Issue link: https://viewer.e-digitaledition.com/i/497488
of Investment By Katy Mena-Berkley How can construction experts communicate the long-term value of costly upgrades to their clients? Selling the Value T HE CHALLENGE IS ver y real. According to a recent report by Hanley Wood Media, only a handful of home improvement projects are expected to pay off in the long term. These upgrades include: Ž -gauge steel replacement entr y door Ž Fiberglass replacement entr y door Ž Midlevel roofing replacement Ž Midrange garage door replacement Ž Vinyl siding replacement While sensible and often necessar y, such features are not always high on the list of priorities for aesthetically minded buyers and sellers, who often gravitate toward additions that have wow factor and add curb appeal. And at the other end of the spectrum, potential upgraders adhering to strict budgets may hesitate to invest. That 's when it 's up to the builders to communicate the benefits of investing in upgrades that will make the house as attractive, efficient and marketable as possible. Additionally, builders must emphasize that what is on-trend is not always what a specific home needs. "In my experience, there is usually a pretty significant payback on resale with remodeled kitchens and bathrooms, which is key information to highlight when speaking with potential clients," says Tim Swafford, CAPS, CGB, CGP, CGR , owner of Swafford Construction and the National Association of Home Builders Remodeler of the Year. "But it 's not always about money. If your investments are well thought out and done properly, they will pay for themselves either monetarily or by improving quality of life." Swafford notes that large bathrooms are among the current top-sellers for his business, reflecting a national trend that stands in stark contrast to what was in fashion years ago. "Ever yone wants nice, big bathrooms now with formal dressing spaces. It 's a big investment, but there's a lot of demand," Swafford says. "Bathrooms and closets will probably sell a house faster than a kitchen." For more infor mat ion about Hanley Wood Media's Cost Vs . Va lue Repor t , visit remodeling.hw.net and click the "Cost Vs. Value" link. ■ Help Clients Think Outside the Box When courting new clients, it is important to highlight your expertise and the resources available to you as local, custom artisans. "Typically homeowners will visit abig box store and get some ideas … but they don't necessarily know what else is out there," says TimSwafford, CAPS, CGB, CGP, CGR, owner of Swafford Construction. "Some of your more locally owned hardware or building supply stores have a much better selection and higher-end products. Product knowledge like this can go a long way with consumers." VENDOR INSIGHTS | Greater Boston Builder+Architect BOSTON.BUILDERARCHITECT.COM