Retirement-Ready Custom| 04

NOV EM B ER 2 012
Retirement-Ready
Custom | 04
Two custom homes for the not quite retired
PHOTO: DANIEL NADELBACH
Mark Richardson on Selling:
‘Embrace It,Then Master It’ | 02
This home in the central Texas town of Wimberley
was designed for an empty nester couple
contemplating retirement. Instead of the stone
typically seen on homes in the region, this residence
features board-and-batten siding and wainscoting
throughout. Builder: Grady Burnette; Architect:
Burleson Design Group
www.CustomBuilderOnline.com
Building Entrepreneurship
Selling: Embrace It,
then Master It
Most successful business people are also masters at selling.
Here are three proven approaches for becoming a sales pro.
Mark Richardson, CR, Contributing Editor
A
re you a masterful salesperson? Do
you even think of yourself as a salesperson? Many cringe when they are
called a salesperson or even think of themselves in a sales role.
A moment of truth in my career came about
30 years ago (after a very heavy design education in architecture) when I realized that
I was a salesperson. While my passion was
design, the vehicle for me to get to do what
I loved to do was to sell it. And to get more
design projects, I had to get better and more
masterful at sales.
There are numerous metaphors that help
us understand this simple notion. If you are
a baseball player and you want to be on the
field rather than on the bench, you need to
be more masterful at your position. If you
are a musician and you want to sit in the
first chair, your techniques and skills must be
better than others. If you want to get design
or construction projects, you not only need to
be competent, you also have to be masterful
at convincing prospective clients that you and
your company are the right ones to hire.
Think of the masterful business and world
leaders that you admire. I’ll bet that most
of them, if not all of them, are also great
salespeople. Presidents Reagan, Kennedy, and
Jefferson were not only great leaders, they
also had tremendous sales skills. Think about
2
Custom Builder
November|2012
how Gandhi sold his people on his beliefs. So
why do I share these examples? Quite simply,
if you ever want to get good at sales, you
must first admit that you are a salesperson.
Once you acknowledge this, you will give
yourself the license to improve, to invest time,
to study sales, and to become a student of
success in sales. Now is the time to start mastering sales. Now is the time when you can become a pro and not just an amateur at selling.
Here are some tips for getting started:
Find a sales mentor or coach. A good
mentor can be found within the industry or
outside of it. This can be a formal arrangement or just a regular lunch with someone
you respect as a sales master. Once you develop the relationship, begin to ask questions
and listen. Study his or her evolution and
how it relates to your journey. Look for the
subtleties, both at the level of their attitude
and mindset and how they carry themselves.
Don’t keep it a secret from them that you too
want to become a better salesperson. They will
share lessons learned and secrets.
Invest time. Just like an athlete that
practices before the game, you must also
invest an hour or two a week to become more
masterful at selling. You might listen to CDs
in your car or read a book on sales or attend a
sales seminar or webinar. If you can have the
discipline to invest the time, you will see your
sales stock begin to rise. It only takes a couple
of hours a week to see dramatic changes.
Experiment. Every day, you are in different
situations that require you selling something.
This can be selling your craft, selling a friend
on an idea, or selling your child on eating
vegetables. Try to be more conscious of these
selling situations and experiment with different techniques, questions, and language.
Anticipate what the objections might be prior
to the close and see if you are right. Know how
to handle objections and remain calm by being
the voice of reason rather than shocked by
an unanticipated response. As in sports, it is
always better to practice on the practice field
than in the game. So look at every lead as an
opportunity to learn and practice your craft.
In closing, first admit that if you want to
do what you love to do you will need to be
masterful at sales. Second, create a written
plan to become more masterful at sales. And
third, have the discipline to execute and stick
with your plan. Once you get above the clouds
and become more masterful at sales, you will
realize it is not only a noble place, but also a
lot of fun. CB
Mark Richardson is co-chairman of Case Design/ Remodeling
Inc. and the Case Institute of Remodeling. He is a member of
the NAHB Remodeling Hall of Fame and a Fellow at Harvard
University’s Joint Center for Housing Studies. Richardson is the
author of the best-selling book,“How Fit is Your Business?,” and
a forthcoming book,“Business Themes to Live By.” He can be
reached at [email protected].
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CARPET
|
WOOD
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L A M I N AT E
|
TILE
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RESILIENT
Circle 763
Retiring In Style
Custom Homes for
Whether or not retirement is around
the corner, empty nesters want their
homes to be ready for it. Accessibility
and low maintenance are critical.
Susan Bady, Contributing Editor
4
Custom Builder
November|2012
The kitchen features a 60-inch gas
range and a separate refrigerator
and freezer; open shelving; an
island with counter seating; and a
large window for cross ventilation.
The soapstone countertops are
dark gray, which sets them off
against the white walls.
PHOTOS: ©DANIEL NADELBACH
GRAPHIC CREDIT
T
he two homes featured here may not seem to have
much in common, but their owners do. They’re busy,
active empty nesters who aren’t retired yet — but
when that day comes, a properly designed home will
ease the transition.
One couple built a home near a lake as a retreat for now and,
in a few years, a full-time retirement residence. The other couple
elected to minimize their home’s footprint on a large rural site.
When they’re off the clock, they can kick back and relax without
having to spend much time on maintenance.
Aging in place, obviously, is a big consideration for such clients. “We work mostly with empty nesters and believe it’s very
important to work universal design elements into a design,” says
architect Rick Burleson of Wimberley, Texas. He incorporates
such features as wider doorways and hallways, curbless showers,
step-free entrances, and low-maintenance exterior materials.
Retiring In Style
the Not Quite Retired
Instead of the stone typically seen on central Texas homes, this residence features boardand-batten siding. Covered porches and long roof overhangs shade windows from the harsh
afternoon sun. Inside, rough-sawn fi r beams accentuate the vaulted ceilings and contrast
with the mostly white interior (see kitchen image, opposite page). The board-and-batten
wainscoting mimics the look of the siding, and the floors are stained concrete.
Texas with a twist
Grady Burnette builds a lot of houses in the central Texas town
of Wimberley. Since many of his clients are empty nesters who
are contemplating retirement, Burnette works with them and
local architects, such as Burleson Design Group, to create homes
that are accessible and easy to care for. Typically, the exteriors are rich with locally quarried stone, but this particular
Wimberley home has board-and-batten, fiber-cement siding.
The site is approximately 6.7 acres and on top of a knoll. The
clients’ desire to save as many trees as possible made the builder’s
task a little more challenging. “We had some logistical issues in
terms of getting equipment in and out and maneuvering around
the site,” says Burnette. Site work was confined to the footprint of the house, the swimming pool, and the road leading to
the property. In order to keep all the living areas on one level,
Burnette built a taller foundation under one side of the house.
Architect Rick Burleson and his colleague, David Costea,
designed a 3,218-square-foot home, laid out in a U shape around
a swimming pool. They oriented the living areas to the southeast
to avoid drawing direct afternoon sun into the house. “The length
The shower in the master bath features a
striking pattern of black, white, and clear
tiles in various shapes and sizes. A bench is
integrated into the pedestal wall, separating
the shower from the rest of the room.
of the roof overhangs is important also,” says Burleson. “We typically use 30-inch overhangs to provide a good level of shading.”
With the pool as the centerpiece of the design, the architects created an inviting outdoor room with a summer kitchen.
“Elongating the house, as opposed to designing a super boxy
plan, provided more opportunities for windows, which, in turn,
opened up the views from inside.” The foyer, great room, and
kitchen are in the center of the U. The master bedroom wing is
on one end of the house and there are two home offices, plus a
guest bedroom and bath, on the other.
The wife wanted the kitchen to be open to the great room —
“sort of an alcove instead of a separate room, and she wanted
a sizable pantry,” says Burleson. A large window in the kitchen
allows cross ventilation through the great room’s sliding doors.
There’s also a detached, three-bay carport with a storage room.
“Most of the homes we design are in rural areas, and we like the
approach of a carport plus a storage area,” says Burleson. “People
can contain their storage needs better if there’s a defined room,
rather than just filling up the garage.”
www.CustomBuilderOnline.com
Custom Builder
5
Retiring In Style
A couple from the Washington, D.C., area wanted to build on
property they owned in Boyne City, Mich., near Lake Charlevoix.
However, their first stab at a floor plan was unsuccessful. “The
house was 140 feet long and all one story,” says Andrew Button,
general manager for Grantham, N.H.-based Yankee Barn Homes
(YBH). “None of it made any sense. So we had them come and
visit us in New Hampshire.”
The clients loved Yankee Barn’s post-and-beam designs, which
include cottages, barns, and farmhouses. While the company has
a portfolio to spark customers’ imaginations, no two homes are
exactly alike, Button says.
YBH designers helped the couple create a new floor plan. “We
tried to incorporate two masters downstairs and it just wouldn’t
work, especially since they were looking for a traditional farmhouse,” he says. “So we designed it with a second-floor master.”
The 3,099-square-foot home is currently a second home but
will be the clients’ retirement home in a few years, says Button.
When their parents visit, they stay in the first-floor master suite
and the clients move upstairs. A secondary bedroom and bath on
the upper level accommodate guests.
The foyer, great room, dining room, and kitchen flow into
each other. There are only two support columns, allowing unobstructed views through the space. The open plan also makes the
home accessible to a wide range of individuals regardless of their
physical capabilities.
Because it’s on a bluff above the lake, the placement of the
house was critical. Northern Michigan gets a lot of snow and rain,
and there are natural springs in the bluff. “We had to get the water
The clients made some adventurous color choices, especially in the
kitchen. The oak cabinets are stained black, the countertops are an
olive color, and the flooring has a gray-green hue.
6
Custom Builder
November|2012
PHOTOS: YANKEE BARN HOMES
Barn-raising in a blizzard
The second-story balcony floats above the great room and
offers a peek at nearby Lake Charlevoix.
to run down that hill into a swale so it wouldn’t back up into the
house,” says Melissa Adelaine-Supernault of Adelaine Construction,
Harbor Springs, Mich. In some areas, the property was backfilled to
a depth of approximately 4 feet to create a flat building surface.
This was the builder’s first experience with YBH, and AdelaineSupernault says the process went very smoothly despite severe
weather. “The day the shell package was delivered, we got 21/2
feet of snow,” she says. “I called the county road commission because we were in blizzard whiteout conditions and I was worried
about our semis blocking traffic.” Snow-plow drivers were alerted
to look for the vehicles and guide them safely to the site.
The shell package included the post-and-beam frame, pre-cut
and notched; precut 2 x 8 rafters; second-floor timber joists and
decking; prestained siding; and pine trim. Adelaine Construction
was able to erect the shell and make it weathertight in just
eight days. “Andy [Button] said it was the fastest set they’d ever
seen,” she says.
For greater stability in a region where humidity and drastic temperature swings can wreak havoc with building materials, Adelaine
installed engineered wood flooring over a concrete subfloor that
has radiant heating. Kiln-dried, Douglas fir post-and-beam timbers
add a rustic, barnlike flavor throughout the home.
“We went with very clean finishes to show off the architecture
of the house,” says Adelaine-Supernault. Button adds, “Although
the design incorporates a lot of modern features like fibercement siding, it still has that classic symmetry of an old barn
or farmhouse.”
From start to finish, the entire project took about five months.
“The clients wanted it to be under $700,000, and it came in under $700,000,” says Button. “They were very pleased to be able
to do exactly what they wanted and still stay on budget.” CB
The window wall at the rear of the home faces north and captures views of the woods. The cupola has a light that can be turned on like a
beacon when the homeowners are expecting visitors.
There’s no shortage of timber-frame companies in
the U.S., so why choose Yankee Barn Homes (YBH) of
Grantham, N.H.? According to general manager Andrew
Button, YBH works harder to make the process inherently
builder-friendly.
“We build our own wall and roof panels, which are easy
for general contractors to use versus, say, structural
insulated panels,” says Button.
He says YBH offers the only panelized roof system
with a built-in vent, which keeps the outer roof cold and
reduces the formation of ice on the surface. The wall
panels are fully wood framed and load bearing, with an
insulation value of R-26. Most windows are pre-installed.
Half-lap joinery — a strong, cost-effi cient method that
is much less labor-intensive than mortise-and-tenon
joinery — results in simpler connections that eliminate
the need for a specialized joinery crew.
Most shells are enclosed and ready for siding and
roofi ng in 12 to 17 days — or eight days, in the case of the
Michigan home featured in this article.
“We’re used to building custom, stick-built homes
and log homes, so having Yankee Barn pre-cut almost
everything we needed and just putting it together
like an erector set was extremely efficient for our
guys,” says Melissa Adelaine-Supernault of Adelaine
PHOTO: YANKEE BARN HOMES
POST-AND-BEAM DREAMS
Using pre-cut components from a post-and-beam company cuts out
a lot of site work. Most shell packages from Yankee Barn Homes can
be erected and made weathertight in a little over two weeks.
Construction in Harbor Springs, Mich., which built the
Michigan home. “When custom on-site modifications
were needed, we were able to take care of those right
away and just keep going.”
Excluding land and site work, the turnkey cost of a
Yankee Barn home, from foundation to appliances, is
generally $200 and up per square foot, depending on
interior fi nishes.
www.CustomBuilderOnline.com
Custom Builder
7
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AccelProfit Systems . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
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Arauco Wood Products Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
Big Ass Fans . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .GZ23
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Country Wood Flooring . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 65
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Propane Education & Research Council . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
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Publication Title: Professional Builder
Publication No. 1072-0561
Filing Date: September 28, 2012
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SGC Holdings LLC, 3030 W. Salt Creek Ln., Ste. 201, Arlington Heights, IL 60005-5025;
Rick Blesi, Tony Mancini, Patrick O’Toole, Rick Schwer, David Shreiner, Jeff Elliott
Known bondholders, mortgages, and other security holders owning or holding 1 percent or more of total amount of bonds, mortgages or other securities: None.
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the exempt status for federal income tax purposes (Check one): ____ Has not changed during the preceding 12 months;____ Has changed during the preceding
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Publication title: Professional Builder
Issue date for circulation data below: September 2012
Extent and nature of circulation
Average No. Copies Each Issue
Actual No. Copies Single Issue
During Preceding 12 Months
Published Nearest to Filing Date
A. Total no. copies (Net Press Run)
98,514
96,910
B. Paid Circulation:
(1) Paid/requested outside-county mail subscriptions
96,029
94,519
(2) Paid in-county subscriptions
-none-none(3) Sales through dealers and carriers, street vendors, counter sales
-none-none(4) Other classes mailed through the USPS
-none-noneC. Total paid and/or requested circulation (Sum of 15b (1), (2), (3) and (4))
96,029
94,519
D. Free distribution by mail (samples, complimentary, and other free)
(1) Outside-County
1,542
1,633
(2) In-County
-none-none(3) Other classes mailed through the USPS
-none-none(4) Outside the mail
386
241
E. Total free distribution [Sum of 15d (1), (2) and (3)]
1,928
1,874
F. Total distribution (sum of 15c + 15e)
97,957
96,393
G. Copies not distributed
557
517
H. Total (sum of 15f + 15g)
98,514
96,910
I. Percent paid and/or requested circulation (15c/15f x 100)
98.0%
98.1%
Publication of Statement of Ownership for a Requester Publication is required and will be printed in the November 2012 issue of this publication.
I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits
material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil sanctions (including civil penalties).
— Edward S. Gillette
PROFESSIONAL BUILDER (ISSN 1072-0561) is published monthly by SGC Horizon LLC, 3030 W. Salt Creek Lane, Suite 201, Arlington Heights, IL 60005. Periodical postage paid at
Arlington Heights, IL 60005 and other mailing offices. Subscription Rates per year: USA $121.00; Canada and Mexico $200.00 (payable in USA funds); all other international $330.00
(payable in USA funds). Single copies: USA $15.00; all international (payable in USA funds) $30.00. Reproduction of contents is strictly forbidden. ©Copyright 2012. PROFESSIONAL
BUILDER accepts no responsibility or liability for the validity of information supplied by contributors, vendors, advertisers or advertising agencies.
POSTMASTER: Send address changes to:
CIRCULATION DEPARTMENT
PROFESSIONAL BUILDER
3030 W SALT CREEK LN STE 201
ARLINGTON HEIGHTS IL 60005-5025
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numbercrunch
30.9
699
The number of occupied and
vacant single-family properties
in Florida that San Diegobased Pacifica Cos. acquired
The percent of
in an auction held last month by Fannie Mae and the Federal
homeowners with a
Housing Finance Agency. Pacifica was the first winning bidder
mortgage that were
in a federal pilot program to sell off foreclosed properties.
underwater in the
89.3
second quarter, down
from 31.4 percent in the
The score (on a scale of zero to 100, with 100
first quarter, according
indicating equal representation by all racial
to Zillow. Underwater
and ethnic groups) that the Vallejo-Fairfield,
homeowners owe an
Calif., metro area received from Penn State University researchers
average of $75,235 more
to take the top spot on their list of the most diverse cities in the U.S.
than their home’s value.
Others making the list include: San Francisco-Oakland-Fremont, Calif.;
9
Stockton, Calif.; and Washington-Arlington-Alexandria, D.C.-Va.
The number
of different
types of
natural
disasters that Texas is
exposed to, making
it the most diverse
weather risk in the
3,200,000
The amount (in dollars) that a
federal jury awarded to Kipp
Flores Architects in a copyright infringement suit filed against
Hallmark Design Homes. The jury found that Hallmark infringed
on the Austin, Texas-based firm’s copyrights when it constructed
hundreds of houses from copyrighted architectural designs.
9
country. Yet the state
trails most coastal
The average percent premium in sales price that energy-
states when it comes to
efficient, green-labeled houses received in California
instituting and enforcing
between 2007 and early 2012, according to a study of 1.6
building codes,
million home sales by researchers Matthew E. Kahn of UCLA
according to analysis by
and Nils Kok of Maastricht University in the Netherlands.
the Insurance Institute
for Business & Home
Safety.
160
The maximum wind speed (mph)
generated by Florida International
University’s new $8 million “Wall
of Wind” facility at the International Hurricane Research
Center in Miami. The facility’s 12 massive, 6-foot-diameter
electric fans allow researchers to test building designs
and materials for their resistance to hurricane-force winds.
66
Professional Builder November 2012
1
2
3
4
From left to right: 2012 Ram Chassis Cab, 2012 Ram 3500 Heavy Duty, 2013 Ram 1500 Tradesman, 2012 Ram C/V Tradesman.
1)See RamTrucks.com for details on individual capabilities for models shown. 2)See your dealer for a copy of the powertrain limited warranty. 3)See your dealer for official program rules. Must take
delivery by December 31, 2012. 4)Maximum tax expense eligibility is $139,000; consult your tax advisor for more details. Properly secure all cargo. Ram is a registered trademark of Chrysler Group LLC.
Circle 769
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