If you’re just entering this market, or have yet to do so because you think you don’t have the know-how, fear not – you don’t need to be a technology specialist. But you should become familiar with what’s trending and how you can address your clients’ needs before they go to another builder.

Product developers are constantly churning out new gizmos, like the thousands that were displayed at the recent Consumer Electronics Show. But only a small number are actually embraced by the general public.

Get a feel for what’s really trending 

During an education session at this year’s International Builders’ Show, Greg Haupert, the executive director of Business Networking International and a home-technology integration specialist, listed several smart-home trends that have truly started to take root, including:

Many other experts at IBS recommended several more design trends and innovative products builders should consider.

Team up with an expert

Once you know what’s hot among consumers, but don’t feel confident enough to market yourself as a smart-home specialist, Haupert suggests partnering with one.

It’s okay to admit you don’t have all the technology answers as long as you partner with or employ someone who does, and who can comfortably interact with the client.

“Having a smart home technology expert that you can rely on and consult with for certain projects will help boost your business and reputation,” Haupert said. “Don’t assume that [a tech specialist’s] only goal is to up-sell the client. When you find a trustworthy partner whom you can work with consistently, that will better enable you to meet your clients’ needs.”

Furthermore, he suggests working with contractors who can offer service contracts to the client. This will reduce your liability if (or rather, when) issues arise.

Plan ahead

But before you get too far down the road with a client, it’s critical to develop a technology plan as early as possible. Custom A/V and smart-home technology is best integrated when planned for well in advance. Pre-wiring a new home can save the client thousands down the road.

Haupert strongly advises that builders find out which pieces of technology the client wants and how they want to use them in their home. From there, go through the floor plan room by room and ask how they might want to use the technology in each space.

NAHB has several educational opportunities for industry professionals who want to learn more about integrating design and technology. Go to  nahb.org  for additional info.

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