Buying New Construction in Northern Virginia: The Model Home, the Sticker Price, and Why You Bring Your Own Agent
I like new construction, but the sticker price in the ad is usually the base price, and the house in the photos is usually the model home, the builder's fully upgraded show house. As of late September 2026, my rule of thumb: when you see a $500,000 base price, plan on probably another $100,000 to get the house in the photos. The builder's salesperson works for the builder, so bring your own agent to ask the questions that protect you. |
If you've seen a brand new house advertised for the same price as an older one down the street and wondered how that adds up, here's what to know before you visit the model.
Why does the model home cost so much more than the base price?
Because the model has every upgrade, and the base price includes almost none. This conversation comes up a lot. A buyer sends me a link to a new construction home at $500,000, and the pictures show a gorgeous house. They've been looking at older $500,000 homes without granite or any of the extras, and this one, brand new, seems to have everything.
That's the base price, and it covers the basics: laminate, carpet, and base-level fixtures. Sometimes a room won't even have a ceiling light or fan. Every time you add something, there's a cost. The model the salesperson walks you through is usually top of the line, with the highest-end carpet, hardwood or engineered wood flooring, and granite countertops.
The base price | The model home |
|---|---|
Laminate, carpet, and base-level fixtures | Highest-end carpet, hardwood or engineered wood flooring, and granite countertops |
Sometimes no ceiling light or fan in a room | Every upgrade, top of the line |
$500,000 in the ad | Plan on probably another $100,000 (my rule of thumb, as of late September 2026) |
So when I go to the model with clients, we talk about the real cost of getting that house. With an older home, the asking price is for the house you see in the pictures and walk through, and you can negotiate the terms.
Why do model homes look so good?
Because they're built to make you want the house, department stores spend millions on presentation because it gets people to buy, and a model home works the same way. Some models have scents in the rooms and music playing, and the salespeople are trained to sell. That's their job. I tell my clients to get ready for it, and then we look past the finishes at what the house will actually cost.
Do you need your own agent to buy new construction?
You don't have to have one, but unless you're very savvy, I wouldn't go without one. The salesperson works for the builder, not for you, and selling upgrades is part of that job. Most buyers don't know which questions to ask. These are the ones I ask for my clients:
What's included in this price? If you walk through a kitchen with three pendant lights over the island, are they in the base price or an upgrade? Write the answer down.
What does each upgrade cost? Add them up before you fall in love with the model.
Where are the homeowners association (HOA) fees headed? Ask what they are now and what they'll be once the pool or other amenities go in. In my experience, they most likely will go up. I also look at nearby communities to see whether their fees went up after construction finished, which gives a pretty good idea of what to expect.
Salespeople don't always have every answer, and plans change.
When I bought my own new construction home, the builder's salesperson told me a pool and clubhouse were going in, with construction starting the following year. I was shown a picture and the spot on the map. A year later, the builder said there would be no pool or clubhouse, and there's still neither. They may well have been planned at the time. But it happens with new construction, and it's one more reason to have your own agent asking questions and writing the answers down. |
Is new construction negotiable?
Everything is negotiable, because the builder is the seller. But builders usually have more leverage than a typical seller, because they're selling a new product and demand for new is typically a bit higher. That holds no matter what the market is doing, and I have that conversation with my clients going in.
As of late September 2026, with interest rates high and the market shifting toward buyers, builders are offering incentives, like granite countertops, a covering over the front stoop, or hardwood instead of laminate at no extra charge. Which incentive matters most depends on what's important to you. If the rate is part of your decision, talk to a lender about what it means for your payment.
What should you check while the house is being built?
Get a pre-drywall inspection. Before the drywall goes up, an inspector goes through the house, checks the electrical, and makes sure everything was done correctly. I encourage my clients to do it, because new doesn't automatically mean done right. I can't tell you how much my inspector has found done incorrectly, like bathroom vents that go nowhere.
Then get a home inspection before closing. Something almost always comes up at a home inspection, even on a new house.
What should you do next?
Call me before your first visit to the model, so we can walk it together.
We'll price every upgrade you want and look at where the HOA fees are likely to go.
If the house is still being built, we'll plan a pre-drywall inspection while the walls are open, and a home inspection before closing.
Frequently asked questions
Do you need a real estate agent to buy new construction?
You don't have to have one, but unless you're very savvy, I wouldn't go without one. The builder's salesperson works for the builder. When I represent you, I ask what's included, what each upgrade costs, and where the HOA fees are headed.
Is new construction negotiable?
Everything is negotiable, because the builder is the seller. But builders usually have more leverage than a typical seller, since they're selling a new product. As of late September 2026, with interest rates high, builders are offering incentives like upgrades at no extra charge.
How much more does the model home cost than the base price?
It depends on the builder and the options. As of late September 2026, my rule of thumb is that a $500,000 base price probably means another $100,000 to get the model in the photos. The base price usually means carpet, laminate, and base-level fixtures.
Should you get an inspection on a new construction home?
Yes. If the house is still being built, I encourage a pre-drywall inspection, before the walls are closed up, so the inspector can check the electrical and make sure everything was done correctly. Then get a home inspection before closing, because something almost always comes up, even on a new house.
Do HOA fees go up in a new construction community?
In my experience, they most likely will once amenities like a pool are added. Ask what the fees are now and what they'll be after the amenities are built, and look at whether fees went up in nearby communities after construction finished.
Buy the house you actually want, at a price you understand
When you know what the base price includes, what the upgrades cost, and where the HOA fees are headed, you can make the call with the facts in front of you.
If you're thinking about new construction, call me at (540) 359-5539 before your first visit to the model.
You can also see how I work with buyers. I help buyers across Northern Virginia, including Leesburg and Manassas.
Anthony Constable is a RE/MAX Gateway agent serving buyers and sellers across Northern Virginia as Constable Real Estate. He came to real estate from a career in construction and project management, and he was named Rookie of the Year out of about 130 agents in his office.
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