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Blaze a Trail to Success! Start at 2008 Symposium
Mark your calendars for this year’s Custom Builder Symposium from Oct. 24 to 26 in Austin, Texas. This is the event of the year for Custom Home Builders.
This year’s theme, “Blazing a Trail to Success,” is apt for the current market. The educational sessions, keynote and general session speakers, and resources available at Symposium are geared toward enhancing a Custom Builder’s business and the networking opportunities provide a gauge to what other builders are seeing around the country.
Tell a friend — The Custom Builder Symposium is more valuable and enjoyable when you’re surrounded by friends and colleagues. Just point them to www.nahb.org/custom so that they too can be “Blazing a Trail to Success!”
NAHB Custom Home Builder of the Year Award — NAHB Custom Home Builder of the Year Award call for entries is now open. To submit a nomination entry form log on at www.nahb.org/customaward. This award celebrates the Custom Builder who has excelled in the industry. The deadline is Friday, Aug. 8.
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Congress Urged to Pass Housing Stimulus Bill Now
 NAHB has initiated an all-out effort to get Congress to pass badly needed stimulus legislation that will help stabilize the economy and housing market and assist millions of current and potential home owners. A central component of this legislation is a temporary home buyer tax credit to stimulate home purchases by qualified first-time buyers.
With the goal of urging lawmakers to act before their July 4th recess, NAHB is waging its effort on several fronts, including a grassroots lobbying initiative among the association’s 235,000 members and an ongoing national advertising campaign.
Among NAHB’s more visible efforts are this week’s placement of “An Open Letter to Congress” ad in The Washington Post and USA Today and two of the most widely read publications on Capitol Hill, Roll Call and Politico.
Under the headline “A Time for Leadership,” NAHB President and West Virginia home builder Sandra Dunn writes that, “The landmark housing stimulus legislation now before both the House and Senate would help end the downward housing spiral that is the biggest threat to the health of our economy. Housing is in the grips of the most crippling downturn since the Great Depression, consumer confidence has plunged, economic growth has slowed to a crawl and unemployment lines are growing longer. This is not the time for demagoguery or partisanship. It is the time for flexibility and compromise. It is the time for action.”
Legislation currently being debated in Congress includes the all-important temporary home buyer tax credit, which would stimulate home buying and reduce excess supply in housing markets. NAHB Executive Vice President and CEO Jerry Howard calls this element “the best stimulative measure — it will get buyers off the fence, shore up home prices and halt the downward spiral in the housing market.”
The legislation also includes several other provisions to help revive housing and the economy, including FHA modernization, reform of housing government sponsored enterprises Fannie Mae and Freddie Mac, expansion of the mortgage revenue bond program and enhancement of the Low Income Housing Tax Credit to help spur production of much needed affordable rental housing.
To view the letter to Congress, visit: www.nahb.org/openletter.
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Five Ways to Stand Apart From Other Custom Builders
By Andy Elsbury
Prospective home buyers need to understand what makes you better than and different from other builders. When they ask, “Why should I build with you?” you and your staff need to be ready to provide the correct 10-second answer.
If you can’t answer quickly, or if your answer is, “We deliver a good value” or “We have a great reputation,” then you missed your opportunity to stand above the rest.
Successful builders are able to convey what differentiates them from their competition in all their initial customer contacts. This includes their marketing materials, phone calls and face-to-face meetings.
With all these contacts, you should be providing your prospective home buyers with tangible evidence of why building with you will be better suited to meet their needs.
Following are five important ways to differentiate your business:
- Clearly communicate what kind of builder you are.
Custom home builders should clearly specify whether they offer floor plan options, clients bring their own floor plans or the buyer and builder work on blueprints together.
Prospects need to understand your selection process ― whether it is simplified to options, customizable to the home buyer wishes or a combination of recommended options and custom features.
Also, prospects need to know if they will be primarily dealing with you, the owner or specialized staff members.
- Build unique homes.
Prospects want a builder who builds the home they envision.
If someone wants a rustic or log home, then they will pick a builder who specializes in that style of home.
Ensure that your prospects know your specialty, whether it is cottage, stone modern or any other type.
- Provide evidence of an enjoyable home buyer experience.
Claiming a great experience is not enough. You need to provide real proof.
Offer literature or documentation that clearly explains home buyer involvement and your construction process.
Clearly show home buyers how they will be making selections — whether it is with a designer, at a design center or online.
- Provide proof of being on time and within budget.
Being on time and within budget is extremely important to your home buyers.
The first step to assuring them that this is how you will build their home is to create a process of communicating this information to them at pre-defined times throughout the building process.
The second step is to outline how you will keep them informed. For example, providing schedule and budget information every Monday via e-mail or online will set you above others your prospect may consider.
- Provide additional, value-added resources.
Beyond just building a home, there are services you can provide that help your home buyers.
For example, include a Realtor® listing of their prior home, purchase their prior home if it isn't sold within six months or supply a relocation package.
Assisting home buyers with financing is another great service that can be as simple as working closely with a mortgage professional, or more detailed like providing in-house financing plans.
Being like everybody else is crowded. Set yourself apart to succeed.
Andy Elsbury is the founder of Indianapolis-based SelectionWare, which provides consulting services and solutions for home builders to improve the building process. For more information, e-mail Elsbury, call him at 866-585-9222, or visit the SelectionWare Web site at www.SelectionWare.com.
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Fall Board, San Diego, California
The Fall Board of Directors meeting will be held at the San Diego Marriot Hotel and Marina, 333 West Harbor Drive, San Diego, Calif. September 23 - 26.
Committee meetings will begin on Wednesday, September 24 and the Board of Directors Meeting will take place on Friday, September 26. No meetings are presently scheduled for September 27 or 28.
Home Technology Alliance Mtg.
Wed., Sept. 24
12:30–2:30 p.m.
Custom Builder Symposium Mtg.
Wed., Sept. 24
3:00–5:00 p.m.
Custom Builder & Design Subcommittee Mtg.
Wed., Sept. 24
5:00–7:30 p.m.
Custom Home Builders Committee Mtg.
Thurs., Sept. 25
1:30–4:00 p.m.
These times are tentative and may change.
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The Five Need to Knows About Electronic Systems Contractors (ESCs)
By Keith Davis
 In maximizing their bottom line, builders may take a look at re-evaluating their building process – starting with the creation of design build team. A partner who is increasingly a part of the construction unit is the electronic systems contractor (ESC).
Alongside builders, architects and designers, having a well-trained and knowledgeable ESC who installs wired and wireless home technologies and integrates these systems, ensures a well-designed home supported by a properly planned infrastructure.
As builders develop their design build team, there are several things to remember about this trade.
- ESCs are a key trade partner
Electronic Systems Contractors (ESC) are one of the crucial trade partners in your homes along with the plumbing, HVAC, and electrical contractors. They specialize in the design and installation of residential home technologies. Because home technologies have space and location issues, timing and scheduling are important. In order to fully meet the customer’s needs they should be involved in the beginning of the design process, along with the architect and the designer. The customer shouldn’t be told they can’t have a particular technology because it wasn’t planned for before the walls are up. Quality workmanship requires time and cooperation between the trades so make sure the ESC is adequately scheduled. All previously required work needs to be fully completed so that they can accomplish their work in a timely and quality manner at the right point of time in the build process.
- ESCs come in different categories
ESCs come in widely variable quality levels and abilities just like any other subcontractor. Find a good one who will work closely with you and your customers to meet or exceed everyone’s expectations. Ask for references; look at other recent projects and talk with other builders they have worked for to determine their mindset and ability to work in your marketplace. If you have concerns, address them directly with the ESC and expect straight answers. And just like with any other sub, if you don’t have a good gut feeling about them, then keep on looking until you find a comfortable fit.
- ESCs simplify and package home technology
A good ESC should have a wide range of products and services available to them so that they can offer the best solution to your customers. A one trick pony is not the best ESC nor is one that customizes every home into a science project. An ESC who employs a packaged approach to technology sales has the best tools and skills to meet a wide range of customer needs without reengineering the job every time. Simple and predictable systems are far better than complex and unreliable one-time systems hands down.
- ESCs maximize profit for builders
A good ESC will be sure to add revenue and profit to your bottom line as well as theirs. They realize the synergy a builder relationship can create as long as all parties are realizing financial rewards from the project. How much money depends on a host of factors, but have that discussion long before the first wire is pulled or the home buyer is approached by the ESC. An ounce of prevention you know…
- ESCs provide long term value for builders and their customers
Good ESCs are worth every penny you pay them much as the other top-notch and experienced subs you use during the home’s construction. The cheapest price alone does not necessarily constitute the best value. Price is important, but so are quality, consistency, having a team mentality, good interpersonal skills, profitability and a host of other factors. Seek out an ESC that provides value above and beyond the lowest cost and you will be much more satisfied and so will your customers. And after all, isn’t that what you are really selling?
With over 25+ years in the electrical, security and home technology industry, Keith Davis is president of Residential Technologies, Inc., a firm dedicated to lighting control, renewable energy, specialty electrical systems and energy management and control. He is a North Carolina licensed electrical contractor whose tenure includes AVAD D2B, a/v/a tech, Audio Video Design, a CE Pro Top 50 Dealer and C & M Electric. Keith participates in the Home Technology Alliance and is an NAHB member. He can be reached at kdavis@rtinc.biz or 704-944-3125.
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Directory Offers Easy-to-Find Technology Services; Now at a Lower Price
 Those in the building industry looking for software providers to launch a Web site, CADD or help your budget, log on to www.nahb.org and click on “Online Directories” to access NAHB’s Technology Solutions Directory, a comprehensive listing of technology vendors. There are so many areas that technology and building cross paths.
Software and technology solutions providers interested in being listed can sign up for either an enhanced or standard listing, now at lower prices! Members can still post a standard listing for free.
Log on and check it out today, or e-mail Agustin Cruz at NAHB for more information; or call him at 800-368-5242 x8472.
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SIGN UP TODAY! UPS Savings Program Handheld GPS Promotion
 Sign up today for the NAHB Member Advantage UPS Savings Program and become eligible to win a handheld GPS navigation device (Retail value: $399.99).
To qualify for the grand prize, enroll in the UPS Savings Program at www.savewithups.com/nahb and ship two UPS Next Day Air packages between now and June 30, 2008.
Winner will be announced July 18, 2008. Certain restrictions apply (see below for further details). Promotion is only valid for new enrollments between now and June 30, 2008.
NAHB members who are enrolled in the UPS Savings Program and who use UPS to ship can save up to 30 percent on shipping costs for those shipments. Sign up today at www.savewithups.com/nahb.
Other Member Advantage Discounts
For information on the Member Advantage discount program and all its participating companies, go to www.nahb.org/MA.
No purchase necessary. Promotion ends June 30, 2008. Open only to individuals who, at the time of entry, are (i) legal residents of 50 US states or DC (ii) 18 or older; and (iii) current member of the NAHB. Limit of one entry per person. One prize to be awarded. To enter without purchase, mail 3 x 5 card with company name, full name, address, date of birth, postal address, e-mail address and telephone numbers to UPS, Attn: UPS Savings Program, 55 Glenlake Parkway NE, Building 3, Floor 5, Atlanta, GA 30328. Void where prohibited. Odds of winning depend on number of eligible entries received. Subject to applicable laws and official rules. For Official Rules, send request by mail to UPS, Attn: UPS Savings Program, 55 Glenlake Parkway NE, Building 3, Floor 5, Atlanta, GA 30328.
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