Print-All Page: April 20, 2009

John and Romy Kohler are first-time home owners, thanks in large part to the $8,000 federal tax credit enacted by Congress as part of the American Recovery and Reinvestment Act.

The credit "was extremely instrumental in us getting our home," says John, who is in management at Chick-fil-A in Bloomington, Ind., where Romy has enrolled in law school at Indiana University. "We couldn't have done it without that."

James and Jennifer Pelton of Lakeland, Fla., and Leslie and Enrique Talavera of Chula Vista, Calif., wouldn't have been able to buy their first homes without the credit, either. They, too, are among the tens of thousands of young families who are taking advantage of the government's latest effort to jump start the economy to become home owners.

The federal credit is available to first-timers who purchase a principal residence this year and close prior to Dec. 1. The credit is equal to 10% of the purchase price, up to a maximum of $8,000, subject to certain income limitations. And as long as you occupy the property as your main home for three years, it need not be paid back.

The Kohlers have been renters since they were married three years ago, and they were "looking to rent again" when they moved to Bloomington so Romy could attend IU. But when they learned that Congress had bumped the tax credit from $7,500 to $8,000 and dropped the requirement that it be paid back so long as they occupy the home as their primary residence for 36 months, they literally jumped at the opportunity.

The couple was visiting the Highlands, a Beazer Homes community, when they learned of the new and improved credit, and they ended up signing a contract to buy a $165,000 house that same day. "It's a big house for us," says John of the four-bedroom, 2-1/2-bath home. "But it will give us room to grow our family. It's a dream come true. We are really, really excited."

The Kohlers put up a $6,000 downpayment and paid about $2,000 in closing costs. "But basically we'll get all that back in a few weeks when we receive our tax refund," John points out, "so we'll just about break even."

The Peltons in Florida aren't first-time buyers in the true sense of the term. But they still qualify under the tax credit rules, which define first-timers as anyone who hasn't owned a principal residence for three years prior to their closing date, the day they actually take title to their new home.

The Peltons previously owned a manufactured house that was damaged not once but twice when hurricanes tore through Central Florida several years ago. Each time a storm hit, James not only had to pay to repair their home, he also lost valuable work time. "I was out of work for two weeks after one hurricane, and when the next one came, I was out of work again. I lost a lot of money."

He "tried everything to catch up," he says. But eventually, they had to give the place up.

Now, though, they are owners of a $149,900, four-bedroom home at the Enclave, a Highland Homes community. And they are going to use the money they get back from Uncle Sam when they file their 2009 tax return as a cushion so they will never again fall behind on their mortgage payments.

James, who works two jobs to support his family of four — during the day, he works in a food warehouse, and at night, he delivers the Lakeland Ledger — is certain the couple would have purchased another house eventually, but probably not for another five years or so. "We don't have that kind of money lying around," he says.

But thanks to the tax credit, the Peltons were able to buy now. "The $8,000 tax credit was a big incentive," James says. "It gives us a fresh start."

In Southern California, meanwhile, the Talaveras have just moved into their four-bedroom, 2-1/2-bath house at the Summit at Eastlake.

There were other factors that went into their decision to buy the $350,000 house by Cornerstone Communities. Prices are more affordable then they've been in years and there are lots of models to choose from. But the tax credit was paramount, especially since California is kicking in a tax credit of its own for up to an extra $10,000.

Unlike the federal tax credit, which is for first-timers who buy either a new or existing house, the California credit — 5% of the purchase price, up to a maximum of $10,000 — is targeted just to buyers of newly built homes.

"We are the classic people the government is trying to reach," says Leslie, who works in the business office at a local hospital while husband John is an E-6 in the Navy. "We were looking, though not very seriously because we thought the market might drop some more. But when we heard about the tax credit, we decided to take advantage of it."

Now, the family of four is living in a brand new home, a home "we never thought we'd be able to get."

The California tax credit is going fast. The state has set aside $100 million for the credit, which is enough to cover 10,000 buyers at the maximum credit, and nearly 4,000 buyers have already applied, according to the state. On the federal level, where there is no limit on the total number of credits, nearly 600,000 have already claimed the first-time buyer credit.

As of March 6, nearly 568,000 had claimed a first-time home buyer credit, according to the Treasury Inspector General for Tax Administration, which audits the Internal Revenue Service.

California builder Matt Towery of Towery Homes can attest to the power of the combined credits. He logged just one sale prior to Thanksgiving, but since then, he's notched 48 at his four communities in the Bakersfield area about 90 miles north of Los Angeles.

"The California credit is the one that really clicked in for us," says Towery. "When that hit, our traffic went from 15 groups a weekend to about 50. Cars were parked in the vacant lots across from our models. It was just stunning. We haven't seen that for years."

The young builder, who has been in construction all his life but didn't go out on his own until 2002, says the tax credits are "creating a sense of urgency" among would-be buyers who have been sitting on the fence. "Now they are worried we won't be able to finish their homes on time" so they can claim them.

Lew Sichelman is a nationally syndicated columnist who has been covering the housing market for more than 35 years.

Wilmington, Del. Home Buyer Benefits From Stimulus Package

A new home owner in Wilmington, Del. has become one of many to benefit financially from the recent federal stimulus package to help jump-start the economy.

Qualifying for the $8,000 first-time home buyer tax credit and taking advantage of low mortgage interest rates and Delaware’s low property taxes, Marcia Washington, a nurse in Philadelphia, purchased her new home at McMullen Square.

Homes in the 38-town home development located in the northeast corner of the city are priced in the low- to mid-$200,000 range. The neighborhood revitalization project was built by Benchmark Builders and is targeted to the affordable workforce housing market.

“It’s great to see a first time-home buyer in Delaware reaping the benefits of this federally provided tax incentive,” said Rep. Mike Castle (R-Del.). “These targeted tax incentives can help home buyers take advantage of current low interest rates and make a sensible investment in purchasing a new home. As other Delawareans utilize this and other benefits, we hope to see more stability in home values and the overall housing market.”

“This is a perfect example of how the federal stimulus package can work for housing,” said Steven Bromberger, president of Benchmark Builders. “Many can take advantage of this opportunity, but they need to do so prior to December 1, 2009, when the program expires.”

This free money provided by the American Recovery and Reinvestment Act of 2009 offers a direct tax credit, as opposed to a deduction, the builder is informing its prospective customers. So those who qualify can see the rewards sooner. First-time home buyers include those who have not owned a home as a principal residence for the past three years. Therefore, this package can be utilized by a broader audience than those actually purchasing for the first time.

Locally owned and operated, Benchmark Builders has been building a full range of residential homes throughout northern Delaware — from town homes and detached single-family homes to semi-custom and executive homes. The award-winning company is also recognized as Delaware’s leader in the development of communities for active adults.

Real Estate Outlook: A Turnaround May Be in Sight

Almost no one in the economic forecasting business wants to take the risk of announcing that it's now official. We're past the rock bottom of the down cycle for real estate and now we're moving into recovery mode.

That's understandable, but the fact is that the signs are all there. Sales and pending sales of homes have turned up sharply in hard-hit markets. House prices are more affordable. Consumer confidence polls show slight but noteworthy improvements in the public's outlook.

Mortgage applications for purchases of resale and new homes were up again — 8% for applications using conventional loans, and a remarkable 17% gain in applications to buy houses using low-downpayment FHA mortgages.

Mortgage rates remain at near historic lows, though they may be bottoming out. Thirty-year fixed rates rose a tenth of a percent on average, according to the Mortgage Bankers Association, to 4.7%. Fifteen year rates stayed flat, around 4.5%.

A group of new consumer-sentiment polls came out showing that Americans are feeling better about their economic prospects for the first time in months. A survey of 15,000 adults by Discover Financial Services recorded a significant jump in confidence between February and March. A New York Times/CBS poll of 1,000 consumers found the same. The Times even put the results at the top its front page with the headline: "Poll Finds Brightening Outlook on U.S. Economy."

Members of NAHB reported that shoppers' visits to look at new houses for sale are "on the rise and consumer interest is increasing.” The association also announced that more than half of all U.S. households — 55 million of them — can now afford to buy the median-priced $200,000 new home. That's up 45% in the past 24 months.

Even Business Week, which has been particularly harsh on housing in recent years, ran a cover story about the turnaround getting underway — focusing on hard-hit areas of Florida, California and Las Vegas, where sales have been rising fast and unsold inventory taking a plunge.

"At this rate (of current sales),” she told the magazine, "we're going to see a big shortage of inventory by summer, and that will trigger price increases.”

That would be extraordinary, especially in view of still-rising unemployment and depressed levels of spending by consumers. But don't count it out.

This article appeared in the April 14 issue of Realty Times and was reprinted with permission.

First-Time Home Buyers Jolt Market Into Life

There is a surge of first-time home buyers in California and across the country who are taking the plunge into the still-shaky housing market, exchanging rents for mortgages. Lured by a combination of a drastic drop in home prices, expanded FHA-insured loans, record-low interest rates and an $8,000 federal tax credit, these newcomers are breathing new life into a beleaguered market. Their entry, many hope, will help slow the fall in home prices and sales. First-time buyers bought more than half of the existing homes sold in February, according to the National Association of Realtors®, and helped add to the 5.1% increase in sales from the month earlier. Enticed by the huge drop in prices around her neighborhood, first-time buyer Ucilia Wang says she’s willing to take the chance that prices could slide further or that the economy could worsen. Overall, in Oakland, Calif., where she rents a tiny one-bedroom apartment, the median home price dropped 66% over the past year. In her sought-after neighborhood of the Piedmont District, Wang is finally finding homes in her price range of about $500,000, which would have been hard to find two years ago. “You don’t have to spend $500,000 for a one-bedroom condo [anymore]. You might be able to get a single-family house for that now,” says Marci Orler, a Realtor® in San Jose, Calif., who bills herself as a first-time home buyer specialist. With six active clients, Orler is much busier today than she was this time last year when few first-timers, or anyone else for that matter, were shopping for houses. Prices have finally fallen to a level that people without equity can consider buying, she says. (www.csmonitor.com)
Christian Science Monitor (4/15/09); Michael B. Farrell

Housing Affordability Trumps Luxury in New Home Market

At least for the foreseeable future, home builders say, brand-new houses in the north San Diego County region will be smaller and focus on affordability and energy efficiency. Gone are the days when “new home” was synonymous with marble bathrooms and tricked-out kitchens. “Do you need stainless-steel appliances?” asked Mark Connal, sales director for Michael Crews Development, an Escondido builder. “Yeah, it looks nice, but do you want a home you can afford, or do you want to sleep in a shopping cart?” Connal said his company has sold all of its standing inventory and is now searching for cheap land so it can build homes at low enough prices to compete with a glut of foreclosures priced 50% below previous sales in Southwest Riverside and 40% off in San Diego County. KB Home, a giant builder based in Los Angeles, has taken a similar tack, already offering new, single-family houses in Wildomar starting at $199,990. The new KB Home “Open Series” products start at 1,239 square feet and focus on efficiency of design, providing a lot of living space in a small, affordable space, said Steve Ruffner, president of the company’s Southern California division. “You don’t need giant hallways you don’t live in and giant bathrooms you don’t live in,” Ruffner said. “It’s more about what you need.” (www.nctimes.com)
North County Times (4/17/09); Zach Fox

Weyerhaeuser CEO Predicts Rebound

Dan Fulton, Weyerhaeuser Co.’s chief executive, predicted that the market for new homes would level out this year and begin returning to normal in 2010. “What it feels like to me, and this is coming from both the wood products perspective and home-building perspective, is that we’re at a point now where single-family home prices have come down to a point where they are more affordable than they’ve been in some cases for 20 or 30 years. I think in California, because of a combination of home prices and low mortgage rates, homes are more affordable than they’ve been in 40 years,” he said. But buyers are reluctant to commit because of anxiety about their jobs, he said. “The reason that people have not been buying homes is not so much price. For the last three or four months it’s been the feat of unemployment. We’ve seen unemployment continue to rise, and that’s caused discretionary buyers to move to the sidelines,” Fulton said. “If unemployment starts to stabilize, I think you’ll start to see some movement in the market. If there’s a significant inventory of existing homes and an overhang of foreclosures, that will continue to be a drag on the market for a while. But I expect a modest recovery in 2010 and the market picking up steam in 2011,” he said. (www.thenewstribune.com)
Tacoma News Tribune (4/20/09); John Gillie

Tough Times for Town Fathers; Leading Businesses Fall, and Life Gets Lean in Loganville

Business leaders like builder Tommy DeMilio and banker Stanley Kelley have long been pillars of the town of Loganville, Ga. about 35 miles from Atlanta. Each year they contributed millions for parks, buildings, classroom books, even a gymnasium and church. In the process, they acted as a safety net for everything from the local schools to the Chamber of Commerce. Now, with the credit crisis causing the traditional support systems to crumble, life in Loganville is harder on just about everybody. “I’ve lost 80% of my net worth in this downturn and since I put it all back in my company, I’m not floating in cash,” says Darrell McWaters, president of Meridian Homes USA Inc., a big home builder and another of the area’s major donors. “We’ve had to cut out everything.” As long-time patrons of their community DeMilio, 48, and Kelley, 68, had ambitious plans to create a four-acre park for the city’s 9,500 residents. It’s a quarter finished and won’t likely be completed. DeMilio’s construction business has dried up and Kelley’s bank failed in November. Driving by the site in his SUV recently, DeMilio looked dejected. Only a few climbing and jungle-gym sets are in place. The recreation center isn’t likely to be finished this year, if ever, “unless something turns around,” DeMilio says. “I feel like we failed the community.” Owner of the Wayne Thomas Group, DeMilio is a transplanted New Yorker who made a name here as a builder and developer. Today, his problems are twofold. Few new homes are being built, which has killed most revenue from that end of his business. At the same time, he can’t collect on agreements he has made to sell land to other builders because their credit has been frozen. “I can’t go after them, they don’t have the money,” he says. At the height of the building boom, his company, which offered free lunch and gym memberships to employees, had 62 people on the payroll and about 450 subcontractors. He’s now down to about 100 people. “I’m operating month to month now,” he says. (www.wsj.com)
Wall Street Journal (4/11/09); Gary Fields

Decreases in Home Inventory Are Helping Some Developments More Than Others

In a glimmer of good news for the moribund housing market, the number of homes for sale in Palm Beach County, Fla. has slowly but steadily fallen for the past two years. But this ray of sunlight is shining more brightly on some neighborhoods than others. In many older neighborhoods, relatively few homes are on the market. At Addison Reserve, a country club community west of Delray Beach built in the 1990s, about 7.5% of the development’s 714 homes are on the market. And at Fairmont Place, an over-55 community west of Boynton Beach, built in the 1980s, none of the 192 homes is for sale. But in newer, boom-time developments, for-sale signs flourish. At Versaille in Wellington, for instance, nearly 20% of the 450 homes are on the market, according to Multiple Listing Service Data. “There are pockets of ridiculous amounts of inventory,” said Scott Agran, head of Lang Realty in Boca Raton. “But if you take established communities with no new construction in the past five years, inventory is normal.” (www.palmbeachpost.com)
Palm Beach Post (4/19/09); Jeff Ostrowski

Bank Lending Keeps Dropping

Lending at the nation’s biggest banks has fallen more sharply than previously realized, despite government efforts to pump billions of dollars into the financial sector. According to a Wall Street Journal analysis of Treasury Department data, the biggest recipients of taxpayer aid made or refinanced 23% less loans in February, the latest available data, than in October, the month the Treasury kicked off the Troubled Asset Relief Program. The total dollar amount of new loans declined in three of the four months the government has reported this data. All but three of the 19 largest TARP recipients with comparable data originated fewer loans in February than they did at the time they received federal infusions. (www.wsj.com)
Wall Street Journal (4/20/09); David Enrich, Michael R. Crittenden and Maurice Tamman

Single-Family Home Starts Unchanged in March

Characteristic volatility in the multifamily sector pushed nationwide housing starts down 10.8% in March while production of single-family homes remained unchanged, according to numbers released by the U.S. Commerce Department on April 16.

Total starts fell to a seasonally adjusted annual rate of 510,000 units last month. The decline resulted from a 29% drop on the multifamily side, which largely offset a big gain in apartment and condo building in February.

“While improving interest among potential home buyers has builders more optimistic these days, we don’t want to ramp up production until sales of new homes pick up,” noted NAHB Chairman Joe Robson. “A cautious attitude about new building is definitely what’s called for here, and that’s what most builders have wisely adopted for the time being.”

“Today’s numbers are right on target with NAHB’s forecast, which anticipates that housing starts will bottom out in the second quarter, after new-home sales have stabilized,” said NAHB Chief Economist David Crowe.

“Single-family starts remained virtually unchanged over the past three months, indicating that we are closing in on a bottom,” Crowe said. “Multifamily starts — which tend to bounce around from month to month — were responsible for the decline in total starts as they readjusted following a substantial gain in February.”

Crowe noted that while builders have been seeing more sales office traffic and fielding more calls in recent weeks as consumers respond to historically affordable home buying conditions, many continue to grapple with a severe credit crunch for acquisition, development and construction financing (AD&C).

“A substantial recovery in housing of the kind that’s required to help get the national economy back on its feet will not happen until the logjam in AD&C lending has been broken,” he cautioned.

Single-family housing was started at an annual rate of 358,000 units in March, the same as the previous month; multifamily housing production was reported at a yearly pace of 152,000 units.

Housing starts were down in three out of four regions of the country in March. Starts were up nearly 16% in the Midwest, and down 25.4% in the Northeast, 16.8% in the South and 26.3% in the West.

Building permits, which can be a harbinger of future building activity, also fell in March. Total permit issuance declined 9% to a seasonally adjusted annual rate of 513,000 units, with single-family permits falling 7.4% to 361,000 units and multifamily permits declining 12.6% to 152,000 units.

Permit issuance in March declined across every region except the West, which showed no change. Permits fell 24.3% in the Northeast, 2.3% in the Midwest and 10.3% in the South.

Builders and other industry professionals can help spur home sales by referring prospective first-time home buyers to www.federalhousingtaxcredit.com. The NAHB Web site provides detailed information on the $8,000 federal tax credit for first-time home buyers included in the economic stimulus legislation signed into law by President Obama.

Consumers can use the Web site to find information on the tax credit — including a detailed question and answer section. It also includes information about other housing-related and small business measures in the legislation and a number of home-buying resources for consumers.

A Spanish version of this increasingly popular Web site is also available to provide detailed information on the tax credit to Spanish-speaking first-time home buyers.

Industry professionals are encouraged to highlight either tax credit Web site when marketing to their potential first-time home buyer market.

Panels of nationally recognized experts at the day-long conference will discuss economic trends, government policies, developments in the housing industry and the results from NAHB's recent surveys.

Subscribe and get downloadable Excel tables that feature the housing starts forecast, gross domestic product (GDP), demographics and more.

Builder Confidence Shows Biggest Jump in Five Years

Builder confidence in the market for newly built, single-family homes this month rose five points — to 14 — the highest level since October 2008, according to the latest NAHB/Wells Fargo Housing Market Index (HMI), which was released on April 15.

The largest one-month increase since May of 2003 moved the HMI out of single-digit territory for the first time in six months. Every component of the HMI showed improvement, but sales expectations in the next six months recorded the biggest gain.

“If you’re a potential buyer who’s been sitting on the fence waiting for a sign that now is the time to act, this is it,” said NAHB Chairman Joe Robson. “Some of the most favorable buying conditions in a lifetime are now in place, and they are drawing more consumers back to the market.”

“This is a very encouraging sign that we are at or near the bottom of the current housing depression,” said NAHB Chief Economist David Crowe. “With the prime home buying season now underway, builders report that more buyers are responding to the pull of much-improved affordability measures, including low home prices, extremely favorable mortgage rates and the introduction of the $8,000 first-time home buyer tax credit.”

Crowe cautioned, however, that a key issue that still must be addressed is the ongoing credit crunch for builder acquisition, development and construction (AD&C) financing. “Restoring health to our nation’s economy will require a substantial housing recovery, and that recovery is contingent on breaking the logjam in AD&C lending that presents an ever-increasing obstacle for home builders,” he said.

Derived from a monthly survey that NAHB has been conducting for more than 20 years, the HMI gauges builder perceptions of current single-family home sales, expectations of sales six months down the road and traffic of prospective buyers. Any number over 50 indicates that more builders view conditions as good than poor.

Each of the HMI component indexes recorded substantial gains in April. Builder sales expectations surged 10 points, to 25. Current sales conditions and buyer traffic each rose five points, to 13 and 14, respectively.

The HMI for April was up in every region of the country, climbing eight points to 16 in the Northeast, six points to 14 in the Midwest, five points to 17 in the South and four points to 9 in the West.

A Spanish version of this increasingly popular Web site is also available to provide detailed information on the tax credit to Spanish-speaking first-time home buyers.

Industry professionals are encouraged to highlight either tax credit Web site when marketing to their potential first-time home buyer market.

Panels of nationally recognized experts at the day-long conference will discuss economic trends, government policies, developments in the housing industry and the results from NAHB's recent surveys.

Subscribe and get downloadable Excel tables that feature the housing starts forecast, gross domestic product (GDP), demographics and more.

Four More States Announce Programs to Monetize Tax Credit

Four more states — Delaware, New Mexico, Pennsylvania and Tennessee — have recently taken steps to monetize the $8,000 tax credit for first-time home buyers so that it can be used to pay downpayments and closing costs.

The new programs are similar to those initiated previously in Colorado, Idaho, Missouri, New Jersey and Ohio.

The National Council of State Housing Agencies (NCSHA) has established an information clearinghouse on tax credit monetization programs for consumers and other state agencies. To read up-to-date information on these programs, click here.

For more information, e-mail Brooke Fishel at NAHB, or call her at 800-368-5242 x8061; or contact Robert Dietz, x8285.

A Spanish version of this increasingly popular Web site is also available to provide detailed information on the tax credit to Spanish-speaking first-time home buyers.

Industry professionals are encouraged to highlight either tax credit Web site when marketing to their potential first-time home buyer market.

Panels of nationally recognized experts at the day-long conference will discuss economic trends, government policies, developments in the housing industry and the results from NAHB's recent surveys.

Subscribe and get downloadable Excel tables that feature the housing starts forecast, gross domestic product (GDP), demographics and more.

Register online for the 2009 Spring NAHB Construction Forecast Conference and webcast on Thursday, April 23 in Washington, D.C. where nationally-recognized housing and economics experts will provide answers to the most critical questions facing the industry today.

Experts will discuss regional and national trends, the state of the mortgage finance industry and housing prices.

In response to today's economy, NAHB is lowering registration fees by $75. For more detailed information and the latest agenda, visit www.nahb.org/CFC.

Online registration is available through Friday, April 17. To register and learn more, visit www.nahb.org/CFC.

For webcast information, visit www.nahb.org/CFC. The purchase price includes unlimited access to the webcast archive for three months and electronic copies of the presentation materials.

For information on the conference, e-mail Christabelle Smith at NAHB, or call her at 800-368-5242 x8416.

A Spanish version of this increasingly popular Web site is also available to provide detailed information on the tax credit to Spanish-speaking first-time home buyers.

Industry professionals are encouraged to highlight either tax credit Web site when marketing to their potential first-time home buyer market.

Useful Links to Monitor Economic and Housing Trends

The following are links to useful information from government agencies and NAHB that will enable you to monitor the housing market.

A Spanish version of this increasingly popular Web site is also available to provide detailed information on the tax credit to Spanish-speaking first-time home buyers.

Industry professionals are encouraged to highlight either tax credit Web site when marketing to their potential first-time home buyer market.

Panels of nationally recognized experts at the day-long conference will discuss economic trends, government policies, developments in the housing industry and the results from NAHB's recent surveys.

Subscribe and get downloadable Excel tables that feature the housing starts forecast, gross domestic product (GDP), demographics and more.

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.

Builders’ Tip: Two Strategies for Storing Parts and Tools

Keeping track of small parts and tools can be a bit of a challenge when you need them in a hurry, but I’ve come up with two simple solutions that make things easy-to-find and keep them clean.

A Spanish version of this increasingly popular Web site is also available to provide detailed information on the tax credit to Spanish-speaking first-time home buyers.

Industry professionals are encouraged to highlight either tax credit Web site when marketing to their potential first-time home buyer market.

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.

Stimulus Bill Tax Provisions Help Small Business, Says IRS

There is a wide range of provisions in the American Recovery and Reinvestment Act that may be helpful to the housing industry, and NAHB has compiled a list of them along with the potential benefits they provide. To read a summary of these provisions, click here.

For more information on the housing stimulus provisions, e-mail Robert Dietz at NAHB, or call him at 800-368-5242 x8285.

Effective Advertising Should Focus on Generating Traffic

If you don’t want any of your advertising dollars to go to waste, you need to understand that effective advertising, especially in today’s market, must have a singular goal — to generate traffic.

Now, advertising isn't the only way to achieve this goal. A balanced marketing program that includes such elements as highly-targeted print advertising and targeted media, like radio and cable television, can generate traffic as well.

In fact, to be effective, all of your advertising and marketing efforts should work seamlessly with a well-strategized public relations outreach program that should probably include working with real estate brokers, depending upon your market.

One of the best ways to generate qualified traffic in this housing downturn is through special events involving onsite or offsite promotion.

Also, don’t forget the role of the Internet. Studies have shown that 80% of purchasers start their home search on the Internet.

During the last peak in the housing cycle, institutional advertising was de rigueur. Often called “image” advertising, institution advertising did not promote a specific call to action. It relied on just sharing a vision.

That might have worked when the market was strong and just about everyone was buying homes, but today, the wisdom of an old Japanese proverb is more apropos — “Vision without action is a daydream. Action without vision is a nightmare.”

Today, we must include a call to action in every ad — or else we risk wasting our precious ad dollars.

“You must be proactive with your advertising dollars, as few as they may be,” says Richard Elkman, of Group Two Advertising in Philadelphia, an advertising and marketing firm for new-home builders. “If you don’t have a message and don’t differentiate your company, then your competition is going to get your sales.”

With print advertising, that means builders should do more than convey information. People want a good story that they can evaluate on their own. Give it to them — with a twist.

One way to teach adults about the value of your home is by employing self-discovery through involvement. Don’t bore them by telling them too much and giving away the ending of your story.

Hold a little back to let them discover what they need and want — and definitely make your call to action a part of the story.

Remember that an ad is not designed to sell anything. It’s there to create a climate where the sale can be made. So, use your story to highlight the emotional deficits your target market is experiencing and show them how they, by taking the next step and buying your home, can fill those emotional holes.

Entice them with appeals involving culture, convenience, romance, recreation, long- and short-term investment, status and prestige, security and privacy and, of course, family and lifestyle. But remember, the sale only starts with emotion. It also must appeal to reason and logic, so be sure to make your appeal easy to understand — and difficult to misinterpret.

Now is not the time to scrimp on images or color. If you are not using images, and in particular, color images in your ads, you aren’t getting the best use of your ad dollars.

A four-color ad is expensive, true, but it also has 80% more chance of getting read. Even a two-color ad is 38% percent more likely to be read than its black and white counterpart.

Utilize imagery and symbolic language that appeal to all learning styles — auditory, visual and kinesthetic.

When you stop using advertising to make sales, but instead use it to generate traffic, you’ll find that you are not wasting your ad dollars.

Gian Hasbrock, MIRM, is president of WOWISM, a real estate marketing consulting firm specializing in education, training, motivation, research and accountability. Hasbrock is also an NAHB Master Instructor, the author of the courses, “Built to Sell” and “Multicultural Sales,” and the co-author of the courses, “Effective Marketing on a Shoestring Budget” and “Understanding Housing Markets and Consumers.” For more information, e-mail Hasbrock, call him at 252-207-9000 or visit www.WOWism.com.

Consumers can use the Web site to find information on the tax credit – including a detailed question and answer section. It also includes information about other housing-related and small business measures in the legislation and a number of home-buying resources for consumers.

A Spanish version of this increasingly popular Web site is also available to provide detailed information on the tax credit to Spanish-speaking first-time home buyers.

Industry professionals are encouraged to highlight either tax credit Web site when marketing to their potential first-time home buyer market.

“ValueMatch Selling for Home Builders,” available through BuilderBooks.com, presents a selling process that focuses on selling feelings and appealing to prospective buyers’ emotional need to buy a new home in today’s market rather than product.

Learn how to build rapport with prospective home buyers, meet their needs, make powerful presentations that are focused on their values and go for the close.

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.

How to Overcome Home Buyer Objections in Today's Market

We all might want more sales than we are getting, or we might like the sales that we do work with to be free of their many contingencies and conditions, but transactions are happening — even in the most stubborn markets.

As for the objections our prospects raise, they really don’t differ that much from what many of us have heard in the past. They still can be grouped into the five basic categories — the home’s setting, financial reasons, design, buyer timing and fear — just like they were during the housing boom. And then, as now, most seasoned salespeople have been trained on how to overcome them.

Yet, when most new home salespeople hear the dreaded, “We want to think it over,” from their customers today, they simply fold up their tents.

So the fundamental impediment brought on by objections in today’s market, as difficult as it may be, may really be more about how we hear and interpret these objections, rather than the actual substance of them, and — even more importantly — how we allow these objections to become part of the selling and buying process.

Most of us have spent a good part of our sales career overcoming objections and were trained in how to do it effectively. We would listen, make sure we understood them, discuss them and provide well-rehearsed and planned answers — and then move on to the sale.

Our solutions may not have satisfied our clients’ needs or been what they wanted to hear, but our sales objective was to give our solutions or answers to their objections and move along as if nothing had happened.

Prospective buyers can raise objections to buying now because of everything from neighborhood schools, an inability to get a mortgage, a baby due in eight weeks and too low a ceiling in the family room to paying too high a price, home owners association fees, fear of working with the builder and more.

But no matter what the basis of the objection is, it generally falls into one of three levels of importance — major ones you can do nothing about; intermediate ones you can explain, answer or solve; and minor ones that are inconsequential and should be ignored.

Major objections are those that you can’t change, make go away or really do anything about. If there is a power line or water treatment plant nearby, for instance, you can’t miraculously make it disappear.

The best you can do in this circumstance is discuss the objection with your prospects and minimize its impact on the decision-making process by helping them understand that whatever it is that they object to really will not have an adverse impact on their lifestyle or investment.

The intermediate objections — the ones you can explain or answer — usually center around perceived room sizes, various aspects of their investment, having a current home to sell, fear of making a decision and the like.

These are the objections and issues that you were trained to overcome and can overcome. Your task is to actually make the objections disappear through specific actions, or to lessen their impact and make them seem reasonable enough to your prospects so that a buying decision is still possible.

The minor or inconsequential objections are those that are sometimes raised in passing. They may not even be objections but, instead, be merely off-the-cuff comments or observations about the paint, carpet color, model furnishings or something else incidental that really has nothing to do with the floor plan, how well it works for your customers or what they really feel about the home.

If you are ready and willing to act on these minor objections, you give them much more weight and importance than they deserve — and you could spend much too much time trying to solve them. The best plan of action with minor objections is to ignore them and let them fade away.

While the nature of buyer objections has not really changed, in order to overcome objections in a down market, your first order of business should be to determine how serious your home shoppers are.

If they’re not serious, having a home to sell or worrying about getting their financing really doesn’t matter at all. If they’re not serious, they are not going to buy no matter how hard you work for them.

So, to determine how serious they are, I suggest asking them something like, “If your current home (or financing or other considerations they raised) was not a factor and everything was in place for you to do so, would you say ‘yes’ to owning this home right now?”

If they replied with anything other than an emphatic and enthusiastic “yes,” then they really haven’t raised an objection, they were just giving you an excuse. And there is no effective way to work with excuses, because as soon as you try to deal with one another one will pop up.

However, if selling a home or getting financing or whatever else that they brought up is a true objection and the buyer is truly serious, you have something to focus on and work with.

Once you’ve determined their seriousness, the next step is to determine how many obstacles need to be overcome. To do that, I’d ask a follow-up question like, “So, if selling your present home (or getting financing, etc.) was not a factor, are you comfortable going ahead and getting started with owning this home today?”

This approach helps to determine if the objection they raised initially was the only one you have to address of if there are other obstacles to making the sale. The approach enables you to discover what you really can and do need to work with — and what is just being offered as conversation.

So, before attempting to answer or work with what you think might be a true objection, confirm that it is a true objection and that it stands in the way of an immediate decision.

Once you made that determination, you can work with it to eliminate it as a barrier to the sale. Otherwise, you may be making the sales process longer and harder than it needs to be.

Steve Hoffacker, CAASH, CAPS, CGP, CMP, CSP, MCSP, MIRM, is the founder of Hoffacker Associates, a real estate sales and marketing consultant firm based in West Palm Beach, Fla. that focuses on helping builders and salespeople gain control of their sales process to become more profitable, effective and efficient. His company provides coaching, lead generation, sales techniques, marketing and business management services. For more information, call Hoffacker at 561-685-5555, or visit http://stevehoffacker.com.

A Spanish version of this increasingly popular Web site is also available to provide detailed information on the tax credit to Spanish-speaking first-time home buyers.

Industry professionals are encouraged to highlight either tax credit Web site when marketing to their potential first-time home buyer market.

Learn how to build rapport with prospective home buyers, meet their needs, make powerful presentations that are focused on their values and go for the close.

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.

Free NAHB Webinar to Discuss Impact Fee Alternatives on April 21

With more communities turning to impact fees to address such problems as aging infrastructure, traffic congestion, overcrowded schools and inadequate water and sewer capacity, NAHB is holding a free webinar on April 21 to give members the tools they need to shift community discussions and solutions to alternative financing mechanisms that will solve infrastructure problems in an ailing economy.

The webinar, by NAHB’s Land Development Committee with support from NAHB Multifamily, will introduce builders, developers, home builders associations and land development professionals to the resources available from NAHB.

Participants will also learn about strategies to press the case for impact fee rollbacks and alternative solutions.

The webinar is the first in a series on development issues that will be provided by the NAHB Land Development Committee.

For more information, e-mail Jennifer Jones at NAHB, or call her at 800-368-5242 x8469.

Free Webinar on April 29 Looks at Negotiating With Lenders

A free, hour-long webinar on how to negotiate with lenders will be held on Wednesday, April 29, beginning at 2:00 p.m.

A panel of home builders, a financial expert and an attorney will discuss how to do business with lenders under the current economic and credit crisis.

May 14 Audio Seminar Explores Government Contracting Options

During an hour-long NAHB audio seminar next month, developers, remodelers and single-family and multifamily builders can learn how to use the economic stimulus package to diversify into commercial construction.

Scheduled speakers include builders who have more than 20 years of experience with government contracts and an attorney who specializes in contract law.

“This audio seminar will provide knowledge that individual companies do not have the time, resources or direct access to the government to attain on their own,” said Fred Hoppe, NCBC chair and scheduled seminar speaker. “This is the benefit of NAHB and council membership in today’s tough market. They will help do the homework necessary to run your business.”

Hoppe, a partner at Hoppe & Harner, LLC in Lincoln, Neb., specializes in contract law in construction, commercial real estate, business, landlord/tenant and banking. He is also president of Hoppe Homes, Inc., a real estate ownership, operation and development company.

Audio seminar participants will learn about a variety of government-contracted construction projects listed in the stimulus package and what they need to know to bid on — and win — government contracts.

The seminar will also include information about connecting with federal contractors to work as subcontractors on commercial construction jobs.

“Our members need to learn how to get in on these projects.” said Carl Harris, vice president and general manager of the Carl Harris Company in Wichita, Kan. and NCBC vice chair and moderator of the seminar.

Harris said that government project money is available for schools, fire stations, public works, water treatment plants and even pseudo-government projects like hospitals.

“Now that the stimulus package has passed and project money is being allotted and will be spent on these types of projects, NAHB members should be actively going after it,” said Harris.

The seminar will include a panel discussion as well as questions from the audience. Questions can be submitted in advance through Friday, May 8 to commercialbuilders@nahb.com.

For more information, e-mail Kisha DeSandies at NAHB, or call her at 800-368-5242 x8455.

Add Bells, Whistles to Standing Inventory, Without High Costs

By Walt Zerbe, Russound
Just as auto dealers are now offering expanded features and other benefits in order to sell their excess inventory in a down market, builders can now offer multi-room audio and communication systems to any low-tech standing inventory in order to boost sales — without the high cost of retrofitting the expensive high-tech upgrade.

Until now, one of the biggest and costliest issues with retrofitting a home with a multi-room audio and communication system has been installing the long wires needed, which typically run from a single point, like the family room, to all the other rooms in a home.

However, with new power line carrier (PLC) technology, builders can create a multi-room audio system that uses a home’s standard AC electrical wiring — at a fraction of the cost of rewiring a home and in a fraction of the time.

With PLC technology, builders can tap into a home’s standard AC wiring to send music, data and other digital information over a home’s standard AC wiring, as well as add security options, audio, video, broadband and more to attract today’s tech-savvy buyer.

In addition, PLC technology presents new options in scalability and entry pricing for builders considering offering multi-room audio in the future. While pre-wiring a home in order to incorporate potential technology upgrades during pre-construction and remodels has its advantages, PLC technology opens a new window of opportunity in post construction models, inventory and existing homes without having to cut into or remove walls and fish for wires.

Internet protocol-based systems that utilize power line carrier technology, the basis for PLC technology, have established a new benchmark for how audio, closed circuit television and intercom communication can be distributed throughout the home.

Home owners can now enjoy complete multi-room access to digital audio entertainment, CD players, an intercom system and color security cameras from any room in the house while bypassing the need for a centralized controller. Builders can enjoy additional cost savings and flexibility when retrofitting standing inventory because amplified keypads and system sources can be placed anywhere in a home where AC power has been run.

The decentralized nature of these systems provides additional benefits, as well. Not only can sources and control points be placed anywhere in a home, they may even be moved at the user's whim. Home owners can move baby cameras and monitoring devices or personal music player docks when their circumstances change or to make placement more convenient.

This kind of flexibility is nearly impossible with a wired system and gives builders with standing inventory another strong selling point.

In addition, there is no longer the need to have a central “black box” taking up space in the entertainment center.

So for builders looking to move standing inventory by adding high-tech solutions to increase their homes’ appeal, they can now add technology features at a fraction of the cost.

A builder or installer can now retrofit a home with two zones of a PLC-based system in half a day and include such features as baby monitoring, closed circuit television, Internet radio, a personal music player and more to make that home salable.

No matter how many sources are integrated, the interface remains easy to master and maintain. By offering demonstrable value-added benefits from PLC technology-based media and communication systems, builders have a new and less expensive tool to move inventory in today’s market, as well as when the housing market returns.

Walt Zerbe is a product manager at Russound, a Newmarket, N.H.-based designer and manufacturer of custom multi-room audio-video systems and accessories. Zerbe has more than 20 years experience in all aspects of the custom installed audio industry and serves as the co-chairman of the R10 Residential Systems Standards Body and co-chairman of the Multi-Room Audio Video Council (MRAV) of the Consumer Electronics Association (CEA). For more information, visit the Russound Web site at www.russound.com.

Builders in Hard Times Find Money for Commercial Jobs

With home builders continuing to look for work that will help see them through the current housing slump, and even provide an ongoing stream of alternate income once the marketplace recovers, NAHB’s National Commercial Builders Council (NCBC) has re-issued “Light Commercial Construction for Home Builders: A How-to Manual for Diversifying Your Business.”

The 2009 edition of the publication provides an extensive look at light commercial development, construction, contracting and financing.

NCBC Past President Elton Parsons, of EP Enterprises in Andover, Kan., recommends the how-to manual to anyone considering taking steps to diversify their business.

While considering the advantages of small commercial projects, builders also need to consider the requirements and pitfalls of various commercial projects, said Parsons, who was an advisor on the manual.

Lining up financing at a time when many banks have all but closed their lending windows for new residential and retail projects is perhaps the most obvious obstacle for builders hoping to diversify today, but according to Parsons and other experienced commercial builders, there is still money to be found.

They say key to succeeding is starting out small, having a good reputation in the community and networking through home builders associations to find out where opportunities exist.

A joint venture and the formation of a Limited Liability Corporation (LLC), said Parsons, “is a good tool to use if you have little or no money but a great idea and you can put together a package and take it to someone with money. Then you have to prove to the money man that you have something he will get a profit on.”

Potential investors will want to know why they should get involved, he said, and that’s why research, through focus sessions and other means, is needed to substantiate the marketability of a commercial opportunity — such as an office complex, a school or self-storage facility.

“You have to have a good project,” Parsons said. “And you need to be a good person, with a good reputation, no matter how good the project. Joint venture people will want to know they can count on you do what you say and that you’re honest.”

The banks like seeing a partnership with another builder or investors, said John Piazza, of Piazza Construction, Inc. in Mount Vernon, Wash. “Don’t try to bite off more than you can chew,” he said. Although it has become harder to get financing, he added, it’s “easier if you go to the local bank in your small town. Try to keep the loan as low as you can, and you’ll get it.”

A lot of community banks are looking for “good relationship” borrowers who have established ties through checking and savings accounts, said Dick Rokes, president, Investors Limited Group, Ltd., in Olympia, Wash., and these are the institutions that it will be most fruitful to approach.

“Go in with a good loan package,” advised Rokes, a 10% owner of a community bank. “Sometimes people come in and present the loan officer with scratching that he has to try to reconstruct. That’s not the way to fly. It tells us a lot about the buyer and his financial acumen.”

Included in the package should be such information as what it’s going to cost, whether the builder intends to draw money out to live on, a contingency if something goes wrong and a reserve to enable the project to be carried for an extra eight or nine months, Rokes said.

“Keep it simple, but give them the facts,” said Piazza, who is the NCBC immediate past president. The package should also include a one-page executive summary of what the borrower needs.

“The lending game is tight,” Rokes said. “If it’s land development, don’t bother,” and regulators are encouraging particularly hard scrutiny of residential construction loans. Even so, “there is some room for houses and more room for small income-producing properties.”

Providing loans from $20,000 to $30,000 to a few million dollars, he said, “community banks have the money for categories they’re allowed to lend in.”

“I believe in OPM — other people’s money,” Piazza said. And the money tends to be available because “people have money but not a contractor,” he said.

For example, said Parsons, a generally well-financed group of doctors with cash or access to cash might be looking for a contractor with the expertise to run the construction of a medical center. Or a growing small community that needs a new school but is unable to issue bonds might be interested in someone to build the school and then lease it back to the school district.

Piazza says he sends out a letter soliciting work in getting projects off the ground, and in return for a reasonable share of the deal — perhaps 55% — he is willing to get the permits and see the project through to completion.

“Network with people in the trade association. Just talk to other builders. They will teach you how to make money. You’ve got to communicate,” said Rokes. “The people who have the money to do the projects aren’t builders and they don’t have the expertise to get the job done.”

Rokes cited the example of his nephew in California, who is talented when it comes to residential construction but didn’t have any money when he went looking for jobs. He cut a deal with banks to help them dispose of their Real Estate Owned properties. His girlfriend sells the home and he fixes it up, changing the locks and doing whatever is needed to make it marketable.

“Without a nickel of his own money,” Rokes said his nephew is now making a good living with a crew of about 30 workers finishing four or five homes a week.

The current economic downturn has actually bolstered some of the light commercial projects that are available even where demand has generally slowed, the panelists said.

“Mini storage is still percolating along in some markets,” said Rokes, “even if it is not thriving like it was.” With two to three acres of land and some knowledge of how and where to build them, “most builders can build one,” he said. “It’s not complicated.”

Rokes suggested starting with 100 units, and when 75% of those have been rented, doing another 100 — a process that can take two to three years. Building them gradually makes it easier to gauge the demand and get the right mix of units by size.

Rokes said he built 40 12- by 40-foot units and was able to rent them to electricians, plumbers, heating guys, remodelers and painters for $300 a month. “They’re running their businesses out of them.”

He said he has also been picking up customers who are downsizing or losing their homes. Storage units aren’t recession-proof, he said, “but you’re at the lower end so you can do fairly well.”

Hard times for the retail industry are also generating work from empty stores that need to be returned to a vanilla shell in preparation for the next occupant.

Parsons said he is looking for convenience stores. “A lot of these companies want to lease instead of own,” making it possible to buy the space from the owner, fix it up and lease it back to them. “This is then more than just a rehab job, you become an owner.”

Building one duplex a year and renting it out is a reliable strategy for generating income over the long-term, according to Piazza. “In 10 years, you’re a millionaire,” he said.

To order the $25 publication, e-mail Kisha DeSandies at NAHB, or call her at 800-368-5242 8455.

May 14 Audio Seminar to Examine Commercial Opportunities in Stimulus Package

Participants will learn how to use the economic stimulus package to diversify into commercial construction and find out:

Scheduled speakers include builders with more than 20 years of experience with government contracts, and an attorney who specializes in contract law.

The seminar will include a panel discussion as well as questions from the audience. Questions can be submitted in advance through Friday, May 8 to commercialbuilders@nahb.com.

For more information, e-mail Kisha DeSandies at NAHB, or call her at 800-368-5242 x8455.

Enter NCBC 2010 Awards of Excellence Competition


	Weaver Auditorium at the Kansas City University of Medicine and Biosciences earned Project of the Year honors for the Straub Construction Company in the NCBC Awards of Excellence last year.

Even during the downturn, architects, builders, designers and engineers are meeting and surpassing challenges with new and exciting solutions in light commercial construction. The National Commercial Builders Council (NCBC) 2010 Awards of Excellence program recognizes these achievements as the best in commercial construction.

The program recognizes achievements for design, market appeal, overall aesthetics, challenges faced during building and overall success of projects that are either built or renovated.

NCBC sponsors the Awards of Excellence program to bring recognition to commercial building projects that range in size from less than 5,000 to more than 100,000 square feet.

Projects must have been completed after Dec. 31, 2006 and may be entered in commercial, industrial, institutional, medical, mixed-use commercial/retail, recreational, retail and green building categories.

"Our Awards of Excellence is an effective way to showcase your work to others in the industry and receive peer recognition, which you can use for marketing your business capabilities,” said Carl Harris, of the Carl Harris Company, Wichita, Kan. and NCBC vice chair. “In today’s complex market, being recognized in a special way for meeting and exceeding project goals — while adhering to new, green building standards and other regulations — will make you stand out.”

Last year, 21 projects were honored. All are listed on the NCBC Channel on the NAHB Web site.

Applicants can enter one or more projects in the competition. Projects may be submitted by the builder, developer, architect or contractor of the project.

A panel of building industry professionals will consider entrants for Project of the Year, Grand, Merit, Honorable Mention and Chairman’s awards in all categories.

Several award winners have said that the NCBC honor not only gave their company credibility in their market, it also boosted their project team’s morale.

“We applied for the NCBC Awards of Excellence in an effort to strengthen our business development program,” said Ernie Straub III, president, Straub Construction Company, Shawnee, Kan. “In these competitive times, it’s important that we continue enhancing our portfolio with accomplishments and highlight the high caliber of people we have working at Straub Construction.”

Straub Construction earned Project of the Year honors for its Weaver Auditorium project, a 31,000-square-foot facility built for the Kansas City University of Medicine and Biosciences.

“Weaver Auditorium involved various challenges, as all projects do. However, we worked together to successfully overcome these challenges and built a project both Straub Construction and the owner are very proud of,” said Straub. “Being named Project of the Year made us all feel highly honored.”

Myefski Cook Architects of Glencoe, Ill. was honored for two of its projects, Go Global Office Suites, a new, 30,000-square-foot, three-story office building in Northbrook, Ill.; and the expansion of North Shore Community Bank & Trust at its charter location in Wilmette, Ill.

"Having North Shore Community Bank selected as the winner of the Chairman’s Award has been an honor shared not only within our firm and the other team members responsible for the creation and execution of the award-winning design, it was an honor shared by our client and the community in which the project is located,” said John W. Myefski, AIA, principal of Myefski Cook Architects, Inc.

Winners will be notified by mail no later than Nov. 1 and featured in Commercial Builder Online Magazine.

For more information, e-mail Kisha DeSandies at NAHB, call her at 800-368-5242 x8455, or download a brochure and application from the NAHB Web site.

Explore FHA Financing at NAHB Webinar on April 22

With more multifamily developers turning to the Federal Housing Administration (FHA) for financing options, NAHB Multifamily is sponsoring a webinar that will explore FHA programs for new construction, rehabilitation and acquisition and financing relevant to the multifamily industry.

For more information and to register, click here; or e-mail Lawrence McFadden at NAHB, or call him at 800-368-5242 x8550.

Universal Design, Green Remodeling Have Joint Appeal


	A remodeling project can incorporate universal design and green remodeling.

A remodeling project that combines universal design and green remodeling can be a strong seller in today’s weakened market, particularly with baby boomers “coming of age,” according to Mike Vowels, of Stewardship Remodeling in Seattle.

Vowels sees a strong link between the two remodeling concepts because both involve consumers planning for their futures and incorporating sustainability in a home.

But Vowels also cautions that designing the remodeling solution offered to potential clients has to be “seamless and invisible,” or consumers won't find it appealing.

“You need to be careful when presenting the subject of ‘aging-in-place’ to prospective clients because some people are uncomfortable with the language,” Vowel says. “People don’t want to envision themselves getting old or becoming less capable.”

Instead of using the term, “roll-in shower,” for example, Vowels talks to his prospects about curb-less European showers. Instead of ramps, he discusses step-less grade changes leading to the front entrance or back patio.

Vowels markets and sells universal design and green remodeling as a total home remodeling solution rather than as two compatible concepts.

“You wouldn’t recognize the differences if you didn’t point them out,” he says. “You have to be able to demonstrate that the remodeled home would have all these tasteful changes without anyone being aware that anything is different or out of the ordinary. None of the changes should look temporary, generic or institutional.”

The most effective way to accomplish such a seamless remodel, Vowels says, is to anticipate future needs, plan accordingly and integrate the universal design and green solutions.

“It’s about how smart your house can be,” says Vowels. For example, a design that plans for future changes can include stacked closets that are properly sized so that they can be converted into an elevator shaft later, if needed. Such pre-planning meets the home owner's needs now and their changing needs in the future.

The approach makes the whole remodeling project much more marketable and easier to sell because there are more features and benefits to sell — and because they work together, he says.

“Unlike a carton of milk or a steak, the function, safety and comfort of your home should not have an expiration date on it,” Vowels says.

The overall combination of benefits that result from combining universal design and green remodeling into one seamless remodeling solution is helping Vowels differentiate his company from his competition.

“We’re trying to distinguish ourselves on universal design by showing the attractive side of a very prudent choice for our customers to consider,” Vowels says.

The Stewardship Remodeling Web site, www.universalandgreen.com, and all the company's marketing materials help focus its branding and reinforce the reason to integrate the two remodeling concepts.

Universal design and green remodeling, Vowels says, answer the current and future needs of prospective home owners by creating a finished product that is timeless in its use, contributes positively to the environment and is sustainable.


	It's not a ramp, it's an attractive grade change leading to an accessible porch.

“The National Green Building Standard,” available through BuilderBooks.com, provides “green” practices that can be incorporated into multifamily and single-family new home construction, home remodeling and additions and site development.

The standard covers lot design, resource, energy and water efficiency; indoor environment quality; and owner education.

Currently the first and only ANSI-approved green building rating system, the National Green Building Standard is the benchmark for green homes.

“Universal Design for the Home,” available through BuilderBooks.com, features a blend of projects, creative ideas and substantive planning information for incorporating universal design.

Highly visual, the book features projects showing room contexts and photos of details. Basic specifications, how-to tips and other technical content are featured throughout the book in easy-to-find boxes and sidebars.

Planning for Aging-in-Place Up 10%, Remodelers Say

Planning for aging-in-place renovation work among remodeling clients increased 10% during the past three years, according to a recent survey by the NAHB Remodelers.

In the survey, 70% of remodelers reported making universal design home modifications, up from 60% in 2006.

“Home owners are asking for remodeling improvements to make their homes more comfortable as they age because they don’t want to move or lose independence,” said Greg Miedema, CGR, CGB, CAPS, CGP, president of Dakota Builders in Tucson, Ariz. and NAHB Remodelers chairman. “These modifications can make a home more stylish and convenient for the aging population.”

While the survey indicated that most of the clients requesting the aging-in-place modifications were 55 and older, remodelers also reported a growing number of younger consumers who wanted these modifications in their homes to make it easier for visiting relatives with age-related disabilities, to make it easier for grown children to share living space with their parents or to plan ahead for future needs.

The aging-in-place modifications most frequently purchased by home owners, according to the remodelers survey, include:

NAHB’s survey also indicated that consumers are becoming increasingly aware of aging-in-place and universal design options. Eighty-four percent of the remodelers said that home owners have at least some knowledge of universal design solutions.

“Universal Design for the Home,” available through BuilderBooks.com, features a blend of projects, creative ideas and substantive planning information for incorporating universal design.

Free ‘Remodeling Month’ Materials for May Available From NAHB

With “National Remodeling Month” less than three weeks away, NAHB has free promotional materials available to remodeler members, home builders associations and local remodelers councils to increase remodeling awareness and help them boost their marketing.

The materials, developed by the NAHB Remodelers, are available on the NAHB Web site www.nahb.org/remodelingmonth, and more materials will be added in the coming weeks. The material is available by logging onto the NAHB Web site.

The information available now includes easily customizable press releases, articles and plenty of marketing ideas to help promote remodeling throughout May.

In addition, the information provides a step-by-step guide to lead remodelers and HBAs through a campaign.

Consumer and industry articles, consumer information and marketing tools are also included.

NAHB Remodelers also has a toolkit available on how to start a local remodelers council.

For more information about National Remodeling Month materials, e-mail Kelly Mack at NAHB, or call her at 800-368-5242 x8451.

Promote ‘New Homes Month’ With Free Online Resources

April is New Homes Month and NAHB has free resources — including marketing materials on the $8,000 first-time home buyer tax credit — available to members so they can highlight the benefits of homeownership and, in particular, buying a new home, throughout the month.

New homes today are better than ever before, with numerous features and amenities to accommodate today’s discerning home buyers and their busy lifestyles. New technologies, more efficient square footage and improved layouts make today’s new homes more comfortable and livable than at any time in the past.

New homes are also more energy-efficient. In fact, new homes built today are about twice as energy-efficient as new homes were just 20 years ago.

To help you take full advantage of New Homes Month, NAHB has developed a free, online promotional toolkit packed with resources and materials for builders and local associations to use throughout the month.

The promotional toolkit — available to members only — includes a series of articles, advertisements, consumer flyers and other resources to help maximize New Homes Month. You also will find resources to promote the first-time home buyer tax credit, which is a great way to motivate potential customers to check out your new-home inventory now before they miss out on this unbeatable opportunity.

These materials can be used to promote spring home shows or parades of homes and other special events you may be planning in April.

To view the resources available in the New Homes Month promotional toolkit, click here.

For more information, e-mail Brooke Fishel at NAHB, or call her at 800-368-5242 x8061.

Online Directory Makes It Easy to Find Designation Holders

A new, easy-to-search online designation directory that was recently launched by The NAHB University of Housing will make it easy for consumers to find NAHB professionals in their area who hold one or more of 16 NAHB professional designations.

The directory — found at www.nahb.org/DesignationsDirectory — contains the contact information for members who have earned designations such as:

The directory can serve as a networking resource for designation holders while also giving consumers a way to find experts in their market.

The directory can be searched by designation, keyword, state, city, zip code, designation, business type and specialty.

For more information, e-mail The Professional Designation Help Line at designations@nahb.com or call 800-368-5242 x8154.

One-Day Passes Available for NAHB’s Spring Conferences

The passes are being offered to help builders and other housing professionals get the most out of the conferences while maximizing their time and financial resources. They are available for specific days at each conference.

The one-day pass for the 50+ Housing Symposium is available for Tuesday, April 28. The fee is $295.

Note: The one-day pass does not include Tuesday night’s Best of 50+ Housing Awards Gala.

Advance registration has ended, but full registration and one-day passes can be purchased onsite at the symposium.

The one-day pass for The National Green Building Conference can be purchased any day of the conference, which will be held from May 8-10. The fee for the one-day pass is $300.

Note: The one-day pass does not include the Green Home Tour or the National Green Building Awards Reception and Dinner.

For more information and to see all the National Green Building Conference registration options, including a schedule to determine the best one-day pass to purchase, visit www.nahb.org/GreenBuildingConference.

Advance registration has ended, but full registration and one-day passes may be purchased onsite at the conference.

For more information on The NAHB University of Housing conferences, visit www.nahb.org/Conferences, call the Office of the Registrar at 800-368-5242 x8338,or e-mail registrar@nahb.com.

Author Margaret A. 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.

The standard covers lot design, resource, energy and water efficiency; indoor environment quality; and owner education.

Currently the first and only ANSI-approved green building rating system, the National Green Building Standard is the benchmark for green homes.

Education Calendar

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.

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.

Number of Builders With NAHB Green Credentials Soars

Nearly 2,800 builders, remodelers and other home building industry professionals have now achieved the Certified Green Professional (CGP) designation — an indication of the growth of the green building movement and NAHB’s leadership in providing educational opportunities for its members.

The designation is awarded after the successful completion of 24 hours of classroom instruction on green building techniques and business practices, two years of industry experience, a commitment to continuing education and adherence to the CGP code of ethics.

“These men and women are ahead of the curve,” said NAHB Chairman Joe Robson. “As home buyers return to the market and as home owners look to make cost-effective improvements to their homes, these professionals have already determined where the industry’s greatest growth opportunity is most likely to be — environmentally friendly, resource-efficient design and construction. That’s green building.”

Robson cited the examples of three building industry professionals who recognize the value of the CGP educational designation:

Newman will show one of her latest green projects next month during the 11th annual NAHB National Green Building Conference in Dallas May 8-10. It is one of six homes in various stages of construction that builders and remodelers will visit on the May 8 Tour of Green Homes.

Certified Green Professionals will be honored at a special reception during the conference. “We want to recognize how CGPs set an example for all of us and how they help the industry stimulate demand for greener products and materials, too,” said Robson.

Go to www.nahb.org/cgpinfo for a link to class schedules at home builders associations throughout the country as well as information about designation requirements.

For more information, e-mail Calli Schmidt at NAHB, or call her at 800-368-5242 x8132.

The Certified Green Professional (CGP) designation teaches builders, remodelers and other industry professionals techniques for incorporating green building principles into homes using cost-effective and affordable options.

Earning the CGP demonstrates to clients and peers your commitment to the best and latest in green building practices and techniques. More than 1,000 people have earned the CGPdesignation to date.

The standard covers lot design, resource, energy and water efficiency; indoor environment quality; and owner education.

Currently the first and only ANSI-approved green building rating system, the National Green Building Standard is the benchmark for green homes.

The examples are drawn from decades of experience of land developers, home builders and urban foresters.

Green Videos Now Available for Builders, Buyers

Two new educational videos are now available from the NAHB Production Group to help home builders and their customers learn more about green building.

The videos — one targeted to consumers, the other to home builders and remodelers — were produced and will be distributed to home builders associations through a grant from the Wells Fargo Foundation.

Both videos also include a guide to green certification programs and rating systems, including the National Green Building Standard for residential construction.

Copies of the DVD are being sent later this spring to HBAs so they can use them in home shows, expos and educational sessions.

Contact the NAHB Production Group to purchase a copy. The DVDs costs $25 each, plus shipping and handling. On-line Web versions and volume discounts are also available.

For more information, e-mail Dennis Harrison at NAHB, or call him at 800-368-5242 x8188.

Earning the CGP demonstrates to clients and peers your commitment to the best and latest in green building practices and techniques. More than 1,000 people have earned the CGPdesignation to date.

The standard covers lot design, resource, energy and water efficiency; indoor environment quality; and owner education.

Currently the first and only ANSI-approved green building rating system, the National Green Building Standard is the benchmark for green homes.

The examples are drawn from decades of experience of land developers, home builders and urban foresters.

Green Home Builders Celebrate Earth Day

Held in conjunction with the annual Earth Day festivities in the nation’s capital, the design expo highlights alternative energy sources, water efficiency and other aspects of sustainable construction — presenting a great opportunity for Washington metro area builders to talk about green building and remodeling work.

All the HBA volunteers have obtained the Certified Green Professional designation and several of them are also verifiers for the NAHB National Green Building Program. They talked to home buyers and home owners about the benefits of sustainable construction and passed out NAHBGreen brochures and flyers.

Remodeler Eric Souder of Butler Brothers in Clifton, Va., said the expo was an opportunity to put a slightly different slant on the usual green remodeling home show appearance. “We weren’t really there to sell, we were there to educate,” he said. “It was a way to give back and to educate consumers about how to make wise decisions when they go green.”

Delaware green verifier Howard Fortunato talked about the expo on his blog. “We had a number of interested people coming up to inquire about green building and we explained it all. They were impressed that the home building industry has taken the intiative to build green and had a program to provide independent verification of the green certification. An interesting, but long day.”

Other HBAs across the country also are using Earth Day as an opportunity to shine a spotlight on their green builders and remodelers.

The Porter County Builders Association in Indiana is staffing a booth at an Earth Day event sponsored by the county solid waste district, which last year attracted 4,000 people.

Not only does this help improve relations with local and county officials, “this is a great way to reach the general public about green building,” said John Kremke II, CGB, CGP of Accent Homes, Inc., chair of the HBA’s green building committee. “The goal is to promote NAHBGreen, our CGPs and the PCBA's green efforts. This is educational,” he said.

William D.Rogove, vice president for construction at the Windsor Companies in Freehold, N.J., used NAHB green building resources for a presentation at a local elementary school on water conservation and native landscaping.

“If we can educate these youngsters through a builder’s view point, than we have educated future allies," Rogove said.

The Capital Region Builders Association, the NAHBGreen affiliate in Louisiana’s capital city, is helping to green Baton Rouge this Earth Day by participating in the "Going Green in the Red Stick" exposition. Members are offering hands-on demonstrations on how to build a new home or remodel an old one to save money and energy.

For more information, e-mail Calli Schmidt at NAHB, or call her at 800-368-5242 x8132.

Earn BuilderBooks Green Savings in April for Use Through June

BuilderBooks is offering green savings that can be earned in April and redeemed through June. Anyone who purchases the ANSI-approved “National Green Building Standard” online in April will receive a 20% discount coupon toward their next online purchase of any BuilderBooks titles in May or June.

To earn the discount, purchasers must enter the discount code GREEN on the check-out page at BuilderBooks. A discount coupon will be e-mailed to them in early May for use on their next online purchase.

BuilderBooks offers a variety of green building titles to help builders and remodelers get the green edge they need to get ahead of the competition in today’s tough market.

BuilderBooks also offers business management, sales and marketing, remodeling and other titles and resources to help members navigate the downturn and prepare their businesses for the market’s eventual return.

Earning the CGP demonstrates to clients and peers your commitment to the best and latest in green building practices and techniques. More than 1,000 people have earned the CGPdesignation to date.

The examples are drawn from decades of experience of land developers, home builders and urban foresters.

EPA Greenhouse Gas Finding Could Impact Housing

An “endangerment finding” by the U.S. Environmental Protection Agency last week concluding that emissions from cars and trucks contribute to the dangerous levels of greenhouse gases now in the air could lead to regulation of carbon dioxide emissions from a number of sources, including homes heated by electricity or gas power generated by fossil fuels.

The EPA provided a 60-day comment period for the proposed finding, and NAHB plans to submit comments.

The greenhouse gases included are carbon dioxide, methane, nitrous oxide, hydrofluorocarbons, perfluorocarbons and sulfur hexafluoride.

The proposed finding is in response to a Supreme Court decision in Massachusetts vs. EPA that the agency had not provided ample reasons for denying requests from several states for it to regulate greenhouse gases from cars and trucks.

NAHB volunteers and staff members are in the process of studying the possible implications of the EPA finding and how it might change federal regulations under the Clean Air Act.

For more information, e-mail Matt Watkins at NAHB, or call him at 800-368-5242 x8327.

HBI Job Corps Students Win State Championship

High school and college students participated in 70 skill and leadership competitions to determine who would represent Arizona at the national SkillsUSA Championships.

Four NAHB student members from John Gallagher’s plumbing class took part in the plumbing secondary (high school) and plumbing post-secondary (college) competitions, and two students from Gerardo Ortiz’s electrical class competed in the electrical post-secondary division.

Provided with an isometric drawing of a bathroom, the plumbing students were required to complete the rough-in plumbing for sewer and water. Electrical students took a 50-question written exam and were then given a schematic drawing to wire up boxes.

All six HBI students placed first or second, earning a gold or silver medal in their respective divisions.

Kris Poola, who was an HBI student ambassador at the International Builders’ Show in January, took first place in the plumbing post-secondary division. Patrick Fitzpatrick won the plumbing secondary division and Matthew Heaton won the electrical wiring post secondary division. All three winners will compete in the national championships in Kansas City, Mo. beginning June 22.

“HBI is very proud of its work with Job Corps,” said HBI Chairman M. M. “Mike” Weiss. “For many years, HBI has been a leader in trades training and job placement, and this type of competition further illustrates the strength and quality of our curriculum, faculty and students.”

HBI, the workforce development arm of NAHB, is the largest national training contractor in Job Corps, placing more than 2,000 young people annually in jobs in residential construction. NAHB members work through their local home builders associations to help develop the curriculum, mentor students and provide internships or work-based learning opportunities.

For more information on HBI’s Job Corps programs, e-mail Keith Albright or Maria McIntyre at HBI, or call them at 800-795-7955 x8911 and x8912, respectively.

Uponor Plumbing Lead-Free From Inlet to Faucet

Uponor earlier this month introduced a complete line of lead-free brass transition fittings and valves that meet various state lead-free laws and exceed the U.S. Safe Drinking Water Act.

Combining these new fittings with Uponor’s flexible cross-linked polyethylene (Pex-a) tubing, extensive engineered plastic (EP) and ProPEX Out-of-the-Wall Support System provides a complete lead-free plumbing solution — from the inlet to the faucet.

The new fittings carry the National Science Foundation's marking for lead-free compliance and feature Uponor’s unique ProPEX fitting system for strong, durable connections without the need for solvents, glues, torches or gauges.

“Uponor is again offering solid building solutions to respond to market conditions and demands,” said Jayson Drake, the company’s senior product manager for plumbing and fire safety.

“We see the need for lead-free compliance in states such as California, Washington and Vermont, and have responded by being the first to offer a plumbing solution that accurately and effectively meets those requirements for all communities.”

The manufacturer’s new lead-free products feature a total of 34 brass transition fittings and valves, which are available in sizes up to 1-1/4 inches. Included are stub ells, tub ells, elbows, adapters, ball valves and stop valves, as well as fittings for washing machine and ice maker outlet boxes.

Uponor Corporation is a leading supplier of plumbing, fire safety and radiant heating and cooling systems for the residential and commercial building markets across North America and Europe, and a market leader in municipal infrastructure pipe systems in the Nordic countries.

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 HGTV

The NAHB Production Group produces weekly television shows on DIY, Fine Living and HGTV for consumers. The following is the latest lineup:

HGTV is seeking developers, builders and architects to create the 2010 HGTV Dream Home, the grand prize in the network's annual sweepstakes. To learn more, click here.

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.

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.

Downturn Bumps Up Demand for Endowment Scholarships

The housing downturn has not deterred students from pursuing careers in residential construction, and applications for student scholarships have nearly doubled this year, according to the National Housing Endowment, which provides tuition assistance and other scholarship programs.

Each year, the endowment administers 12 scholarship programs and awards more than 150 scholarships totaling more than $350,000 to students in residential construction and related fields.

This year, the number of applications for the Centex Homes “Build Your Future” scholarships for the 2009-2010 academic year rose to 70, up from 32 the year before.

Applications for the NAHB Women’s Council's “Strategy for Success” scholarships experienced a similar increase, jumping from 24 applications for the 2008-2009 academic year to 52 applications this year.

“This dramatic increase in applications shows the interest, passion and dedication these students have for home building,” said Gary Garczynski, endowment chair and 2002 NAHB president. “Even during the current economic climate, students are still excited about providing the American dream to future generations.”

“Now more than ever students need support to continue their education to become the next leaders of this industry. I am very proud of the scholarship programs at the National Housing Endowment because they are encouraging the best and the brightest to choose home building as their career,” Garczynski added.

Through its various scholarship programs, the endowment for more than a decade has been supporting students interested in home building careers and it has awarded nearly 1,000 scholarships since the programs began.

Apply for Herman J. Smith Scholarships by May 4


	Patsy Smith

Graduate and undergraduate students pursuing building-related studies for the 2009-2010 academic year can apply for the Herman J. Smith Scholarship Fund, the National Housing Endowment, the philanthropic arm of NAHB, recently announced. Applications are due May 4.

The Herman J. Smith Scholarship Fund, honoring 1981 NAHB President Herman J. Smith, provides assistance to graduate and undergraduate students studying construction management, mortgage finance and related fields. Last year, 12 students were awarded scholarships totalling $24,000.

“We are so proud to work with the National Housing Endowment to provide educational opportunities for worthy students,” said Patsy Smith, who serves as a life trustee for the endowment.

Since its inception, the Smith scholarship has awarded more than $164,000 to exemplary students.

Applicants interested in applying for the scholarship funds must be in a housing-related program such as construction management, construction technology, civil engineering, architecture, design or any of the trade specialties at a college or university.

Preference is given to students who are residents of Texas or who are attending a Texas college or university, and who are active members in the NAHB Student Chapter at their college.

Smith scholarship applications and instructions can be downloaded from the National Housing Endowment Web site by clicking here. Applications are available in Word and PDF formats.

The endowment administers 12 scholarship programs and awards more than $300,000 each year to students pursuing careers in residential construction and related fields.

Rick Judson Candidate for 2010 NAHB Third Vice Chairman

The following was submitted by the election campaign of Rick Judson, of Charlotte, N.C., who has been certified by the NAHB Nominations Committee as a candidate for NAHB third vice chairman for the year 2010.

Our industry is facing the worst economic conditions since the Great Depression. Our federation must have experienced leaders to guide us through the current crisis and future challenges. Rick Judson possesses the experience, expertise and leaderships skills our industry needs at this critical time.

Rick has been a member of NAHB for 37 years, having joined the Home Builders Association of Charlotte in 1972. Rick began his business career by purchasing his family’s insulating contracting business. In 1979, he established a building company and went on to found and successfully operate several business entities that have developed land for and built numerous single-family, multifamily and commercial projects.

Rick has served in various local offices and chaired numerous committees and councils within the HBA of Charlotte, first as an associate and later as a builder member. He was named Associate of the Year both at the local and state levels.

He served as president of the North Carolina Home Builders Association in 2004. He twice served as NAHB state representative from North Carolina. He presently serves as national area chairman representing NAHB Area 4. He is serving his eighth year on the NAHB Executive Board. He has chaired some of NAHB's most important and influential committees, subcommittees and task forces, including Budget & Finance, Investment, Public Affairs and the NAHB Housing Finance Task Force.

All of this, and much more, has prepared Rick to lead us through these challenging times. Rick Judson is the right leader at the right time for NAHB.

New Name for Homeless Shelter Recognizes Builder Efforts

Demonstrating the commitment of builders to lend a helping hand to the community even in today’s tough economic times, home builders in Montgomery County, Md. earlier this month gathered for a ribbon cutting ceremony at a facility for homeless men they played a key role in building and expanding.

The public-private partnership facility provides emergency shelter, temporary housing and onsite supportive services to homeless men in Montgomery County. In recognition of the builder’s efforts, the shelter has been renamed the Home Builders Care Assessment Center.

The capacity of the original building was 100 men, but demand for shelter and services for homeless individuals increased dramatically since then.

On any given day, there are an estimated 1,100 people whoe are homeless in the county, including 50 single adult men. Seventy-two percent of homeless adults in the county have at least one disability, such as mental illness, substance abuse, a developmental disability or a chronic health problem. Twenty-six percent of homeless adults in the county work but cannot afford housing.

As a result of the builders’ efforts, an on-site trailer that served as overflow sleeping space for 35 men has been closed and there are now 35 new beds in the building.

The addition also provides space for a range of new on-site services — including new laundry, bathroom and shower facilities; two medical examination rooms; and a meeting space and computer lab for educational and vocational activities.

Winchester Homes acted as the Home Builders Care Foundation’s builder captain for the addition.

Undeterred by Downturn, Builder Finds Way to Give Back


	Sam Bradley, CGR, GMB, CGP, said the timing was "perfect" for him to give back to the community.

The housing downturn was not going to deter Sam Bradley, CGR, GMB, CGP, of Sam Bradley Homes, from his mission. The Springfield, Mo. custom home builder and remodeler was determined to build this year’s St. Jude Dream Home Giveaway for his local association.

Created in 1991, the St. Jude Dream Home Giveaway is the largest single, nationwide fundraiser for the hospital — known internationally for its work in finding cures and saving children with cancer and other catastrophic diseases.

“I have always believed in giving back to your community,” said Bradley, “and building the St. Jude Dream Home was a natural fit for me.”

“This December, my wife will celebrate her 40th year of remission from a cancer that, to our knowledge, only 23 people worldwide have survived. This project is very special to me and the opportunity came along at the perfect time,” he said.

The Greater Springfield HBA home is expected to be completed on May 1. The auction will be held on Sept. 15.

“Our whole association has endorsed this project,” said Bradley. “We have suppliers and different vendors participating. It’s their way of giving back to the community.”

Through the HBA’s charitable foundation, a subcommittee chooses a builder and plans and oversees the St. Jude project each year. The subcommittee then helps guide the builder through the budget and marketing of the home, as well as helping with fundraising.

Each participant — from the subcontractors to the land developer — volunteers time, services and materials for the project. Lions Gate Development donated the home site.

“When I was looking for donations and participants, I had to go beyond the scope of my normal subs to find other volunteers,” Bradley said, while noting that he was impressed with the generosity of the Springfield area building community, even in the face of the housing downturn and recession.

“I have been amazed by the number of suppliers and trade contractors who have stepped up to the plate,” said Russ Laney of St. Jude. “When our builders agree to partner with us, we really don’t know how many vendors and suppliers are going to be able to donate.”

Because of the downturn, Bradley said many of the volunteers working on the Springfield home had to scale back from how they participated in the last two Dream Home giveaways. He said he made up for the shortfall by contacting additional people he had not worked with before, and they were more than willing to help with the project.

When Bradley needed an excavator, he contacted a new member of the HBA, someone he didn’t even know. The excavator said he would help with whatever was needed.

“It turned out that one of his family members had been treated at St. Jude. He said it was the right time for him to give back,” Bradley said.

“The funds we raise for these homes have a tremendous impact on our research,” said St. Jude’s Laney. ”Some of those people have distant or direct family members who have been treated at St. Jude, and in some way that’s their way of giving back.”

In October, Abby, who is the granddaughter of one of the volunteer suppliers and was treated for a brain tumor at St. Jude, was present for the groundbreaking on the homer. The volunteers nicknamed the home “Abby” in her honor.

The St. Jude Children’s Research Hospital Dream Home program is active in more than 40 markets across the country. Each home built for the program has a market value of between $300,000 and $700,000. Raffle tickets for the finished homes are $100.

Since the program began 18 years ago, St. Jude has raised more than $155 million with the help of HBAs and industry professionals through the Dream Home giveaway program.

'Struggling' HBAs, Apply for NAHB Assistance Grants by April 24

As part of a federation-wide assistance program recently created to strengthen state and local home builders associations during the downturn, NAHB is offering grants of up to $25,000 to up to 139 struggling HBAs that have not been able to achieve specific membership and retention thresholds.

Applications will be reviewed at each NAHB Board of Directors meeting and HBAs should be prepared to present their proposals to an NAHB task force either in person or via teleconference.

Under the program, these identified HBAs are eligible to apply for grants from a one-time fund of $500,000 to fund membership recruitment, retention and other core revenue-generating member programs and consulting services available through NAHB.

To be considered at the spring board meeting, applications must be submitted by Friday, April 24.

For more information about the grant program, to determine grant eligibility or to apply, e-mail William "Rusty" Deiss at NAHB, call him at 800-368-5242 x8231, or visit www.nahb.org/hbasupport.

Participating HBAs will receive a 50% discount on the vital cutting-edge programs and services — such as strategic planning, membership recruitment and leadership training — offered by the NAHB Affiliate Services department.

The programs and services, given by NAHB’s association management consultants, provide HBAs the planning and evaluative assistance they need to make tough choices in today’s challenging market.

The NAHB grant assistance and discounted services program, approved by the NAHB Executive Board at its meeting in Washington, D.C. last month, was created to help state and local HBAs operate effectively during the downturn and be in position to thrive and help their members prosper when the housing market eventually returns.

Office Depot Offers Members 14 Deals Under $5

For a limited time, Office Depot is offering NAHB members 14 hot deals on office essentials, all for under $5.

This offer is in addition to the everyday 10% Office Depot discount available to NAHB members and home builders associations that have signed up for the Office Depot Member Advantage program.

As part of the program, Office Depot also offers free shipping on orders of $50 or more.

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.

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.

Williams Scotsman Offers $1.99 First-Month Storage Container

Through June 30, Williams Scotsman is offering 20- and 40-foot storage containers at $1.99 first month’s rent with a three-month minimum lease to NAHB members — plus a free door lock rental with each unit.

The storage container deal is in addition to Williams Scotsman’s NAHB member discount of one month free rent — up to $500 ― for each mobile office, storage container or specialty trailer leased for six months or longer.

For information on the Member Advantage discount program and all its participating companies, go to www.nahb.org/MA.

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.

FTD Offers 15% Discount to NAHB Members

NAHB members can get a 15% discount on all flowers, gifts and gift baskets from FTD, the newest NAHB Member Advantage participating company and the world’s oldest and one of the best known brands in the floral business.

Members can choose from gorgeous red roses, Vera Wang exclusive floral designs, spa sets, chocolates, wine baskets and more. They can also take advantage of FTD’s “Good as Gold” seven-day satisfaction guarantee of receiving beautiful, floral arrangements and plants that are guaranteed to last at least seven days.

Plus, FTD's same-day delivery and guaranteed satisfaction are also available with "Say It Your Way" bouquets that are delivered with your own personal audio greeting.

With 15,000 retail florists and 45,000 international affiliates, FTD can provide same-day floral service to nearly 100% of the U.S. population. FTD owned and operated U.S. call centers also offer 24/7 availability, including all major holidays.

To use the NAHB Member Advantage 15% discount, visit www.ftd.com/nahb , or call 800-SEND-FTD (800-736-3383) and mention code 17421.

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 .

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.

Spring Board Last Chance for Spokesperson Training in 2009

These sessions will not be offered during the fall board of directors meeting in Chicago, so the spring sessions will be the last opportunity for NAHB members to receive this valuable training this year.

With NAHB's new faster and more convenient registration process, members can register securely with a credit card for one or both of the Spokesperson Training sessions.

In "Interview Skills," NAHB members will learn how to give clear, concise answers in a high-pressure, spur-of-the moment interview. “Interview Sills” will help participants master strategies for broadcast and print interviews, including message development.

Members who attend "Presentation Skills" will learn how to confidently prepare and deliver dynamic presentations to any audience. "Presentation Skills" focuses on how to organize and deliver a speech and presentation with accompanying question and answer sessions.

Both one-day sessions are from 9:00 a.m.-4:00 p.m. Registration is limited to 12 participants.

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.

More than 15,000 NAHB leaders have taken Spokesperson Training since the program began in 1979.

For more information, e-mail Brooke Fishel at NAHB, or call her at 800-368-5242 x8061.

Pitney Bowes Postage Meters Offer Convenience, Savings

Pitney Bowes small business postage meters and scales offer the convenience, savings and increased productivity of having your own post office. Pitney Bowes is an NAHB Member Advantage participating company.

Convenience

Pitney Bowes postage meters enable member to have postage available 24/7 and avoid the hassle and time needed to go to the post office.

Save Money on Postage

Pitney Bowes meters and scales let business owners know exactly how much postage is required so they can eliminate overstamping. Small businesses that use postage meters can save up to 20% a year in postage.

Postage Tailored to Your Needs

With several postage meter and scale options, members can tailor a solution to their business based on the amount of mail they send.

Flexible, Trackable

Several employees or departments can use the same meter, but each postage expense can be tracked by user or department.

Be Prepared for Postal Rate Change

Pitney Bowes will notify business owners of new postal regulations and rate changes. Rate changes can be downloaded into Pitney Bowes meters within minutes.

For more information, click here, or call 800-376-7047. Be sure to refer to order number 999991198.

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.

Calendar of Events

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.

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.

Nation's Building News Online: April 20, 2009

Nearly 600,000 Home Buyers Claim Tax Credit So Far

Wilmington, Del. Home Buyer Benefits From Stimulus Package

Real Estate Outlook: A Turnaround May Be in Sight

First-Time Home Buyers Jolt Market Into Life

Housing Affordability Trumps Luxury in New Home Market

Weyerhaeuser CEO Predicts Rebound

Tough Times for Town Fathers; Leading Businesses Fall, and Life Gets Lean in Loganville

Decreases in Home Inventory Are Helping Some Developments More Than Others

Bank Lending Keeps Dropping

Single-Family Home Starts Unchanged in March

Builder Confidence Shows Biggest Jump in Five Years

Four More States Announce Programs to Monetize Tax Credit

Register Online for NAHB Spring Construction Forecast Conference

Useful Links to Monitor Economic and Housing Trends

Builders’ Tip: Two Strategies for Storing Parts and Tools

Stimulus Bill Tax Provisions Help Small Business, Says IRS

Effective Advertising Should Focus on Generating Traffic

How to Overcome Home Buyer Objections in Today's Market

Free NAHB Webinar to Discuss Impact Fee Alternatives on April 21

Free Webinar on April 29 Looks at Negotiating With Lenders

May 14 Audio Seminar Explores Government Contracting Options

Add Bells, Whistles to Standing Inventory, Without High Costs

Builders in Hard Times Find Money for Commercial Jobs

Enter NCBC 2010 Awards of Excellence Competition

Explore FHA Financing at NAHB Webinar on April 22

Universal Design, Green Remodeling Have Joint Appeal

Planning for Aging-in-Place Up 10%, Remodelers Say

Free ‘Remodeling Month’ Materials for May Available From NAHB

Promote ‘New Homes Month’ With Free Online Resources

Online Directory Makes It Easy to Find Designation Holders

One-Day Passes Available for NAHB’s Spring Conferences

Education Calendar

Number of Builders With NAHB Green Credentials Soars

Green Videos Now Available for Builders, Buyers

Green Home Builders Celebrate Earth Day

Earn BuilderBooks Green Savings in April for Use Through June

EPA Greenhouse Gas Finding Could Impact Housing

HBI Job Corps Students Win State Championship

Uponor Plumbing Lead-Free From Inlet to Faucet

NAHB-Produced Programs on DIY, Fine Living and HGTV

Downturn Bumps Up Demand for Endowment Scholarships

Apply for Herman J. Smith Scholarships by May 4

Rick Judson Candidate for 2010 NAHB Third Vice Chairman

New Name for Homeless Shelter Recognizes Builder Efforts

Undeterred by Downturn, Builder Finds Way to Give Back

'Struggling' HBAs, Apply for NAHB Assistance Grants by April 24

Office Depot Offers Members 14 Deals Under $5

Williams Scotsman Offers $1.99 First-Month Storage Container

FTD Offers 15% Discount to NAHB Members

Spring Board Last Chance for Spokesperson Training in 2009

Pitney Bowes Postage Meters Offer Convenience, Savings

Calendar of Events