January, 2026 l The NAIL 1
2 The NAIL l January, 2026
January, 2026 l The NAIL 3
THE
NAIL The official magazine of Home Builders Association of Middle Tennessee President Eli Routh Vice President Danny Clawson Secretary/Treasurer Sam Gray Executive Vice President John Sheley Editor and Designer Jim Argo Staff Connie Nicley Kim Grayson
THE NAIL is published monthly by the Home Builders Association of Middle Tennessee, a non-profit trade association dedicated to promoting the American dream of homeownership to all residents of Middle Tennessee. SUBMISSIONS: THE NAIL welcomes manuscripts and photos related to the Middle Tennessee housing industry for publication. Editor reserves the right to edit due to content and space limitations. POSTMASTER: Please send address changes to: HBAMT, 9007 Overlook Boulevard, Brentwood, TN 37027. Phone: (615) 377-1055.
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FEATURES 7 HBAMT Hospitality Events at the 2026 IBS
Register now to sponsor or host events at the HBAMT Hospitality House during the 2026 IBS Show in Orlando. The show is scheduled for February 16-19 so sign up now!
12 2025 Installation & Awards Banquet
Sponsored by Builders First Source, the HBAMT held its annual Installation & Awards Banquet last month at the Franklin Marriott Cool Springs.
13 2025 Circle of Excellence Awards presented
The Sales & Marketing Council recognized the top sales agents and professionals of the year at the Installation Banquet.
DEPARTMENTS 6 News & Information 19 SPIKE Club Report 20 January Calendar 20 Chapters and Councils
ON THE COVER: 2026 HBAMT officers and directors were installed during the Builders First Source sponsored Installation and Awards Banquet last month at the Franklin Marriott Cool Springs. See page 10 (ten) for more details. January, 2026 l The NAIL 5
NEWS&INFO
Existing home sales inch higher in November
E
xisting home sales rose for the third consecutive month in November as lower mortgage rates continued to boost home sales, according to the National Association of Realtors. But the increase remained modest as mortgage rates still stayed above 6% while down from recent highs. Total existing home sales, including single-family homes, townhomes, and condos, rose 0.5% last month to a seasonally adjusted annual rate of 4.13 million, the highest level since February. November sales were still 1% lower than a year ago. First-time home buyers accounted for 30% of home sales in November, down from 32% in October but unchanged from a year ago. The share of all-cash sales last month was 27% of transactions, down from 29% in October but up from 25% a year ago. Allcash buyers are less affected by changes in interest rates.
First-time home buyers accounted for 30% of home sales in November, down from 32% in October but unchanged from a year ago. 6 The NAIL l January, 2026
The median sales price of existing homes sold in November was $409,200, up 1.2% from last year. This marks the 29th consecutive month of year-over-year increases. The median condominium/co-op price in November was up 0.1% from a year ago at $358,600. Existing home sales in November were mixed across the four major U.S. regions. Sales rose in the Northeast (+4.1%) and South (+1.1%), fell in the Midwest (-2.0%), and remained unchanged in the West. On a year-over-year basis, home sales were unchanged in the Northeast and up in the South (2.8%), while down in the Midwest (-3.0%) and West (-1.3%). Existing home inventory level was 1.43 million units in November, down 5.9% from October but up 7.5% from a year ago. At the current sales rate, November unsold inventory sits at a 4.2-months’ supply, down from 4.4-months in October but up from 3.8-months in November 2024. Inventory between 4.5 to 6 months’ supply is generally considered a balanced market. The current relatively tight supply continued to push home prices higher and challenge housing affordability, even as wage growth outpaced home price gains. n
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Builder sentiment inches higher, ends year in negative territory
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uider confidence in the market for newly built single-family homes rose one point to 39 in December, according to the NAHB/Wells Fargo Housing Market Index (HMI) released recently. Sentiment levels were below the breakeven point of 50 every month in 2025 and ranged in the high 30s in the final quarter of the year. “Market conditions remain challenging with two-thirds of builders reporting they are offering incentives to move buyers off the fence,” said NAHB Chairman Buddy Hughes. “Meanwhile, builders are contending with rising material and labor prices, as tariffs are having serious repercussions on construction costs.” “In positive signs for the market, builders report that future sales expectations have been above the key breakeven level of 50 for the past three months and the recent easing of monetary policy should help builder loan conditions at the start of 2026,” said NAHB Chief Economist
Robert Dietz. “However, builders continue to face supply-side headwinds, as regulatory costs and material prices remain stubbornly high. Rising inventory also has increased competition for newly built homes.” In a further sign of ongoing challenges for the housing market, the latest HMI survey also revealed that 40% of builders reported cutting prices in December, marking the second consecutive month the share has been at 40% or higher since May 2020. It was 41% in November. Meanwhile, the average price reduction
Homeownership rate inches up in third quarter
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he latest homeownership rate rose to 65.3% in the third quarter of 2025, according to the Census’s Housing Vacancy Survey (HVS). Despite this quarterly increase, the trend continues to reflect significant affordability challenges. With mortgage interest rates remaining elevated, and housing supply still tight, housing affordability is at
a multidecade low. Compared to the peak of 69.2% in 2004, the homeownership rate is currently 3.9 percentage points lower and remains below the 25-year average rate of 66.3%. Compared to the previous year, homeownership rates increased in three age groups. Among younger households, the homeownership rate for those under 35 in-
was 5% in December, down from the 6% rate in November. The use of sales incentives was 67% in December, the highest percentage in the post-Covid period. Derived from a monthly survey that NAHB has been conducting for more than 40 years, the NAHB/Wells Fargo HMI gauges builder perceptions of current single-family home sales and sales expectations for the next six months as “good,” “fair” or “poor.” The survey also asks builders to rate traffic of prospective buyers as “high to very high,” “average” or “low to very low.” Scores for each component are then used to calculate a seasonally adjusted index where any number over 50 indicates that more builders view conditions as good than poor. The HMI index gauging current sales conditions increased one point to 42, the index measuring future sales rose one point to 52 and the gauge charting traffic of prospective buyers held steady at 26. Looking at the three-month moving averages for regional HMI scores, the Northeast fell one point to 47, the Midwest rose two points to 43, the South increased two points to 36 and the West gained four points to 34. n
creased 0.5 percentage points to 37.5% in the third quarter of 2025. This age group is particularly sensitive to mortgage rates and the inventory of entry-level homes. Householders ages 45-54 experienced a 0.3 percentage-point increase from 69.7% to 70%. Homeownership rates for householders aged 55-64 inched up by 0.1 percentage point over the same time. However, homeownership rates for householders aged 35-44 and those aged 65 years and over each declined 1.2 percentage points from a year ago. The national rental vacancy rate inched up to 7.1% for the third quarter of 2025, on steadily increasing trend since 2023. Meanwhile, the homeowner vacancy rate rose to 1.2%. These upticks in both the homeowner and rental vacancy rate signal an increase in the existing home supply. The housing stock-based HVS revealed that the number of total households increased to 133.1 million in the third quarter of 2025 from 132.0 million a year ago. This increase was driven by both owner and renter household growth. The number of renter households rose by 0.7 million, while owner-occupied households increased by 0.4 million over the same period. n January, 2026 l The NAIL 7
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Leaders installed at annual HBAMT Banquet
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he HBAMT’s 81st Annual Builders First Source Installation Banquet and Awards Ceremony was held December 11th at the Cool Springs Marriott in Franklin, Tennessee. Association members celebrated the outstanding accomplishments of the past year and welcomed the officers and directors who will be leading the HBAMT in 2026. Award recipients included the year’s top sales and marketing performers who were recognized with the presentation of the Sales and Marketing Council’s Circle of Excellence Awards. More on these awards can be found on page 14 and fifteen. Randall Smith, James Carbine, and Trey Lewis conducted the 2025 HBAMT Hall of Fame induction ceremony, a highly anticipated feature of the banquet. Prestigious association members and leaders are recognized
10 The NAIL l January, 2026
for their many contributions and accomplishments and are officially inducted into the hall. Carbine introduced 2025 inductee Dan Stern. Smith introduced inductee Allen Patton. And Lewis introduced inductee Edsel Charles. More on the Hall of Fame inductees can be found on page thirteen. Prior to the 2026 President's Installation, outgoing president Kelly Beasley gave her closing remarks and outlined notable achievements and accomplishments made during the past year. Eli Routh, Eclipse Construction, was then installed as the association’s 2026 President by Brandon Rickman, 2023 HBAMT President. Routh then installed this year’s officers, directors, and chapter and council presidents. Senior Officers for the upcoming year are Vice President Danny Clawson and Secretary/ Treasurer Sam Gray.
Local Directors in 2026 will include Derek Budde, Hilary Delwiche, Jason Demuth, Jimmie Johnson, Jr., Caleb Knox, Lauren Penningtonm, Wiggs Thompson, and Derek Ventura. State Directors will include Kelly Beasley, Derek Budde, Jordan Clark, Rachel Holloway, Elliot Parry, Brandon Rickman, Steve Shalibo, and Kevin Sturgill. National Directors will include Derek Budde, Jordan Clark, Jimmy Franks, Trey Lewis, Eli Routh, and Randall Smith Associates Council officers installed for 2026 included President Leslie Hubbell, Senior Vice-President Joe Dalton, Vice-President Mike Wardlow, and Secretary/Treasurer Jennifer Earnest. Sales and Marketing Council officers include President Kristen Carbine-Alford, Vice President Brandon Temple, and Secretary/ Treasurer Travis Chapman.
Chapter Presidents installed included: Matt Spann, Dickson County; Sam Gray, Maury County; Joe Dalton, Sumner County; Rachel Holloway, Williamson County; and Margaret Tolbert, Wilson County. Volunteer chairs, who donate countless hours of their time to the association, were awarded for their continuing service during the banquet. Among those recognized were Brandon Rickman, Membership Chairman; Jordan Clark, Legislative Chairman; Randall Smith, FHA Chairman; Derek Budde, PAC Chairman; David Hughes, Ethics & Arbitration Chairman; Margaret Tolbert, Membership Contest Chairman; Jimmy Franks, Showcase House Chairman; Jennifer Earnest, Golf Tournament Chairman; and Ryan Me-
ade, Builders Show Chairman. There were many outstanding achievements and performances in 2025 and the best of the best were recognized during the evening. Kelly Beasley won the Reese Smith Builder of the Year Award. Kimberly Goodwin was the recipient the Associate of the Year Award. Kelly Beasley presented her 2025 President’s Award to John Sheley. James Carbine was presented the Member-to-Member Builder Award. The award is presented to the builder member who does the most business with fellow HBAMT members during the year. And John Beyer won the SPIKE of the Year Award, for recruiting the most members in 2025. See page twelve for more on the Best of the Year award winners.
A big thanks to Builders First Source for stepping up as the title sponsor this year, and to D.R. Horton, Huskey Building Supply, and United Communications for sponsoring the reception. Thank you platinum level sponsors: Austermiller, Inc., Barlow Inc, Blind Ambitions, Builders Mutual, Carter Lumber, Drees Homes, Ghertner & Company, Hale Insurance Agency, Henley Supply, Hensley Civil, LLC, James Hardie, Keystone Outdoor Living, Metro Carpets, N & A Elite Construction, Parkside Builders, Piedmont Natural Gas, Pulte Group, SRM Concrete, Toll Brothers, Tune, Entrekin & White, PC, Willow Branch Landscapes. And thanks to all of our banquet sponsors for your continued support (see page 18 for a full list of banquet sponsors). n
Right: Eli Routh is sworn in to serve as the HBAMT’s 2026 President by Brandon Rickman. Below left: Routh makes his opening remarks as president. Below right: Outgoing President Kelly Beasley is recognized for her service in 2025.
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KELLY BEASLEY Builder of the Year
JOHN SHELEY President’s Award winner
With presenter Brandon Rickman, 2024 Builder of the Year
With presenter, 2025 President Kelly Beasley
KIMBERLY GOODWIN Associate of the Year
JOHN BEYER SPIKE of the Year Award winner
With presenter Kelly Beasley
With presenter Kelly Beasley
Best of the Year Award Winners Reese Smith Builder of the Year KELLY BEASLEY Associate of the Year KIMBERLY GOODWIN 2025 President’s Award JOHN SHELEY Member-to-Member Builder Award JAMES CARBINE JAMES CARBINE Member-to-Member Award winner With presenter Kelly Beasley
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SPIKE of the Year JOHN BEYER
HBAMT Hall of Fame - Class of 2025
A prestigious trio of association leaders were inducted into the HBAMT Hall of Fame during the Installation & Awards Banquet. The inductees are recognized below with just a few of their many contributions and accomplishments.
Dan Stern l Started building homes in Oklahoma City in 1968
l Started Tennessee Heritage Homes in 1986, joined the
HBAMT the same year l HBAMT President, 1993 l HBAMT Builder of the Year, 1994 l Speaheaded the Certified Builders Program l Over 25 years of service to the HBAMT
Dan Stern, Jr. makes remarks following his father's induction into the HBAMT Hall of Fame.
Allen Patton l VP, Intereal, 1974 (Green Hills, Hickory Hollow, Rivergate Mall) l VP Matthews Co., 1982 (Ryman, Bell South Tower)
l Director, American General Land, 1991 (Fieldstone Farms) l Started CPS Land in 1997
l Developed 28 communities, over 4,300 lots, entitles/sold
over 11,000 sites l A founder of luxury home builder Legend Homes, 2005 l Seven time Parade of Homes developers
Allen Patton addresses the audience following his induction into the HBAMT Hall of Fame.
Edsel Charles l Started Radnor Homes in 1979 l HBAMT President, 1987 l Founded MarketGraphics in 1988 l Nationally recognized speaker, subject matter expert l MarketGraphics is among the largest family-owned research
companies in the US
Edsel Charles makes remarks following his induction into the HBAMT Hall of Fame.
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2025 Sales Manager of the Year Award recipient Brandon Temple accepts his award from Kristen Carbine.
Mike Williams, 2025 Sales Person of the Year Award. With Kristen Carbine.
Winners recognized!
2025 Rookie of the Year Award recipient Jimmy Miconi accepts his award from Carbine.
2025 Circle of Excellence Awards presented.
T
he top new home sales professionals of 2025 were recognized at the HBAMT, Builders First Source Installation and Awards Banquet as the Middle Tennessee Sales and Marketing Council (MTSMC) presented their annual Circle of Excellence Awards. After 2026 SMC President Kristen Carbine presented the individual award winners, she was joined by Cast HBAMT presidents Trey Lewis and David Hughes to announce winning sales agents by company in the Bronze, Silver, Gold, Platinum, and Diamond award categories. All award recipients are listed below and on the opposite page. n
2025 Most Units Sold Award recipient Jenny Bream accepts her award from Carbine.
2025 Circle of Excellence Award Winners: Salesperson of the Year: Mike Williams, DR Horton Sales Manager of the Year: Brandon Temple, DR Horton Rookie of the Year: Jimmy Miconi, DR Horton Most Units Sold Award: Jenny Bream, Dream Finders Homes Highest Dollar Volume Award: Carolyn Diloreto, Dream Finders Homes 14 The NAIL l January, 2026
2025 Highest Dollar Volume Award recipient Carolyn Diloreto accepts her award from Carbine.
2025 Circle of Excellence Award winners ASHTON WOODS Diamond: McClain Ziegler BARLOW BUILDERS Gold: Katie Garrison Platinum: Beth Lewis Diamond: Lorraine Mineo CARBINE & ASSOCIATES Diamond: Kristen Carbine DR HORTON Gold: Bryson Chambers, Julie Gary, Erik Nowak, Peter Sadek Platinum: Joseph Beech, Melissa Bryant, Tara Chipman, Julia Cummings, Brian Hatfield, Melissa Heggie, Kim Imbrecht, Jeffrey James, Nick McDonald, Jimmy Miconi, Tony Muniz, Brandon Parker Diamond: Kim Brown, Christy Bussey, Tammy Chambers, Ronda Darnell, Brian Hatfield, JP James, Mike Williams DRB GROUP Gold: Dana Barnes Platinum: Sandra Prince, Thomas Richardson DREAM FINDERS HOMES Platinum: Chris Brando Diamond: Kate Akerly, Jenny Bream, Kimberly D’Angelo, Carolyn DiLoreto, Rachael Fuller
DREES HOMES Bronze: Kenton Curtis Gold: Ben Kirby, Laura Small Platinum: Bruce Peterson, Heather Williams, Danny B Wood Diamond: Julie Adams, Susie Coles, Carrie Frye, Erica Kilpatrick, Kelly Lorio, Terrance Murray, Miranda Rosenbaum, Brett Tesnow GOODALL HOMES Gold: Cameron Mackintosh Platinum: Noble Cummings, Carmela Lawler, Kelleigh League, Lucas Munds, Mikey Oaks, Erica Strader, Noah Strader M/I HOMES Silver: Shani Earwood Platinum: Jeanie Guererro, Brandi Marshall OLE SOUTH PROPERTIES Gold: Lynn Harrison Platinum: JJ Brazelton, Nicole Hernandez, Chelsea Inman, Aliyah Loyd, Mark Perry, Sierra Reich, Todd Ryan, Becca Soetje Diamond: Adam Hall, Darrian Harlan, Tyler Normand, Chuck Payne, Brandon Wise PARTNERS IN BUILDING Diamond: Shelby Arnold, Heather Roberts
PHILLIPS BUILDERS Silver: Makenzye Hiller Platinum: Katherine Nixon Duncan, Mike Tetzel Diamond: Ashley Tetzel RICHMOND AMERICAN HOMES Platinum: Tyler Holt, Larissa Loyd Diamond: Rebecca Moylan REGENT HOMES Gold: John D Gilbert, Bethany K Nelson Platinum: Todd Benne, Rob Frye, Judy Inman RYAN HOMES Bronze: Blake Loyd Silver: Donald Harrell, Carey Thayer, Terri Webster Gold: Zachary Batey, David Troutman, Robert Tuttle Platinum: Kierston Cook, Kimberly Cox, Pierre Hambrick, Tricia Partlow, Aleeson Phalichanh, Nicole Siana, Kelly Troynar, Dominique Wierth Diamond: Brent Morris, Roger Sweeney TEAM WILSON REAL ESTATE Silver: Ben Wilson TOLL BROTHERS Silver: Lauren Mink Platinum: Cori Danos, Ashley Rolf, Baraka Shannon, Katie Terwilliger January, 2026 l The NAIL 15
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Thank you Banquet sponsors!
G HOME, LLC
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SPIKE REPORT Randall Smith 204 Jordan Clark 203 Helmut Mundt 188 Joe Dalton 187 Tonya Esquibel 177
Twenty-one SPIKES (in bold) increased their recruitment numbers last month. What is a SPIKE? SPIKES recruit new members and help the association retain members. Here is the latest SPIKE report as of November 30, 2025. Top 20 Big Spikes Mitzi Spann 815 Jimmy Franks 619 Trey Lewis 592 James Carbine 572 Terry Cobb 570 Brandon Rickman 433 Jennifer Earnest 410 David Crane 369 Nick Wisniewski 307 Kevin Hale 305 Reese Smith III 261 David Hughes 260 Steve Shalibo 260 Davis Lamb 239 Sonny Shackelford 219
Life Spikes Jim Hysen 175 Jim McLean 166 Steve Cates 148 Harry Johnson 146 Michael Dillon 141 David McGowan 141 C.W. Bartlett 138 Ryan Meade 133 Duane Vanhook 128 Justin Hicks 120 Edsel Charles 119 Wiggs Thompson 119 John Zelenak 118 Sam Henley 106 Lisa Underwood 105 Danny Clawson 100 Kelly Beasley 95 Jody Derrick 93 Ron Schroeder 87 Jeff Zeitlin 87 Eli Routh 86 Christina James 85 Keith Porterfield 84 Margaret Tolbert 83
Andrew Neuman 81 Rachel Holloway 79 Erin Richardson 77 Nelson Bordeau 71 Frank Jones 57 Bryan Sebring 56 John Broderick 55 John Ganschow 53 John Beyer 51 Ricky Scott 45 Kelvey Benward 36 Tammy Chambers 35 Don Mahone 31 Perry Pratt 31 Maverick Green 29 Samuel Gray 27 Randy Arnold 26 Spikes Elliot Parry 17 Rob Pease 16 Nicole Bird 15 Kevin Sturgill 15 John Nehrenz 14 Robert Goodall 10 Gina Hewlett 10 Derek Budde 8 McClain Franks 6 Kimberly Greenwell 6 Matt Spann 6
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JANUARY CALENDAR Sunday
4
Monday
5
Tuesday
6
Wednesday
7
Thursday
Friday
Saturday
1
2
3
8
9
10
16
17
Sales & Marketing Council meeting
11
12
13
14
15 Wilson County Chapter meeting
18
19
20
21
22
23
24
25
26
27
28
29
30
31
1
2
3
4
5
6
7
CHAPTERS & COUNCILS CHAPTERS CHEATHAM COUNTY CHAPTER Chapter President - Roy Miles Cheatham County Chapter details are being planned. Next meeting: to be announced. RSVP to: cnicley@hbamt.org. DICKSON COUNTY CHAPTER Chapter President - Matt Spann Dickson County Chapter meetings are typically held on the third Thursday of the month. Next meeting: to be announced. Typically held at Colton's Steak House - 2431 Highway 46 S, Dickson 37055 Topic and sponsor: to be announced. Free w/RSVP RSVP to: cnicley@hbamt.org. MAURY COUNTY CHAPTER Chapter President - Sam Gray Maury County Chapter meetings are typically held on the first Tuesday of the month. Next meeting: to be announced. FREE w/RSVP pending sponsorship; $20 w/o RSVP PLEASE RSVP to cnicley@hbamt.org METRO/NASHVILLE CHAPTER Chapter President - Lisa Underwood Metro/Nashville Chapter details are typically held on the fourth Thursday of the month. Next meeting: to be announced. $25 per person w/RSVP - LUNCH SERVED RSVP to: cnicley@hbamt.org.
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ROBERTSON COUNTY CHAPTER Robertson County Chapter details are currently being planned. Next meeting: to be announced. RSVP to: cnicley@hbamt.org. SUMNER COUNTY CHAPTER Chapter President - Joe Dalton The Sumner County Chapter typically meets on the third Tuesday of the month. Next meeting: to be announced. RSVP to: cnicley@hbamt.org. WILLIAMSON COUNTY CHAPTER Chapter President - Rachel Holloway Williamson County Chapter meetings are typically held on the third Tuesday of the month. Next meeting: to be announced. FREE w/RSVP pending sponsorship. RSVP to: cnicley@hbamt.org. WILSON COUNTY CHAPTER Chapter President - Margaret Tolbert Wilson County Chapter meetings are typically held on the second Thursday of the month. Next meeting: Thursday, January 15th, 8:00-9:30 a.m. at the Holiday Inn Express in Mt. Juliet. Topic: "The State of Wilson County 2025," with guest speaker Wilson County Mayor Randall Hutto. The Mayor will share insights on the developments, priorities, and goals for the county in the coming year. Holiday Inn Express in Mt. Juliet 565 S Mount Juliet Rd, Mount Juliet, TN 37122 FREE with RSVP thanks to United Communications RSVP to: cnicley@hbamt.org.
COUNCILS HBAMT REMODELERS COUNCIL The HBAMT Remodelers Council meets at varying locations throughout the year. Next meeting: to be announced. RSVP to RMC meetings and events to: cnicley@hbamt.org. INFILL BUILDERS COUNCIL Infill Builders Council meetings are typically held on the last Wednesday of the month. Next meeting: to be announced. Topic: to be announced. FREE with RSVP pending sponsorship. PLEASE RSVP to: cnicley@hbamt.org MIDDLE TENN SALES & MARKETING COUNCIL Council President - Kristen Carbine The SMC typically meets on the first Thursday of the month. Next event: Thursday, January 8th, 9 a.m. at the HBAMT. Topic: 2025 Circle of Excellence Award Winners Panel. Free for SMC Members w/RSVP thanks to DR Horton NON-SMC MEMBERS MUST RSVP and PAY: $25 with RSVP; $30 w/o RSVP **HBAMT members must be a paid member of the Sales & Marketing Council in order to receive council rates** RSVP to: cnicley@hbamt.org.
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