Mirror on models. (the value of model homes)

Since nearly 35 million people visit model homes each year, builders who don't build models are missing out on a terrific way to capture buyers.

That conclusion is based on the results of a recent survey on model home use, sponsored by BUILDER and conducted by National Survey Systems of Irvine, Calif. The survey polled 910 builders of different unit volumes nationwide who build in a variety of price ranges.

Although just over half of all builders don't use models, most big builders do, so most home sales are done through models. Case in point: Ninety-five percent of big firms use them, as do 72 percent of mid-volume builders. And even 20 percent of those who …