National Association 2022 IBS Show Guide

74 IBS Education Sponsored by A Architecture & Design Outdoor Living Design Solutions for Every Scale W307-C With the renewed need for outdoor spaces throughout the pandemic, it’s more important than ever that designers and builders are offering a variety of right-sized, well-programmed outdoor living amenities. During this session, panelists will share their highest impact design ideas for outdoor living, discuss the importance of programming outdoor spaces, explore the latest trends in outdoor living and outdoor spaces in larger communities, and address outdoor living and privacy even on smaller lots. Make the most of dog-friendly amenities or get inspiration of otherwise empty, grass yards -- regardless of your typical project size, the ideas shared will provide inspiration for outdoor living in your next projects. Presenter(s): Travis Hendrix, MArch, NCARB, KGA Studio Architects | Craig Karn, NAHB ASLA, Consilium Designs | Phil Stuepfert, HR Green Continuing Ed: NAHB - 1.0 CE hour(s) C Custom Building & Remodeling Creating Clients for Life: A Model for Building Recurring Revenue W304-A Most contactors have a reactive business model—waiting for the phone to ring from potential customers. But homeowners always have work that needs to be done. This session will introduce the client-for-life business model and show you how to build and optimize relationships with clients by offering an annual home evaluation. By providing recommendations and estimates annually, you can become a trusted advisor and genuine partner in helping manage their largest asset, and at the same time, set the stage for additional remodeling and custom work that may follow. This proactive, customer-centric approach allows you to “book” projects 12 to 24 months in advance so that even in a slow economy, your phone continues to ring. Presenter(s): David Lupberger, Remodel Force Continuing Ed: NAHB - 1.0 CE hour(s) P Project Management Doing Your Part for Your Trade Partners: Your Success Begins with Their Success W304-G Builders are growing in revenue and volume at record rates, but supply chain disruptions and labor shortages continue to be a significant challenge. While these issues can’t necessarily be controlled, you can help offset the impacts by establishing strong, value-added relationships and communication channels across the board with your trade partners and ensuring they are set up for success. In this advanced session, take a closer look at the importance of developing strong processes for managing builder/trade partner relationships and how to leverage technology to support ongoing scalable communication. Hear from a builder, trade contractor and technology expert as they provide first-hand experience and insight into what each party needs and how to keep everyone informed and on track. Presenter(s): Bob Cain, Certified Graduate Associate, Certified NAHB Instructor, ECI Software Solutions | Josh Causey, C&B Electrical Contractors | Ed Hauck, Builder Partnerships | Christopher Vaughn, Esperanza Homes Continuing Ed: NAHB - 1.0 CE hour(s) S Sales & Marketing Is Your Sales Team Ready to Keep “By Appointment” Going? W311-C For years, sales trainers have preached the value of setting appointments versus simply relying on walk-in traffic. After everything we have experienced in the past two years, have our sales teams finally seen the wisdom in doing so? Data shows that scheduling appointments creates a far better customer experience and equates to approximately 50% better closing rate. Working by appointment also generates more quality time with buyers, fewer tire kickers, more qualified buyers and much more. Join us to learn the systematic approach to help your sales team recognize the continued value of working by appointment and build their sales flow. Presenter(s): Linda Hebert, Diversified Marketing and Communications | Kimberly Mackey, New Homes Solutions Consulting | Melanie Mickie, MBA, Engel & Volkers Continuing Ed: NAHB - 1.0 CE hour(s) Thursday, February 10, 2022 11:15 AM – 12:15 PM