Builders go the extra mile to please today's home buyers

Builders are having to go the extra mile to please today's home buyers. But what beats all the bells and whistles when it comes to clinching a deal is the view - and the location.

A view of the Dubai Marina from Grosvenor House Hotel. Post-boom property buyers have become more discerning in their purchases and are putting more premium on amenities, a property expert says. Randi Sokoloff / The NationalShow less

Builders are including state-of-the-art saunas to equestrian facilities in developments these days to woo fickle home buyers.

But which amenities best translate into sales? That is the hot topic of debate within the industry, especially among buyers who want a property that can be easily - and profitably - be resold.

Everyone agrees that a home needs something extra, a special twist, in this competitive market.

"In the boom time people were looking for any space they could get," says Richard Paul, the head of residential valuations for Cluttons, a property company. "Now it's all about amenities."

The old favourites of master-planned developments are not always enough to sell homes, industry experts say.

A golf course is still a draw, even among non-players, but there are plenty of golf course-adjacent villas available.

At The Wave, a project with 4,000 homes under construction in Muscat, it is the 300-berth marina that is selling homes more than the Greg Norman-designed golf course, says Michael Lenarduzzi, the chief executive of the development.

"I think for the all-around appeal, the marina is the heart of the project," Mr Lenarduzzi says. "If we only had the golf course in the project, it would not have the same appeal."

Buyers may like the extra bells and whistles included in homes, such as remote-control curtains and high-tech security systems, but not everyone is convinced they produce sales.

"I've never yet had a buyer ask me about security systems," says Nicole Burt, a senior residential sales consultant for Better Homes.

Yet so-called smart-home technology has become a popular add-on to homes these days, allowing owners to control such things as air conditioning and curtains from a remote location.

But opinions vary about how important such inducements are to home buyers.

"Half the time the thickness of the book to learn to use the thing supersedes ever using it," says Mario Volpi, the sales manager of Powerhouse Properties. "Smart-home technology sometimes can be too smart for us."

More than ever, a home's basic features, more than any gimmicks, are what matters to buyers, according to property professionals.

The apartment market is particularly competitive and a swimming pool and a comfortable gym are a "must" for many budding owners, Mr Volpi points out.

Interiors are also often an important way to sell a home. Many buyers are looking for open-floor plans, wood floors, granite countertops and other accessories now common in many new homes.

Closet space, large bathrooms and spacious kitchens can set an apartment apart from the pack of bare-bones homes that were built in the past five years.

But what, more than anything else, closes a deal is the view.

"Water views seem to be the one thing that sells the most," Ms Burt says. "Golf-course views are second, but water views seem to be the biggest plus. The biggest wow factor is when the water view is fabulous."

But that "must-have" view can come at a premium. In Burj Khalifa, the world's tallest building, two identical apartments on the same floor could have different prices, depending on whether one offers views of the water fountain or the desert, says Mr Paul.

"There could be a difference of easily 20 per cent."

As much as anything, today's home buyers are looking for quality of life. They want self-contained communities, with easily accessible services and neighbourhood activities.

"Leisure and sporting facilities are a must but we are also seeing increased demand for high quality retail within walking distance," says Paul Middleton, the executive director of sales and marketing for Sorouh, the Abu Dhabi developer.

Large branded grocery stores, banks, laundry facilities and coffee shops all need to be close at hand.

Around the world, developers are taking the self-contained lifestyle concept to new extremes, creating sports-oriented communities or neighbourhoods geared towards active pensioners.

Many builders are also including medical facilities in their developments, targeting buyers who want to make sure their new home provides for all aspects of their security.

Ultimately the amenities may attract attention and help to seal the deal, but home buyers know what they want and they recognise the importance of the fundamentals, and that means quality construction and "location, location, location", says Michael Michael, the director of Landmark Properties.

After the recent roller-coaster ride of the property market, buyers are savvy and they are searching out the elements that are important to them and add value to a property.

"What we're seeing is an educated buyer," Mr Michael says. "People are doing their homework."