You’re a builder. So what do you do? You build! And that’s probably where you concentrate most of your energy and attention. After all, it’s your skill and knowledge as a builder that make you valuable to your clients, right?
But wait — exactly who are your clients and what do they want?
BUILDER recently talked about this, asking if builders are really doing things in the right order. At the Hanley Wood Remodeling Leadership Summit, Michelle M. Mace of M3B Inc. and Teri Slavik-Tsuyuki of Newland Communities shared their thoughts on the subject, and BUILDER recapped their ideas. Some things we thought were particularly interesting:
- It’s not about what; it’s about who. Are you building great houses that no one is buying? Maybe it’s best to figure out who the occupants of those houses would be before you even swing a hammer.
- Time to put on your sales hat! How will what you build actually sell in a housing development? Think like a salesperson!
- According to Slavik-Tsuyuki, “30 percent of Newland’s buyer interest group is younger than 35, and 40 percent is 55 and older. So if all a builder is doing is creating homes for nuclear families with kids, it is missing a lot of the market.” This goes back to who your customers are. Maybe their kids are out of the house and they want something smaller and more manageable. Or if they don’t have children, they might not care about a big playroom.
Do you know exactly who your customers are? Could you give an answer about what they want if someone asked you?