Richard and Susan Hobar use the design/build process to create beautiful projects with accurate estimates and better cost control. Once clients understand the definition, they are sold on the benefits. “People are better educated. The upper middle class and middle class prefer a one-stop, handholding process,” says Richard (second from left).

The company specializes in additions, kitchens, and master suites ranging from $40,000 to $300,000. They have also begun basement finishing in some new subdivisions in their community.

Richard is the designer, but he works with a draftsperson to create drawings and an interior designer for space planning and interiors. The team requires clients to meet at their office for the initial consultation. “We treat it as a business meeting. We explain the process, do a presentation on our company, and discuss the project,” Richard says.

On the marketing side, Susan (center) has found success by creating a small flyer for an upscale coupon pack that is mailed to homeowners. She keeps the clients happy by giving them a gift certificate to a restaurant during a kitchen remodel and movie tickets for filling out a post-job evaluation form.