National Association 2023 IBS Show Guide

38 T Building Techniques & Strategies Don’t Be an Ostrich: Why Builders Must Rethink Their Home Tech Strategy W203 The home tech category has traditionally been one of the most challenging for builders to develop and deploy, so we’ve often left it to the end-user and 3rd party installers...or simply ignored tech altogether. But the last two years have vastly accelerated demand for tech, making it an essential feature set for buyers at all price points. Builders who don’t raise the bar to meet demand risk losing sales to their competitors and leaving revenue opportunities on the table. In this session, we’ll lay out a practical strategy for adding, promoting and selling tech in the home. Explore what’s trending and the offerings designed to suit various customer needs. And hear first-hand builder experiences for overcoming implementation hurdles and successfully including options in your sales and selection process. Presenter(s): Nancy Giangeruso, BCD-it | Bret Jacob, Nice | Todd Polifka, Custom One Homes Continuing Ed.: NAHB - 1.0 CE hour(s), NKBA - 0.1 CEU(s) L Land Development & Community Design From Builder to Developer: The Dos & Don’ts of Diversifying into Land Development W223 Have you decided that development is the next step to diversify your home building business? In this session, hear from three career land development veterans who will share their strategies and steps for effectively navigating the developer space. Learn the importance of research and feasibility studies and building your team. Explore options for structuring and financing your projects. And get tips to understand zoning, utilities and when to make the decision to buy land. Builders need to continually expand their portfolios and the land market isn’t getting any easier—join us if you’re ready to begin developing your own pipeline. Presenter(s): Emily Boyd, Brookfield Properties | Rachel Brown, Rachel Brown Homes LLC | Carrie Deweese, Chinowth & Cohen Realtors | Andi Dirkschneider, MBA, MSRE, Brookline Homes Continuing Ed.: NAHB - 1.0 CE hour(s), NKBA - 0.1 CEU(s) S Sales & Marketing How to Recruit & Onboard Top New Home Sales Professionals W316 If you have the right location, product or price, it doesn’t matter if you don’t have the best new home sales professionals representing you. With the housing market becoming uncertain and a shortage in sales labor, builders need to find new leading-edge strategies to find and onboard top talent fast, but recruiting great salespeople can be overwhelming. In this session, learn the various recruitment methods—external job boards, in-house HR departments, hiring events, internal career nights, an executive assistant, low cost virtual assistants, low price recruiters, and very expensive headhunters—as we share the pros and cons of each. Regardless of your recruiting budget, there’s an option for you. Presenter(s): Jason Forrest, Forrest Performance Group Continuing Ed.: NAHB - 1.0 CE hour(s), NKBA - 0.1 CEU(s) P Project Management Managing Client Expectations Through The Pre-Construction Process W219 Builders often believe they are delivering a superior experience to their clients, but in most cases, the client does not agree. Most are skilled at listening to their clients and communicating the important milestones throughout the build process; however, pre-construction is really the key for setting up the smoothest build possible and turning clients into raving fans. During this advanced session, the panel discusses everything a builder needs to know about setting, managing and exceeding client expectations, including the best time to start, what you need to do to keep your clients happy and how to build relationships while setting boundaries. Presenter(s): David Belman, CAPS, Belman Homes, Inc. | Rachael Boyer, MBA, The Home Authority, Inc. & Authority Companies | Erik Cofield, CGA, Association of Professional Builders | Isaac Nickelson, Nickelson Construction Continuing Ed.: NAHB - 1.0 CE hour(s), NKBA - 0.1 CEU(s) Tuesday, January 31, 2023 11:30 AM – 12:30 PM