November 2020
Designing Homes
DURING
COVID
Maggie
McCarthy Takes John Merritt Homes to New Heights
How to
MARKET
Your Warranty Coverage
The
Art of
Listening 1
2
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Building Savvy
SAVVY’S A-LIST A-LIST SAVVY’S Air Conditioning Architectural Photographer Classic Services AC Jason Roberts And Associates 830.358.1499 210.789.2033 www.classicairconditioningandwww.jasonroberts.biz heating.com Architectural Photographer Building Materials Jason Roberts and Associates Guido Companies 210.789.2033 www.jasonroberts.biz 210.344.8321 www.guidoconstruction.com
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Totally Connected 6
[from the publisher]
What Will They Call This Era? There was the Industrial Revolution in the 1800s. Then,
As the modern goddess of Technology, Alexa handles it all
the time period exactly one hundred years ago, became
gracefully. She is our protector against intruders and other
known as The Roaring Twenties. Both of these eras were
threats. As a saver of energy and water, she is minder of
times of fast change. Americans owned cars, radios,
our pocketbooks. Last but not least, Alexa is every family’s
and telephones for the first time in the 1920s. The cars
provider of light, mood and entertainment.
brought the need for good roads. The radio brought the world closer to home. The telephone connected families and friends. Let’s pray that the 2020s will be known for
Woah. Through it all, let’s not forget who we are! We’re not going to let the pandemic, Alexa or that robot change the fact that we are humans with a need to socialize, serve,
something other than a world pandemic, but with confidence I predict that this
celebrate and hold our own opinions about things. Let’s
decade will go down in the history books as another era of significant change.
lighten up, get past the division that the election year
Just like the changes in the 1920s led to other changes, current changes that
creates and have some fun building beautiful homes that
seem to have suddenly vaulted into the mainstream due to the pandemic will open
help families realize their dreams. Let’s do everything we
other doors.
can to make our own ‘20s roar!
We’re conducting meetings, selling houses and inspecting jobsites virtually. Virtual reality allows us to physically “walk” a project before its built and “try on” different
Terry Kemmy
finishes. Robots have even begun to play a role in building houses. In our homes,
Publisher
every family member including the toddler is bossing around Alexa, commanding
210.844.1542
her to turn things on or off or answer any question they have.
[association news]
The Greater San Antonio Builders Association is a not-
One of the most important committees GSABA has is
for-profit trade association established to represent
the Government Affairs Committee, which works in
builders, developers, remodelers, and affiliated industry
conjunction with the association staff to address issues
members in cooperation to benefit and promote
that impact the home-building industry at the city, county,
homeownership.
state, and federal levels. One of the primary goals is to protect the industry from onerous regulations that could
GSABA members include but are not limited to: homebuilders, developers,
raise the cost of housing in the Greater San Antonio area.
remodelers, architects, suppliers, general contractors, mortgage lenders, interior
To learn more about the benefits of membership, or if you
designers, title companies, banks, service providers, tile, and masonry, and many more trade contractors and home-building categories.
need help getting started, contact GSABA Membership Director Feliz Morin at (210) 696-3800.
There are several ways and opportunities to get involved with the association.
7
[industry news]
How to Market Your Warranty Coverage
Buying a home is usually the most significant and expensive purchase a person will make in their lifetime. Therefore, it makes sense that they would be feeling nervous about making the right choice, especially when deciding how to pick a home builder.
By Scott Whisenant
As a new home builder, you will already be familiar with your customer’s concerns. However, building new homes comes with several advantages. •
New homes are built with modern, safe, and high-quality materials
•
They can be customized to suit the environment and landscape
•
The homes can be built to satisfy modern living standards
•
Offering a new construction home warranty can give full peace of mind
How to Get the Message Out •
HOW THE NATION’S BEST BUILDERS PROTECT THEIR BUYERS
StrucSure Home Warranty provides complimentary customized
MIRROR IMAGING OF TAB PERFORMANCE STANDARDS
marketing materials that helps builders communicate and
SOIL MOVEMENT AND SETTLEMENT COVERAGE FAST AND FAIR CLAIMS MANAGEMENT
promote the benefits of your home warranty. •
FLEXIBLE PROGRAMS TO MEET EVERY HOMEBUILDER’S NEEDS
Use social media channels and marketing events to promote the
SCOTT WHISENANT
benefits of the coverage. •
Vice President of Sales, Central & Southwest Texas (830) 624-4450 swhisenant@strucsure.com www.strucsure.com
When listing your new properties, ensure that you highlight the fact that each new home comes with warranty coverage.
THE BEST HOMES IN AMERICA ARE PROTECTED BY STRUCSURE HOME WARRANTY
8
StrucSure Can Provide Your Coverage
The good news is that the more you are known as a building company that provides home warranty coverage, the better and more
Home warranties are the best way to ensure your new homes are
widespread your reputation. There’s no better marketing tool than
sold quickly at a good price. They help increase your business and
recommendations from satisfied homeowners. With the internet at
reputation while building customer confidence. If you’re not yet
their fingertips, buyers now more than ever know the importance of
marketing your home warranty coverage, now is the time to start.
having a strong, reinsured, third-party warranty in case something unforeseen happens to their builder. This is a win-win for builders: it allows builders to transfer their 10-year structural risk while including
For more information about third party new construction home warranties,
the warranty premium as a line item cost of building the home.
to receive a quote, and for advice on how to promote them, get in touch
And remember: all warranties are not created equally. Make sure
with your friendly StrucSure Home Warranty risk management expert,
you choose a warranty company that has strong financial backing
Scott Whisenant, at
from a reputable reinsurer like Lloyd’s of London. Lloyd’s of London
830.624.4450 or swhisenant@strucsure.com.
is the world’s oldest and largest reinsurer, offering the global brand recognition that comes from over 300 years of exemplary service and stability.
9
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[focus section]
Control Your Future by Putting Your Customers in Control of Their Homes By Beverly Smirnis
The Juno AI Speaker Light allows Alexa to be easily be placed into every room of the home positioned above the fray in something that already exists – lighting.
Flo by Moen is a smart water valve that detects and stops water
T
The stats say that homes with smart tech features
leaks to prevent surprises on your water bill or catastrophes when
providing comfort, control, connectivity, and security sell
you come home from vacation.
faster than homes without and that those that are smart-
ready can increase home sales prices by three to five percent. Being able to control all smart home devices by voice, home control
home control centers unite all of your favorite smart home devices
panel or using your cell phone while at home or away can now be
together in one simple-to-use system and help them work better
accomplished much more easily and affordably. No more hubs, ugly
together. The Smart Home OS3 system from Control4 is a popular
wires, countertop clutter, or switching between multiple apps!
choice that can connect multiple systems in a home, including security, lighting, heating and cooling, and audio/ visual. Homes
While some builders may choose to offer smart devices as options
with two control panels can use them as an intercom. Brilliant’s
or upgrades, it is essential for all to include infrastructure inside new
Smart Home System was chosen by a panel of industry media
homes that makes them ready-to-go for easy aftermarket installations
and social influencers as the “brand with the biggest bite,” and
and integrations not just two or three years from now, but well into
winner of the TechBites program at the 2020 CEDIA Expo. It is an
the future. Work-from-home was already gaining traction before the
in-wall lighting and control system to control lighting, doorbells,
pandemic accelerated it. Today, it is important for homes to be ready
locks, cameras, garage doors, music, climate, intercom, scenes;
to serve with the kind of robust, secure networking that an executive
it integrates with the top brands in every smart home category,
working remotely would demand. A Wi-Fi system to power it all
Includes built-in voice, camera, motion sensor, and intercom plus a
without dead zones, USB-ready outlets and smart switches are the
free all-in-one mobile app.
minimal expectations.
The ability for one system to control any device from any brand
You’re already including lights, thermostats, door locks, garage doors,
and the significantly lower cost of the systems and the smart
and security devices in your projects, so the next step is to give your
devices means that buyers can potentially spend as little as
buyers the ability to control and manage all of these devices on one
$1,000 to get a starter smart home ready for whatever comes
system. While a lot of smart home products have been out there for
next. Meanwhile, they can justify it by their basic devices’ ability to
years now, the problem was that until more recently, they were not
better control utility costs.
designed to work well with one another. Today’s advanced smart
11
Take a cue from the production builders who have formed alliances with either Amazon, Google, or Apple (the big three in the smart home space) to offer such items as wholehome voice control, EV plug-ins, smart locks, and smart thermostats as standard amenities. Smart device add-on options can be a profit center for the builder, while buyers benefit from including them into the final home sales price and having them rolled into the mortgage to get a fully automated house upon move-in. Model homes bringing these products to life and showing how the devices seamlessly integrate from room to room becomes part of the merchandizing, surprising and delighting buyers with the possibilities and features they didn’t even know they were missing and adding to the reasons to buy new. Similarly, remodelers should make sure
The Top Things People Want To Be Able to Manage and Control in
they are savvy about easy and affordable
Their Homes and some products that make it possible
upgrades to turn an existing home into a smart home. Installing a mesh Wi-Fi system to make the home ready is a first step. From
ACCESS AND SECURITY
there, smart plugs, smart bulbs or dimmers
See who’s at the front door with Ring and let them in using a smart door lock. Homeowners
and smart thermostats are designed to fit
can use the Schlage Home app to lock or unlock the Encode smart WiFi deadbolt from any-
into existing switches or sockets. Alexa
where. Owners can create up to 100 temporary or permanent access codes for guests or ser-
can easily be placed into every room of the
vice providers and receive alerts about when codes are used. The lock integrates with Amazon
home positioned above the fray in something
Alexa and Google Assistant for voice control. Add motion and ambient light sensors to detect
that already exists – lighting. The Juno AI
when someone has entered a room, automatically turning on the display and any programmed
Speaker Light with Alexa built-in integrates
scene.
four advanced technologies – the Alexa voice service, high performance JBL® speakers, sophisticated lighting controls and Juno LED lighting – into a single ceiling light fixture. Through simple voice-commands, Juno AI
Our smart phones use face recognition and it’s now common to scan a QR code to see a restaurant menu. The Akuvox R29C Smart IP Intercom uses similar technologies on access control systems that could be used at neighborhood gates or multi-family buildings.
downlight with Alexa built-in can order pizza,
LIGHTING AND LIGHTING CONTROL
play music and playlists, and control other
Turn any light into a smart light and intelligently control smart lighting products like Philips Hue,
Juno AI downlighting in and around the
LIFX, Lutron. Smart Plug and Smart Dimmer Switches adds smart home connectivity and voice
home – including dimming the lights to set
control to any outlet in your home.
the mood and adjusting color temperature from warm to cool. Install Juno AI into an existing 6-inch downlight and control up to 200 Alexa enabled smart devices. Connect Juno AI with your smart home devices the same way you connect them to Alexa – complete installation, connect to the same
Use products like Lutron’s Natural Light Optimization to automatically tilt blends to preset angles throughout the day to diffuse direct sunlight and maximize comfortable daylight; the Façade Finder feature lets you determine what exposure your windows have so Lutron can set the right schedule each day to control your blinds.
CLIMATE
Wi-Fi network as your other devices and add
Set your home’s temperature with smart thermostats like those offered by Honeywell and Eco-
the device in the Alexa app.
bee.
12
MUSIC The Sonos system is a popular choice for allowing everyone in the home to play their favorite music and playlists and works with any services, so they can listen to what they want, where they want and how they want.
WATER Irrigation controllers like those from Rachio, Hunter, Rainbird, and Toro are widely used, helping owner comply with watering restrictions and save on waste. Inside the home, Moen has taken a lead in introducing smart faucets and leak detection devices. The U by Moen Smart Faucet line includes smart kitchen faucets with voice-activated technology. Besides hands-free turning on and off, you can tell it to emit a ½ cup of boiling water, for example. In the kitchen or bath, U faucets offer unlimited personalized presets. Backed by years of product development and industry leading technology, Flo by Moen is a smart water valve that detects and stops leaks from your toilet, shower or faucet, to the pipes in your foundation and behind your walls to stop surprises on your water bill or catastrophes when you come home from vacation.
Putting it All Together
AN EXTREME CINEMATIC EXERIENCE Discerning and critical video enthusiasts are talking about the latest
A tech service provider/installer is an important member of a savvy
from Bragi CinimaScope and madVR’s Envy Pro Cinema. These are
builder’s subcontractor team. A tech pro can constantly monitor
making history in their ability to deliver the highest definition viewing
the market to make you aware of offerings that create the highest
experiences to date..
perceived value and experience for your buyers and provide essential service after the sale, starting with an on-site home tech activation ap-
THE OUTDOOR ENVIRONMENT
pointment, where buyers learn how to use their new system, and tailor
Treat the outdoors just like another room that needs to be integrated
it to their lifestyle. Most integrators offer cloud-based remote monitoring and management platforms to monitor and diagnose their installed
into the whole house control system. Be sure your system is ready to
systems, enabling them to remotely check the status, diagnose and
support pool operations, all-weather TVs, sound systems and wireless access points outdoors..
control a number of critical parameters and easily fix any problems to
WELLNESS
Add tech support to your list of after-sale services that set your com-
assure a great experience for end-users.
pany apart from the competition and earn you more referrals.
From yoga rooms to spa-like indoor and outdoor spaces, the notion of home as a healing, revitalizing place is a trend pushed by the pandemic. Studies show that dynamic, circadian lighting connected with our internal biorhythms promote well-being, reinforces health and nourishes the imagination.
Beverly Smirnis is the co-founder of Building
Products like DMF’s Warm Dim technology that combines dimming
Savvy magazine and publishes its flagship
with shifting color temperatures throughout the day or Savant Daylight
Dallas/Fort Worth edition. She and her business
Mode using advanced logic to adjust intensity and color temperature,
partner and husband, Steve Smirnis, have
support healthy sleep and wake cycles. You can personalize your circa-
served as judges for the International Builders’
dian experience based on your home’s precise geo-coordinates, turning
Show Best of IBS Awards and judged numerous
lights on to the exact color temperature and intensity needed to match
homes for builders association parade events
the circadian curve at any time of day.
across the country.
.
13
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[savvy finance]
By Steven Bankler, CPA
2020 Audit Triggers After a brief break during the height of
PPP loan fraud
the spring shutdown, the IRS is back
For business owners who received a federal Paycheck Protection Program (PPP) loan this
at it, auditing certain taxpayers. Your
spring and misused it, the time of reckoning has come. More than a dozen criminal cases have
financial situation has likely gone
been filed across 11 states involving PPP loan misuse. These first cases involve “blatant fraud”
through some unexpected bumps in
by small businesses and individual business owners, not large corporations. You may have
2020, which means your taxes could
heard that those who took out a PPP loan for less than $2 million won’t be audited. But if the
be more complicated than ever for
IRS suspects fraud, all bets are off.
the coming tax season. Keep an eye on the following tax triggers for both
High-net-worth activities
individuals and business owners to
The Global High Wealth Industry Group (GHW) of the Large Business & International (LB&I)
avoid turning those complications into
Division includes a team commonly called the IRS “Wealth Squad.” These examiners are solely
legal and financial hardships.
focused on conducting audits of taxpayers with around $1 million in liquid financial assets.
15
This fall, they’ve been using data analytics to identify and audit
Early retirement withdrawals
high-net-worth-individuals who also own partnerships or other pass-
You may have heard that the CARES Act for coronavirus relief allows
throughs like disregarded entities and S corporations or trusts, or who
you to dip into retirement savings without penalty this year. That’s only
own offshore accounts and foreign trusts. These entities require nu-
partially true. The Act enables early withdrawals from eligible IRAs and
merous different forms and filings throughout the year. Be sure to stay
employer-sponsored 401k plans without the usual 10% penalty. But
on top of those deadlines, particularly if you own foreign assets, for
that’s only if you or a family member have been officially diagnosed
which the regulations are ever-changing.
with SARS-CoV-2/COVID-19 and/or only if you can prove you’ve experienced adverse financial consequences from being quarantined, furloughed, or left without childcare due to the virus. Early retirement
Syndicated conservation easements
distributions are still a top audit trigger, and the penalties are steep, so
Designating conservation easements on a property can be a great
it’s critically important to follow guidelines closely.
way to preserve land while gaining a valuable tax break. But the IRS is
Don’t rest on the assumption that the IRS is too distracted to notice
cracking down on abuses of this practice by partnerships and individ-
your returns in 2020. Remember that the IRS has three years from
uals who have invested in something called syndicated conservation
the time you file a return to audit it. If you neglect to file a return for a
easements. Those who have taken part in syndicated transactions
given year, there is no deadline for the IRS to audit. Be on top of your
may have already received a time-sensitive ultimatum from the IRS (in
deadlines, and follow guidelines as closely as you can, to ensure this
the form of a settlement offer). The settlement requires a concession
remarkable year doesn’t come back to haunt you later.
of the income tax benefits claimed by the taxpayer and imposes penalties.
Over-the-threshold deductions
Steven Bankler has more than 43 years of experience in the accounting
The standard deduction threshold for individual income tax returns
industry. Steven’s expertise lies in consulting, planning, tax, and asset
($24,800 for married couples and $12,400 for individuals in 2020) put
protection as well as exit strategy services for closely held businesses. He
an end to itemized deductions for many taxpayers. Exceeding that amount may trigger an audit, particularly by claiming sizable charitable contributions, self-employment deductions, repeated business losses, or rental income losses. Some of these triggers are worth the risk if they result in substantial tax savings, but it’s essential to maintain re-
also provides litigation support (both as a testifying expert witness and a consulting expert), business negotiations and estate planning. Visit www.bankler.com for additional tax strategy tips and to learn more about Steven Bankler, CPA, Ltd.
ceipts and records for itemizing and to follow best practices.
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17
[savvy builder]
Maggie McCarthy Starts a New Legacy Builder’s Daughter Stands on Her Own “Merritt”
E
arly on Maggie McCarthy developed a love for horses, hanging around them as a
After several internships with JMH, McCarthy
toddler with her mother. By the time she turned seven she had her first horse. The
began working full time in 2008 supervising
equestrian life quickly became a passion and soon her and mom were traveling
field operations. As she took on additional
around the country training and competing in horse shows.
responsibilities, dad began cutting back his
Maggie graduated from Boerne High School a year early, deferred her admission into Texas A&M, and hired on working for a horse trainer in northern Alabama in return for lessons. She entered A&M in Equine Science but after summer internships with dad and John Merritt Homes, McCarthy added a major in Construction Science to earn double degrees.
“
time before moving into full retirement seven years ago. “The responsibilities of owning and taking care of my own horses, traveling to shows, and competing taught me the importance of being organized and fully committed
“When we moved here from Houston dad started building homes. I remember
“
walking homes with him and helping mom with making finish out selections,” she said. “I think I’ve always really loved this business.”
18
to something. This level of commitment I’ve incorporated into my homebuilding business.” Her philosophy is quite simple: Find something you are passionate about and let that guide your life. Be open to new ideas,
new experiences. And in homebuilding there’s always something to learn and grow from with each house, each project. A defining moment in McCarthy’s leadership of John Merritt Homes was her entry into the 2017 Parade of Homes in the Canyons at Scenic Loop (photos featured throughout this spread and on the cover). If there ever was a doubt whether she could hold her own in this male-dominant, testosterone-fueled industry she quickly dispelled any skepticism by walking away with the prestigious People’s Choice Award for best Parade home. She also won Best Floor Plan with the sprawling single story horseshoe plan wrapping around a negative edge pool taking in 180-degree hill country views. Yes, the 2017 Parade House signaled her arrival in this business and she’s never looked back.
McCarthy describes her design and construction process: “I enjoy working with clients from the start of
patterns. All of my homes are well built, very energy efficient and always feature excellent finishes.”
their plan development with the architect, help
McCarthy prides herself in providing
to educate and guide them though the design
exceptional personal care throughout the
and selection process. I meet with them
build process. The company keeps a low
regularly throughout the process, providing
overhead and passes that savings on to
updates and status reports, answering
clients. Her team of veteran subcontractors
questions, and addressing concerns they
and tradesmen work hard together to provide
might have.”
a stress-free building experience for clients. McCarthy hates wasted days so she spends
What’s unique about Merritt Homes?
extra time preparing, planning and scheduling
“I focus on the flow, the functionality and the
ahead – which often results in finishing her
aesthetics of each floor plan. It’s important for me to spend a lot of time with my clients
homes quicker and more efficiently than other builders.
especially during the electrical rough in walk through, the cabinet design meetings, the closet designs and details of the tile lay
19
Here’s what some of her partners had to share: “Great quality with her is a given. She’s as down to earth as they come and is driven by custom service to her homebuyers.” Todd Schneider, Jefferson Bank “Maggie is so involved in every aspect of her projects. Very hands on; very available to her clients…and they notice that.” Paul Zars, Keith Zars Pools “I started working with John, long before Maggie. John and I connected, we’re both old school guys. I’ve literally seen Maggie grow up in this business, and blossom and come into her own. She is a strong, compassionate leader and has the respect of all of her subs and partners.” Scott Emmons, Anderson Landscaping “She’s highly organized, very forward thinking and always prepared for the next crew to show up on site. Jason Goss, her right-hand man, has been around a long time and really helps keep things on track.” Bob Weaver, Roddis Lumber
“Merritt always pays on time, and they are always very thorough with the bid process. They’re highly organized.” Ralph Hernandez, R. Hernandez Drywall “I’ve worked with John for 21 years, and have known Maggie since she was a young lady. I’ve seen her grow up and mature and take on this company in a man’s world. I’m very impressed with the way she handles herself professionally. She juggles a lot, having two little kids, yet holds her own against anyone in this business! I respect her immensely, as one strong businesswoman to another, in this often crazy industry.” Lara Miller, LLB Interiors “We’ve had a great relationship with the Merritt crew for quite a while. They are easily a superior home building firm here in South Texas.” Clint Grothues, MG Building Materials
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[savvy trucks & toys]
On the Rocks or On the Street
Jeep Wranger Is a Fun, Go-Anywhere, Solution By Beverly & Steve Smirnis
J
eep Wrangler is a mid-size sport utility vehicle category with an emphasis on “utility.” That is, if you
define “utility” as fun and adventurous anywhere you want to take it.
Retaining traditional body-on-frame construction, the Wrangler
venture off the pavement, albeit the ride is still noisier and stiffer
remains unmatched in its capability off-road. Other features preserved
riding than other crossovers utilizing car-like unibody construction.
from Wrangler’s classic Jeep heritage include its round headlamps,
Those who haven’t been in a Wrangler for a while, will be impressed,
removeable doors, fold-down windshield and removeable top. While
nevertheless, with a greatly improved ride over past models and in
retaining all this, the big difference in late Wrangler models is how far
finding all the latest--including touchscreens with fourth-generation
they’ve come in being driver-friendly for urbanites who might never
Uconnect with Apple CarPlay and Android Auto.
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Jeep offers its Wrangler loyalists lots of customization options from
Our tester’s 3.0L V6 turbo diesel engine with engine stop-start (rated at
the factory, and the cult-following also appreciates the after-market
260 hp and 442 lb.-ft of torque) added $4,000 to its price tag, 8-speed
opportunities. We drove the four-door Unlimited Sahara 4X4 which
automatic transmission with hill descent control added another $2,000,
came pretty loaded up already at the base price of $38,645. Sahara
and the Sky One-Touch power top was $4,000. roughly. Add a leather
4x4 features a Selec-Trac two-speed transfer case with full-time four-
package, keyless entry, LED lighting package, premium audio, a trail rail
wheel drive and a 2.72:1 low-range gear ratio that allows the driver to
system, and several safety group features and its final price tag was
set it and forget it, while constantly sending power to the front and rear
$56,750.
wheels.
“
Beverly & Steve Smirnis are members of the Texas Auto Writers Association and the Texas Motor Press Association, reviewing vehicles and casting their votes at driving events where the Truck of Texas, Car of Texas and Off-Road Truck of Texas are some of the titles awarded. Follow their
“
automotive blog on TheSavvyList.com/TheSavvyDriver
22
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23
[savvy special report]
Did you say NEVER to the Concept of VR Sales? You might want to consider staying more open to the possibilities of robotics it could be the next big thing!
By Beverly Smirnis
While the construction industry is worth $10 trillion globally, it could be even more significant, experts say. USA Today reports that construction industry growth has only been one percent for decades, blaming inefficiency as the cause. Many projects lose a third of their value due
With many moving pieces and multiple subs involved in a typical project, collecting workplace data straight from the job site stands to make decision-making faster, scheduling more efficient, and catching and fixing errors easier. Ideally, social distancing requirements will become a thing of the past, but thanks to our recent restrictions, we are using technology and discovering that in some cases, it can provide more visibility than even the most attentive site superintendent would have. Virtual inspection processes now being offered by many cities usher in a new age of acceptance.
to waste, the article cites. Technology
In an already thin labor force, collaboration software could go a long way in helping avoid
that already exists today poses to vastly
unnecessary trips to the job site when the work to be performed can’t be completed until
improve these statistics.
something else happens in sequence before it, or conversely, a to avoid a crew delaying a project by not being scheduled at the right time. The ability to seamlessly and automatically track individuals moving on and off the construction site provides automated project reporting and compliance documentation that can reduce administrative cost and time significantly and minimize claims and associated disruptions for all parties involved in a project.
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Another bright light from the Covid-19
Blueprint Robotics was started by an
pandemic is the advancement of virtual
individual who spent his entire career in the
sales offices. VR has become so realistic
development and construction business.
that it could indeed one day negate the
The Blueprint Method is not modular
need for the traditional model home park.
manufacturing; each project can be custom
Software products that create a virtual reality
designed. Even smaller firms can benefit
experience for the client make it easier for
from efficiencies of the process, particularly
clients to visualize the layout and scale
in the face of rising material and labor costs.
issues that otherwise would not come to
“
light until construction, saving potentially
of about 293,000 industrial robots operating
thousands of costs and time delays from
in factories of the United States. The United
of a home and see what various product selections look like in real-time. While walking around in a VR model, clients quickly and
The new World Robotics 2020 Industrial
easily finalize the design options and catch
Robots report presented by the International
States, Canada, and Mexico represent
While software technology can help save costs mainly associated with time, the
the second-largest operational stock of
“
change orders.
Federation of Robotics (IFR) shows a record
industrial robots in the world after China.
answer for true hard cost-savings may lie in the combination of technology and robotics
Once your designs are finalized by your
enabling a traditional construction team of
architect and engineer, the project files are
designers and builders to make the overall
converted to machine files that drive state-
process faster, more precise, and as much as
of-the-art robotic equipment supervised by
50 percent less wasteful.
human operators. The permit process does
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on a normal construction site. Homes are constructed in a climatecontrolled facility with walls, roofs, and other wood components created in a factory using high-tech machinery, removing the risk of weather-related construction delays Your project components are delivered using standard over-the-road trailers. The Blueprint Method is compatible with any foundation solution. Upon completion of the
“
Most of the robots in the USA are imported from Japan, Korea, and Europe. Although there are not many North American robot
manufacturers, there are numerous important robot system integrators.
foundation, highly trained crews quickly and efficiently assemble your project.
“
Once assembled, you can begin your roofing, exterior facade, insulation, drywall, and final finishes. When you are ready, the Blueprint
The annual number of robots sold is highly influenced by the
“
automotive industry, which is the most important robotics customer to date.
“
not change, and materials are the same as you would expect to find
Robotics team returns for electrical, plumbing, and fire protection trim as well as HVAC commissioning. What will be builders of 2050 have to say about the building practices prior to 2020? The time is ripe for the construction industry to finally see some true evolution!
26
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[savvy Design]
Designing Homes During By Lara L. Miller Owner, LLB Interiors of San Antonio
Client Design Taking care of clients’ design expectations has had its ups and downs during this time of COVID. The balance of meeting deadlines while being patient with suppliers, who are struggling to keep up with the demand with smaller crews and less workers to fill orders…. has been a huge challenge to say the least. To tell a client “your order will be done in a timely manner” is virtually impossible. There are no guarantees that you will receive what has been ordered at all. A better plan of action needed now is to order early, 4-6 weeks early, and then pray like heck that it comes in on time.”
Meeting Prep and Order Forecast Residential moderate to high end construction, which is my niche in this industry, seems to be unaffected by COVID in some ways. New starts, remodels or new planning for future construction has not stopped, much less slowed down. I feel very fortunate and grateful that we are in an essential business. I’ve actually heard from suppliers that they haven’t been this busy in years, with some of them taking on heavier workloads. I see this as a downside right now because it puts more pressure on everyone when there are fewer people in the supply chain working the process. Not always having our “go to” people in place results in more work and research on our end to get the same information back that happened quickly and automatically.
It’s been quite a six-month whirlwind for everyone. I’ve had a crazy time trying to keep up with delays on fabrication of furniture, fabrics, flooring, etc. Contractors and builders are experiencing the same delays too. And now prices on materials are escalating. Install dates and expected completion dates are now more fluid and ever-changing than they’ve been recently, and it truly underscores the need to be very clear and defined with your client about their expectations in this very difficult time. Patience and understanding are key right now.
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The “New” Design Meeting I’ve been a designer in San Antonio for 34 years and recently developed a new approach to design meetings. I know all of us have had to figure out the “virtual meeting” or a Zoom call. Since COVID, I spend even more time than before with the builder, remodeler or their aesthetic design team on these calls. I’m making an effort to take more notes, ask more questions, perhaps listen closer to what they’re saying and wanting …really tuning in and being present to them.
one-on-one and all selects are handed over per area. There’s no need to hunt for multiple options; or walk the showroom endlessly with no decisions being made. They can go straight to final quotes, approvals, and ordering. It has definitely been a clean and healthy approach to keeping the spread of the virus down. At the same time, clients feel especially taken care of and less hectic…and that is a bonus. Good sample photos and good presentation is the key to gaining your client’s trust and putting their worries to rest. Yes, we all have to wear a mask when meeting face-to-face for
I do have many returning clients, which affords us an advantage
everyone’s safety. However, we really look forward to this COVID thing
of knowing generally what their expectations are for each part of
making a fast exit soon! Regardless, I’m inclined to keep using my
their projects. But most of the work we do now is not with the client
new “design during COVID” procedures as the new norm for design
present. We research and go to various showrooms and gather the
meetings. It definitely seems to be working.
right samples to perform the color story or create mood boards, which we’re able to pull together and present during these new virtual design
Good luck and stay COVID free!.
meetings. The clients don’t need to enter numerous showrooms and be exposed to multiple people in a day to make the best decision. Clients love the safety and security aspect of this AND the convenience of being able to move this process forward from the comfort of their
About the Author
own home. And they still get the full scope of our design and project
Lara Miller has consistently been recognized as one of San
plans right from their computer screen…everything from floorings
Antonio’s top designers, working for some of the area’s biggest
selects, paint, cabinet colors to plumbing fixtures, lighting, doors,
names in homebuilding over the past 34 years, receiving numerous
hardware – even furnishings and plants. We do whatever it takes to
awards and accolades along the way. Her beautiful work is featured
create the big picture for them. When we hear the ooohs and ahhs, or “I
in this issue in Maggie McCarthy’s award winning 2017 Parade
love that!” then we know we’ve done our jobs and it’s order time.
of Homes project. Very involved in the community, Lara was also featured as one of the “Most Inspiring Women” of San Antonio;
The Showroom Meet
served as a project lead for Habitat for Humanity; and lead project
If you want your project completed on time, we make showroom
designer for the Wounded Warriors Family Facility.
appointments with pre-approved selects from that particular showroom’s website of products. The representative and I have our
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Expressing Your Personal Style Since 1989 210-969-4004 || www.LLBint.com 31
[sales savvy]
The Art of LISTENING “When will I be able to walk into the lunchroom and see all the associates laughing and talking and joking during their lunch break? When will I be able to walk down the hall and High Five my co-worker and tell them fantastic job closing that last sale? When will I be getting a call again from the school telling me that my son was being disruptive in class and he is in the principal’s office and I need to go down for a face-to-face with the principal?” By Paul Evans
w
hen we’re even missing that last one, all of us are begging
even some face-to-face, but with a mask on, we are going
the question, “What is the new normal and what does it
to have to try even harder to listen to what the client is
look like?” Well, I can confidently state that I don’t know
saying to understand what they need. Whether it’s a virtual
what the new normal is or will be. But I can tell you on the
meeting or a meeting with a mask on, it’s hard to get past
sales side of the world, although things may be different,
the distraction of the distancing requisite. If you haven’t
one thing will not change. If you have followed my articles
been heeding my call to action about listening, now is the
and or bought my latest book Life’s Lost Art, you know
time. Take a minute and do more listening exercises.
that I am a huge proponent on the “Art of Listening.” This
Make a list of open-ended starter questions to enhance
is a dying art that needs to be resurrected and needs even
the conversation after listening to each customer. Practice
more attention now.
forming questions by restating what you heard, and more
In a time when our sales activity involves more time on the phone, more time on Zoom calls and GoTo meetings, and
32
important, what you understood from the conversation.
For example, “Thank you, sir, for your interest. So, what I hear you
inspections are the only way, that you can’t be red tagged if something
saying is that you are looking for an alternative to the product you
is out of view.
are using now? Can I ask you why you are looking for an alternative?”
All of these examples illustrate that you heard what the customer was
With this statement you acknowledged what the customer said and
saying. By restating what you heard, the customer knows that you
then you asked an open-ended question to find out the reason for the
were listening. This gives the customer the opportunity to correct you
change. This may lead you to your selling point, making you the one
if what you heard was not what was intended by them. Once you’ve
he chooses to makes the change with.
confirmed that you heard the information correctly, expound on what
Here’s another example of using the art of listening and active
they have said and then form another question using their words to get
questioning skills with your internal customer: “I can appreciate that
more information. Refer back to their responses to your questions in a
you feel we need to continue to work from home. And the safety of the
way to get your point across.
associates is the most important aspect of our company, especially company can’t make the office or job site environment safe for the associates?” The internal customer knows that they were heard and that you respected them enough to make their response part of the solution. Lastly, here’s another example for an external customer with a
Stay safe and keep listening for more profits.
“
R. Paul Evans CGA, CAPS, CGP is a native Texan with over 40 years in the construction industry. He is the National VP of Millwork for BMC. Paul has been an instructor with the NHBA University Housing for over 15 years and is one of only a handful of Master Instructors for the NHBA in the country.
government agency: “Mr. Inspector I am so excited about your new
He travels the country teaching Sales & Marketing, Customer Service and
policy on virtual jobsite inspections via FaceTime. I look forward
Negotiating Skills and has authored numerous articles and published
to this new system and seeing how it can speed up the process.
three books on these subjects. Paul is also a voting member of the ICC, is
However, I would like to see if you can explain how you will be able
“
in these uncertain times. However why do you think that we as a
licensed as an engineer in Texas and Louisiana and holds GC licenses in
to determine the aspects of the jobsite out of range of the FaceTime
17 states. Paul also owns and operates a fully sustainable farm and is a
viewing?” With this approach, you are making sure there is no other
licensed professional race car driver.
way to do an inspection at the job site and confirming that if virtual
33
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