An Interview with Our Sales Manager:
Everything You Need to Know About the Client Experience
Alex Farmer
Sales and Estimating Manager
Alex started his career as an apprentice carpenter constructing custom homes in the southern Alps of New Zealand. With an Apprentice Of The Year award under his belt, he went on to lead the Christchurch earthquake recovery projects for an award-winning New Zealand builder, before making the move to the Mornington Peninsula. Alex has held leadership positions in Sales and Estimating for local construction companies, including as a company director for a design & build business. Alex’s diverse experience brings a wealth of knowledge and practical experience, that helps him provide precise construction quotations in a fluctuating market.
An Interview with Our Sales Manager: Everything You Need to Know About the Client Experience
At Beachstone Homes, we know that building a home is one of the biggest investments our clients will make. To ensure a seamless experience, we guide clients through every stage, from initial inquiries to design, budgeting, and construction. We sat down with our Sales Manager, Alex Farmer, to discuss the most frequently asked questions about the client experience, quotations, the design and build process, selections, and value management advice.
Q: What can clients expect when they first engage with Beachstone Homes?
A: From the moment a client reaches out, our focus is on understanding their vision, budget, and priorities. Whether they’re looking to build a custom home or exploring design concepts, we start with an in-depth consultation. We discuss their needs, preferred style, and any must-have features before explaining our process. Transparency is key, so we make sure clients feel confident about what’s ahead, including timelines, pricing structures, and how we collaborate with designers and architects.
Q: How do you approach providing accurate and transparent quotations?
A: One of the most common concerns clients have is ensuring they receive an accurate and realistic quote. Our process starts with detailed cost estimations based on the client’s design, specifications, and site conditions.
We break down costs clearly, so there are no hidden surprises. We also offer value management advice, helping clients make informed decisions about where to invest and where they can save without compromising on quality. If a budget adjustment is needed, we provide alternative solutions, such as different materials or construction methods that still align with their vision.
Q: Can you explain how Beachstone Homes manages the design and build process?
A: Absolutely! Our process is designed to be as seamless as possible:
- Initial Consultation & Briefing – We gather key details about the client’s lifestyle, preferences, and budget.
- Design Collaboration – If the client doesn’t have plans, we work closely with our partnered architect to create a tailored home design. If they already have plans, we review them to ensure they align with their budget and construction feasibility.
- Preliminary Cost Estimate – Once the initial design is drafted, we provide an estimated cost to ensure it’s within the client’s expectations.
- Detailed Quotation & Contract – After finalizing design details, we provide a fully itemized quote and formal contract.
- Selections & Approvals – Clients visit our interior design, selections, lighting and home automation studios, guided by our expert consultants, to choose finishes, fixtures, and materials.
- Construction Begins – Once all approvals and permits are in place, we move into the build phase, with ongoing updates provided through our online client portal.
We handle every stage with careful planning and clear communication, ensuring the process stays on track.
Q: How do you help clients navigate the selections process?
A: The selections process is one of the most exciting parts of the journey! Our clients have access to our extensive showrooms, where they can explore a wide range of high-quality materials, finishes, and fixtures. Our qualified interior designers, lighting designers, home automation consultants and appliance / plumbing selection consultants guide them through the process, helping them select cohesive elements that match their vision, lifestyle, and budget.
We also provide professional advice on trends and durability. We want clients to feel confident that their choices will look stunning, function well, and stand the test of time.
Q: What is value management, and how does it help clients stay within budget?
A: Value management is all about maximizing the client’s budget without compromising quality. We help clients identify areas where they can achieve cost efficiencies by exploring smarter material selections, alternative construction methods, or slight design modifications that reduce costs without affecting functionality or aesthetics.
For example, adjusting the roof structure, reconfiguring room layouts to reduce wasted space, or selecting alternative materials with a similar look and feel can significantly impact the budget. Our goal is to ensure every dollar is spent wisely while delivering a high-quality home.
Q: How do you ensure clear communication with clients throughout the process?
A: Transparency and regular updates are key to a smooth client experience. That’s why we use an online client portal that provides 24/7 access to specifications, selections, financials, construction progress, and correspondence. Clients can track every stage of their build in real time and communicate directly with our team whenever they need.
Additionally, we schedule regular check-ins at key milestones, such as after the design stage, contract signing, and major construction phases. This ensures clients always know what’s happening and can address any questions along the way.
Q: What advice do you have for clients starting their home-building journey?
A: My biggest piece of advice is to take the time to clarify your vision and budget before starting. Knowing what’s important to you—whether it’s energy efficiency, high-end finishes, or specific design features—will help us create a plan that aligns with your goals.
Also, trust the process and ask as many questions as you need! Building a home is a big investment, and we’re here to guide you every step of the way. By working closely together, we can ensure your dream home becomes a reality without unnecessary stress.
At Beachstone Homes, our priority is delivering an exceptional experience from the first conversation to the final handover. If you have any questions about the building process, quotations, or design options, feel free to reach out—we’d love to help you get started on your new home journey!
