National Association 2022 IBS Show Guide

62 IBS Education Sponsored by L Land Development & Community Design The Answer Is Missing Middle Housing W304-C Can we build housing that is affordable, private, easily accessible to the outdoors and community oriented? Oh, and can it appeal to buyers as well as renters, Boomers and Millennials, and in urban and suburban locations? Yes, and middle missing housing is the answer now more than ever. Despite apocalyptic headlines during the pandemic, people have not fled from coveted walkable neighborhoods in town. In fact, these established neighborhoods have flourished. Duplexes, quads, mansion apartments, stacked flats and ADU’s can meet these demands and provide much-needed affordability. Join us as we explore what missing middle housing is, how to navigate zoning and implementing it in your community, and how to capitalize and profit on these opportunities. Presenter(s): Gerald Reimer, Urban Waters Development | John Hunt, MarketNsight | Daniel Parolek, AIA, Registered Architect, Opticos Design, Inc. Continuing Ed: NAHB - 1.0 CE hour(s) B Business Management We Rise Together: Why Diversity, Equity & Inclusion Matter in Residential Construction W307-C In many ways, the residential construction industry is diverse, but closer examination shows us there is still much we can do. Diversity, equity and inclusion matter. They bring a unique perspective to any workforce, and these contributions to construction cannot be overlooked. In this session, hear real-life examples about how our panelists have navigated challenges of being a minority in the building industry and done so with grace and successful outcomes. Discover how improved diversity and inclusion supported by equity may answer many of the challenges the industry faces, such as labor shortage, team engagement, increasing productivity, and excellence in decision making and innovation. We don’t rise alone, we rise together! Presenter(s): Angelica Rivera, Colmex Construction LLC | Kerry White, HomeQuest Properties, INC/ Paran Homes | Ralph Baja, Century Communities, Inc. | Leyah Valgardson, Leader’s Voice Continuing Ed: NAHB - 1.0 CE hour(s) S Sales & Marketing The “On Your Lot” Business: Website & Customer Experience Best Practices W311-A Whether operating exclusively in a Build On Your Lot (BOYL) model or managing an On Your Lot (OYL) division in a production building company, builders have a unique challenge to make the BOYL process an understandable and viable option to prospective homebuyers who are used to shopping in a traditional community model. In this session, review the questions you should be answering to help buyers understand and navigate the OYL building process. Explore the tools you can use to aid in the online sales process. Hear from successful OYL builders as they provide real-life examples and actionable insights to help you refine your website and online presence to appeal to a larger audience of prospective buyers. Presenter(s): Tom Baldwin, CAPS, Caruso Homes | Dawn Dantzler, Tilson Homes | Megan English, ONeil Interactive Continuing Ed: NAHB - 1.0 CE hour(s) Wednesday, February 9, 2022 1:45 PM – 2:45 PM S Sales & Marketing 2022 Super Sales Rally: Uncommon, Unfiltered & Unparalleled — Becoming the UnSalesperson Tangerine Ballroom, West Hall F-3 This year’s Rally will unravel the myths of sales and provide deep insights into what makes consumers tick, what they value, and what they choose to buy or abandon. To prosper in tomorrow’s market, one must become the uncommon closer by moving away from traditional negotiating tactics. In 2022, sales will go to the UnSalesperson who connects with their clients. It’s time to unlearn old, deal-killing habits, and acquire unrivaled skills and an unstoppable attitude. Every company has an elite person or group of people that are uncommonly good and unparalleled in their confidence to become an essential player on the team. By being unaccepting of anything but the best, you are ready to become the UnSalesperson! Presenter(s): Gerry O’Brion, CSP, MBA, What Big Brands Know | David Avrin, CSP, The Customer Experience Advantage | Judson Laipply | John Palumbo, The Sterling Goup Continuing Ed: NAHB - 2.0 CE hour(s) spotlight 2: 30 PM – 4: 30 PM