By BUILDER Magazine Staff. Why it worked: These good-looking townhomes are the lowest price point in a new master planned development in one of Washington's last suburban growth areas.

  • Following on the heels of nearby pioneering TNDs like The Kentlands, Clarksburg Town Center will have a mix of commercial and retail in addition to the residential component.
  • The target customers are first-time buyers and some empty-nesters. Craftstar Homes only builds multifamily, which, because of the maintenance-free lifestyle it affords, is very popular in this market filled with busy working people.
  • Craftstar negotiated the best land deal to offer the lowest-priced, fee-simple townhome in the community.
  • Thirty percent of buyers are adding an optional fourth level owners' suite (bedroom, sitting area, bathroom, and walk-in closet) that adds $49,545 to the sales price. Local codes require that the builder include an outside deck and stairs off of the first floor with this option.
  • Above all, Curt Adkins, Craftstar's vice president, credits the above-average sales to an outstanding salesperson. "She is extremely personable and gives everyone the time of day," he says.
  • Project Credits

    Project: The Annapolis at Clarksburg Town Center, Clarksburg, Md.; Sales started: July 2001; Sales through June 2002: 37; Units planned: 47; Price: $263,900 to $283,900; Unit size: 1,720 to 1, 960 square feet; Builder: Craftstar Homes, McLean, Va.; Architects: Sutton Yantis Associates, Vienna, Va., Pinnacle Design, Fairfax, Va.; Landscape architect: Charles P. Johnson and Associates, Silver Spring, Md.

    Photo: Courtesy Craftstar Homes

    Stone face: All of the 20-foot-wide townhomes with rear-loaded, two-car garages feature the company's signature 6-inch-thick natural stone from a local Maryland quarry.