January Building Connections Magazine

T H E E - M AG A Z I N E O F T H E H B R A O F FA I R F I E L D CO U N TY - J A N UA RY 2 0 2 0

UPCOMING

FEATURES

MEMBER BENEFITS

OSHA10 February GMM Smart Build Certified

IBS 2020 Member Spotlights PWB Meeting

mynpp.com NAHB Benefits

Your Monthly Newsletter Building Connections is a monthly digital magazine produced and published by the Home Builders & Remodelers Association of Fairfield County. Inside you will find the latest association news, legislative updates, upcoming events, and featured articles about the industry.

Contact Us: hbra@buildfairfieldcounty.com www.buildfairfieldcounty.com @hbraffc (203) 335- 7008

On the Cover Karp Associates Arnold Karp & Robin Carroll www.karpassociatesinc.com

2020 VIP PARTNERS HOME BUILDERS AND REMODELERS ASSOCIATION OF FAIRFIELD COUNTY

2019 OFFICERS President Anthony DeRosa DeRosa Builders

Sr. Vice-President Kim DiMatteo DiMatteo Insurance

DIAMOND

Vice President John Hertz

Hertz Construction

Secretary Rob Michaud

The Michaud Group

Immediate Past President Chris Steiner Steiner, Inc.

TITANIUM

2019 DIRECTORS Propane Pete Battaglio Hocon Gas

Max Bender Bender Supply

Steve Berko

PLATINUM

Four Square Build & Design

Michael Church

William Pitt Sotheby’s

Ken DeLeo

Doherty & DeLeo

Brian Kurtz

Interstate Lumber

Steve LoParco

LoParco Associates, Inc.

Steven Roth

Elevator Service Company

Alex Shook

Pella Commercial

Michael Wood

GOLD

Wood Builders

LIFE DIRECTORS Joanne Carroll JMC Resources

Michael Palumbo ERI Building & Design

Jerry Effren The Greyrock Companies

Peter Gaboriault Bear Paw Builders

Gary Fanali City Carting

Terrence Beaty William Pitt Sotheby’s International Realty

Peter Fusaro Preferred Builders

MEDIA

Thank you to the following VIP Associate Members for their support in 2020. Due to their generosity the Association greatly benefits - from developing new events and educational opportunities for the membership, to keeping our lights on!

UP COMING EVENTS

1. 30 2.5 2.13

OSHA10

Committee Meetings

January 30 -31 Rings End Click Here To Register

Golf Committee February 6

February GMM

Program Committee February 11

February 5, 2020 JM Wright Technical High School Click Here To Register

Associates Council February 10

Membership Committee February 19 PWB February 20

Smart Build February 13, 2020 Woodway Country Club Click Here To Register

JANUARY 2020 | HBRA of Fairfield County 5

Because you need the solution before the problem.

Your business is one that deserves to be protected, and our job is to minimize risk.

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Tooher-Ferraris’ Home Builders Specialty Program has been supporting and protecting the reputations of builders and contractors for over 85 years.

From general contractor construction liability and workers compensation, to commercial automobile insurance, subcontractor risk transfer, and OSHA compliance assistance, our high-touch service is delivered with honesty, integrity, and dependability.

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HBRA OF FAIRFIELD COUNTY INVITES YOU TO: HBRA OF FAIRFIELD COUNTY INVITES YOU TO: HBRA OF FAIRFIELD COUNTY INVITES YOU TO:

GMMBreakfast Breakfast GMM GMM Breakfast

Join us for the February GeneralMembership Membership Meeting JoinJoin us us for the Meeting for theFebruary February General General Membership Meeting at J.M. Wright Technical High School in Stamford at at J.M. Wright HighSchool School Stamford J.M. WrightTechnical Technical High inin Stamford Find your newest employees and network with students looking for your newest employees and and network students looking for for FindFind your newest employees networkwith with students looking employment, apprenticeships, and internships in trades including employment, apprenticeships, and and internships in in trades including employment, internships trades including Carpentry, apprenticeships, Electrical, Facilities Management, Plumbing and Heating, Carpentry, Electrical, Facilities Management, Plumbing and Heating, Carpentry, Electrical, Facilities Management, Plumbing and Digital Media, and Information Systems Technology.

Heating, Digital Media, and Information Systems Technology.

Digital Media, and Information Systems Technology.

A delicious breakfast will A delicious breakfast will be prepared and served by the Abe prepared delicious breakfast and servedwill by the culinary program.

Students will be prepared and served by the culinary program.

Students will provide tours of the J.M. Wright provide tours of Students the J.M. Wright culinary program. will facility following the meeting. facility following provide tours of thethe J.M.meeting.

Wright

Thank you to our sponsors Thank you to our sponsors

Thank you to our sponsors

facility following the meeting.

Wednesday, February 5, 2020 Wednesday, February 5, 2020 J.M. Wright Technical High School J.M. Wright Technical High School 120 Bridge Street Wednesday, 5, 2020 120 BridgeFebruary Street Stamford CT 06905 J.M. Stamford Wright Technical CT 06905 High School 8:15AM - 9:45AM 120 8:15AM Bridge -Street 9:45AM

Visit www.buildfairfieldcounty.com or Visit www.buildfairfieldcounty.com or call 203-335-7008 to register call 203-335-7008 to register

REGISTER

Visit www.buildfairfieldcounty.com or

Members: $25 | General Admission: $35 Members: | General Admission: $35 call$25 203-335-7008 to register

Smart Build Certified- Helping You Build a Safer Home Build better and with less risk by joining Tooher-Ferraris Insurance Group and the HBRA for an Educational Seminar on Innovative Residential Smart Build Practices, featuring AIG Private Client Group’s Smart Build Program who have consulted on the building of the nation’s largest Custom Residences and Estates.

Presenters: Eric Ferraris, Chief Operating Officer, Tooher-Ferraris Insurance Group Stephen DelGuidice, AIG Risk Management Specialist, Eastern US Allison Zito, AIG Private Client Group, Sr. Business Development Manager Topics Include: Residential safety and security Construction risk mitigation Water, lightning and fire prevention Flood prevention and wind mitigation Collection management

February 13, 2020 Woodway Country Club 540 Hoyt Street Darien CT 06820 3:00 - 4:00PM 8 HBRA of Fairfield County | JANUARY 2020

Thank you to our sponsors

Visit www.buildfairfieldcounty.com or call 203-335-7008 to register

REGISTER

Members: $10 | General Admission: $20

ADVERTISEMENT

Contractors Are Using Tech to Make Work Easier While industries like newspapers, music, and retail were some of the first to go digital, small construction firms and contractors have been slow to adopt these technologies.

That is now changing.

More and more contractors are using mobile apps and other technology to make their jobs easier, their days shorter, and their businesses more profitable.

A leading type of construction management software is enabling even contractors with just a few employees or subcontractors to create bids, receive approvals, schedule work, communicate with clients and subcontractors, store photos and other documents, and create invoices (integrated with QuickBooks) all on a single app on their smartphone.

One of these apps is goTasker, the brainchild of general contractor Frank Festini, the owner of Southport Construction. “In my day-today work as a contractor I recognized that contractors need to make their work easier and more efficient,� said Festini.

In addition to the features described above, goTasker integrates communications with suppliers. Instead of having orders scattered across voice (phone), email, and text, suppliers can use goTasker to confirm the final order with the contractor before going ahead with filling it.

You can get more information on goTasker, and sign up for a free trial, at www.gotasker.com

Frank Festini Mark Bordonaro www.gotasker.com

JANUARY 2020 | HBRA of Fairfield County 9

HBRA EVENTS

International Builder Show 2020 It was a phenomenal start to the new year as the NAHB International Builders’ Show ® (IBS) kicked off a new decade with an exciting show.

Held at the Las Vegas Convention Center, this mega-industry event welcomed builders, remodelers, design professionals, architects and specialty contractors from around the globe. From innovative new products to incredible education sessions and fun networking events, this year’s show was full of amazement and value. Just take a look at these highlights!

• Opening Ceremonies keynote speaker Alex Rodriquez kicked off Design & Construction Week® (DCW).

• The show welcomed approximately 90,000 attendees as part of DCW. Of that total, about 65,000 were IBS registrants.

• The IBS exhibits spanned 600,000 net square feet, with more than 1,400 exhibitors.

• Over 350 entries in nine product categories were received for the 2020 Best of IBS Awards, culminating in the announcement of the Best in Show winner Enginuity Micro-CHP by Enginuity Power Systems.

• Thousands of home building professionals attended more than 150 education sessions in 7 tracks covering the entire industry.

Read More 10 HBRA of Fairfield County | JANUARY 2020

IBS 2020 DiMatteo Insurance Cocktail Party Members and guests joined DiMatteo Insurance for their annual cocktail party during IBS 2020.

The party was hosted along with Cyclone Home Systems and BENDER at Carmine’s Thank you to all who attended.

The Experience You Deserve For over 65 years, Northeast Building Supply as been dedicated to serving the needs of the professional building industry with a range of building materials, including lumber, windows, doors and millwork. Whether you’re creating a traditional home, or a modern master piece Northeast Building Supply can help you go from inspiration to actualization.

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HBRA EVENTS

Professional Women in Building Council The January PWB Meeting was the first meeting of 2020. Over 30 women were in attendance to visit the Iconic Modern Showroom and listen to a presentation Thank you to Iconic Modern Home for hosting the January PWB meeting in their beautiful showroom and to Angela Legg, our wonderful speaker, who presented on “How to Have Your Most Iconic Year 2020�

The next PWB meeting will take place on February 20 at Surface in Westport.

JANUARY 2020 | HBRA of Fairfield County 13

HBRA EVENTS

OSHA 10 The HBRA of Fairfield County hosts OSHA10 certification classes 2-3 times a year. OSHA10 is required every 5 years by state law and is appropriate for any trade or construction worker on job sites in Connecticut.

REGISTER

14 HBRA of Fairfield County | JANUARY 2020

MEMBER SP OTLIG HT

Where Construction And Technology Meet Frank Festini, the president of Southport Construction, knows too well the struggles of being a small contractor. He is aware of the overwhelming process of marketing, estimating, scheduling, billing, building client relations, and the effort it takes to remain competitive and, most of all, profitable.

When he developed goTasker, he was ultimately looking to create an indispensable tool to share among his fellow tradespeople that would help make small contractors more successful.

After studying architecture and civil engineering in college, he went to work on Wall Street. He transitioned into IT and then worked in software. Wanting to return to building and working with his hands, he began his construction company, Southport Construction, which specializes in custom home building and remodeling. Being an entrepreneur, he simultaneously launched Contractor’s Assistant, which provided contractors with bookkeeping and other office assistance.

For more than a decade during that time, he also owned a residential property management company, at which he interacted with many trades.

When he noticed some major inefficiencies within the construction industry, mainly how subs and contractors maintain communication and line up future work to keep them in business, he put his technology hat on. Along with years of first-hand experience within the industry, he began to create an app that would link those within the construction world and keep them up to date and relevant.

Frank realized small contractors were not currently served with professional software like that available in other industries. Rather than trying to make the work of contractors easier and more successful through services (like the bookkeeping company), he decided to build goTasker. The goTasker app is a multipurpose software usable on a smartphone or a desktop computer. Its many features include a scheduler/calendar, automated invoicing and quoting, photo and document uploading, and QuickBooks integration. And it continues to evolve based on the needs of its users.

“In addition to the software, I also wanted to create a community of contractors helping one another,” says Frank. So, events with contractors getting together is central to goTasker’s mission, too. “We all started out loving construction,” he adds, “But then the business gets in the way. Hopefully, with goTasker, we can make the business easier and bring back some of that joy.”

gotasker

®

Frank Festini Mark Bordonaro www.gotasker.com

JANUARY 2020 | HBRA of Fairfield County 15

H BRA MEMBER NEW S

Annual ARTS Awards Recipients Announced Congratulations to Chloe Winston Lighting Design for winning the ARTS Award in the East/Atlantic lighting showroom category.

Dallas Market Center and ART, the creative home furnishings network, have announced the recipients of the 31st Annual ARTS Awards.

Following a judging process guided by a panel of industry experts, category winners were announced at a black-tie gala on Friday, January 10 at the Hilton Anatole hotel co-hosted by Thom Filicia and Carson Kressley. In addition, the Academy of Achievement honor was awarded to Michael Amini, founder, chairman, and CEO of AICO (Amini Innovation Corporation).

“Congratulations to this year’s ARTS Awards recipients and to our special honorees,” said Cindy Morris president and CEO of Dallas Market Center said. “It was an amazing evening of celebrating entrepreneurs and artists, sales leaders and legendary figures.”

Read More

16 HBRA of Fairfield County | JANUARY 2020

H B RA MEMBER NEW S

Leigh Overland invites you to join him on a project to transform home building.

His plan involves a type of construction called Insulated Concrete Forms, or ICF, which is less expensive to build, saves energy, is stronger and more environmentally sound than traditional builds.

The construction timetable will be based on the model of ABC Television’s “Extreme Makeover: Home Edition.” He was the architect for the “Makeover” home in Bridgeport, which demonstrated a fast-paced, fun and successful method to connect with and educate the public.

Each member of the team that he plans to bring together will benefit from traditional public relations as well as innovative connections to the home-buying community and the construction industry. The project could benefit from our ongoing projects as well.

The first home he designed based on ICF construction took the shape of a Scottish castle.

Leigh quickly realized that ICF is better than a stick-built house in many ways. Along with cutting energy bills by up to 70%, the regulated and filtered indoor air flow make it healthier, and the concrete walls make it stronger and much quieter.

At the same time, the home takes any outdoor finish the owner chooses, and the interior welcomes any design.

Leigh is planning to begin construction on his own ICF house in Fairfield, beginning in February.

He hopes to find two to three partners in each trade and profession who will work on this “Makeover”-like project at no charge for your time, and zero markup for materials.

Benefits Include: •

Part of the referral team for our future projects

•

Inclusion in all publicity, which will be aimed at regional and perhaps national print, TV, radio and podcasting outlets.

•

The ability to produce specific press releases and other publicity for each vendor’s role in the project.

•

Ground-breaking and ribbon-cutting ceremonies for the overall project and for sub projects, such as interior design, landscaping, HVAC, closets, flooring, lighting, etc., with tours to show your work.

•

Promotion to popular media as well as professional magazines and websites.

•

Inclusion in videography as the home goes up.

•

This project will offer a multilayered, sensory experience for everyone we invite to the building site. Every sense will be engaged, and it will enhance the experience of architecture that most buildings don’t have. We will demonstrate that -- thanks to its progressive preservation approach -- this home will transform the way we build and interact with the environment.

NEW MEMBERS

Elite Construction Solutions Peter Turtillien

Having over 20 years of experience in the service industry, 17 of which have been in residential roofing, siding and remodeling, I strongly believe that every customer is important, every need is unique, and that my job is to listen to the customer and provide solutions to far exceed their expectations. I believe in always having my customers’ best interest at heart – this means providing responsible guidance and completing every project, on budget, on time, as if they are my own home. I invite you to contact us and discuss what we can do for you. READ MORE.

Liz Pensiero Staging and Designs Liz Pensiero

Joining forces with local real estate agents who took notice of her unique design style, Liz has been staging and designing spaces for all budgets ranging from empty, bank owned properties to mid century modern condos and historical carriage homes. Each project requires different attentions depending upon the nature of the property and needs of the homeowner and/or real estate agent. Her unique design belief is simple: Home should be comfortable & inviting. Informal and relaxed. For this reason, most of our projects are designed with the prospective buyer in mind.. READ MORE

Mohawk Kitchens Inc. Neal Laughlin

Incorporated in 1979, Mohawk Kitchens Inc. has been serving the Stamford, New Canaan, Darien, Greenwich, Norwalk, and Westport, CT areas for more than 40 years.

Originally as a part of Mohawk Service, we started by selling tires and appliances, but have seen many changes since those early years. Today, Mohawk provides the highest quality custom, semi-custom and stock cabinetry for your home. We have the passion and expertise to design any area of the home or office, and even offer a full countertop fabrication shop onsite for all of your Corian® and laminate needs. READ MORE

Orange Cleaning Services.

Greg Oliver

At Orange Cleaning Services, we pride ourselves on providing a complete range of cleaning and maintenance services for both commercial and residential properties. Our dedicated staff is trained to accommodate every customer and their individual needs. We take each account’s requests seriously and complete the cleaning work that exceeds our customer’s expectations. We want to earn your business by providing you with excellent professionalism, which is why we offer services 24/7. Rely on us for your post construction cleanup jobs in the New Haven, Greenwich & Stamford, CT areas. READ MORE

18 HBRA of Fairfield County | JANUARY 2020

Michael Stadler Construction Michael Stadler

We are committed to making every project as seamless, and hassle-free, as possible for all of our clients. With 15 years of experience in both residential and commercial projects, coordination between specific trades (electric, plumbing, etc.) on projects will be handled by Michael Stadler Construction, with all employees and subcontractors hired by our company being fully insured. References for previous jobs are readily available to all inquiring clients. READ MORE

Wheelhouse Customs, LLC Gary Zarra

Wheelhouse Properties is a family-owned and operated business founded by Greenwich local Courtney Montgomery. Looking for a strong executioner, Courtney didn’t have to look further than her sister Meredith Voges-Miller with whom Courtney had a successful decade plus partnership in the television industry. After successfully flipping their first several houses, Wheelhouse quickly expanded. Second generation General Contractor, Gary Zarra, born and raised in Greenwich, now serves as the Head of Construction for all of Wheelhouse Properties. READ MORE

Studio KC

Katie Canfield

Katie Canfield is the founder and principal designer at Studio KC. Studio KC got its humble start in 2015 when Katie was just 23 years old. While she was freelancing with other interior designers in the NY and CT area she also became a go-to designer for local contractors and trades that needed a designer’s help for their clients whether it be for custom cabinetry drawings or plans for a gut renovation on an entire home. READ MORE

Weglarz Construction Inc. Greg Weglarz

For over 17 years, Weglarz Construction Inc. has masterfully created stunning custom cabinetry, trim, woodwork and renovated many fine homes in Greenwich and other towns in Fairfield County, Connecticut. READ MORE

Welcome New Affiliates Northeast Building Supply Cara Zaremba

County TV

Sean Rosen

DiMatteo Insurance Maria Rodrigues Morgan Spencer

JANUARY 2020 | HBRA of Fairfield County 19

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NAHB NEW S

Demand for Apartments Will Fuel the Multifamily Sector in 2020 Apartment production has returned to pre-recession levels and vacancies are low, but more new apartment homes are needed, according to experts participating in a press conference today during the NAHB International Builders’ Show in Las Vegas.

Young people are eager to move out of their parents’ homes, and growing families want to move into a larger home or apartment.

“Research shows that 22 percent of young adults — ages 25 to 34 — still live with their parents, a trend that will continue to create a drag on household formation in 2020-2025,” according to NAHB economist Danushka Nanayakkara-Skillington, AVP, Forecasting and Analysis. “That group’s challenges in looking for an apartment can be attributed to student debt, rising rents or even competition with seniors who opt to downsize to a smaller home or apartment.”

Multifamily housing starts leveled off in 2018 in response to higher building materials costs, the need to pay higher wages to attract and keep skilled workers, as well as regulatory costs that make up a third of total multifamily building costs. Rents rose along with costs, resulting in more luxury communities and fewer affordable apartments.

Read More

In a Big Splash for Housing, EPA Chief Announces New Water Rule at IBS Environmental Protection Agency (EPA) Administrator Andrew Wheeler today announced a final, new “waters of the United States” (WOTUS) regulation at the International Builders’ Show in Las Vegas that resolves years of uncertainty over where federal jurisdiction begins and ends.

“The Navigable Waters Protection Rule is a big win for states, municipalities, builders and developers, landowners and the American public,” Wheeler said in remarks to the NAHB Leadership Council. “It will make it easier to understand where the Clean Water Act applies and, as importantly, where it does not.”

The EPA chief also noted the new water rule is good for the economy and the environment.new water rule is good for the economy and the environment.

Read More

HUD Secretary Cites Work to Ease Affordability Woes U.S. Department of Housing and Urban Development (HUD) Secretary Ben Carson said today he is committed to working with NAHB and other stakeholders to seek solutions to the nation’s housing affordability crisis.

Speaking at the NAHB Leadership Council meeting in Las Vegas in conjunction with the International Builders’ Show, Carson said: “Addressing our country’s affordable housing challenges will take innovation not just in physical construction and development, but also innovation in developing housing choice. For example, municipalities may help alleviate barriers to renting apartments by providing renters with financing alternatives beyond a traditional lump-sum cash security deposit.”

President Trump last year signed an executive order establishing the White House Council on Eliminating Regulatory Barriers to Affordable Housing. “This council, which I have the privilege to chair, is working with local leaders and citizens to identify and remove regulatory burdens that block affordable housing development,” Carson said.

To assist the council’s work, HUD is soliciting input on perceived barriers that limit development.

“We encourage NAHB members to take advantage of this open window to provide your insights and ideas,” Carson said.

Read More

JANUARY 2020 | HBRA of Fairfield County 21

Connecticut Home Builders & Remodelers Program

AN INSURANCE PROGRAM CUSTOM DESIGNED FOR YOUR BUSINESS Acadia Insurance is proud to be the endorsed property and casualty insurance carrier for the Home Builders and Remodelers Association of Connecticut. As a leading provider of insurance for contractors throughout New England, Acadia Insurance understands the insurance and service needs of contractors from small to large.

With a local office in Rocky Hill, Acadia Insurance has professionals that handle underwriting, claim, loss control and premium audit for its Connecticut customers. Acadia is working with a select number of its Independent Agents in offering this program to Connecticut’s Home Builders and Remodelers.

The Right Policy for Your Business Acadia Insurance offers qualifying contractors a full array of necessary coverages including property, general liability, workers’ compensation, business automobile and umbrella. In addition, we can provide builders’ risk coverage, installation floater and equipment coverage.

✓ We have designed special coverage options just for home builders: Liability Coverage Enhancements:

Property Coverage Enhancements:

• Waiver of subrogation clause

• Coverage for newly acquired property

• Limited pollution coverage

• Coverage for property while in-transit

• Extended property damage coverage

• Debris removal coverage

✓ Acadia Insurance can craft the coverage you need to operate your business.

For a full listing of coverages and how they apply to an individual home builder, please see an Acadia Insurance agent who is equipped to analyze your current insurance program and provide you with recommendations.

22 HBRA of Fairfield County | JANUARY 2020

NAHB NEW S

2019 New Home Sales Up 10% Over Previous Year

NAHB Identifies Top Features and Design Trends for 2020

Sales of newly built, single-family homes declined 0.4% to a seasonally adjusted annual rate of 694,000 units in December, coming off a downward revision in November, according to newly released data by the U.S. Department of Housing and Urban Development and the U.S. Census Bureau. The monthly number is 23% higher than the December 2018 pace. An estimated 681,000 new homes were sold in 2019, 10.3% higher than in 2018.

“High levels of home builder confidence, coupled with an insufficient existing housing supply to meet current demand, suggest growth ahead for new home sales this year,” said NAHB Chairman Dean Mon. “Despite the slow start for housing in 2019, lower mortgage interest rates accelerated new home sales during the second half of the year, marking it as the best year for new home sales since the recession,” said NAHB Chief Economist Robert Dietz.

emissivity (low-e) windows and laundry rooms are the most likely features in typical new homes in 2020, based on a survey of single-family home builders.

Energy-efficient features such as efficient lighting, programmable thermostats and ENERGY STAR appliances will also be likely, as will open design concepts such as great rooms and nine-plus-foot ceilings on the first floor.

Read More

Read More

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“As a builder, I look for a partner that makes my life easier.

“Bender offers amazing service, so many product choices, and design input while taking care of everything K.C. Horton from estimates to scheduling.”

Horton Group No wonder the best builders and remodelers come to Bender to create their next masterpiece.

bendershowrooms.com | 203.495.5183 decorative plumbing | kitchen & bath cabinetry | lighting | tile & stone Bridgeport | Hartford | New Haven | Norwalk | Waterbury © 2020 Bender Plumbing

JANUARY 2020 | HBRA of Fairfield County 23

NAHB NEW S

$1,000 Makes a Big Difference in Housing Affordability A small uptick in home prices or mortgage rates can have a big impact on housing affordability.

The latest study from NAHB determined that for every $1,000 increase in the cost of today’s median U.S. home price, 158,857 American households are “priced out” and would no longer be able to afford it.

In other words, based on their incomes, 158,857 households would be able to qualify for a mortgage to purchase the home before the price increase, but not afterward.

Those numbers are even more staggering when looking at potential interest rate increases. It takes only a quarter-point rise in the rate for a 30-year fixed-rate mortgage to price approximately 1.3 million households out of that segment of the market and force them to set their sights lower than a median-priced home –- or delay their home purchase altogether.

Read More

NAHB Announces Best of IBS Winners at 2020 IBS NAHB named the winning products in its eighth annual Best of IBS™ Awards during the NAHB International Builders’ Show® (IBS) in Las Vegas. The awards were presented during a ceremony on the final day of the show.

This year’s Best of IBS Awards received more than 350 entries.

Decided by a panel of 28 independent judges made up of attending reporters and building professionals, the awards were given in nine categories, plus an overall Best in Show award.

Read More

24 HBRA of Fairfield County | JANUARY 2020

MI LLENNIAL INSIG HTS

Millennials Will Dominate the Mortgage Market in 2020

HBI and Home Depot Foundation to Grant Up to Half a Million Dollars for Youth Trade Training The Home Builders Institute (HBI) this week announced The Home Depot Foundation will commit up to $500,000 to fund student training in home construction careers in high schools across the country.

Additionally, the National Housing Endowment (NHE), the philanthropic arm of NAHB, has pledged $200,000 in support of the effort. This combined $700,000 will provide training to thousands of students for construction trades skills.

The funds will allow HBI to provide a hands-on curriculum for high school students nationwide, along with instructor training and materials. Upon completion, students will earn a pre-apprenticeship certification endorsed by NAHB and recognized by the U.S. Department of Labor. The programs will be available at no additional cost to students and their families.

Read More

Kim DiMatteo CIC, CWCA Dana L Drugo 203.924.5434 203.924.5429

Markets in the South and West will experience the highest housing activity in 2020, as more millennials move out of big cities in search of more affordable markets, according to experts who shared some of the latest industry trends during last week’s International Builders’ Show in Las Vegas.

“Millennials will dominate housing in 2020 and account for 50% of mortgage originations,” said George Ratiu...

Read More

Morgan Spencer Rebecca St. Germain 203.924.5404 203.924.5427

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JANUARY 2020 | HBRA of Fairfield County 25

NAHB NEW S

Residential Remodeling Spending Continues to Slowly Grow Spending on residential improvements will continue to grow over the next two years at a gradual pace, according to experts at a press conference hosted by NAHB Remodelers at the NAHB International Builders’ Show (IBS) in Las Vegas. Professional remodelers from across the country agreed with the forecast, citing increased consumer confidence and demand.

Single-Family Starts Will Gain Ground in 2020

NAHB predicts that remodeling spending for owner-occupied singlefamily homes will decrease 0.6 percent in 2020 and increase 1.2 percent in 2020.

Single-family starts should continue on a gradual, upward trajectory in 2020, fueled by solid job growth and low mortgage rates that will keep demand firm, according to economists speaking at the International Builders’ Show in Las Vegas today.

“Remodeler certainty continues to remain at a high level, as remodeling spending reached $158 billion in 2019,” said 2019 NAHB Remodelers Chair Tim Ellis, CAPS, CGP, CGR, GMR, Master CGP, a remodeler from Bel Air, Md. “Although there is steady consumer demand in all areas of the country, the biggest challenge continues to be the cost of and lack of skilled labor to meet the interest.”

“Low resale inventory, favorable mortgage rates, historically low unemployment and accelerating wage growth are driving builder sentiment and point to singlefamily production gains in 2020...”

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26 HBRA of Fairfield County | JANUARY 2020

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ADVICE COLUMNS

DEAR SALES COACH Dear Sales Coach, We had quite a few contracts in our pipeline last year that our sales team expected to close by the end of the year. Not only did they not close, but it became difficult to get the buyers to answer our calls or return emails.

How can we get our sales team to create a sense of urgency without seeming pushy?

Jennifer A. Dear Jennifer, Oh boy. We have all been there. So confidant that the business would close, that we mentally cashed the commission check.

The traditional way would be to offer a discount but we don’t recommend that. It degrades the value of your product or service but also the perception of you and your company. They will appreciate the discount but the overall value has diminished. More importantly, you set the precedence that this is the way you do business.

So to create a sense of urgency, start early in the process by discovering pain. Explore with them what is going on, why it is going on and how it impacts them personally.

The other aspect is that you can’t care. If you need the deal more than they need you, then you have a problem. ~Ed

Ed Schultek

Ed began Sandler/PEAK with focus on medium and small size firms to Corporate organizations who must lift their Management and Sales competency to Win, improve their ability to lead others to change their future, and position themselves as the Trusted Advisor to their Clients above all others.

Have a sales question? Email Ed at ed.schultek@sandler.com or visit, www.peak.sandler.com.

Have a sales question? JANUARY Email Ed at2020 ed.schultek@sandler.com. | HBRA of Fairfield County 27

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