Florida Quarterly Swimming Pool Construction Review Q1 2017

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In the first quarter of this year, the HBW database was replenished with nearly 8,000 new swimming pool permits from Florida, Texas and the Metro Atlanta areas combined.  Here’s a look at Florida’s jumpstart on 2017.

The Sunshine State is off to a sunny start for new pool construction in 2017.  With more than 5,700 pool starts in the first quarter of the year, Florida is ahead of last year by 6%.  Out of the six major regions reviewed, the southwest had the highest concentration of swimming pool starts (1,434 permits).  Even with the 5% dip in new pool construction in comparison to Q1 2016, the southwest is leading the market.  The southwestern county of Lee is also leading the state and ranked #1 for new pool construction.  With close to 460 new swimming pool permits on file with HBW, Lee County is just about 2% ahead of Q1 2016.

Coming in at a not so distant second, Central Florida continues to boom in residential construction and swimming pools.  Already more than 15% ahead of last year, there were approximately 1,170 pool starts in Central Florida during the first quarter of 2017.  The city-central county of Orange ranked second highest in the state with more than 360 pool starts, a 2% increase over the previous year.

Southeast Florida is holding steady and consistent with last year as there were just over 1,060 new pool permits added to the HBW database in the first quarter.  While Palm Beach and Miami-Dade counties account for more than 50% of new pool construction, areas like Indian River and St. Lucie are showing healthy signs of growth as they are well ahead of last year’s figures.

The Tampa area and surrounding counties that make up the West portion of the state have seen the greatest increases in new swimming pool construction at the start of the year.  With a 16% year-over-year increase in new pool construction, the western region of Florida had 1,000 swimming pool starts, with more than 300 taking place in Hillsborough County.  The counties of Polk and Citrus had their best quarter on record over the last year with year-over-year increases up to 41%; on the other end of the spectrum, Sumter County has maintained its decline in swimming pool construction as it had a 23% decrease in new pools in comparison to last year.

FL New Pool Permit Totals – Q1 2016 vs. 2017

While Northeast Florida does not have the highest number of pool starts, it is the area with the greatest increase in pool construction (+22%).  With nearly 620 new swimming pool permits, all northeastern counties, with the exception of Marion, are ahead of or on target with Q1 2016.  The greatest amount of new construction could be found in St. Johns County where there were more than 210 pool starts in the first quarter of this year, reflective of a 34% increase over last year.

Finally, we took a gander at the northwestern portion of the state, including a couple of bordering counties from Alabama.  In the northwest, while pool construction has not been abundant, it has been on the rise over the last five years.  In the first quarter, the NW region exhibited a 4% year-over-year increase and has more than 420 new swimming pool permits on file for the period.  Baldwin County in Alabama saw the greatest gains in pool construction with a 43% year-over-year increase, and in Florida, Walton County is holding steady and experiencing the greatest amount of new pool construction out of all northwestern counties reviewed.

FL Top 10 Counties for Pool Permits – Q1 2017

Information utilized for the graphs and above listed figures for swimming pool construction in Florida was directly derived from HBW construction data reports. To gain access to the HBW database and receive custom and detailed reports on the latest residential and commercial building activity in Florida, Georgia, Texas, Alabama, and Oklahoma, please contact HBW for details.

Safety Apps for Construction Professionals

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Safety is a #1 priority in construction, and now there are a few helpful apps to make managing safety even easier.

While there is no substitute for a solid safety policy and training program, there are technologies and apps that can make managing job site safety a little easier.  All construction professionals know that the cost of accidents is greater than any investment one can make in safety.  Getting a policy in place is one thing, and having employees follow those guidelines is certainly an entirely different issue.  For this reason, we reviewed a few popular apps that can be integrated into your safety practices and amp up your job site safety efforts:

  1. First Aid by American Red Cross – Yes, you have the posters in your office and a guide in the truck, but in the moment of an accident, basic rescue information can be difficult to recall. This is a good time for the First Aid app by American Red Cross.  Even if a team member is already trained in CPR and first aid, a quick reference guide that can be quickly accessed by phone is useful for anyone on the job.  The app is free and offers instruction and information in English and Spanish.
  2. Scribe for OSHA – When an incident takes place on your job site, OSHA needs to be notified. Scribe from OSHA is designed to guide users through the reporting process. The app provides information on data to be collected and reported, as well as how to find local offices and submit reports.
  3. ERG 2016 – Chemical spills and exposure to hazardous materials are a serious matter, and the truth is that dangers from exposure to chemicals are often unknown. Now, you can take the mystery out of hazmat accidents with the guide to chemicals and precautions offered in ERG 2016.  The app provides an indexed list of dangerous materials, the general hazards posed and recommended safety precautions.  It is useful to review the guide when hazardous materials are introduced to the job site, as well as when exposure to harmful chemicals takes place.
  4. FallClear Lite – There isn’t an app to replace fall protection tools and safety kits, but there is an app to help assess required clearance for various fall arrest scenarios. FallClear is a useful app for workers and supervisors who are already trained in fall protection.  Users can upgrade to the “Pro” version to add information regarding the weight of the worker.  Additionally, the app creates a summary of clearance calculations that can be recorded and shared via email.
  5. Heavy Equipment Inspection – No need to bring the clipboard or laptop, the Heavy Equipment Inspection app is a quick go-to tool for conducting equipment inspections from your phone or tablet. The app offers both mechanical and visual checkpoints for inspecting heavy equipment. Once the inspection form is completed, users can save it to the device as a pdf. or excel file, making it easy to share via text, email or cloud drive.

Just as safety is something that all employees should have at the forefront, so should everyone have access to safety apps.  Supervisors can sync their apps with their safety managers in order to share incidences, images and reports.  While no single app should replace your standard safety procedures for handling and documenting job site injuries and illnesses, technology can provide your team with quicker access to life-saving information and tools for managing safety issues in the field.

To get the latest on industry updates, business and marketing tips, stay connected with the HBW Blog.  If you would like to get ahead of construction activity and gain access to the latest permitting data in Florida, Texas, Georgia, Alabama and Oklahoma, contact HBW for more information on construction data reports and industry leads.

Florida Residential Construction Quarterly Review

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With more than 16,700 housing starts in the first quarter of 2017, Florida residential construction is 6% ahead of 2016.

Florida’s population is rapidly growing, and over the last five years, the demand for new residential construction has grown with it.  In just the first quarter of 2017, the Sunshine State had just over a 6% year-over-year increase in new residential construction.  Out of the six major regions reviewed, all areas with the exception of Southwest Florida experienced growth.

FL Resid. Permits by Region – Q1 2016 vs. 2017

The western portion of the state, including the major metropolitan area of Tampa, led in Q1 as it had just about a 25% year-over-year increase in housing starts.  Out of the nearly 3,700 housing starts in the west, the counties of Hillsborough and Polk held the majority of activity with a combined total of more than 2,150 new residential construction permits.

With a 6% increase in housing starts in comparison to 2016, Central Florida is continuing its solid and steady growth in the residential market.  Central Florida had more than 3,400 housing starts in the first quarter of this year, and while the city-central county of Orange is having a slower start to the year (-6%), it led the Central Florida area with just about 1,300 new permits being added to the HBW database.  The Central Florida counties with the greatest amount of growth in comparison to 2016 are Seminole and Brevard.

While Southwest Florida is just about 5% behind last year’s residential construction activity, it ranks third highest for total housing starts.  In Q1, there were more than 3,000 housing starts in the southwest region, and the highest concentration of new homes could be found in Lee County (918 permits).  Although most counties experienced lows in Q1, growth could be found in both Sarasota (+20%) and Lee (+9%) counties.

In the northeast, Jacksonville and neighboring areas experienced a healthy dose of new residential construction, landing it just about 3% ahead of Q1-2016.  Out of the 2,569 housing starts in the northeast region during Q1, St. Johns County had the highest concentration of starts (901 permits), and residential construction activity is consistent with the previous year.  With close to 350 housing starts, Marion County reflected impressive growth with more than a 70% year-over-year increase in residential construction.

Northwest Florida and neighboring areas of Alabama are holding steady in residential construction; with more than 2,200 housing starts, the region was slightly ahead (+1.6%) of 2016 in the first quarter.  While the entire northwest region is stable as a whole, counties such as Leon and Wakulla are showing strong growth relative to their size and average residential construction activity of the previous year.  Northwestern counties with the greatest concentration of housing starts include Baldwin in Alabama (555 permits) and Santa Rosa in Florida (322 permits).

FL Top 10 Counties for Resid. Permits – Q1 2017

Finally, we have the southeast portion of the state where there were more than 1,760 housing starts in Q1 of this year.  While the area is ahead of 2016 by 6%, counties like Miami-Dade and St. Lucie have really taken off since the start of 2017.  The highest concentration of housing starts could be found in Miami-Dade, where a 74% year-over-year increase resulted in nearly 530 new residential construction permits in Q1.  St. Lucie County is also ahead of the previous year; with a 21% increase in residential construction, St. Lucie had 380 housing starts and appears to be continuing its growth pattern from the last several years.

There is still plenty of time (three more quarters) for other areas to catch up, and HBW will continue to track the latest new residential construction permitting activity and provide subscribers with the data and leads needed to reach their targets this year.

Information utilized for the graphs and above listed figures for Florida residential construction was directly derived from HBW construction data reports. To gain access to the HBW database and receive custom and detailed reports on the latest residential and commercial building activity in Florida, Georgia, Texas, Alabama, and Oklahoma, please contact HBW for details.

Texas Quarterly Residential Construction Report Q1-2017

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In the first quarter of 2017, Texas was ahead of last year by 6% in new residential construction, and Houston is leading the way.

This week is the week of quarterly reviews.  Most recently we explored the state of new residential construction in the Atlanta area, and today we are reviewing the steady increase in housing starts across the Lone Star State.  With more than 16,100 housing starts in the first quarter 2017, Texas experienced a 6% increase in residential construction in comparison to Q1-2016.  Out of the four top metro areas of Texas (Dallas, Houston, Austin, San Antonio), Houston had 6,675 housing starts on file with HBW in the first quarter of this year, ranking it #1 for total new permits.  Houston remains just about on track with 2016 for new construction activity as it experienced a small 1% increase in the first quarter.

TX New Resid. Construction Permit Totals – Q1 2016 vs. 2017

Having a greater gain on 2016, Dallas had a 9% increase in housing starts in Q1-2017; with 5,152 housing starts, Dallas ranked second highest for total new residential construction permits. While housing starts and home value have been increasing in Dallas year-after-year for the last five years or so, the early stats on housing starts are already showing signs that the Dallas area is tracking to be ahead of 2016.  Last year, Dallas also held the greatest number of permits for homes valued over $500k, and the pattern at the start of 2017 reflects the same increase in higher value residential construction.

While Austin ranked third highest for total residential construction permits in the first quarter, it carried the greatest year-over-year increase in housing starts.  With a 16% increase in new permits, there were nearly 2,800 housing starts in the Austin area in Q1-2017.  Travis County held the highest concentration of starts (1,546 permits) of any Austin-area county.  And while all counties in Austin reflected year-over-year increases ranging from 9%-35%, Hays County is starting out with the greatest amount of growth in residential construction being 35% ahead of the previous year.

In San Antonio, new residential construction is holding tight and very much in line with last year.  As of the first quarter, San Antonio was on target with a 1% increase in housing starts resulting in more than 1,500 new permits in the HBW database.  Bexar County had a 9% year-over-year increase in residential construction with more than 700 housing starts in the first quarter.  On the other side of the coin is Comal County; with 500 housing starts in Q1-2017, Comal has some catching up to do in order to be steady with 2016 as it is currently behind by 21%.  While off to a slow start, Comal County has consistently exhibited growth every year over the last five years, and there is still plenty of time for gains in construction permitting activity.

Across the state, the top five counties with the highest concentration of new construction were in Houston, Dallas and Austin.  In Houston, Harris County was positioned at the top of the stack with 3,571 housing starts in the first quarter, an 8% increase in comparison to Q1-2016.  Coming in next highest was Collin County (Dallas area); with a 10% year-over-year increase in housing starts, there were more than 1,650 new residential construction permits in Comal County for Q1.  Just behind and holding in a close third, Travis County (Austin) had nearly 1,550 housing starts in the first quarter, pushing it ahead of 2016 by 17%.  Here is a closer look at the top five counties for total permits in Texas:

TX Top 5 Counties for Resid. Construction – Q1 2016 vs. 2017

Information utilized for the graphs and above listed figures for Texas residential construction was directly derived from HBW construction data reports. To gain access to the HBW database and receive custom and detailed reports on the latest residential and commercial building activity in Florida, Georgia, Texas, Alabama, and Oklahoma, please contact HBW for details.

Atlanta Residential Construction 1st Quarter Review

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With more than 5,300 housing starts in the first quarter of 2017, most of the metro Atlanta area is on an upswing since the start of the year.

Atlanta and its surrounding counties are off to a stellar start in 2017.  In Q1, metro Atlanta and surrounding areas have experienced a 6% increase in housing starts in comparison to 2016, and some of its larger counties (i.e. Fulton and Cobb) had year-over-year (Q1) increases ranging from 20% to more than 40%.

While Gwinnett County had the greatest number of housing starts (825 permits) in comparison to other metro Atlanta counties, it has some catching up to do when looking at 2016.  In Q1, Gwinnett is slightly behind, reflecting a 6% decrease in new residential construction in comparison to the same time last year.  That being stated, there is still plenty of time to catch up or even surpass previous figures.

One area that is ahead and ranked second highest for total permits is Fulton County.  Along with being Georgia’s most populous county and the only county with over one million inhabitants, Fulton is ahead of 2016 by 20%, having nearly 600 new permits on file with HBW in Q1 alone.  The area had been on an upward growing trend in new residential construction from 2012 to 2015, and while 2016 reflected a drop in housing starts, the first quarter of this year is showing signs of recovery.

One county that is not off to an advanced start but still carries a higher concentration of new permits is Forsyth County.  While the area had more than 550 housing starts in the first quarter of this year, it has experienced just about a 30% decrease in residential construction activity in comparison to the start of 2016.  As previously mentioned, there is still plenty of time left in the year to see if the decrease is a pattern or just a slower quarter for the county.

Atlanta Top 5 Counties for Total Permits – 2016 vs. 2017

When shifting our perspective from totals to overall growth, a few other Georgia counties come on to our radar, such as Newton County.  While on the smaller side for population and density, Newton County has been increasing in residential activity over the last five years, and in Q1 it had the highest increase in new permits of any county reviewed. With an 87% increase in residential construction in comparison to Q1-2016, there were more than 100 housing starts on file for the quarter.

Another noteworthy county for growth is Cobb.  With 377 housing starts in Q1, Cobb County is ahead of Q1-2016 by a whopping 43%.  While new residential construction was slower in Cobb County in 2015, last year was promising as it had experienced a year-over-year increase of more than 60% in housing starts.  And in 2017, the area appears to be continuing the growth trend.

In the higher value markets (>$500k), the usual players are on the leaderboard.  Fulton County leads with 70 homes valued over $500k in Q1-2017, and the counties of Cobb and Dekalb are also holding their positions from 2016 as they continue to rank in the top three spots for higher value residential construction in Metro Atlanta.

Information utilized for the graphs and above listed figures for metro Atlanta residential construction was directly derived from HBW construction data reports. To gain access to the HBW database and receive custom and detailed reports on the latest residential and commercial building activity in Florida, Georgia, Texas, Alabama, and Oklahoma, please contact HBW for details.

Quick Tips for Successful Client Negotiations

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If all of us saw things the same way, well life would be pretty easy, and boring to say the least.  Even in our best efforts to understand our clients’ desires and needs, we are bound to come face-to-face with a challenging negotiation process from time to time.  While we don’t want to give away the farm, we also need to meet our clients as close to halfway as possible so that all parties feel like they have a fair win and value in the final contract.

When working with new or current clients, it is essential that you are prepared to address any requests or situations that may arise. Whether you’re negotiating the payment terms for an upcoming new construction project or defining the scope of a remodel, negotiation skills are required in the conversations that you will have with a client along the way.

Here are 5 quick and easy tips for strengthening your negotiation skills with clients:

  1. Don’t be the First – While I firmly believe in being upfront and transparent in business and the negotiation process, don’t be the first one to put the offer on the table. Of course, there are instances in the bidding process where you will have no choice but to show your cards from the start, but even then, get all details and requirements before stepping foot in the proverbial waters.  When you have flexibility and room for negotiation, don’t jump to put a price on it.  By taking the time to understand your client’s budget and parameters, you can offer products and services that are an easy fit, rather than a hard sell.
  2. Bundle Up – Think of your mobile phone service… They are constantly offering bundles. Bundles are an easy way to sweeten a deal that may be heading a little sour.  Have bundles already in mind before you get to the table.  By bundling additional products or services at a visible discount, you will automatically add value without taking a hard hit to the bottom line.
  3. Turn Down the Volume – It is easy to get excited and want to explain every detail and sell a customer on all of the bells and whistles, but take a moment to pause. The loudest one in the room is not always the most successful one in the negotiation process.  Instead, slow down and take time to process requests before being reactive and saying “yes” to everything.  With a little silence, you might find that you give room for the client to fill the empty space, often providing useful information on their perspective and expectations.  Also, being too quick on the trigger can hamper your professionalism and come off across as too eager.  A little time of pause throughout the process can provide just the right amount of breathing room and a little time for articulating a solid and effective response.
  4. Let the Numbers Talk – Although personal attention and communication are important when it comes to maintaining client relationships, in negotiations you can let the numbers do some of the talking. When a client sees their savings, timelines and cost comparisons in writing, the whole proposal holds more weight.  You can talk about designs and pricing, but power is frequently found in the final numbers; by reviewing them together, you can answer questions and provide a cost breakdown in a way that makes sense.
  5. Walk Away as Needed – You may find yourself in a situation where you just don’t seem to see eye-to-eye no matter your approach or offers. By all means, you should exhaust all options, but don’t exhaust your resources.  As home builders, we can lead ourselves to extremes to meet clients’ needs, but we shouldn’t go so far that we eventually go into the red.  Know your value proposition and your limits with cutting costs.  When going for a big fish, it is easy to land into big loss just for the sake of securing the job.  If the negotiation process is high maintenance from the start, you may just find that it will be that way through the end.  If you are selling yourself short, don’t be afraid to walk away.  Your client may come back in the same sitting or down the line.

While we can’t know every and all possible scenario in the negotiation process, we can be prepared.  By having a clear understanding for your terms and worth, you will gain firm ground by knowing what you can and cannot offer.  By being clear on your boundaries and taking time to read your clients’ cues, your negotiations can result in a final contract that is agreeable and valuable to all parties.

For more information on construction business and marketing tips, stay connected with the HBW Blog.  To get ahead of construction activity and gain access to the latest permitting data in Florida, Texas, Georgia, Alabama and Oklahoma, contact HBW for more information on construction data reports and industry leads.

5 Ways to Big Business on Small Business Week

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Small Business Week is happening April 30-May 6, 2017, and it’s not too late to get in on the action.

Small Business Week is here!  We are in it, and events and efforts are in full force.  For those of you who are new to National Small Business Week, it is an annual event that has been in effect since 1963.  The purpose is simple: To recognize the valuable contributions of entrepreneurs and small business owners throughout the U.S.  As a small business owner, it is a great time to shout from the rooftops and maximize this nationally recognized week by participating in events, recognizing your team and accomplishments and becoming active on social media in the small business arena.

Here are 5 easy ways to get on board this week, even at the mid-week point, to be part of the small business celebration:

  1. Join the Conversation – From sharing the hashtag #SmallBusinessWeek to watching and sharing live events from the Small Business Administration (SBA), it is time to be part of the buzz.  Make connections with your networks in LinkedIn and the like.  Be active and provide comments in related posts and discussions.  Start a conversation of your own with some small business advice or lessons learned along your own path to success.
  2. Share Your Story – Kick your “Throwback Thursday” up a notch this week. Find some classic photos or relics that show where you started; share your passion for your work and the industry.  If you are a landscaper, share photos from your first garden as a child.  If you are home builder, show one of your first projects, clients or jobs.  A little nostalgia is not only fun for your team, but it is a great way to connect to your audience too.  And if you are a user of Constant Contact, don’t forget to use the hashtag #MySmallBizWhy to be part of other small businesses doing the same.
  3. Watch and Share – Starting today, Wednesday (11:30 am – 1:30 pm ET) the National Small Business Week Road Tour kicks off in Indianapolis, IN. The great news is that you don’t have to be there to be part of the event.  You can watch from the comfort of your office or home through their website.  In addition to watching inspiring stories from entrepreneurs and small business owners, you can get in on the conversation using the hashtag #SmallBusinessWeek.  Other live events that will be happening this week and available online include: Thursday 05/04/17 (11:30 am – 1:30 pm CT) in Arlington Texas and Friday 05/05/17 (9:00 am – 10:30 am PT) in Fresno, CA.
  4. Take a Webinar – A variety of webinars are being offered today and tomorrow. With topics ranging from how to grow your business online to improving email marketing, the webinar series offers short informational sessions that may provide a much-needed and nice refresher for you and your team.  You can view and register for webinars here: https://www.sba.gov/nsbw/webinars
  5. Give Thanks – There is never a bad time to thank your customers, and without them, small businesses wouldn’t be, well, in business. For this reason, consider sending a personal “thank you” to your longstanding customers.  Don’t want to get personal?  Then a nice customer recognition email or social media post will do the trick.  Linking your customers to your success allows you to connect and show your appreciation for their continued business and support.

Although National Small Business Week ends in a few short days, your efforts to connect to your customers should continue long beyond the hashtags and one-time events.  Regular communication with your customers through a personal “thank you”, recognition of support and sharing of your business is all part of relationship building.  While you will need to move quickly to get on board with this year’s business week, it is important to remember that strong relationships with your customers take time and that you should make a constant and conscious effort to connect throughout the year.

For more information on construction business and marketing tips, stay connected with the HBW Blog.  To get ahead of construction activity and gain access to the latest permitting data in Florida, Texas, Georgia, Alabama and Oklahoma, contact HBW for more information on construction data reports and industry leads.

5 Ways to Convert a Prospect to a Customer

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Now that you have your leads from HBW, what next?  How do you convert a lead to client?  Let’s first start out by stating that there is no secret recipe or magic potion that will provide overnight results.  A lead takes time to develop, and through consistent communication, a solid marketing strategy and proper nurturing, you can learn about your prospect’s needs and offer solutions and services for fulfilling them.

In previous posts, we have reviewed everything from amping up your email marketing campaign to leading more effective telephone sales.  All offer great ways to engage your prospects and should be considered and tailored to your campaigns and audience as you progress.  For the purpose of this post, we will explore tried and true approaches to conversations and meetings with your clients that add to your power of persuasion.  Here are five quick and easy reminders for persuasive sales:

  1. Organize Your Questions – Whether you are on the phone or holding an in-person meeting, time is of the essence. Use your meeting time wisely by organizing your points and questions in a strategic manner.  While you will want to take time to listen to your clients, you will also want to ask questions that drive your prospect back to your solutions.  Ask questions that pertain to issues that you can solve.  Reconfirm their stated interests and desires and be ready to offer concise solutions through your products and services.
  2. Express Urgency (when accurate) – Although the “act now or else” approach can turn many prospects away, some sense of urgency isn’t a bad thing when appropriately applied. A sense of urgency may truly be required if you are already carrying a heavy backlog, on the cusp of a holiday season or running low on inventory.  Certain discounts may have an expiration, and your offers and proposals should have the same.  It’s not about setting off alarms; rather you should provide information expressing the high demand that you are currently facing and your desire to meet their needs within the proposed schedule.
  3. Put Your Expertise in the Spotlight – You may be meeting your prospects for the first time by phone, or they may have found you through your website; either way, your expertise have yet to be put on the table. In order to build a foundation of trust, your expertise should be in the spotlight.  This does not mean that you should boast in a 5-minute monologue about your education and high-profile clients.  Instead, make sure that your website, proposal, marketing materials, and publications have your education, years of experience, licenses, awards, industry associations and affiliations listed front and center.
  4. Limit Options – In 2017, everything has options. Think about it… You can pretty much customize anything you want with a single “click”.  And when it comes to home design, materials and layouts are seemingly endless.  The truth is that we have become accustomed to options, but that doesn’t mean that a plethora of options is better than a few of the right ones.  By taking time to learn about your client’s wants and needs, you can offer customization with a few choice packages rather than 50-pages of designs, swatches and colors that can easily become overwhelming and exhausting for the client.  By limiting options, you will make it easier for your prospect to make a decision.
  5. Be Passionate – Even if you are not having the greatest day, find your passion in your work. Your enthusiasm for a client’s project will be contagious.  Passionate doesn’t mean being loud or overly dramatic.  Sometimes your passion for your work and their home can be expressed simply in your sincere interest and by providing a little something extra to show how you will go above and beyond.  By expressing your enthusiasm for home building and design and sharing your excitement for their latest renovation or build, you will engage your lead and generate excitement all around.

There are a multitude of strategies for converting a lead to a customer, with countless sales techniques and trainings available.  When getting down to the nuts and bolts of lead conversion, you must use your time wisely, optimizing every touch point and highlighting your value proposition.  By listening to your client and being strategic with your questions, you will make your company’s strengths and competitive edge visible and worthy of a conversion.

For more information on construction business and marketing tips, stay connected with the HBW Blog.  To get ahead of construction activity and gain access to the latest permitting data in Florida, Texas, Georgia, Alabama and Oklahoma, contact HBW for more information on construction data reports and industry leads.

7 Keys to Referral Success

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Increasing your rate on referrals requires a little extra effort to make it easy to send new business your way.

The dreaded ask… Some of us are better than others when it comes to asking for referrals.  Most of us can find it to be uncomfortable, especially if not done at the right place or time.  Passive requests through general communications and surveys are a little easier on the front-end, but don’t always produce the results we are looking for in the end.  So, what does it take to increase your referrals?  Here are seven key areas to consider when looking for referral success:

  1. Ask Early – While it makes sense to wait for a job to be completed before asking for a referral, don’t be shy on this one. Throughout the construction project, you will have multiple interactions with your clients, and when it comes to referrals, timing is everything.  Look for those moments in conversations when you are receiving positive feedback to offer a chance to share your good work with others.
  2. Be Personal – As previously mentioned, general communications and surveys can get the process started but leaves you very little on which to follow up. Referrals rely heavily on developing a solid relationship with your client, and you may find more success with a personal phone call or email rather than an impersonal eBlast.
  3. Give a Little – When it comes to referrals, you often get what you give. By referring other trusted professionals in the industry, you will begin to create a referral network of your own.  Work with businesses that offer complementary services and develop an agreement for referring each other’s products and services.
  4. Enhance Your Signature – In addition to your website and general email communications, add a “refer a friend” or “share my info” link to your email signature. While pamphlets and eBlasts may find the trash bin early, your personal email messages with project details will most likely stick around for a while.
  5. Join Networks – Beyond your clients, you will want to gain referrals through professional networks. While Chamber of Commerce meetings and trade association events can be time-consuming, meeting and working with others in the industry is crucial to building a referral network.
  6. Give Thanks – If you are not already collecting data about how your new clients learned of your services, you should start doing so now. The best way to keep the referrals coming is to recognize the sources and give them thanks.  When a client or colleague throws new business your way, provide them with a personal “thank you”, and perhaps an incentive to keep the good word going.  Even if you are not currently offering incentives for referrals in the form of discounts for clients or referral fees for businesses, offering such rewards when unexpected will be appreciated.
  7. Get Online – From building your network on LinkedIn to adding a “refer a friend” button on your website, referrals should be just a “click” away. Make it easy by including options to refer your business on your website, in your LinkedIn profile and posts, in your newsletter and promotions, and anywhere your business can be found online.

Making a direct ask for a referral isn’t always easy, but you can certainly make it easier to be referred.  Through partnering with industry professionals, offering incentives and building strong relationships with your clients, you will expand your network and increase opportunities for referrals.

For more information on construction business and marketing tips, stay connected with the HBW Blog.  To get ahead of construction activity and gain access to the latest permitting data in Florida, Texas, Georgia, Alabama and Oklahoma, contact HBW for more information on construction data reports and industry leads.

HBW Report: Florida New Swimming Pool Construction in March 2017

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In March, more than 1,600 new swimming pools with a total value of approximately $67M were started in the Sunshine State.       

FL New Pool Permits by Area – March 2017

While March didn’t prove to be a record month for new swimming pool construction in Florida, new construction activity has been holding somewhat steady since the start of the year.  Out of the 1,608 new permits with a construction value of approximately $67M added to the HBW database last month, the southwest area maintained its lead.

In the southwest region, there were 465 new swimming pools started last month with a total value in excess of $19M.  Lee County led both the southwest and entire state of Florida for having the highest concentration of new pool construction for the one-month period, a pattern that has been set since the start of the year.  With 142 new permits and more than $6M in construction value, Lee County continues to set the pace for pool starts.  The pool builders leading construction in the southwest portion of the state include Aragon Pools & Spas with 56 new permits and Pinnacle USA and Aquadoc Inc. with 23 and 22 new permits on file respectively.

The Orlando area continued to hold ranking as the second hottest place for new pool construction.  In March, Orlando had 344 pool starts and just about $14.6M in construction value.  The larger county of Orange pushed up one spot since February ranking second in the state for pool starts; with a minute increase since February, Orange County had 121 new swimming pool permits and nearly $6.7M in construction value last month.  All Seasons took the top spot out of builders in the area with nearly 90 starts on file and close to $3M in total value.  Holland Pools and Bobs Pool Service Inc. were next to follow with 26 pool starts each.

Tampa and Southeast Florida each had 309 new swimming pool permits added to the HBW database last month.  Tampa had a greater total construction value of approximately $13.7M, while the southeast region had a lower total value of $11.5M and the lowest average value of construction statewide at $37,262.  In Tampa, Hillsborough County had the highest concentration of pool starts with 107 new permits and a total value close to $5.4M, while Palm Beach County carried the highest concentration of new pool construction activity in the southeast with 113 new permits and a total value in excess of $4.7M.  Pool builders leading the areas include Tampa Bay Pools in Tampa (23 permits) and Louden Bonded Pools (17 permits) in the southeast.

While Jacksonville remained at the bottom of the spectrum for total swimming pool starts (181 permits), it pushed up to the top position for average value of construction (average value: $44,401) in Florida.  Nearly 30% of the $8M in new pool construction occurring in Jacksonville last month took place in St. Johns County.  There were more than 60 pool starts with a total value in excess of $2.8M in St. Johns.  Top builders for total starts in the area include Surfside Pools & Spas (12 permits), Blue Haven Pools (11 permits) and Stanley Pools (8 permits).

FL Top 5 Counties for New Pool Permits – March 2017

FL Average Value of New Pool Construction – March 2017

Information utilized for the graphs and above listed figures for swimming pool construction in Florida was directly derived from HBW construction data reports. To gain access to the HBW database and receive custom and detailed reports on the latest residential and commercial building activity in Florida, Georgia, Texas, Alabama, and Oklahoma, please contact HBW for details.