Network — Because No Remodeler Is an Island
 You already know this truism backward and forward, don’t you? Belonging to an association gives you the value and benefits of networking.
But let’s go a step further because networking does not stop with association meetings. In fact, I don’t think networking should stop, period. At least not when you’re in business for yourself. I liken networking to the concept behind shopping malls. When people go shopping, they want to do it as quickly and efficiently as possible, so they go to a mall where they can shop many stores and meet many needs in one location. Networking, for remodelers, is similar. We want to do it as quickly and efficiently as possible. We only have so much time in a day. Luckily, there are many related businesses that can help you — and that you can help in return. When you network with a business that is mutually beneficial, you can cultivate a relationship that gets results. Building relationships within and outside of your association is key to building your business. So look to groups or businesses that target similar demographics or that market in the same media. Network With Realtors® Realtors® are one group that comes to mind. Fiercely independent ― yes. But if they can provide their clients with a resource that can give them more business, they will develop and promote the necessary relationships to do it. So why not be that resource who will be there for a Realtor® when a client need arises? Dakota Builders has made solid contacts with more than 420 real estate-related businesses among our more than 1,700 business contacts. Because we have instructional qualifications, we offer our contacts business-focused courses that can help them grow their businesses. You might also want to consider contacting your local American Society of Interior Designers (ASID) chapter. Or cultivate contacts in your local media — newspapers magazines, etc. Don’t Forget Your Trade Partners Your trade partners, suppliers and vendors work with buyers and customers whose needs extend beyond their (vendor, trade) capacities. Partnering and networking with them will help them fill some gaps and bring you business. Some of the things you can do include pooling resources and conducting direct mail campaigns, producing newsletters or sharing a home show presence. And you don’t have to limit these types of activities to trade partners, either. And while we’re at it, let’s break from the “remodelers vs. builders” mentality and realize that we can share resources and references, too. Don't Spread Yourself Thin, Be a Good Resource to a Select Few It’s probably worth remembering, though, that you’re never going to be everyone’s best referral source or best customer. In that regard, you’re best bet is to be a good source/resource to a select few rather than to be a poor or unreliable source to a large number of customers. You’ll need to do some work to identify where best to expend your time and energies to make those relationships pay off for you, but the effort will be worth it. Through our local HBA, we also have established beneficial relationships with production builders as well as custom builders who do not want to venture into remodeling. We are able to place stacks of newsletters in several vendors’ showrooms, business cards in others and some of them now sponsor our newsletter. So the next time you attend a trade show, home show, real estate expo or similar event, make it more than just a fly-by or recreational diversion. Investigate it as a potential opportunity to build business relationships. You will add to your referral base and in many cases make referral-based sales. Yes, I know, we all want to say our business is all referral anyway and that we’re too busy for more. But are we really? By building a stronger referral base through expanded networking, you’ll have a higher number of qualified leads, be in a better position to choose the clientele you want to work with and be more selective about the type of work you want to do. More work — with less effort. So, bottom line, networking should not be limited to your HBA or Remodelors™ Council. Networking is a business thing. Greg Miedema, CGR, CAPS, is president of Dakota Builders in Tucson, Ariz. He is chair and founder of his local Remodelors™ Council, a member of the NAHB Remodelors™ Council Board of Trustees and currently serves as the chairman of the Remodelors™ Council Public Affairs Committee. The Southern Arizona Home Builders Association (SAHBA) has named Dakota Builders, Inc. Remodelor™ of the Year in 1998, 1999, 2000 and 2003. For more information, send him an e-mail. | 
