May/June Tidewater Builder

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Reduce costly callbacks for home owner maintenance issues Contact your local representative to enroll:

Joe Pushak 800 749-0381 ext. 3625 703 582-7727 cell jpushak@bondedbuilders.com These builders support TBA by using Bonded Builders Warranty Group to protect their homebuyers.

www.BondedBuilders.com

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Protecting the American Dream

Ocean Bay Homes, Inc. P & A Construction Inc. Platinum Homes, Inc. Preserve Development LLC Princess Anne Builders, Inc. Property Endeavors LLC Real Developments Residential Concepts, Ltd. Richardson Homes, Inc. RML III Corp Sadler Building Corporation Sasser Construction L.C. Southmoor Development, Inc. TBA - Building Trades Academy Terry Peterson Residential The Ainslie Group The Breeden Co. Inc. The Old Beach Village Co., LLC The Runnymede Corporation The ST Paul’s Place Company LLC The Widener Corporation Virginia Vintage Builders, Inc. W H Builders, LLC Warner Construction Watab Construction Corp. Wendell Homes, LLC William T. Wingfield, Inc. WPL Ventures, Inc.

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Not only are our warranties affordable, but we can save you money. Our maintenance manual is a great reference guide for buyers, showing them how to maintain their new home, and for you, it can cut down on costly callbacks. Online enrollment also saves you processing time and money.

ABT Custom Homes LLC Affordable Homes, LLC-1 Allen Loree Homes L.L.C. Area Builders of Tidewater, Inc. Associated Contracting Services Inc. Associated Development Management Corp. Beachtowne Realty Corp. Belmeade Associates, LLC Billore, LLC Brighton Park Development, Inc. Carole-Anne Construction Co. Clark Whitehill Enterprises Clark Whitehill Homes LLC Cohen Homes, LLC Corinth Homes, LLC Crestline Homes, LLC DeBord Custom Homes, Inc. Definitive Homes DeFord Companies, Inc. Executive Homes Corp. of VA Gallagher Construction Corp. GBK Builders, Inc. George Newsome Luxury Homes LLC Great Bridge Builders Inc. Grifland Builders Corp. Jesse Franklin Jackson III Kotarides Builders, LLC L & B Quarterpath LLC L and M Contractors, Inc. L.R. Hill Custom Builders, Inc. Lawson Homes Michael Lee Company Miller Custom Homes Murray Homes Inc.

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Vol. 58, Number 3 The mission of Tidewater Builders Association is to improve the climate for affordable housing; promote the growth and development of the shelter industry; promote excellence and professionalism among members through education and networking opportunities; and support and enhance the community through charitable projects.

Megan Martz, center, tries to catch a toilet brush with a training seat while her Clark Whitehill teammates Carlton Terrell, right, and Travis Godfrey, back left, encourage her. The team participated in the annual TMHC olympics during the 34th annual TBA Picnic. For more picnic photos, see pages 14-16.

2011 OFFICERS: William H. Halprin, president; S.L. “Sam” Cohen, vice president; Scott M. Gandy, associate vice president; Steven E. Lawson, treasurer; Dennis M. Graf, secretary; Eric Sasser, appointee; Lucky C. Peterson, appointee; and Pete A. Kotarides, immediate past president. 2011 BUILDER DIRECTORS: Douglas C. Smith, Gary L. Werner, Scott L. Crumley, Chris Ettel, Erin Widener Speckhart, Lucky C. Peterson, Tuck Bowie and Stephen Quick. 2011 ASSOCIATE DIRECTORS: Joseph W. Kesterson, Kelly M. Beck, Robert L. Nicholson, Robert M. Boyd, Gregory Dodd, Thomas Dye, Brenda Reid and Edward O. Yoder. DIRECTORS EMERITI: Edward P. Brogan, William J. Fanney, Richard D. Guy, Doyle E. Hull, Frederick J. Napolitano, Richard E. Olivieri, John H. Peterson Jr., Julian Rashkind, Stanley Waranch, Howard M. Weisberg, Wendell A. White. CHIEF EXECUTIVE OFFICER:

Channing A. Pfeiffer

Managing editor. . . . . . . . . . . . . . . Mary Prier, APR Editor . . . . . . . . . . . . . . . . . . . . . . . . . . Sara Steil Advertising sales . . . . . . . . Kim Powers, Tara Davis Production coordinator . . . . . . . . . . . Stella Council Adviser . . . . . . . . . . . . . . . . . . . . . Sandra Amidon Graphic Artist . . . . . . . . . . . . . . . . . Diane Trumbull Copyright: 2011; all rights reserved. No permission to reprint unless expressly given by Tidewater Builders Association. The Tidewater Builder is published for all TBA member firms through the $15 subscription price, which is included in the annual membership fee. Opinions expressed by contributing columnist are not necessarily those of this publication.

The Tidewater Builder is published bi-monthly, January through December, by Tidewater Builders Association, located at 2117 Smith Ave., Chesapeake, VA 23320. Editorial deadline is 5 p.m. on the 1st of the month preceding publication. The advertising deadline for copy and insertation can be obtained by calling the Homearama/Home Shows and Special Project division at (757) 420-2434. All advertising is subject to current rates, copies of which can be obtained from the Homearama/Home Shows and Special Project division, 420-2434. The magazine reserves the right to determine the suitability of any advertising or editorial copy, and all real estate advertising is subject to the Federal Fair Housing Act of 1968, which makes it illegal to advertise any preference, limitation or discrimination based on race, color, religion, sex, handicap, familial status or national origin, or an intention to make any such preference, limitation or discrimination.

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From the Preview Party to the homes to the special events in between, we’ve got the rundown on what you need to know for Spring Homearama at Eagle’s Nest.

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Some builders have found that the key to keeping doors open is finding alternative ways to make the most out of a slow market.

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Attorney Brian Slaughter just returned from taking depositions from some top-ranking Chinese officials. See what’s new and what’s next in the saga.

'R KRPH EX\HUV KDYH \RX VFUDWFKLQJ \RXU KHDG" One Pilot Media Group’s research analyst has taken the guesswork out of how home buyers make their decisions. Learn how this can help you communicate with them.

Departments 2

President’s Pen

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Membership Matters

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Events Calendar

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Shop Talk

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Headliners

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Advertisers’ Index

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Counsel’s Insights

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Big Pic

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Builder Services

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Membership Update

$ERXW WKH FRYHU The Cameron Lea, built by Mike Thompson of TCI Inc., is ready for interior design for Spring Homearama almost a month ahead of the show’s opening. The Cameron Lea is one of the seven homes already sold. Only two homes remain for sale in the show, which will be open from May 28-June 12, in Virginia Beach’s Eagle’s Nest community. MAY/JUNE 2011

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Why is TBA producing two Homearamas a year when the housing market is so slow? A. Because we’re a bunch of masochists B. To bring in non-dues revenues C. To stimulate interest in new housing and new housing products The correct answer is C. It’s certainly not easy to pull everything together for a great show during an economic recession, let alone two of them. Banks are not as willing to invest in spec homes, builders are not as likely to take on the risk of a spec home and buyers are having a more difficult time qualifying for mortgages. So Answer A would have been a good guess. As for Answer B, there is always significant financial risk involved for TBA in putting on an event like this, especially in this economic environment. Two Homearamas don’t attract double the sponsorship or exhibit center or Plan Book dollars, but they do double our expenses. Not to mention the time and resources needed to make the show worthwhile for our developers, builders, exhibitors and all of the other participants — as well as our visitors. So, two annual Homearamas are obviously not a revenue enhancement plan, but they are effective promotions of our industry. Since the first Homearama in 1982, this event has served as the industry’s “buy now” campaign — and it works. Our builders need to sell homes and our associates need a marketplace for their products. Homearama allows us to flood the airways and fill the print media in a way we could not otherwise accomplish. It also gets tens of thousands of people to visit new homes and think about what they want for their own homes. When Homearama is coming, there is a buzz about new homes in the community. You can overhear people talking about what they saw and what they liked. They also talk about what they want, and in many cases, about what they are going to buy. Research from past Homearamas shows that 75 percent of visitors have actually made purchases of products they saw or learned of at Homearama. Another 38 percent recommended products from Homearama three or more times. In the past, many members have asked why we don’t do something during the spring selling season to help stimulate the market — especially during a time when the market needs 2

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it more than ever. So we did. It’s a second Homearama in the spring. When the housing market is strong, builders and developers don’t perceive as much of a need for Homearama’s marketing power. And now that lending is tight, Homearama can be a deciding factor for banks considering loans to developers and builders. Last year was the first year we produced two Homearamas. All 18 of the homes from both events are sold. Site traffic at Founders Pointe and East Beach was dramatically higher than it would have been without it. And guests saw two great shows from some of the area’s best builders in two beautiful settings. This year’s spring Homearama is at Eagle’s Nest in southern Virginia Beach. Already, seven of the nine showcase homes are sold and the developer reports site traffic and sales in the community are already benefiting from Homearama. This year’s event marks a return to the traditional Homearama-style homes many of our guests have been asking for. As usual, the builders and their subcontractors and suppliers will be putting forth their best efforts. At TBA, we’ll be doing our best to make it a “can’t-miss” event for the region. We all know what the statistics and the housing numbers are saying, but think about what a positive message we send when Homearama homes are sold. It says it’s a great time to buy a new home and stimulates new home sales in all price ranges as a rising tide lifts all ships. It also creates a spin-off effect in the industry for all businesses related to home sales. In short, Homearama is for everybody in the housing industry. So think about how you can be a part of this event. If you’re not in the homes or the exhibit center, you can do your part by attending the show and encouraging others to do so as well. Look for your TBA-member mailing of two free tickets, plus a packet of specially discounted tickets. Purchase them for your employees and your clients so that you, too, can help spread the “buy now” message and celebrate the spring-selling season. See you at the show!

William H. Halprin

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Safety first, builders and remodelers

Fredda Jernigan, compliance officer with the Virginia Department of Labor and Industry, will be speaking at the June 2 TBA member breakfast forum. Jernigan will discuss how to maintain safety on the job site, as well as provide a briefing on OSHA regulations of interest. The forum, sponsored by TowneBank Mortgage, will be in the TBA boardroom on Thursday, June 2, at 7:30 a.m. It’s free and open to all members. To register, please contact Stacey Turner at 305-9042 or sturner@tbaonline.org.

Reserve your spot in the year’s only golf tournament

TBA is hosting the Building Trades Academy (BTA) Charity Golf Tournament, which raises money for the academy. The tournament will be held at Sewells Point Golf Course on Tuesday, June 14. The tournament costs $150 per player. For more information, please see page 10 or contact Shannon Pfeiffer at 305-9034 or spfeiffer@tbaonline.org.

Get ready for a celebration

The Tidewater Multifamily Housing Council’s annual Associates’ Showcase, awards banquet and RAM graduation is fast approaching. The annual event will be held at the Virginia Beach Convention Center on Thursday, July 21. Festivities begin at 5 p.m. with the associates’ showcase. Dinner and the presentation of the Awards of Excellence and Merit Awards will follow, as well as the RAM graduation. For more information, please contact Maggie Rickard at 305-9053 or mrickard@tbaonline.org.

BUILDER SPECIAL Only $200– 2 minute video home tour

for the web, your website, or‌

757-620-6091 www.prier.tv OFFER EXPIRES JUNE 30, 2011

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Tidewater Builders Association is kicking off Memorial Day weekend with a bang at its second Spring Homearama. Join us as we celebrate TBA’s 31st Homearama, which will showcase nine custom homes from eight of the area’s most talented builders. Seven of the homes sold before the builders broke ground. The homes start in the low $500,000s and mark a return to the traditional homes of Homearamas past. Here’s what you need to know before you go:

HOMEARAMA PREVIEW PARTY

Celebrate the show’s opening with champagne, barbecue and colleagues on Friday, May 27, 4-7 p.m. at Eagle’s Nest in Virginia Beach. Be the first to preview the nine showcase homes and enjoy a casual evening with friends and music from Lewis McGehee. Gates open at 3:30 p.m. and the opening ceremony will take place from 4-4:30 p.m. On the menu: Pork barbecue, grilled chicken, coleslaw, baked beans, potato salad, mini cupcakes from Carolina Cupcakery and all the beverages you’ve come to enjoy. Ticket prices: $30 by May 20, and $35 thereafter. Call 420-2434 or visit www.tbaonline.org/events for more info.

DATES TO CELEBRATE:

Military Appreciation Day, on Monday, May 30 (Memorial Day), military guests can take advantage of buy one, get one free admission with a valid military identification card. Realtors Day, set for Wednesday, June 1, area Realtors will be admitted free all day with a business card and ID. Breakfast is from 9:30-11 a.m. ODU Day, Thursday, June 2, features coaches, “Big Blue” the mascot and cheerleaders, and offers a $2 discount to ODU staff, students and faculty as well as anyone wearing ODU gear. A Taste of Virginia Beach, from 6-8 p.m. Monday, June 6, sponsored by Hampton Roads Magazine and Virginia Natural Gas, invites guests to sample cuisine from Virginia Beach restaurants and vote for their favorite. Mother’s Day Out, Wednesday, June 8, gates open early at 10 a.m. so moms can get home before the kids are out of school. The Homearama Furniture Sale from noon to 6 p.m., Monday, June 13, visitors can purchase their favorite furnishings and décor from the Homearama homes. Free entry tickets for the sale will be given to all Homearama visitors in their show bag during the event.

TBA members can take advantage of discount tickets to Spring Homearama at Eagle’s Nest by purchasing them at TBA. THE DETAILS: May 28-June 12 Noon-9 p.m. COST: $10 general admission at the gate Each TBA member will receive 2 free tickets in the mail. IN ADVANCE AT TBA: $8 for TBA members $6 for TBA members who purchase 20+ tickets MORE INFORMATION: www.homearama.tv

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The Spring Homearama homes range from 2,600 to 4,400 square feet and are priced from the low $500,000s and above. The community features brick and brick-accent estate-style homes with large lots and swimming pools along with trails, ponds and 50 acres of conservation area. The show will also feature these themed homes:

The Space Exploration House: Showcases how NASA developed-technologies benefits the daily lives of people at home, work and elsewhere. Built by Robert M. Letchworth, the home highlights technologies made available by NASA research.

HOUSE [ ho u s e s i z e] 3,600 square feet, 5 bedrooms, 3½ baths

STEPHEN ALEXANDER HOMES LLC

HOUSE [ ho u s e s i z e] 3,260 square feet, 5 bedrooms, 4 baths

ROBERT M. LETCHWORTH

HOUSE [ ho u s e s i z e] 3,813 square feet, 4 bedrooms, 3½ baths

ABT CUSTOM HOMES

HOUSE [ ho u s e s i z e] 4,000 square feet, 5 bedrooms, 4½ baths

J.F. SCHOCH BUILDING CORP. 6

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The ODU House, built by Jeff and John Ainslie and Ken Cohen of Ainslie Group/ Cohen Homes, will pay tribute to Old Dominion University, with input from the academic and athletic departments. The Celebration House, built by Jack and Margaret Schoch, will demonstrate how to decorate for life’s major celebrations.

HOUSE [ h ou s e s i z e] 4,650 square feet, 5 bedrooms, 3½ baths

ORE BUILDERS

HOUSE [ h ou s e s i z e] 4,080 sq. ft., 6 bedrooms, 4 baths

AINSLIE GROUP/COHEN HOMES

HOUSE [ h ou s e s i z e] 3,604 square feet, 4 bedrooms, 4 baths

HD WATSON BUILDERS

HOUSE [ h ou s e s i z e] 3,407 square feet, 4 bedrooms, 3½ baths

HD WATSON BUILDERS

HOUSE [ h ou s e s i z e] 3,200 square feet, 4 bedrooms, 3 baths, 2 half baths

TCI INC. MAY/JUNE 2011

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*H\[PVU! )\`LY VU IVHYK Homearama builders navigate the showcase homes with buyers in tow “Because Homearamas brings buyers in,” Ore said building a spec home is an option. However, he’s confident that he’ll get a buyer if one’s not already on board when he breaks ground. Why? “We’re marketing the home and we’re getting our plans straight well ahead of time,” he said. “There’s a lot of forethought put into it before the first shovel is put into the ground. We’re marketing it before it happens.”

Homeowner involvement

Homearama builder Herb Watson of HD Watson Builders discusses the remaining carpentry work with Jason Howell of Triple Crown. Watson pre-sold both of his Homearama entries, this being for the Martz family.

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he adage is that the best award a Homearama builder can receive is the sold sign in front of his house. For seven of the Spring Homearama builders, that award was earned before they broke ground. In fact, the last three Homearamas have all seen more than the majority of the homes under contract before the shows have premiered to the public — a promising sign for the current economic climate. But what does that mean for the Homearama builder? How does having a buyer change how he proceeds with his showcase house?

Economically, it’s smarter

“In these days, it’s much better to have a buyer lined up,” said Herb Watson of HD Watson Builders. Watson is building The Rutherford and The Hartford in the Spring Homearama showcase at Eagle’s Nest. “It’s more work on our front from our perspective,” he continued. “You have to pay a lot of attention as there is a lot of communication and correspondence back and forth with the customer, but this is definitely the way to do it.” While the number of builders willing to build a spec house is dropping, some, such as Les Ore of Ore Builders, have managed to come out on the winning end. This show marks the fourth Homearama for Ore, who throughout his Homearama experiences has built unsold homes and homes with buyers.

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When a buyer is on board, there has to be a lot of flexibility with the home’s customization. For Mike Martz and his wife, the buyers of Watson’s The Hartford, this isn’t their first new home. However, it is the most custom home and the most involved that they’ve been in building a home. “We have a lot more say so and involvement in every aspect of the process. We got a construction perm loan, so we’re more involved in that aspect of it too,” said Martz. “It’s more custom, so we’re going and talking to the vendors vs. this is what’s available and we don’t know who the vendors are.” For Watson, he prefers it this way, even though it’s more work and communication on his end. “We encourage people to get what they want,” Watson said. That normally entails the customers changing their minds several times throughout the process. “I expect that on a custom home because you don’t want to get to the end and have the customer with regrets, especially when we could have made a change and given them what they want.” Ore agrees, but has also found that starting the process, especially when a buyer is not involved, with nice, neutral products is the key. “We have an interior designer who is helping us decide what to put in the home to begin with,” said Ore. “There is some back and forth and changes with a buyer, but we’re normally so far out on the home plans and building the house Seven of the nine Spring Homearama homes were sold before the builders broke ground in Eagle’s Nest in Virginia Beach.

that we have time to make changes within a certain time frame.” Once the buyer is on board, Ore connects him with the interior designer.

Working with budgets

And then there are their budgets, which can sometimes limit a builder. “The buyer gets to make all the decisions. So in some ways, it kind of limits you,” said Mike Thompson of TCI Inc., builder of The Cameron Lea. “But I always throw in extra things to make it look nice for the show.” For Thompson, diversifying his business has helped to make building custom homes a smoother process for the buyer. Thompson operates a showroom that allows his buyers to take advantage of a one-stop-shop experience. “To me, whether I have a buyer or a spec, it’s a smooth transition the whole

way either way. But it’s nicer to know it’s sold and you don’t have to worry about it.”

The perks for buyers

For the buyers, it’s the perks that often seal the deal for committing to building a Homearama home.

“My buyers are actually from Cincinnati, where Homearama originated,” said Ore. “When they found out, they were really excited. It’s a big perk for them. That’s one of the reasons our customers are buying Homearama homes — it’s because of the extra perks.” (continued on page 28)

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Most banks have tightened their lending in this economy. How constructive is that? Proud member of TBA’s 2011 Cornerstone Foundation L O C A L D E C I S I O N S A R E H OW W E H E L P K E E P the local economy strong. A real estate market slowdown is no time for a fair-weather lender. We finance projects large and small, from acquisition to development to construction. So if something has been missing with your bank, we invite you to learn more about the Monarch experience. Because until you see this bank, you have not seen them all. For help with your next project, contact Monarch’s Real Estate & Construction Group.

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Cathy Lockwood First Vice President (757) 955-8602

Chris Lyle First Vice President (757) 955-8603

Amber Styron First Vice President (757) 955-8601

www.monarchbank.com

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2011 Charity Golf TournamenT TUES., JUNE 14 SEWELL’S POINT GOLF COURSE

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ALL PROCEEDS go to TBA’s Building Trades Academy, a 501c-3 nonprofit job training program that has helped more than 4,500 economically disadvantaged, at-risk men and women build better lives for themselves and their children. The academy facilitates promising careers in building and facility maintenance trades, provides counseling and life skills instruction and benefits the community through hands on renovation, remodeling and construction projects.

TOURNAMENT registration starts at 11 a.m. and tee time is at noon. The style will be Florida Best Ball. NO BLUE JEANS. Refreshments and dinner will be provided. Awards given for first and second place teams for two flights. All payments must be received before the tournament. No rain date.

PLAYERS COST: $150 per player; add $25 per player for value package (includes 1 mulligan, 1 ladies aid, 1 throw & 2 raffle tickets – V.P. can only be used for scoring purposes – only one V.P. per player) PAY NOW and your package will be ready for pick up at tournament registration. Check box before name to sign up for Value Package. Q

NAME #1: ______________________________________________________

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NAME #2: _____________________________________________________

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NAME #3: ______________________________________________________

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NAME #4: _____________________________________________________

SPONSORSHIP GOLF CARTS: $1,500 – BEVERAGES: $750 – DINNER: $500 – SCORE BOARD: $500 – EXCLUSIVE HOLE (set up a hole station with your staff, giveaways, signage, etc.): $500 – HOLE (signage): $350 – PRIZE (cash donation with recognition on rules sheet) COMPANY NAME (for signage): _____________________________________

TYPE OF SPONSORSHIP: ___________________________________________

PAYMENT

$_______________ + $_______________ + $_______________ = _______________ total player cost CHECK ONE:

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total value packages

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MASTERCARD

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AMERICAN EXPRESS

CARD #: ___________________________________

CONTACT INFO.

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CHECK ENCLOSED (payable to Building Trades Academy)

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EXP. DATE: _____________

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COMPANY: _____________________________________________________________________________________________________

CONTACT PERSON: ______________________________________________________________________________________________________________________ EMAIL: ____________________________________

PHONE: ___________________________________

FAX: _____________________________________

RESERVE your space in the tournament. Mail or fax (757-965-6586) this form with your payment info to: Building Trades Academy; Attn.: Shannon; 2117 Smith Ave.; Chesapeake, VA 23320. For more information call 420-2566. ext. 234 or e-mail spfeiffer@tbaonline.org. 10

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What are they doing now?

3VJHS OVTL I\PSKLYZ HYL KP]LYZPĂ„LK an outdoor living project for the new owner of a house that we built and sold in the past.â€? One big difference today is that they’re not so picky, said O’Meara. “Yes, we can do that,â€? is their new slogan. “You never know what might come later from doing a small job today.â€?

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“Diversify or die� was the advice from Bill Wingfield in a May 1990 issue of The Tidewater Builder newspaper. Wingfield stands by that slogan today and credits diversification for his success as a home builder for the past 47 years. “When I first started, the oldRemodeling apartments/ timers used to joke that if you stay 1XPEHU RI +DPSWRQ 5RDGV EXLOGHUV ZLWK building commercial space in this business long enough, it’ll PRUH WKDQ FORVLQJ Custom builder Sam Cohen is break you,� Wingfield said. “If you in the midst of a four-year project don’t have something else to fall remodeling 385 apartments in Virback on during the slow times, it ginia Beach, apartments he actuwill break you.� ally helped to build in 1980. At 69, Wingfield has seen four Cohen says the opportunity downturns in the market, one evcame along at the right time and 6RXUFH 9DQ 5RVH 5HVLGHQWLDO 'DWDEDQN ery decade. “The one in 1989-90 has helped him through the tough was the worst for me, but I was times. “I’ve always had a tool belt and tools,� he said. “It’s not more prepared for it this time. It had been 14 years since we really a big switch for me.� had a crunch. We were overdue.� Cohen says the owner “knew I was hands on and that’s The rental market what he wanted. He has a high level of expectation.� While new home sales have struggled, rentals have been The home builder began to diversify in 2005, when he and good for Wingfield. a partner purchased raw land at what is now Bennett’s Creek “For the past 15 years, I’ve tried to build at least one projOffice Park in northern Suffolk. ect a year to keep as an investment property with the idea it Commercial activity also slowed during the recession, but would be there for me when I got to retirement age,� he said. Cohen sees an uptick in interest for the 1,500-square-foot Today he owns 38 rental units, commercial and residential, office condos. There are two units left in the first seven-unit and all of them are rented. building. “We hope to start another building in the next 60 days,� he said. Finding new customers Cohen is also doing a major remodel project in ChesaWe call it “finding new revenue streams,� said Lana peake, gutting an entire 6,500-square-foot house. “There O’Meara, who, with husband Jerry Edmonds, operates Deis satisfaction in tearing it all to pieces and putting it back signs of Distinction. together. New cabinets. New flooring. It helps that I’m a carHer company has recently teamed with a commercial penter by trade.� builder to bid government jobs, choosing only projects that

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would be “a good fit.� The company also has another new customer – banks. They are working on foreclosed properties, getting them ready to market. “It’s mostly paint and new floors, and quite often light fixtures are missing and minor repairs are needed,� said O’Meara. It has been their background in remodeling, however, that has served as their major recourse. “We have always done remodeling jobs,� said O’Meara. “During the boom, we referred out all remodeling because we were so busy with new construction. We’ve completely flipped and now we do a lot of remodeling. People are staying in their homes instead of selling.� Most of their projects reflect the trends — kitchens, baths and now, outdoor living spaces. “We signed a contract today on a multi-phase outdoor living project for a previous client. We’re also in the middle of

Still building homes

All three veteran Homearama builders are still building homes. Cohen is getting ready to start a house under contract in Suffolk. O’Meara is working with a client who has a rental house they will demolish to build a new one. With financing tight, it helps when the client has the funds or the loan. “It was a one-time closing loan,� she said. “The client gets the loan and it closes up front. The construction loan goes into place first and when the home is complete, it rolls into permanent financing.� Wingfield is building homes under contract. “Most of what I build right now is construction cost plus a management fee. I’ve done it throughout my career. The last three years, that’s all I’ve done. I’m getting 16 percent to 18 percent on it, which is more than I was making on houses in the spec market. And I’m still able to save them money.� (continued on page 23) MAY/JUNE 2011

11

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he 2011 session of the Virginia General Assembly has adjourned after considering certain amendments and vetoes by the governor. This article provides a summary of certain new laws that affect the real estate industry.

Commercial real estate

In an effort to stimulate private sector investment in certain “tourism zones,” and in recognition that there often is a gap that needs to be bridged between development costs and the debt and equity capital that can be provided by the developer, the legislature has permitted localities to establish certain tourism zones and grant certain tax incentives and regulatory flexibility within those zones.

Among other things, the legislation allows a qualifying project to receive 1 percent of the sales tax revenue generated by the transactions taking place on the project’s premises and use that revenue to make payments of principal and interest on qualified gap financing. This approach can assist certain projects that are unable to be financed under more conventional methods. Another bill permits localities to create a separate tax rate for certain buildings that are on the Virginia Landmarks Register and that are properly maintained. This will assist owners of historical properties by reducing the tax burden imposed on the properties.

Land use

There were several new pieces of leg-

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islation enacted in the land-use area. Cluster development received some attention by limiting the ability of a locality to impose more stringent land use requirements for a cluster development that is otherwise subject to applicable land use ordinances. Similarly, localities are prohibited from preventing extension of water or sewer from an adjacent property to a cluster development so long as the cluster development is located within an area already designated for water and sewer service. Localities are now required to give written notice to property owners within 10 days if someone other than the property owner requests a determination from the zoning administrator that would bind the property owner. On appeal of a zoning administrator’s decision to the local governing body, a decision by the local governing body will be binding on the property owner only if written notice has been provided to the property owner of the zoning violation, written determination or other appealable decision. Several pieces of legislation addressed the Virginia Department of Transportation’s role in land-use matters. If a plat or plan is permissible by right under the local zoning ordinance, then no supplemental traffic analysis must be submitted to VDOT simply because the plat or plan substantially affects transportation on state-controlled highways. In the rezoning arena, if a property considered for rezoning already has been subject to VDOT review in connection with development of a local comprehensive plan, then the required review by VDOT in the rezoning matter is limited.

Trusts

Va Reg. #021668A 12

NC State Reg. #18337

MAY/JUNE 2011

When a trust is the grantor or the grantee of a deed, it is now required (continued on page 18)

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0UZWLJ[LK PU [OL UPJR VM [PTL Parties impacted: Soonto-be new homeowners Advocate: Greg Richardson of Crestline Homes Issue: Richardson was building a home on a 9PJOHYKZVU tight schedule to accommodate the homeowners’ loan period. When Richardson called to have an inspector come out and look over the house, the inspector failed to show. Another call resulted in a week’s wait and then a next-day promise to inspect the property. The inspector failed to show the next day due to a training conflict and Richardson was told it would be several days to accommodate the backlog of inspections. Action taken: Since Richardson was

nearing the expiration date for the homeowners’ loan, he turned to Builder Services for help in expediting the final inspection.

please contact TBA’s Builder Services Specialist Patrice Kyle at 305-9015 or pkyle@tbaonline.org.

Result: Builder Services contacted the city and an inspector was sent to the property. Richardson was then able to close on the house in time to meet the homeowners’ loan period. Comment: “With Claudia’s help, we were able expedite the inspection process and obtain a certificate of occupancy,” said Richardson. “Our clients’ expectations were met and they were able to take ownership of a beautiful home without a potentially stressful situation in the end. Thanks, Claudia!” If you or your company has a building or development issue you would like help resolving or a question you need answered,

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April didn’t deliver showers as the old adage promises, much to the relief of the folks who turned up for TBA’s 34th annual picnic. Held at the Chesapeake City Park on April 14, the

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picnic saw numerous changes, including being held on a Thursday afternoon, vs. the previous Friday after-work timeslot. Toss in a band, Borderline Crazy, some friendly jousting with co-workers, lots of food, spirits and some fun games‌ and this year’s picnic proved to have something for the more than 1,100 folks who ventured out. A huge thank you to the committee members who helped to make it a great success: Chair Paulette Frantz, vice chairs Chris Dembitz and Kelly Beck, Ed Brogan, Dorothy Hardee, Jim Jackson and Michael Johnson. The Tidewater Multifamily Housing Council celebrated another year of the TMHC Olympics. Fifteen teams took to the field to compete against other multifamily communities in 10 challenging and innovative games. At the end of the day, the battle was won over tug-o-war. However, the winners won’t be announced until the annual TMHC awards banquet/RAM graduation July 21.

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16

MAY/JUNE 2011

0[»Z IHJR [V IHZPJZ MVY )00( BIIA Insurance has made the business

)` 7H[[` 3L[JO^VY[O decision to focus on its core strengths :[HMM =PJL 7YLZPKLU[ ;)( 0UZ\YHUJL :LY]PJLZ of writing workers’ compensation and

general liability insurance, as well as the addition of commercial auto. We will no longer accept new applications for other insurance products (with the exception of Builders Risk in the territory west of Williamsburg.) After working for a year and half on developing a multifamily property insurance package, it became apparent we would not be able to develop the critical mass needed for a successful statewide launch. While we were successful in bringing additional products to market, such as property and inland marine, we could not make a business case for offering these new programs without the multifamily products. Thanks to this initial groundwork, however, BIIA Insurance will be ready to respond if and when it becomes apparent that these products are in high demand. Meanwhile, we are strengthening our customer service support for our other products. BIIA has been providing workers’ compensation coverage throughout Virginia since 1999. Originally designed by and for those in the home building industry, the coverage has since expanded to service a wide range of business classes.

We offer personalized safety classes, including online training materials in English and Spanish exclusively to our clients. BIIA developed a General Liability product in 2004 when builders found it increasingly difficult to obtain affordable coverage because other carriers quit writing residential builders or dramatically increased their premiums. The policy comes with a variety of loss control measures that dramatically reduce the risk of doing business. This coverage is now available to a wide range of business classes throughout the state of Virginia. We also added coverage for commercial auto earlier this year. We established new written commitment standards for our customers: • Any complete submission will be quoted or responded to within 24 hours or the next business day. • Upon receipt of all documents required to bind coverage, BIIA will issue the new business policy(ies) within 10 business days. • Any phone call received before 5 p.m. will be returned the same working day. If you find we are not meeting these standards at any time, please let me know. Please encourage your agent to get a quote from us before you renew your current policies.

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MAY/JUNE 2011

17

Congressman Rigell signs on to industry legislation

After meeting with TBA President Bill Halprin and past president Vince Napolitano (National Association of Home Builders BuildPAC trustee), U.S. Rep. Scott Rigell agreed to co-sponsor the Home Construction Lending Regulatory Improvement Act of 2011, created by NAHB for the industry. 9PNLSS The act would provide authority and guidance to bank regulators to ensure that federal and state chartered banks and thrifts that provide financing to America’s homebuilders are permitted to make loans, provide ongoing liquidity and ensure stable financing to America’s home builders. It would direct banking regulators to abstain from compelling financial institutions to call or curtail land acquisition, development and residential construction loans in good standing. Stay tuned for more details as this bill makes its way through Congress.

8Ȑɬɕ Ҭ TɕȐ

Meet with government buyers

Mark your calendars for the Business Matchmaking Summit for small, women-owned and minority-owned companies on June 7 and 8, at the Portsmouth Renaissance Hotel. It is presented by the Virginia Department of Minority Business Enterprise and the cities of Portsmouth, Norfolk, Virginia Beach, Chesapeake, Newport News, Hampton and Suffolk. Participants will meet with government buyers who purchase more than $10 million in goods and services annually. For more information or to register, visit www.dmbe.virginia.gov.

3LNPZSH[P]L \WKH[L (continued from page 12) that the deed contain the name of the trustees serving at the time the deed was signed.

Foreclosures

In the landlord-tenant arena, a landlord must disclose in writing to any prospective tenant that the landlord has received a notice of mortgage default, notice of mortgage acceleration or notice of foreclosure sale with respect to a loan on the dwelling unit. If the landlord fails to provide such notice to the tenant, then the tenant has the right to terminate the rental agreement after giving the landlord five-business days’ prior written notice. As you can see, even though this was short session the legislature was active. Please keep in mind that the information in this article provides a very brief overview and you should consult the specific statutory language for a clear understanding of the new laws. C. Grigsby Scifres is a partner in the Virginia Beach office of the law firm of Williams Mullen and is Tidewater Builders Association’s general counsel. This column features legal issues of interest to TBA’s members. For further information contact Scifres at (757) 473-5370 or gscifres@williamsmullen.com. 18

MAY/JUNE 2011

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As I reported in the last edition of The Tidewater Builder, the litigation arising from the installation of allegedly defective Chinese-manufactured gypsum drywall in Virginia is focused on two things — getting the Chinese manufacturer in the litigation, and determining whether any of the hundreds of Chinese drywall claims will be covered by any type of insurance. Affected homeowners and the developers, builders, installers and suppliers they have sued, have unofficially joined forces, and expended a great deal of time and money pursuing Taishan Gypsum Co. Ltd., the manufacturer of the defective drywall sold in Virginia. On April 2, lawyers from Virginia and I traveled for more than 20 hours each way to take the depositions of several Chinese corporate representatives in Hong Kong, SAR, China. Among others, we took the deposition of the highly-placed Chairman of the Board of Taishan Gypsum, Jia Tungchun, as well as the Manager of Foreign Sales for Taishan Gypsum, Peng Wenlong, a.k.a “Frank Clem.” We have learned, among other things, that the sale of drywall to local supplyhouse Venture Supply Inc. was the only sale of such drywall by that company to a supplier in the U.S. Subsequent sales of drywall, which did not come to Virginia, appear to have been made by a new subsidiary of Taishan Gypsum, called Tai’an Taishan Plasterboard. These witnesses appeared evasive and uncooperative while being questioned under oath, and there is the possibility that lawyers for the various interested parties may seek a court order to bring these people to the U.S. for further questioning. The effort to establish jurisdiction over the Chinese is ongoing. In addition to efforts to go after the source of the allegedly defective

drywall, lawyers for homeowners, as well as lawyers for developers, builders, installers, suppliers and brokers, are also pursuing insurance claims against homeowners’ insurers and insurers providing commercial general liability policies. There are a number of lawsuits pending, seeking a court declaration of their rights under the insurance policies of many of these insurers. Insurers have denied these claims, asserting that they are excluded under the terms of these policies. Because of the number of suits pending in different courts, there is a serious concern as to the possible inconsistency in the interpretation of these policies. Last month, Judge Davis of the United States District Court for the Eastern District of Virginia issued an order requesting that the Virginia Su-

preme Court decide the issue in two cases before him. The lawyers for the various homeowners have requested that each of the federal judges with similar cases do the same, so that the Virginia Supreme Court can decide the issues once, and make it applicable to all. We should know in the next month whether the high court in Virginia will decide the issue, and a timeframe within which we can expect a decision. There have now been more than 160 lawsuits filed across Virginia related to problems with Chinese drywall. J. Brian Slaughter represents 17 builders and developers in the “Chinese drywall” litigation. He may be reached at (757) 461-2500 or jbslaughter@va-law. org. More information about the topic is also available at www.va-law.org.

MAY/JUNE 2011

19

LȣǸȇȐɕ ɄȘ ȝɑȐȐȽ

ŶĞƌŐLJͲĞĸĐŝĞŶƚ ĐŚŽŝĐĞƐ Ăƚ ŚŽŵĞ )` 2HYLU )YHKSL`

These days, we’re all trying to be more environmentally responsible — and making energy-efficient choices at home is one of the best ways to go green without sacrificing comfort or style. By conserving energy, your wallet will see more “green,” too, with the savings you receive on your utility bills. Studies show that improving efficiency is one of the quickest ways the United States can reduce its overall energy use and protect the environment from greenhouse gases. Natural gas companies like Virginia Natural Gas are already making that happen. Today’s average American home uses one-third less natural gas than three decades ago, thanks to utility energy-efficiency programs and higher-efficiency natural gas appliances. Virginia Natural Gas has promoted energy conservation for years as the right thing to do for customers and for the environment. Its innovative energySMART program offers a variety of ways for customers to learn about energy conservation, save money on their energy bills and take advantage of energySMART rebates on high-efficiency equipment.

Free programmable thermostat

One of the most popular energySMART programs is the free programmable thermostat from Virginia Natural Gas. Customers who have a natural gas furnace as their primary heating source can log onto virginianaturalgas.com to request their free programmable thermostat, which will help them regulate their energy use. Proper use of a programmable thermostat can save the average homeowner around 15 percent annually on energy bills and is a convenient way to monitor energy use. Simply set the thermostat to regulate your home’s temperature automatically, night or day. VNG’s free thermostat takes the guesswork out of remembering to lower the thermostat when you’re away from home or asleep.

Efficiency rebate program

The Virginia Natural Gas rebate program offers a variety of options for customers who upgrade their current heating equipment to a high-efficiency furnace. Heating and cooling your home accounts for the largest portion of your energy expenses, so upgrading to a high-efficiency furnace makes good energy sense. A new furnace will work more efficiently than older models, thus reducing your energy use. High-efficiency furnaces with a .90 EF factor can receive a $500 rebate. Heating water is the second highest energy cost in the home. Upgrading to a tankless water heater will save on energy use by heating water only when you need it — instantly. You don’t waste precious energy — or dollars — maintaining a tank full of hot water. And no more worries about running out of hot water. Tankless systems provide a continuous supply so the whole family can enjoy hot showers, even while the dishwasher is running. VNG currently offers a $500 rebate on a tankless water heater with an EF of .82 or greater. If a tank water heater is more your style, a high-efficiency one with a .62 or greater can qualify for a $150 rebate from VNG. Don’t wait until it’s too late to make the right choice for your energy needs… learn the age of your current equipment, check the efficiency rating and replace it before it breaks down.

Educating homeowners

Educating homeowners on the importance of properly maintaining their equipment is another goal of energySMART. Regular heating system checkups each season and routine replacement of air filters keep equipment running at peak efficiency, which can help save on energy bills. An online home energy audit tool and other educational tips can be found on the energySMART page at virginianaturalgas.com. You can even test your energy smarts with VNG’s online quiz. You don’t have to sacrifice comfort or style to save energy and do the right thing for the environment. Visit virginianaturalgas.com for full energySMART program offers and terms and conditions. Karen Bradley is in charge of MidAtlantic Marketing & Communications Elkton Gas, Elizabethtown Gas, Virginia Natural Gas. She can be reached at (757) 616-7533 or kbradley@aglresources.com. For more information on coordinating an energySMART event, contact Christy Morton at (757) 616-7591 cmorton@ aglresources.com. Virginia Natural Gas is a member of the TBA Green Building Council.

20

MAY/JUNE 2011

Fall charity house honors TBA scholarship recipient

gues: in our Dear friends and collea kes a proven difference TBA tradition that ma a of t par be to u yo I am writing to invite lives of young people. Riverfront at Harbour community and in the Charity House at The ma ara me Ho one the ing l is build this home in honor of This fall, Clark Whitehil ion. We will dedicate dat un Fo ip rsh ola Sch A View to benefit the TB Justin Kauflin. of our 2004 recipients, d z pianist who graduate Justin is a talented jaz he ere wh y rsit ive Un from William Patterson rs. the nation’s jazz maste of e som th wi d rke wo e am erc ov ents, Justin Like many of our recipi e his dreams. rsu pu to ges llen major cha lication, he wrote On his scholarship app rative disease… ene deg “I was born with a vision at age 11 my d ime cla ally which eventu not view this did I after numerous surgeries. umatic event, tra a as nce life-changing experie live with a brand but as an opportunity to new perspective on life.” sny we see from promi His story is one of ma ls tia den cre th academic er recipients ing young students wi hard Justin and the oth w ho see to g lin mb hu It’s . heart and give up. ges e los llen to cha and life it might be easier en wh s ces suc ir the e ted have worked to achiev to helping these talen ow we’ve contributed kn to ce en eri exp ing It’s truly a gratify their dreams. young people achieve ach to the community ue this important outre tin con to us w allo ll wi The Scholarship House some of our founders. acy started in 1965 by t more and carry forward a leg cost of the home so tha es will help offset the pli sup . or ure es fut vic the ser for of Your donation rship foundation strengthen the schola to le ilab ava be ll wi proceeds Scholarship use to benefit the TBA The Justin Kauflin Ho rt po sup lp he can u If yo me know. . Foundation, please let ome@clarkwhitehill.com 0 ext. 232 or mdnews 30 0-5 34 7) (75 at d I can be reache Sincerely,

Michael Newsome

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“I live with my father, who owns a small business and struggles to keep up with every day expenses. He is also working to pay off many medical bills. Every amount of money I get through scholarships is money he can save to pay for these expenses. My father has supported me and has always encouraged me to strive for my goals.” “My mom is a 57-year-old single parent. She has raised four kids on her own. I cannot even begin to tell you all the things she does to keep our household stable. I want to prove that all her support and dedication to me and my siblings over the years has been worthwhile.” “My Dad is a businessman. He has had two heart attacks this year. He has only been able to work a few hours a week. Without his income, my family has been required to use up savings to pay bills. Many medical bills have not been covered by the HMO my mom has at work. Our savings are now almost depleted.” “Seven years ago my dad took his own life. This tragedy has made me a stronger and more determined individual. Throughout my life I have always been an active community member. I do my part, and I believe that every bit helps and if everyone did just one thing, the world would be a better place.” “My mother, before I could see myself as a man, was strung out on drugs. As an 18-year-old, I live independently of my mother. My only escape from my life is education. It may be trite and cliché, but it holds true – education is the gateway to a lot of positive things in life.” MAY/JUNE 2011

21

4ȐȹǾȐɑɕȣȨɉ ȹǸɜɜȐɑɕ TBA board plays a winning hand

The TBA Board of Directors is anteing up in a concerted effort to increase the association’s membership base by May 24, National Membership Day. Joining in on the national “Winning Hand” membership campaign, your directors, and the TBA membership committee, are gambling that they can bring in at least one new member each this spring. This game isn’t limited to the leaders. Every member is encouraged to recruit a new member — and win a prize in the process. Just think about the folks you do business with and if any of them aren’t TBA members, invite them to join. A stronger association means a stronger advocate for all businesses in the housing industry. For more information and for recruitment tools, contact Stacey Turner at 305-9042 or sturner@tbaonline.org. Remember, membership is just like poker. You gotta play to win!

Online courses are now available to TBA members

If you’re trying to earn a designation through NAHB, need continuing education credits to maintain a designation or just want to stay on top of your game, you can now do so from the comfort of your office. National classes once offered only at large conferences will now be available in an online format, providing the opportunity for self-paced, hands-on learning. To launch its new online education program, NAHB is offering a course on Customer Service, which teaches you how to manage every phase of customer interaction, from the initial contact through construction and beyond. Completion of the course will earn you six continuing education hours that can be applied to the following designations: CAPS, CGA, CGR, GMB, CSP, Master CSP, CMP and MIRM. The cost is $245 and you can register by visiting www.nahb.org and going to the Education & Events section. If you need assistance, contact the Professional Designation Helpline at (800) 368-5242, ext. 8154 or designations@nahb.org.

Are you taking advantage of your benefits?

As a TBA member, you’re eligible for many benefits, including an expanded wireless discount program, a rebate program, a $500 discount on GM vehicles and much more. For detailed information about any of these benefits, visit www.tbaonline.org or call Stacey Turner in the membership marketing division at 305-9042. Let us help you bank on the benefits you earn as a TBA member — benefits that will more than cover the cost of your annual dues.

Did you know…? •

If you bring in a new member by May 23, you’ll win a nifty prize from the National Association of Home Builders?

•

Lowe’s Commercial Services is now offering members a 2 percent discount on purchases?

•

Bonded Builders Warranty Group offers a $35 gasoline gift card when you recruit your very first new member?

•

TBA’s quarterly breakfast forums are now open to all members?

•

You can pay your annual membership dues in three monthly payments?

•

Through RSVP and Valpak, local direct-mail promotional companies, TBA promotes its website and Find A Member section, as well as upcoming events, to thousands of residents across Hampton Roads?

•

The two numbers you receive when you join TBA — a PIN number and an MSN number — allow you access to NAHB benefits as well as privileged online information on key home building topics?

Please keep TBA in the know!

If you’ve changed location, phone number or e-mail address, please let us know. It’s as easy as visiting www.tbaonline.org, clicking on Members and then on Update Your Information. Or contact Stacey Turner at 305-9042, sturner@ tbaonline.org or you can fill out the form below and fax it to us at 424-5954. We’d also like to know if you’ve added new lines of business so we can make sure your company is listed correctly in our online Find A Member section, which receives about 1,500 visitors each month. Company name ________________________________________________________ Owner/manager/principal _______________________________________________ Address ______________________________________________________________ Phone _________________________

e-mail address ________________________

Additional representatives (with e-mail addresses) ______________________________ Type of business _______________________________________________________ 22

MAY/JUNE 2011

+P]LYZP[` (continued from page 11)

Getting through tough times

“After more than 20 years of this business, we’ve learned to move with the market,� said O’Meara. “Be flexible and meet the needs of supply and demand. It’s also personal marketing, being creative and staying in touch with your clients — customer service.� “Keep on moving forward, I always say,� said Cohen. “Good things happen to people who do the right things. I have a lot of friends in this business and we’re all still working. We’re working harder for less, but we’re working. We’ve all seen the ups and downs. Hopefully we’re at the bottom and we’re on our way back up.� “Keep in touch with your peers,� added O’Meara. “We’re all in this together and we have to help each other get through this. I have seen more camaraderie among builders than I’ve seen in the past because we’re all in tough times. We can help each other. “

IT’S PERSONAL

Design inspired by you. Beauty

Quality

Function

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2011 Small Business of the Year Winner - Va Beach 4429 Shore Drive Virginia Beach, VA 23455

757-502-8625

Shore Drive Showroom hours Mon. - Fri. 9 a.m. - 5 p.m. Sat. 10 a.m. - 3 p.m. Evenings by appointment

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3134 E. Princess Anne Rd. Norfolk, VA 23504

757-625-8400 MAY/JUNE 2011

23

9LZLHYJO YL]LHSZ OV^ OVTL I\`LYZ THRL KLJPZPVUZ Understanding how potential home buyers make decisions can help you effectively communicate with them. A national study conducted by CNW Research in 2010 helps us gain better insight into the consumer decision-making process (start to finish). CNW Research is considered an industry leader in providing insights )` (KHT *VVR into how consumers make major purchasing decisions. While the average time it takes buyers to go through this process can vary from market to market and given different economic circumstances, CNW has found all buyers typically adhere to a seven-stage process.

A need or desire is born

It generally takes seven stages from when potential buyers start outlining parameters for their potential purchase to when they close on the actual purchase. It’s not unlike like a sculptor starting with a mound of clay. Buyers start creating wide ranges for needs and begin passively collecting information from multiple sources (three to four bedrooms, two to three bathrooms, etc.). In the first stage, they take personal stock in what their needs will look like months and years from now; much of which is done in context of their current living conditions. By the second stage, a clearer picture emerges. Instead of three to four bedrooms, it’s a solid four. Decisions and involvement start moving from passive to active. As stage three begins, their basic needs are clear and the focus shifts. A general sense of location has always played a role, but now they are focused on specific communities and neighborhoods. By stage four, the buyer directs attention toward the details (style, type and design). “Do we want a ranch or colonial, new or existing construction, modern or conventional?” It becomes clear that in stage five the buyer feels invested in the decision to buy and focuses his attention on price and payment. For the remaining stages, six and seven, price is clearly a dominant focus. Since location can often impact price, it regains consideration in stage six. Interest in features across the final two stages is likely attributed to the subtle difference buyers look to when choosing one home over another (e.g., garage size, pools, fences, security systems, fireplaces, etc.). Again, these features can have a direct impact on price.

Consider the sources

Buyers no longer use one source when making a decision. Instead, they seek advice from agents, friends, local newspapers (online and in print) and the Internet. At least 20 percent or more of potential buyers use these sources in concert with one another as well as others. 24

MAY/JUNE 2011

It’s important to note that at stage five the agent has established his dominance as a source at 70 percent usage. This is also where the Internet, in general, reaches its peak in usage. This points to the moment where buyers painted the clearest picture they could with the resources available and elect to have an agent help them the rest of the way. This is not to say buyers only rely on the agent the rest of the way. In fact, the numbers of different sources used increases the closer they get to the actual purchase. Local newspapers (online) continue to grow in utility through stage six (an additional trusted source buyers rely on for pricing and location decisions). Finally, local newspapers (print) rise in usage in the final stage. There’s still something to be said about consumers and the habit of relying on the permanence of “the printed word” as a trusted source. Key vehicles of communication for builders and Realtors are in their website, search engine optimization and marketing, social media applications and newspapers (print and online). A Realtor’s ability to demonstrate how his agents are best equipped to help buyers find the home they are looking across these different sources will help in attracting prospective buyers and maximizing its marketing investment.

Implications

Providing the information consumers need through the sources they use gives you a competitive edge in selling homes and attracting potential buyers, as evidenced in the CNW Research. Adam Cook is a senior research analyst with Pilot Media. His work has been recognized with eight national and two international research awards. He has also been published in Quirk’s Marketing Research Review. Cook can be reached at (757) 4462664 or adam.cook@pilotonline.com.

LȣɄɉ PǸȵȰ John Mack to head up academy

John Mack has joined Tidewater Builders Association as staff vice president of the Building Trades Academy. He brings several decades of leadership expeMack rience with Boys & Girls Clubs throughout the country and most recently served as Executive Director of Boys & Girls Clubs of South Hampton Roads. The BTA is a 501(c)3 program that provides education, training and employment services in the building trades to low-income residents of South Hampton Roads through partnerships with industry, government, and community organizations; to deliver vocational training through partnerships that enhance the community and promote affordable homeownership. Tony Davis will continue to serve the Building Trades Academy, where he is responsible for recruiting students and placing them in jobs when they have completed the program. If your company is interested evaluating BTA graduates for positions with your company, please contact him at tdavis@tbaonline.org. If you or your company is in a position to support the BTA, please contact Mack at (757) 420-2566 or jmack@tbaonline.org.

Zoby

Franklin

Fulbright

Bloom

MSA crew advances their certifications

MSA project surveyor Gregory Zoby and survey crew chief George Franklin recently earned their land surveyor licenses in Virginia. Soil scientist Jason Fulbright received his onsite sewage system operator license from the Virginia Department of Health. He is also an Authorized Onsite Soil Evaluator and is the vice president of professional advancement for the Virginia Environmental Health Association. Civil project engineer Crystal Bloom also earned her Virginia Professional Engineer (PE) license. MSA P.C. is a regional consulting firm headquartered in Virginia Beach that provides environmental consulting, planning, surveying, civil and environmental engineering, and landscape architecture for public and private projects. For more information, visit www.msaonline.com.

To submit items for Shop Talk, please e-mail The Tidewater Builder editor Sara Steil at ssteil@tbaonline.org or fax it to her at (757) 420-5539.

MAY/JUNE 2011

25

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Remembering Liz Past NAHB and past TBA President Frederick J. Napolitano Sr. shares a moment with late actress Elizabeth Taylor during the 1977 Neptune Festival. Napolitano was King Neptune, while Taylor and her then-husband former U.S. Sen. John Warner were also in the parade. Taylor passed away at age 79 on March 23. April Litton and Connie Edwards of Virginia Natural Gas serve up hot dogs, hamburgers, chips and drinks for the Homearama subcontractors at Eagle’s Nest. Working the grill are Buren Lowery and Tom Rumley.

TBA President Bill Halprin, CEO Channing Pfeiffer and “Thinking Out Loud” host Mark Cox get ready for their interview, which aired on Chesapeake TV25. The men discussed TBA’s Building Trades Academy and the Chesapeake students who have been through the program.

John G. “Chip” Dicks III of FutureLaw LLC, left, presented his annual Virginia Residential Landlord and Tenant Act/Fair Housing review on April 21, at the Norfolk Waterside Marriott. With Dicks are Sharon Hamilton Taylor, the dean of RAM school, and her husband John Taylor. 26

MAY/JUNE 2011

;OL =PYNPUPHU 7PSV[»Z Home editor Victoria Hecht chats with Matt DesRoches of Suntrust Mortgage following her town hall luncheon with TBA members in March. Waiting to speak with Hecht are Lana O’Meara of Designs of Distinctions and Victor Dzarnowski of Floorcrafters.

The companies listed here have joined TBA or renewed their membership in March 2011.

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27

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From the vendors to the builders, Homearama buyers take advantage of everything from deeply discounted items to free upgrades.

Test drive the market

For Ore, often times he’ll add items to the Homearama house as not only a perk for the buyer, but also as a way to see if the market will support it. “If I want to do something different, I might give it to them to try it in their house because I want to see what the response is before I put it in other houses,� he said. “It gives me an opportunity to get the feel for what consumers are looking at.� “As far as building a Homearama home,� Martz said, “it’s definitely a big benefit.� Even though it’s very time consuming, “you get so many different options. The vendors come out and give you great options and great pricing that you’re able to get a little bit more bang for your buck.�

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Builder David DeBord rests easy knowing he is protected by his BIIA policy.

“They tried to sue me.” With lawsuit behind him, builder “sleeps better” with TBA’s GL coverage. It began as a scenario all too familiar for many builders. The homeowners wanted the builder to be responsible for the warped hardwood floors and the mold on the floor of the laundry room months after closing, even though the problems were caused by the buyers. They even hired an attorney and filed a $1.5 million lawsuit. “I didn’t sleep much the night after I was served with the papers. I felt like my world was falling apart,” said DeBord. The next morning, after meeting with his GL insurance company, Building Industry Insurance Association, (BIIA) he felt “the weight of the world lifted off my shoulders.” BIIA provided him with legal representation and in the end, the BIIA team was able to resolve the case for both parties without going to court.

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