Building Beyond Blueprints

A Relationship-First Approach to Luxury Construction

In an industry often criticized for transactional approaches, Van Kelly, Partner at Landmarks West, represents a refreshing alternative. His high-end custom building company targets clients who match their relationship-first philosophy.

“We’re a high-end custom builder, whether it’s commercial or residential. If it’s a cool project, we want to be a part of it,” Kelly explains. “We pride ourselves in being a partner 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. You’re going to have businesspeople that are looking for an investment to buy and possibly rent during those events.”

Beyond these considerations, Kelly emphasizes understanding the lifestyles and preferences of Utah homeowners. His approach centers on authenticity in all client interactions—a value he considers crucial when discussing regional building challenges.

“Authenticity bridges those ravines and canyons. If I’m authentic with my client, that’s really what they’re looking for,” Kelly explains. “They’re looking for somebody that genuinely cares about them, that genuinely cares about their project and that wants to help them build a beautiful legacy home.”

This honest approach has gained additional relevance following the pandemic, as many clients now use their Utah homes as remote work locations. Kelly describes how one client, a managing partner of the Chicago Cubs, reported spending “200% more time here than we ever thought” after Covid made remote work commonplace. The team even adapted by remodeling spaces into additional offices to accommodate families working together in what were previously vacation homes.

Design Flexibility and Client-Centered Process

The custom home market demands exceptional adaptability, with Landmarks West embracing flexibility as a cornerstone of their design process while maintaining consistent quality across projects of all sizes.

“Flexibility in design, you have to be extremely flexible, especially in a custom home,” Kelly points out. “You’re building the prototype on every single home. No two homes are exactly alike, but the ingredients of the steps and the checklist that we use are exactly the same.”

This systematic approach enables Kelly’s team to deliver identical quality experiences regardless of budget. “I can guarantee, or I can give a great experience to someone that’s building a $7 million home. I can give the same experience and that same level of detail to someone that’s building a $20 million home, and then the same guy that’s building a $2 million home,” he states.

A truly unique aspect of their design process is how Kelly studies client lifestyles to suggest modifications that better suit their needs. He describes how clients’ tastes often evolve dramatically between initial planning and groundbreaking, sometimes shifting from rustic cabins to modern designs as the process unfolds.

“We’re not afraid to say, ‘Hey, after getting to know you for the last year, are you sure you want this door? You’re a very clean person, and this door is a rough sand door that your architect or your designer chose for you two years ago. I think we need to revisit that,'” Kelly explains.

This attentive approach requires tact and sensitivity. “The process of bringing that up to them is very critical, and that dialogue needs to happen in a way that’s sensitive to their feelings,” he says. “I am looking out for them and the way that I see them live, and I’m a student of who they are.” The ultimate goal remains creating spaces clients love so deeply they never want to leave—a strategy that keeps clients returning to their Utah homes far more frequently than anticipated.

Landmark Projects: When Vision Meets Craftsmanship

Kelly’s passion becomes most evident when discussing standout projects that showcase Landmarks West’s exceptional capabilities. One recent project for the CEO of construction for the Atlanta Braves demonstrates their willingness to pursue unconventional ideas to fulfill client dreams.

“We added a wine room that’s probably one of the most impressive wine rooms that you’ll ever step foot in,” Kelly recounts. Building on that success, the client requested an auxiliary dwelling with a striking centerpiece: “One of the things he wanted to do is put a massive tree in the middle of the house and have the spiral stairs go up the tree as a feature point.”

When local timber options proved underwhelming, Kelly took extraordinary measures. “I made some phone calls to a friend in Oregon, and I said I’m looking for a very specific unique tree that’s old growth,” he explains. The resulting find was so massive it filled an entire 53-foot trailer with 20 feet cut from each side just for transport.

“We square cut it, and we craned it in with a 200-tonne crane. It took three semis to get the crane up the hill,” Kelly says. The installation pushed equipment to its limits: “The boom was beeping at us saying, ‘You’re over your limits’ to touch it in. And I’m pushing this 16,000-pound tree down through the top of the roof.”

Another recently completed project demonstrates equally impressive engineering. “We had to do a suspended slab where it supports the walls. So, the walls actually sit three feet outside of the foundation, so it floats,” Kelly describes. “The water feature in the back comes clear up to the house. And then there’s lily pads that you walk out the doors and walk out onto the lily pads across to the courtyard.” The result captivates visitors: “Everybody that’s seen it is absolutely mesmerized. They’re like, ‘This is a secret garden. This is the coolest home that they’ve ever seen.’ And it truly is.”

Key Partnerships and Subcontractor Relationships

Behind every exceptional custom home stands a network of trusted partners who share Landmarks West’s vision for quality and relationship-focused business. Kelly points to several architectural firms as crucial collaborators in their high-end projects.

“We appreciate working with great architects. Brandon Architects out of Newport Beach, California. North Works is another great partner that we use out of the Chicago area,” Kelly says, listing key design allies. “James Meyer was another one that worked on that really unique home. That’s the floating house. He’s out of California. Layton Davis Architects in Salt Lake is a key player in both the commercial and some of the residential projects we’ve done.”

Equally vital are the longstanding relationships with subcontractors, many of whom have worked with Kelly for decades. “The subs and suppliers that we use are like family. I mean, we’ve used some of the same subs for the last 20 years,” he explains. These relationships create stability and reliability in an industry plagued by labor shortages.

The value of these partnerships becomes especially apparent during challenging times. “The guys that have been with us for a long time have done so because they share the same paradigm as I do. They value the relationship more than anything,” Kelly notes. This shared philosophy translates into practical benefits when issues arise.

“If there’s an issue or if there’s a problem or if there’s a discussion on cost, they’re more than willing to come to the table,” he says. “Nine times out of 10, everybody is overly willing to give up more than their fair share just to make it right. Even the clients are very much willing to work with us.”

Looking Forward: Growth Through Values

As Landmarks West eyes future growth, Kelly remains steadfast in his belief that principled business practices will drive organic growth. His outlook isn’t centered on conventional expansion metrics but rather on cultivating a values-based culture.

“Our number one in our business is family. Now, if you look at everybody as family, then again, you’ll make sure that their priority is their spouse and their children and their faith,” Kelly explains. This perspective shapes not just internal company dynamics but every client interaction.

His guiding principle reduces complex business strategies to a straightforward focus: “We are in the relationship business. It just so happens that I build custom homes and custom commercial projects. I’m in the relationship business all day long.”

This relationship-centered approach extends to how he evaluates potential clients and partners. “Value the person in front of you,” Kelly advises. His philosophy embraces second chances while maintaining clear boundaries. “You burn me once; that’s shame on you. Burn me twice and shame on me, but I’m willing to give anybody a chance,” he says.

The company’s growth trajectory remains rooted in these fundamental values. “For us in the next two years, I see us growing only because the culture that we’re creating is growing. The people that believe in blessing other people’s lives is growing,” Kelly predicts. He views money as a magnifier rather than a goal: “Money is a magnifying glass, really. And if you are a good person, you’ll bless a lot of lives as the money comes in because you are not focused on that money.”

As Landmarks West continues building extraordinary homes across Utah, their success stems not from flashy marketing campaigns or aggressive expansion strategies, but from a simple yet powerful approach—treating clients like family, valuing relationships over transactions, and creating homes that inspire genuine connection. In Kelly’s vision, business success follows naturally when you build relationships with the same care used to build remarkable homes.

AT A GLANCE

Who: Landmarks West
What: High-end custom builder specializing in luxury residential and commercial projects
Where: Utah
Website: landmarkswest.com