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Indiana’s MidwestBuilders ConventionJanuary 23-24, 2008Indiana Convention CenterIndianapolis, Indiana

30+ Seminars - 100+ Exhibits - 1,000+ Attendees

The Indiana Builders Association Presents

Nationally acclaimededucational speakers

Take home the tools you need to prosperin today’s housing market

Learn and re-energizewith your colleagues

Prizes and fun!

Learn how to be the one whogets all the business byattending Indiana's MidwestBuilders Convention

National speakers

Product displays

Networking ... we have it all !

Page 2, The Indiana Bildor Special Convention Edition December, 2007

Sponsorships___Welcome & Legislative Reception $2,000 (Tuesday)___Keynote Speaker - $3,000 (Wednesday)___Coffee & Donuts in Exhibits - $1,500 (Wednesday or Thursday)___ Lunch in Exhibits - $3,000 (Wednesday or Thursday)___ Refreshments in Exhibits - $1,000 (Wednesday or Thursday)___Drink Neckties - $3,000___Aisle Carpet - $3,000___Registration Portfolios - $1,500___Badge Neckties - $1,250___Attendee Notepads - $1,000___Gold Sponsor - $1,000___Silver Sponsor - $750___Bronze Sponsor - $500___Seminar Sponsor - $250___Registration Insert - $250 exhibitors; $500 non-exhibitors___Grand Prize Drawings - $500___Exhibit Hall Game Prizes - $250 ___Hourly Exhibit Hall Drawings - $100___Door Prize Item. Item___________________________________

Commitment & PaymentCompany___________________________________ Phone _____________________________Contact_________________________________________Fax____________________________________Address_______________________________________________________________________City______________________________________ State________ Zip _____________________Email____________________________________________________________________________________Total due: $____________________ Payment by: _____ Check _____ Invoice _____ MC/VisaCredit Card#__________________________________________________Exp. Date__________Signature______________________________________________________________________

Please return form to IBA, PO Box 44670, Indpls., IN 46244 or Fax (317) 236-6342.www.BuildIndiana.org 800-377-6334

SoldSold

Be the one who gets the business fromIndiana's Midwest Builders Convention

Indiana’s MidwestBuilders Convention

January 23-24, 2008Indiana Convention Center

Indianapolis, IndianaSold

All IBA members holding NAHB professional des-ignations and IBA Education Partners are invitedto relax and network in the Designation TailgateArea at Indiana’s 2008 Midwest Builders Conven-tion. Hospitality will be available in the speciallydesignated Housing University Tailgate Area ofthe exhibit hall. Enjoy a beverage and snack, whilenetworking with other designation holders fromaround Indiana.

Housing UniversityTailgate Area forDesignation Holders

Designation Tailgate Area HoursWednesday, January 23, 20088:00 to 10:45 a.m. &12:00 noon to 5:00 p.m.

Thursday, January 24, 20088:00 to 1:00 p.m.

Did you know you can get 12hours of continuing educationcredit toward your nationalprofessional designation byattending Indiana’s MidwestBuilders Convention?

Questions? (800) 377-6334 (317) 236-6334

By Chuck Breidenstein, CAPS, CGB, CPC.Breidenstein is a featured speaker atIndiana’s 2008 Midwest Builders Conven-tion. See the Special Convention Editioninsert in this issue.

“Some people feel the rain - others just get wet.”- Roger Miller

egotiate. The mere sound of theword often sends people running.While few among us believe wehave a talent for it, the reality is

that all of us are constantly in the process ofseveral ongoing negotiations. The opera-tive word here is process. Your spouse wants

Negotiating For Successto spend your tax refund on a cruise, whilepractical you would prefer a new set of golfclubs. She says “no,” but you know that isonly a position, not a rejection. During thesix weeks that Uncle Sam holds on to yourmoney, your bride advances her positionby constantly reminding you how many ofyour friends and associates have “alreadygone” on cruises and “how wonderful” thefood is. Not content to let this attack on yourego do the trick, she also plants small seedsof anticipation with comparisons to “yourhoneymoon”, the wonderful solitude of adeserted beach, and the inherent romance

of warm tropical evenings. You counter,knowing time is on your side. In a few shortweeks, the weather will improve and herthoughts will turn to the garden. Even ifshe persists, you know prices will be lowerin the off season, so you plot a compromise... As business people, we too often reducethe art of negotiating to an event, whichlives or dies as a result of the moment — theunwitting victim of too little thought andplanning. Herb Cohen, author of You CanNegotiate Anything, reduces the basic strat-egy for successful negotiating to control ofpower, time, and information. Before enter-ing any negotiation you should be armed

with information regarding what you wantas well as what your opposition wants. Alltoo often we fail because of incorrect pre-sumptions. The story is told of a developer whowished to purchase a parcel of land ownedby a well-to-do older gentleman. Try as hemay, the buyer could not persuade the manto sell at any price. What he failed to real-ize was that money was the least of whatthis man needed or desired. He had providedfor all of his loved ones and was now in thetwilight of his life. The sale was finally con-summated at a very reasonable price, withthe seller providing financing, on the con-dition that the future development carry theseller’s name. What he sought was a legacy,not money. Knowledge is to power what carbon is tosteel.

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Negotiating (see page 5)

Schedule of EventsTuesday, January 22, 2008 9:00 - 4:00 p.m. IBA Committee Meetings11:00 - 7:00 p.m. Exhibitor Setup 4:00 - 6:00 p.m. IBA Board Meeting 6:00 - 7:30 p.m. Welcome & Legislative Reception

Wednesday, January 23, 2008 8:00 - 10:45 a.m. Exhibit Hall Open 8:30 - 10:30 a.m. Seminars10:45 - 12:00 p.m. Keynote Session featuring Morton Marcus12:00 - 5:00 p.m. Exhibit Hall Open12:00 - 1:30 p.m. Lunch & Festivities in Exhibits 1:00 - 5:00 p.m. Seminars 5:30 - 10:00 p.m. Texas Hold ‘Em Tournament 5:30 - 7:00 p.m. Howl at the Moon Celebration

Thursday, January 24, 2008 8:00 - 1:00 p.m. Exhibit Hall Open 9:00 - 11:30 a.m. Seminars11:00 - 1:00 p.m. Lunch & Grand Prize Drawings in Exhibits12:30 - 4:45 p.m. Seminars

Designed Exclusively for Building Industry Professionals

Welcome & Legislative ReceptionTuesday, January 226:00 - 7:30 pm Begin your convention experience by attending a wel-come and legislative reception hosted by the Indiana Build-ers Association. Members will mingle and enjoy cock-tails and hors d’oeuvres, while networking with their statelegislators. This event is included in all full and additional full con-vention registration packages. Additional tickets may bepurchased for $30.

Over 100 Suppliers to ShowcaseLatest Housing Industry Productsand ServicesWednesday, January 23 8:00 - 10:45 am & 12:00 - 5:00 pmThursday, January 24 8:00 am - 1:00 pm Find out about the latest products and services your cus-tomers will want to include in their new homes and re-modeling projects. Over 100 industry suppliers will show-case their products and be on hand to answer your ques-tions. Special events in the exhibit hall each day include do-nuts and coffee for breakfast and several hot options forlunch. All convention registration packages include entranceinto the exhibit hall. Exhibit hall only passes are free forall builders and remodelers. Exhibit hall only passes forsuppliers not exhibiting are $50 per day.

Keynote Presentationfeaturing Morton MarcusWednesday, January 2310:45 am - 12:00 noon Morton Marcus, DirectorEmeritus of the IndianaBusiness Research Center inthe Kelley School of Busi-ness at Indiana University,will keynote the conventionwith an economic overview. Marcus has served six In-diana governors as an advi-sor on taxation and eco-nomic development. Prior to his retirement, he was a professor of Economicsfor 33 years. His observations on the Midwest economyhave been seen by viewers on the News Hour on PBS andread in newspapers across America. The keynote presentation is included in all full, addi-tional full, and Wednesday convention registration pack-ages. Additional tickets may be purchased for $30.

Keynote Session featuring BerniceHelman singing the Star SpangledBanner and Northwest High SchoolJROTC presenting the ColorsWednesday, January 2310:45 am - 12:00 noon Bernice Helman, VP of First Financial Mortgage LoanDepartment in Terre Haute, will sing the Star SpangledBanner during the Opening Ceremonies. Northwest High School’s ROTC will present the ColorGuard.

“Howl at the Moon” CelebrationWednesday, January 235:30 - 7:00 pmHowl at the Moon piano bar20 East Georgia Street, Indianapolis Celebrate a day of learning with yourcolleagues at the Howl at the Moon pi-ano bar. The Indiana Builders Associa-tion has reserved the facility for a private celebration priorto their opening to the public. This event is open to all convention exhibitors and at-tendees. Hors d’oeuvres will be served. Cash bar. Spon-sorship opportunities available.

Hotel Accommodations The Indianapolis Marriott Downtown (350 W. Mary-land St.) is the headquarter hotel. The room rate is $149plus tax. Reservations can be made via the internet atwww.marriott.com, the group code is BUIBUIA. Reserva-tions may also be made by calling the Marriott at (800)228-9290. Be sure to say you are with Indiana’s Midwest Build-ers Convention to receive the special con-vention rate. Rooms are limited and can-not be guaranteed as all room requestsare filled on a first-come, first-serve basis.

Prizes and Fun! To add a little fun to the two days of intense seminars andworkshops, over $2,000 in cash and prizes will be awardedin exhibit hall draw-ings to be held con-tinuously during theConvention. Visit each booth andenter for a chance toget in the “CashCube”. Several luckyIBA members will betaking home coldhard cash.

New Members of the Builders AssociationWednesday, January 23 and Thursday, January 24 All members joining the Builders Association in 2007 areencouraged to attend the Indiana’s Midwest Builders Con-vention for $100 off your full, additional full and one-dayregistrations.

Texas Hold ‘Em Tournament toBenefit IBA’s EducationalScholarship FoundationWednesday, January 235:30 - 10:00 pmIndianapolis Marriott Downtown Take a chance at winning part of the $2,500 pot by partici-pating in a Texas Hold ‘Em Tournament hosted by the Indi-ana Builders Association. Enjoy a fun evening and support a great cause as all pro-ceeds benefit the IBA Educational Scholarship Foundation,a 501(c)3 tax deductible organization. Complementary horsd’oeuvres will be served. Cash bar. Entry fee is $100 perperson to play, $35 to attend. Sponsorship opportunitiesavailable. Gaming license applied for.

December, 2007 Special Convention Edition The Indiana Bildor, Page 3

Housing University Tailgate Areafor Designation HoldersWednesday, January 23 8:00 - 10:45 am & 12:00 - 5:00 pmThursday, January 24 8:00 am - 1:00 pm Did you know you can get 12 hours of continuing educa-tion credit toward your national professional designationby attending Indiana’s Midwest Builders Convention? All IBA members holding NAHB professional designa-tions and IBA Education Partners are invited to relax andnetwork in the Designation Tailgate Area at Indiana’s 2008Midwest Builders Convention. Hospitality will be avail-able in the specially designated Housing University Tail-gate Area of the exhibit hall. Enjoy a beverage and snack,while networking with other designation holders fromaround Indiana.

Indiana’s 2008 MidwestBuilders Convention

Visit Booth # 403

Page 4, The Indiana Bildor Special Convention Edition December, 2007

December, 2007 Special Convention Edition The Indiana Bildor, Page 5

It’s Going to Be aHowlin’ Good Time!

Held in conjunction with Indiana’s Midwest Builders Convention.

“Howl at the Moon” Sponsorship Form

___ Select Sponsor Reserved Table for 8 at $500.

___ Secondary Sponsor Reserved Table for 4 at $250.

Sponsor Company _______________________________________________________Contact Name __________________________________________________________Address _______________________________________________________________City, State, Zip _________________________________________________________Phone (_______)_______-__________ FAX (_______)_______-__________E-mail ________________________________________________________________

Payment Information:___ Check Enclosed ___ Please Invoice ___ MasterCard/VISACredit Card # __________________________________ Expiration Date __________Signature _____________________________________________________________

Return to: Indiana Builders Association, PO Box 44670, Indianapolis, IN 46244.FAX (317) 236-6342. Questions? (800)377-6334.

Understanding that successful negotiat-ing is an ongoing process can better help usget our price while meeting our client’s ex-pectations. What is it that your clients wantfrom you when they enlist your services?Perfection? No. Cheap housing? Hardly. Youwouldn’t hunt wild boar without first load-ing your gun, yet how many of us sign acontract for a new home with a customerwhose needs we don’t understand? Why didthese people call you? What housing/con-struction experience do they have? Whatdo they hope to gain from this experience?There is power in knowing the answers tothese questions. We must begin to script our contacts withprospects from marketing through follow-up so that we can gain vital informationthat allows us to speak their language. Awest coast real estate sales associate with aseven-figure income literally scripts all ofher contacts to the point were she reads themto people. Her reasoning? “This is too bigan issue and your time is too valuable torisk not getting everything right the firsttime.” Who can argue? Time: we create it, we waste it, we saveit, we throw it away. As builders andremodelers, we often devalue our time inthe eyes of the client. We are willing to bidalmost any job, any time, regardless of ourneed or even our ability to complete thecontract. We fail to plant the price seed earlyin the relationship, then wonder why thenegotiation boils down to dollar issues. Wemeet the client wherever and whenever theyrequest, give away bits and pieces of ourlifeblood and hard-won experience, thenwonder why they feel we are overpaid. We have information. That is the reasonour clients called in the first place. Ourknowledge of the building process, includ-ing trades people, suppliers, techniques, etc.gives us much power. In addition, our poweris gleaned from having and maintainingcontrol of the jobsite. We must recognizethat few consumers today will pay you morefor 2x6s versus 2x4s, or Douglas fir versusspf framing grade lumber. Your customer is selling you money andreferrals. We want both. What they are will-ing to spend more for is good service from aprofessional firm. They want the security ofdealing with someone who will take care oftheir problems. They want an elevation thatstrokes their ego. They want energy effi-ciency. They want square footage. Theywant to move in tomorrow... Time can often become our enemy inthe negotiating process. Almost without ex-ception, most concessions are made in the“twelfth hour.” Whether it is a term paperfor school, a report for work, or a letter yoursecretary is writing, most of us schedule andthen produce to the “drop dead date.” Abusiness associate was so bad at pushingthe envelope with schedules that I began toproduce false times and dates for him. Notknowing any better, he produced to the newrequirements. I suffered less anxiety and webegan to accomplish more in less time. Author Cohen tells of a crucial negotia-tion with a group of Japanese businessmen.

Upon arriving in Japan, he was greeted by achauffeured limousine. When asked if theycould prearrange similar transportation tothe airport for his return trip, he producedhis airline tickets for the date and time. Thusarmed with Cohen’s schedule and knowinghe could not return to the United States with-out an agreement, the businessmen pro-ceeded to stall until the return trip to theairport, during which Cohen signed theworst deal of his life. Another strategy forwarded has to dowith the power of the printed word. Con-sumer studies show that while we might ar-gue a charge that is presented orally, or even

in the handwriting of the seller, we rarelydebate the validity of a computer gener-ated amount. One-price retailers from fastfood restaurants to automobile dealers playoff from this dynamic knowing few peoplewill question the “nonnegotiable” cost in-dicated on the signs portrayed in the busi-ness. Who asks for a deal on a Big Mac? This type of dynamic can also help com-petitors because of the psychology of “pre-cedent.” A pricing standard and methodol-ogy for a group of products evolves and thebuyer becomes conditioned to pay the ask-ing price. The auto industry played this wellduring the energy crisis of the late seven-

ties. First they raised the price of entry levelcars “economy cars” on the cusp of LeeIaccoca’s famous statement to the effect“the american consumer will pay anythingfor fuel efficiency.” This drove us to buy larger vehicles be-cause of the small differences in cost. Theythen raised the price of the upper end. Thusconditioned, we readily accept the new, “ar-tificial,” range of cost. And their profitssoared. In the building industry we have donethis in reverse. On the front side, we don’t

Negotiating (see page 11)

Negotiating (from page 2)

Private Celebration for members of the Indiana Builders Association.

Wednesday, January 23, 20085:30 - 7:00 p.m.

Howl at the Moon piano bar20 E. Georgia Street, Indianapolis

Hors d’oeuvres will be served. Cash bar.

There is no charge for open seating and general attendance.

Be a sponsor and reserve seats for you and your guests.

Reserved Select Sponsor Table for 8 = $500

Reserved Secondary Sponsor Table for 4 = $250

Wed., Jan. 238:30-9:30 am

Wed., Jan. 239:30-10:30 am

Wed., Jan. 231:00-2:00 pm

Wed., Jan. 232:00-3:00 pm

Wed., Jan. 233:30-5:00 pm

Thurs., Jan. 249:00-10:00 am

Thurs., Jan. 2410:00-11:30 am

Thurs., Jan. 2412:30-2:30 pm

Thurs., Jan. 242:45-4:45 pm

Seminars at a Glance and DescriptionsSeminars at a Glance and DescriptionsSeminars at a Glance and DescriptionsSeminars at a Glance and DescriptionsSeminars at a Glance and Descriptions Tracks Sales & Marketing Hot Topics Professional Growth Hands-On-Training CodesSeminar Rooms Room 120 Room 121 Room 122 Room 123 Room 124

How ToGo Green

Panel

Fear FactorHow to Create Traffic in

a Scary HousingMarket

Richard Elkman, MIRM

Successful SalesStrategies for ActiveAdult Communities

Manny Schatz, MIRM

Now That’s A GoodIdea - CreativeStrategies for

Effective AdvertisingRichard Elkman, MIRM

Economic ForecastEdsel Charles

Green Sites forGreen BuildingLynn Rigney

Brian Neilson, P.E.

Selling and ClosingSkilss in a Difficult

MarketCharles Clarke III,

MIRM

Sales RallyCharles Clarke III,

MIRM

The Malaise andMandates of Sales

ManagementTom Richey, MIRM

25 Tough Market HomeSelling Secrets

Tom Richey, MIRM

Basic SalesTechniques for Success

in Today’s MarketManny Schatz, MIRM

73 Strategies to BoostYour Sales NOW!

John Palumbo, MIRMJack Gallagher, MIRM

Finding Your PathMarianne Glick

Negotiating SkillsChuck Breidenstein, CGB

Improving Your Sales,Profits and Employees

John Mautner

State House TourRick Wajda

The Four Questions theExtraordinary Leader

Asks HimselfDr. Brad

The Six Abilities ofBeing an

Extraordinary LeaderDr. Brad

CorrugatedStainless Steel

TubingRegulations

Panel

New Amendmentsto the 2005 IRCLynn Madden

Top 10 FramingErrors and 5

Ways toAvoid Them

Joe Heinsman

Unvented CrawlSpaces

Bill Fox, Jr., GMB,CGB

Roof Issues:Wind Loads and

TrussesJoe Heinsman

Stone By DesignStoneWorks

Best Installation Practices forWindows & Doors

Andersen WindowsAchieving Sustainable Green

Design with Air BarriersMike Smith, CGA

Air Barriers: IncreasingBuilding Performance andDecreasing Energy Costs

Mike Smith, CGA

Marketing Clinic withRichard Elkman, MIRM

Solid Surface InstallationRick Ruple

Wastewater ManagementJohn Linn

Cross-Link PolyethyleneSystem Plumbing Options &

Installation ProceduresPanel

Wired VersusWireless

Dave Pedigo

R = Approved for elective continuing education credits for Indiana’s Real Estate License.H = Approved for Indiana Home Inspector License, Category 1 continuing education credits.

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Sales & Marketing

Selling and Closing Skills in a Difficult MarketCharles Clarke III, MIRMWednesday, January 23, 20088:30-10:30 a.m. In today’s market, salespersons need every ad-vantage to be successful. Charles Clarke III, one ofthe nation’s top sales experts, will present 27 spe-cific steps that every salesperson needs to imple-ment to be successful in today’s market. He willalso present 11 closing strategies that increase theprobability of a buyer saying “yes”. Clarke is aMember of the Institute of Residential Marketingand is one of the nation’s leading instructors. He isthe creator and author of “Bulls, Owls, Lambs andTigers: Personality Selling & Personality Market-ing.” Approved for 2 hours of elective continu-ing education for Indiana’s Real Estate License.

Sales RallyCharles Clarke III, MIRMWednesday, January 23, 20081:00-3:00 p.m. Attendees will join one of the most entertain-ing speakers at the Indiana’s Midwest BuildersConvention, Charles Clarke III, MIRM, for awhole new experience in high energy sales train-ing and motivation. Learn how to be more suc-cessful in selling new homes with less stress andmore fun, even in softer markets. Clarke is a Mem-ber of the Institute of Residential Marketing andis one of the nation’s leading instructors. He is thecreator and author of “Bulls, Owls, Lambs andTigers: Personality Selling & Personality Mar-keting.” Approved for 2 hours of elective con-tinuing education for Indiana’s Real Estate Li-cense.

The Malaise and Mandates of Sales ManagementTom Richey, MIRMWednesday, January 23, 20083:30-5:00 p.m. Sales guru Tom Richey, MIRM, will present provensales management techniques that work in today’s hous-ing market. Richey is president of Richey ResourcesCompany based in Houston, Texas. He is a nationallyknown authority on sales training, management, andprofitability strategies. He is a Member of the Instituteof Residential Marketing.

25 Tough Market Home Selling SecretsTom Richey, MIRMThursday, January 24, 20089:00-11:30 a.m. Sales guru Tom Richey, MIRM, will present ablueprint for new home selling success in 2008.Learn what to do before...during...and after theselling act. This is a high performance programfor instant success. Richey is president of RicheyResources Company based in Houston, Texas.He is a nationally known authority on sales train-ing, management, and profitability strategies. Heis a Member of the Institute of Residential Mar-keting. Approved for 2 hours of elective con-tinuing education for Indiana’s Real Estate Li-cense.

Basic Sales Techniques for SuccessManny Schatz, MIRM, ARCS, CAASHThursday, January 24, 200812:30-2:30 p.m. Attendees at this seminar will be able to guar-antee their sales success in today’s market by learn-ing basic new home sales techniques that work.The techniques will start at the preparation stageand end at the successful sale. Re-energize yoursales actions to ensure your ultimate sales successin today’s challenging marketplace. Manny Schatz,MIRM, ARCS, CAASH, is principal of Profes-sional Builder Services with offices in Nevadaand California. He has been involved in nearlyevery aspect of home building, and holds a gen-eral contractor license, a brokers’ license, a Mem-

ber of the Institute of Residential Marketing des-ignation, an Advanced Residential ConstructionSuperintendent designation, and a Certified Ac-tive Adult Specialist in Housing designation.Approved for 2 hours of elective continuing edu-cation for Indiana’s Real Estate License.

73 Strategies to Boost Your Sales NOW!John Palumbo, MIRM & Jack Gallagher, MIRMThursday, January 24, 20082:45-4:45 p.m. In this seminar learn how to go from hiringand training to marketing and closing – advanceall areas of your sales process in this dynamic,fast paced program. Join John Palumbo, MIRM,and Jack Gallagher, MIRM, as they reveal 73proven strategies that are guaranteed to boostyour sales NOW! John Palumbo, MIRM, is theCEO of The Sales DNA Institute, an idea studioand research laboratory for sales and marketingmanagement. He has altered the Sales DNA ofsmall single-family homebuilders as well as large-scale developers such as Trump Grande Interna-tional. Palumbo is a recipient of The NationalAssociation of Home Builders “Sales Managerof the Year Award” and “The Million Dollar CircleLifetime Award” with over a BILLION dollarsin total sales garnered from his sales laboratory -the field! Palumbo is the founding professor ofSterling Learning Seminars, which hosts Sellingon Stage, an advanced sales program. He is amember of and instructor for the Institute of Resi-dential Marketing. Jack Gallagher, MIRM, isthe President of GMG. Inc, (Gallagher Market-ing Group) and consults with builders, lendersand realtors throughout the country to developnew business through unique and individualizedmarketing strategies. During the last 24 years,

Jack has held positions with, and helped boostsales with, a National Mortgage Co. a RegionalReal Estate Firm, a Builder Marketing Company,a Down Payment Assistance Company, GolfCourse Community Developers, a National HomeAutomation Company and National ProductionBuilders.

Hot Topics

How to Go GreenPanelWednesday, January 23, 2008, 8:30-10:30 a.m.Sponsored by: Vectren What is “green”? Join this seminar for a paneldiscussion on what “green” means and how youcan go “green” in your business. This panel will bepresented by David Kovich, GMB, CAPS, MarkJansen, Bob Proctor and Stephen Robinson, GMB,CGB, CGR, CAPS. Kovich is the owner ofKomark Companies. He is a builder and devel-oper in Lake, Porter and Tippecanoe counties.He is also a Past State President of the IndianaBuilders Association. Proctor is the owner ofMaple Road Construction, Inc. in Indianapolis.Robinson is a Certified Energy Rater, CertifiedGraduate Builder, Graduate Master Builder, Cer-tified Graduate Remodelor, and Certified Aging-in-Place Specialist. He is founder, owner, andpresident of R.E. Construction and president ofRaintree Insulation, based in New Castle. He isthe immediate Past President of the Indiana Build-ers Association and on the Research Committeeof the National Association of Home Builders.Jansen is the President of Energy Efficent HomesMidwest. Energy Efficient Homes Midwest pro-gram that conducts energy ratings in Indiana andthe surrounding states. He has conducted over10,000 energy ratings and over 5,000 residential

energy audits in Indiana, Illinois, Kentucky, andMichigan. He began the “Energy Rated HomesMidwest” program during his 13 years tenurewith the Indiana Dept. of Commerce, EnergyPolicy Division. He attended the Jordan EnergyInstitute and is on the Energy Subcommittee ofthe National Association of Home Builders. Ap-proved for 2 hours of elective continuing edu-cation for Indiana’s Real Estate License.

Fear Factor: How to Create Traffic in a ScaryHousing MarketRichard Elkman, MIRMWednesday, January 23, 20081:00-3:00 p.m. It doesn’t appear that 2008 is going to be a“fun’” year for builders in the Midwest. Builderswill have to use everything in their “marketingarsenal” to “differentiate or die”. Traffic will notcome without a struggle and competing with thenationals will continue to be problematic. RichardElkman, MIRM, will present techniques for cre-ating traffic in a scary housing market. This semi-nar will be controversial as it relates to new mar-keting strategies for success. It is created for par-ticipants who are willing to “think outside thebox”. Elkman is president of Group Two Adver-tising, one of the largest real estate marketing andadvertising companies in the country, represent-ing builders in more than 30 states. Elkman haswritten five books for the NAHB. He is a Mem-ber of the Institute of Residential Marketing.Approved for 2 hours of elective continuing edu-cation for Indiana’s Real Estate License.

Convention Seminars (see page 7)

All seminars approved for continuing education credits forGMB, CGB, CGR, CGA, CAPS, MIRM, CSP, RCS.

Page 6, The Indiana Bildor Special Convention Edition December, 2007

Successful Sales Strategies for Active AdultCommunitiesManny Schatz, MIRMWednesday, January 23, 2008, 3:30-5:00 p.m. Selling homes in the active adult market re-quires focused sales strategies that can differ froma typical new home sales approach. Attend thisprogram and learn key points on successful salesstrategies for the 50+ buyer that will help assurethe early and continuous success of your activeadult community. Manny Schatz, MIRM, ARCS,CAASH, is principal of Professional Builder Ser-vices with offices in Nevada and California. Hehas been involved in nearly every aspect of homebuilding, and holds a general contractor license, abrokers’ license, a Member of the Institute of Resi-dential Marketing designation, an Advanced Resi-dential Construction Superintendent designation,and a Certified Active Adult Specialist in Housingdesignation.

Now That’s A Good Idea - CreativeStrategies for Effective AdvertisingRichard Elkman, MIRMThursday, January 24, 20089:00-11:30 a.m. The Midwest real estate markets are in a se-vere down turn. Traffic is down significantly.Recovery is not likely to happen in 2008. Adver-tising as usual will not work. The time is ripe fornew, affordable strategies. This unique program,presented by Richard Elkman, MIRM, will giveparticipants more than 100 examples of market-ing and advertising that work... not the same oldstuff. Elkman is president of Group Two Adver-tising, one of the largest real estate marketing andadvertising companies in the country, represent-ing builders in more than 30 states. Elkman haswritten five books for the NAHB. He is a Mem-ber of the Institute of Residential Marketing. Ap-proved for 2 hours of elective continuing edu-cation for Indiana’s Real Estate License.

Economic ForecastEdsel CharlesThursday, January 24, 200812:30-2:30 p.m. Edsel Charles, founder and Chairman ofthe Board for MarketGraphics ResearchGroup, will forecast how can you make moneyor go broke by 2009. MarketGraphics is a newhome market research company. After buildingover $100,000,000 new single-family homes dur-ing the late ’70s and ’80s, Charles startedMarketGraphics. The company has grown to oneof the largest new-home research companies ofits type in the United States.

Green Sites for Green BuildingLynn Rigney and Brian Neilson, P.E.Thursday, January 24, 20082:45-4:45 p.m. Lynn Rigney and Brian Neilson, P.E., will pro-vide background on green stormwater infrastruc-ture, how these alternative techniques fit Low Im-pact Development, Conservation Design, Sustain-able Site Design and LEED oriented projects. Spe-cific local, regional and national examples, per-formance observations and cost of these techniqueswill be discussed. Rigney has over 15 years invarious aspects of private development includingsupport of green building techniques. Neilson hasover 22 years of both private development andpublic works project management with focus onthe use of alternative green oriented stormwatermanagement practices for residential, commercial,industrial and regional municipal projects.

Professional Growth

Finding Your PathMarianne GlickWednesday, January 23, 20088:30-10:30 a.m.

Convention Seminars (from page 6) In this workshop, participants will develop apersonal mission statement and begin to developa vision of what life will look like when they aretruly living their vision. Marianne Glick is Presi-dent of Glick Training Associates and has beenhelping people improve their productivity and per-formance for over 22 years. Approved for 2 hoursof elective continuing education for Indiana’sReal Estate License.

Negotiating SkillsChuck Breidenstein, CGBWednesday, January 23, 20081:00-3:00 p.m. Profitable negotiation is the spring from whichall success flows in the world of business. JoinChuck Breidenstein, CGB, to learn how to maxi-mize your negotiating skills. Breidenstein is anational speaker, author, success consultant andbuilder who has spent over three decades learningabout successful strategies in business. Approvedfor 2 hours of elective continuing education forIndiana’s Real Estate License.

Improving your Sales, Profits and EmployeesJohn MautnerWednesday, January 23, 20083:30-5:00 p.m. Stop doing things the hard way and learnhands-on what an IBA member and homebuilderdid to quickly turn his company around in today’stough economy. Learn how he implemented Cycle-of-Success, a four-step process that energized em-ployees, increased profits, productivity and sales.See how they made big things happen. All suppli-ers, subcontractors and homebuilders need thisvaluable information. Learn techniques that youcan use the very same day to get your businessquickly moving in the right direction. This semi-nar is for medium size businesses (suppliers with10 to 50 employees and builders who build 25 to75 homes). John Mautner is the Founder andPresident of Cycle of Success Institute and is atrue serial entrepreneur. His strategies and princi-pals lead him to build five successful multi-mil-lion dollar corporations before turning 40. Hehas a live talk radio show “Small Business Talk”on AM1530 in Chicago. He is the Profit Improve-ment Columnist for Entrepreneur Magazine.

State House TourThursday, January 24, 20089:00-11:30 a.m. IBA has setup a statehouse tour with the StateHouse Tour Office, who provides historical toursthat combine a discussion on the three branchesof government with details on the restoration andarchitectural aspects of the building. All threebranches of government will be visited. IBA CEOand Chief Lobbyist Rick Wajda will also updateattendees on housing issues being debated in theIndiana General Assembly.

The Four Questions the Extraordinary LeaderAsks HimselfDr. Brad SeamanThursday, January 24, 200812:30-2:30 p.m. Knowing that building a house needs a blue-print, Dr. Brad will show you how being success-ful in today’s marketplace also requires followinga detailed blueprint to achieve success. Dr. Bradwill address the four marketing questions suc-cessful people ask themselves over and overagain. Anyone can survive the good times, buttough times require extraordinary leadership inorder to survive. Learn how to address the fourprimary reoccurring questions each businessowner needs to repetitively ask as they present orre-invent themselves in today’s struggling hous-ing marketplace. Dr. Brad will teach you how tofind the path of personal and professional suc-

cess. Dr. Brad, trained in family and organiza-tional behavior, is a successful business ownerand entrepreneur. Approved for 2 hours of elec-tive continuing education for Indiana’s RealEstate License.

The Six Abilities of Being an ExtraordinaryLeaderDr. Brad SeamanThursday, January 24, 2008, 2:45-4:45 p.m. Being an extraordinary leader requires six abili-ties to continue to achieve and keep being suc-cessful. Dr. Brad will teach you how to incorpo-rate one set of skills to arrive at being successfuland another set of skills to keep you on the cuttingedge of staying successful. Dr. Brad, trained infamily and organizational behavior, is a success-ful business owner and entrepreneur. Approvedfor 2 hours of elective continuing education forIndiana’s Real Estate License.

Hands-On-Training

Stone By DesignStoneWorks Masonry and StoneCenterWednesday, January 23, 20088:30-9:20 a.m. Watch as stone crafters build two structuresusing real stone. One structure will take half thetime. Attend and learn what other markets in theMidwest and east coast are already taking advan-tage of: How to get natural stone without the extracost typically involved. Stone is what’s hot in themarket! Join experts from StoneWorks Masonryand StoneCenter in a real life demonstration ofhow to save money using real stone. Issues to beaddressed include mold prevention, saved laborexpenses, and material specifications. An India-napolis Colts game package will also be givenaway.

Best Installation Practices for Windows &DoorsAndersen WindowsWednesday, January 23, 20089:30-10:30 a.m. Representatives from Andersen Windows willshow you best practices for window and patiodoor installations.

Achieving Sustainable Green Design with AirBarriersMike Smith, CGAWednesday, January 23, 1:00-1:50 p.m. This seminar will help you to understand thesustainable design market and the role of air bar-riers. Learn what “green” means, why it is impor-tant, and what makes a building green. You willgain an understanding of how air barriers func-tion; and learn how air barriers help designers andbuilders achieve sustainable design. Mike Smith,CGA, has been in the building industry for 25years. He is a Certified DuPont Building Innova-tion Specialist and is trained to support and edu-cate architects, builders, remodeling contractors,code officials and students regarding weatheriza-tion techniques for wall systems as part of con-structing effective building envelopes.

Air Barriers: Increasing Building Performanceand Decreasing Energy CostsMike Smith, CGAWednesday, January 23, 20082:00-3:00 p.m. After attending this seminar, you will be ableto explain recent trends in air barriers for build-ings, understand the physics of air and moisturemovement through the building enclosure, dis-cuss air barrier functions, benefits and perfor-mance requirements, and select the appropriate air

Convention Seminars (see page 8)

December, 2007 Special Convention Edition The Indiana Bildor, Page 7

barrier for building projects. Mike Smith, CGAhas been in the building industry for 25 years. Heis a Certified DuPont Building Innovation Spe-cialist and is trained to support and educate archi-tects, builders, remodeling contractors, code offi-cials and students regarding weatherization tech-niques for wall systems as part of constructingeffective building envelopes.

Marketing Clinic with Richard Elkman, MIRMWednesday, January 23, 20083:30-5:00 p.m. In good times, “okay” advertising is accept-

Page 8, The Indiana Bildor Special Convention Edition December, 2007

Convention Seminars (from page 6)

Indiana Builders Association’s Educational Scholarship Foundation, Inc.

Entry fee includes$1,500 worth of chips

and finger food.

Cash Bar.

Rebuy includes$1,500 worth of chips(only one per player)

Don’t play but one tocontribute to a great cause?

Become a ScholarshipSupporter.

Donor levels identified onparticipation form.

Questions?(800) 377-6334

Texas Hold ‘Em TournamentWednesday, January 23, 2008

5:30-6:00 p.m. Registration6:00-10:00 p.m. Tournament

Indiana Convention Center, Room 110100 S. Capitol Avenue, Indianapolis

Proceeds Benefit IBA’s EducationalScholarship Foundation

a 501(c)3 tax deductible organizationTax Identification #20-3910424

Texas Hold ‘Em Tournament Participation Form___ Entry Fee - $100___ Prepay for Rebuy - $50___ Non-Playing Guest - $35

Name ____________________________________ Company ____________________________Address __________________________________ Phone Number ________________________City, State, Zip ____________________________ FAX Number __________________________E-mail _________________________________________________________________________All checks for the event should be made payable to: IBA’s Educational Scholarship Foundation. Com-plete and return to IBA, PO Box 44670, Indianapolis, IN 46244. FAX (317)236-6342. E-mailCindy@BuildIndiana.org.

Scholarship Supporter___ Four of a Kind Donor - $1,000___ Full House Donor - $500

Total Payout$2,500

1st - $1,0002nd - $5003rd - $4004th - $3005th - $2006th - $100

Entry Fee$100 per player

Rebuy$50 per player

Non-Playing Guest$35

GamingLicensePending.

Tournament beingheld in conjunc-

tion with Indiana’sMidwest Builders

Convention.

___ Flush Donor - $250___ 3 of a Kind Donor - $100

able. In tough times, you need “great” advertis-ing. Today, innovative strategy is more importantthan award winning marketing. Participants areencouraged to bring a copy of their latest adsand Web site home page. Richard Elkman,MIRM, will facilitate an interactive session thatwill demonstrate examples of successful market-ing from around the country involving new mediaopportunities. This program is for participants whocan take criticism and use it the next day to theiradvantage. Elkman is president of Group TwoAdvertising, one of the largest real estate market-ing and advertising companies in the country, rep-

resenting builders in more than 30 states. Elkmanhas written five books for the NAHB. He is a pastpresident and a Member of the Institute of Resi-dential Marketing.

Solid Surface InstallationRick RupleThursday, January 24, 20089:00-9:50 a.m. Learn from the experts, Rick Ruple with LESmith Corp. runs through the do’s and do not’s ofsolid surface installation.

Wastewater ManagementJohn Linn

Thursday, January 24, 200810:00-11:30 a.m. Learn the latest about wastewater management.John Linn, Abonmarche Consultants, is Chairmanof IBA’s Rural On-Site Wastewater Subcommittee.

Cross-Link Polyethylene System PlumbingOptions & Installation ProceduresPanelThursday, January 24, 200812:30-2:30 p.m. Learn how to look at PEX and see what it is.How it runs, why use it and what it is made of.Touch It. Grip It. Bend It. Why block systemsversus standard run systems? Panelists include:Eugene Schuler and Ken Shockley. Schuler hasbeen in the plumbing industry for 33 years andhas worked with Polyethylene Systems since1977. He is a member of the Indiana PlumbingHeating and Cooling Contractors Association.Shockley has been in the HVAC and plumbingindustry since 1981, beginning as a helper andcontinuing to upper management. He has a degreein HVAC&R and has a number of certifications inplumbing, heating, and air conditioning fields. Heis the general manager of the heating division forBattersby Danielson. Approved for IndianaHome Inspector License, Category 1 continu-ing education credits.

Wired Versus WirelessDave PedigoThursday, January 24, 20082:45-4:45 p.m. This course will discuss the advantages ofwired and wireless technology, upcoming tech-nologies, and planning the home for wired andwireless. Dave Pedigo will present the seminar.Pedigo oversees CEDIA’s volunteer TechnologyCouncil, which works to assess current trends inthe home technology industry and project howthose trends will shape the industry’s future. Codes

Corrugated Stainless Steel Tubing RegulationsPanelWednesday, January 23, 20088:30-10:30 a.m. A panel will discuss corrugated stainless steeltubing (CSST) regulations and lead a discussionon and answer pertinent questions on the CSSTrequirements burdening builders and local build-ing officials across the state. The panel consistsof Tim Scanlan, Steve Treichel and William Rich.Scanlan is the General Counsel for Omega Flex,Inc. in Massachusetts. He handles all legal issuesaffecting the company, which include corporate,employment, contracts, intellectual property, andlitigation. He received his bachelor’s degree fromthe University of Massachusetts and his law de-gree from New England School of Law in Bos-ton. Treichel is currently the Senior Vice Presi-dent-Corporate Development and FacilitiesManagerment of Omega Flex, Inc. Previously heserved as Vice President – TracPipe® Operations,where he was responsible for engineering for theTracPipe® product line and research and devel-opment. Rich is the Manager of Codes and Stan-dards for Omega Flex, Inc., and is responsible forthe qualification of new products under existingcodes and standards, compliance with industryrequirements, and development of change pro-posals. Rich is a graduate of the University ofPennsylvania with a BS in physics. Approvedfor Indiana Home Inspector License, Cat-egory 1 continuing education credits.

New Amendments to the 2005 IRCLynn MaddenWednesday, January 23, 20081:00-5:00 p.m.

Convention Seminars (see page 9)

Come hear the short version, the bottom line,of all the code changes that will take effect in thespring of 2008. Fun, interesting, and very infor-mative. Lynn Madden is a Journeyman Carpenterby trade, and worked in the trades for eight yearsbefore becoming a building inspector in 13 differ-ent fields and serving as a Building Commissioner/Zoning Administrator. She is the Code Compli-ance/Quality Control Supervisor for HallmarkHomes and the IBA Codes Committee Chair-woman. Approved for Indiana Home Inspec-tor License, Category 1 continuing educa-tion credits.

Top 10 Framing Errors and 5 Ways to AvoidThemJoe HeinsmanThursday, January 24, 2008, 9:00-11:30 a.m. As houses become more and more compli-cated the framing for them does as well. Under-standing how to comply with the code and gettingit done in some of these complex situations can bedifficult. This seminar will cover both old andnew problems and how to avoid them. JoeHeinsman is the manager of the Stock BuildingSupply design department, based in Franklin, In-diana. His background includes working in sev-eral areas of the construction industry prior tospecializing in structural wood components forthe past 13 years. He is a Registered ProfessionalEngineer and the IBA Codes Committee ViceChairman. Approved for Indiana Home Inspec-tor License, Category 1 continuing educa-tion credits.

Unvented Crawl SpacesBill Fox, Jr., GMB, CGBThursday, January 24, 200812:30-2:30 p.m. The “code jury” may still be out on unventedcrawlspaces, but the Indiana code, the IRC, solvedthe problem! Come learn about the new IRCamendments that will allow unvented crawlspaces,how they work, and what happens when ventedcrawlspaces don’t work. Seminar presented byBill Fox, Jr., Fox, Inc. Approved for IndianaHome Inspector License, Category 1 continu-ing education credits.

Roof Issues: Wind Load & TrussesJoe HeinsmanThursday, January 24, 20082:45-4:45 p.m. Wind loads have come to the forefront as anissue receiving significant attention. Uplifts cre-ated by wind loads have become a significant con-sideration with a variety of solutions. Trusses,while in common use, have become more com-plex and proper usage is a must. Learn from JoeHeinsman proper wind loads and truss usage.Heinsman is the manager of the Stock BuildingSupply design department, based in Franklin, In-diana. His background includes working in sev-eral areas of the construction industry prior tospecializing in structural wood components forthe past 14 years. Approved for Indiana HomeInspector License, Category 1 continuingeducation credits.

Official Sign Sponsorof Indiana’s 2008Midwest Builders

Convention.

December, 2007 Special Convention Edition The Indiana Bildor, Page 9

P.O. Box 2058 • Elkhart, IN 46515 • Ph. 574-264-1230Fax 574-264-3740 • www.doorsplus.com

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DOORSP L U S

Convention Seminars (from page 8)

Over 1,000 Attendees New Focused Exhibit Hall Hours Free Exhibit Hall Passes for Builders & Remodelers

Exhibit Show HoursWednesday, January 23, 2008 8 to 10:45 a.m. & 12 to 5 p.m.Thursday, January 24, 2008 8 to 1 p.m.

Exhibit Set-Up HoursTuesday, January 22, 2008, 11 to 7 p.m.

Exhibit Tear-Down HoursThursday, January 24, 2008, 1 to 5 p.m.

Exhibit Space Includes10’ x 10’ Booth with Pipe & Drape4 Exhibitor BadgesRefreshments in ExhibitsCoffee & Donuts in Exhibits2 Tickets to Welcome Reception4 Tickets to Keynote SpeakerLunches in Exhibits1 Seminar PassCompany Identification SignPromotions in Convention ProgramListing in “The Indiana Bildor”Website Listing & LinkDiscounted Advertising Rates

Exhibit Space RentalPrime Booth $99564 Prime Booths Available(Shaded on Floorplan)Access to Attendees from 2 or more AislesRegular Booth $79555 Regular Booths AvailableAccess to Attendees from 1 Aisle

Furnishings Package $147One 6’ Table Skirted, 2 Chairs, Trash Can

Carpeting10’ x 10’- $10510’ x 20’ - $17610’ x 30’ - $253

ElectricalHookup to 120 volt 5 amp singleoutlet $66 before Dec. 22; $97 after.

Additional Exhibit DetailsExhibit Hall is concrete.Exhibit aisles will be carpeted in black.Other services available.

Indiana’s 2008 Midwest Builders Convention

Sponsorship & AdvertisingOpportunities Also Available

Schedule of Events

Tuesday, January 22, 200811:00 - 7:00 p.m. Exhibitor Registration & Set-up 6:30 - 7:30 p.m. Welcome & Legislative Reception

Wednesday, January 23, 2008 8:00 - 10:45 a.m. Exhibit Hall Open 8:00 - 9:00 a.m. Coffee & Donuts in Exhibits 8:30 - 10:30 a.m. Seminars10:30 - 10:45 a.m. Refreshments in Exhibits10:45 - 12:00 p.m. Keynote Session featuring Morton Marcus12:00 - 5:00 p.m. Exhibit Hall Open12:00 - 1:30 p.m. Lunch & Festivities in Exhibits

Thursday, January 24, 2008 8:00 - 1:00 p.m. Exhibit Hall Open 8:00 - 9:00 a.m. Coffee & Donuts in Exhibits 9:00 - 11:30 a.m. Seminars11:00 - 1:00 p.m. Networking Lunch & Grand Prize Drawings12:30 - 4:30 p.m. Seminars 1:00 - 5:00 p.m. Exhibitor Tear Down

• • •

TABLES & SEATING

Headquarter HotelIndianapolis Marriott Downtown350 W. MarylandRoom Rate $149; Group Code: BUIBUIAwww.marriott.com 1-800-228-9290

Indiana Convention Center, Hall C, Indianapolis, Indiana

Exhibit Space___Prime Booths x $995 each___Regular Booths x $795 eachBooth(s):____1st Choice(s)____2nd Choice(s)_____ 3rd Choice(s)____

___ Exhibit Furnishing Package x $147 each

___Carpet (10’ x 10’) x $105___Carpet (10’ x 20’) x $176___Carpet (10 x 30’) x $253

___Electrical Hookup x $66 each (120 volt, 5 amp single outlet)Parking Passes (2 per exhibit per day)___Wednesday Parking Passes x $10 each___Thursday Parking Passes x $10 each“The Indiana Bildor” Exhibitor/Sponsor Advertising RatesShow Edition (Deadline - December 17th)___Full Page - $750 Color/$700 BW___Half Page - $500 Color/$450 BW___1/4 Page - $350 Color/$300 BW___1/8 Page - $250 Color/$200 BW3 Editions (Pre, Show, & Wrap-up)(Deadline November 19th)___Full Page - $1,950 Color/$1,800 BW___Half Page - $1,230 Color/$1,080 BW___1/4 Page - $870 Color/$720 BW___1/8 Page - $540 Color/$390 BW

Indiana’s 2008 Midwest Builders Convention Participation Form

Commitment & PaymentCompany_________________________________ Phone _____________________

Contact__________________________________ Fax________________________

Address_____________________________________________________________

City________________________________ State_________ Zip _______________

Email___________________________Web Address for link____________________

Product Description ___________________________________________________

Total due: $_________________ Payment by: ___ Check ___ Invoice ___ MC/Visa

Credit Card#____________________________________Exp. Date______________

V Code (last 3 digits on back of card)______Signature_________________________Terms accepted by:____________________________Date:____________________

Please return form to IBA, PO Box 44670, Indpls., IN 46244 or Fax (317) 236-6342.

Exhibitor ConventionRegistration___Exhibitor Seminar Pass x $125___Wednesday Exhibits Only Pass x $50___Thursday Exhibits Only Pass x $50

Completion of this form is a binding agree-ment to participate as identified in Indiana’s2008 Midwest Builders Convention. A mini-mum of a 50% deposit is required to guar-antee exhibit space. Payment in full must bereceived by Dec. 15, 2007. Written cancella-tion prior to Oct. 31, 2007 will receive arefund less 20% processing fee. No refundsafter Oct. 31. Above rates are NAHB mem-ber rates, non-member rates are an addi-tional 30%. Exhibitors agree to abide by allrules and regulations as established by IBA.

Questions? 1-800-377-6334www.BuildIndiana.org

Program Book Advertising___Back Cover - $950___Full Page - $375___Half Page - $250___Business Card - $150

Sponsorships___Welcome & Legislative Reception $2,000 (Tuesday)___Keynote Speaker - $3,000 (Wednesday)___Coffee & Donuts in Exhibits - $1,500 (Wednesday or Thursday)___ Lunch in Exhibits - $3,000 (Wednesday or Thursday)___ Refreshments in Exhibits - $1,000 (Wednesday or Thursday)___Drink Neckties - $3,000___Aisle Carpet - $3,000___Registration Portfolios - $1,500___Badge Neckties - $1,250___Attendee Notepads - $1,000___Gold Sponsor - $1,000___Silver Sponsor - $750___Bronze Sponsor - $500

___Seminar Sponsor - $250___Registration Insert - $250 exhibitors; $500 non-exhibitors___Grand Prize Drawings - $500___Exhibit Hall Game Prizes - $250___Hourly Exhibit Hall Drawings - $100___Door Prize Item. Item_________ __________________________

•

(Deadline -December 17th)

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Page 10, The Indiana Bildor Special Convention Edition December, 2007

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GENERAL INFORMATION (Please print clearly.)

Name__________________________________Company_______________________________Address________________________________City___________________________________State ___ Zip ________ Local HBA _________Phone ______________ Fax _______________E-mail _________________________________Additional Registrants Names & E-mails:_________________ ____________________________________ ___________________

Attendee Convention Registration FormCONVENTION REGISTRATION FEE SCHEDULE Amount DueFull Convention Registrant.........................................$225....... __________Additional Registrant from Same Co.........................$200....... __________One Day Only Registrant.............................................$175....... __________Full-Time Student ($25/day).........................................$50....... __________Exhibitor Seminar Registration..................................$125....... __________

SPECIAL EVENT TICKETS

(These tickets are only necessary if person is not registered above.)Welcome Reception (Tues., 6:30-7:30 pm).................$30....... _________Keynote Presentation (Wed., 10:45-12 noon)............$30....... _________Exhibit Hall Pass for Builders & Remodelers..........FREE..... _________Exhibit Hall Pass for Suppliers.....................................$50....... _________Howl at the Moon Celebration (Wed., 5:30 pm)......FREE..... _________Texas Hold ‘Em Tournament (Wed., 5:30 pm).........$100....... __________

NON-MEMBER FEE (Above rates are IBA & NAHB member rates.)Additional $50 for non-members................................$50....... _________

PARKING PASSES

(100 spaces are available in Victory Field baseball parkinglot West of Convention Center, limit 1 per registrant, per day)Wednesday Parking Passes..........................................$10 each _________Thursday Parking Passes..............................................$10 each _________

REFER A FRIEND & SAVE

Refer a Friend and Save $10.....................................(-$10)....... _________

Total Amount Due $__________

.

CHECK ALL THAT APPLY

____ Builder____ Supplier____ Remodeler____ Developer____ New Member

REFER A FRIEND & SAVE $10!WHO REFERRED YOU ________________________WHO ARE YOU REFERRING ________________INDICATE DAY(S) YOU WILL BE ATTENDING

___ Tues., Jan. 22 ___ Wed., Jan. 23 ___ Thurs., Jan. 24PAYMENT PROCEDURE

____ Check Enclosed. ____ Please Invoice.____MasterCard/VISA-Credit Card - Exp. Date_______#_____________________________ Code ________(Code is last 3 #’s on back of credit card in signature block)

CANCELLATION POLICY

Written cancellation prior to December 14th will receiverefund less 20% processing fee. A 50% cancellation feewill be charged after December 14th. Registrants respon-sible for all fees within 10 days of the event.

RETURN REGISTRATION

Indiana Builders Association, P.O. Box 44670, Indianapolis, IN 46244Fax (317) 236-6342 Questions? Call 1-800-377-6334

Company & Booth Number2-10 Home Buyers Warranty, 320ABC Supply Company, 217 316AccuLevel, 324Airtron, Inc., 415All-Dry Waterproofing, 424Andersen Windows, 411Aurora Cabinet Co., Inc. 327 & 426Bauer Better Water Co., 505CG Visions, Inc., 401 500Comcast, 420Demilec USA LLC, 502Doody Lighting Sales, Inc., 306Doors Plus, Inc., 529Drake Products, Inc., 327 & 426Fischer Sips, 312Fluid & Thermal Systems, Inc., 200GRK Fasteners, 507Habitat for Humanity of Indiana, 106hh gregg Commercial Division, 413HOLDFAST Technologies, 300IBA Educational ScholarshipFoundation, Inc., 114ICC Floors, 321Indiana Assoc. of Building Officials, 513Indiana Geothermal, 205Indiana Underground Plant Protection, 118Indianapolis Glass Block, LTD, 307JF New, 405Kerman’s Fine Flooring, 105Kinetico Quality Water Systems, 404Le Design, 407Lockhart Cadillac / Hummer, 335Lushin & Associates, 215Luxury Bath of Indy, 527Marvin Windows & Doors, 301 400Masonry Cosmetics, 402Masonry Innovations, Inc., 304Residential Warranty Co., LLC, 310Roger Ward Engineering, 302Seward Sales Corp., 303 305Softubs To Go, 231Speedway SuperAmerica LLC, 403Stone Works, 203Tempco Products Co., 406The Builder’s Journal, 417Thomas Docks, Inc., 225Trim-A-Door, Inc., 504Unique Window and Door, 503United Dynamics, Inc., 223Vincennes University, 110WaterFurnace International, 423 425

Exhibit, Sponsorship, &Advertising OpportunitiesAvailable There are still several exhibit, sponsorshipand advertising opportunities available atIndiana’s 2008 Midwest Builders Conven-tion. Exhibit booths range from $795 to $995.Sponsorship opportunities range from $250to $5,000. Advertising opportunities beginat $150. Visit www.BuildIndiana.org or callthe IBA office at 1-800-377-6334 for com-plete details.

Headquarter HotelIndianapolis Marriott Downtown350 W. MarylandRoom Rate: $149;Group Code: BUIBUIAwww.marriott.com 1-800-228-9290

SponsorsEvent SponsorSpeedway SuperAmerica

Registration Portfolio Sponsorshh Gregg/Fineline / Electrolux

Official Sign SponsorRedirection Sign & Design

Water SponsorsAurora Cabinet CompanyDrake Products, Inc.

Badge Necktie SponsorAirtron

Seminar SponsorVectren

Highlighter Pens SponsorF.C. Tucker Company,Sarah Huff, REALTOR

Registration Packet SponsorsBuilder/Architect MagazineSpeedway SuperAmericaThe Builder’s Journal

Hourly Exhibit Hall Drawing SponsorFluid & Thermal Systems, Inc.

Door Prize SponsorsLockhart Cadillac/HummerFluid & Thermal Systems, Inc.Masonry Innovations, Inc.

Attendee Convention Registration Form

December, 2007 Special Convention Edition The Indiana Bildor, Page 11

condition buyers regarding price. Buyersexpect us to negotiate downward, and weexpect buyers to question our price; the re-sult is that we often take jobs below accept-able margin. When we allow this to occur,the secondary effect is that the owner nowbelieves we were overpriced to begin withand wonders exactly how much lower ourprice should have been. The market nowsees reduced value in what we offer. Negotiating for yourself may be analo-gous to the attorney who represents him-self. We often are blinded by perceivedneed, emotion and passion and enter into abad deal. But proper planning that allowsus to see how both sides can win will re-ward us with better profits and happier cus-tomers. The next time you are preparing to enterinto a negotiation, remember a simple truth— The secret to walking on water is in know-ing where the stones are. Chuck Breidenstein is a nationalspeaker, success consultant, author andbuilder. Breidenstein may be contacted atChuck@BPSG.com or (517)719-5445.

Negotiating (from page 5)If youjoined theIndianaBuildersAssociation in 2007,you are entitled to a$100 discount for allregistrants from yourcompany.

$ $ Clip andSave $ $

$100Coupon good for all full,

additional full andone-day registrants

who joined the IBA in 2007.

©2007 Marvin Windows and Doors. All rights reserved. ®Registered trademark of Marvin Windows and Doors.

Look like a hero, without all the heroic effort.

We’ve made it easy to offer your customers more. Our jobsite-tough extruded aluminum clad now comes in nineteen colorsat standard pricing. We also offer new casing options — applied at the factory, along with jamb extension, to save you time. Foran unparalleled experience, work with us. Call us or visit www.marvin.com for more details.

Big C LumberElkhart, IN – 574-262-4506Mishawaka, IN – 574-259-5403South Bend, IN – 574-272-6500www.bigclumber.com

Brands Inc.1425 California St.Columbus, IN812-379-9566www.brandslumber.com

Bushey's Window & Door1701 Fairfield Ave.Fort Wayne, IN260-456-1247www.busheys.net

Carter Lee Lumber1717 W. Washington St. Indianapolis, IN 317-639-5431www.carterlee.com

Marsh Building Products1702 S. Franklin St.South Bend, IN574-288-4433www.marshbuild.com

Roberts Glass & Service Inc.7707 Records St.(Just off of Pendleton Pike and I-465)Indianapolis, IN317-542-0693www.robertsglass.com

Indiana’s 2008 MidwestBuilders Convention

Visit Booths # 301 & 400

Page 12, The Indiana Bildor Special Convention Edition December, 2007