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LT eaders from builders associationsthroughout Indiana will conveneat the Hilton North in Indianapo-lis on Nov. 18 for “9 Strategies for

’09", the Indiana Builders Association’sannual leadership training and Novem-ber Board session. “Strong leadership is the key to suc-cess during these turbulent times,” saidDavid Compton, IBA president. “IBA’sleadership training conference is a greatopportunity to learn from the best.” Conference topics include leadershipskills, roles, and responsibilities; legis-lative and regulatory policies; member-ship matters; association financial man-agement; industry and association legalissues; PAC reporting, and motivatingand delegating. Participants will alsoattend a leadership meet and greet lunch. IBA’s Board meeting to elect nextyear’s officers will also be held that day.Complete details are available on page5.

9 strategies for ’09Housing industry looks to 2009 for hope

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November 2008 Vol. 45, No. 11

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he current economic situation hasmany Americans worried. Those inthe housing industry bear addi-

tional concern as the market appears to notyet hit the bottom. At a recent general membership meeting,a past IBA President stressed the importanceof being a member of such a strong networkof like-minded individuals. “Don’t be an ostrich and hide your headsin the sand so no one will know that you’restruggling,” he said. “Whatever a memberis going through it is highly probable thatanother member has already gone throughit.” Members should look to their colleagueswithin the association to see what measuresthey have taken in the bleak housing cli-mate. The NAHB also offers some hopefulfacts and statistics for those in the housingindustry. NAHB Chief Economist David Seiderssaid that housing in the first half of 2009should be helped by the $7,500 tax creditavailable to first-time home buyers; legis-lative efforts to address foreclosures; thecontinuation of affordable mortgage rates;and the availability of fixed-rate mortgagefinancing through Fannie Mae, FreddieMac, the Federal Housing Administration

and the Department of Veterans Affairs. Citing an increase in pent-up demand forhousing, he added that declines in homeprices and increases in personal incomehave helped to restore housing affordabilityto the more normal levels that existed priorto the peak of the housing boom. However, even as the demand for hous-ing begins to grow, housing production willbe constrained by tighter credit for the loansbuilders and developers need to breakground on new residential projects, he said. NAHB asserts that Congress must returnfor a lame-duck session or act as soon aspossible to enact a second financial stimu-lus package. The plan needs to include asubstantial incentive to spur home buying,which will help stabilize housing and theeconomy. Specifically, lawmakers should:* Increase the amount of the temporary

$7,500 home buyer tax credit,* Waive its payback provisions,* Monetize the credit to use as a down pay-ment tool,* Remove the ban on seller-down paymentassistance,* Permanently keep the FHA/GSE loan lim-its at $730,000. These actions are necessary to spur ahousing and economic recovery. NAHB is forecasting 936,000 total hous-ing starts for 2008, a 30.2% decline fromthe 1.34 million homes produced last year.Starts in 2009 are projected to slide 16.2%further, to 784,000 units, and 2010 wouldbring production up to the 1.0 million level. Builders need to stay focused on the posi-tive future. The U.S. population will riseby about 35 million over the next 10 years.All of those people will need someplace tolive. America currently has about 105 mil-lion occupied housing units. About 70 mil-lion of those are owner-occupied. Homevalues will ultimately bottom out and startedging back up. Once the nation turns the corner on thehousing downturn, the longer-term hous-ing outlook is very promising. Visit www.buildindiana.org for addi-tional resources.

IBA members save $100 on Green Building courseembers of Indiana Builders As-sociation can take advantage ofa grant secured through the In-

diana Office of Energy and Defense to save$100 off the Green Building course neededfor the Certified Green Professional (CGP)designation. The scholarship can be applied to IBA

M members taking the two-day coursethrough May 2009. IBA is partnering withseveral associations across the state to hostthe CGP courses in a location close to you. For more information about the courseand a registration form, see the insert inthis newspaper or go towww.buildindiana.org.

s the season of giving draws near,the Indiana Builders Associationwould like to remind you of the

importance of IBA’s Educational Scholar-ship Foundation. It is through contributions to this fund,that IBA helps to fulfill the American Dreamof homeownership for every Hoosier so de-siring to own a safe and decent homethrough assisting in the educational devel-opment of building industry professionals. Scholarships are awarded to individuals

desiring to continue their education to en-hance their career in the building industrythrough attaining a degree, certification,designation, apprenticeship or approvedcontinuing education class. The foundation is a 501(c)3 public char-ity qualified to receive and gift tax deduct-ible bequests, devises, transfers or gifts (Fed-eral Tax ID# 20-3910424). For more information on the foundationor ways in which you can donate, contactIBA at (800) 377-6334.

Support IBA’s Educational Scholarship Foundation

, Indiana Builder News November, 2008

Indiana BuilderNews

Official publication of theIndiana Builders Association, Inc.

street address1011 N. Dr. Martin Luther King Jr. St.,

Ste. 100, Indianapolis, IN 46202mailing addressP.O. Box 44670

Indianapolis, IN 46244-0670

1-800-377-6334 * (317) 236-6334FAX (317) 236-6342

[email protected]

Published monthly.Advertising rates available upon request.

This publication will not knowingly accept any ad-vertisement that is in violation of the law. Inclusionof an advertisement and/or article does NOT indi-cate approval or endorsement of the product, ser-vice, or opinion by Indiana Builders Association.

Senior OfficersPresident David [email protected] President Dennis Spidel, GMB, CGB, [email protected] Andy Place, Sr., CGB, [email protected] Doug Miller, CGB, CAPS, [email protected]

National Rep. Mike Bell, GMB, CGB, CGR,CAPS, [email protected] Area 9 VP Tom Mullen, MIRM, CGB,[email protected] Director Matt SiglerBoard Parlimentarian Jeff Scripture

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President’sMessage

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Indiana Builders Association

M

IBA total membershipBuilder Area Vice Presidents

Area 1 Marge Frame, CAPS (219) 405-8322Area 2 Linda Rogers (574) 277-5512Area 3 Jim Klotz (574) 457-2406Area 4 Tina Bernacchi (765) 563-6363Area 5 Rep. Heath VanNatter, CGP (765) 883-1420Area 6 Ryan Baker, GMB, CGB (812) 299-4128Area 7 Ken Phillips, CGR, CAPS, CGP (812) 279-9136Area 8 Dan Losekamp, CGB, CAPS (513) 367-5495

Associate Area Vice PresidentsArea 1 David Newham (480) 290-1356Area 2 Ken Schmitt (574) 533-0586Area 3 Brad Cayot, CGP (260) 493-2596Area 4 Bill O’Gorman (317) 218-1921Area 5 Pat Smith (800) 828-6080Area 6 Doug Dillion (812) 242-4011Area 7 LaQuita Jennings (812) 275-7718Area 8 Joe Schmidt (812) 457-7328

Staff & ConsultantsRick Wajda, Chief Executive OfficerChief Lobbyist - [email protected] Bussell, Chief Operating OfficerPublisher - [email protected] Hopper, Regulatory Affairs [email protected] White, Government Affairs [email protected] Sturgeon, Information [email protected] Merkel, Public Relations Coord./ [email protected] Pedtke, Code & Technical [email protected]. William Carson, Chair. Emeritus of Board

Local HBA Sep-08Greater Indianapolis 1081Elkhart County 433Fort Wayne 421Northwest Indiana 403Southwestern Indiana 387Southern Indiana 333Greater Terre Haute 278Porter County 255St. Joseph Valley 229Kosciusko-Fulton Co.’s 214Greater Lafayette 207Dubois County 166Howard County 144Monroe County 129Northeast Indiana 127East Central Indiana 108Dearborn County 92LaPorte County 78Vincennes Area 67Wayne County 59Marshall County 46Jasper County 39Lawrence County 35Jackson-Jennings 32Madison County 25Gibson County 24River Valley 20North Central Indiana 19Henry County 19Grant County 17Southeastern Indiana 15At Large Members 1Whitley County 1Indiana 5,504

any a good builder is strugglingto survive in the current buildingenvironment. To be blunt, these

are some scary times. As entrepreneurs wehave several choices. Three are as follows: Option one: Sit back, take it and believethat better days are ahead. This a storm thatis not over yet and once it clears, whichappears from all accounts to be the springmarket of 2010, the climb out from the bot-tom of the market will be a slow one over aperiod of years. Sitting back and taking itwill not lead to success on a go-forwardbasis. Option two: Throw in the towel strat-egy. Leave the business and find anotherline of work. After 20 or more years in thebusiness, this appears to be a tough deci-sion, but a viable option. Teaching an olddog new tricks can be frustrating especiallyin light of past successes. Option three: Batten down the hatches,make the tough decisions and seek ways todiversify and survive in a down market.Then, when the market does rebound, youwill be ready to take advantage of fewercompetitors. It is projected that in 2009 there will beapproximately 784,000 homes built acrossthe United States. This is a huge decreasefrom the top of the market. However, we asa population did not get any younger, fami-lies are still forming and unfortunately, fall-ing apart. There is a market. We are nolonger order takers. We are producers serv-

ing the market and our customers. Thosecustomers are more and more becomingempty nesters or families requiring an addi-tional room or remodeling a bathroom. Daysare longer and profits are lower for all of us.Each of us, including your state associa-tion, has to do more with less. Each quarteryour senior officers and staff make toughdecisions on how to maintain as many ofthe services we are currently providingwhile cutting the budget to meet lower rev-enues. I am asking for each member’s help inthe following two areas. First, make a newyear’s resolution in advance. Over the nextfour and one half months ending March 31,2009, commit to recruit one new memberand bring them to two membership meet-ings or events. Get them involved. Overand over again, getting someone involvedsolidifies their commitment to an organiza-tion. Get them involved in a local or statecommittee where they can make a differ-

ence. The economy of the state of Indianaand the nation are not our only concern.Local economies are looking for ways toincrease revenues at the expense of taxpay-ers who cannot vote yet. We must stay vigi-lant in our passion to protect affordablehousing in Indiana. The second resolution I am asking yourhelp on is a small one. Last year, I signedup to receive the Indiana Builder Newsonline rather than through the mail. As presi-dent, I just signed a check for $2,000 tocover postage on the newspaper. The pro-duction costs of this fine publication ex-tend far beyond postage. Please considersubscribing to the newspaper online. Youwill be able to read it anytime and anywhereand save your association money and helpthe environment at the same time. We can’t save the world overnight andwe are not going to get out of this messovernight. I am fortunate enough for thelast 20 years to be involved in an industrythat creates something that everyone needsand wants. I love to drive through commu-nities that I have been a part of and see fami-lies living their lives. Our industry will al-ways have a place and be a part of the Ameri-can dream and social fabric. Keep the faith.I firmly believe that our greatest days arestill ahead. God Bless you and your families.

Best regards,David

The perfect storm - we are all in this together

November, 2008 Indiana Builder News,

Inside theIssue

By Rick WajdaChief Executive Officer

Indiana BuildersAssociation

T

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he Indiana Builders Associationworks hard every day to protecthousing affordability in the state

of Indiana. It is our goal and mission toensure that elected officials and regulatorybodies maintain and develop workable andaffordable regulations and laws that enablethe citizens of Indiana to own a home.

To that end, IBA’s leadership agreed tojoin the Hoosier Property Tax Reform Alli-ance, Inc. earlier this year to promote animmediate and lasting change to Indiana’sproperty tax system. The Alliance is madeup of diverse taxpayer interests, includingGov. Mitch Daniels and a bi-partisan groupof legislators who want to find a permanentand predictable solution to our state’s prop-erty tax woes. David Compton, IBA’s 2008 president,will represent IBA on the Alliance’s Board. The Alliance will be governed by sixguiding principles:* Property tax reform must helphomeowners;* Property tax reform must include a fairand modernized assessment system;* Property tax reform must be permanentand predictable;* Property tax reform must make govern-ment spending accountable;* Property tax reform must preserve andgrow Indiana’s economy; and* Property tax reform must occur now. The 2009 session of the Indiana GeneralAssembly will tackle numerous issues deal-ing with property taxes, but probably nonemore important than placing permanent lim-its on property taxes in the state constitu-tion. IBA, along with other Alliance mem-bers, support this effort and will be lobby-ing members of the General Assembly toenact this important measure. It is criticalthat Hoosier taxpayers have this protectionfrom future property tax increases in the stateconstitution. The Alliance mailed a questionnaire toall members of the Indiana General Assem-bly asking them where they stand on theproperty tax cap issue as well as other is-sues dealing with local government reformthat impacts property taxes in Indiana. I urge you to visit the Web sitewww.hoosierpropertytaxreform.com for ad-ditional information and for how yourelected officials feel about property tax re-form in Indiana. Now is the time to starteducating your state representatives andsenators on the importance of putting theproperty tax caps in the state constitution.

IBA joins HoosierProperty Tax ReformAlliance

Indiana’s 2009 NAHB Convention Hospitality Reception Sponsors

Primary

Title Gold

BronzeSilverCitizens Gas HBA of Southern Indiana

PWC - Professional WarrantyService Corp.

Visit Indiana’s HospitalitySuite at Planet HollywoodResort & Casino

Monday Jan. 19 from 5 to 8 p.m.and Tuesday Jan. 20 from 5 to 8 p.m.

Jan. 20-23, 2009Las Vegas

GMRGMBNovember, 2008 Indiana Builder News,

___ $50 Discount: Register for Four or More Courses___ $25 per Course Additional Charge if Registering Within 14 Days of Class

Total Amount Due: $________Payment Method: ___ Check Enclosed ___ Invoice (HBA Members Only)___ MasterCard ___ VisaCard #_____________________________________________Exp. Date________Signature __________________________________________________________

Cancellation Policy:Written cancellations made prior to 14 days of course will receive a refund less 50%administrative fee. Registrants who fail to attend the course without 14 days priorwritten notification are liable for the entire fee.

Class locationIndianapolis, IN

Questions?Contact Colleen Merkel(800) [email protected]

Return Completed Form:Indiana Builders AssociationP.O. Box 44670 Indianapolis, IN 46244FAX (317) 236-6342

Name ______________________________________________

Company ___________________________________________

Address ____________________________________________

City/State/Zip ________________________________________

Phone ____________________ Fax _____________________

E-mail _____________________________ Local HBA _______

Elective GMB Courses (pick five):Diversification: Capitalizing on New Business OpportunitiesThis course examines over twenty-five different opportunities to expand a businessinto new areas of the construction industry.Instructor: Chuck Breidenstein, CGB___ Dec. 2, 2008 - $195 HBA Member / $245 non-HBA Member

Profitable Business through Quality PracticesGet ahead of the competition by understanding what “quality” means to yourcustomers in order to better meet their expectations and increase repeat business.Instructor: Chuck Breidenstein, CGB___ Dec. 3, 2008 - $195 HBA Member / $245 non-HBA Member

Land Acquisition & Development FinanceThis course demonstrates how developers assess markets, acquire land, and devisesite plans that are most likely to attract financing on optimal terms.Instructor: David Compton___ Dec. 4, 2008 - $195 HBA Member / $245 non-HBA Member

Risk Management & Insurance for Building ProfessionalsIn today’s environment, builders must use comprehensive risk management strategiesto reduce construction risks and other exposures.Instructor: TBD___ Dec. 8, 2008 - $195 HBA Member / $245 non-HBA Member

Negotiating SkillsWith a combination of lectures, exercises, and role-playing, this course teachesstrategies for specific negotiating situations, and builds confidence in the achievementof mutually satisfactory results.Instructor: Doug Sutton___ Dec. 9, 2008 - $195 HBA Member / $245 non-HBA Member

Financial ManagementImprove productivity and increase profits by applying the essential financialmanagement techniques used in successful businesses.Instructor: Doug Sutton___ Dec. 10, 2008 - $195 HBA Member / $245 non-HBA Member

Required GMR Courses:Green Building for Building ProfessionalsIn this two-day course students will learn how green homes provide buyers withbetter value, lower energy costs, lower maintenance, better indoor air quality andbetter long-term value.Instructors: Chuck Breidenstein, CGB___ Nov. 6-7, 2008 - $300 HBA Member / $350 non-HBA Member

Diversification: Capitalizing on New Business OpportunitiesThis course examines over twenty-five different opportunities to expand a businessinto new areas of the construction industry.Instructor: Chuck Breidenstein, CGB___ Dec. 2, 2008 - $195 HBA Member / $245 non-HBA Member

Profitable Business through Quality PracticesGet ahead of the competition by understanding what “quality” means to your customersin order to better meet their expectations and increase repeat business.Instructor: Chuck Breidenstein, CGB___ Dec. 3, 2008 - $195 HBA Member / $245 non-HBA Member

Risk Management & Insurance for Building ProfessionalsIn today’s environment, builders must use comprehensive risk management strategiesto reduce construction risks and other exposures.Instructor: TBD___ Dec. 8, 2008 - $195 HBA Member / $245 non-HBA Member

Financial ManagementImprove productivity and increase profits by applying the essential financialmanagement techniques used in successful businesses.Instructor: Doug Sutton___ Dec. 10, 2008 - $195 HBA Member / $245 non-HBA Member

Graduation Fees: $145 HBA members/$245 non-HBAmembers payable to NAHB University of Housing.Annual Renewal Fees: $50 HBA members/$75 non-HBA members payable to the NAHB University of Hous-ing.Continuing education requirements: GMB & GMRdesignates are required to complete twelve (12) hoursof continuing education every three years, and six ofthe twelve hours must be from qualifying NAHBUniversity of Housing educational activites.

Registration Form: (one form per attendee)

Classes are 9 a.m. to 5 p.m.

Register Online!www.BuildIndiana.org

Graduate Master Builder (GMB) is the highest professionaldesignation awarded to builders by the NAHB. GMB coursesare more advanced with in-depth instruction geared forexperienced building professionals. The GMB designation will enhance yourcredibility as a reliable source of information. The GMB designation is widelyrespected in the building industry

What is GMB?Graduate Master Remodeler (GMR) allowsrecognized CGR’s to attain further recognition for theircommitment to educational excellence and longevityin the remodeling industry. This is a new program designed to be the masterlevel of the current CGR designation. It allows you the opportunity to takeyour CGR designation to the next level.

What is GMR?


Schedule

Monday, November 17, 20083-5 pm Senior Officers Meeting5-6:30 pm Nominating Committee Mtg. (State Leadership Position Interviews)

6:30-9 pm Past State Presidents’ Dinner

Tuesday, November 18, 20089-12 noon Leadership Conference

11-12 noon Executive Committee Meeting12-1 pm Leadership Meet & Greet Lunch1-2 pm Committee Meetings: Green Building; Convention; Rural On-

Site Wastewater; 08 & 09 Area Vice Presidents; 08 & 09

Local Presidents & Executive Officers

2-3 pm Committee Meetings: Membership; Housing Protection Board

2-4 pm Committee Meeting: Codes

3-4 pm Committee Meetings: Land Use; Remodelers; Associates

4-6 pm Board Meeting (no meal)

Leadership Training

& Nov. Board Session

Leadership Training & Nov. Board Session RSVP

Name: ___________________________________________________

Company: ________________________________________________

Address: _________________________________________________

City/State/Zip: _____________________________________________

Phone: _______________________ Fax: _______________________

E-mail: ___________________________________________________

Local HBA: ___________ 2009 Position: ________________________

__ Leadership Conference ($10)__ Leadership Meet & Greet Lunch ($25)__ November Board Meeting ($10)

__Committee Meetings: _____________________________________

Total Due: $ ________

Payment: __ Check __ Invoice __ Credit Card (MC/VISA)

CC# _________________________________________ Exp. ___/___

Signature: ________________________________________________

Send this form to: IBA,P.O. Box 44670, Indpls., IN 46244or Fax to (317) 236-6342

Questions? (800) 377-6334

RSVP Online!www.BuildIndiana.org

Hilton Indianapolis North, 8181 N. Shadeland Avenue, Indianapolis, IN 46250(Intersection of I-69 and 82nd Street on the northeast side of Indianapolis). A limitednumber of overnight rooms are available on a first-come, first-served basis at $118/single/double. Call the Hilton Indianapolis North at 1-800-Hiltons or (317)849-6668and identify you are with the Indiana Builders Association to receive this rate. Anyunreserved rooms on October 17 will be released back to the hotel.

Hosted by:

9StrategiesStrategiesStrategiesStrategiesStrategies

for ‘09for ‘09for ‘09for ‘09for ‘09

StrategiesStrategiesStrategiesStrategiesStrategies

for ‘09for ‘09for ‘09for ‘09for ‘09

Sponsored by:Leadership Training


Nov. 18th

Hilton Indianapolis North

9-10 am - Leadership Skills, Roles, and Responsibilities10-11 am - Roundtables I: Legislative & Regulatory Policies;

Membership Matters; Association Financial Management

11-12 noon - Roundtables II: Industry & Association Legal Issues;

PAC Reporting; Motivating and Delegating

Attend 2 ormore for $30!

Hosted by: Sponsored by:Leadership Training& Nov. Board SessionLeadership Training


9Nov. 18 Hilton Indianapolis North

ScheduleMonday, Nov. 17, 20083-5 pm Senior Officers Meeting5-6:30 pm Nominating Committee Mtg. (State Leadership Position Interviews)6:30-9 pm Past State Presidents’ Dinner

Tuesday, Nov. 18, 20089-12 noon Leadership Conference

11-12 noon Executive Committee Meeting12-1 pm Leadership Meet & Greet Lunch1-2 pm Committee Meetings: Green Building; Convention; Rural On-

Site Wastewater; 08 & 09 Area Vice Presidents; 08 & 09Local Presidents & Executive Officers

2-3 pm Committee Meetings: Membership; Housing Protection Board2-4 pm Committee Meeting: Codes3-4 pm Committee Meetings: Land Use; Remodelers; Associates4-6 pm Board Meeting (no meal)

9-10 am - Leadership Skills, Roles, and Responsibilities10-11 am - Roundtables I: Legislative & Regulatory Policies;

Membership Matters; Association Financial Management11-12 noon - Roundtables II: Industry & Association Legal Issues;

PAC Reporting; Motivating and Delegating

Hilton Indianapolis North, 8181 N. Shadeland Avenue, Indianapolis, IN 46250A limited number of overnight rooms are available on a first-come, first-served basis at$118/single/double. Call the Hilton Indianapolis North at 1-800-Hiltons or (317)849-6668 and identify you are with the Indiana Builders Association to receive this rate.

StrategiesStrategiesStrategiesStrategiesStrategiesfor ‘09for ‘09for ‘09for ‘09for ‘09

ProactivePolitics

By Gretchen White,Government Affairs

Director,Indiana Builders Association

s a part of the Housing and Eco-nomic Recovery Act of 2008, $3.92billion was allocated to states and

local governments for the redevelopmentof abandoned and foreclosed homes. The U.S. Housing and Urban Develop-ment (HUD) agency will administer the pro-gram under the newly created NeighborhoodStabilization Program (NSP). Indiana re-ceived more than $151 million, with almost$84 million distributed to the Indiana Hous-ing and Community Development Author-ity with the remaining amount put towardsspecific areas of the state. The program tar-gets areas of greatest need based on the num-ber and percent of foreclosures, subprimemortgages and delinquencies and defaults. Areas receiving dollars separate from thestate allocation include Anderson, Elkhart,Evansville, Fort Wayne, Gary, HamiltonCounty, Hammond, Indianapolis, Kokomo,Lake County, Muncie and South Bend.These areas must allocate the funds in theirarea but may also apply to the state for ad-ditional funding if needed. IHCDA is cur-rently considering potential ways to admin-ister the program before circulating a draftState Plan for a public comment period andthen submitting their final plan to HUD forapproval. Local units allocated money must fol-low similar steps with both programs end-ing 18 months after receiving HUD ap-proval (roughly February 2013).

Neighborhood stabilization program to address abandoned and foreclosed homes

Eligible ActivitiesWhile specific details on the state and localprograms are still being formulated, poten-tial uses of the money may include:* Financing mechanisms for purchase andredevelopment of foreclosed homes and resi-dential properties;* Purchase and rehab of homes and residen-tial properties that have been abandoned orforeclosed upon, in order to sell, rent or re-develop such homes and properties;* Land banks for homes that have been fore-closed upon;* Demolition of blighted structures;* Redevelopment of demolished or vacantproperties -new construction is permitted ifpart of a redevelopment activity, and ac-quired vacant properties may be redevel-oped into nonresidential uses, such as pub-lic parks, commercial use, or mixed resi-dential and commercial use. The program dollars may not assist withforeclosure prevention activities, demoli-

tion of structures that are not blighted,and the purchase of homes or residentialstructures that have not been abandonedor foreclosed upon.Income Requirements HUD requires 100 percent of the fundsto be used to benefit individuals whoseincome does not exceed 120 percent ofthe Area Median Income. Additionally,not less than 25 percent of the funds beused for the purchase and redevelopmentof abandoned or foreclosed homes or resi-dential properties for households withincomes up to 50 percent of the AreaMedian Income. With just 18 months to distribute the$151 million, builders and remodelersshould stand ready to assist in these prop-erties. The law does not permit any en-tity to make a profit on the sale of thesehomes but builders may earn developerfees as part of the rehabilitation or rede-velopment costs. IBA is involved in discussions withhow IHCDA plans to structure the pro-gram and encourage local HBAs whosearea has received money to find out howthe local programs will be implemented.It is possible groups may purchase fore-closed-upon homes or properties andlenders may be eligible to receive dollarsfor redevelopment or rehab work, both ofwhich could require them to contract withbuilders or remodelers.

ALocal HBA RETAIN %Wayne County 89.1%Monroe County 87.2%North Central Indiana 86.4%Dubois County 86.0%Jasper County 85.7%Elkhart County 83.3%LaPorte County 80.7%Greater Indianapolis 79.9%Grant County 78.9%East Central Indiana 78.9%Northeast Indiana 78.6%Porter County 77.2%Howard County 76.9%Marshall County 76.8%Jackson-Jennings 76.3%Kosciusko-Fulton Co.’s 75.4%Fort Wayne 73.7%Southwestern Indiana 72.1%Northwest Indiana 72.1%Gibson County 71.4%Vincennes Area 71.3%Lawrence County 70.7%St. Joseph Valley 68.3%River Valley 66.7%Greater Terre Haute 64.8%Greater Lafayette 63.8%Dearborn County 59.3%Madison County 58.1%Southern Indiana 57.9%Henry County 45.5%Southeastern Indiana 39.3%At Large Members 9.1%Whitley County 4.8%Indiana 73.1%

Retention Rate Sept. 2008


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S everal years ago, IBA was instru-mental in getting IC 22-13-5 en-acted. This statute provides for theState Building Commissioner to in-

terpret building code. In October 2007, two interpretations werepublished and made effective statewide bythe Office of the State Building Commis-sioner. IBA strongly disagreed with theseinterpretations, and in July 2008, in linewith appeal provisions in the statute, IBAchallenged them with the Fire Prevention& Building Safety Commission, a body thatadopts the codes and is authorized to over-rule interpretations. The Commission agreed with IBA’s rea-soning on the two interpretations and re-quested IBA provide a rule that containsamendments for both issues to state staff forpublication and promulgation. The public hearing for this rule is on Nov.12, after which the Commission will decidewhether or not to adopt it. If adopted, theamendments in the rule will abolish the in-terpretations, and the code will again beapplied as IBA members have applied it foryears. The two interpretations are: 1) IRC Sec.R408.1 requires that ventilation openingsfor under-floor space be installed below thebottom of the floor joists and above theearth under the building, and 2) IRC Sec.R703.7.4.3 (allowing no air space) is in con-flict with R703.7.4.2 and, as such, is de-leted as an acceptable alternative methodfor the application of stone and masonryveneer. IBA’s positions are: 1) Regarding Sec.R408.1, the code language defines the un-der-floor space as being that below the floorjoists and above the earth under the build-ing, but does not require the vents for thatspace to be located in that space. Doing sowould prohibit the vents from being placedin the rim joists and require an additionalrow of foundation block, as well as addi-tional brick for brick homes. 2) Regarding

Sec. R703.7.4.3, this section cannot be inconflict with R703.7.4.2 because it beginswith the words “As an alternate toR703.7.4.2,…”. Alternates are not conflicts.The interpretation deleting this as an alter-native method eliminates the possibility ofusing stone veneer, which is attached to thestructure, for stability. A recent argument supporting the firstinterpretation is that locating the vent inthe rim joist is out of compliance with theIRC energy chapter, requiring R-19 at therim joist. IBA rebuts this noting that theIRC energy chapter allows for overall en-ergy calculations, which could easily bemade to accommodate a vent in the rim joist. An argument supporting the second in-terpretation is that allowing no air spacebehind stone veneer is in conflict with amanufacturer’s installation instructions,which supersedes the code. Rebuttal to thesecond argument is that not all manufactur-ers require air space, and stone veneer needsthe connection to the structure for stability. The real issue behind both of these inter-pretations is mold. Builders plan, designand build houses so that moisture entrap-ment does not become an issue, and, there-fore, the code sections involved will notinadvertently cause such problems.

Codes CornerCodes CornerCodes CornerCodes CornerCodes Corner

Carlie HopperCarlie HopperCarlie HopperCarlie HopperCarlie HopperMarMarMarMarMarlylylylylys Ps Ps Ps Ps Pedtkedtkedtkedtkedtkeeeee

Interpreting the interpretations Did you know?

I

What IBA hasdone for you

I(Current or past issues are always available onIBA’s Web site at www.BuildIndiana.org)

I want to receive the Indiana BuilderNews newspaper publication through:

Mail E-mail

I want to receive Board &Committee notices through:

Mail E-mail Fax

I want to receive the followinginformation:IBA General Information; Education;Designations; Golf OutingConvention; Membership Benefits; LegislativeUpdates; voterVoice

Mail E-mail Fax

If you marked a “Fax” or“E-mail” box, we want your most

updated information.

Name__________________________Company___________________Fax______________________________E-mail______________________

Return completed form to:IBA, P.O. Box 44670,

Indianapolis, IN 46244

How can IBAHow can IBAHow can IBAHow can IBAHow can IBAcommunicatecommunicatecommunicatecommunicatecommunicateeffectively with you?effectively with you?effectively with you?effectively with you?effectively with you?BA has cut costs by inserting direct

mail pieces into our newspaper tosave additional postage, managing

our Web site for instant updates andchanges, communicating with members viae-mail rather than mailing or faxing andcombining our leadership conference andfall board meeting into one day.

BA has secured $32,000 in grantsto assist members with the cost ofattending IBA’s Green Building for

Building Professionals courses to be heldin 2009. The grant, secured from the Indi-ana Office of Energy and Defense Develop-ment, allows IBA to offer each member a$100 scholarship. The two-day course, for builders,remodelers and suppliers, discusses strate-gies for incorporating green-building prin-ciples into homes without driving up thecost of construction. The course is one of two required forprofessionals to acquire the Certified GreenProfessional (CGP) designation. IBA’s will host a number of Green Build-ing courses next year around the state. Seethe insert in this newspaper for dates andlocations close to you.


Exhibit Space___ 20’ x 20’ Island $1495 (12 Available, A-L; black carpet included; no pipe & drape)___ 10’ x 10’ Booth $695 (50 Available; pipe & drape included)Booth(s): ________ 1st Choice(s) ________ 2nd Choice(s) ________ 3rd Choice(s)

___ Exhibit Furnishing Package x $162 each (1-6’ table skirted, 2 chairs, trash can)

___ Carpet (10’ x 10’) x $115___ Carpet (10’ x 20’) x $195___ Carpet (10 x 30’) x $278

___ Electrical Hookup x $69 each ($97 after Dec. 22) (120 volt, 5 amp single outlet)

Parking Passes (2 per exhibit per day)___ Tuesday Parking Passes x $10 each___ Wednesday Parking Passes x $10 each

Indiana Builder News Exhibitor/Sponsor Advertising RatesShow Edition & Convention Program (Deadline - Jan. 19)___ Full Page - $750 Color/$700 BW___ Half Page - $500 Color/$450 BW___ 1/4 Page - $350 Color/$300 BW___ 1/8 Page - $250 Color/$200 BW

3 Editions (Pre, Show, & Wrap-up) (Deadline - Dec. 15)___ Full Page - $1,950 Color/$1,800 BW___ Half Page - $1,230 Color/$1,080 BW___ 1/4 Page - $870 Color/$720 BW___ 1/8 Page - $540 Color/$390 BW

Sponsorships___ Keynote Session - $3,000___ Refreshments in Exhibits

___ Diet Coke in your booth - $1,000 (2 available)___ Coke in your booth - $1,000 (2 available)___ Sprite in your booth - $750 (2 available)___ Coffee in the morning in seminar area - $1,000 (2 available)___ Coffee in your booth - $750 (2 available)

___ Aisle Carpet - $1,500 (4 available)___ Registration Portfolios - $1,500___ Badge Neckties - $1,250___ Gold Sponsor - $1,000___ Silver Sponsor - $750___ Bronze Sponsor - $500___ Seminar Sponsor - $250 (24 available)___ Registration Insert - $250 exhibitors; $500 non-exhibitors___ Grand Prize Drawings - $500 (4 available)___ Hourly Exhibit Hall Drawings - $100 (9 available)

IBA’s Annual Housing Conference Participation Form

Hotel Accomodations:Headquarter Hotel, Indianapolis Marriott Downtown, 350 W. Maryland, Indpls., 46225Room Rate $153, www.indymarriott.com, Group Code: buibuia1-877-640-7666 - Say you’re with Indiana Builders room block.

Please return form to: IBA, PO Box 44670, Indianapolis, IN 46244 or Fax (317) 236-6342.Questions? 1-800-377-6334 or www.BuildIndiana.org

Commitment & PaymentCompany ____________________________________________________________Contact ______________________________________________________________Address _____________________________________________________________City ______________________________________ State_________ Zip _________Phone ______________________________ Fax _____________________________Email _______________________________________________________________Web Address for link __________________________________________________Product Description ___________________________________________________Total due: $_______________ Payment by: ___ Check ___ Invoice ___ MC/VisaCredit Card #_________________________________________ Exp. ____________Signature ____________________________________________________________Terms accepted by:_________________________________ Date: ______________

IBA’s Annual Housing ConferenceIndiana Convention Center, Hall D, Indianapolis

If your products and services are used in green building and remodeling or provide a solution for oneof today’s market challenges then you MUST be at IBA’s Annual Housing Conference!

Exhibit Show HoursTuesday, Feb. 24 - 12 to 5 p.m.Wednesday, Feb. 25 - 10 to 2 p.m.

Exhibit Set-Up HoursMonday, Feb. 23 11 to 6:30 p.m.

Exhibit Tear-Down HoursWednesday, Feb. 25 2 to 4:30 p.m.

All Exhibit Space Includes2 Exhibitor Badges2 Tickets to Keynote Session2 Seminar PassesCompany Identification SignListing on Convention FlierListing in Indiana Builder NewsWeb site Listing & LinkDiscounted Advertising Rates

We have extended thedeadline to receive 2 freeparking passes. Secureyour space by Dec. 1!

Completion of this form is a binding agreement to participate as identified inIBA’s Annual Housing Conference. A minimum of a 50% deposit is required toguarantee exhibit space. Payment in full must be received by Jan. 10, 2009.Written cancellation made prior to Nov. 30, 2008 will receive a refund less 50%administrative fee. Registrants who cancel after Nov. 30, 2008 are liable for theentire fee. Above rates are IBA member rates, non-member rates are anadditional 50%. Exhibitors agree to abide by all rules and regulations asestablished by IBA.

Concessions

Hall D

SponsorsAisle Carpet SponsorsSpeedway SuperAmerica LLCIndiana Builders Association

Water SponsorsAurora CabinetsDrake Products, Inc.

Exhibitors2-10 Home Buyers Warranty, 46Americraw, 9Andersen Windows, FAIRVAC, Inc., 45Comcast, 13Demilec USA LLC, 50Donahue Gas, CDrake Products, Inc., JFluid & Thermal Systems, Inc., EGates & Sons, Inc., 31Grant Communications, 2GRK Fasteners, 23Indiana 811, 20

*Draw attendees to your boothwith a giveaway and/or fungame! (recommended giveawayamount $50 or more) For a full schedule of events, see page 10.

Keller-Rivest, Inc., EKinetico Quality Water, 47Lee Supply Corp., ILP Building Products, 44Marvin Windows & Doors, BMonsma Marketing / Dupont Tyvek, 41Residential Warranty Co., LLC, 48Seward Sales Corp., ASpeedway SuperAmerica LLC, 1Stone Works, 49Timberland Lumber Company, FTyseal Systems, Inc., 6Unique Home Solutions, DVectren Energy Delivery, H

Registration Insert SponsorSpeedway SuperAmerica LLCSuccessful Home Building

Seminar SponsorBA of Kosciusko-Fulton CountiesVectren Energy Delivery

Hourly Exhibit HallDrawing SponsorComcast


Timberland Lumber Company has allyour building needs, customized for any project.

Timberland offers:

• Trusses and wall panels made to order;• Available installation;• And the assurance of knowing that the

material will be on-site and on-time.

Timberland Lumber Company is conveniently located in Brazil andIndianapolis, IN. Call (812) 446-2397to get a free estimate or visit our website at www.timberlandlbr.com to seehow Timberland Lumber Company can fit your needs.

Wall panels delivered ready to install with sheathing applied.

Customized roof and floor trusses for any project – large or small.

Indiana’s CompleteLumber Supplier

NNNNNews from around the statews from around the statews from around the statews from around the statews from around the stateeeee

The BA of Elkhart County recognized several Spike Club members at a recent meeting. (Fromleft) Gary Maust, GMB, CGB, CGR, CAPS, CGP, Dalin Remodeling, with 75 Spikes; Jeff Martin,GMB, CGB, CGR, CGP, Martin Brothers Contracting, with 24 Spikes; Doug Miller, CGB, CAPS,CGP, D.L. Miller Construction, with 100 Spikes; Niki Philippe, Elkhart Siding Window & Doorwith 7 Spikes; and Dan Graves, Builders Mart of Goshen, with 7 Spikes.

Vanderburgh County Commissioner Candidate Lloyd Winnecke (left), Sen.Vaneta Becker and IBA CEO Rick Wajda at Southernwestern Indiana BuilderAssociation’s Candidates’ Night. SIBA hosted over 20 political candidates andtheir guests.

(From left) Chris Monroe, Rep. Heath VanNatter, CGP, and Madi-son VanNatter present a BUILD-PAC contribution to U.S. Rep.Dan Burton.

Rep. Dennis Avery and Candidate for House of Represen-tatives Gail Reiken at the SIBA Candidates’ Night. Over100 members and guests attended the event.

Rep. Suzanne Crouch and Carl Shepherd took ad-vantage of the opportunity to meet those runningfor office at SIBA’s Candidates Night.


IBA’s Annual Housing Conference Registration Form

Check All That Apply:____ Builder____ Supplier____ Remodeler____ Developer

Convention Registration Fee Schedule:____ $175 Leg. Lunch & Conference Registrant (Mon., Tues., & Wed.)____ $160 Additional Leg. Lunch & Conference Registrant from Same Co. (Mon., Tues., & Wed.)____ $150 Conference Registrant Only (Tues. & Wed.)____ $135 Additional Conference Registrant Only from Same Company (Tues. & Wed.)____ $100 One Day Only Registrant (Tues. or Wed.)____ x $39 Single Seminar Pass(es)____ $50 Full-time Construction Student ($25/per day)

Special Event Tickets:____ $25 Legislative Lunch at the Statehouse (Mon., 11:30-1 pm)____ $67 NAHB Green Verifiers Training (Mon., 1-5 pm)____ $39 Keynote Session (Tue., 11:00-12 noon) (This ticket is ONLY necessary if person is not registered above.)____ $100 Travis Beckman Memorial Texas Hold ‘Em Tournament

Parking Passes(100 spaces are available in Victory Field baseball parking lot West of ConventionCenter, limit 1 per registrant, per day)____ $10 each Tuesday Parking Passes____ $10 each Wednesday Parking Passes

Non-Member Fee: (Above rates are IBA member rates.)____ $50 Additional fee for non-IBA members

Payment Procedure:Total Amount Due: $_____________ Check Enclosed___ Please Invoice___ MC/VISAMasterCard/VISA #_________________________________ Exp. Date ________Signature __________________________________________________________

Cancellation Policy:Written cancellation made prior to January 23, 2009 will receive a refund less 50%administrative fee. Registrants who cancel after January 23, 2009 are liable for theentire fee.

General Information (Please print clearly.)Name______________________________________________________________Company___________________________________________________________Address____________________________________________________________City____________________________________State ______ Zip __________Local HBA _______________________________________________________Phone __________________________ Fax ___________________________E-mail __________________________________________________________Additional Registrants: E-mail Addresses:______________________________ _____________________________________________________________ _______________________________

Questions? 1-800-377-6334 or www.BuildIndiana.org

Please return form to:Indiana Builders Association, PO Box 44670, Indianapolis, IN 46244or Fax (317) 236-6342.

____ New Member____ Home Inspector____ Code Official

Hotel Accomodations:Indianapolis Marriott Downtown, 350 W. Maryland, Indianapolis, IN 46225Room Rate $153, www.indymarriott.com, Group Code: buibuia1-877-640-7666 - Say you’re with Indiana Builders room block.

Indicate Day(s) You Will BeAttending:___ Mon., Feb. 23___ Tue., Feb. 24___ Wed., Feb. 25

Monday, Feb. 23, 20099:30 -10:00 -11:30 -1:00 -4:30 -

RegistrationIBA Committee MeetingsLegislative Lunch (Statehouse)NAHB Green Verifier TrainingIBA Board Meeting

6:30 p.m.4:30 p.m.1:00 p.m.5:00 p.m.6:30 p.m.

Tuesday, Feb. 24, 20097:30 -8:00 -11:00 -12:00 -12:00 -1:00 -5:00 -5:30 -

5:00 p.m.11:00 a.m. noon 5:00 p.m. 1:00 p.m. 5:00 p.m.

RegistrationSeminarsKeynote SessionExhibit Hall Open$500 Prize Drawing in ExhibitsSeminarsILBSA Hospitality SuiteTravis Beckman MemorialTexas Hold’Em Tournament

Wednesday, Feb. 25, 20098:00 -8:00 -10:00 -12:00 -1:00 -

4:00 p.m.noon2:00 p.m.1:00 p.m.4:00 p.m.

RegistrationSeminarsExhibit Hall Open$500 Prize Drawing in ExhibitsSeminars

Schedule of Events

NAHB 2009 Vice President Bob Jones to Keynote IBA’sHousing Conference with ‘Finding the Green Lining’Tuesday, Feb. 24, 200911 to noonWabash Valley Ballroom, Indiana Convention Center, Indianapolis

Bob Jones will present “Finding the Green Lining” keynote presentation at the event.Jones, a home builder in Bloomfield Hills, Mich. and NAHB’s slated 2009 Vice President, willinspire attendees to adopt new opportunities to enhance their market share. Jones specializes inland development and the design and construction of single-family luxury homes.

Indiana’s Annual Housing Conference (formerly Indiana’s Midwest Builders Convention)draws upwards of 1,000 building and remodeling professionals who participate in two-days ofprograms designed specifically to address the most important issues and challenges facing the housing industry.

Register TODAYand PAY in ’09

here or atwww.BuildIndiana.org!

Bob Jones


R= Seminars approved for two hours of elective continuing education credit toward Indiana’s Real Estate License.

H= Seminars approved for One Clock Hour of Catergory I Continuing Education Credits.

ICC = Seminars approved for ICC Units. All seminars approved for CGB, CGR, CGA, GMB, GMR and CAPS recertification credits.

All Green Growth seminars approved for CGP recertification credits.

All Sales seminars approved for CSP recertification credits.

Tuesday

February 24

8:00-9:30 a.m.

Tuesday

February 24

9:30-11:00 a.m.

Tuesday

February 24

1:00-3:00 p.m.

Tuesday

February 24

3:30-5:30 p.m.

Wednesday

February 25

8:00-10:00 a.m.

Wednesday

February 25

10:30-12:30 p.m.

Wednesday

February 25

1:30-2:30 p.m.

Wednesday

February 25

2:30-4:00 p.m.

IBA’s Annual Housing ConferenceIBA’s Annual Housing ConferenceIBA’s Annual Housing ConferenceIBA’s Annual Housing ConferenceIBA’s Annual Housing Conference

Seminars at a GlanceSeminars at a GlanceSeminars at a GlanceSeminars at a GlanceSeminars at a Glance Tracks Sales Market Solutions Green Growth Codes

Seminar

RoomsRoom 210 Room 211 Room 212 Room 213

2009 - The Year ofProfitability and TheRules to Guarantee

Your SuccessDan Levitan, MIRM,

CMP, CSP, RAM

Twenty Ideas ToKick Sales Up ANotch - BAM!Meredith Oliver,

CSP, MIRM

10 HabitModifications

Necessary to ConvertToday’s Traffic

Joe Colletti

The PresentationSequence – YourFlow to Success

Joe Colletti

Making More Salesin 2009 and

Positioning to ThriveAgain in 2010John Schleimer

Your Secret SalesPower: Knowing

Exactly What to SayRoss Robbins

Boost Your MarketingMojo: Winning Designsfor Gen X and Gen Y

Ashley Jennings

Selling to Dot Com -Sell More Homes &Make More Money

Meredith Oliver,CSP, MIRM

How to Make Moneyin the Home Building &

Remodeling BusinessWithout Losing Your Mind

Tim Davis

How to Fix the 8 MostCommon Mistakes

Companies Make WhenDealing With Their

CustomersTim Davis

ConstructionLien LawsMatt Voors

Successful SolutionsRoss Robbins

Save Thousands with theModel Home Act

Panel

Avoiding Pitfalls onEmployee VerificationIssues and in Paying

Your WorkforceHeather Wilson

Certifying Your Homethrough the National

Green BuildingProgramNAHB

Common Sense GreenStephen Robinson, GMB,

GMR, CGB, CGR, CAPS, CGP

Energy Conservationfor Your Business &

Your CustomerVectren

Hidden Risks ofGreen Building &

RemodelingTom Bedsole

Turn Green Building &Remodeling IntoGreen Dollars!Millie Eubanks

Minimizing the Cost ofBuilding &

Remodeling GreenGord Cooke

It’s Not Easy BeingGreen

(When the outlook isblack and the bottom

line is red)Bob Coolman

Are Builders fromMars & Inspectors

from Saturn?Lynn Madden

Don’t Let YourInspection Clog Your

Drain

Make Sure TheLights Get Turned

On

Making MechanicsWork

Lynn Madden

Keep the Walls UpAround You

Joe Heinsman

Pass Your FinalInspection

Jim Gerstbauer

Code CallsPanel

What the CodeFuture Holds

R

R

R

R

R

R

R

R

ICC

ICC

ICC

ICC

ICC

ICC

ICC

ICC

H

H

H

H

H

Sales2009 - The Year of Profitability and TheRules to Guarantee Your SuccessDan Levitan, MIRM, CMP, CSP, RAMTuesday, February 24, 20098:00-11:00 a.m.You made it through 2008, but with themarket being more competitive than ever,it is essential now to fine-tune every ele-ment of your sales and marketing to maxi-mize profits.

20 Ideas to Kick Sales Up A Notch - BAM!Meredith Oliver, CSP, MIRMTuesday, February 24, 20091:00-3:00 p.m.Break your tired sales habits and get readyfor 20 new ideas to kick your sales up anotch! This seminar proves that old salesdogs can learn new tricks!

10 Habit Modifications Necessary to Con-vert Today’s TrafficJoe CollettiTuesday, February 24, 20093:30-5:30 p.m.It is important for all on-site salespeople tounderstand the habit modifications to suc-cess in a changing market. A large numberof on-site salespeople have been successfulin one of the best real estate markets in his-tory. Now it is time to perform and show

your abilities in a market that is no longerthe hottest in history. These habit modifi-cations will show all levels of salespeoplehow they can perfect their performance andsucceed.

The Presentation Sequence - Your Flow toSuccessJoe CollettiWednesday, February 25, 20098:00-10:00 a.m.The Presentation Sequence - Flow of Suc-cess helps you create and deliver a moreeffective and customized sales presentationbased on each buyer. Learn how the mostimportant part of the sales approach is pre-senting, keeping on track, providing thenecessary information and receiving thecorrect information at SPECIFIC POINTSand PLACES in time.

Making More Sales in 2009 and Position-ing to Thrive Again in 2010John SchleimerWednesday, February 25, 200910:30-12:30 p.m.Learn about important competitor research,product positioning and marketing strate-gies that will allow you to survive in 2009and position your company to increase saleswhen the market turns in 2010.

IBA’s Annual Housing Conference2009 seminar descriptions

Seminars (see page 12)


Too often, the location of the sewer system dictates a development’s layout —

resulting in “orphan” or wasted lots. With E/One Sewer Systems you can sewer

virtually anywhere, siting each home to take advantage of views and terrain.

And, E/One systems are totally reliable — no preventive maintenance, all but

invisible:

• Lower your front-end development cost by installing the system only as

you need it

• Proven — more than half a million end users daily

• Non-invasive — preserve landscape; unobtrusive

• Safe — protect quality of life

Find out more about how you can save on sewering costs — call Fluid &

Thermal Systems and find out how you can enhance your developments.

SEWER SYSTEMS

Learn more about

E/One Sewer Systems

at www.eone.com

6939 Brookville Rd.

Indianapolis, Indiana 46239

Tel 317.308.6300 Fax 317.308.6310

[email protected]

Sewers can be

an amenity, too!

Seminars (from page 11)

Market SolutionsBoost Your Marketing Mojo: Winning De-signs for Gen X and Gen YAshley JenningsTuesday, February 24, 20098:00-9:15 a.m.Today’s younger buyers are savvier thanever before! Learn who Gen X and Y buyersreally are and how to employ winning inte-rior designs to capture their attention.

Selling to Dot Com - Sell More Homes &Make More MoneyMeredith Oliver, CSP, MIRMTuesday, February 24, 20099:30-11:00 a.m.This seminar will profile the Dot Com Cus-tomer; Dot Com’s impact on the sales pro-cess; the new close and follow-up tech-niques; and email do’s and don’ts.

How to Make Money in the Home Build-ing & Remodeling Business Without Los-ing Your MindTim DavisTuesday, February 24, 20091:00-3:00 p.m.If you’re in the home building business thenobviously you’ve figured out how to makemoney, at some level. But if you’ve been inthis business for any length of time, youknow it can be most stressful. Maybe at times

you’ve even wondered if it’s all worth it.This seminar is less about how to makemoney than it is about how to do it in a waythat keeps you sane.

How to Fix the 8 Most Common MistakesCompanies Make When Dealing WithTheir CustomersTim DavisTuesday, February 24, 20093:30-5:30 p.m.Whether dealing with customers is your fa-vorite part of the business, the part you can’tstand, or somewhere in between, it pays toknow how to make your customer relationsrun as smoothly as possible. So how do youovercome the paradox of treating everyonethe same yet offering individualized ser-vice? Attend this seminar and find out.

Construction Lien LawsMatt VoorsWednesday, February 25, 20098:00-10:00 a.m.This presentation will focus on the legaland practical issues of mechanic’s liens.

Save Thousands with the Model Home ActBarry WoodsWednesday, February 25, 20091:30-2:15 p.m.Per HEA 1164-2008, subject to certain re-strictions, there are property tax deductions

Seminars (see page 15)

Diane Rosenthal (left) and Lori Farve, of Homes and Land, recently joined the BA ofGreater Indianapolis and attended the new member orientation meeting.

IBA members at a recent HBA of Greater Terre Haute general membership meeting.(From left) Rick Jenkins; Phil Garrison; Bob Kennedy; Dennis MeNeely, CGB,CGR, CGP; Gloria Anderson; Bill Carson; and Tom Francis.

I


IBA welcomes 81 new members – total membership 5,504

Year-to-Date NewMembers (as of Sept.)

IBA new member who receives a $100Sears gift card this month...

Dan Levitz

www.searscommercial.com(800) 359-2000

of LaGrange

Local HBA NEWGreater Indianapolis 106Elkhart County 85Northwest Indiana 46Porter County 38Greater Terre Haute 33Kosciusko-Fulton Co.’s 24Greater Lafayette 24Southwestern Indiana 22Southern Indiana 22Monroe County 20Dubois County 19East Central Indiana 11LaPorte County 11Fort Wayne 10Wayne County 10St. Joseph Valley 9Dearborn County 9Northeast Indiana 6Lawrence County 6Howard County 4Gibson County 4Henry County 4Southeastern Indiana 4Marshall County 3Jasper County 3Jackson-Jennings 3River Valley 2Grant County 2Vincennes Area 0Madison County 0North Central Indiana 0At Large Members 0Whitley County 0Indiana 540

BA welcomes 81 new members -total membership 5,504. IBAthanks the following recruiters for

supporting the Builders Association andwelcomes the following new members:

Dubois County Tonya Scherle, Freedom Bank, wel-comes Valery Kessens, Valery M KessensAppraisals. Gary Schnell, Sell4Free Welsh RealtyCorp, welcomes Lorel Carroll, Home De-pot.

East Central Earl Dillon, welcomes Keith Boring,First County Federal Credit Union andCarol Bradshaw, WGE Federal CreditUnion.

Elkhart County Deb Adams, D Squared Promotions, wel-comes Dennis Papszynski, Michiana Win-dow World; Philip Penn, Elkhart Chamberof Commerce; and Greg Ray, Cottage StoneWorks Dist. DBA Stone Depot. Sherry Beckwith, MMA Employee Ben-efit Services, welcomes ChristopherJankoviak, Verizon Wireless. Rich Collins, Collins and Company, wel-

comes Brian Levan, WSBT-TV. Kellie Fishburn, Management Develop-ment, welcomes John Schrock, Knepp Sand& Stone. Brad Hooley, Bartel & Co., welcomesNate Hochstetler, Grtand Rental Station. Jeff Martin, GMB, CGB, CGR, CGP,Martin Bros Contracting, welcomes TracyBeer, Beer & Slabaugh; Breanna Bell, Cor-nerstone Builders & Associates; DavidRaber, Rainbow Irrigation; BurnellWeaver, Yellow Creek Gravel Services;Craig Garber, Craig Garber Gutters & Con-struction; and Bruce Wilson, DecorativeBrick Pavers and Concrete. Gary Maust, GMB, CGB, CGR, CAPS,CGP, Dalin Remodeling, welcomes JohnHochstetler, J & J Drywall. Tim Miller, Fireside Homes, welcomesPaul Black, Future Audio Video.

Gibson County welcomes Jerome Elpers,C & S Construction. Jerome Elpers, C & S Construction,welcomes Debra Walker, Tri-State Media.

Henry County welcomes Jan Wright,Americana Bank Fsb; Kevin Tague, TagueExcavating; and Ralph Loveless, LovelessConstruction. Troy Clouse, Raintree Custom Homes,welcomes Steve Lewis, Irving Materials.

Greater Indianapolis Timothy Allen, Central Insurance Asso-ciates, welcomes George Navarro, NavarroPainting. Joseph Ash, Centennial Construction &Remodeling, welcomes Charles Freeman,Freeman Custom Homes; and Greg Starkey,Starkey Homes. Steve Broerman, Platinum PropertiesLLC, welcomes Jeff Charnes, GliddenFence Company. Leigh Ann Clayton, Union SavingsBank, welcomes Joe Kempler, West ClayRealty. Dave Compton, R N Thompson & As-sociate, welcomes Charles Frankenberger,Nelson & Frankenberger P.C.. Michael Crabb, Pillar Group, welcomesJeanne McGhee, McGhee Concrete. Melissa Duke, Heartland CommunityBank, welcomes Joe Hyde, Elegant Pools& Patio; and John Dompier, Hubler Ex-press Collision. Guy East, GMB, CGB, CGR, CGA,CAPS, CGP, UBUILDIt-Indianapolis North,welcomes Scott Kennell, SCS ConstructionServices; Sheri Scott, Scott Architecture;Tom Rich, Breedlove-Dobbs Heating &Cooling; and J. Bradley Horner, JBHHomes Construction. Paul Estridge, Jr., The Estridge Com-pany, welcomes Joe Whelen, Whelen El-evator. Sarah Gastel, Thomas Garage Door,welcomes Chris Miller, TCG of Indy. Michael Gorman, CGB, CAPS, CGP,Gorman Homes, welcomes Joe Wolsiefer,Wolsiefer Trim & Carpentry. Pete Gray, Executive Homes Construc-

tion, welcomes Michele Boggs, MB De-signs; and Dea Rhodes, Rhodes Multi-Ser-vices. Richard Hamilton II, Hamilton Homes,welcomes Pam Schmidt, PJD Creations. Steven Hoss, Steven Hoss Builder, wel-comes Rob Schulz, Midwest Flooring. Sheila Hurst, Speedway SuperAmerica,welcomes Mike Engle, AME Builders; andAndrea Reno, Red Dot Design. John McDonough, Clark Appliance,welcomes John McDonough III, B/S/HHome Appliances. Kelly Novak, EF Marburger Fine Floor-ing, welcomes Dan Marsh, Classic Stone. Matt Ochs, Bedrock Builders, welcomesNancy Cole-Crawford, JLF Construction;and Lisa Mills, Jones Brothers Electric. Matt Ochs, Bedrock Builders, welcomesSalia Hernandez, Talika Painting; andBarbara Hunt, Tidy Maids. Curtis Rector, Arbor Homes, welcomesRobert Behr, Behr Residential AppraisalGroup. Paul Rioux, Platinum Properties, wel-comes C. William Stearman, TraditionsBuilders. Paul Shoopman, Paul Shoopman HomeBuilding Group, welcomes Dick Waggoner,3-R Products & Services. Tom Simmons, CGB, CGR, TomSimmons, welcomes Kevin Roessler, RoyalSpa of Indianapolis. Scott Thompson, Arbor Homes, wel-comes Chuck Watson, D.R. Watson Com-pany; Chris Whitlock, C & C Landscape;Darrin Meacham, Air Company; KimPearcy, Expert Air; C. Warren Nerz, NerzWalterman P.C.; and Eric Green, GreenTouch Services.

Kosciusko-Fulton Counties Brad Jackson, T L Jackson Const., wel-comes Jeff Johnson, Johnson Nursery.

Greater Lafayette Tina Bernacchi, Andrea Homes, wel-comes Chris Crull, Harvest Moon CustomWoodcraft. Grant Giese, Tempest Homes, welcomesJim Haskell, J D Electrical. David Kovich, GMB, CAPS, CGP,Komark Ltd., welcomes John Van Liew, Ac-tion Electric.

Rick Laurie, 84 Lumber, welcomesLuann Riehle, Riehle Sensible Design. Kim Thonn, GMB, CGB, CAPS, KalanHomes, welcomes Jacob Lenartz, Roofs ByJake. Kristy Wozniak, Wade Homes, wel-comes Dave Lehrman, Tru Green.

Northeast Indiana Craig Burgi, Steuben County Remy,welcomes Dan Levitz, LaGrange CountyREMC.

Northwest Indiana Tammy Graff, West America Mortgage,welcomes Claude Powers, Powers & SonsConstruction.

Porter County Chris Behrendt, The Post-Tribune, wel-comes Michelle Bendien, Villas at ValePark. Gary Green, GMB, CGB, CAPS, CGP,Wagner Homes, welcomes DaveSitzenstock, DRS Masonry.

Southwestern Indiana Bill Buck, W.V. Buck Construction, wel-comes Derrick Potts, Planting with Potts. Jon Garverick, TriState Satellite &Home Theater/Tech Direct, welcomes ToddShaw, Tri State Contracting.

Southern Indiana Don Naville, Discovery Builders, wel-comes Stephen Elkin Jr., 21st Century FloorCovering. Steven Smith, Overview Builders, wel-comes Leslie Smith, Smith Broady & Asso-ciates.

Terre Haute Ryan Baker, GMB, CGB, JenkinsBuilder/Developer, welcomes Kevin Hicks,Home Pros. Richard Jenkins, Jenkins Builder/De-veloper, welcomes Darren Wood, Martin& Wayne’s Big Bobs.

Wayne County Joseph Elstro, Elstro Oil Products, wel-comes Lora Routson, Wayne Bank andTrust.


Dubois CountyBetter Hms & ConstructionDubois County TireEnglerts Home ComfortGoodman Concrete WallsHassfurther Bldg & RemodelingHedinger RoofingMike Hassfurther Const.Randy Jacob ConstructionRyan Morton Construction

East CentralCarter LumberClean-Cut Lawn CareEagle CorporationHoosier Hearth DistributingKnapp SupplyLee Supply CorporationNorandex/ReynoldsSod-Rite Turf Farms

Elkhart CountyAquaGreen IrrigationBabsco SupplyBartel & CompanyCedar SidingChoose The Right ConstructionCountry Lane DevelopmentCountrywide Home LoansD Squared PromotionsDave Mark ConstructionElkhart Community BankElkhart Siding Window & DoorSupplyFirst Federal Savings BankHoosier Hardwood FloorsHorizon DistributingJRK ConstructionLand America Lawyers TitleMartin Bros Contr.McGladrey & PullenMonsma Marketing CorporationPalmer’s Rub-R-Wall Waterproof-ingPriority-one ConstructionProgressive EngineeringQuality ExcavatingReliance Insurance AgencyRichard’s Building SupplyRyan’s Decks & FencingSquare 1 BuildersThe Goshen NewsWabash Electric Supply

Fort WayneAmbassador BuildersAmstutz HomesArchitectural DesignsBaden Gage & SchroederBauman ConstructionBig Rigs Inc Div of Summit WasteByler ConstructionC. A. Sheehan ConstructionCampbell and Fetter BankComcastCountry Mill CabinetD L & J DevelopmentDave Harlow EnterprisesF & M Tile & Terrazzo CompanyFour M ConstructionGraber BuildersGrabill BankHFM EnterprisesJS ConstructionK L Rogers ElectricKPC Media Group

LandAmerica / Lawyers TitleMark L Sauder Gen ContructionPlanscapeQuality Crafted HomesRainbow SpoutingRe Max ResultsReese Central WholesaleSchneck ExcavatingVern Beachy Trim Carpentry

Gibson CountyFifth Third BankPella Windows & Doors

Howard CountyCraftsman BuildersDavidson ExcavatingIntegrity Windows & DoorsKokomo GravelKokomo PerspectiveMcKean Construction CompanyNational City Bank IndianaPerkins Contracting ServicesSalin BankSolidarity Community FCUThe Original House DoctorWolffs Insulation Service

Greater IndianapolisA-1 ExpeditorsA-1 Superior ExcavatingAudio Video LifestylesBaker & DanielsBaywater HomesBeam Longest and NeffBee WindowBennie’s Construction Clean-UpButz LumberC & R Concrete Contr.Carmel FinancialCarrington HomesCloset ConceptsDave Thompson GroupDigital Sight & SoundDunbar CarpentryEagle MaterialsEagle’s Nest Homes & Remodel-ingElectrolux Home ProductsEquity Builders Custom Remod-elingEssroc Cement Corp.Extreme Concrete DesignFinancial Partners Group/NewEngland FinancialFranklin Marketing SolutionsG A Herzog ConstructionGodby Hearth & HomeGorman Homes IncGuardian Home TechnologiesHahn SystemsICI PaintsIndianapolis New Homes NowKoch AirLabor FindersLe DesignLegacy Property ManagementLowe Professional FlooringM/I Homes of IndianaMaefield Dvlpmt/WoodgateMcGinnis Design GroupMurphy, McClary, Stover &BurnettNeighborhood Security PatrolNice Guy Does Good WorkOne-Touch Automation

Paul’s Glass & AccessoriesPlainfield Ready MixPrecision Custom HomesPremier HomesPrestige HomesR.B.R. DecksSobczak Construction ServicesStafford DevelopmentT & T CaulkingThe Copenhaver GroupThe Marina Ltd PartnershipTim Carter ConstructionTMC Custom BuilderTodd HoardWindow Design CenterZingas Exciting Windows

Kosciusko-Fulton CountiesClassic Builders by S & DCreative IllusionsGraycraft SignsHolladay GraphicsJ & N StoneLake Tippecanoe SidingPioneer MasonrySears Authorized Retail DealerShoemaker Electric & Home The-aterUnited Building Centers

Greater Lafayette84 LumberAudio Video IntegrationsBank Of IndianaEnvironmental RecyclingHeritage Classic HomesKomarkLafayette Savings BankMilakis HomesRenaissance Homes

LaPorte CountyKendall LightingTicor Title Insurance

Marshall CountyAggregate IndustriesHiatt ConstructionNorwayne Lumber

Monroe County2-10 Home Buyers’ WarrantyAvenues RealtyBlack Lumber CompanyBloomington Paint & WallpaperBuilding AssociatesCustom Construction BuildingCompanyG & S HomesMenardsMohney ConstructionMonroe BankOld National BankPrange BuildingSmith Neubecker & Assoc.Title PlusUnited Building CentersWininger/Stolberg Homes

Northeast Indiana101 Lakes ConstructionAldrich BuildersBob Buescher HomesBradley Overhead DoorCity of AngolaColonial Homes

Dumor Water SpecialistsFour Seasons Design RemodelingMerritt TruckingMike Thomas Associates / F.C.TuckerNorandex DistributionStar Financial BankT L Jackson Constr.

BIA of Northwest Indiana1st Metropolitan BuildersChicago TribuneCook BuildersCurley Masonry SupplyDavis Home BuildersFleming RealtyHawk Development Corp.Home Pro Of ValparaisoImpact Development GroupKaper’s Building MaterialKipp’s PlumbingMirar Custom HomesOlthof HomesPorter s RestorationPost TribunePrecision ConstructionSchepel Buick-GMC TruckSeason’s Landscape SpecialtiesSigns On TimeStandard BankSteel City Home ImprovementStonebridge ConstructionTerry McMahon & Company

Porter County+5 Residential Electrical Contrac-torsBudget Blinds of ValparaisoCarter LumberCoastal Valley Water CompanyConcrete SpecialistsHome LumberLakeshore LandscapingMBAH InsuranceOmni Entertainment SystemsSmall’s Garden CenterSun ApplianceTarget Promotions dba BuilderArchitect MagazineThe Genesis FoundationVega’s LandscapingVonTobel Lumber

St. Joseph ValleyAppraisal GroupBehr Custom PlumbingDirect Line CommunicationsFerguson EnterprisesFoster Custom HomesJ & N StoneLandscapes UnlimitedMichiana House & HomeMiles DistributorsSears CommercialStephen Eslinger AttorneyVillage Contractors

Southern IndianaAdvance Ready Mix ConcreteAllied Custom KitchensAristocrat BuildersCentra Credit UnionClark Co REMCColdwell Bankers McMahanDavid J Stinson & AssocDrywall Masters

Elsby ConstructionGe AppliancesGreenwell ServicesInsulation SolutionsJonPaulK & S ConstructionKlein DevelopmentMichael A YoungNick Romeo BuildersPaul Primavera & AssociatesPremier Homes Of Southern INPrudential Heating & Air Cond.ReMax FirstSpeth ConstructionStock Building SupplySunrise Fastener & SupplyThieneman ConcreteTom Ballage BuildersWilson’s Appliance Chalie

Southwestern IndianaAction Pest ControlBob Tenbarge Home Improve-mentBosse TitleBrian Stevens HomesComplete Design ServiceComplete LumberDaniel E Temme ArchitectDon Koester MasonryDunn Building & ConsultingEvansville CourierFerguson EnterprisesJS Irrigation ServiceKeller GroupKemper CPA GroupKensler ConstructionKoch AirLight ConceptsLogan Lavelle Hunt InsuranceMeuth Concrete ServicesMurphy HomesNexGen Building SupplyOverhead Door Co Of EvansvillePhil Kost ConstructionRita Heathcotte, CPASunrise CarpetsThe Talbert GroupTruss SystemsWhayne Supply CompanyWindows of Evansville

Terre HauteAC& R CompanyBackyard LeisureCity Plumbing HeatingGMAC Real EstateHartman Homes & Appraisal Ser-viceHEF ServicesI C ESackrider & CompanyTribune Star

Wayne CountyAluminum Bros GutteringConstruction ResourcesFirst Merchants BankGeorgia Direct CarpetLingle Real EstateMiles RichmondMilestone ContractorsRichmond Carpet

Look Who Renewed in SeptemberLook Who Renewed in SeptemberLook Who Renewed in SeptemberLook Who Renewed in SeptemberLook Who Renewed in September


for model residences. This seminar will re-view the applicable administrative rule andstatute.

Avoiding Pitfalls on Employee Verifica-tion Issues and in Paying Your WorkforceHeather WilsonWednesday, February 25, 20092:30-4:00 p.m.This program will focus on ensuring com-pliance with the employment verificationprocess and common and costly mistakesemployers make in paying their workforce.

Green GrowthCertifying Your Home through the Na-tional Green Building ProgramJeff TaggartTuesday, February 24, 20098:00-9:15 a.m.National Green Building Certification as-sures homeowners and the community thatyour projects meet the requirements of theNAHB Model Green Home Building Guide-lines, and truly are green.

Common Sense GreenStephen Robinson, GMB, GMR, CGB,CGR, CAPS, CGPTuesday, February 24, 20099:30-11:00 a.m.Common sense ideas, techniques, products,construction job site and business practicesfor green remodeling and building.

Energy Conservation for Your Business& Your CustomerVectrenTuesday, February 24, 20091:00-3:00 p.m.This session will give practical solutionsfor saving energy for you to use in yourbusiness and help your customers when theyare building a new home.

Hidden Risks of Green Building & Remod-elingTom BedsoleTuesday, February 24, 20093:30-5:30 p.m.This program will explore the legal risks ofgreen building and remodeling.

Turn Green Building & Remodeling IntoGreen Dollars!Millie EubanksWednesday, February 25, 20098:00-10:00 a.m.It has become in vogue to build greenhomes, but convincing customers to paymore for green homes is a different story.Learn how to turn your green building andremodeling into green dollars.

It’s Not Easy Being Green (When theoutlook’s black and the bottom line’s red)Bob CoolmanWednesday, February 25, 20091:30-4:00 p.m.

Bob Coolman, IBA past president, becamethe one of the first builders in Indiana tohave an NAHB green certified home. Learnwhat is involved in making the decision tobecome green, and why, in the current mar-ket situation, it’s simply good businesssense. Find out how to set yourself apart, sothat you can survive to another day in thetough market.

CodesPass Your Final InspectionJim GerstbauerWednesday, February 25, 200910:30-12:30 p.m.Completing the cycle by passing the final

Seminars (from page 12)inspection. Includes discussion of mini-mum requirements, common violations andsome liability concerns regarding the Cer-tificate of Use and Occupancy - all from theinspector’s perspective.

Code CallsPanelWednesday, February 25, 20091:30-2:15 p.m.Bring you code questions to this interac-tive session. A panel of code experts willbe on hand to provide you answers.

Updated seminar descriptions availableat www.buildindiana.org.

Certified IBAbuilders andremodelers arenow online!Tell your clients to go towww.buildindiana.org andclick on the “Consumers”tab to find a GMB, GMR,CGB, CGR, CGA, CAPS andCGP in their area.

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Brands, Inc.1425 California St.Columbus, IN812-379-9566www.brandslumber.com

Bushey's Window & Door1701 Fairfield Ave.Ft. Wayne, IN260-456-1247www.busheys.net

Carter Lee Lumber1717 W Washington St.Indianapolis, IN317-639-5431 Ext. 271www.carterlee.com

Garage Doors of Indianapolis5041 W 96th St.Indianapolis, IN317-875-4577www.doorstoday.com

Marsh Window & Door Classics1702 S Franklin St.South Bend, IN574 288-4433www.marshbuild.com

Roberts Glass & Service, Inc.7707 Records St.(Just off of Pendleton Pike & I-465)Indianapolis, IN317-542-0693www.robertsglass.com



IBA Government Affairs Director Gretchen White withSen. Richard Lugar at the Lugar-Visclosky Energy Fo-rum and Expo at Purdue University Calumet.

IBA CEO Rick Wajda (right) met with Rep. RussStilwell (D-Boonville) to discuss local housing indus-try issues.

IBA Regulatory Affairs Director Carlie Hopper met withRep. Jeff Thompson (R-Lizton) to discuss potential legisla-tion for the upcoming session.

Rep. Randy Borror (R-Fort Wayne) with IBA GovernmentAffairs Director Gretchen White at the State RepublicanDinner.

Sen. Dennis Kruse (R-Auburn) met with Rep. HeathVanNatter, CGP at the State Republican Dinner in India-napolis.

IBA CEO Rick Wajda met with Rep. Cindy Noe (R-India-napolis) to discuss issues facing the housing industry.

(From left) Rick Jenkins, Gubernatorial Candidate Jill Long Thompson, Gloria Ander-son and HBA of Greater Terre Haute Executive Officer Marsha Doan at a recent event inTerre Haute.

(From left) IBA CEO Rick Wajda, Will Wright, Sen. Luke Kenley (R-Noblesville),Scott Bowers and Rep. Heath VanNatter, CGP at the Luke Kenley Golf Outing inNoblesville.

IBA CEO Rick Wajda (left) met with Rep. Scott Pelath(D- Michigan City) to discuss pressing housing issuesfor the state.

Rep. Heath VanNatter, CGP, (left) presents U.S. Rep.Andre Carson with a BUILD-PAC contribution.

Rep. Heath VanNatter, CGP, (left) and IBA Government Af-fairs Director Gretchen White present a BUILD-PAC con-tribution to U.S. Rep. Brad Ellsworth.

Proactive approach to politics


T

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he problems and frustrations inmost builder/realtor relationshipscan be traced back to a few basic

reasons. Here are the top four and how toresolve them.Reason # 1 - Unrealistic expectations Each party brings with them their ownset of expectations. These expectations willremain hidden until they are revealed dur-ing the relationship, then it can be a bigproblem to overcome. One side is going toaccuse the other of being unreasonable, ofhaving unrealistic expectations. Solution: Create a written list of whatyou expect your realtor to do for you. Whatseems obvious to you may not be obviousto your realtor. Share this list with all therealtors you are considering. Once you have decided on a realtor havethem go through the process of definingtheir expectation of you. I promise you thatthis will be a new exercise for them. With both parties having fully disclosedtheir expectations of the other it’s just amatter of agreeing to those expectations.When frustrations come up in the relation-ship, which they always will, all either partyhas to do is to remind the other what theyhad agreed to in the beginning.Reason # 2 - Lack of training A new home realtor should have a goodworking knowledge of how a house is con-structed. They should know how to handlethe most common buyer objections. Theyshould know about financing and the loanprocess. They should know the area wherethey are selling, the schools, shopping, res-taurants, entertainment and employment.They should be very familiar with the neigh-borhood restrictive covenants and have acopy in their briefcase to answer any ques-tions that may come up during the show-ing. They should have a grasp of currenteconomic conditions and be able to answerobjections that may be based on theeconomy. Most importantly they shouldknow the builder they are representing andthey should know his or her product. Solution: During the interview processask some probing questions. Find out ifthey know the things you believe theyshould know. If not, create a simple train-ing program. All you need are a few goodbooks and a willingness to follow up andmake sure that they have learned the thingsthey agreed to. Train them on how you dobusiness and how you build a house. Takethem on a two to three hour orientation ofone of your completed homes and go overevery detail of the house, including atticand crawl space. Later on send in some un-dercover testers to ask questions and see ifthey can answer correctly. They are repre-senting your product. Make sure they knowwhat they are talking about and have beentrained how to sell it.Reason # 3 - Lack of communication I have gone for weeks without hearingfrom my realtor. When I finally call themthey tell me that they had nothing new to

Four reasons why most builder/realtor relationships don’t work (and how to fix them)report so they didn’t see any reason tobother me. If there is nothing new to reportthen we have a problem that we need to bediscussing and figuring out a solution for. By the same token, I have had thingsgoing on in my business that affected myrealtor but I neglected to inform them. Itsimply slipped my mind. Solution: Schedule a weekly meetingand make that meeting a priority. Each partyshould come to the meeting with their ownpre-written agenda. This ensures that allimportant topics are covered and commu-nication does not break down in either di-rection.Reason # 4 - The realtor is not involved inthe decisions If you’ve worked with realtors then

you’ve heard the many reasons given for ahouse not selling. Too much color, notenough color, wrong kind of carpet, masterbedroom too small, bad lot, poor kitchenlay out, on and on. It’s never the marketing. Solution: Get the realtor involved in allthe decisions. Let them help pick the floorplans, colors, carpet, counters, lights, etc.You may be thinking that your decoratorcan do a better job of that than your realtorbut if you have an experienced, successfulrealtor who has been around for a while theyprobably have a better handle on what cus-tomers are looking for than your decoratordoes. At the very least have your realtorapprove the selections. Not only does this remove most all ofthe excuses but what you will find (if you

have a good Realtor) is that their opinionswere actually right on the money. Mostlikely you will find your sales volume in-creasing and days on the market decreas-ing.

About the author:Tim Davis is the founder of The Builder’sCoach, a national coaching and consult-ing firm designed to assist small to mid sizedbuilders with back-office management andmarketing solutions. Davis is a publishedauthor, a speaker at the national level ofthe NAHB, a licensed realtor, and has beena successful home builder for over 20 years.Attend Davis’ market solutions seminars atIBA’s Annual Housing Convention Feb. 24-25. See pages 10 and 11 for more details.

Written by Tim Davis, founder of TheBuilder’s Coach and seminar speaker atIBA’s Annual Housing Convention.

august 2008 page 20

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