Whatever kind of build you might be planning, it’s always a big undertaking with a lot of variables and decisions that need to be made. That can seem pretty daunting, but at Sentinel, we believe that building strong relationships can make the whole journey a lot less stressful and with a better outcome at the end of the day. We met up with Sentinel’s first-ever franchise owner, and manager of our Auckland Central, East and South branches, Barney Culloty, to talk about this approach to building and his keys to creating solid relationships that make a difference.
With over 40 years of experience in the New Zealand building industry, Barney has experienced all the ups, downs, and complexities there are to see. But when it comes to summing up his approach to building relationships, he puts it pretty simply.
“It's the old adage of ‘listen, listen, listen,’ it can't be underestimated,” he explains. “I think you've really got to sort of start at the opposite end and put yourself in your clients’ shoes, and ask ‘what do they really want at the end of the day?’”
Barney explains that listening is key to fully understanding the intricacies of any project he takes on, and helps him figure out how to get the best result for that particular client. “Realising what their budget is, realising what their limitations are, what their site’s like, it makes a difference,” he says.
One of the other big things that Barney hammers home is how essential it is for clients to have trust in their build team, and that the only way to achieve this is by earning it. One of the ways Barney and the team do this is by making sure they’re always upfront and honest about their projects and what clients can expect.
“You've got to tell people the truth up front and on day one,” says Barney. “Building trust is really, really important, and forming a trusted relationship comes with truth. We’re always mindful that sometimes there are risks involved in what someone wants, or there might be some bad news about the site, so you don’t try to hide that. Just be open and honest, and as hard as that is at times, it's got its benefits later on. I think a lot of them really respect that approach.”
Another way Barney and the team build strong relationships is by making sure the people they work with are looked after, whatever their needs may be. “One of the other things we do is to convey to people that we're great builders, but we're not engineers, and we're not bankers,” Barney says. “So we always try to ensure we’re helping people find the right advice and support for them, even outside of our own business. We want our clients to have the best team around them to make sure they’re confident and supported.”
The building industry can be a tough environment with a lot of changes and challenges, but Barney always keeps a few key things in mind when trying to get the best for his clients and continues to build great relationships.
“Whatever happens, I always want to walk away with my integrity knowing that I've done the right thing. We’ve given people the best advice, we haven’t skimped on quality, and we’ve been fair and reasonable,” he says. “That and just treating people with respect, you know? Not just your clients, but anybody you come into contact with.”
This philosophy just happens to be one of the main reasons that Barney was drawn to become the first Sentinel Homes franchise owner all those years ago. “I have a high set of values and ethics, and when I was approached by someone at Sentinel Homes, I was taken aback by their integrity and honesty. That’s what sold it for me.”
“I couldn't imagine anyone at Sentinel getting into a situation where they’re walking down the street and the client's walking towards them and they run away, you know? Unfortunately, there are a lot of others out there like that. So I really think the brand is a wonderful thing!”
Thinking about starting your own building journey in 2025? Get in touch with your local Sentinel Homes team today.
Let’s get together for a free, no-pressure meeting with one of our team, at your place or ours.
We can't wait to hear your ideas!
