requiring connectivity and the quick-changing pace of technology, it’s important to plan for the future.

      Pulte’s standard smart home base is cable wiring that allows for 10 gigabits of speed—ten times more than the usual one gig found in most homes—demonstrating a level of forward thinking and design so as not to become obsolete in a short period of time. Given how much bandwidth video streaming utilizes, consumers want ethernet outlets in their home office and entertainment areas to help devices and electronics operate fast and efficiently.

      An effective pre-wired home network starts with designing the floor plan:

      • Plot out the optimal wireless access points in the home and communicate this to the buyer. Offer optional mesh network choices if they want wireless elsewhere.
      • Wi-Fi Alliance® will help review your floorplans, or you can do signal mapping in model homes to detect spottiness.
      • Wi-Fi 6 and mesh networking are standard for homes over 2,000 square feet.
        
        
   2. The “better-have” necessities: A video doorbell and smart thermostat are essential, as many consumers now expect them (and, more often, have had them in their previous homes).
      

      Our survey insights show that a video doorbell and smart thermostat are what most consumers would pay to have included.1 The smart garage door will likely join this rank, too, as the desire for one is rising. With an increase in online shopping, one benefit of smart garage doors is that they can help keep packages safe from porch pirates when paired with a delivery service, such as Amazon Key In-Garage Delivery.

      When thinking ahead about what might become a necessity down the line, according to Pulte, consumers are looking for smart tech to provide real, tangible benefits, like energy savings and safety. Our survey insights show that increased home security is the most well-understood asset of smart home technology and the area consumers say is most worth paying more for.2 Above the $600,000 price point is where convenience smart tech starts to come into play.
      
      

   3. The “nice-to-have” smart home tech menu: Beyond the smart doorbell and thermostat, most consumers want to make their own decisions. Sales teams should be prepared to guide home buyers to smart selections that will best suit their needs and lifestyle. Questions to ask include:

      • Does anyone in the household have respiratory issues, such as asthma? Demonstrate the value of smart home air purification with properly tailored messaging to sell the benefits of a healthy home. Our survey insights reveal that education is necessary to take health from a consideration to a driver of choices. In order to convert consumers, the “healthy choice” must be clearly delineated: 51% of homeowners and single-family renters say they make healthy choices when options are laid out for them and clearly defined.³ 
      • Will the home buyer be a part-time resident, unable to keep a constant eye on things? Highlight aspects of smart home tech that do something a homeowner can’t easily do themselves, like remotely monitor or detect leaks. For vacation home shoppers, this can be a big sell. Our survey insights reveal that a water monitor sensor is the top smart home product with the greatest adoption potential.4