with the client and someone that we ourselves would want to hire. We are a completely open book.” This transparent approach forms the backbone of their business model, especially during fluctuating economic conditions. The current financial climate has shifted client priorities rather than diminishing demand. “Our client really doesn’t rely too heavily on funding,” Kelly notes.“We’re seeing a lot of five to 6,000 square foot homes where there’s not a lot of extra just vacant rooms. They’re focusing more on how they’re going to actually use the home and need the home rather than just extra square footage space.” With project price points ranging from $380 to $2,000 per square foot, Kelly’s team carefully selects clients who value relationships. “We’re interviewing them as much as they’re interviewing us.You’re married to them, and you’re married to the project. And we are here for life,” he says.This long-term vision translates into extraordinary customer service that generates word-of-mouth marketing. “I don’t spend a whole bunch of marketing money on all these regular avenues when clients and their family and friends walk through the house and say, ‘Wow, this house is beautiful. Who built it?’” Kelly adds.“They came in here six months after and fixed all my painting for free. Nobody does that.” This relationship-centered approach defines not just how Landmarks West builds homes, but how they build their reputation in Utah’s competitive luxury construction market. REGIONAL EXPERTISE IN UTAH’S CUSTOM HOME MARKET Understanding the unique characteristics of Utah shapes every aspect of Landmarks West’s approach to custom home building. Kelly believes local knowledge isn’t just beneficial—it’s essential. “It’s everything. I mean, you wouldn’t want Bermuda shorts in the Alps. You’d want to make sure that you are dressed for the climate and it’s no different in building,” Kelly insists, alluding to the deep regional expertise that allows his team to anticipate challenges and opportunities specific to Utah’s environment. The company keeps its finger on the pulse of regional developments, including the upcoming Olympics. “We know that the Olympics is coming, and we are preparing for that right now,” Kelly says. “Knowing that you’re going to have different clients, you’re going to have investor clients that are coming in. 61 BUSINESS VIEW MAGAZINE VOLUME 12, ISSUE 03 LANDMARKS WEST
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