Nation's Building News Online: November 19, 2007Print All Articles Text Version |
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Tax on Forgiven Mortgage Debt Hits Home Owners While Down
“The Internal Revenue Service treats all debt amounts that are reduced, forgiven or eliminated as part of a mortgage restructuring or foreclosure as taxable income,” Dietz writes in a special study for NAHB Housing Economics. “For home owners struggling to make their regular mortgage payments, this phantom income taxation creates a disincentive against restructuring an existing mortgage to ensure continued payment and avoid foreclosure,” he says. “To prevent this tax from applying to home owners and lenders seeking to restructure existing mortgages, Congress must modify the nation’s tax code.” H.R. 3648, the Mortgage Forgiveness Debt Relief Act of 2007, which would eliminate the tax consequences associated with debt forgiveness, has been approved by the House of Representatives. With the exception of taxpayers who are insolvent or subject to Title 112 bankruptcy proceedings, Section 108 of the Internal Revenue Code requires all discharges of indebtedness to be included in gross income, including interest rate reductions of more than 25 basis points. Looking at the tax consequences, Dietz says that in the typical case “the lender forgives a portion of an outstanding mortgage principal or reduces the interest rate. The forgiven debt is considered income and is taxed at ordinary income tax rates of up to 35%. In the case of a reduced interest rate, the amount of forgiven debt is equal to a calculation of the reduced present value of the debt due to the reduction of the interest rate.” Some examples cited by Dietz of how the tax could hit distressed borrowers:
For most home owners who hold recourse mortgages, “the application of a tax on foreclosure represents a ‘hit them while they’re down’ tax on phantom income that violates the general tax policy principle of assessing tax liability according to ability-to pay,” Dietz says. “Home owners facing foreclosure are not experiencing a cash or liquid asset windfall, so most tax analysts would agree that the tax is punitive and unfair. The tax on restructuring also discourages loss mitigation efforts, thereby increasing the possibility of foreclosure.” Proposals by members of Congress and President Bush to exempt from the discharge of indebtedness tax any debt forgiveness associated with a principal residence “would significantly improve the feasibility of market-based actions to prevent foreclosure,” Dietz says. To read more in NAHB's HousingEconomics.com, click here. Mortgage Overhaul Bill Clears House; FHA Reform StalledResponding to the turmoil in the nation's subprime markets, the House on Nov. 15 passed H.R. 3915, the Mortgage Reform and Anti-Predatory Lending Act of 2007, by a vote of 291 to 127. The bill, which seeks to curb abusive mortgage lending practices, would require lenders to make sure borrowers have a reasonable ability to pay back a loan, bring mortgage brokers under a nationwide licensing registry, expand some limits on high-cost mortgages and establish some legal liability standards for mortgage securitizers. Lawmakers also adopted provisions from separate legislation (H.R. 3837) sponsored by Rep. Paul Kanjorski (D-Pa.) that would establish federal standards for appraisers and require certain borrowers to open escrow accounts along with their mortgages to protect against unexpected taxes and insurance premiums. Prior to debate on the bill, NAHB sent a letter to every House member supporting efforts to address abuses in lending practices but also urging the Congress to "exercise caution in this process to avoid unnecessarily reducing the flow of mortgage credit during this time of market turmoil." Hammering home this message of caution, the letter added that "any legislative effort addressing mortgage financing should be mindful of the negative impacts a further constriction in mortgage credit could have on the housing economy as a whole." Senate Banking Committee Chairman Christopher Dodd (D-Conn.) said that he will soon introduce companion legislation in the Senate "that will be designed to provide strong standards and tough remedies to punish predatory lending and reward affordable loans.” “In addition, my legislation will address the abuses in the mortgage servicing industry, which, itself, is driving people unnecessarily into foreclosure," he said. FHA Setback in Senate Meanwhile, an NAHB-supported bill to address the mortgage credit crunch stalled in the Senate last week. Senate Majority Leader Harry Reid (D-Nev.) sought to bring FHA reform bill S. 2338 to the Senate floor by unanimous consent but Sen. Tom Coburn (R-Okla.) objected, scuttling the bill for now. Senate passage of FHA reform would likely have resulted in legislation being enacted into law before year-end, since the House has already approved its version of FHA modernization. Coburn's action does not spell the end of FHA reform, but it most likely will delay any final congressional passage into early next year. To view the legislation, click here and enter the bill number in the box in the upper center screen. For more information, e-mail Scott Meyer at NAHB, or call him at 800-368-5242 x8144. Reader Survey: Tell Us What Housing News Is Important to YouBecause you regularly read Nation's Building News, we value your ideas and would like your help. Please tell us what information in Nation's Building News is important to you — what you read and what you might like us to add — by answering our short online reader survey. To take the survey, click here. (Please note: If you have already answered the survey questions, thank you.) Nation's Building News Will Not Be Published Nov. 26Nation's Building News will not be published on Nov. 26, the Monday after Thanksgiving. It will return to its regular weekly schedule on Dec. 3. Happy Thanksgiving! As Owners Feel Mortgage Pain, So Do RentersRenters of single-family homes and apartments make up a significant, but not-so-obvious population whose world is being turned upside down by the wave of foreclosures sweeping certain housing markets. With an estimated one million-plus properties set to go into foreclosure this year nationwide, there are no exact numbers telling us how many of those units are currently occupied by someone other than the home owner, but a recent survey by the Mortgage Bankers Association conservatively pegs the total at one out of every eight. Attorney Judith Liben at the Massachusetts Law Reform Institute refers to the number of renters who face losing their homes through no fault of their own “an explosion,” and says the owners of foreclosed units are primarily to blame. “These are investors who overleveraged themselves, and the renters are collateral damage in the mortgage crisis,” she says. (www.nytimes.com)
Bits of Bad News Obscure A Big Truth About WealthNot only do American home owners still control nearly $11 trillion in equity ― close to an all-time record — but many housing markets that have recorded price declines on a year-over-year basis are still well ahead of the game after the huge price gains they chalked up during housing’s recent boom years. Looking at the newly released Standard & Poor’s/Case Shiller home price index, home prices are off by about 4.4% on average in 20 major U.S. housing markets. But in the 33 major markets where prices more than doubled over the past five years, even price reductions of 10% have left home owners in good position with regard to the current value of their homes. Exceptions to the rule include those home owners who purchased at the very peak of the housing boom and have not had the opportunity to benefit from double-digit appreciation, as well as those home owners in markets that are experiencing significant economic and job-market problems, particularly in the Midwest. (www.washingtonpost.com)
Housing Slide May Chill Sales for HolidayMidwestern retailers in the home-improvement sector and across the industry are bracing themselves for very modest sales gains this holiday season amidst ongoing problems in the housing market, labor contract issues in the auto industry, rising energy costs and other issues. In particular, home owners are expected to delay putting money into home improvement projects this season at a time when home values are on the decline. “I think the housing market is having some significant ramifications, and that is having considerable fallout,” noted Federal Reserve Bank of Chicago Senior Economist William Strauss. “People previously felt really comfortable putting money back into their homes, thinking the price would keep going up. I think now people are more cautious.” (www.freep.com)
Investment Fund Targets Washington’s Housing MarketSome people see trouble when they look at the significant inventory of unsold homes and partially built subdivisions in the Washington, D.C. metro area, but to Los Angeles-based LandCap Partners, it’s a land of opportunity. The $1 billion residential investment fund is specifically targeting single-family housing developments that have stalled in mid-development or failed to sell out, with plans to offer debt-ridden developers a leg up. “If you bought a piece of land in 2005, that project is under water right now,” said Steve Coniglio, senior vice president for LandCap’s Mid-Atlantic Division. “And the problem with liquidity today is, nobody’s out there to write the check. This fund can be used to get deals moving. We can add liquidity to a number of scenarios.” Coniglio says his fund will offer various financing options such as land loans, land development financing and joint ventures. The fund primarily purchases property from smaller builders for resale to national home building companies, and plans to target the country’s 100 largest builders for purchases of those investments. Beyond the Washington metropolitan area, LandCap will also be looking at properties across the Southwest, Southeast and California. (www.washington.bizjournals.com)
$38 Million in Grants to Fund Homeless HousingThe Homeless Housing and Assistance Program of New York state’s Office of Temporary and Disability Assistance is devoting $38 million in grants to not-for-profit corporations, charitable and religious organizations and municipal and public corporations for the purpose of developing 730 housing units for homeless families and individuals in New York City and across the state. The funds, which are awarded annually through a competitive process, can be used to acquire, construct or rehabilitate housing to support a variety of people in need. In all, 16 community groups will share the funding to help the homeless in the boroughs of Manhattan and the Bronx and in 11 counties elsewhere in the state. New York Governor Elliot Spitzer announced the awardees of the grants this week. (www.northcountrygazette.org)
As Housing Market Slows, Towns Re-Examine Growth CapsTowns in at least two counties in the state of Maine have started to re-examine growth policies that were previously aimed at minimizing impacts on schools and infrastructure. With the housing slowdown well under way, such growth caps may not be necessary under the current conditions, noted York Town Manager Rob Yandow. Current permit backlogs in the counties of Wells and York are now pegged at 18 months to four years. One developer noted that some of those who are waiting on permits are not necessarily looking to build right away, but rather hoping to increase the value of a piece of land prior to putting it up for sale. (www.wmtv.com)
Bill Addresses High Insurance Costs in Disaster-Prone StatesLegislation supported by NAHB that would help reduce the high cost of home owners' insurance in states prone to natural disasters cleared the House on Nov. 8 by a vote of 258 to 155. H.R. 3355, the Homeowners' Defense Act of 2007, would provide a much-needed solution to ensure the long-term availability and affordability of comprehensive property and casualty insurance, according to NAHB. Specifically, the bill would establish a National Catastrophe Risk Consortium that would allow the federal government to make loans to qualified state insurance funds if they run short of money or in the event of a major disaster such as hurricanes or the recent wildfires in California. The measure would authorize $120 million over the next six years to help coordinate the availability of reinsurance contracts between state reinsurance entities and the private market. The bill would also establish two new federal direct loan programs within the Department of Treasury for state reinsurance programs facing certain levels of insured losses following a natural disaster. NAHB's Property Insurance Task Force developed policy supporting national solutions to provide comprehensive property and casualty insurance for home owners who are vulnerable to natural disasters, but had withheld support for such legislation in the past due to concerns over the federalization of building codes and land use decisions. Nevertheless, as the debate moved forward in the House, NAHB worked closely with the lead sponsors of the legislation, Reps. Ron Klein (D-Fla.) and Tim Mahoney (D-Fla.), along with House Financial Services Committee Chairman Barney Frank (D-Mass.), to insert new building code and land use language that addressed NAHB concerns. This revision was incorporated in an amendment offered by Rep. Chris Murphy (D-Conn.) that was subsequently approved by a voice vote. To view the bill, click here and type the bill number in the box in the upper center screen. For more information, e-mail Scott Meyer at NAHB, or call him at 800-368-5242 x8144. House Bill Stems Importation of Wood Products Logged IllegallyThe House Committee on Natural Resources recently passed a bill to dissuade illegal logging in foreign countries by blocking the ability of foreign governments to send illegally harvested wood products into the United States. H.R. 1497, the Legal Timber Protection Act of 2007, introduced by Rep. Earl Blumenauer (D-Ohio), would place all imported wood and wood products under the jurisdiction of the Lacey Act, which governs the parameters under which products may be excluded from importation into the U.S. as a result of their illegal origin. While fully supporting the intent of the bill, NAHB originally opposed the measure because it would have allowed the Department of Justice to pursue all entities in the chain of custody of a wood product for prosecution and forfeiture of the wood products in question, even though many in the chain of custody ― including home builders — could have no possible way of knowing that the source of the wood product had once been illegally harvested timber. NAHB worked closely with committee chairman Nick Rahall (D-W. Va.) to secure language that would limit the ability of the government to pursue consumers who have no knowledge of the wood product’s origin. With this language accepted by the committee, NAHB now supports the bill, which is expected to go to the House floor later this session. At NAHB’s urging, the Senate sponsor of companion legislation, Sen. Ron Wyden (D-Ore.), included the same language in his version of the legislation that would protect innocent owners from prosecution and forfeiture of their goods. Working with Senate leaders, Sen. Wyden was able to get his version of the illegal logging bill, S. 1930, added to the Farm Bill Reauthorization currently being considered on the Senate floor. To view the legislation, click here and enter the bill number in the box in the upper center screen. For more information, e-mail Jenna Hamilton at NAHB, or call her at 800-368-5242 x8407. Useful Links to Monitor Economic and Housing TrendsThe following are links to useful information from government agencies and NAHB that will enable you to monitor the housing market. To access the latest information available, simply click the links.
Webcast of NAHB Fall Construction Forecast Available Till Feb. 5 The webcast of the NAHB Fall Construction Forecast Conference held in Washington, D.C. on Oct. 24. is available for purchase through Feb. 5. The conference webcast includes panels of nationally recognized experts discussing economic trends, government policies, developments in the housing industry and the results from NAHB's recent surveys. Purchasers will receive unlimited access to the webcast archive though Feb. 5, as well as electronic copies of the conference handouts and presentation material. Purchasers can watch at their own pace, rewind, fast forward and review important sections. To Purchase the Webcast To purchase the webcast, visit www.nahb.org/cfcwebcast. For more information, contact Kate Carrigan at NAHB, or call her at 800-369-5242 x8244. Want to Know the Housing Forecast for the Top 100 Metros? Find out in HousingEconomic.com’s 2008 to 2009 Metro Forecast (free preview). Get the metro forecast with in-depth analysis, overviews and downloadable Excel tables. To learn more, visit www.HousingEconomics.com. Free NAHB Kit Gives Builders Back-to-Basics Tips to Navigate the Slowdown What was once expected to be a relatively mild housing slump following three years of record new home construction and sales has given way to a significant downturn. To help members navigate the uncharted waters of this slowdown, NAHB has compiled a comprehensive “Back to Basics” online toolkit — the best of the basics, the tried and true and the truly new. To access the toolkit, click here. To access the “Back to Basics” toolkit, you must be an NAHB member and have a login to www.nahb.org. To create a login, go to www.nahb.org/login or click on the log-in button on the main menu bar. For assistance, call the NAHB Member Service Center at 800-368-5242. Builders’ Tip: Vacuum Dust From Anchor-Bolt Retrofits
I frequently drill holes in concrete foundations for seismic anchors, such as all-thread bolts. The bolts are bonded to the concrete with epoxy, which means the holes that I drill have to be thoroughly cleaned for the epoxy to get a proper grip. I used to blow the dust out of the holes with compressed air. But that technique makes a mess and could cause damange to my lungs and eyes. So I switched to a better method:
— Randi Dickson, Oakland, Calif. Tips & Techniques provided by Fine Homebuilding.
To request a reprint of this feature, e-mail Christina Glennon at Fine Homebuilding. Set Yourself Apart With CGB Designation Join the ranks of the nation’s top building industry professionals with the Certified Graduate Builder (CGB) designation. The “Builder Assessment Review” (BAR) is your first step towards obtaining the CGB. This comprehensive assessment measures your expertise in the four key areas of the building industry: building technology, business and finance, project management and sales and marketing. Your results will show the areas where your knowledge is strongest and weakest and will help determine the courses required for you to obtain your CGB. To learn where the next BAR will be held, visit NAHB’s education listings, or call the Professional Designation Help Line at 800-368-5242 x8154. BuilderBooks.com Offers More Than 250 Books That Help You Build Your Business BuilderBooks.com is your source for training and education products for the building industry. The official bookstore for NAHB, BuilderBooks.com offers award-winning publications, software, brochures and more available in both English and Spanish. To view these publications online, click here, or call 800-223-2665. Free NAHB Kit Gives Builders Back-to-Basics Tips to Navigate the Slowdown What was once expected to be a relatively mild housing slump following three years of record new home construction and sales has given way to a significant downturn. To help members navigate the uncharted waters of this slowdown, NAHB has compiled a comprehensive “Back to Basics” online toolkit — the best of the basics, the tried and true and the truly new. To access the toolkit, click here. To access the “Back to Basics” toolkit, you must be an NAHB member and have a login to www.nahb.org. To create a login, go to www.nahb.org/login or click on the log-in button on the main menu bar. For assistance, call the NAHB Member Service Center at 800-368-5242. New Form I-9 Announced for Employee Eligibility VerificationOn Nov. 7, the U.S. Citizenship and Immigration Services (USCIS) announced that it has released a revised and updated version of the Employment Eligibility Verification Form (Form I-9) that all employers are required to complete to verify the identify and work authorization of each newly hired employee. The revision reduces the number of approved verification documents that newly hired employees can submit to employers. Specifically, these five documents have been removed from List A, and will no longer be acceptable proof of identify and employment eligibility:
The latest version of the Employment Authorization Document (Form I-766) has been added to List A. The following List A documents are still acceptable to verify identity and work authorization:
Also revised, the instructions for Section 1 on Social Security numbers now state that an employee is not obligated to provide the Social Security number in Section 1 of the I-9 form, unless the employer participates in the USCIS Electronic Employment Eligibility Verification Program (E-Verify). Although the new I-9 form will not become effective until the notice is published in the Federal Register, a Nov. 7 press statement from the USCIS urges employers to “start using the revised Form I-9 immediately.” Employers are only required to complete the new I-9 form for new hires, and not for existing employees. However, employers must use the 2007 I-9 form when their employees require re-verification. Employers who continue to use the outdated edition of the I-9 form once the new version is published in the Federal Register will be subject to fines and penalties. Both the new I-9 form and the revised “Handbook for Employers, Instructions for Completing the Form I-9” are available at www.uscis.gov. Employers without access to a computer can order USCIS forms by calling 800-870-3676. Individuals can also request USCIS forms and information on immigration laws, regulations and procedures by calling the National Customer Service Center at 800-375-5283. For more information, click here, e-mail David Crump at NAHB, or call him at 800-368-5242 x8491. Employers to Pay for Workers' Safety Equipment, OSHA RulesThe U.S. Department of Labor's Occupational Safety and Health Administration (OSHA) ruled last week that employers must provide and pay for the personal protective equipment (PPE) — such as helmets to protect against head injury from falling objects — that is used by their employees in order to comply with an OSHA safety standard. Under the rule, employers must pay for the required PPE no later than May 15. The new rule, issued Nov. 15, only addresses who pays for PPE, not the types of PPE that must be used. Under the rule, all PPE, with few exceptions, must be provided at no cost to employees. The exceptions, the clothing and equipment employers are not required to pay for, include:
It also doesn’t require employers to pay for clothing or other items worn for cleanliness but unrelated to employee safety and health — such as blue jeans, aprons or other apparel worn solely to prevent clothing and skin from becoming soiled. The rule states that employers must pay for replacement PPE under established wear-and-tear standards for particular PPE. Employers, however, will not have to pay for PPE that an employee has lost or intentionally damaged. Lastly, the rule states that if the employee does note return the employer’s equipment, “nothing in the final rule prevents the employer from requiring the employee pay for it or take reasonable steps to retrieve the PPE, in a manner that does not conflict with federal, state or local laws concerning such actions.” Employee deposits on PPE are acceptable, but the OSHA rule also encourages that employers provide incentives for the equipment’s return, so long as return program does not circumvent the rule resulting in an employee involuntarily paying for their PPE. To read the OSHA employer-paid PPE final rule, click here. For more information, e-mail Rob Matuga at NAHB, or call him at 800-368-5242 x8507. Four common hazards cause 90% of the injuries and fatalities on residential construction jobsites. The “Recognizing the Big-Four Safety Hazards for the Home Building Industry” course from The NAHB University of Housing shows how to comply with OSHA regulations and to recognize and minimize those hazards most likely to cause accidents. The course teaches builders to protect their workers from harm and themselves from liability. This course is also available in Spanish. To find out where upcoming courses are being held, click here, or call 800-368-5242 x8154 for more information. HBAs: Host a Fall Protection Training Seminar in 2008NAHB and the NAHB Research Center will be conducting 40 four-hour fall protection seminars for builders, contractors, supervisors and workers next year. Funded through a grant from the Occupational Safety and Health Administration (OSHA), 35 sessions will be conducted in English and five will be in Spanish. The Spanish-language seminars are available upon request. Local home builders associations are invited to host the seminars for their members. During the seminars, participants will learn how to:
Both safety resources are also available for purchase from BuilderBooks.com at www.builderbooks.com/safety. To Host a Seminar For more information about hosting a seminar, visit www.nahb.org/fallprotectiontraining. To submit a request to host a seminar, click here. For more information, e-mail Lindsay Cather at NAHB, or call her at 800-368-5242 x8163.
Boost Job Site Safety With Fall Protection Training Products In an effort to increase job site safety and reduce the chance of job related accidents, NAHB has produced the “Fall Protection Video, English-Spanish” and “NAHB-OSHA Fall Protection Handbook, English-Spanish.” Both are available through BuilderBooks.com. The 30-minute “Fall Protection Video, English-Spanish” can be used by builders to train workers to use safe work practices that eliminate fall hazards and comply with OSHA fall-protection standards in either English or Spanish. The “NAHB-OSHA Fall Protection Handbook, English-Spanish” provides guidelines for creating a written fall-protection plan and identifying safe work practices that can prevent costly accidents and injuries. Written with clear text, photographs and illustrations, the book serves as a user-friendly resource for promoting safety on any job site. To purchase the handbook and video online, click here, or call 800-223-2665. Four common hazards cause 90% of the injuries and fatalities on residential construction job sites. The “Recognizing the Big-Four Safety Hazards for the Home Building Industry” course from The NAHB University of Housing shows how to comply with OSHA regulations and to recognize and minimize those hazards most likely to cause accidents. The course teaches builders to protect their workers from harm and themselves from liability. This course is also available in Spanish. To find out where upcoming courses are being held, click here, or call 800-368-5242 x8154 for more information. Mortgage Solutions That Increase Home SalesIn challenging economic times, smart business people often look to alternate revenue streams to bolster their business. Even smarter people look for alternate sources that will not only provide economic rewards, but can also help attract prospects and create more satisfied customers. For home builders, especially small- and medium-sized builders, mortgage alliances, if structured properly, can not only provide a new source of revenue, they can also be a valuable tool for prospective home buyers. In light of current conditions, perhaps now more than ever, builders need to explore every option available in order to maintain or increase their market share. Clearly, we need to be open to new and creative marketing tools that we may not have considered in the past. It’s Not Size, But Knowledge That Matters Most Caution, of course, must be exercised in your search for the ideal lending partner. We have all seen the collapse of many of our larger mortgage providers this year, and size alone, should not be a determining factor. Don't overlook your local and regional lenders, but understand their motivations, too. Just as you are looking for ways in which to weather the storm, lenders of all shapes and sizes are beating a path to your door to help increase their own production to prevent themselves from becoming the next casualty. Know your prospective partner and understand that while some have tools that will help you grow your business, many others have self-serving motives behind their approach. Be Prudent, But Open to New Ideas Prudence is the watchword, but don’t let it prevent you from taking advantage of mortgage solutions sooner, rather than later. This is very important as we head into the winter months. Be open to new ideas using financing incentives to drive your business and you will find that your business will not just be “holding on,” sales and the number of satisfied new home buyers will actually increase. Customer Satisfaction, Financial Rewards, Stronger Competitiveness There are four key reasons why small- to mid-sized builders should consider a mortgage alliance. Builders can:
Further, an effective mortgage alliance can be designed so it can help builders develop special financing incentives that enable them to sell more homes. Learn From the Auto Industry — It’s About Monthly Payments In today's market, we have found out something that the automobile industry learned long ago ― consumers are concerned about their monthly payments. Incentives aimed at lowering the monthly mortgage payment are very helpful in bringing in new customers. Special financing options allow you to make homes more affordable to a broader range of home buyers. For years, the large, national production builders have utilized financing incentives to put more people in their homes. Now, with your own mortgage alliance, you will be able to compete effectively for the pool of prospective home buyers in the market today. Choose a Partnership That Meets Your Needs So how do you decide who to partner with? Moreover, what part will you play in the actual design of the business relationship? There are four forms of alliances — desk/space rental agreements, marketing services agreements, joint venture mortgage companies and wholly owned in-house mortgage companies — operating in the marketplace today. Each will be assessed so you can select the structure that best meet your needs and those of your customers. Desk Rental/Space Rental Agreements Just as the name implies, desk rental agreements (DRAs) or space rental agreements (SRAs) typically call for the lender to “rent” either a desk or similar space from you that is usually located in your office or model home site. With DRAs and SRAs, the lender’s loan officer is available to pre-qualify and order credit reports on prospective home buyers. This form of alliance is relatively easy to create. Be aware, however, that it does not yield significant revenue streams to the builder — usually less than $500 a month. Also, one note of caution about how much rent you can charge the lender in this type of partnership. RESPA regulations stipulate that the amount of rent paid does not exceed fair market rent for the space. If the rent paid is more than what the lender would pay for rent in a standalone operation, then chances are you could find yourself the target of a RESPA investigation. Marketing Service Agreements Marketing services agreements (MSAs) often grow out of space rental agreements. With an MSA, the lender contracts with the home builder to provide marketing services. To be a qualified MSA, the builder is often required to perform specific services on behalf of the lender. Such services include, but are not limited to:
Many national lenders use MSAs to generate additional volume for weaker loan officers who often pay for the MSA out of their commission streams. If you pursue an MSA, be certain that the lender and the loan officer are committed to helping you grow your business. Joint Venture Mortgage Company Many lenders today are offering to form joint venture mortgage companies with home builders in order to capture significant amounts of business. While this type of a joint venture can take different forms depending upon the lender, it is a separate entity capitalized by both the lender and the home builder. In this type of arrangement, the new company hires its own loan officers and, for a predetermined fee, outsources the processing, underwriting and closing functions to the lender partner. As the builder, you should participate in the design and implementation of the mortgage solution. Most large lenders have a “canned,” off-the-shelf packages with set rules and regulations. Before entering into any multi-series LLC, be sure to check with your legal counsel to ensure that you are not exposing your home building company to undue risks. By entering into a “tailor-made” joint venture, you and your lender partner can design and set the parameters so that your risk is minimized. When reviewing the lender joint venture agreement, be sure to review all the covenants of the agreement. For example, many agreements require that builders pay large penalties if they wish to dissolve the relationship. This is a clause probably worth negotiating. Further, make sure that you have an equal voice in determining personnel, staffing and loan fulfillment options. If you are not entirely happy with the agreement, negotiate changes before you sign the documents. Also, have your legal counsel thoroughly review the agreement before you sign. While a new joint venture company should provide an additional revenue stream, be sure that it is designed to help you increase the sales of new homes, too. A carefully crafted joint venture will help you create special incentives to drive more sales. Ask your lender partner about incentives used in their other joint ventures. And, absolutely, ask to speak with home builders who are already in partnership with your considered lender to hear an unbiased assessment of their relationships. Wholly Owned In-House Mortgage Company A fourth option to consider is forming your own in-house mortgage company. Our review of this type of entity suggests that while some large home builders have been successful with this business model, many have failed. Creating your own mortgage company poses many risks and costs not associated with the other lending alternatives. These include:
Some large home builders have enjoyed success with their own mortgage companies while others have dissolved their mortgage operations and entered into joint venture mortgage companies with preferred lenders. Still others are facing challenging legal battles with regulators and consumer groups. The Partnership Must Complement Your Sales Strategy An important factor in your mortgage affiliation selection process is whether or not you employ "in-house" sales associates or you utilize real estate companies to list and sell your homes. Be sure that if you are using a real estate company they understand the importance of your mortgage relationship. Realtors® have their own mortgage partnership with whom they like to refer clients. If you are using "in house" sales associates, involve them in selecting a loan officer and make sure they understand that your lender partner is there to design and create ways in which they ― and you — can sell more homes. In these uncertain times, being fully engaged in determining a lending solution to increase sales will provide you with more control over the future of your business. Jim Nelson is the senior vice president of American Home Bank in Mountville Pa. For more information, e-mail Nelson, call him a t717-314-5144, or visit www.builderstotalcontrol.com. NAHB Has More Than 300 Resources to Help You Run Your Business More Profitably Go to NAHB's Business Management Tools Web pages (available to members only) for instant access to more than 300 timesaving, moneymaking and cost-cutting business resources to help you run your business more profitably. Get guidance on accounting and financial management, business strategy, computers and information technology, customer service, human resources and more. Resources are added weekly, so bookmark www.nahb.org/biztools to go directly to these vital business management resources. Local and state home builders associations can link directly to www.nahb.org/biztools from their Web site and give their members instant access to these resources. It will make your HBA's Web site the place to go for the information and guidance that members need to succeed. Build a Profitable Relationship Builders can learn how to profit from alliances with brokers by taking the “Increased Profits Through Effective Builder-Broker Cooperation” course from The NAHB University of Housing. The course shows how to use common interests to connect with brokers and how to choose compatible sales professionals. To find out where upcoming courses are being held, click here, or call 800-368-5242 x8154 for more information. Enter the 2008 50+ Housing Design, Marketing Competition
Enter the 2008 Best of 50+ Housing Awards, the premier design and marketing competition for the 50+ housing industry. Entries are due by Feb. 29. Sponsored by the 50+ Housing Council, the award program honors the best in more than 50 categories covering all aspects of the 50+ housing industry. “With the boomers leading the way, today’s 50+ consumers are different than the mainstream and demand cutting-edge community and home designs as well as innovative marketing approaches,” said Doug Van Lerberghe, 2008 chairman of the Best of 50+ Housing Awards committee and an architect with Denver-based KEPHART Community Planning Architecture. “The Best of 50+ Housing Awards rewards builders, architects and other industry professionals who step outside the box to meet the unique needs of this evolving market.” Active Adult Some of the active adult categories include overall community, clubhouse design, condominium unit design, model home merchandising and more. Design Several of the design categories include aging-in-place, assisted living, congregate-living community, continuing care retirement communities, mixed-use, multifamily housing, renovated housing and special-needs housing. Marketing Marketing categories include logo, community brochure, direct mail piece/campaign, Web site, black-and-white and color print advertisement, radio and television commercial, sales center and special promotion. Winners will be announced at the Best of 50+ Housing Awards gala on May 20 during the Building for Boomers & Beyond: 50+ Housing Symposium 2008 in New Orleans from May 19-21. The call for entries, contest rules and list of categories are available online at www.nahb.org/50plusawards, or by calling 800-368-5242 x8220. Tour Top 50+ Communities in New Orleans Sign up for the active adult housing tour at the 2008 Boomers and Beyond: 50+ Housing Symposium in New Orleans, May 19-21. The symposium will also feature the most innovative new community designs during the Best of 50+ Housing Awards gala. Click here to be notified when registration opens. Help Rebuild New Orleans at 50+ Housing Symposium Building for Boomers & Beyond: 50+ Housing Symposium is partnering with Rebuilding Together New Orleans on a special two-day community service project so symposium attendees can help rehabilitate homes in New Orleans that were severely damaged by Hurricane Katrina. Two pre-conference days have been reserved for this event. Attendees are encouraged to volunteer for this special rebuilding project. Earn CAASH Credits at Building for Boomers & Beyond The three required courses for the Certified Active Adult Specialist in Housing (CAASH) designation will be held Saturday, May 17 and Sunday, May 18 at the 2008 Building for Boomers & Beyond: 50+ Housing Symposium in New Orleans. The CAASH designation gives housing professionals serving this rapidly burgeoning market the essential knowledge, tools and skills that will help them succeed. To learn more about CAASH, visit www.nahb.org/CAASHinfo. Find Out What the 55+ Market Wants “Boomers on the Horizon: Housing Preferences of the 55+ Market,” available through BuilderBooks.com, can help you better build and market homes to this age group. Capitalize on the niches, needs and opportunities of this rapidly growing market by learning their preferences. To view or purchase this publication online, click here, or call 800-223-2665. Free 'Ramp Up Sales' Audio Conference on Dec. 12Industry veterans who have been through market shifts in their careers will discuss what sales and marketing changes should be made in order to thrive in today’s market during an upcoming audio conference that is free to NAHB members. The hour-long teleconference, “Ramp Up Your Sales & Marketing in a Changing Market,” will begin at 2 p.m. Wednesday, Dec. 12. A panel of sales and marketing experts will discuss successful techniques that are working for them. The teleconference will include a 40-minute presentation by the panel, followed by a 20-minute question-and-answer session. Members are encouraged to e-mail questions to the panel in advance to Michael Copp at NAHB. Teleconference topics include the following:
To Register Free online registration is available by clicking here. For more information, read the teleconference flyer by clicking here. HBAs and local sales and marketing councils are encouraged to host the audio conference call at their HBA. For more information, e-mail Michael Copp at NAHB, or call him at 800-368-5242 x8340. The conference is co-hosted by the National Sales and Marketing Council and Biztools™, NAHB's business management comprehensive resource on the NAHB Web site.
Get Your Professional Designation at IBS Earn credits towards the MIRM, CMP, CSP or MCSP designations at pre-show courses during the International Builders’ Show. A number of IBS pre-show courses qualify for these sales and marketing professional designations, or for continuing education needed for other NAHB designations. For more information, visit www.buildersshow.com/PreShowEducation.
Bill Webb, MIRM, shows you how in “Sweet Success in New Home Sales,” available through BuilderBooks.com. This book provides powerful techniques for selling more homes and making more money in leaner times. "Sweet Success in New Home Sales" lays out the proven approaches for crafting and delivering sales excellence. To view or purchase this publication online, click here, or call 800-223-2665.
Meet the current market’s sales and marketing challenges with Institute of Residential Marketing (IRM) classes. Courses include “The Challenge of New Home Sales Management,” “Understanding Housing Markets and Consumers,” “Marketing Strategies, Plans and Budgets” and more. The courses are part of the credits needed to earn the MIRM designation, the top-level achievement for professionals in new home marketing. Find upcoming IRM classes by clicking here. Tickets Available for The Nationals 2008 Gala at IBSTickets are available for The Nationals 2008 gala, the housing industry’s largest and most prestigious competition honoring new-home sales and marketing professionals and communities. Hosted by the National Sales and Marketing Council (NSMC), the gala will be held at the Rosen Shingle Creek Resort in Orlando on Feb. 13 during the 2008 International Builders’ Show. "The Nationals celebrates innovation, creativity and drive," said Ross Robbins, MIRM, CMP, a Colorado-based consultant and chairman of The Nationals 2008. "NAHB's dedication to honoring the achievements of new home sales and marketing professionals has created a legacy of excellence that we can be proud of.” Begun in 1982 as the Institute of Residential Marketing (MIRM) Awards, this year The Nationals will honor excellence in 57 categories of residential design, marketing, interior merchandising, advertising, Web site design and individual and team sales achievement. In addition, The Nationals honor the top local sales and marketing councils across the country. More than 1,300 entries are being considered for this year’s competition. Gold Award winners in each category will be announced at the gala, which is expected to have more than 1,000 attendees. To Purchase Tickets Individual tickets are $175 each for NSMC members and $195 for non-members. Tables of 10 also are available for $1,750 and $1,950, respectively. Individual and group tickets may be purchased online by clicking here; e-mailing Lisa Parrish or calling her at 800-658-2751; or by visiting The Nationals Web site at www.thenationals.com. Get Your Professional Designation at IBS
Earn credits towards the MIRM, CMP, CSP or MCSP designations at pre-show courses during the International Builders’ Show. A number of IBS pre-show courses qualify for these sales and marketing professional designations, or for continuing education needed for other NAHB designations. For more information, visit www.buildersshow.com/PreShowEducation. Earning the Certified New Home Sales Professional (CSP) designation can give you the edge you need in today’s market. Ask current CSPs how the designation has benefited their careers on the "Ask a CSP" page. These graduates have volunteered to answer questions, provide guidance and help navigate the CSP program. For more information about NAHB designations, visit www.nahb.org/designations. Luxury Consumers Want More Than Bells and WhistlesLuxury customers vary greatly in age, interests and style preferences, so remodelers have to understand their clients’ particular perceptions of luxury, according Jamie Gibbs of Jamie Gibbs and Associates, an architect based in New York City who held a marketing workshop at the Remodeling Show in Las Vegas last month. What luxury customers have in common, Gibbs said, is that they are all looking for unique features in their home remodel and all appreciate professionalism and attention to detail. Aspects of Luxury Items Common to All Customers Although cutomers' definitions of luxury differ, Gibbs said that consumers hold many aspects of luxury in common that remodelers should be aware of when marketing to luxury consumers. These include:
Gibbs recommended that remodelers hire professionals to photograph their work for their promotional and marketing needs and to use those photographs on brochures, collateral material and on a Web site for prospective customers to view. He also recommended that remodelers work to get articles about their work or particular jobs in national or local taste-making magazines. To broaden market outreach, Gibbs suggested that remodelers partner with the architects and designers they are working with on a project to ensure referrals after the job is done. Maintaining a solid referral network among luxury consumers is crucial to finding new business, he said. Gibbs also recommended working with younger clients who might not be luxury consumers yet. Younger clients are a relationship worth nurturing, he said, because eventually they will want a future remodel. Finally, Gibbs said educating customers is important when marketing the luxury remodel. Be prepared to spend quality time with the client, he said. Walk them through options, educate them on different issues and help facilitate their decision-making. There are three details about each project that should be discussed — and touted — when educating customers about a planned luxury remodel:
Get your Professional Designation at IBS Earning the CAPS, CGR, CGB or GMB designation demonstrates a commitment to excellence and keeps builders and remodelers on top of industry innovation. A number of International Builders’ Show pre-show courses qualify for these builder and remodeler professional designations, or for continuing education needed for other NAHB designations. For more information, visit www.buildersshow.com/PreShowEducation. Concrete Can Help Builders Carve a Niche in Down MarketResidential concrete products can help builders differentiate themselves in a down market by expanding builders’ product offerings and, in many cases, reducing consumers’ operating costs. It is well documented that concrete walls can dramatically increase the energy efficiency of a home. Laboratory studies have shown that homes with concrete and foam walls can reduce heating and cooling bills by up to 40%. The energy efficiency of a concrete home often means that HVAC systems can be downsized, and a number of software programs are available to assist contractors with this process. Several Concrete Systems Are Available Builders can use a number of methods ― insulating concrete forms (ICFs), concrete masonry, removable concrete forms (RCFs), precast panels or autoclaved aerated concrete (AAC) ― to build above-grade concrete walls. Many of these concrete systems also can be used in roofing and decking applications, further enhancing the energy efficiency and structural integrity of the building envelope. Many Systems Can Reduce Time, Labor and Costs In many instances, concrete walls and floors reduce construction time and labor. Some concrete builders are able to use the same crew for below-grade and above-grade walls, reducing their total number of crews. The use of precast concrete systems also can mean less time spent at the actual job site, while ICFs can lengthen a builder’s construction season because their insulating qualities allow them to be poured at lower temperatures than traditional concrete. Concrete Systems Stand Up to Natural Disasters Concrete products also provide superior resistance to natural disasters. Concrete wall and roof systems have performed very well in high wind areas, particularly in coastal regions vulnerable to hurricanes. And a home with concrete exterior and concrete roof tiles is better protected from wildfires. Finally, building with concrete walls and floors, and the lifelong energy savings these systems provide, justify including concrete construction methods in sustainable development projects. Residential Concrete Is Aesthetically Pleasing New concrete can be stained, stamped, stenciled and integrally colored to produce a variety of patterns and textures, adding to its growing popularity in homes. Concrete also can be made to resemble brick, stone and slate — in many cases at reduced cost and a higher degree of durability. Existing concrete can be covered with a micro topping, stamped overlay or polished. Concrete countertops, both cast-in-place and precast, offer a unique, customized look for kitchens and bathrooms, often less expensively than competing materials, although additional reinforcement to allow for the greater weight may be required. The durability and low maintenance of fiber-cement siding has led many builders to specify it for their home projects. Concrete roof tiles continue to expand their market share as well. Genuine Portland-cement stucco and manufactured stone are other examples of cement-based products that provide superior quality as well as pleasing aesthetics for homeowners. ‘Connect With Concrete’ at IBS NAHB’s Concrete Home Building Council will be holding a free “Connect With Concrete” lunch at the International Builders Show in Orlando on Feb. 15 to give builders and contractors and opportunity to learn more about residential concrete products. To attend, e-mail Kate Driscoll at NAHB. For more information about residential concrete products, visit www.concretehomes.com, www.concretethinker.com or www.nahb.org/concrete. Education Calendar
Learn More About Upcoming Conferences and Designations Interested in attending a University of Housing conference or learning more about NAHB designation programs? Visit www.nahb.org/notifyme, and sign up to receive more information.
Free NAHB Kit Gives Builders Back-to-Basics Tips to Navigate the Slowdown What was once expected to be a relatively mild housing slump following three years of record new home construction and sales has given way to a significant downturn. To help members navigate the uncharted waters of this slowdown, NAHB has compiled a comprehensive “Back to Basics” online toolkit — the best of the basics, the tried and true and the truly new. To access the toolkit, click here. To access the “Back to Basics” toolkit, you must be an NAHB member and have a login to www.nahb.org. To create a login, go to www.nahb.org/login or click on the log-in button on the main menu bar. For assistance, call the NAHB Member Service Center at 800-368-5242. Lutron Lighting Controls Give Builders a Competitive EdgeIn a competitive marketplace where granite countertops, hardwood floors, upgraded plumbing fixtures and stainless-steel appliances have become so commonplace that buyers now view them as standard, innovations in home lighting control are adding value and can help builders stand out, according to Lutron Electronics Co. Lighting controls — ranging from single-light dimmers to whole-home systems — improve the look and feel of a room, according to the manufacturer. Home owners can set the light level to full bright for homework or meal preparation and then dim it for a quiet dinner or movie night. A step up from single-light dimmers, automated whole-house lighting control systems provide convenience and safety, allowing pre-programmed lighting scenarios to be set and recalled at the push of a button. With whole-housing lighting control, home owners can avoid having to enter a darkened home. Lighting controls also offer many environmental and energy-saving advantages, Lutron says, that control expenses and contribute to a healthier environment. According to a recent NAHB survey, consumers want products that support an energy-efficient home, making dimmers and lighting control systems — such as Lutron’s new Skylark EcoDim and the AuroRa lighting control system — increasingly important in residential applications, the manufacturer says. “Replacing light switches with dimmers and dimming systems shaves dollars off annual electric bills and makes bulbs last longer,” Lutron says. “In fact, dimming lights by as little as 10%, an imperceptible change in light quality to the naked eye, can save 10% on electricity bills and doubles the life of the bulb, without compromising lighting needs.” Lutron Electronics Co. is a member of the National Council of the Housing Industry — The Leading Suppliers of NAHB. This feature is solely for educational and informational purposes. Nothing on this page should be construed as policy, an endorsement, warranty or guaranty by the National Association of Home Builders of the featured product or the product manufacturer. The National Association of Home Builders expressly disclaims any responsibility for any damages arising from the use, application or reliance on any information contained on this page. NAHB-Produced Programs on DIY, Fine Living and HGTVThe NAHB Production Group produces weekly television shows on DIY, Fine Living and HGTV for consumers. The following is the latest lineup: "Rock Solid" on DIY
"Assembly Required" on DIY
"I Want That" on Fine Living
HGTV Seeking ‘Dream Home’ Builder/Architect Teams HGTV is seeking developers, builders and architects to create the 2008 and 2009 dream homes for the network’s Dream Home Sweepstakes. To learn more, click here. About the NAHB Production Group The NAHB Production Group is a full-service, self-contained, media production unit creating programming for cable television, broadcast television, non-profit, museum and corporate clients. Productions range from magazine format shows for general audiences to museum-installation videos for specialized use. The production group includes award winning journalists, writers and photographers with experience in broadcast, documentary and corporate television.
Free NAHB Kit Gives Builders Back-to-Basics Tips to Navigate the Slowdown What was once expected to be a relatively mild housing slump following three years of record new home construction and sales has given way to a significant downturn. To help members navigate the uncharted waters of this slowdown, NAHB has compiled a comprehensive “Back to Basics” online toolkit — the best of the basics, the tried and true and the truly new. To access the toolkit, click here. To access the “Back to Basics” toolkit, you must be an NAHB member and have a login to www.nahb.org. To create a login, go to www.nahb.org/login or click on the log-in button on the main menu bar. For assistance, call the NAHB Member Service Center at 800-368-5242. Builder Achievement Award Deadline Extended to Dec. 3The nomination deadline for the National Housing Endowment Builder Achievement Award for Outstanding Community Service has been extended to Dec. 3. The Builder Achievement award recognizes NAHB builder, developer and remodeler members for exceptional community service and charitable work. The awards provide an opportunity for builders to gain recognition for the community service of their employees and inspire others to support local charities. Associations are also encouraged to make nominations on behalf of their members for their outstanding charitable endeavors. Eight honorees will receive Gold, Silver or Bronze awards, and five will win Honorable Mentions. Winners receive from $1,000 to $10,000 donations made to the charity of their choice. An awards ceremony for the winners will be held during the 2008 International Builders' Show in Orlando in February. For the complete award description and entry form, click here (nahb.org/builderachievement). For more information, e-mail Gwyn Donohue at NAHB, or call her at 800-368-5242 x8447. Submissions for Lee S. Evans Scholarships Due Dec. 7Submissions for the Lee S. Evans/National Housing Endowment Scholarship, awarded to exemplary students who major in construction-related fields, are due no later than Friday, Dec. 7. The scholarships award graduates and undergraduates pursuing degrees in residential construction management up to $5,000 each year. “Lee and Virginia Evans started this scholarship to provide the most outstanding students studying construction management industry recognition for their hard work and academic achievements,” said Bruno Pasquinelli, chair of the Lee Evans scholarship committee. “This scholarship has come to mean so much to the recipients, many of whom would not be able to pursue their educations without such financial assistance.” Fourteen students were awarded $48,000 in scholarships for the 2007 academic year. Since the Lee Evans scholarship fund was founded in 1993, 154 students were awarded more than $385,000. The Lee Evans scholarship recipients for the 2008 academic year will be announced in February at the 2008 International Builders Show in Orlando. The National Housing Endowment, the philanthropic arm of NAHB, administers 12 scholarship programs and annually awards more than $400,000 to students pursuing careers in residential construction and related fields. For more information and to download scholarship applications, visit the endowment Web site at www.nationalhousingendowment.org. Hal Ober, Helped Bring Builders’ Show to Las Vegas
Born in Pittsburgh, Ober moved to Las Vegas in 1977 as a division president for the U.S. Home Corp. Three years later, he became president of R.A. Homes. In the early 1990s, he founded Ober Homes. Ober built thousands of home in the southern Nevada area and developed nearly 30 communities, including the Desert Shores master-planned community in northwest Las Vegas Valley. Ober served as president of the SNHBA in 1985 and 1991. He also was president of the association’s home owners warranty program for three years and chaired its legislative and sensible growth committees. He also was a member of the NAHB Board of Directors. In addition to home building, Ober devoted his time and energy to children’s needs, education and the environment. In 1986, then-Nevada governor Richard Bryan appointed Ober to the state’s environmental commission. “Hal Ober was a home builder who recognized the industry’s responsibility to offer a quality of life to the resident of Southern Nevada,” Bryan said. Bryan accompanied Ober to a builders’ show in Houston to help lure the national convention to Las Vegas. Ober served on Nevada’s Clark County School District bond oversight committee to help raise funds for two school bond campaigns. He and his wife, D’Vorre, were also devoted to projects that benefited disabled children. For their efforts and involvement in the county’s schools, the couple was honored by having an elementary school named after them, the D'Vorre & Hal Ober Elementary School ― "Home of the Ober-Achievers." One of their son’s, Scott Ober, is principal of the school. Ober also served as co-chairman of the construction committee for the Nevada Association for the Handicapped and as chairman of St. Jude’s Ranch for Children. In 1989, Ober was named the “Distinguished Man of the Year” by the Las Vega Nate Mack Lodge of B’nai B’rith. Ober is survived by his wife, D'Vorre ; sons Scott of Las Vegas, David of Las Vegas, Ron of Paradise Valley, Ariz. and Ed of Phoenix; a daughter Jami Gan of Tucson; and 14 grandchildren. Drive Away With a $500 GM Offer This Holiday Season
NAHB members can receive $500 towards the purchase or lease of most new GM vehicles, whether for business or personal use. GM's extensive vehicle lineup includes the all-new 2007 Chevy Silverado and GMC Sierra, both redesigned to tow more than before and stop at the pump less. For complete details, visit www.gmfleet.com/nahb. Other Member Advantage Discounts For the most up-to-date details on the Member Advantage discount program and all of the participating companies, go to www.nahb.org/MA.
Free NAHB Kit Gives Builders Back-to-Basics Tips to Navigate the Slowdown What was once expected to be a relatively mild housing slump following three years of record new home construction and sales has given way to a significant downturn. To help members navigate the uncharted waters of this slowdown, NAHB has compiled a comprehensive “Back to Basics” online toolkit — the best of the basics, the tried and true and the truly new. To access the toolkit, click here. To access the “Back to Basics” toolkit, you must be an NAHB member and have a login to www.nahb.org. To create a login, go to www.nahb.org/login or click on the log-in button on the main menu bar. For assistance, call the NAHB Member Service Center at 800-368-5242. UPS Offers Up to 30% Discount to NAHB Members on ShippingNAHB and UPS, the world’s largest package delivery company, have joined forces to offer NAHB members discounts of up to 30% on shipping. The NAHB shipping discounts include domestic air and ground, international export and international import. Association members can also take advantage of hassle-free on-line shipping, 24/7 access and advanced package tracking at your fingertips. NAHB members are eligible for discounts up to 30% to help manage costs with no catch — and no minimums. The shipping discounts — which increase the more packages or letters the user sends — will be applied once enrollment is complete. The enrollment process is fast and easy and is available to NAHB members through the Web site: www.savewithups.com/nahb. For more information on UPS savings and the complete Member Advantage program, visit www.nahb.org/MA.
Free NAHB Kit Gives Builders Back-to-Basics Tips to Navigate the Slowdown What was once expected to be a relatively mild housing slump following three years of record new home construction and sales has given way to a significant downturn. To help members navigate the uncharted waters of this slowdown, NAHB has compiled a comprehensive “Back to Basics” online toolkit — the best of the basics, the tried and true and the truly new. To access the toolkit, click here. To access the “Back to Basics” toolkit, you must be an NAHB member and have a login to www.nahb.org. To create a login, go to www.nahb.org/login or click on the log-in button on the main menu bar. For assistance, call the NAHB Member Service Center at 800-368-5242. Make Sound Bites Bark With NAHB’s ‘Interviewing Skills'Learning how to effectively explain complex issues in 30 second sound bites will be taught during NAHB’s “Interviewing Skills,” part of the popular “Spokesperson Training” program that will be held at the International Builders’ Show in Orlando in February. NAHB members attending the seminar will learn how to give clear, concise answers in a high-pressure, spur-of-the moment interview. Through role playing, participants will learn how to quickly get key points across to the media, how the news is edited and how to avoid having their answers “taken out of context.” “This information is crucial to anyone representing an organization,” said seminar participant Joe Cristo of Cristo Homes in Middletown, Ohio. Sessions Available at the IBS “Interviewing Skills” sessions will be held at builders’ show on Feb. 11 and 12. In addition, NAHB will be offering “Presentation Skills” seminars at IBS on Feb. 13 and 14. “Presentation Skills” attendees will learn how to organize and deliver a speech and presentation with accompanying question and answer sessions. Each 7.5-hour seminar is limited to 12 participants. The seminars include instruction, skill-building exercises and on-camera practice interviews and presentations. More than 15,000 NAHB leaders have participated in the “Spokesperson Training” program. The seminars are led by professional communication consultants, each with more than 30 years of experience training NAHB members on the issues that home builders, home builders association staff members and affiliate members face every day. To Register The registration fee is $495 for each one-day seminar. Registrations are being accepted on a first-come, first-served basis. For more information, click here. To register, e-mail Gwyn Donohue at NAHB, or call her at 800-368-5242 x8447. Calendar of Events
Learn More About Upcoming Conferences and Designations Interested in attending a University of Housing conference or learning more about NAHB designation programs? Visit www.nahb.org/notifyme, and sign up to receive more information.
Free NAHB Kit Gives Builders Back-to-Basics Tips to Navigate the Slowdown What was once expected to be a relatively mild housing slump following three years of record new home construction and sales has given way to a significant downturn. To help members navigate the uncharted waters of this slowdown, NAHB has compiled a comprehensive “Back to Basics” online toolkit — the best of the basics, the tried and true and the truly new. To access the toolkit, click here. To access the “Back to Basics” toolkit, you must be an NAHB member and have a login to www.nahb.org. To create a login, go to www.nahb.org/login or click on the log-in button on the main menu bar. For assistance, call the NAHB Member Service Center at 800-368-5242. |