SMA/iNHSS Best Homebuilding Practices Summit 2015 PRESENTATION LIST BY SPEAKER, APRIL 30 MAY 2, BOB SCHULTZ Thursday, Friday, Saturday President, International New Homes Sales Specialists (inhss) TARGETED COMPENSATION SYSTEMS FOR YOUR SALES DEPARTMENT Program title and description under development. Sales & Marketing, Leadership & Financial Management, Custom Builder SALES MANAGEMENT WITH ACCOUNTABILITY Description coming Sales & Marketing 2 Other Programs being finalized. Program titles and descriptions under development. KRISTI ALLEN McArthur Homes, SLC, UT PRACTICAL PROCESSES FOR ONLINE SALES SUCCESS (That Anyone Can Master) with Jared Weggeland Southern Homes, Lakeland, FL has had over 50% sales rates from their on-line sales program for three years running. McArthur Homes, SLC, UT has had similar success. Come and find out how two successful production builders are using an on-line sales process to drive record numbers of sales with higher closing rations and less overall marketing overhead. Sales & Marketing, Custom Builder MIKE MOORE President, Moore Leadership & Peak Performance Key Note Address Day 1: LOCKER ROOM LEADERSHIP Business lessons learned from sports! How to apply the methods, tactics and strategies of winning coaches to your business to create the culture that generates peak performance from your people! All Builders All s Ballroom, Thursday DESIGN CENTERS: TODAY S REALITY. IT S NOT AN OPTION With Jane Meagher 'New' homebuyer s attitudes have changed in the 'new economy'. To compete and succeed so must homebuilders attitudes, actions and skills. In this session you'll learn the desires, demands and expectations of today's 'new' homebuyer, how they differ from the 'new' homebuyer of the past and how personalization allows you to align, connect and communicate with them to sell more homes. Sales & Marketing, Custom Builder 1
JACK NULTY Thursday, May 1, 8:00 AM 9:00 AM, DAY 2 KEY NOTE ADDRESS Executive Director, Homes for Hope ELIMINATING POVERTY; ONE MICRO-LOAN AT A TIME Builder s doing Great Things! A great opportunity for "significance has emerged for homebuilders across the country; in this key note address Jack Nulty, Executive Director of Homes for HOPE will share with us the mission of his organization and the unique opportunity his organization provides our industry. Be prepared to be inspired and uplifted. All Builders All s Ballroom TODD HALLETT, AIA Friday President, TK Design & Associates LEAN & PROFITABLE HOME DESIGN Bigger Margins by Design In this program nationally renowned muddy shoe architect, Todd Hallett, will address the following questions and issues... Is it possible to design totally cool yet completely cost effective homes? Increase margins by implementing the latest design trends from around the country Common design errors that bleed margin How to capitalize on first impressions, Construction Management, Custom Builder DESIGN CHARRETTE AND PLAN REVIEW SESSION 2015 Bring your plans and plan ideas. Renowned muddy shoe architect, Todd Hallett, design pros Joe Stoddard, Patrick Miller and builder Mark Braunsdorf will lead and be involved in this two hour session. Bring a bestselling plan and see how the experts might save you some bucks in design edits. Bring an underperforming plan and see how the experts might make it more appealing to your buyers. Construction Management, Custom Builder SCOTT SEDAM Thursday President, True North Consulting SOLVING THE TRADE SHORTAGE NEW RULES, NEW THINKING. A recent Builder of the Year winner stated that delayed closing due to trade shortages cost his more than $3 million in profit last year and this year in addition to the labor shortage he expects similar costly delays in material delivery. There is no greater issue homebuilders face today than solving this problem at the local level, but how? The only answer most can think of is throwing more money at them, but with costs rising faster than home sales prices, that means lower margins. Scott Sedam will show you the practical steps to answer this crisis and achieve ultimate loyalty from suppliers and trades alike. Purchasing & Estimating, Construction Management, Custom Builder COST REDUCTION IN THE FACE OF LABOR & MATERIAL SCARCITY? HERE S HOW! While homebuilding economists forecast as much as 26% growth potential in 2015, huge numbers are being priced out of the entry and first move-up markets. That means a ceiling on retail sales price. At the same time substantial price increases are seen for land, development costs, entitlement, labor, materials and overhead. That means lower margins are inevitable unless builders learn how to tap into the 20% of the sales price of each home that is sacrificed to product and process waste. Scott Sedam will 2
show you how to reduce cost even when the experts say you cannot. Construction Management, Custom Builder JANE MEAGHER Thursday & Friday President, Success Strategies DESIGN CENTERS: TODAY S REALITY. IT S NOT AN OPTION With Mike Moore Want to overcome the most common design center operational challenges and avoid typical mistakes in the customer selections experience? Learn winning strategies for delighting your customers and for reaching your options/upgrades/design center financial goals. Sales & Marketing, Custom Builder THE SECRETS OF A SUCCESSFUL OPTIONS PROGRAM: SCIENCE, THEORY, AND TRENDS This information-packed session provides a blueprint for how to set up an options and upgrades program as part of an integrated, strategically-derived Product Assortment, properly aligned with your market position. Learn the right number of products to offer, how your customers evaluate your product choices, how to use psychological pricing strategies, and what s trending in key home products categories. Leadership & Financial Management LORIN BOYER Thursday, Friday & Saturday President, Maderasoft Software ESTIMATING WITH EXCEL ON STEROIDS Maderasoft Estimator has often been described as Excel on steroids. In truth, it is so much more than that. Lorin Boyer, the developer of Maderasoft and Jason French an everyday user of the program for estimating and PO creation for use with QuickBooks, will take you on an educational tour of the software and its capabilities. Purchasing & Estimating, Custom Builder CRITICAL MANAGEMENT REPORTING SYSTEM (CMRS) Version 2015 Financials are not the only important reports for homebuilders. Operation reports dealing with sales, starts, closings, backlog and speculative inventory are equally critical to your success. In this program, Lorin and Bob Whitten will be reviewing the needs of these reports and introducing the latest version of SMA s CMRS a reporting system that fills in the blanks for even the most expensive of the enterprise software systems. Leadership & Financial Management JOE STODDARD Thursday & Friday President, Mountain Consulting CRITICAL CONSTRUCTION STANDARDS If you do not set the standards of construction for your company, your trade contractors will be forced to do it for you. You cannot let anyone except your leadership team set your standards. In this program, Joe will cover some of the SMA endorsed best construction practice standards and show some innovative techniques that you should consider. Construction Management, Custom Builder 3
CHEAP TRICKS AND OTHER TECHNOLOGY TIPS FOR HOMEBUILDERS In this classic, but ever changing, program technology guru Joe Stoddard will share his research on new and effective software and applications for use in general business and residential construction. Fast paced and sure to keep you awake. Construction Management, Custom Builder MIKE BENSHOOF & THOM KIRCHNER Thursday, Friday & Saturday COO, Classic Communities, Harrisburg, PA & Senior SMA Consulting Associate FINANCIAL BASICS FOR SMALLER VOLUME BUILDERS You can t run an effective business without understanding the basics of accounting and financial management. Arm yourself with the skills you need. Come and find out how to begin your journey to financial independence. Many builders allow other people to control their financial destiny; don t be one of them. Leadership & Financial Management, Custom Builder LESSONS LEARNED FROM NVR THE MOST PROFITABLE PUBLIC BUILDER Mike and Thom both worked for Northern Virginia Ryan Homes (NVR) during the early years of their career. America s most profitable public homebuilder left many positive impressions on them both in sales and construction management. Their personal success has been in large part stimulated by the culture and systems learned at NVR. Leadership & Financial Management DAVID HAIFLEIGH Thursday & Friday President of the Future Works, Denver, CO BRANDING SECRETS OF THE MOST PROFITABLE BUILDERS In this fact-paced 60 minute session you ll discover the branding secrets of homebuilding s most profitable homebuilders. You ll be introduced to new and more effective, strategic and competitive ways of thinking and acting with branding so that you can: Build YOUR brand of homes Enhance the effectiveness of your sales & marketing Mobilize your employees Increase customer satisfaction Lead in your market Produce higher margins Colonize your future Leadership & Financial Management, Sales & Marketing, Custom Builder EMAIL YOUR WAY TO SUCCESS Email marketing is thriving and in this galvanizing 60 minute session you ll learn the email marketing secrets of the industry s most profitable homebuilders. Discover how to use email marketing more strategically and competitively by thinking and acting with it in new and more powerful ways. Get advanced do s and don ts on how to: Build your brand Develop your content Nurture leads Build lists Enhance your enterprise Sales & Marketing, Custom Builder 4
JARED WEGGELAND VP Sales Southern Homes, Lakeland, FL PRACTICAL PROCESSES FOR ONLINE SALES SUCCESS (That Anyone Can Master) with Kristi Allen Southern Homes, Lakeland, FL has had over 50% sales rates from their on-line sales program for three years running. McArthur Homes, SLC, UT has had similar success. Come and find out how two successful production builders are using an on-line sales process to drive record numbers of sales with higher closing rations and less overall marketing overhead. Sales & Marketing, Custom Builder PATRICK MILLER & THOM KIRCHNER SMA Consulting CREATING A DYNAMIC CO-BROKE REALTOR PROGRAM Patrick and Thom will take you through the steps to ensuring you have a world class co-broke realtor program to attract more and better qualified buyers. From setting up a first choice realtor agreement to training them to recognize you as the builder of choice; all the steps will be presented. Sales & Marketing, Custom Builder JASON FRENCH Senior SMA Consulting Associate ADDING A CALCULATOR TO MADERASOFT ESTIMATOR Maderasoft Estimator Part two: Take your Excel to the highest level of PED (performance enhancing devices). Jason s Maderasoft add in will make those estimates faster and more accurate. Come and see a detailed demonstration of the efficiencies possible. Purchasing & Estimating, Custom Builder BOB WHITTEN Thursday, Friday & Saturday President, SMA Consulting SECRETS OF HIGHLY PROFITABLE HOME BUILDERS Bob will overview the 15 secrets SMA has found common amongst the most profitable homebuilders of the past two decades. He will review in depth some of the most intricate component programs and systems of profitability. Leadership & Financial Management THE CLOSED LOOP PO SYSTEM DETAILED The purchase order system offers the best opportunity to identify and eliminate cost overruns on your job sites. It is THE cost control tool for most homebuilders. We will discuss best practices for builder PO systems and review the 5 common PO system mistakes builders make. Purchasing & Estimating, Construction Management, Custom Builder HIRE SLOW FIRE FAST This is classic SMA Success Rule #7. One of the most common success rule violations is managing your personnel efforts in exactly the opposite method hiring fast and being slow to terminate. Come find out why it takes time and you MUST hire slow to get the job done right. We will also discuss the reasons for and humane methods of swift terminations. Leadership & Financial Management, Construction Management 5
COST PLUS CONTRACTS What do you do when you are unsure of the costs and are worried about the potential for margin? What about if a great opportunity for a different type of job comes along? Cost plus contracts have their place in your profitable homebuilding when you understand when to use them and how to structure the cost plus deals. We will also cover the cost plus deals to run away from quickly! Leadership & Financial Management, Construction Management, Custom Builder FIVE MUST HAVE FINANCIAL REPORTS Taken from Bob s classic The Ten Best Management reports, this presentation will concentrate on the 5 reports which take accounting information and allow you to make excellent projections and future management decisions. Learn the key benchmarks, how to read the reports and use them to make excellent decisions. Leadership & Financial Management, Custom Builder RICH CARLSON President, Carlson Communications SUCCESS STRATEGIES FOR OVER 50S HOUSING Program title and description under development. Leadership & Financial Management, Sales & Marketing ROBERT (DOT.COM) JACKSON President, Internet Marketing Consultants Program title and description under development. Sales & Marketing, Custom Builder We are adding some other programs. Awaiting submissions from CBUSA, and SoftPlan Software. These would be programs geared toward small volume and custom builders. 6