National Association 2023 IBS Show Guide

54 R Research & Trends Expecting the Unexpected: Managing Increases, Shortages & Delays W229 This session addresses how best to manage the inevitable challenges builders face as they navigate contracting, construction and project management processes. Our expert panel will outline methods for anticipating material, labor and permit-related cost increases, shortages and delays and how to manage your resulting risks. They’ll also discuss relevant prime and subcontract provisions to consider, lump sum versus cost-plus contracts, subcontractor and supplier relations, design and permitting processes and managing owner expectations. Presenter(s): William Joseph, JD, Dunn Carney, LLP | Stephen Tobin, JD, The Tobin Firm PC Continuing Ed.: NAHB - 1.0 CE hour(s), NKBA - 0.1 CEU(s) T Building Techniques & Strategies How to Build the Healthy Homes Buyers Now Demand W225 The Covid-19 pandemic and ongoing natural disasters have served as a “trigger point” for indoor air quality and occupant health. For years, energy-efficiency and saving on utility bills led the movement for higher performance construction, with the assumption that benefits like better air would follow. But now that we have all learned about air circulation and the spread of airborne hazards and the link between our health and our inside-built environments is finally being recognized, buyers are demanding components and practices that support their well being. And builders must act. This session will help you understand, implement and sell the benefits and features of healthy homes so you can become a trusted advisor for your clients. Presenter(s): Marla Cloos, Master CGP, LEED AP, WWYW, Green Home Coach, LLC | Bill Hayward, Hayward Score | Mark LaLiberte, Construction Instruction | Jillian Pritchard Cooke, WWYW, Wellness WIthin Your Walls, Inc. Continuing Ed.: NAHB - 1.0 CE hour(s), NKBA - 0.1 CEU(s), AIA - 1.0 LU Hour(s) C Custom Building & Remodeling Balancing High-Tech with High-Touch to Delight Customers with Less Effort W203 The most successful remodelers focus on delivering a great customer experience from the sales pitch to the punch list. The good news is that it’s now possible for any remodeler to provide a high-touch client experience, one that delights clients and wins the best projects – yet isn’t time-intensive. This session will draw attention to the common gaps in customer service in the remodeling industry, and explain how applying the right tools and processes at every stage of a project can enable a 5-star experience with less effort. We’ll also explore the latest research on what homeowners aren’t telling the remodelers they hire and how technology can help close this communication shortfall. Presenter(s): Liza Hausman, MBA, Houzz | Mark Richardson, Ferguson Continuing Ed.: NAHB - 1.0 CE hour(s), NKBA - 0.1 CEU(s) Wednesday, February 1, 2023 10:30 AM – 11:30 AM S Sales & Marketing Two-Story Talk: A Fresh Look at Client & REALTOR ® Referrals W232 Referrals are one of the best ways to cultivate your sales pipeline and increase margins, however, getting them takes work and planning. In this Two-Story Talk, we’ll explore two distinct avenues for building your referral network—clients and reverse prospecting via REALTOR ® partnerships. In our first 30-minute presentation, we’ll address the reluctance many have in asking their trusting clients to advocate for them, identify three critical elements that will give the confidence to do so and offer a plan for capturing more buyers with minimal additional effort. Want to create a unique connection with a REALTOR ® and sell your listing? Our second presentation will dive into the concept of reverse prospecting, an underused gem you can employ to win more REALTORS ® to your team and sell specific listings faster than normal. Presenter(s): Charles Pennant , Maxwell Leadership Certified Team |D.R. Horton | Steve Bradford , Sales Solve Everything Continuing Ed.: NAHB - 1.0 CE hour(s) Learning Lab 10:00 AM – 11:00 AM