apparent to clients quickly. “After one or two meetings, they realize that we’re really here to deliver their vision for them. We build the house as if it’s our own, and that really resonates with people – especially because a home is such a personal thing.” As a result of that genuine, personal engagement, Ornella Homes has been able to form some extremely close relationships with clients – and that closeness translates to repeat work, word of mouth, and referrals. According to Peter, roughly 90 per cent of the company’s work is generated by past clients, and they only rarely do conventional marketing. “A couple of years ago, we didn’t even have signs on our houses. We would just build for one client whose kids go to school with someone else, or they’re part of the same golf club, or the same social circle, and they would recommend us to someone else.” Furthermore, Peter estimates that approximately 80 percent of their projects are completed within a 10-kilometer radius – meaning neighbours regularly watch their homes take shape, observe the clean and organized job sites, and speak to one another about the experience of working with the team. “We just really try to provide excellent service,” he says. “It’s a snowball – that’s how we’ve gotten most of our business.” THE CONSTRUCTION SOURCE CANADA
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