Guest Blog: Design/Build From A Salesperson's Perspective
Guest Blogger: Kim Holmberg has been selling custom new homes for 20+ years in the Minneapolis, Minnesota area. The majority of those years was with The Charles Cudd DeNovo company, including 5 years as their Marketing Director while continuing to sell. Embracing the change in our industry due to the recession, Kim then went to work for a Design Consultant for a regional company that finishes basements. Recently she moved on from that company and took her experience to Lecy Bros Homes and Remodeling, where today she designs and sells custom finished basements, kitchens and master baths.
A Design/Build Company
By: Kim Holmberg
The subtle move in the marketplace, of the traditional “hire an architect to design, then find a contractor to bid, then back to the architect to revise because the price came in way over budget, then back to the contractor, and then maybe, just maybe start building”, has changed.
Today, consumers demand service. They want to know from their very first conversation that their needs, desires AND budget are all being considered throughout the process. I design and sell for a Design/Build firm. From my perspective, we offer the very best of the process, by combining the design, pricing and the build component into one single element.
It’s a very simple and effective process actually. The prospect calls the company, saying they’re interested in getting their basement finished, kitchen remodeled, or thier bathrooms remodeled, etc. I set up that first meeting ideally with BOTH the decision-makers at the same meeting. We look at the space, talk about their family needs, how they live, how they entertain, etc. I have them sign a very simple design agreement and collect a small fee to help defray the cost of our design time. We discuss budgets (I often spend some time educating prospects on local averages). Assuming all are realistic, I then get to work designing typically two concept plans for them to review.
But from the moment I meet these prospects, I’m aware of their budget, schedules, needs and wants. Because I know what materials cost, and what labor costs are, I’m able to help guide the design into something that will work for my prospects. I also have the ability to bring my trim carpenter, or drywall sub-contractor, or electrician into the process. And because those professionals have worked with my company for more than 20 years, they understand my designs, and I have a pretty good understanding of how they price their work!
Working for (and with) a Design/Build company makes the entire process seamless for the client. It makes what I do very transparent for them. It also eliminates any finger pointing from an outside designer to the builder/contractor. We are all a team from day one and work hard to turn that prospect into a lifelong client.
