Nation's Building News Online: January 28, 2008Print All Articles Text Version |
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More Stimulus Needed to Stabilize Housing and EconomyOn Jan. 24, House Speaker Nancy Pelosi (D-Calif.) and Minority Leader John Boehner (R-Ohio), along with Treasury Secretary Henry Paulson, announced an agreement on an economic stimulus package that would permanently raise the FHA loan limit from the current $367,000 to a maximum of $729,750. It would also provide a one-year increase in Fannie Mae’s and Freddie Mac's conforming loan limit, from $417,000 to a maximum of $729,750. The package would also provide businesses a 50% bonus depreciation in 2008 and increase the current Section 179 expensing limit for small businesses. “While the Administration and Congress are off to a good start in crafting an economic stimulus package to boost the ailing economy, the continuing deterioration in the housing market, as reflected in the new home sales numbers for December, underscores the need to do more to stabilize housing and the economy,” said Jerry Howard, executive vice president and CEO of NAHB. Specifically, Howard called on lawmakers to:
Before the White House and House leaders announced their agreement, NAHB worked aggressively to ensure that a housing component would be an important part of any stimulus package going forward. NAHB on Jan. 22 sent a letter to leaders on Capitol Hill that included an accompanying summary of policy options to aid Congress in addressing the housing crisis and helping to stimulate the economy. Specifically, NAHB urged lawmakers to take the following actions when crafting a stimulus package: create a tax credit for first-time home buyers; expand the net operating loss deduction carryback; designate housing as an eligible investment for tax-preferred retirement accounts; increase the conforming loan limit for Fannie Mae and Freddie Mac; expand the mortgage revenue bond program; and modernize the FHA. To further hammer home the message that housing should be a part of any stimulus plan, NAHB ran a series of ads in USA Today, Roll Call and the National Journal during the past week. The most recent ad (shown above) will appear in the Jan. 29 editions of USA Today and Roll Call. For more information, contact Greg Brown at NAHB at 800-368-5242 x8421. NAHB Branding Online Survey Coming SoonNAHB members are encouraged to fill out an online Web-based survey on NAHB branding that will be sent via e-mail and arriving in members’ inboxes soon. Member feedback is crucial to the NAHB branding effort now underway. The survey should take 10 minutes or less to complete. All answers are confidential.
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. St. Louis Builders Stand Up to Unbalanced News ReportingIn response to a particularly negative story in the St. Louis Post-Dispatch distorting conditions in the area’s housing market, the Home Builders Association of St. Louis and Eastern Missouri took action and provided information that enabled the newspaper’s real estate editor to write a more accurate and balanced follow-up. National reporting on the current housing slowdown has become a frustrating challenge for local builders as dire and exaggerated headlines discourage prospective buyers from exploring favorable home buying opportunities in the local market. Looking to repair some of the damage inflicted by the local newspaper, Shelly Stengel, the St. Louis association’s senior staff vice president for public affairs and marketing, asked NAHB’s Public Affairs for help and within hours was able to provide the editor with regional economic statistics and refer him to expert news sources, including NAHB economist Robert Denk. “The paper had frequently been reporting on the housing market with a lack of proper perspective and balance,” said Patrick Sullivan, the HBA’s executive officer. “After speaking with the NAHB economist, they wrote a follow-up story with accurate information about the local market and even ran it two weeks in a row in two different stories.” “You can’t believe everything you read or see,” wrote Oscar Waters, in a story appearing in the Jan. 6 Dispatch under the headline, “Housing Glass Is Still Half-Full in St. Louis Area.” “Even the Post-Dispatch’s own esteemed business writer Jack Naudi had this to say in his recent year-end column: ‘Ignore the financial pundits in magazines, newspapers, television and the Internet. Most of them don’t know what they’re talking about, and as a group they’ll only make you more confused about your investment choices,’” wrote Waters. The story went on to point out that the St. Louis market had several factors working in its favor: solid employment and population growth, a lower than average percentage of mortgages in the subprime category and more sustainable home price growth than experienced in some of the nation’s most overheated markets. In preparation for the story, the reporter also talked to an actual home builder to find out what was happening in the marketplace — Greg Whittaker, one of the largest home builders in the state, who contends in the story that this is the best time to buy in the past five years, with the average cost of building a new home actually going down. “‘The real estate crunch has had the effect of lowering prices of lumber and other materials. We’re able to pass the savings on to the home buyer,’” the story quotes Whittaker. “Whittaker believes that in the next six months as home builders work through their inventory of unsold new homes, the market will correct itself. For now, he said, ‘The smart buyer is taking advantage of the low interest rates and the deals.’” “We received excellent assistance from NAHB with extremely quick turnaround,” said Sullivan. “The follow-up story was very much appreciated by our staff and especially by our members.” For more information on how NAHB Public Affairs can help members respond to negative media coverage in their markets, go to the Myth Buster Resources section of www.nahb.org or contact Public Affairs by e-mail or telephone at 800-368-5242 x8254. Housing Market Gives Hints of a ThawNow that mortgage interest rates are back to near record lows, about 1.5 percentage points lower than they were last summer, Susanne Cannon, director of the Real Estate Center at DePaul University, said the question becomes: At what point will the many buyers who have been waiting to buy a house because they want to see where the floor is, be compelled to act, thinking they are getting a price they can live with and a rate they do not want to miss? Kimberly Raber, a sales assistant at a pharmaceutical company living in a cramped apartment in Vista, Calif. with her fiancé and their two children has been looking for a bigger place for six months. She liked a three-bedroom condo, but repeated negotiations with the seller yielded only a stalemate. He would not go below $377,000, and she would not go above $363,000. “Now that the rates have gone down, we’re hoping to meet in the middle,” she said. The drop in rates “has lit the fire in my business,” said Coldwell Banker agent Otha Greer. “I actually had an investor that called yesterday and she’s interested in buying five homes.” Among sellers, too, the cut is inspiring flickers of optimism. Jody and Nicholas LeCursi tried to sell their home in Jackson, Mich. for two years. The initial $102,000 price produced no nibbles, and switching agents and lowering the price to $98,000 didn’t help. In October, they took the home off the market so they could remodel a bathroom and bedroom. When the work is done, they said, they will try to sell the home again, probably at a lower price, with the buyer paying as little as $700 a month. “Why would someone want to rent if they could own and pay the same thing?” asked Ms. LeCursi, who works in rehabilitation at the University of Michigan in nearby Ann Arbor. “People need incentive. Hopefully, that rate cut will supply it.” (www.nytimes.com)
Despite Housing Slide, Real Estate Sites SellAlthough most of the real estate industry wishes it could fast-forward through 2008, Redfin, an online real estate brokerage firm based in Seattle, is reporting strong sales and increases in Web traffic. Although it is not growing as quickly as it might have in a bullish market, it is at least growing. “In September, we thought it was maybe the beginning of a very long downturn,” said Glenn Kelman, Redfin’s chief executive. “But for whatever reason, the last few months have been very strong for us.” With home sales slowing, Kelman said that “we had to get very serious about figuring out what works and what doesn’t for sellers.” The company’s analysts pored through sales and data and found that, among other things, listings that make their debuts on Fridays draw 7.7% more visitors than those introduced on Thursdays. In addition, listings priced at $351,001 receive significantly less attention online than those listed at $350,000, because of how real estate search engines filter their results. The company began disseminating such tips to clients in December, around the same time Redfin’s results began improving. Since late September, the site’s share of real estate sales in which Redfin represented the buyer rose by 23% in Seattle, to nearly 2.5%, and jumped by 176% in the San Francisco area, to nearly 1%. (www.nytimes.com)
Construction Company Weathering Housing SlumpPaul Epperson, president of Omni General Contractors, a high-end custom residential construction company based in Cape Coral, Fla., said that he is starting to see some sporadic activity in custom homes, with people wanting to take advantage of lower building costs. However, “overall construction will remain stagnant until we see more improvement in the economy,” he said. In the meantime, “We have cut our field staff and operating expenditures to compensate for the income reduction. Fortunately, we have long-standing relationships with local lending institutions and Realtors®. These trusted relationships, along with our stability, have provided a new source of work. We have been contracted to complete many homes left unfinished by financially troubled contractors.” (www.news-press.com)
Weak Housing Market Helps Renovation SpecialistsThe weak housing market has helped give builders in the renovation business a boost, as owners unable to sell their homes spend time renovating them instead. “What seems to be happening in this economy is that fewer new homes are being built or sold,” said Ilene Techner, who founded her renovation business seven years ago and is currently working as the general contractor on eight renovation projects in metro Detroit, including the house she grew up in. “While before someone might have sold their homes, now they’re fixing the home they’re in,” she said. Lee Schwarz, executive vice president for government relations at the Michigan Association of Home Builders, said the state doesn’t have an inclusive reporting system for building permits to provide hard data for the number of projects in the state. “But I can tell you from the reports from our members, it’s true that in the economic downturn we’re in, that more people are opting to remodel and add additions to their current houses. It has grown over the last two years,” Schwarz said. (www.mcall.com)
Housing Crisis Brings New Obstacles to Divorce SettlementsA slump in real estate sales never has a salutary effect on a would-be seller, but in the case of those divorcing, it makes a difficult situation worse. When Leah and her husband were divorced last year, they planned to sell their $490,000 home in Durham, Conn., split the proceeds and go their separate ways. But it’s been eight months since they put the house on the market. They have reduced the price three times, lowering it to $449,000, but only three people have looked at the house since then. Meanwhile, without money from the sale, her ex-husband, who agreed to move out of the house, can afford only a little, sparsely furnished house that is barely big enough for the regular visits from their seven-year-old daughter. “This just became this big worry for me about where she [her daughter] is going,” said Leah, who asked that her real name not be used. “And then she calls me when she’s with him and wants to come home because she’s not comfortable. It’s really a mess.” Several Connecticut divorce lawyers and real estate agents said that while the market seems dismal — particularly in certain areas — the decline in sales is not nearly as bad as it was from the late 1980s through the early 1990s. (www.mcall.com)
The Helping Hand These Days Often Holds a New HouseGoing from squalid house, or even no house, to the mansion of one’s dreams is an increasingly common, and often disorienting, experience for disaster-stricken American families such as the Herods, whose home in New Hampshire washed away last Memorial Day when the Piscataquog River left its banks. As big storms have exposed gaps in federal assistance for housing, house-gifting — a modern take on barn-raising — has become a major philanthropic trend in the U.S., experts say. Home-focused reality TV shows have helped fuel the trend and give it more visibility. Faith-based groups are among those picking up the hammers and making other key contributions. In the past few years, more than 1,000 families have received essentially free homes from New Hampshire to Mississippi. “We used to give people money toward college. Now, we give them a house,” says Dana Heller, a humanities professor at Old Dominion University in Norfolk, Va. and author of “The Great American Transformation.” Though Habitat for Humanity requires home owners to take out a mortgage, the organization has experienced the same kind of growth as in the gifted sector. Habitat has built 32,305 homes in the U.S. since 2001, more than doubling its building pace. From foundation to finish, houses are going up — sometimes in a day. A faith-based effort in East Biloxi, Miss. has built 650 homes for people who didn’t qualify for the state’s rebuilding program. Officials recently cut the ribbon on six new and free homes in Bay St. Louis, Miss. Dozens of homes have been gifted in New Orleans’ Lower Ninth Ward. (www.csmonitor.com)
Builder Calls Health Insurance a Big Issue for Small BusinessHome builders called on Congress last week to enact association health plan legislation that would put small businesses on an equal footing with large employers and unions in their ability to negotiate lower insurance costs. Testifying on Jan. 23 before the House Small Business Committee, Scott Eckstein, a self-employed custom home builder and remodeler and newly elected president of the Home Builders Association of Illinois, voiced his concerns about the challenges home builders face in providing dependable, affordable health insurance coverage for their families and employees. “Access to quality, affordable health care is an important issue to home builders and America’s small businesses,” said Eckstein. Eckstein expressed his frustration over the current system, citing arbitrary premium increases, unreliable coverage and his carrier’s inability to process referrals when needed. He said that he is paying two insurers more than $22,000 annually to cover his family’s health needs and has seen a spike in his premiums as high as 32% in just one calendar year. “If new home prices rose at this rate, could you image the cost to shelter our nation, better yet, the consumer uproar our industry would face?” he asked lawmakers. The House Committee on Small Business heard a number of entrepreneurs discuss the many obstacles preventing them from finding, keeping and administering health care coverage. The stories ranged from a firm being denied eligibility because of a pre-existing condition, to a small business owner having to decide between paying his mortgage and providing health care options to his employees. “When small business owners are unable to provide health insurance, it affects their own families and those of millions of other Americans. Unfortunately, small firms are often faced with the reality that they can’t continue to operate or must lay off staff in order to offer these benefits,” said Small Business Committee Chairwoman Nydia M. Velázquez (D-N.Y.). “Over the years many qualified employees have left my company, and I believe they would have been retained if I was able to offer affordable health insurance,” said Eckstein. To help small business owners offer affordable health care to their employees and families, Eckstein said that Congress should take the following steps:
Photo by Herman Farrer Weak Home Sales Point to Need for Housing StimulusNew single-family home sales fell 4.7% in December, according to figures released by the U.S. Commerce Department on Jan. 28. December’s seasonally adjusted annual rate of 604,000 units was 40.7% below a year earlier. Regionally, new-home sales fell 6.5% in the South, 6% in the West and 1.2% in the Midwest. The Northeast posted a 6% gain. All regions were down substantially on a year-over-year basis, ranging from a 27.4% fall-off in the Northeast to a 55.8% drop in the Midwest. The inventory of new homes for sale was down 2.3% to 495,000 units in December as builders continued to gradually work down their inventory. The equivalent months’ supply at the December sales pace edged up to 9.6 months from 9.4 months in November.
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. Fixed-Rate Mortgages Fall to Lowest Levels in Four YearsAdding a further boost for housing affordability and home buying opportunities in the current marketplace, fixed-rate mortgages last week plummeted to their lowest levels in four years. For the week ending on Thursday, Jan. 24, 30-year, fixed-rate mortgages averaged 5.48%, down from 5.69% the prior week, according to Freddie Mac's weekly Primary Mortgage Market Survey. This was their lowest level since March 25, 2004, when they averaged 5.40%. One-year, Treasury-indexed adjustable-rate mortgages averaged 4.99%, down from 5.26% the week before. This was the ARM’s lowest level since Oct. 28, 2005, when it was an average of 4.91%. Builders also were able to find some encouraging news in the Federal Reserve's emergency rate cut last week, which reduced the prime interest rate to 6.5%. “When the Federal Reserve cut the target federal funds rate by three quarters of a percentage point, the action was extraordinary in both the magnitude and the timing of the rate cut,” said Frank Nothaft, Freddie Mac’s chief economist. “It is the largest cut since October 1984,” he said, “and also the first time in more than six years that the Fed took action outside of a scheduled Federal Open Market Committee (FOMC) meeting. The last time the Fed decided to ease the target federal funds rate in an unscheduled meeting was immediately after Sept. 11, 2001.” As a result of the Fed rate cut, “mortgage rates continued trending down for the fourth consecutive week across loan products,” Nothaft said. NAHB Chief Economist David Seiders expects to see additional cuts in short-term rates at this week’s Federal Open Market Committee on Tuesday, Jan. 30. “We are assuming reductions” in both the federal funds rate and the discount rate, he said in his Jan. 23 “Eye on the Economy” newsletter. “We’re looking for a 2.75% funds rate by the March 18 FOMC meeting, translating into a highly stimulate real, inflation-adjusted rate, and even stronger monetary stimulus will be delivered if conditions warrant.” Parting company with some economic analysts, including former Fed Chairman Alan Greenspan, who believe that an economic recession is likely this year, Seiders said that a downturn will be “narrowly averted” and he put the probability of a recession at 40%. NAHB’s forecasts for housing and the economy “are grounded on some key assumptions regarding monetary and fiscal policy as well as prospective housing policy adjustments,” Seiders said. 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. Eye on the Economy: The Fed Shifts Gears, Hits AcceleratorKey data released during the past few weeks reveal a serious slowdown in economic growth as 2007 was drawing to a close, and it’s perfectly obvious that the economy entered 2008 in a seriously weakened condition. The employment report for December was a real downer, as was the Institute for Supply Management (ISM) report on the manufacturing sector for that month. We’ve also gotten reports of weaker-than-expected retail sales in December, and some regional economic reports have been quite troublesome. The December report on housing starts and building permits was fundamentally weak — showing that the housing sector exerted a strong drag on economic growth throughout the final quarter of 2007. NAHB’s recent builder survey measures also are quite weak, and housing production (Residential Fixed Investment) is bound to be a major drag on GDP growth in the first quarter of this year. The recent proliferation of weak economic news has led some prominent forecasters, including former Federal Reserve Chairman Alan Greenspan, to put better-than-even chances on near-term economic recession. And some analysts are declaring that the U.S. economy already is in recession. NAHB believes that the economy still is in the black, and we believe that recession will be narrowly averted in 2008 ― our recession probability is 40%. However, our baseline (most probable) forecasts for housing and the economy are grounded on some key assumptions regarding monetary and fiscal policy as well as prospective housing policy adjustments. The Credit Crunch Still Weighs Heavily on the Economy The wide-ranging credit crunch that was triggered by revelations of deep problems in the U.S. subprime mortgage market last year still stacks up as a substantial problem for the U.S. and global economies. On the positive side, the severe liquidity problems in short-term credit markets have eased since the end of 2007. Libor spreads have narrowed and the Fed’s latest auction of discount window credit — the new Term Auction Facility procedures — shows less demand for liquidity by U.S. commercial banks. There also have been improvements in commercial paper markets, particularly the beleaguered asset-backed market where rates have come down and the amount of paper outstanding has edged upward. However, some financial markets are struggling badly. Equity values have been tumbling, particularly in recent days, and quality spreads in corporate bond markets remain at or near the elevated levels of late 2007. In home mortgage markets, the spread of prime fixed-rate conventional conforming loans salable to Fannie Mae and Freddie Mac over 10-year Treasury yields is holding at an elevated level ― about 200 basis points. And the spread of prime conventional jumbo mortgage rates over the prime conventional conforming yield still is around 100 basis points. The Fed Shifts Gears and Hits the Accelerator On Jan. 10, Fed Chairman Ben Bernanke delivered a comprehensive speech on cyclical risks to the economy and pressures in financial markets. He emphasized downside risks to the economy and strains in financial markets that remained quite serious. With respect to Fed policy, Bernanke said that “additional policy easing may well be necessary,” adding that “we stand ready to take substantive additional action as needed to support growth and to provide adequate insurance against downside risks.” Bernanke repeated those messages in testimony before the House Budget Committee on Jan. 17. He also said that “the FOMC (Federal Open Market Committee) must remain exceptionally alert and flexible, prepared to act in a decisive and timely manner and, in particular, to counter any adverse dynamics that might threaten economic or financial stability.” “Adverse dynamics” certainly emerged on Jan. 21 as foreign stock markets tumbled, racked by fears of recession in the U.S., and futures markets signaled impending damage to U.S. equity markets (U.S. financial markets were closed on Jan. 21). So early in the morning on Jan. 22, the Fed announced 75 basis point cuts to both the federal funds rate and the discount rate — to 3.50% and 4.00%, respectively. These definitely were “emergency” cuts, enacted only eight days before the next regularly scheduled FOMC meeting. The Jan. 22 FOMC statement cited a weakening economic outlook ― including deepening of the housing contraction ― and deterioration of financial market conditions (other than short-term funding markets), and noted that appreciable downside risks to growth remain ― even after the 75 basis point cuts. The statement also moved earlier inflation concerns well off to the sidelines. The Fed presumably will enact additional cuts in short-term rates at the Jan. 30 FOMC meeting (we’re currently assuming half-point reductions), and further pressure on the monetary policy accelerator is likely down the line. We’re looking for a 2.75% funds rate by the March 18 FOMC meeting, translating into a highly stimulative real (inflation-adjusted) rate, and even stronger monetary stimulus will be delivered if conditions warrant. The Right Policy Structure Will Help Housing Bottom Out in 2008 NAHB’s baseline (most probable) forecast shows stabilization of home sales by mid-2008 and stabilization of housing starts and residential fixed investment by the end of the year. In view of recent weakening of the U.S. economy and intensification of credit market problems here and abroad, NAHB’s housing forecast places heavy reliance on aggressive monetary and fiscal policies to maintain growth of real GDP, payroll employment and personal income and to reduce prime mortgage rates to historic lows. The forecast also assumes expansion of the FHA mortgage insurance program along with GSE support to the prime jumbo market before long. Temporary home-buyer tax credits, if enacted, would be a major offset to downside risks to NAHB’s current baseline forecasts for home sales and housing production in 2008. NAHB Chief Economist David Seiders analyzes the economy from the point of view of the housing market every other week in the free e-newsletter, “Eye on the Economy.” The preceding is a reissue of his Jan. 23 edition. To subscribe to “Eye on the Economy,” click here. 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. 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. Study Looks at Market in China for U.S. Building ProductsIn an effort to identify strategic growth opportunities for North American manufacturers and suppliers in the Chinese home building market, the NAHB Research Center will launch its second “China Builder Practices Survey” this spring, gathering data on the characteristics and volume of building materials used in new home construction for key cities such as Beijing and Shanghai. A previous study was conducted in 2004. Continuing to move forward at full speed, China’s home building boom is producing some 100 billion square feet of residential space annually. Currently, the Research Center is conducting the only independent and comprehensive U.S. study of Chinese builder preferences and purchasing habits. The research on China is modeled after the Research Center’s “Annual Builder Practices Survey,” which provides extensive data on the size, style, type, volume and other characteristics related to the materials used in new and existing American homes. The data collected in the study will enable product manufacturers to:
The China Builder Practices Survey will explore the volume of construction materials being used in four representative metropolitan areas and will include windows, insulation, exterior doors, roofing, wood products and concrete. The research will be conducted in conjunction with Chinese academics, architects and construction engineers. The results will be provided initially to project sponsors and then sold to other interested building product manufacturers. Manufacturers, suppliers, and industry groups interested in taking an active part in the survey should e-mail Ed Hudson, the center’s director of market research, or call him at 800-638-8556 x6305. Builders' Tip: Getting Pinpoint Accuracy in Stair-Rail Joints
Here’s a tip to help keep those joints between handrail sections — such as the intersection between the easing and the rail — aligned properly:
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. A Few Spots Still Available for 'Spokesperson Training' at IBSLeaders of local and state home builders associations and their members have an opportunity to learn the latest interviewing and public speaking techniques through NAHB’s “Spokesperson Training” program at the 2008 International Builders’ Show in Orlando. Time is running out, however, and with one day sold out and the other dates nearing capacity, members need to register quickly as spots are assigned on a first-come, first-served basis. With the major influx of stories in newspapers, television and radio focusing on the state of the housing industry, state and local industry professionals may find themselves on the receiving end of a call from the media, or they may be asked to formally address a group at their next meeting. Speaking to either the media or a group doesn’t have to be a terrifying experience. The program includes two different one-day seminars:
"Interview Skills" Monday, Feb. 11
"Presentation Skills" Wednesday, Feb. 13
Each seminar is led by professional communication consultants who have more than 30 years of experience training NAHB members on the critical issues they face every day. The fee to attend the Interview Skills or the Presentation Skills class is $495 per person for each one-day seminar. More than 15,000 NAHB leaders have taken Spokesperson Training since the program began in 1979. For more information or to register, e-mail Brooke Fishel in NAHB Public Affairs, or call her at 800-368-5242 x8061.
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. BuilderBooks.com Has New Resources Available at IBSBuilderBooks.com will have several new titles available to help you improve your business and protect your workers — at the 2008 International Builders’ Show in Orlando. In addition, UPS will be at the BuilderBooks.com bookstore offering free shipping* from the store. (Complete details below.) New BuilderBooks.com titles for 2008 include:
Free Shipping Members who have a UPS account and are registered in the NAHB/UPS shipping discount program will receive one free shipment at the 2008 IBS BuilderBooks.com Book Store. Please be sure to enroll in the NAHB-sponsored UPS discount program prior to the show. Members who already have a UPS shipper number can simply include it on the enrollment form. UPS will assign one to members who enroll in this program. Visit www.savewithups.com/nahb/ibs to sign up. Also, visit the bookstore during the show to enter to win a Harley-Davidson motorcycle. *Restrictions apply. Visit the store at IBS for details.
*Some restrictions may apply. Visit the store at IBS for details. Five Real Estate Trends Drive Market in Uncertain EconomyGreen building and design is one of today’s top five real estate and development trends, according to Giffels-Webster Engineers, a civil engineering firm based in Michigan. “Although real estate as a whole continues to struggle, developers, civil engineers and architects can remain healthy by working diligently and creatively to stay on top of new market drivers,” which go beyond single-family homes in the suburbs, said Keith Meyer, president and CEO of Giffels-Webster. As reported in the Winter 2008 edition of NAHB’s Land Development magazine, the trends expected to produce the most industry growth moving forward are:
For more information on NAHB resources on land development and design, e-mail Jennifer Jones, or call her at 800-368-5242 x8469. Sales Teams Should ‘Beat the Bushes’ for New Traffic
The second in an occasional series about how to ramp up sales and marketing in a changing market. With the days of prospective home buyers stampeding the doors of sales offices long gone, salespeople will have to spend more time out of the office beating the bushes to drum up new leads and traffic, according to panelists in an NAHB “Back to Basics” teleconference last month on how to ramp up sales and marketing. “Your sales team is going to have to generate more of their own traffic,” said Ross Robbins, MIRM, of the Lee Evans Group, an operations and marketing consulting firm based in Littleton, Colo. He added that builders may want to keep shorter sales office hours so that the sales staff won’t get tied down staffing the office. It is not unusual to see traffic of 10 to 15 per week and only one to two on weekdays, Robbins said. “Maybe being in the sales office is not where the staff should be.” (At no charge, NAHB members can access the audio conference, "Ramp Up Your Sales and Marketing in a Changing Market,” by clicking here.) Be Prepared to Deal With Prospects’ Fears Not only are there fewer customers visiting sales offices, but those who do come in are coming in “terrified,” Robbins pointed out. “They think that this is the worst time to buy because the newspapers and television have been telling them that for a year,” Robbins said. They are fearful that prices will drop and that they are making a bad investment. “In fact, most people seem to be paralyzed with this fear to the point that they will avoid making a bad decision instead of taking a good opportunity when it fits,” he said. To counter and lessen buyers’ fears, Robbins said sales teams first have to acknowledge their customers’ fears and then shift the conversation from making a deal into fulfilling the customer’s dream. If the sales team can’t bring the conversation back to the dream home, “it’s over, you're doomed, it’s done,” he said. Builders cannot assume that their salespeople will know how to sell this way. They will need training and monitoring. “You need to create these dialogues, rehearse these dialogues, train to these dialogues and then you need to use them and monitor them,” Robbins said. “Make sure they are selling just as you trained them.” Hold the Sales Team Accountable Not only should builders initiate specific training for their sales teams, they should also put systems in place that hold their salespeople accountable. Robbins suggested that builders develop a reporting system where salespeople are kept accountable for their progress with potential clients or to have them explain why prospects have lost interest. By keeping a scorecard for them, Robbins said, a builder or sales manager also will be able to track who’s going to survive with the company. “Some of your people aren’t going to make it,” said Robbins. “You need to figure out who those people are, and you need to encourage the people who are willing to change and learn to work in a new manner.” Builders will have to be willing to let go salespeople who can’t rise to this challenge. “It’s going to be a matter of survival for both you and them,” Robbins said. Those sellers who can succeed in a slow market will be the sales leaders and managers in a rising market. Subscribe to Sales + Marketing Ideas Magazine for Cutting-Edge Information For additional cutting-edge sales and marketing information, subscribe to NAHB’s Sales + Marketing Ideas Magazine (www.smimagazine.com). Click here to learn about membership benefits of the National Sales and Marketing Council and the Institute of Residential Marketing. 'Sales and Marketing Checklists' Covers the Ins and Outs of New Home Sales “Sales and Marketing Checklists for Profit-Driven Home Builders,” available through BuilderBooks.com, covers the major steps involved in successful new home sales. Learn the ins and outs of the comprehensive contract, the move-in, warranty service, asking for referrals and a great close. This expanded second edition also includes a new chapter on utilizing technology in your marketing and a more extensive chapter on multicultural sales. To view or purchase this publication online, click here, or call 800-223-2665. NAHB Has Nearly 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 nearly 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. 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. 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. More than 1,300 entries are being considered for this year’s competition. Gold Award winners will be announced at the gala, which is expected to attract more than 1,000 attendees. 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. 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.
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. The Veranda at CollegeTown Is a Safe Haven for Seniors
Today, the old complex is gone, replaced by CollegeTown at West End, a mixed-use, mixed-income development that has brought real energy to the University Center area of Atlanta. A vital part of that redevelopment is The Veranda at CollegeTown, a seniors housing community offering more than 20 floor plans ― some with balconies, bay windows, Juliet balconies and other elements ― and distinguished architecture that adds to West End’s urban fabric.
CollegeTown at West End is within walking distance of several of the nation’s top historically black colleges and universities, including Spelman College, Clark Atlanta University, Morehouse College and Morehouse School of Medicine. Students from these schools have served as volunteers at The Veranda and have gotten involved in the residents’ lives. The Veranda’s one- and two-bedroom apartments are designed with the needs and safety of senior residents in mind. In addition to common conveniences, each room has emergency pull-cords in strategic locations. The Veranda complex features hallways with handrails and elevators at each end and bathrooms with grab bars.
The Veranda also includes an exercise room, a worship center and a wellness center with access to the healthcare services offered through the West End Medical Center. The affordable apartments in the Veranda were filled within three months, and the property continues to maintain a waiting list of more than 100 seniors. Its popularity illustrates the integral role The Veranda plays in the revitalization of the area.
CollegeTown at West End is one of five winners of the 2007 Livable Communities Awards, co-sponsored by AARP and NAHB. Developed by Atlanta-based, The Integral Group, CollegeTown at West End won in the category of best developer, more than 250 units. For more information about the Livable Communities Award, e-mail Blake Smith at NAHB, or call him at 800-368-5242 x8583. For applications for the 2008 awards program, click here.
Find Out What the 45+ Housing Market Wants “Right House, Right Place, Right Time: Community and Lifestyle Preferences of the 45+ Housing Market,” available through BuilderBooks.com, will help 50+ housing professionals determine the right design, home features and amenities to attract boomer home buyers in their market. Margaret Wylde guides readers through the latest survey results on this important consumer group and explains what their responses mean for today’s and tomorrow’s home building industry. To view or purchase this publication online, click here, or call 800-223-2665. How to Manage the Emotional Home OwnerChallenging customers come in many shapes and sizes and remodelers must be able to identify them early in the process and have the coping skills to handle any sticky situations that may arise, according to Beverly Koehn, GMB, CGA, CAPS. She has developed business strategies for remodelers, including customer relations, for managing interactions with emotional home owners. Koehn tells remodelers to carefully consider whether they will be well-matched to the needs and demands of the customer. As in any professional relationship, she says, it’s important to work well together and get the best job done. The initial assessment and the success of the relationship requires being able to hear and understand what the client is saying. “Smart remodelers ask essential questions and listen carefully before proceeding,” says Koehn. They work on developing the relationship from day one by asking the right questions and being sure they understand what the customer is saying. Where Potential Conflict Lurks Certain stages of the remodeling process are more delicate and susceptible to sparking conflict:
When customers contact a remodeler with a complaint or are angry, remodelers need to communicate expertly to repair the relationship. Koehn provides this advice on handling customer dissatisfaction:
Increase Your Professional Credibility The Certified Graduate Remodeler (CGR) designation emphasizes business management skills as the key to a professional remodeling operation. Remodelers who earn the CGR become members of an exclusive national program and gain recognition as industry leaders. To learn more about the CGR designation, visit www.nahb.org/CGRinfo, or call The Professional Designation Help Line at 800-368-5242 x8154. 'How to Find a Professional Remodeler' Available at BuilderBooks.com "How to Find a Professional Remodeler," available at BuilderBooks.com, promotes the professionalism of your remodeling business by offering valuable advice to your customers on the process of selecting a remodeler.
The brochure guides consumers from the dream to the reality of having their homes remodeled by skilled and trained professionals. Sections include what to look for in a professional remodeler and what questions to ask. To view or puchase this publication online, click here, or call 800-223-2665 to order. NAHB Remodelers Special Events and Meetings at IBSThe NAHB Remodelers has planned committee meetings, education sessions, a chairman's dinner and more at the 2008 International Builders’ Show in Orlando next month. NAHB Remodelers ‘Pocket Guide’ NAHB Remodelers also has a new “IBS Pocket Guide,” a handy brochure of all meetings and activities at IBS that are relevant to remodelers. To download the guide from the NAHB Web site, click here. NAHB Remodelers committee meetings are on Monday and Tuesday, Feb. 11 and 12, with education sessions beginning Wednesday, Feb. 13, and special events beginning Thursday, Feb. 14. NAHB Remodelers Special Events Highlights: Thursday, Feb. 14
Increase Your Professional Credibility The Certified Graduate Remodeler (CGR) designation emphasizes business management skills as the key to a professional remodeling operation. Remodelers who earn the CGR become members of an exclusive national program and gain recognition as industry leaders. To learn more about the CGR designation, visit www.nahb.org/CGRinfo, or call The Professional Designation Help Line at 800-368-5242 x8154. 'How to Find a Professional Remodeler' Available at BuilderBooks.com "How to Find a Professional Remodeler," available at BuilderBooks.com, promotes the professionalism of your remodeling business by offering valuable advice to your customers on the process of selecting a remodeler. The brochure guides consumers from the dream to the reality of having their homes remodeled by skilled and trained professionals. Sections include what to look for in a professional remodeler and what questions to ask. To view or puchase this publication online, click here, or call 800-223-2665 to order. Retuning Needed to Diversify Into Remodeling
Yes, many of the technical skills required for home building translate well into remodeling. But most builders will have to fine tune their business skills, the way they communicate with customers and perhaps rethink their project team if they want to successfully augment their custom home building business with remodeling work. Successful remodeler Michael Strong, CGR, CAPS, vice president of the Houston-based design/build remodeling firm Brothers Strong, offers several pointers on how builders can diversify into remodeling: Re-Establish Company Credentials Strong said builders need to re-establish their credentials with their customers because their company will be serving customers in a different role — as a remodeler, not a builder. Telling prospects about successes and the company’s reputation is a good place to start, he added. One way to add to a company’s credentials and build a stronger reputation in the remodeling arena is to earn the remodeling-based credentials and certifications recommended by NAHB ― such as Certified Aging-in-Place Specialist (CAPS) and Certified Graduate Remodelor (CGR). “If you’re going to go up against a remodeler, get certified or get someone on your team certified,” Strong advised. Earning and touting these types of certifications will help builders who are new to remodeling set themselves apart from their remodeling competition and protect their remodeling investment, especially in states where contractors are not required to be licensed. Show Off the Remodeling Team With credentials, honors and community involvement established, it’s time to show off the remodeling team. The builder’s customers are already familiar with his capable and dependable administrative and production staffs, and it’s a plus that they don’t have to get to know another staff now that it’s time to remodel. They already know they’re in good hands. “You have to let people know who you are,” said Strong. “Let them get to know you as a person by getting to know your team.” If the production manager is certified, play up this aspect to remodeling customers, Strong said. Likewise, let customers know that your company works with specialized trade contractors who understand the intricacies of remodeling. Set New Expectations Setting new expectations for clients is a vital part of re-establishing credentials, so explain to customers the differences between remodeling and home building. In particular, let customers know that:
He advises builders to take potential remodeling clients to the brink of refusing to undertake the project, and then pull them back by reassuring them that your company will be with them every step of the way through the project. Build a New Trade Contractor Team If you work with trades who have done remodeling before, that’s a plus. If not, you may need to find new trade contractors who specialize in remodeling. Read “Finding Skilled Labor,” an article in the resources section of the NAHB Web site, for pointers. Once a new trade contractor team is established, you probably have to change the way you work with these contractors. For example: There Are Differences in Job Site Etiquette Remodeling trade contractors spend countless hours in close contact with the client’s family. They serve as an extension of your company, even though they aren’t actually on your payroll, so it’s extremely important that they have the following qualities:
Efficient Scheduling Is Critical Remodeling projects generally have much more truncated schedules than new-home building. This necessitates scheduling trades tightly and sequentially — the work of one trade depends upon another. Sticking to the schedule is important, no matter what type of construction job it is. But this is especially crucial in remodeling because clients experience any schedule disruptions first-hand. And they will tell their friends and neighbors about any bad experiences. To get trades to buy into a production schedule, ask for their input when developing it. Communication is key with the trades ― and with the customer. “Your trade contractor must be in touch with your office if they are running late so you can let the customer know,” said Strong. You Must Set the Trade Contractor Up Onsite Because every remodeling project is different, the trades must be given specific work orders, drawings and instructions. “You can’t just tell your trade contractors what to do,” says Strong. “They need a written scope of work.” Also, be sure to bring the trades onsite to see the house beforehand and to introduce them to the client. “Make sure the client knows who’s in their home,” says Strong. While onsite with the trade contractor, show him where to park and where to store tools and materials. Remodeling Trades Are Much More Price-Sensitive “You can’t get the price breaks that you do on new construction because the jobs are smaller,” says Strong. Other issues remodeling trade contractors face that affect pricing include:
Remodeling projects cost more to build than new construction, as well. So you must price jobs accordingly to cover your overhead as well as the direct expenses — which often involve extra time, labor and other costs — associated with this type of work. For example:
The mark-up on remodeling jobs is typically one-and-a-half times (or about 50%) of the job cost. This excludes appliances and fixtures, on which it is hard to make a profit. The mark-up includes production management, design fees, permits and everything else. That leaves a gross profit of 33% to cover overhead costs of 25% to 30%. “If you still build new homes, then leverage your relationships with vendors and suppliers because remodelers can’t,” Strong says. Working With Remodeling Clients To remodeling clients, the project is their home, not a work site. Win their trust by demonstrating that you know the difference. Let clients know that:
Many consumers are apprehensive about remodeling because they can’t read building plans, they’ll be spending lots of money and their lives and home will be disrupted. The most effective way to ease their apprehension is to communicate with them on a regular basis and keep them informed of the projects’ details and progress. Set Yourself and Your Company Apart 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 you the areas where your knowledge is strongest, where it is weakest, and will determine the courses required for you to obtain your CGB. Find out where the next BAR will be held by reviewing the NAHB University of Housing education listings, or call The Professional Designation Help Line at 800-368-5242 x8154 for more information. Free, New E-Newsletter Covers Latest in Home TechnologyThe Home Technology Alliance (HTA), a partnership between NAHB and the Custom Electronic Design Installation Association (CEDIA) created to meet the growing consumer demand for home technology, recently launched HTA Update, a free e-newsletter that will keep subscribers up-to-date with current trends in the home building and technology industries. Created for builders, remodelers and other residential building industry professionals, HTA Update e-Newsletter will include information and educational articles that will introduce industry professionals to the world of technology products and installation services, as well as provide useful guidance on incorporating these services into their business model. Other HTA benefits for the NAHB membership include:
CEDIA: A Source for Experienced ESCs The Custom Electronic Design Installation Association (CEDIA) is a founding sponsor in the Home Technology Alliance and an international trade association of companies that specialize in designing and installing electronic systems for the home. CEDIA members are established and insured businesses with bona fide qualifications and experience in this field. CEDIA serves as a source for Electronic Systems Contractors (ESCs). For more information on CEDIA, visit the association’s Web site at www.cedia.org. To find an ESC, click here. NAHB Members Needed to Help Create Home Technology Plan
With a recent study indicating that home technology automation and control are becoming more popular and filtering down from the high-end and custom segments of the housing market into the middle market, NAHB members are being asked to help develop a strategic plan for the Home Technology Alliance (HTA), a new partnership between NAHB and the Custom Electronic Design Installation Association (CEDIA) that was created to meet the growing consumer demand for home technology. According to a June 2007 study by USBX Advisory Services, which provides investment bank services, the middle market in automation and control “has been strong” for its clients and continues to “post solid growth numbers.” “Unfortunately,” the study indicated, “both the lack of standards and the use of proprietary software have been major inhibitors for growth in the mid-market.” NAHB members representing custom, small volume and production builders, NAHB Remodelers, 50+ housing, multifamily, Executive Officers and associate installers and integrators of electronic systems are being asked help form a strategic plan for this growing opportunity in residential construction. Member input is requested for the HTA work group meeting at the upcoming 2008 International Builders Show from 7:30 a.m.-5:00 p.m. Monday, Feb. 11 in Room West 240 B of the Orange County Convention Center in Orlando. HTA was formed to serve as a central repository of information on electronic integration and home technology products and services related to the residential industry. HTA has created and launched an electronic newsletter, HTA Update, and is developing home technology webisodes to be viewed on HGTVPro.com and home technology courses and seminars that will be available through The NAHB University of Housing. For more information about HTA or to contribute to the strategic plan, e-mail Germaine Palangdao at NAHB, or call her at 800-368-5242 x8498.
CEDIA: A Source for Experienced ESCs The Custom Electronic Design Installation Association (CEDIA) is a founding sponsor in the Home Technology Alliance and an international trade association of companies that specialize in designing and installing electronic systems for the home. CEDIA members are established and insured businesses with bona fide qualifications and experience in this field. CEDIA serves as a source for Electronic Systems Contractors (ESCs). For more information on CEDIA, visit the association’s Web site at www.cedia.org. To find an ESC, click here. 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. Green Builders Expand in North Carolina's Triangle AreaThe Home Builders Association of Durham, Orange and Chatham Counties has joined with the HBA of f Raleigh-Wake County to form the Green Home Builders of the Triangle. The coalition of North Carolina home builders, suppliers and industry leaders launched the program at a Jan. 28 press conference attended by Raleigh Mayor Charles Meeker, Cary Mayor Pro-tem Julie Robinson and Durham County Commission Chairman Ellen Reckhow. “We are pleased to join an established program with a successful track record,” said Tim Minton, executive vice president of the Raleigh-Wake County builders. “The joint program enables us to encourage our members to participate in green building practices across the Triangle.” Recent drought conditions in the area have focused more attention on water efficiency practices, one of the tenets of green building, h | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||