Recent Blog Posts

Home Builder Marketing: Beyond The Business Card

With no model homes to show or an in-house sales team to troll for new business, custom home builders rely on reputation to sell themselves to prospective clients. So their standard marketing tool is the business card, which hopefully gets passed along by a previous client to relatives or friends. But custom builders actually can have much more in their marketing arsenal than merely word of mouth. John Abrams says his clients do the marketing for South Mountain Company, West Tisbury, Mass.

Should Radios Be Banned on the Jobsite?

A recent survey polled 730 builders and found more than 80% of them had no policy prohibiting workers from enjoying their favorite tunes while on the job. Among the 18% that do ban radios, some cited basic safety as a reason while other said radios interfered with communication and made it harder to complete jobs on time. "Music for the most part is a major distraction at a job site," one respondent wrote.

How to Approach a Project Started By Another Contractor

Sometimes homeowners will contact you about a particular project that is half way completed. Usually the owner is unhappy with the work their current designer or contractor is doing and will ask you to take over and complete the project. In order to start construction again, most firms will evaluate the existing conditions, request any additional permits, purchase materials if needed, and then begin construction.

Protect Your Jobsite Crews From the Summer Heat

On a jobsite in Kingsville, Texas, in August 2013, a worker was mixing gypsum concrete in preparation for gypcrete installation on an apartment building. It’s not a particularly taxing job, but he was doing it in direct sunlight. “He wasn’t training or doing anything that involved a lot of lifting or climbing,” says Holly Webster, director of administration at Texas-based KWA Construction, which served as the general contractor on the job.

10 Tips for Getting More Leads From Home Shows

For most home improvement companies, generating leads and sales at home shows and events is a key part of the marketing plan. Some companies are better at this than others. What sets them apart? It isn’t having the best product. It isn’t a beautiful display. It isn’t giving away swag. Everyone does those things. The most important ingredient in a successful home show is your staff.

4 Ways to Exceed Expectations

Many years ago, I began thinking about the subject of exceeding expectations. I would field phone calls from upset clients or listen to team members’ frustrations and I found that most of the time the root of the problem lay in expectations that were set but not met. Because of this dynamic, I began to train, coach, and write about the topic. Over time, I developed the following simple guidelines to help create, and then exceed, expectations.

Sales Strategies For Custom Builders

The strengths of a home builder’s skill set typically include being adept at assessing risk, entitling land, securing permits, negotiating with finance people, and, of course, managing construction. But selling tends to be the weak link. Sales consultant and author Jeff Shore says that the advice he first gives his builder clients who are looking to improve in this area is to decide what you are.

Why

Every business owner will tell you that it’s important to meet, and do your best to exceed, client expectations. Yet, what does that really mean or entail? There is a major difference between good and great when it comes to meeting those expectations, and it often comes with a hard case of expectations meeting reality. “Good” isn’t good enough. Great is when you offer up results that show the homeowner you got their project on a level they didn’t think you’d comprehend.