The Daily Sticks and Bricks

Is 2012 the year to Change?

HBA of Delaware — Fri, 27 Jan 2012 16:03:26 +0000

Well now that I have your attention…the time is upon us to book the band for 2012. We have had The Strangers from Philadelphia for the past 3 years. Why? Because they are great! But the question to all of you is:

Is it time to change?

The Strangers website

Take Our Poll

Housing experts back White House plans to help homeowners – The Hill’s On The Money

HBA of Delaware — Fri, 27 Jan 2012 15:51:34 +0000

Housing experts back White House plans to help homeowners

By Vicki Needham – 01/26/12 03:18 PM ET

As the housing market shows signs of life, lawmakers and sector experts support plans by the Obama administration to help homeowners avoid foreclosure, although their ideas vary widely.

Some House Democrats are asking for much greater involvement from the federal government than President Obama proposed during his State of the Union address on Tuesday, while some housing experts warn that the plan is unlikely to provide much help.

Click link below to read the full article.

Housing experts back White House plans to help homeowners – The Hill’s On The Money.

Government Affairs Update 1-27-2012

HBA of Delaware — Fri, 27 Jan 2012 15:48:42 +0000

The 146th Delaware General Assembly is back in session and the first few weeks have been busy. At this time, the Legislature is in recess until mid-March. During this time, the Joint Finance Committee will begin consideration of the Fiscal Year 2013 Operating Budget on Tuesday, January 31, 2012 at 10:00 a.m. in the Joint Finance Hearing Room, Ground Floor, Legislative Hall. In addition, the Capital Improvement Program Public Hearing schedule will be begin at the end of February.

HBADE representatives attended several hearings this week, speaking on issues impacting our membership.

Housing & Community Affairs Committee:
HB 227 sponsored by Rep Quinn Johnson was released Out of Committee despite our request for additional time to review the impact of this on our members. This bill requires that bids for all newly constructed dwelling units using public financial assistance shall indicate the extent of the universal design standards in the proposal. Public financial assistance includes a contract with a state agency, real estate donated by the State, State tax credits, grant assistance from State funds, State loan guarantees, federal funds administered by the State or its agency, and funding from location governments and their agencies. In selecting a bid, the extent of universal designs use may form a basis to award the contract based on the best value, rather than lowest bidder. The bill sets up a 40-point scale covering the key elements of universal design.

Link to Bill

Please review this bill for recommended language changes or suggestions and send comments to GovAffairs@hbade.org

In addition, Fred Fortunato, HBADE President, attended the Small Business Caucus Meeting on Thursday, January 26, 2012 at 11:30 a.m. in the House Majority Hearing Room on behalf of the HBADE and membership. The guest speaker was DEDO Director Alan Levin who discussed pending economic development opportunities in the state, including the LIFT program, the DRIP program and provided handouts on the SSBCI (State Small Business Credit Initiative) Program which is a loan participation program, funded by $12.1 Million commitment from the U.S. Treasury’s State Small Business Credit Initiative and provides eligible businesses access to critical private capital. For more information on this program, contact DEDO at 302-739-4271.

Click the links below for complete listings of each days actions.

HBADE’s Member Rebate Program increases your bottom line

HBA of Delaware — Fri, 27 Jan 2012 14:55:16 +0000

No one likes to leave money on the table. So, what would you think if you could get a rebate for your loyalty to many of the nation’s leading housing industry product suppliers? Well, now you can! HBADE’s Member Rebate Program increases your bottom line. For the minimal effort of informing us about the home construction products you use and when you close on a home or project, you’ll be putting money back in your pocket. Both Builder and Remodeler companies, no matter how large or small, qualify for the program, and you are not required to use products from every Manufacturer. Please note: Program is only available to current HBADE Members.

Benefit of participating

The biggest perk? Money. And all for just remaining loyal to many of the country’s leading Manufacturers you already use in all of your homes. Rebate checks are mailed quarterly.

No change needed in your business practices

Besides the money, the next-best part of the program is that it doesn’t change the way you do business. You are not required to submit receipts and you do not have to change how you purchase products. We do the paperwork, collect the money and mail you the quarterly rebate checks directly!

Steps to receive a Rebate Check:

1. Register Online once

2. Every Quarter if you have a completed home, remodeling project, or multi-family unit: Complete and submit the Current Rebate Claim Form

For more information, go to http://www.hbarebates.com/hbade.html

Jim McCulley Receives another NAHB Appointment for 2012

HBA of Delaware — Fri, 27 Jan 2012 14:46:58 +0000

Congratulations to Jim McCulley, HBADE Associate VP and principal in Watershed Eco, for his recent appointment to NAHB’s Associates Committee, his second NAHB Committee appointment for 2012. The one (1) year appointment term is effective at the conclusion of the 2012 Annual Convention and expires at the conclusion of the 2013 Annual Convention. These are reserved for only those members who demonstrate a personal commitment to actively participate in committee meetings held in conjunction with NAHB Board meetings.

This is a prestigious honor to be selected top serve and we want to thank Jim for his dedication and volunteerism on behalf of the HBADE. Thank you, Jim!

Green Building Megatrends for 2012

HBA of Delaware — Fri, 27 Jan 2012 14:39:25 +0000

From: BUILDER 2012 Posted on: January 18, 2012 6:08:00 PM
By:Claire Easley

Dubbed “the godfather of green,” Jerry Yudelson discusses 10 trends bound for growth in the months ahead.

Jerry Yudelson is about as green as they come. In his more than 25 years of work in sustainability, he has been a member of the U.S. Green Building Council’s board of directors, a LEED national faculty member, and is the co-founder and director of the Green Building Service consulting unit at Portland General Electric. Last year, Wired magazine dubbed him “the godfather of green.”

So what does the industry insider have to say about where things are going? “The construction industry is going to have modest growth this year,” Yudelson said Tuesday in a webinar on GreenExpo365. “It seems that most people have figured out that the sky isn’t going to fall in and they are going to get back to doing business … but with an emphasis on what I call ‘frugal green.’ In the past there was a feeling that you could spend money to add green features. I think today the real challenge for construction and design professionals is ‘How do I do this on the same budget?’ and I think that’s the core trend.”

Yudelson unveiled a list of 10 other green megatrends destined for growth in 2012, both in the U.S. and abroad. And while, like the rest of the home building industry, green building will certainly face headwinds in coming days—such as squeezed budgets among families and governments—the market is poised for growth, he says. “You make money if you go green. If you don’t go green, you’re at a marketplace disadvantage.”

10 Green Megatrends for 2012

U.S. Trends

1. Green Building Growth to Rebound

LEED project growth was slow in 2011, only gaining 3% for the year. But while LEED certification on new projects may take longer to gain much steam, the program’s retrofitting arm, LEED for Existing Buildings: Operations & Maintenance (LEED-EBOM), is quickly gaining traction. EBOM project registrations were up 18% last year, and the EBOM project area exceeded the cumulative LEED-NC (New Construction) area for the first time, with 675 million square feet of EBOM versus 649 million square feet of NC. “That trend will continue this year,” Yudelson says, as more property owners realize that retrofitting to LEED standards is fairly painless when starting with a building that is already Energy Star–rated.

2. Federal Momentum Has Slowed

The Department of Defense recently stipulated that projects can’t spend any extra money on energy program certification, and while “that’s not necessarily a killer,” Yudelson says, “it is an indication that there is some backlash for spending extra money on anything.” Getting federal funding for green projects will be harder going forward, he says, especially given the recent Solandra scandal and the federal budget crunch. But while state and local governments aren’t faring much better, that’s where the action will be, he says, as existing buildings will need to be upgraded, projects in the pipeline will move forward, and schools—which are funded by bonds—will need to be built.

3. LEED-EBOM Will Gain Momentum

“We’re going to see this move to other sectors,” he says, particularly among hotels with strong convention and meeting businesses who want to be able to market their eco-friendliness. Grocery stores, hospitals, and retail centers are moving in the same direction, with features such as solar panels on top of Walmarts or department stores. “Last month, President Obama and former President Clinton announced the Better Buildings Initiative. It’s only $4 billion, so it’s not huge. But still, this is stuff that moves markets. When you have two presidents pushing something, it does get people’s attention. More and more building owners are realizing that they don’t want to be late to the party.”

4. Water Issues Grow in Importance

“Even the water-wet areas have water problems brought on by infrastructure problems and population growth,” Yudelson says. “Florida doesn’t have a place for a reservoir in the entire state, so even if you have a slight drought, you have big problems.” He predicts rainwater capture systems as well as graywater and blackwater on-site treatment capabilities will become more pervasive. “Instead of toilet to tap, we’re going toilet to toilet.”

5. Zero-Net-Energy to Gain Traction

“Zero-net-energy needs to be in your future,” Yudelson says, adding that it works best on two- to four-story buildings that only use between 30 and 35 kBTU per square foot per year. “If you do a good job with integrated design, you can reach that [30 to 35 kBTU] goal,” he says, adding that getting to net-zero should only add between 3% and 5% to building costs.

Global Trends

6. Green Building Movement Will Continue to Grow

There are currently more than 90 national Green Building Councils throughout the world, and LEED projects have been registered in 161 countries, Yudelson says. Last year, 44% of total LEED registrations were outside the U.S. “This is a movement that you have to pay attention to,” he says, adding that the “Big Three” energy rating systems—LEED, BREEAM, and Green Star—are already converging toward common carbon metrics and common rating concerns.

7. Performance Disclosure

Already popular in the European Union and Australia, requirements for buildings to disclose their energy use are gaining traction in the U.S. Beginning April 1 of this year, Seattle will require buildings of more than 10,000 square feet to disclose energy usage, and California will begin requiring disclosures starting next year, which Yudelson says will have a market impact, since prospective tenants will be able to compare what their energy costs will be between buildings. “This is going to happen everywhere, particularly in big cities, because it’s the easiest move to take politically. It doesn’t say you have to retrofit the building. It just says you have to disclose.”

8. Global Carbon Ratings

Carbon ratings that remain standard across countries are of particular interest to global property management companies. “If your company is committed to sustainability, you’re going to have to report this,” he says. It’s also an issue for property investments tied to pension funds. “Anyone that has sustainable interests and wants access to capital will have to deal with this,” he says.

9. Solar Power Stalls

“Solar power is kind of slowing down,” mostly due to the costs involved, Yudelson says, adding that focus is shifting instead to energy efficiency. “Solar is still happening. Lots of people like solar … because it’s visible and people want to see something for their money.” However, for those building new construction today, he suggests that the most responsible move would be to make it “PV ready,” so that as solar becomes more cost effective, it will be cheap and easy to install.

10. Building Management Goes Into the Cloud

As buildings get more complex, Yudelson says, “we’re seeing the need for software that allows us to manage buildings out of the cloud.” Thanks to wireless sensors and controls, it’s getting increasingly easier to better direct building managers and maintenance people to locate and fix problems, and to do so remotely.

Claire Easley is a senior editor at Builder.

Learn more about markets featured in this article: Seattle, WA.

Selling to Men vs Women

HBA of Delaware — Fri, 27 Jan 2012 14:33:04 +0000

From: Remodeling magazine 2012
Posted on: January 25, 2012

I Can(’t) Relate: An Interview With Colette Carlson

You won’t get far trying to sell to women and men the same way. Here’s why

Colette Carlson is a professional speaker and an expert on human behavior, especially as it applies to business and to selling. For more information, visit her website at www.SpeakYourTruth.com.

Remodeling: When buying something, such as remodeling services, do men and women have different goals and different expectations?

Colette Carlson: Their goals actually are the same, in the end. They both want a quality project, on time and on budget. But the process of choosing a particular individual to deliver on these goals, to work with, is a bit different.

RM: How is it different?

CC: The man wants whoever is presenting the job to show him a solution. He wants to get to the bottom-line quickly. He’s going to say: This is what I want. Show me some facts and figures. And if those are aligned and he likes who you are, it’s a go. Women tend to take a lot longer before pulling the trigger. They’ll do more homework. That may mean talking to every customer of that contractor, or every neighbor who’s ever done a remodeling job.

RM: So if I’m selling a job to a woman, what is the conversational priority?

CC: Trust. Often [male salespeople] don’t take the time up-front to build rapport with women. I’m talking about the connection that makes her feel like you’re not just there to close the deal, that you’re interested in her, her wants and needs. What a man might consider a big waste of time — making small talk — has to be there for a woman. Women use language to connect. So if you’re selling to a woman and you fail to create that level of comfort and connection, you’re not going to get the business.

RM: So men are in more of a hurry to get things under way?

CC: When women use language to connect, they tell a story. And when you tell a story, you save the best for last, which drives men insane. When I teach women how to sell to men I say: Say it in a sentence. Get to the point first, and have the facts to back it up.

Listen Up

RM: Are listening skills more important when selling to women?

CC: Absolutely. Say a remodeler selling a job asks a woman a question and she responds by going off on a tangent with some wild story. Is he paying attention to what she’s saying? Or is he listening through the filter of: What’s the point? What do I need to fix here? How can I solve this? And if he becomes distracted because it’s taking her a while to get to the point, she can pick up on that nonverbal language: the glance, the dead-on stare.

RM: What happens at that point?

CC: She’s going to wonder how he’s going to listen to her on the job if he’s not listening to her in the sales process. Women know they’re the decision-makers. So when we feel we’re not being respected, through eye contact or listening, then you’re not going to get the job.

RM: In what other ways will women be different, as clients?

CC: Women, once they’ve worked with someone, are much more likely to consistently recommend them to other people. Their loyalty is off the charts. If they’ve worked with a remodeler who’s done what he says he was going to do, they’re the ones selling him to their friends and buying future jobs. Women personalize the relationship. And they’re very detail-oriented. They notice things. They notice when the contractor who says he will be there at 7:30 instead shows up at 8. They notice dirt tracked in the house. They don’t miss a beat when it comes to the small stuff. These details are less important to a man. Women are responsible for more of the details, so we notice more of the details.

RM: You say that it’s the small, subtle differences that often create challenges in communicating with the opposite sex. What are some examples? What should we be aware of?

CC: There are so many. Let’s say we are in the middle of the remodel and the contactor asks [his female client] a question. What kind of faucet did you want? Women have a tendency to process out loud, especially when stressed. Instead of answering the question succinctly, she starts telling a story. Now he’s standing there and the body language says: What? Or he interrupts her.

He needs to recognize that talking lowers her stress. She’s thinking out loud. Allow her to do that. Because men always want to solve a problem, they respond by indicating: here is what you should do. Sometimes there are subtle ways to make someone feel respected … to show concern. So instead of saying, “This is what you should do,” ask the person if they’d like your suggestion or a recommendation about what to do — so it’s not just her husband telling her what to do again.

RM: When it comes to selling to men vs. women, what’s the biggest blunder that in-home salespeople make?

CC: They don’t ask enough questions. They fail to identify the real need and to then tie it down to some kind of pain that they’re then able to relieve. They assume they know what the problem is, but they don’t get the customer to articulate it. The questions are the answer. If you do an effective job identifying needs and values, you don’t even have to close. You just have to ask for the business.

Attend the 2012 Remodeling Leadership Conference, “Profiting in Place,” in Baltimore, May 10-11 to see Colette Carlson’s “He Sells/She Sells: How to Sell to Women and Other Important People.” Click here to find out more about the scheduled speakers.

Be a Part of the IBS Even if You Can’t be There in Person!

HBA of Delaware — Fri, 27 Jan 2012 14:14:35 +0000

	IBS Webinar Opportunities

Can’t make it to the 2012 International Builders Show? Interested in the discussion and issues before the NAHB member meetings?We have an opportunity for you!Plan to participate in NAHB’s effort to bring the National Association to all interested members!

As a part of the 2012 International Builders Show, NAHB will be launching a test which will provide interested members access to four member meetings (Design Committee; Construction, Codes & Standards; 50 + Council; and the Associates Committee).Members participating in this opportunity will be able to:

·        Listen to debate;
·        Ask Questions;
·        Provide Comments & Information; and
·        Share their Insights on Issues via Polling Questions.

Those of you sharing in this meeting opportunity over the web will be asked to provide feedback on how the session went as well as what might make future opportunities even better. This feedback will be incorporated into the test offerings to take place at the 2012 Spring Board of Directors Meeting.

Be a part of the issues discussions that assist in shaping your Association’s priorities! Register today to participate in one or more of the following meeting sessions:

Tuesday, February 7, 2012
9:00 AM ET – 10:00 AM ET

NAHB Design Committee
Be a part of the Design Committee’s Emerging Issues Trends Discussion on Green Design, share in a Patent Process Overview, and see first-hand how an interactive plan review works. The members of this Committee make it their business to discuss current and emerging Design Trends. Register now and know that the time you spend here sharing in discussion with your member colleagues will certainly be of benefit to your business in the future!

Tuesday, February 7, 2012
10:30 AM ET – 1:00 PM ET
NAHB Associates Committee
This particular member team is well practiced at utilizing virtual meeting tools. Listen as these members review the 2011 efforts of NAHB’s Associates Member Committee, discuss the Committee’s strategic plan efforts, and outline the priorities of the year ahead. During this meeting participants will be provided updates on a number of Association Programs (Associate Outreach Network, BUILD-PAC, NAHB Affinity Opportunities, and Education & Designation Offerings). Be a part of this dynamic membership group! Register to participate now.

Tuesday, February 7, 2012
10:30 AM ET – 1:00 PM ET
NAHB 50+ Council
Interested in the issues and concerns that face the 50+ housing industry? Choose to participate in the 50+ Council’s General Membership Meeting. Participants in this session will hear a review of the 4^th Quarter 55+ Housing Market Indices Report led by Paul Emrath, NAHB VP for Survey and Housing Policy Research. Those attending the session will be a part of a discussion” on the state of the 50+ housing market and learn about the current legislative issues particular to this industry. Sign up today to participate in this member session.

Tuesday, February 7, 2012
1:30 PM ET – 4:00 PM ET
NAHB Construction, Codes & Standards Committee

Traditionally this is one of the most well attended meetings at any NAHB Board Session. Join this session to listen to discussion and ask questions addressing the issues that our builder members wrestle with every day. This meeting will provide updates on legislative efforts addressing Green Building, Energy Efficiency and Federal Energy Tax Credits. Regulatory updates on new AFUE ratings for Heating Appliances, regional appliance energy standards, NFIP legislation, and recent changes to the Southern Pine Design Values will also be shared with participants. Participants will have the opportunity to hear from member colleagues participating in a variety of subcommittee efforts including building products issues, multifamily and commercial builder concerns, green building, and construction technology research. Don’t miss out on this informative member session, register now!

Please Note: Participation directions and access to meeting materials will be provided via e-mail confirmation upon registration.

Appointed Committee or Council members participating in the meeting via the web will not be noted as attending the meeting session.

Questions or concerns about any of these sessions should be directed to boardtopics@nahb.org.

“The Social Media Explosion” by Michael Kurpiel

HBA of Delaware — Fri, 27 Jan 2012 14:12:31 +0000

In our blog post dated December 4, 2011 70 Years of HBA Communication: “Can You Hear Me Now?” we talked about where NAHB began with communications and what we have available to us today. Conversations about the many social media vehicles are abundant with opinions to match. The 21st century has delivered to humankind 24/7 contact (and I’m not even bringing Blackberries, DROIDS or iPhones/iPads into the mix). Our home builder associations (HBA) have a critical need to reach out to membership and keep them “informed” and more to the point, effectively informed. The major vehicles for social media each have a place in communication and, if each are utilized correctly, will bring a unique type of communication to our members and for our members.

Ray Tomlinson gave society one of the greatest communication tools in history. He invented email back in 1971, eventually transforming global business communication. It wasn’t until the 1990′s that email became “the new best thing in communication.” Emails replaced hand written letters and the “voice-to-voice” communications that gave every conversation a personal touch. It also became easy to send everything and anything (insert your most hated spam here) which created email over-saturation. One of the most effective means of mass communication at a moment’s notice became an easy target for the delete button.
Because of over-saturation, and the ease of deleting, important messages were not being read meaning that the grass roots effectiveness of the HBA was slowly becoming neutralized. Because of this, social media is rapidly becoming a critical aspect of our industry’s communication efforts. In a perfect social media world, the message bearers will be able to effectively post messages that are relevant to and through each social media vehicle. Right now a small percentage of members are involved in the first four (listed below) vehicles. So redundancy will be an issue for the time being. If you are a social media junkie you will most likely be on multiple pages and groups as well as emails and other feeds. You will be bombarded with the same messages time and time again unless you take a few seconds and adjust your setting so you decide which messages and from which sources you receive information. This is on you to handle, no one else.

Let’s look at the major players of the social media tool belt and it’s uses for the HBA (as a note, NAHB has a page or group on the following social media sites);

1. Facebook ~ One word; pages. Facebook is designed for letting people know more about you. When we discuss the business aspect of Facebook we find ourselves talking about pages. Pages are designed to highlight your purpose. Is it a business? A cause? A particular political party? You will find a page for just about anything. While these pages are great for “strutting your stuff” they are not conducive to two way or multiple business conversation due to one particular hindrance; most companies do not allow their employees on Facebook during business hours. So for most people, Facebook is an evening or weekend “catch up.” Facebook has its place but for HBA effectiveness I would go with LinkedIn. A few great aspect of Facebook is the availability of posting pictures of your HBA events directly on the page or creating an event posting that gives you an idea of who might be attending.

2. LinkedIn ~ One word; groups. The business person’s Facebook. If you have a LinkedIn account you have no doubt created an exceptional profile page that gives the viewers a great sense of who you are and what you represent. That is critical because if you post in any groups that you join others will want to know your background based on the content of your post.
Another plus for the HBA is that if you have your own local or state group you can post information on a daily basis, even hourly basis. Once a member to your group is admitted they can adjust the settings to have a daily digest or weekly digest of information. Or they can opt out of any messaging and visit the group when they want to visit the group. Now the emails you send can be for “calls to action” or other time sensitive alerts.

An example: The NAHB Associates LinkedIn Group has building industry professionals from all over the country. There are topics for conversation that will bring you information, help you with association questions, develop deep conversation about an industry topic and much more. Your “circle of influence” grows considerably and you have taken the restraints of physical travel out of the equation. NAHB Associates group has sub groups designed to be an extension of The NAHB Associate Members Committee’s sub committees. These areas are a work in progress but it helps deliver continued committee work outside the three times a year the committee meets in person. It also allows members of NAHB to participate on national projects when they can’t attend in person. Exposure and awareness of national volunteerism has never been easier or more efficient.

3. Twitter ~ Quick hitting alerts and updates are the primary focus of having an HBA Twitter account. For the HBA, a call to action or a change in particulars of an event are just two purposes but keep in mind the message goes out to an unlimited amount of people. The one efficient use? Broad exposure of a message for a grass roots ever in an extremely timely fashion Facebook and LinkedIn have the same uses as Twitter. Twitter is really mass communication going in one direction but doesn’t go through your spam filter. You will reach 100% of the members that have signed up for the HBA alerts.

4. YouTube ~ I love this form of social media; video messaging. Whatever the message is, it won’t be in words on an email or post on a page. You will see the person, hear the passion of conversation, place a name with face and voice. I suspect that one day this will be the preferred message delivery system. Skype has taken off and more and more associations are turning to video conferencing. People love to hear AND see what’s going on. YouTube is a perfect vehicle to discuss political fundraising or member to member requests. It’s a fantastic vehicle for membership recruitment as prospective members can see actual members discussing their reasons for being a member.

5. Google + ~ Newest rival to Facebook, still in its beginning stages, but growing fast. Google + may be the best of all worlds, one day.

My advise; don’t jump on everything all at once. Find a vehicle that suits your style and really take the time to adjust your frequency of information feeds. Social media is here and members of the HBA should be working towards embracing the future. If you can type and read you can participate and you will probably enjoy the new world.

Submitted by Michael Kurpiel, CGA, CGP
2011 NAHB Associate Members Committee Chairman

Remodeling Market Index Rises to Five-Year High in Fourth Quarter of 2011

HBA of Delaware — Fri, 27 Jan 2012 14:10:38 +0000

Remodeling Market Index Rises to Five-Year High in Fourth Quarter of 2011

from ReNews newsletter 1/26/2012

In the fourth quarter of 2011, professional remodelers saw remodeling market conditions rise to their highest level in five years, according to NAHB’s latest Remodeling Market Index (RMI), which climbed to 46.6, up from 41.7 in the third quarter.

“With several key components above 50, the latest RMI provides reason for guarded optimism going forward,” said NAHB Chief Economist David Crowe.

“The residential remodeling market has been improving gradually,” he said, “mirroring the trend in other segments of the housing market. Stringent lending requirements and economic uncertainty continue to be a drag on demand, but we expect a modest growth in remodeling activity to continue throughout 2012.”