Lighting Is the Most Underrated Upsell in New Construction
— Here’s Why
If you’re a small or mid-sized home builder, you’re always looking for smart ways to increase revenue without adding complexity or cost. The good news? You might be overlooking one of the easiest upsell opportunities in your build — lighting.
Lighting is often treated as a checkbox item in the build process. But when used strategically, it becomes one of the most powerful tools to increase buyer satisfaction and home value — and boost your bottom line.
Let’s break down why lighting is such a valuable upsell, how to offer it without slowing your schedule, and what buyers really want in 2025.
Why Lighting Is a Smart, Low-Risk Upsell
Unlike cabinetry, countertops, or flooring — which often require custom fabrication or tight coordination — lighting upgrades are:
Simple to swap
Low labor to install
Available in a range of price points
Easy for buyers to visualize
Lighting affects how a home looks, feels, and functions. It’s one of the first things buyers notice when they walk into a space. That makes it the perfect upgrade path — whether you build spec homes or offer semi-custom models.
How Lighting Upsells Increase Buyer Satisfaction
Today’s buyers want more than just square footage. They want a home that feels finished, stylish, and thoughtful.
Upgraded lighting:
- Creates focal points in kitchens and living spaces
- Enhances curb appeal and first impressions
- Makes rooms feel brighter, warmer, and more functional
- Adds perceived value with minimal cost
Buyers also appreciate when decisions are simplified. When you present lighting packages with good, better, and best options, they feel empowered — not overwhelmed.
The Most Profitable Lighting Upgrades to Offer
Here’s where builders are seeing the best return on their lighting investments:
How to Present Lighting Upgrades Without Complication
You don’t need to reinvent the wheel to add lighting upsells to your process. Here’s how to do it seamlessly:
Create Simple Tiered Packages
Label them clearly (ex: Standard, Designer, Luxe). Each level includes fixtures that coordinate across rooms and fit the home’s aesthetic.
Use Visual Spec Boards
Buyers respond better to images than spreadsheets. Show them what the upgrade looks like — and how it transforms the space.
Set Clear Upgrade Pricing
Don’t hide the cost. Make upgrade pricing transparent, and emphasize the long-term value of choosing better fixtures upfront.
Keep It Quick-Ship
Use in-stock, fast-shipping fixtures to ensure upgrades don’t slow your timeline or delay installs.
Real Example: Turning Lighting Into Profit
A regional builder in Georgia worked with Lighting New York’s Pro Team to create two optional lighting upgrade packages for buyers. With every base package came the option to step up to a “Signature Lighting” or “Premium Designer” tier.
Results in Year One:
58% of buyers chose an upgrade package
Average additional revenue per home: $1,120
No change in build timelines
Lighting became one of the builder’s easiest upsells — and a key part of their marketing message.
Lighting as an Upsell for Builders FAQs
Q: Is lighting really an upgrade buyers care about?
A: Yes. It’s one of the most visible elements of a home, and buyers appreciate the chance to personalize.
Q: Do lighting upgrades slow the build process?
A: Not when you use quick-ship fixtures and finalize selections early in the schedule.
Q: How do I know what to charge for lighting upgrades?
A: Work with your supplier to create packaged pricing. Include both fixture cost and install labor.
Q: Should I include fans in lighting upgrade packages?
A: Yes. Modern fans are a popular add-on, especially in bedrooms and living areas.
Q: Do lighting upgrades help homes appraise higher?
A: They can improve perceived value and buyer appeal — which can lead to better appraisals and faster sales.
Q: What’s the best way to present upgrades to buyers?
A: Use visual spec sheets or simple comparison boards during the design or contract phase.
Q: Can I get trade pricing for upgrade fixtures?
A: Yes. The Lighting New York Pro Program offers builder discounts and volume pricing.
Q: What if buyers want something custom?
A: Offer pre-approved alternatives within your curated package — or give a budget allowance with guidelines
Q: How do I make sure upgraded fixtures are in stock?
A: Work with suppliers that offer real-time inventory visibility and fast shipping, like Lighting New York.
Q: Can I use upgraded lighting in model homes to drive interest?
A: Absolutely. It’s one of the easiest ways to show buyers what’s possible — and increase conversions.
Let Lighting New York Help You Sell Smarter
Lighting isn’t just a finish — it’s a feature. And when used right, it becomes a powerful tool for boosting your brand, your buyer experience, and your bottom line.
Lighting New York’s Pro Program is designed to support builders with trade pricing, curated upgrade collections, quick-ship products, and expert help to make upsells easy and profitable.
Need help creating visual upgrade packages that buyers love? Contact Us a— and let’s build value into every home you deliver.