Wednesday, April 18, 2012

Homebuilding Myths: The Three-Bid Rule

As the housing industry becomes more sophisticated and conscientious about achieving genuine and lasting homebuyer satisfaction, the level of professionalism among builders continues to reach new heights.

As a result, potential clients searching for a builder to create their dream home have a much deeper pool of talent from which to select. Today's professional builder is not only skilled in construction and client relations, but also highly competent in terms of his or her business expertise.

This new and more professional breed of builder deserves to be evaluated by homebuyers in a new way. Namely by dropping the age-old practice of collecting three bids for the work in favor of a more business-like approach to a very important decision.

Comparative Bidding is Inaccurate:

In theory, the three-bid rule was thought to work because it assumed everything else, other than cost, from the competing builders was equal. This thought process assumed that each builder had assessed and calculated the scope of work, blueprints, and specifications in the exact same way.

In reality, however, such assumptions are rarely, if ever, accurate. Every builder and contractor, professional or not, analyzes a new-home project and estimates its associated costs differently; as a result, the three bids are not apples-to-apples comparisons. The differences can be subtle, but they exist. And those differences render an unequal playing field for competitive bidding creating confusion and misunderstanding.

In addition to being inaccurate as a cost comparison tool, the three-bid rule reduces each builder to a number rather than considering his or her various skills, experience, personality, record of success, and ability to do the work. For this reason, an increasing number of the best homebuilders simply refuse to bid competitively, opting out of such opportunities because they know they are being evaluated only in terms of a cost estimate (that is inaccurate) rather than whether they are the best builder for the job.

The Negotiated Contract: A More Useful Approach

The professional builder prefers a different approach to contractor selection: the negotiated contract. In that scenario, a homebuilder is selected based on his or her abilities for the specific project and personality and how they fit with the homebuyer. These are two critical considerations considering how closely builder and client will interact with each other during the construction of a new home.

The negotiated contract also takes the guesswork out of the project's cost. The budget is shared up-front with each of the builders being considered based on what the buyers can afford, not what the builder (and his stable of trade contractors) thinks it will cost.

Sharing the budget not only removes assumptions and judging a builder's worth based on price alone, but also begins to build trust between homeowner and builder. They can explore honest communication about actual costs and, if necessary, choices that need to be made to match the project's scope with the homebuyer's budget. That's the "negotiated" part of the contract process.

The negotiated contract process is far superior to the three-bid rule in matching personalities between the homebuyer and the builder, as well as between projects and a building company's skills and experience. By first narrowing and then selecting one homebuilder based on everything but the cost of the project, buyers can better make their decision on which builder is most likely to be on-budget and on-schedule and result in a finished home that meets (or ideally exceeds) their expectations.

As the homebuilding industry continues to evolve into an increasingly professional business, it requires new and more effective models for conducting that business. The negotiated contract has strong advantages over the three-bid rule. This approach reflects the new age of new home construction to the benefit of every homebuyer.

Tuesday, April 3, 2012

Top 5 Questions: Builder References

You just left an impressive presentation with a professional homebuilder, one among the few you're considering for your new home project.

In addition to a brochure about his business and highlights of his recent work and the communities in which he builds, he provided you with a list of recent homebuyers for you to call or email to ask about his quality, ethics, skill, and professionalism.

Now the ball's in your court to actually reach out to those references and gain some valuable inside knowledge about your builder before you consider negotiating and signing a contract for your project.

But what to ask? For many prospective homebuyers, we suggest a few questions to solicit the kind of information that will help them make an informed and confident decision. Of course, you may have your own agenda and priorities, which we encourage; if you need them, these questions just may help get the conversation going.

1. Was the company easy to work with? Ask how the builder managed communication with the buyers before and during construction, ideally through one point of contact (typically the site supervisor) with the authority to make or negotiate decisions as opposed to a bureaucratic quagmire that is frustrating and confusing.

2. Was the jobsite clean? The best builders leave the job site clean at the end of each day. They sweep and haul their trash away, store or take their tools, and stack their materials. Not only does the jobsite look good (as good as anything can under construction), but also is one that's safer should the owners want to check out the progress of the job on their own after work.

3. Did they finish on time? Finishing on time reveals the builder's commitment and organizational skills. If the answer is "no," dig a little deeper into why; it may be that the owner made changes that caused some delays, or that bad weather was an unavoidable factor.

4. Did they finish on budget? Like finishing on time (or within the owner's expectations), finishing on budget indicates a builder's organizational and business acumen, specifically his cost-estimating skills. If the answer is "no," ask why and look for clues about change or special orders by the owners that may have been outside the scope of the original budget, or if the builder neglected to calculate a cost and tried to make the owners pay for it at closing.

5. Did they disappear after move-in? Perhaps a new-home owner's biggest worry is what happens after they close escrow and move in. A builder who has been available to answer questions and respond to reasonable warranty issues is an important indicator of a builder's long-term commitment to the quality of his homes and the ultimate satisfaction of their owners.

This handful of questions probably does not satisfy all of your needs, but it's a start and often will inspire more questions that further reveal whether the builder you're considering is one you can trust and rely on to do the job right.