Build Home Insurance Perks into Your Pitch

cit5glamourimagesmallWhether you’re a builder or an architect, you’re always looking for new ways to sell your homes to your clients. Here’s something unique to build into your pitch – the homeowners insurance benefits. Savings and extra perks go along with insuring a new house versus an old one. You can get a leg up on the competition by using a lesser known perk to your advantage.

To start off: simply buying new can help your clients save. Homes built within the last 10 years could qualify for a discount of up to 20%. Given that the average U.S. homeowners insurance premium exceeded $822 as of the end of December, the new discount could generate savings of up to $164 a year. Providers prefer new homes because they believe there is a lower risk of them incurring an expensive claim.

Other ways that new homes can earn your clients home insurance savings and help with your sales message include the following:  

New plumbing

Plumbing system failures are the leading source of home water losses, according to the Insurance Institute for Building and Home Safety (IBHS). It’s no wonder that home insurance providers wish to avoid plumbing malfunctions when the average claim per incident weighs in at more than $7,000, according to the Insurance Information Institute (III).

Updated plumbing systems in new homes form a major part of a moisture management strategy and can therefore earn your clients preferred home insurance policies, which generally come with lower premiums.

A modern HVAC system

Heating and cooling systems can be testy. In fact, heating equipment is the second leading cause of home fires, according to the National Fire Protection Association (NFPA). To avoid the approximate $5.8 billion dollars in damage that heating systems cause in fire damage every year, insurance carriers consider new HVAC systems a major factor in determining whether a homeowner qualifies for a preferred policy. New HVAC systems also typically work more efficiently and can save your clients 20% or more in utilities costs.

More fire safety

From 2007 to 2011, the U.S. experienced nearly 50,000 fires due to electrical malfunction and $1.5 billion in direct property damage, according to the NFPA. The average fire claim costs insurers in excess of $33,000, according to the III. Again, new wiring is a factor in qualifying for a preferred policy. Other anti-fire measures in new homes include smoke detectors, which can win owners premium discounts of up to 5% ($41 on that average premium cited above).

Roof stability

Roof damage from wind and hail costs an average of $7,177 per claim, so home insurance providers favor sturdy roofs. If your building project involves roofs that the carrier qualifies as impact-resistant,—UL class 3 or higher—your clients could get preferred status and qualify for lower premiums. Some materials that qualify are metal and concrete tile.

None of these savings are one-time price breaks: They can extend for years, which should increase their appeal to buyers. In fact, homeowners who go 10 years without filing a claim can win a discount of up to 20% on their premiums. New homes make it much easier to reach that 10-year threshold.

When speaking with potential buyers about the benefits of buying new, add home insurance discounts to your toolbox. You can get your clients focused on protecting their homes, while adding the benefits of lower monthly premiums. Doing so can help persuade clients to buy new – and to buy with you.

Guest Blogger Carrie Van Brunt-Wiley has been Community Manager for HomeownersInsurance.com since 2007. She is a native New Yorker with a background in journalism and professional writing.

 This guest blog post does not necessarily reflect the opinions of CertainTeed Corporation.

Tips for Making the Most of In-person Homeowner Consultations

SellingTipsWhile new technologies and online selling tools continue to garner attention in the building industry, it’s important that we do not lose sight of the importance of in-person meetings with potential customers. Sure, a great website or Facebook page might raise awareness for your remodeling or contracting business, however a polished in-home selling approach truly is the key ingredient in sealing the deal.

Through my work at CertainTeed, I have the opportunity to connect with hundreds of remodelers and contractors on an on-going basis and have witnessed some stellar selling techniques. As peak construction season approaches, here are some useful tips and reminders.

Never underestimate first impressions. From the moment you enter the driveway, your appearance and actions are being judged. Arriving in a clean truck and wearing company-branded clothing will help set the stage for a successful meeting.

Make a proper introduction. Begin the discussion by providing background on your company’s history, including your location and years in business. This is also an ideal time to share information on relevant licenses, credentials and insurance documentation.

Let your presentation do the talking. Most manufacturers, including CertainTeed, will equip you with the necessary tools to create an easy-to-understand presentation. A good product sales presentation will speak for itself, eliminating the need for over-the-top sales talk that might turn off a potential customer.

Keep it simple. Too many options might confuse or overwhelm a homeowner. Consider organizing their options in good, better, best categories to simply the decision-making process.

Leverage resources from manufacturers. If you are looking for ways to spruce up your selling technique, get in touch with manufacturer representatives. These product experts can help ensure that you are up to speed on the latest product information, messaging and marketing tools.

Include a step-by-step description of the project. Paint a picture that describes the process from start to finish, and when possible, bring product samples that homeowners can see and touch. Also, by explaining the process from start to finish, you’ll provide homeowners with the added assurance to move forward, while also reinforcing your credibility and expertise.

Keep an eye on the clock. While arriving to an appointment on time is a given, it’s also important to refrain from overstaying your welcome. If possible, confirm the length of the meeting upfront and keep an eye out for restless activity.

Offer references up front. Streamline the selling process and save homeowner time by providing a list of references at your initial meeting. Doing so eliminates extra legwork for the homeowner, while also instilling confidence in your work.

Don’t leave in limbo. Before leaving the appointment, make sure you and the homeowner are in agreement on next steps. Whether you’ll be providing an estimate the next day, placing a follow up phone call next week or beginning the project immediately, establishing a clear set of actions will keep the project running smoothly.

Is there a tried and true selling technique that has worked well for you? If so, we encourage you to share your success stories.

“Overheard” at the International Builders’ Show

Throughout the first day of the International Builders’ Show, there have been dozens of conversations that shed light on new and emerging trends in the building industry. From the vantage point of the CertainTeed exhibit as well as a quick visit to BuilderLIVE, there was a healthy amount of idea sharing and discussion. The dialogue on Twitter — especially via the #OverheadAtIBS hashtag — offered additional insight into activity at the show. Here are a few interesting tidbits that caught my attention.

The demand for contemporary interior design, which calls for clean, simple lines, is on the rise. Outstanding craftsmanship is a must to achieve this aesthetic. For example, interior trim and moulding, which are less prevalent in contemporary design, typically camouflages imperfections in interior finishes.

Energy efficiency remains a top priority. There are new building codes to tackle and it’s just plain common sense. Fortunately, there are an increasing number of products and solutions — such as hybrid insulation — to optimize the energy efficiency of a home.

Building science is a great way to sell a house. Having this foundational knowledge not only strengthens a builder’s competitive edge, it means healthy, comfortable homes and satisfied customers.

New technology continues to intrigue us. Home lighting and automation systems are evolving to new levels of sophistication. New garage concepts, such as power lifts that stack multiple vehicles in a single space, are slowly emerging in the custom home market.

So, what’s captured your attention thus far?

The 2012 American Institute of Architects (AIA) Convention and Design Expo Takes on the Nation’s Capital

 
 

Lucas Hamilton

Lucas Hamilton is Manager, Building Science Applications for CertainTeed Corporation

The 2012 American Institute of Architects (AIA) Convention and Design Exposition was held in Washington, D.C this year.  The show was jam packed with exhibitors and educational programs for architects and design professionals and, according to early estimates, attracted 30 percent more attendees than last year’s event which was held in New Orleans.  Could it be the location?  Could it be an improved building environment?  It is hard to say but the show appeared to be busy.

The Saint-Gobain booth this year had a listening room component and we had experts from several of our businesses CertainTeed, ADFORS, Grenite, Norton, SAGE, Saint-Gobain Glass, Saint-Gobain Solar, Saint-Gobain Performance Plastics and SolarGard who stood ready to help architects solve their unsolvable problems.  This was a new concept which created some interesting conversations in our ‘listening rooms’ – pod-like areas to sit and hold private conversations.

I was speaking with an architect in our booth about a variety of products and systems when he spied my name tag and exclaimed, “you’re the guy who does the webinars. It’s great to actually meet you.”  Since our webinars only provide a photo of me on the title page and frankly I’ve got a face made for radio, I was surprised that he would recognize me. He provided some valuable feedback about why he thought our CertainTeed webinar series, which is part of our Continuing Education program, provided him not only with valuable credits for his continuing education credentialing, but also information that he can put into practice as an architect.  I really appreciated the feedback and it’s rewarding to know that what we are sharing with people is helping them every day.

I would say that we are beginning to see an improvement in the design community especially from markets such as education, healthcare and multi-family housing.  At least Washington, D.C looked like building projects were in abundance.

If you have thoughts about the industry or comments about our CertainTeed webinar series, I would love to hear from you.

Social Media Mavens at the 2012 AIA Convention & Design Exposition

Twitter activity was most definitely a flutter last week at the 2012 AIA Convention & Design Exposition in Washington D.C. Using the social media-monitoring tool, UberVU, we extrapolated some interesting insight from the Twitter activity at the show. For example, a report on activity using the #AIA2012 hash tag showed that:

  • There were 5,528 tweets from May 10-21 — just prior and one day after the show.
  • 36 percent of mentions were re-tweets.
  • Nearly half of all tweets occurred on the first day of the show, May 18.
  • New York-based architect Vanesa Alicea posted the most frequently, with 141 tweets.
  • Of all of the Twitter accounts active during the show, Architectural Record magazine has the largest following, with a whopping 323,335 followers.

All in all, we enjoyed following and participating in the Twitter stream to keep a pulse on the show, however, we were most fortunate to have in-person conversations that spanned well beyond 140 characters!

New Product Snapshot from 2012 AIA Expo

For the past several years, Snap magazine has organized a “Say it in a Snap” session at the AIA Expo, offering building product manufacturers a chance to talk about their newest product innovations. Products showcased this year demonstrated a broad array of form and function:

  • Sherwin Williams announced the expansion of their environmentally conscious paint products — Emerald TM zero-VOC interior paint.
  • BluWorld of Water shared a new white paper that dispels some of the microbial concerns around water features in health care settings.
  • Construction Specialties launched two new louver products that offered very distinct design aesthetics.

Architectural Record Makes Photo-sharing Easy

Whether it’s Facebook, Pinterest or Twitter, photo-sharing is most definitely in vogue. While all of these networks create a sense of community and connectedness in their own special way, Architectural Record magazine has launched a photo-sharing mobile app designed specifically for architects and designers. At the 2012 AIA Convention and Design Exposition, the Architectural Record editorial team touted the new tool, which is available, free-of-charge via iTunes.

Google SketchUp Brings Design Inspirations to Life

Architects are known for having boundless imaginations when conceptualizing their designs. Traditionally, they have put pen to paper to bring their ideas to life. However, a growing trend is to use Google SketchUp — as evidenced by the bustling flow of traffic in their booth at the 2012 AIA Convention and Design Exhibition. An inituitive, easy-to-use tool, Google SketchUp is used to create quick 3-D imagery for conceptual stages of design. It also includes a repository of 3-D building objects — the Google 3D Warehouse — that expedites the design process. Building product manufacturers, including CertainTeed, are making brand-specific building objects available through the warehouse to more closely align concepts with real-world applications. Is Google SketchUp the wave of the future? We’re interested in hearing your thoughts.

Design Inspiration at 2012 AIA Expo

Spend only a few minutes at 2012 AIA Expo and you’re sure to be inspired. Revolutionary product innovations such as the Dyson air multiplier or SAGE electrochromic glass are capturing the attention of many at the show. At the AIA/DC exhibit, Claire Conroy of Residential Architect magazine hosted a panel of seven Washington D.C.-based architects and their impressive breadth of recent work.  Philip Esocoff shared his strategy on leveraging height restrictions through pre-cast concrete ornamentation. Travis Price highlighted excerpts from his most recent book, “The Mythic Modern.” And, Mark McInturff spoke of the trials and tribulations of designing a roof top pool that weighs the equivalent of four Prius cars. All in all, it was an awe-inspiring day. Looking forward further exploration tomorrow…

AIA 2012 Off to a Busy Start

Thus far, the AIA 2012 Convention and Design Expo seems to have an exceptionally high level of traffic and energy on the exhibit floor. Is it the convenient Washington D.C. location? Renewed optimism of a rebounding economy? An expansive display of innovative new building products? Most likely, all of the above.

At the Saint-Gobain booth (#3339) there’s a wide array of technical experts on hand to talk about solar, building science, glass technology, and more. If you are unable to join us at the show, feel free to post your unsolvable problem on our trade show page.

Stay tuned for more updates from the show…