The key to understanding the services LMH Solutions provides is in the name. Rather than an inflexible menu of services, LMH offers solutions.
Implicit in the word “solutions” is problem-solving, a skill LMH’s founder, Linda M. Hutchins, honed over the past three decades working in the new-home construction industry in Chicago, Washington D.C. and Jacksonville.
When Hutchins started the business six years ago, the market was immersed in a slow-down phase, and many builders were cutting back or closing their doors.
Hutchins, who had gained valuable experience working with the area’s top builders, had a concept that would serve the industry.
“From the beginning, we looked to provide services builders needed,” she said. “We knew builders needed the same general services, but each builder is unique and one size doesn’t fit all. When the down turn occurred, builders were challenged even more because often it was necessary to trim staff and cutback. We were there to fill the gaps.”
Hutchins concept was to be an outsourcing company, a business concept that was somewhat alien to Northeast Florida builders.
New-home construction had flourished and builders typically provided all services in-house. Hutchins had gained over 30 years of experience in the industry with the last 10 at North Florida Builders and LandMar.
When the opportunity presented itself, she was ready.
“Builders were forced to cut overhead and agents were leaving, so we made sure we had the specialists who could step in and perform without the builders having to shoulder the overhead costs,” she said. “And, there is no charge for our service until there are results. We provide experienced, new homes sales staffing at no cost until the home sells and the deal is closed.”
Contracts can be short-term or ongoing, high-end custom homes or production, opening a new community or closing out existing inventory.
Whatever the need, LMH works with the builder to find a solution. They also provide trained support staffing for builders with in-house sales agents.
Fortunately for Hutchins, her son Ross Fanti, had moved back to Jacksonville from Chicago where he was living after graduating from the University of Florida 2 years earlier.
“My mother said if I wanted to make a change, she would make some introductions and help me get a foot in the door, but then I was on my own,” Fanti said. “I had been in Chicago a couple of years, and just couldn’t seem to find a niche so I jumped at the opportunity.”
Fanti said coming into the new home sales arena during the downturn was a great advantage. He moved to Jacksonville, went to work for a builder before joining his mother at LMH as sales manager.
“Actually, I learned more about the industry and new-home sales by facing the challenges and learning how to overcome problems,” he said. “I didn’t know what it was like to have people knocking the door down to see my model home. I had to find customers. I had to work hard and in the process developed skills necessary to succeed.”
Research is a major component of the service LMH provides.
“Our ability to respond to builders requires us to adapt to their changing needs,” Fanti said. “Keeping on top of the market trends and conducting research is key. When we say, ‘How can we help you?’ to a client,’ we respond to the answer based on our experience and researching the market.
“When we first started, the needs were desperate,” Fanti said. “Now that the economy and the industry are healthier, we are developing new solutions to meet those needs. Good times or bad, we are focused on solutions and the builder’s bottom line.”
Hutchins and Fanti share the same goals, the same basic problem-solving approach and commitment to finding or creating solutions for their clients. They both are emphatic about the role of NEFBA and SMC in the success of their business.
“I don’t think this would have been possible without our association,” Hutchins said. “My involvement over the years has provided both credibility and strong industry relationships. SMC is great for networking and showcasing talent and skills with recognition from awards like the Laurels and the monthly breakfast Sales Awards.”
Hutchins is also active on NEFBA’s membership committee and advises members who want to maximize their membership to become active on committees and councils of particular interest.
“If you want to see your investment of the membership fee bring you the most return on your dollar, join a committee and become involved,” she said. “When you invest more than the membership fee, your rate of return increases exponentially.”