THe Power of Re:

Reframing the Situation

Two builders share how they’ve partnered with Second Chance to find creative sales opportunities in a challenging homebuilding market.

For custom homebuilders Lisa & Steve Appler of Cairn Custom Homes, referring clients to Second Chance isn’t just an act of goodwill. It’s a way to refuel their business.

“In our market, we’ve got prospective clients who want to build homes but they can’t find a lot. There’s just not enough vacant land anymore,” explains Steve. “Second Chance is a partner we can connect prospects to and know that they will be happy—and that we might get another sale because of it.”

The magic is in reframing the client’s perspective. While most prospects’ first instincts are to search out vacant lots, the Applers encourage them to also look at lots that already have houses or structures on them.

“Oftentimes the price of the occupied lot is the same as the vacant lot. The only difference is the deconstruction process,” adds Lisa. “But with Second Chance, clients can typically reclaim the cost of that process and more through significant tax benefits.”

Maple Lawn Demo & Rebuild Before

Maple Lawn Demo & Rebuild After

From builders to believers

The Applers are such believers in the business power of Second Chance that they have dedicated a page to the nonprofit on their company website—and even became donors themselves when they were building their personal home in 2019.

“We don’t like to throw anything away, so knowing that usable materials are getting reused to cost effectively improve other structures was important to us,” Lisa says. “It was just as important to see that our donation was going to help people who are looking for a better life. We’d interact with the crews every day, and you could tell how much they appreciated and cared about the work they were being trained to do. They were willing to go above and beyond to do everything we needed.”

That included returning to the job site when Lisa and Steve discovered more than they bargained for.

“We’d originally planned to leave the first floor of the home intact and build on it,” Steve explains. “But when we got down to that point, the structure was so poorly built that there was no way we were going to build a new house on it. So I called Second Chance and told them: ‘I know the scope of your work was to stop at the first floor, but we need to keep going.’ And they came back out right away and did exactly what we needed, even if it meant rearranging their schedules.”

A PARTNERSHIP BUILT ON RESPECT

The Applers were delighted—but not surprised—by Second Chance’s problem-solving spirit. Their very first project with Second Chance back in 2012 had been something of a logistical tightrope, and Second Chance quickly proved themselves to be more than worthy of the challenge.

“We were dealing with a beach community with very strict project timelines, so we had to tear down a $3.6 million house and build a $5.3 million house in nine months,” Steve recalls. “We gave them a very narrow window to get their job done and they hit it perfectly. It made us very comfortable with the process”

In the end, the Applers believe that using Second Chance to recharge your business is great—but working with people you like is even better.

“We’ve really enjoyed working with the crews. We’ve learned they like donuts and coffee a lot,” Lisa says with a laugh. “But ultimately, there is a feeling of mutual respect for the work that you do when you work with them. From the top down, they are professional, cooperative, timely, efficient...I could go on and on. They just couldn’t be nicer to work with.”

LisaSteveAppler

ABOUT THE APPLERS

Lisa & Steve Appler are the principals of Cairn Custom Homes, a two-time winner of the Maryland Building Industry Association's MAX Awards for Outstanding Homes. Learn more now at CairnCustomHomes.com.

LisaSteveAppler

ABOUT THE APPLERS

Lisa & Steve Appler are the principals of Cairn Custom Homes, a two-time winner of the Maryland Building Industry Association's MAX Awards for Outstanding Homes. Learn more now at CairnCustomHomes.com.

LisaSteveAppler

About the Applers

Lisa & Steve Appler are the principals of Cairn Custom Homes, a two-time winner of the Maryland Building Industry Association's MAX Awards for Outstanding Homes. Learn more now at CairnCustomHomes.com.