SMA COMPLIMENTARY Seminars
May 1-2, 2008

Complementary seminars and keynote panel discussions presented by national speakers will be held on Thursday, May 1 from 9:00 to 5:30 and Friday, May 2 from 8:30 – 3:30 covering the following areas of management improvement:

• Financial Management
• Operations
• Personnel
• Sales
• Technology
• Green Building
  

Keynote Panels

Surviving and Thriving during an Economic Downturn
Presented by Steve Maltzman, Bob Whitten and Patrick Miller, SMA Consulting, Redlands, CA and Orlando, FL (Thursday, 11:30 – 12:30)

Join a panel of consultants with a combined experience of over 50 years working with builders and contractors as they discuss the tools that builders, remodelers and contractors need to be successful in a down market. Key areas to be discussed include cost control, selling techniques and controlling overhead.

Impact of Foreclosure’s on California’s Housing Economy
 Presented by Bill Locklear, California State Treasurer, Ali Sahabi, Chairman, Green Valley Initiative and Moderated by Steve Maltzman, CPA, SMA Consulting (Friday, 12:15 – 1:00)

Join California State Treasurer, Bill Locklear and Ali Sahabi, Chairman of the Green Valley Imitative as they discuss the current and future impact of foreclosure’s on the building environment within the state. 

Financial Management
Is There Value Beyond the Work You Do?  –6 Key Traits of a Synergistically Successful Entrepreneur (Psychology & Systems to Success)
 Presented by Mel H. Abraham, CPA, CVA, ASA, CSP – Simi Valley, CA (Thursday, 1:30 – 3:00)

Have you ever thought of creating a business that actually has value in it beyond your job?  One that you could sell for big dollars if you wanted to?  One that makes income while you’re NOT on the job?  In this program, Mel Abraham will show you how true businesses are valued and what other companies are looking for in a business they might buy. He’ll explain how you can start creating a plan that gets you on the road to value creation.

If it’s Broke, Fix It!
Presented by Steve Friedman, CRE, FRICS, National Director of Homebuilding Practice for Ernst & Young, LLP – Washington, DC (Thursday, 4:00 – 5:30)

Are you sitting on to much inventory in either land or homes?  Are your financials upside down?  A national expert on homebuilders will discuss ideas on how companies in a tough financial position can develop and implement a work-out plan.

Organizational Tips and Tricks for the Small Volume Builder and Remodeler
Presented by Dale Sinclair, Sinclair Accounting Services, Ottawa. Canada (Friday, 8:30 – 10:00)

As an office manager, bookkeeper or accountant do you ever feel that there are never enough hours in a day to get your work done?  In this session you will learn how to save time and manage stress in your office through the use of systems and modern technology.

Successful Budgeting and Planning During Uncertain Times
Presented by Steve Maltzman, CPA, SMA Consulting – Redlands, CA (Friday, 10:30 - Noon)

The one thing that is certain in a market like we have today is that budgeting and planning becomes increasingly more important.  If you do not have a plan, you do not have a method of measurement.  This session will introduce you to an excel-based tool that will assist in the budgeting, planning and financial management process.

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Operations Management
Developing a Product Line that Works:  From Plan Pitfalls to Profit Presented by Patrick Miller, SMA Consulting – Orlando, FL (Thursday, 9:00 – 10:30)

Learn from an industry expert how to better design, select and price the right plans for any project.  Whether you are an owner, estimator or sales person, learn the tricks of the trade to value engineer, price your product and control costs.

Surprise is Bad! – A Custom Builder’s Guide to Profitable Operations Presented by Paul Lobien, Visnic Custom Homes – Rockville, MD (Thursday, 9:00 – 10:30)

If you are a custom builder or remodeler who at times finds that you are running in crisis management mode or if you want to get some tips on tweaking your systems this program is for you.  In this session, a successful Washington, DC area custom builder will share his approach to building, managing and meeting expectations essential to client and company satisfaction.

Developing a Winning Construction Team Including the Builder, Trade Contractors and Suppliers
Presented by Russell Neumann, SMA Consulting – Orlando, FL (Friday, 8:30 – 10:00)

TEAM – Together Everybody Achieves More!  A builder’s team is not only comprised of its employees.  Learn how to draft a winning team consisting of your employees, trade contractors and suppliers.

Referral Heaven: Reduce Costs AND Increase Homeowner Loyalty
Presented by Carol Smith, Home Address – Denver, CO (Friday. 10:30 – Noon)

Customer satisfaction surveys scream at builders about the impact of warranty service on referrals. The time has come to turn tradition on its head and gain market share by taking warranty service to unprecedented levels of excellence by leveraging technology. Learn what your competition is overlooking.  This dynamic program reviews the statistical data and shows you the practical tools for applying their insights to your warranty process management.

Systems for Success with Customers
Presented by Carol Smith, Home Address - Denver, CO (Friday, 1:30 – 3:00)

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Personnel Management
Unique Vision – What Every Manager Should Know About Managing People
Presented by Bob Whitten, SMA Consulting – Orlando, FL (Thursday, 9:00 – 10:30)

Nationally recognized management consultant, Bobby Whitten will discuss his unique vision on managing people.  If you are a manager of employees, you can’t afford to miss this program filled with ideas on how you can excel in getting the most from your team.

Building a High Performance Team
Presented by Ted Bellamy, The Daniels Group – Denver, CO (Thursday, 4:00 – 5:30)

As builders and contractors attempt to get lean and mean in today’s marketplace, it is critical to build and maintain a strong team.  This program will address the issues of recruitment, hiring, retention and employee engagement.

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Sales Management
Selling With the Web:  Leveraging the Power of the Internet to Sell More Homes,
Even in a Down Market
Presented by Joe Stoddard, Dynami Solutions – Edwardsville, IL (Thursday, 1:30 - 3:00)

It is estimated that at least 80% of today's new home buyers start by searching for a builder online. Does your website make them want to know more about your company or are they chased straight to your competition?  This session will show you how to quickly and inexpensively add elements to your website that will give you the professional edge.  If you're ready to have the same kind of website the national builders have, at a fraction of the cost, with none of the hassle, you won't want to miss this session!

Enhancing Sales of Residential Homes with Lighting Controls
Presented by Matt Murray, Lutron - Irvine, CA (Thursday, 4:00 – 5:30)

Lighting Control is one of the most sought after home upgrades because it has multiple benefits for homeowners. In this seminar, we will explore the solutions beyond meeting T24 code and look at how you can use lighting control products to help sell your homes. Enhance the security, energy efficiency, convenience and design of your projects by learning more about lighting control solutions at this interactive seminar.

Increase Sales and Maximize Referrals with Stay-in-Touch Marketing:
The forgotten system to boost revenues in down markets
Presented by Dennis DuRoff – Seattle, WA (Friday 10:30 – Noon)

In today's slow markets, no builder can afford to let qualified prospects fall through the cracks. Nurturing leads is every bit as important as generating them. Most builders use the same tired marketing techniques: common techniques that produce common results…and in today’s market that can be disastrous. It's time for a fresh approach! Learn stay-in-touch marketing strategies that build trust with prospects, develop relationships and differentiate a builder to close more sales.

Trillion Dollar Women: M.A.G.N.E.T.I.C. Marketing to Attract the Real Decision Makers
Presented by Tara-Nicolle Nelson, Esq – Oakland, CA (Friday, 2:00 – 3:30)

Women make 91% of home buying decisions, are less price-sensitive and are more likely to refer their friends. You can’t afford to miss this desirable market with untargeted or misguided marketing. Make your properties so irresistible to women that qualified female decision-makers will seek them out. Learn a simple system for attracting the prospects who matter – and closing deals with this critical market sector – based on psychographics: the way women think about, shop for and buy homes differently than men.

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Technology Management
Time and Money
 Presented by John Geoffroy, Construction Data Control - Atlanta, GA (Friday, 8:30 – 10:00)

Do you want to save time and make more money from your jobs?  In this session you will learn how to use scheduling to approve purchases and create invoices as part of the full cycle cost control process.

Cheap Tricks 2008: Simple Technology Solutions to Big Business Problems!
Presented by Joe Stoddard Dynami Solutions – Edwardsville, IL
(Friday, 11:00 –12:30)

Competing in this changing market is all about putting the right information...in the right hands...at the right time, and this session will teach you the secrets the "big boys" know: Great technology for homebuilders, contractors, and remodelers doesn't have to be expensive or complicated.  In this fast-paced session, you'll learn about the latest web-based services, analytics, software, hardware, and handheld devices that builders of all sizes can put to work right away.  Learn the secrets of selecting technology, making it work in your organization, and keeping your information safe and sound when you're online. Want some magic? We'll show you a reporting tool that is as close to a crystal ball as a builder can get.  Session includes a resource guide with links to hundreds of useful "cheap tricks", and access to even more resources online.

Managing the Data and Information Explosion in the Modern Building Business
Presented by Austin Engel, Engel.com - Riverside, CA and Mike Benshoof, SMA Consulting – Orlando, FL (Friday, 2:00 – 3:30)

In today’s building and construction environments we are constantly being flooded with data.  This session will help you identify what type of data is important for you to manage as well as providing some basic information about databases and how and how not to use them in your business.

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Green Building
Exporting Opportunities  for Green Technology Companies
Panel moderated by Imran Farooq, Deputy Director, Green Institute for Village Empowerment, Inc. (GIVE) (Thursday 1:30 – 3:00)

The panelists will discuss the need for developing a green technology financing and incentive program in order to build an environmental technology industry in the Inland Empire.   Panelists will share their experiences in manufacturing and exporting their products to the growing Asia Pacific marketplace.  

California Green Building Program
Presented by the BIA of California (Thursday, 4:00 – 5:30)

The Building Industry Association will present the California Green Builder program strategy as their criteria for building green homes.

Green Workforce Development
Panel moderated by Imran Farooq, Deputy Director, Green Institute for Village Empowerment, Inc. (GIVE)
(Friday 8:30 – 10:00)

The panelists will discuss the growing demand for green products and services in the building industry and discuss the need to develop a green workforce program to meet the increase in demand.

USGBC -Introduction to Green Building
Presented by Bonnie Montoya-May, Chair, U.S. Green Building Council-Inland Empire Chapter
(Friday 2:00 – 3:30)

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