Granite State Builder Winter 2020

Granite State

HomeBuilders A S S O C I A T I O N

Official Magazine of The New Hampshire Home Builders Association

winter 2020

Professionals committed to Excellence

In This Issue

VOLUME 11 • NUMBER 1

Official Magazine of The New Hampshire Home Builders Association

The Best of the Best in NH

PAGE 6

Granite State

Many of the state’s best home builders and remodelers were recognized recently at the annual New Hampshire Home Builders Association Cornerstone Awards

119 Airport Road • Concord, NH 03301 Phone: (603) 228-0351 Fax: (603) 228-1877 NHHBA.com • info@nhhba.com

HomeBuilders A S S O C I A T I O N

nhhba Officers president

Joe Harnois VICE PRESIDENT/TREASURER

Christine Lamontagne

renovate to sell

vice president of associates

Trudy Sutherland immediate past president

Lynette Rogers NAHB National Builder Director

Help your clients maximize return with these projects

Joe Harnois NAHB State Representative

Kurt Clason Associate National Director to NAHB

Will Infantine

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Past President Council

Sandy Lamontagne EXECUTIVE DIRECTOR

Sharon Wayman

opportunity knocks Mike Rowe offers advice on working in the construction trades and workforce development

EDITORia l Board

Sharron McCarthy Sharon Wayman Paul Morin, CGB Bill Burke contributors

Brion O’Connor Paul Morin

PAGE 12 2 President’s Letter A Message from Joe Harnois

4 Cover Story Putting Your Best Foot Forward at the NH State Home Show 10 Parade of homes Lakes Region Builders Winners Announced During Annual Event

14 senior moves 55+ Housing Market Ticks Back Up to Record High

16 gsb buzz Out and About With Our Members

18 from the homefront National News from NAHB

20 the finish nail What I’ve Learned at Morin University (and Haven’t Always Applied)

find professionals quickly! Scan the QR Code to take the NHHBA Member Directory with you. Add the page to your home screen or visit: http://appk.me/NHHBA

Become a Member Annual NHHBA membership includes a one-year subscription to Granite State Builder. Non-members may request a subscription for an annual fee of $27.80. Contact us for more information (603) 228-0351 • info@nhhba.com • nhhba.com NHHBA.com

PRESIDENT/PUBLISHER

Sharron R. McCarthy Art Director

John R. Goodwin Managing editor

Bill Burke Production Superviso r

Jodie Hall

Granite State Builder is published four times a year by McLean Communications, Inc. and is distributed to NHHBA members. All rights reserved. Reproduction in whole or in part without the publisher’s written permission is prohibited. Statements and opinions expressed in this magazine do not necessarily reflect or represent those of this publication or its officers. While every effort has been made to ensure the accuracy of the information contained in this publication, McLean Communications, Inc. and Granite State Builder disclaims all responsibility for omissions and errors. Annual NHHBA membership includes a one-year subscription to Granite State Builder. Non-members may request a subscription for an annual fee of $27.80.

president’s letter / Joe Harnois

Dear NHHBA Members

s 2019 draws to a close, I would like to look back on events that have taken place throughout the year.

The 52nd Annual New Hampshire State Home Show, held March 8-10, 2019, was a tremendous success with more than 7,000 people in attendance. We continue to be the largest show north of Boston with 300 exhibitors, seminars and demonstrations. New in 2019 was a 20-foot by 40-foot Smart Home display, and an Ugly Door Contest. The annual Junior Lego Build competition continues to be a popular event for kids 5-10. Mark your calendar for the upcoming 53rd Annual New Hampshire State Home Show, March 6-8, 2020. If you would like to exhibit or be a sponsor of the show, contact Sharon Wayman at (603) 228-0351 or email swayman@nhhba.com. In July 2019, Governor Chris Sununu signed into law the adoption of the 2015 International Residential Codes (IRC) which took effect September 15, 2019. To assist members in this transition, we have a three-ringed binder copy of the codes in the Housing Center Office in Concord for reference. The Association was again a proud sponsor of the 11th Annual New Hampshire Construction Career Days (NH-CCD) held September 26th and 27th at the Hillsborough County Youth Fairgrounds in New Boston. This event engages and raises students’ awareness of career opportunities in the construction and transportation industries. This year’s event set an all-time student attendance record with 1,553 middle and high school students from 58 different programs throughout the state. Since its inauguration in 2009, NH-CCD has collectively put well over 10,000 students through the program. As part of the Association’s display, we rented a Hi-Striker for the students to flex their muscles and attempt to ring the bell. It was quite enjoyable and entertaining to watch the determination and excitement of the students as they picked up the mallet. Our Annual Membership Appreciation BBQ in September was a celebration of our members. This event is held to thank our members, reconnect and meet new members. We transitioned over to a new membership payment system, Billhighway/Dues Hub. Members will receive email notifications directly from Billhighway 60-days prior to their expiration date. Members can now pay their dues online and setup autopay with the option of monthly, quarterly, or annual payments. If you have any questions about Billhighway, contact Peggy Danis at (603) 228-0351 or email pdanis@nhhba.com. As we move forward into 2020, I look forward to working on existing programs and developing new ones to benefit and grow the Association and its members.

Joe Harnois 2019 NHHBA President

HomeBuilders A S S O C I A T I O N

granite state builder magazine

winter 2020

cover story / Brion O’Connor

here's an old adage in business circles: “You've got to spend money to make money.” Case in point, the annual three-day New Hampshire State Home Show, produced by the New Hampshire Home Builders Association. Much like advertising, the show isn't free to participants. But its return on investment can be enormous, especially when you realize the show brings in an audience north of 8,000 people, and features more than 300 vendors and exhibitors representing almost every aspect of the industry. This remarkably diverse group of exhibitors includes builders, remodelers, building material suppliers, furnishing suppliers, home inspection services, remediation companies, nonprofits, real estate agents, insurance companies and landscaping businesses. “The Home Show is both about having a presence and about networking,” says Cynthia Theriault, principal designer at Balanced Interiors, which provides health-enhancing interior design services to homeowners looking to mirror a healthy lifestyle. “For the builders — talk to people. See what their needs are and determine how you can help them achieve their goals. Talk to the other vendors too, and see how your services complement each other. “Homeowners should get a map of the vendors ahead of time and chart their 4

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who want to see what the competition (or potential business partners) are offering. But that's just scratching the surface. For NHHBA members, there are myriad reasons to attend the Home Show, from learning new insights about the industry to developing, or possibly reassessing and refining, their own business plan. From a marketing perspective, the Home Show is a potential bonanza. Here are some major reasons why:

Create an Impression

course before you get there,” says Theriault. “You likely won't be interested in seeing everything, and you can always circle back if there's time at the end of the day to go to booths that are further down your priority list.” That advice also works for exhibitors

If done correctly, taking an active role in the Home Show will help create a positive impression — and a lasting impression — of your business. After all, the primary purpose of these events is to provide a variety of targeted opportunities for attendees and business representatives to interact. A well-designed display will draw the attention of both attendees and other businesses. Small things, like wearing company attire, can bolster a professional reputation that can separate you from the competition. No matter how small your business, be sure you have other employees on hand to make sure your booth is always represented. Offer a “well-rounded” booth experience by adding promotional items, or maybe a contest with giveaways and sales specials. That can establish a rapport with a prospective customer that lasts for months. For example, encourage winter 2020

attendees to enter a drawing by submitting a business card or completing a social media survey. These types of promotions serve two purposes — increasing the level of connection as well as collecting contact information of potential clients.

Face-to-Face Interaction Is there any single factor that influences a home project decision more than a faceto-face discussion? Home shows provide numerous chances to engage with current customers, potential new customers and other businesses that you may be able to work with in the future. It really doesn’t matter whether you're marketing a service, or selling your own product. An in-person presentation and brief, informative conversation can help close the deal more quickly than an email exchange highlighting your latest sales promotion. Plus, by attending the Home Show and meeting new customers, you can get on their radar. Then, when you reach out to them, you’re no longer seen as “spam” in future email correspondence. You’re someone to watch and interact with. This is why the weeks before the show are almost as important as the show itself. Take the time to formulate a comprehensive pre-show plan that includes you and your employees. “It’s important for a vendor to get the word out to clients, customers, suppliers and other contacts through social media, direct mail and word-of-mouth that their company will be displaying in the Home Show,” says NHHBA Executive Director Sharon Wayman. If you’ve got a salesman who excels at building relationships, that person needs to be a part of your team at the show. The cost of bringing them to the show could be reimbursed within hours. “Don’t send new staff to man your booth, since they may not have all the answers about your products or services,” Wayman says. “When talking with consumers, be prepared to offer specific solutions to their questions. Make sure you have plenty of promotional literature on hand.” Conversely, if you’re in a bind regarding personnel, don’t be afraid to get creative. According to the website Trade Show Advisor (trade-show-advisor.com): “If necessary, get your spouse or a good friend to come with you and give them a crash course on how to handle your trade NHHBA.com

show booth while you check out the other vendors — and only do so when it is slow so you don’t miss important business opportunities.”

Generate Leads When it comes to the benefits of the Home Show, this one ranks right at the top. The New Hampshire State Home Show is the largest of its kind north of Boston, and is strategically timed in early spring to showcase the products and services of vendors for potential customers “when they're getting ready to start a project,” says NHHBA President Joe Harnois, founder of Harber Construction in Epsom and co-founder and president of Atlantic Builders Supply New England in Greenland. Each attendee of a trade show is a potential lead waiting to be cultivated. The Home Show offers tangible ways to get fresh leads in your sales pipeline. How many other marketing strategies can say the same thing? According to a 2016 survey by global data platform Statista, 74% of the respondents said they were more likely to purchase products promoted at a branded event like the Home Show. Also, embrace new technology, such as having QR codes (Quick Response codes) linked to your social media sites or lead generation pages. Ask for contact information during presentations, and collect as many business cards as you can. Let potential clients know that you’ll contact them, and be sure to follow up with the most-promising candidates soon afterwards, while the event is still fresh in their mind.

Direct Sales Opportunities The Home Show, like most conventions and trade shows, focuses on a specific market or niche. By exhibiting at an event as popular as the Home Show, the odds are excellent that your business will be exposed to an audience that is likely to have an interest in your product or services. And those audience members, since they're attending the show, are typically ready to buy. With that in mind, always have something to sell at the Home Show. It doesn’t matter if you only bring your latest products, or have a variety of products to choose from. The opportunity to generate sales shouldn't be sacrificed because you didn’t have something for customers to buy. Don’t miss out on that opportunity.

Cost-Effective Networking The costs of designing a booth, renting space on the Home Show floor, traveling to and from the show, and paying for lodging and meals all adds up. That can seem like a steep price to pay for a single marketing event. But if you've planned wisely, and done you pre-show marketing, the potential that the Home Show offers NH State Home Show your business nhstatehomeshow.net can far exceed March 6-8, 2020 that investment. DoubleTree by Hilton Though you Manchester Downtown might have a 700 Elm St., Manchester larger initial investment to showcase your business at the Home Show compared to other advertising or networking methods, the cost to convert a prospect into a sale is often much lower than those other alternatives. With proper research and planning, home shows are one of the most cost-effective sources of leads and sales available.

Level the Playing Field The Home Show offers the same benefits to businesses regardless of size, since the cost barrier to get involved is relatively low. From locally owned small businesses to multi-national corporations, everyone has access to the same attendees at the Home Show. It's as simple as paying for your exhibit space, designing your display booth, promoting your business leading up to the event, and interacting with the audience and other business representatives during the show. The bottom line is that even a relatively unknown business can generate impressive numbers of sales and leads through the Home Show, if promoted properly. By combining exposure to a large number of potential leads with the ability to interact personally, the Home Show provides potential for both business representatives and attendees. Though virtual events and other technologies are becoming more and more popular, few marketing methods can compete with the one-to-one experience of the Home Show. Freelance writer Brion O’Connor is a product of New Hampshire schools — Manchester Central High School and the University of New Hampshire. He currently resides with his wife and two daughters on Boston’s North Shore. granite state builder magazine

Cornerstone awards Recognizing SOUTHERNExcellence In The Building Industry

The Best of the Best in NH 2019 Cornerstone Awards Recognize Excellence in Building Industry

any of the state’s best home builders and remodelers were recognized recently at the annual New Hampshire Home Builders Association Cornerstone Awards.

Contractors, managers, builders and NHHBA members gathered at the Manchester Country Club, in Bedford, for an evening of networking, dining and awards. Dozens of industry professionals were feted at the event, in categories ranging from excellence in Marketing to Green Building. The Cornerstone Awards recognize NHHBA members who exhibit excellence in the building industry throughout the year. This year’s People’s Choice Award went to G.M. Roth Design Remodeling, Inc., for its “Bedford Home Goes from Dark and Cold to Warm and Welcoming.”

G.M. Roth Design Remodeling, Inc., also took the gold award for the Bath Remodel, $25,000-$50,000; Bath Remodel, $50,000-$75,000; the silver and bronze award for Kitchen Remodel, $50,000-$75,000; the gold, silver and bronze awards for Kitchen Remodel, $75,000-$125,000; and the bronze awards for Residential Remodel, $100,000-$300,000 and Residential Remodel, $300,000-$500,000. This year’s Cornerstone Committee included Sandy LaMontagne, Lynette Rogers, Jessica Schooley, Trudy Sutherland and Sharon Wayman. Members are reminded to start planning to enter their projects and programs into the 2020 awards program at nhcornerstoneawards.com.

People's CHoice award 2019

project:

Bedford Home Goes from Dark and Cold to Warm and Welcoming G.M. Roth Design Remodeling, Inc.

LANDs c a p e des i g n

B at h R em o del $75,000 — $125,000

project:

project: Metro Master Bath Renovation Gold: Sandra Curtis Design, Inc.

Winnisquam Water Feature Retreat Gold: Belknap Landscape Co.

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K i tchen Rem odel $25, 000 — $50, 00 0

b es t n et work i n g ev en t

project: Farmhouse Chic Gold: BathHouse Remodeling, LLC

project: Mt. Sunapee Duck Drop Gold: Northcape Design Build

Co m mercial ove r $500, 000

R es i den t i a l R em odel Ov er $500,000

project: Portsmouth Foundry Garage Gold: DeStefano Maugel Architects

project: Summer Ferncrest Gold: Northcape Design Build

This year’s NHHBA Cornerstone Awards winners: R e mo d elin g Bath Remodel, $25,000-$50,000 Gold: G.M. Roth Design Remodeling, Inc. Silver: BathHouse Remodeling, LLC Bronze: Sandra Curtis Design, LLC Bath Remodel, $50,000-$75,000 Gold: G.M. Roth Design Remodeling, Inc. Silver: BathHouse Remodeling, LLC Bath Remodel, $75,000-$125,000 Gold: Sandra Curtis Design, LLC Silver: Crossroads Contracting Kitchen Remodel, $25,000-$50,000 Gold: BathHouse Remodeling, LLC Silver: Norfolk Kitchen & Bath Kitchen Remodel, $50,000-$75,000 Gold: Crossroads Contracting Silver: G.M. Roth Design Remodeling, Inc. Bronze: G.M. Roth Design Remodeling, Inc.

Kitchen Remodel, $75,000-$125,000 Gold: G.M. Roth Design Remodeling, Inc. Silver: G.M. Roth Design Remodeling, Inc. Bronze: G.M. Roth Design Remodeling, Inc.

N e w Co n s t r u c t i o n

Design

Commercial Over $500,000 Gold: DeStefano Maugel Architects Silver: DeStefano Maugel Architects

Landscape Design Gold: Belknap Landscape Co. Silver: P&L Landscaping

Residential Remodel, $100,000-$300,000 Gold: Crossroads Contracting Silver: ALC Design Bronze: G.M. Roth Design Remodeling, Inc.

Single Family Detached, $500,000-$750,000 Gold: LaMontagne Builders, Inc.

M ar k e t i n g

Residential Remodel, $300,000-$500,000 Gold: Sandra Curtis Design, LLC Silver: Crossroads Contracting Bronze: G.M. Roth Design Remodeling, Inc. Residential Remodel Over $500,000 Gold: Northcape Design Build Silver: Cedar Mill Group Bronze: Crossroads Contracting

Single Family Detached, Over $1,000,000 Gold: Old Hampshire Designs, Inc. Silver: Meredith Bay Bronze: Northcape Design Build

Best Interior Merchandising of a Model Gold: LaMontagne Builders, Inc. Silver: LaMontagne Builders, Inc. Best Networking Event Gold: Northcape Design Build

Single Family Detached, Under $500,000 Gold: LaMontagne Builders, Inc.

Best Showroom/Sales Center Gold: LaMontagne Builders, Inc.

S p e c i alt y

Best Video (Broadcast TV or Youtube) — Local/Regional Gold: Meredith Bay

Landcape Construction, Residential Gold: Belknap Landscape Co. Silver: P&L Landscaping Stonework/Masonry Gold: Belknap Landscape Co.

Most Creative Website Gold: Meredith Bay

Outdoor Living Space Gold: Belknap Landscape Co. NHHBA.com

granite state builder magazine

special report / Brion O’Connor

Renovate to Sell

Help Your Clients Maximize Return With These Projects

ur home is often the most valuable possession we have. So it stands to reason that when we plan to sell a house, we want to maximize value. However, depending on the age and condition of that house, combined with the confines of the family budget, you may need to make some hard decisions about which upgrades you want to give top priority. In the same vein, remodelers and renovators, especially those who aim to cultivate and maintain good customer relationships, will want to make recommendations that give those clients the “biggest bang for their buck.” Renovations can include replacing the roof, finishing the basement and upgrading every room on every floor in between, so there are plenty of options to consider. Sometimes, though, preparing a home for sale simply means a deep cleaning and a conscientious effort to reduce any extraneous clutter. “Before you put your house on the market, pack up everything you don't need for daily life,” says Cynthia Theriault, owner and principal designer of Balanced Interiors in Center Harbor. “Add a fresh coat of paint, put up a few pieces of art. Your house should look lived in, but not cluttered. If something is broken, fix it.” Still, there are still some projects that, over time, have proven to add considerable value to your home, balancing the cost of the work and any inconvenience. Here are a few important details to keep in mind when recommending projects to a client with a sale in mind:

Curb Appeal First impressions are important in any aspect of life. When selling your home, though, they are absolutely critical, and can often make or break a deal. “Curb appeal is one of the most important aspects of a home's sale,” says Theriault. “It's the first impression after previewing the pictures online.” 8

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“You don't necessarily need a fully landscaped yard, but it should be clear, mowed, and trimmed,” she says. “If something obviously needs an upgrade — that is, it's noticeable to you — it will be noticeable to the buyers.” Patti Phelps has owned All in the Details, an interior design firm with offices in Bow and a showroom in New Hampton, for 14 years. She often works with realtors to provide advice to homeowners for staging homes for resale and with retirement communities to offer advice on downsizing. “Curb appeal is highly rated for good reason,” Phelps says. “Home sales today are all about a strong presence online, and that requires great photographs, starting with the front elevation. That first photo can determine if a homebuyer will click to get information on the home or pass it by. “A low-budget update might include trimming or removing any overgrown shrubs, tidying up walkways, painting the front door a trendy color and putting some potted flowers on the steps,” she says. “Even big budget improvements like repainting, adding a front porch, new walkways or more extensive landscaping can pay off by increasing the home's value as well as its curb appeal.”

Interior Appeal Once a potential buyer steps foot inside, the home's interior space, layout and condition take center stage. Cheryl Tufts, part owner of 3W Design in Concord along with Lea Kelsey, has been advising homeowners for more than three decades. “Staging is essential,” says Tufts. “Remove personal items such as family vacation pictures, children’s school photos. Let the potential buyer see your home and its best features, and not your family.” “Minimize clutter — box up extra knick knacks, and eliminate extra furniture to maximize space in each room,” Tufts says. “Clean off all counters, and remove a lot of the wall hangings. The goal to show off the space, and not the stuff.” winter 2020

And don't underestimate the value of a fresh coat of paint. “Paint any dark-colored rooms with a neutral color,” says Tufts. “The smell of fresh paint is a pleasure, as most people cannot imagine a room in other colors but what they see. If they don’t like the color, they may dismiss the purchase. All for a gallon of paint.”

Kitchens and Bathrooms Of all the tried-and-true renovation projects, kitchen and bathroom overhauls continue to rule the roost. “Although the desire for certain living spaces has changed over the years, kitchens and bathrooms are still the best return on investment when selling a home,” says Phelps. “When remodeling with resale in mind, updating cabinets, countertops, appliances, flooring, lighting and paint colors, while keeping the existing layout of the rooms the same, will freshen up your space without the added expense of tearing down walls and changing plumbing and electrical locations.” Likewise, Tufts says, “The kitchen and master bath are still the key rooms for buyers.” “Updating may be necessary, as most new homeowners want quartz or granite counters regardless if it’s a first-time homeowner,” she says. “New buyers are looking for an upgrade from their previous home, so larger family spaces, storage, number of bedrooms are still key. But formal living spaces, such as living room or dining room, aren't as important.”

Flooring Since floors often tie together separate rooms and spaces, the type of flooring you have is also an important consideration. “For my clients, hardwood is the first choice in flooring in both new home building and remodeling projects,” says Phelps. “They often carry the hardwood right into the kitchen. Tile is most often used for bathroom flooring, although I often continue hardwood into powder rooms.” As with any home project, money matters, and the “cost versus increased value” formula needs to be taken into account. “Flooring choices in remodeling projects are sometimes determined by budget, and flooring height transitions from room to room,” Phelps says. “Engineered, laminate and vinyl flooring choices have come a long way in recent years, and there are many attractive options available.”

Tufts notes that knowing your customer is also crucial, adding: “The first questions we ask clients are, 'Do you have children?' and, most importantly, 'Do you have dogs?'” “Prefinished hardwood flooring is No. 1 for living spaces, kitchens and bedrooms,” says Tufts. “With the improvements to luxury vinyl tiles, or LVT, and wood-look laminate flooring, we are installing more and more of these products. If an LVT has a 20-millimeter wear layer, it has a long commercial warranty. “The styles are similar to wood looks but also tile, which makes a great alternate for those who do not like ceramic tiles in bathrooms or kitchens,” she says. “The wood-look laminates with a cushioned backing are waterproof, don't need underlayment, and are very durable with dogs and kids.”

Short-Term vs. Long-Term Not all renovations are done with a quick sale in mind. In fact, many homeowners are now looking to enjoy the advantages of their upgrades, while keeping in mind the added value they bring to any future sale. “Long-term sales makes “Although the desire a big difference,” says Tufts. “We're currently helping for certain living many clients remodel their spaces has changed homes so that they live in over the years, kitchens them longer. “We're removing bathtubs and bathrooms are still the best return to install zero-clearance showers, adding grab bars on investment when or blocking for future grab selling a home.” bars. Comfort-height toilets are replacing old lower ones,” she said. “We're adding storage, making storage more accessible and enlarging doorways, for starters. The ROI, or return on investment, is not as important as it would be spread out over many years of use.” Regardless of whether the homeowners are looking to sell quickly, or at some time down the road, Tufts recommends that they “look at the assessed value of the home and also some of the homes in the neighborhood to make certain the cost makes sense.” “No one wants to be the most expensive home in the neighborhood,” she says. “While assessed value isn't an appraised total, it does give us and the homeowner some idea how they compare to neighbors.” Finally, Tufts also employs an annual survey done by Remodeling Magazine called “Cost versus Value.” “This great survey takes the national average of many remodeling projects and gives the description of each, the cost and then the ROI or Rate of Return,” she says. “The best part of this survey is they also give local cost for the same projects, and Manchester is the area for anyone to refer to. This helps homeowners who want to remodel an idea of cost, and if they sell in a short term, what the rate of return for their investment will be.” Freelance writer Brion O’Connor is a product of New Hampshire schools — Manchester Central High School and the University of New Hampshire. He currently resides with his wife and two daughters on Boston’s North Shore.

NHHBA.com

granite state builder magazine

Parade of Homes Winners Announced Top Lakes Region Builders Highlighted During Annual Event

ome of the Lakes Region’s most stunning custom homes threw open their doors recently during the annual Lakes Region Parade of Homes — an open house event that puts some of the building and remodeling industry’s best work on display. Held over Columbus Day weekend, visitors were once again treated to a collection of 11 beautiful homes in eight Lakes Region communities: Alexandria, Bridgewater, Sanbornton, Gilford, Laconia, Meredith, Tuftonboro and three in Moultonborough. Participants received a guidebook with a map and home descriptions and an official ticket. As the visitors toured the homes, they were asked to choose their favorite home and cast their ballot at the completion of the tour. Visitors took into account elements such as energy efficiency, exterior siding, kitchens, use of smart technology, lighting and custom millwork. Parade-goers were also asked to pick the home that resonated with them as the best out of the 11 homes.

The People’s Choice Award chosen by visitors as this year’s favorite, was the project by Key-Day Building Enterprises. “Waterfront Custom Built Adirondack” is a breathtaking, shingle-style home with live birch tree walls, four custom fireplaces, indoor waterfalls, accent lighting and even an indoor pizza oven.

Sanbornville-based Key-Day also took the Best Kitchen, Best Interior Finish, Best Landscaping (with Shamrock Landscaping,) Best Exterior Finish and Best in Class — New Build awards during this year’s Parade of Homes. 10

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Lighthouse Contracting Group and Lauren Milligan Design collaborated on “The Refuge,” a traditional, sophisticated and comfortable home perched on the shores of Governor’s Island. Together, Lighthouse and Lauren Milligan Design were designated as winners in several categories, including Best Bath, Best Interior Design, Best Floor Plan and Best in Class — Remodeled Home. The builders of all 11 homes put on a superb show, offering great design ideas, showcasing the latest in trends and answering building questions. Some of the homes saw nearly 1,000 visitors over the three-day period. Traffic was up 23% over 2018 with 1,400 people taking the self-guided home tour. Proceeds from ticket sales go back into the community through Lakes Region Builders and Remodelers Association’s commitment to workforce development in area high schools via educational scholarships, mentoring, and build projects inspiring the next generation of trade professionals. For more information about this year’s parade go to: lakesregionparadeofhomes.com

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A list of this year’s Parade of Homes winners: lakesregionbuilders.com Best Kitchen: Key-Day Building Enterprises Best Bath: Lighthouse Contracting Group and Lauren Milligan Design Best Interior Design: Lighthouse Contracting Group and Lauren Milligan Design Best Landscaping: Key-Day Building Enterprises and Shamrock Landscaping Best Exterior Finish: Key-Day Building Enterprises Best Floor Plan: Lighthouse Contracting Group and Lauren Milligan Design

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Best Use of Green Technology: AG Structures Best in Class — New Build: Key-Day Building Enterprises Best in Class — Remodeled Home: Lighthouse Contracting Group and Lauren Milligan Design NHHBA.com

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Opportunity Knocks / Mike Rowe

Off the Wall with Parker Hall Editor’s note: On his website, mikerowe.com, TV personality, author, producer, actor and spokesman Mike Rowe offers advice on working in the construction trades and workforce development. What follows is an email exchange that began five years ago. April 19th, 2014 Hey Mike! I’ve spent this last year trying to figure out the right career for myself and I still can’t figure out what to do. I have always been a hands-on kind of guy and a go-getter. I could never be an office worker. I need change, excitement, and adventure in my life, but where the pay is steady. I grew up in construction and my first job was a restoration project. I love everything outdoors. I play music for extra money. I like trying pretty much everything, but get bored very easily. I want a career that will always keep me happy, but can allow me to have a family and get some time to travel. I figure if anyone knows jobs it’s you so I was wondering your thoughts on this if you ever get the time! Thank you! — Parker Hall Hi Parker. My first thought is that you should learn to weld and move to North Dakota. The opportunities are enormous, and as a “hands-on go-getter,” you’re qualified for the work. But after reading your post a second time, it occurs to me that your qualifications are not the reason you can’t find the career you want. I had drinks last night with a woman I know. Let’s call her Claire. Claire just turned 42. She’s cute, smart and successful. She’s frustrated though, because she can’t find a man. I listened all evening about how difficult her search has been. About how all the “good ones” were taken. About how her other friends had found their soulmates, and how it wasn’t fair that she had not. “Look at me,” she said. “I take care of myself. I’ve put myself out there. Why is this so hard?” “How about that guy at the end of the bar,” I said. “He keeps looking at you.” “Not my type.” “Really? How do you know?” “I just know.” “Have you tried a dating site?” I asked. “Are you kidding? I would never date someone I met online!” “Alright. How about a change of scene? Your company has offices all over — maybe try living in another city?” “What? Leave San Francisco? Never!” “How about the other side of town? You know, mix it up a little. Visit different places. New museums, new bars, new theaters…?” She looked at me like I had two heads. “Why the hell would I do that?” Here’s the thing, Parker. Claire doesn’t really want a man. She wants the “right” man. She wants a soulmate. Specifically, a soulmate from her zip code. She assembled this guy in her mind years ago, and now, dammit, she’s tired of waiting! I didn’t tell her this, because Claire has the capacity for sudden violence. But it’s true. She complains about being alone, even 12

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though her rules have more or less guaranteed she’ll stay that way. She has built a wall between herself and her goal. A wall made of conditions and expectations. Is it possible that you’ve built a similar wall? Consider your own words. You don’t want a career — you want the “right” career. You need “excitement” and “adventure,” but not at the expense of stability. You want lots of “change” and the “freedom to travel,” but you need the certainty of “steady pay.” You talk about being “easily bored” as though boredom is out of your control. It isn’t. Boredom is a choice. Like tardiness. Or interrupting. It’s one thing to “love the outdoors,” but you take it a step further. You vow to “never” take an office job. You talk about the needs of your family, even though that family doesn’t exist. And finally, you say the career you describe must “always” make you “happy.” These are my thoughts. You may choose to ignore them and I wouldn’t blame you — especially after being compared to a 42-yearold woman who can’t find love. But since you asked… Stop looking for the “right” career, and start looking for a job. Any job. Forget about what you like. Focus on what’s available. Get yourself hired. Show up early. Stay late. Volunteer for the scut work. Become indispensable. You can always quit later, and be no worse off than you are today. But don’t waste another year looking for a career that doesn’t exist. And most of all, stop worrying about your happiness. Happiness does not come from a job. It comes from knowing what you truly value, and behaving in a way that’s consistent with those beliefs. Many people today resent the suggestion that they’re in charge of the way the feel. But trust me, Parker. Those people are mistaken. That was a big lesson from Dirty Jobs, and I learned it several hundred times before it stuck. What you do, who you’re with, and how you feel about the world around you, is completely up to you. Good luck — — Mike PS. I’m serious about welding and North Dakota. Those guys are writing their own ticket. PPS. Think I should forward this to Claire? June 6, 2019 Hi Mike, Around four years ago, I came to you with questions asking what I should do with my career path. You came back to me answering that welding sounded like something I may be into, and taking your advice, I went to Hobart Welding Institute out here in Ohio which your foundation helped pay for with a scholarship that I am forever grateful for. Hobart is still one of the greatest experiences of my life. I met amazing people from all over the country there and remain close friends with many of them despite living in different states and cities from each other. After Hobart I got a job in Montana where I worked for a year winter 2020

being bumped up from a welder to a fitter, yet another amazing experience! Due to certain events I came back to Ohio to weld but later got on with another company to do carpentry work for which I am now going on year two for this company. They have also decided to move me up into more of a superintendent role which I am excited to pursue and keep moving up as time goes on! I just wanted to thank you for your advice and scholarship years ago that has helped me gain all these great experiences and friends! If you’re ever around Columbus Ohio give me a shout and I’ll gladly buy you some dinner! Thanks again! — Parker Hall

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Hi Parker! So glad to hear from you, and so happy to hear about your success. It’s immensely gratifying to hear stories like this, and always nice to be invited for dinner in Ohio. Don’t be surprised if I take you up on it. It’s happened before… I’ve re-shared your original note from 2014, along with my reply, because I know for a fact that many thousands of other people are precisely where you were back then. People whose idea of a “dream job” is keeping them from hundreds of opportunities right under their nose. Funny, when you reached out five years ago, there were about 750,000 people in this page. Today, they are over five million. Our exchange reached many millions of people, and helped trigger a large part of that growth. Your original letter also inspired me to double down on the SWEAT Pledge, (which has since been brought to life on video, mikeroweworks.org/sweat) as well as our scholarship program, which has now assisted over a thousand individuals willing to do precisely what you have done. Thanks for your help in making that happen, and thanks for reaching out when you did. I’m glad mikeroweWORKS could be of use to you. Best of luck in all you do. — Mike PS. You realize, of course, that you’re standing under a national icon, whose existence was made possible by welders like you. Pretty great!

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photo by Michael Segal

PPS. My friend “Claire” got married two years ago. Miracles never cease… Reprinted from mikerowe.com with permission. To read the original post, go to mikerowe. com/2019/06/off-the-wall-parker-hill-writes/. Mike Rowe is a TV host, writer, narrator, producer, podcaster, actor and spokesman. mikerowe.com • facebook.com/TheRealMikeRowe mikeroweWORKS Foundation mikeroweWORKS.org Mike currently has a show on Facebook WATCH called “Returning The Favor.” Watch it here: facebook.com/ReturningTheFavor. Also, Mike has a podcast called “The Way I Heard It.” Listen here: mikerowe.com/podcast And finally “Somebody’s Gotta Do It with Mike Rowe” is currently airing on the TBN network on Saturday nights.

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senior moves / courtesy NAHB

55+ Housing Market Ticks Back Up to Record High

uilder confidence in the single-family 55+ housing market rose one point in the third quarter of 2019, returning to its record-high reading of 72, according to the National Association of Home Builders' (NAHB) 55+ Housing Market Index (HMI). This is the highest reading since the inception of the index in 2008. The 55+ HMI measures two segments of the 55+ housing market: single-family homes and multifamily condominiums. Each segment of the 55+ HMI measures builder sentiment based on a survey that asks if current sales, prospective buyer traffic and anticipated sixmonth sales for that market are good, fair or poor (high, average or low for traffic). “The 55+ market has been supported by strong demand as aging Baby Boomers continue to seek downsized homes, but with higher end features and amenities,” says Karen Schroeder, chair of NAHB's 55+ Housing Industry Council and vice president of Mayberry Homes in East Lansing, Mich. “While conditions remain positive, headwinds such as labor shortages and rising construction costs are still dampening the market a bit.” For the three index components of the 55+ single-family HMI, present sales rose two points to 78, expected sales for the next six 14

granite state builder magazine

months dropped one point to 77 and traffic of prospective buyers fell one point to 55. The 55+ multifamily condo HMI decreased six points to 53. All three index components posted declines from the previous quarter: Present sales fell five points to 56, expected sales for the next six months dropped nine points to 56 and traffic of prospective buyers declined three points to 47. Three of the four components of the 55+ multifamily rental market dropped in the third quarter: Present production dropped seven points to 57, future expected production fell nine points to 55 and present demand for existing units fell one point to 72. Future demand however, rose one point to 74. “Demand for 55+ single-family housing remains strong, mirroring the gains we have seen in the overall market, which has been largely supported by low interest rates and healthy job growth,” says NAHB Chief Economist Robert Dietz. “Sentiment about the 55+ multifamily market declined somewhat this quarter, but on balance remains positive. A modest decline was not surprising, given the post-Great Recession record number of apartments currently under construction.” For the full 55+ HMI tables, please visit nahb.org/55hmi. winter 2020

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granite state builder magazine

GSB Buzz

Out and About With Our Members Following three days of recordbreaking traffic over Columbus Day weekend, the 2019 Lakes Region Parade of Homes wrapped up with an awards banquet at the Chase House at Mill Falls in Meredith. Honorees included, from left: Jake Mason, of AG Structures; Jeremy Doucet, of Lighthouse Contracting Group; Lauren Milligan, of Lauren Milligan Design; and Shamus Keating, of Key-Day Builders, whose project was named this yearâ&#x20AC;&#x2122;s Peopleâ&#x20AC;&#x2122;s Choice Award.

Members of the new board of the Lakes Region Builders and Remodelers Association gather at the Parade of Homes recognition breakfast. Nearly a year ago, members of the Lakes Region Builders & Remodelers Association worked with the New Hampshire Humane Society to stave off a possible building collapse. Materials were donated and in one day, volunteers were able to secure the building. The recently finished next step of recovery, new roofing on a kennel, was completed by a team that included New Hampshire Humane Society and LRBRA President Ray Boelig; Jared Mansur, of Cyr Lumber; New Hampshire Humane Society member Wayne McBrian; Ben Wilson, of Edward Jones; and Greg Page, of the Meredith Village Savings Bank.

Co-chairs Brie Stephens, of Lake Life Realty, and Lori Borin, of Meredith Village Savings Bank, address the Parade of Homes recognition breakfast. 16

granite state builder magazine

The cost of this project is estimated to be about $5,000 to roof the outdoor kennels. Donations to offset the cost are welcome. The New Hampshire Humane Society is a 501(c)(3) and is 100 % dependent on charitable giving. Donations are critical and can be made by visiting nhhumane.org. winter 2020

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From the homefront / courtesy NAHB

New Home Sales Post Solid Gains in August

ales of newly built, single-family homes increased 7.1% to a seasonally adjusted annual rate of 713,000 units in August off a revised upward reading in July, according to newly released data by the U.S. Department of Housing and Urban Development and the U.S. Census Bureau. On a year-to-date basis, new home sales for 2019 are 6.4% higher than the same period in 2018. “With job growth continuing and lower interest rates in place, builders report rising confidence levels, and this is reflected in today’s solid sales report,” says Greg Ugalde, chairman of the National Association of Home Builders (NAHB) and a home builder and developer from Torrington, Conn. “We have seen a general rebound in the housing market since spring, as sales, starts and permits have all registered gains,” says Danushka Nanayakkara-Skillington, NAHB’s AVP for Forecasting and Analysis. “However, affordability remains a factor because buyers can’t benefit from lower interest rates if they don’t have the money for a downpayment.” A new home sale occurs when a sales contract is signed or a deposit is accepted. The home can be in any stage of construction: not yet started, under construction or completed. In addition to adjusting for seasonal effects, the August reading of 713,000 units is the number of homes that would sell if this pace continued for the next 12 months. The inventory of new homes for sale was 326,000 in August, representing a 5.5 months' supply. The median sales price was $328,400. The median price of a new home sale a year earlier was $321,400. Regionally, and on a year to date basis, new home sales are 11.7% higher in the South and 7.8% higher in the West. Sales are down 16.5% in the Northeast and 10.5% in the Midwest.

Housing Starts Post Healthy Gains in August Led by a surge in multifamily production, total housing starts rose 12.3% in August to a seasonally adjusted annual rate of 1.36 million units from an upwardly revised reading in July, according to a report from the U.S. Housing and Urban Development and Commerce Department. This is the highest level since May 2007. The August reading of 1.36 million starts is the number of housing units builders would begin if they kept this pace for the next 12 months. Within this overall number, single-family starts increased 4.4% to 919,000 units. The multifamily sector, which includes apartment buildings and condos, jumped 32.8% to a 445,000 pace. “This solid report is in line with our latest survey on builder sentiment,” says Greg Ugalde, chairman of the National Association of Home Builders (NAHB) and a home builder and developer from Torrington, Conn. “However, builders continue to wrestle with affordability concerns stemming from excessive regulations and other supply-side challenges.” 18

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“Housing has been on an upswing in recent months as the pace of permits and starts has been rising since spring,” says NAHB Chief Economist Robert Dietz. “While these are positive developments, single-family starts are down 2.7% year-to-date as the catch up process continues.” On a regional and year-to-date basis, combined single-family and multifamily starts in August rose 4.4% in the South. Starts declined 1.8% in Northeast, 5.6% in the Midwest and 11.3% in the West. Overall permits, which are a harbinger of future housing production, increased 7.7% to a 1.42 million unit annualized rate in August. Single-family permits increased 4.5% to a 866,000 rate while multifamily permits rose 13.3% to a 553,000 pace. Looking at regional permit data on a year-to-date basis, permits rose 5.7% in the Northeast and 1.6% in the South. Permits fell 6.9% in the Midwest and 5.6% in the West.

Vast Majority of Americans Cite Growing Housing Affordability Problem As a Crisis Four out of five American house-

A similar poll conducted in

holds believe the nation is suffer-

late November reveals that the

ing a housing affordability crisis

housing affordability situation

and at least 75 percent report

is worsening. Nationwide, 73%

this is a problem at the state and

of respondents reported at the

local level as well, according to a

end of last year that a lack of

new nationwide survey conducted

affordable housing is a problem,

by Morning Consult on behalf of

68% said this is an issue in their

the National Association of Home

state and 54% cited housing

Builders (NAHB).

affordability as a concern in their

More than 19,800 adults were surveyed in August to assess the

neighborhood. This was followed closely by

public’s attitude on whether a

62% who said they would support

lack of affordable housing is a

a proposal to provide grants to

problem in their neighborhoods,

families in areas historically

cities, states and nationwide. The

affected by housing discrimination

poll cuts across partisan, regional,

to assist with a down payment on

demographic and socio-economic

a home.

lines. Among its key findings:

More than half of the respon-

• 80% of all respondents believe

dents — 52% — said they would

that a lack of affordable housing

support a proposal to reduce reg-

is a problem in the U.S.

ulations, such as restrictive zoning

• 78% believe this is an issue in their state. • 75% cite housing affordability as a concern in their city and 76% say it is an issue in their county.

and permitting procedures, that increase the costs of constructing new homes. This national survey of 19,801 adults was conducted Aug. 9-24, 2019 by the polling firm Morning Consult. It has a margin of error of ± 1 percent. winter 2020

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granite state builder magazine

the finish nail / Bill Burke

What I’ve Learned at Morin University

(and Haven’t Always Applied)

aul Morin, the longtime author of The Finish Nail, is on the injured reserve list for this issue — temporarily, we hope. In the meantime, we thought we’d take a look at some of the wisdom he’s passed along to readers since he began writing this satirical column and directing offended readers to the publisher for apologies. (Editor’s note: Thanks for that, Paul.)

In the fall of 2016, Paul penned a piece about little white lies, and how they often pop up during renovation projects. The innocent fib is to be forgiven. Please don’t think less of a builder when the client calls to report that the roofer is putting up the last of the shingles, and all of them are the wrong color. “Yeah, I noticed that yesterday,” he might say. “But I thought as long as they were halfway through, why not let them finish to see if you liked this color better? It’s very nice, don’t you think?” I lived that column. A few years back, we had a gas fireplace installed in a corner of a new addition. We picked it out, and a few weeks later it was delivered and installed while we were at work. Driving home, I had visions of our new fireplace — an unobtrusive, rustic and comforting addition to our great room. When I stepped into the room, I saw that we had actually gained a new climbing wall. Gigantic, manly, rough-hewn stones surrounded the outer hearth, topped by a thick slab of natural wood. It was as if we now lived in the lobby of the Mount Washington Hotel. They had delivered the wrong fireplace entirely. And I loved it. “So, uh… This is our fireplace?” I asked the contractor. He looked over the paperwork and winked. “That’s what it says here.” (Our project’s little white lie.) I’m sure it was easier than ripping it out, shipping it back and popping in the little hand-warmer that our original budget allowed. A few years ago, Paul wrote about how he and his wife, Tricia, were installing two patios and decided to bring in some younger muscle to help with the labor. I wanted some good help so Tricia got on the phone with her grandson Isaac and arranged a weekend visit. He’s a strong and handsome boy living with his parents in Boston. He’s smart and quick to learn. And he’s three. Obviously it was more about quality time with a family member. But it was a column that stuck with me. When we recently opted to replace the flooring throughout our house, we were faced with a dilemma: go with a trusted contractor, or hire my nephew — a full-time hardwood flooring guy. It would save us money and get him some side work, but there was the real potential I’d drive him absolutely bonkers. What if I was that nightmare client?

What if I was the labradoodle? All I knew was if I alienated my nephew with constant questions and second-guessing, Thanksgiving would become even more awkward and losing my Saturday morning diner buddy wouldn’t be worth the savings. In the end, I asked myself, “WWPD?” I kept my mouth shut, got my nephew on board and ended up with some amazing handiwork. His dad, a homebuilder, once advised me that floors are floors, not furniture. Well, not this time. The kid did great work. In the spring of 2017, Paul wrote a column with the headline, “Advice for Do-it-Yourselfers — Don’t.” Hey, I don’t blame people who want to save a few bucks and I certainly understand the desire for that sense of accomplishment I get with the completion of every new home. It’s a deep satisfaction that comes from taking a complicated project through the motions on time and on budget. I didn’t need to read any further. I saw “don’t do it yourself.” What stayed with me was, “don’t be dumb. Or… dumber.” When I was younger, I spent a few years working on a concrete foundation crew, lugging oil-soaked forms in and out of holes and hammering combs throughout southern New Hampshire. I will say this: I have the fine carpentry skills of a concrete foundation mule. So when we have a project at our home, I call someone like you — a professional builder/renovator. Because as Paul pointed out, for someone like me, DIY can alternately stand for “Don’t Injure Yourself,” “Doesn’t Involve You,” or “Destitute in a Year.” In April of 2018, Paul offered a piece of wisdom that rings in my ears every time I take on a home improvement challenge: Get the right people. Bear this in mind when you hire qualified people or when you ask someone to marry you. Either way, they will eventually become the top dogs. Can’t argue with that. While I lack any refined skill, I do have the required enthusiasm. It’s just that sometimes I’m missing the wisdom to know when to wave the white flag. That’s when my better half takes over as general contractor. Which is to say “wields sarcasm until I give in and hire someone.” I’ll be considering a cabinet project or painting a room or refinishing a bench when she’ll survey my progress and offer the same encouragement every time: “You’re handy.” Trust me, she doesn’t mean it. What she means is, “Let’s call a pro.” Paul would likely approve.

Of one such client interaction, Paul wrote: The abutter was an old woman in her 80s and her live-in ne’er do well son had the IQ of a labradoodle. 20

granite state builder magazine

Bill Burke is Managing Editor of Custom Publications for McLean Communications. He knows Paul Morin. He’s no Paul Morin. winter 2020

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