Starting plot pricing: one price, categories or features
How to set prices at the start of sales so the best plots don’t go at the price of the worst. Three approaches and a step-by-step setup in Smart plan.
What the starting price is and why it matters
The starting price is the village price list when sales open. It drives the project’s revenue, the speed of sales and how much you can raise the price later.
Plots in a village are not equal: by the forest or by the road, flat or sloped, corner or in the back. If everything sells at one price per 100 m², the best plots go first and cheap, and the weaker ones are left over.
- Revenue isn’t lost on the best plots
- Weak plots don’t get stuck unsold
- Each plot’s price can be explained to the buyer
- The average price matches the financial model
In Smart plan, a plot’s price = base price + markups and discounts for its features. It recalculates itself when you save a feature.
Approach 1. One price per 100 m²
The most common way: one price per 100 m² for the whole village, plot cost = area × price. Simple and fast.
The downside: the best plots go at the price of ordinary ones, and weaker plots cost the same and sell more slowly.
- 1One price per 100 m² for all
- 2Price = area × price per 100 m²
Approach 2. Price by plot category
Plots are split into groups — for example, “by the forest”, “standard”, “by the road” — and each group gets its own price per 100 m².
This is more accurate than one price, but plots within a group still differ and group borders are debatable. In Smart plan it’s convenient to set a group as a feature: link it to the right plots and set a markup or discount for the whole group at once.
- A category is one feature per group
- A markup or discount applies to the whole group at once
- For mass repricing — change prices by stage or by area
Approach 3. Price by each plot’s features
There is one base price, and each plot gets markups and discounts for its own features: forest, river, corner, flat terrain, large area.
The price is made of clear parts — a manager can explain to the buyer what they are paying for.
- 1The object’s features section
- 2Whether the feature changes the price
- 3Size of the markup or discount
How to check prices against the financial model
After markups, the village’s average price changes. The “Prices and promotions” tab of the financial model shows what price per 100 m² you need for the target return and how much safety margin is left.
- 1Price for the return you need
- 2What happens with a discount
How to set up feature-based pricing in Smart plan
- Step 1
Open “Features”
Objects → village → “Features” in the left menu. This is the list of all the village’s features.
- Step 2
Add a feature
Click “+ Feature” at the top right — the new feature window opens.
- Step 3
Name it
The “Name” field: for example, “Borders the forest”. The description is optional; the buyer will see it.
- Step 4
Turn on the price effect
The “Affects the price” switch. Without it, the feature only describes the plot.
- Step 5
Set the markup
“Markup” or “Discount”, in percent or rubles, and the value — for example, +10%.
- Step 6
Select the plots
“Link to lots” → “Plots”: select the plots that have this feature.
- Step 7
Click “Add”
The prices of the selected plots recalculate themselves: base price plus markup.
- Step 8
Check the prices
The “Plots” tab: the cost per 100 m² and of the plot already include the features.
