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Posts Tagged ‘business building Seminars’

Comparing Manufactured Home Apples to Conventional Housing Apples

March 17th, 2015 1 comment

As the professionals, it is up to us to help frame the housing conversation in ways that showcase the appeal and value of modern manufactured homes.  All too often, I hear MHPros repeat things their customers are saying to them.  Don’t get me wrong, we need to LISTEN to what they have to say.  But that doesn’t mean we have to accept their viewpoint, when they have the facts out of whack.  When that happens, that suggests many pros need to step back and take a fresh look at the pro/home shopper dialogue and how it should be structured or re-framed. 

When someone is comparing a 30 year old foreclosure with a brand new MH, how is that anything but apples and oranges? 

Take a look at this new video and story, linked here.  It may help you and your team re-imagine how MH ought to be sold, so that sales will grow!

latonykovach-louisiville2015-mhpronews-superchargedsales-seminars2-

 

SuperCharged Manufactured and Modular Home Marketing and Sales!  

Coming to Tunica? We will be discussing how you can Super Charge your Marketing and Sales!

MHPros from coast to coast will be there.  See why our seminar attendees and clients rate us 4 or 5 out of 5 stars.  See why one client’s trainees recently rates our user and customer friendly approach an 11, with ten being the best.  Please stop by the business building  seminars, our booth #73 or catch me among the homes or exhibits! ##

latonykovach-louisiville2015-mhpronews-business-building-seminars- (1)

By L. A. “Tony” Kovach.

Looking Back at Louisville – Looking Ahead to Manufactured Housing’s Future

February 15th, 2015 No comments

Thousands of manufactured housing professionals converged on Louisville in late January 2015. What brings the retailers, the community operators, installers and other housing industry professionals? The video that follows will open with a 'recap' of some of the sights and sounds of the show, and then shift to an interview with Ted Gross of Continental Communities.  

 

Hard Truths and Dominating Your Local Market

March 8th, 2014 No comments

If a business routinely treats their customers like dirt, it doesn't take a rocket scientist to figure out that sooner or later, that business will suffer and likely be forced to sell out to someone more savvy or close.

If a business owner treats its staff with disrespect, it is self evident that even in a tough economy and job market, the staffers will sooner or later find their way to a better place. In the mean time, can the disrespected staffers be expected to perform their best for the owner who maligns them?

If you are an association leader and don't get along well with people who have a differing view point than you do – alienating some, losing some members and creating avoidable adversaries along the way – would it be a surprise if the results of such an association leader would be slim at best?

There are a number of hard truths that every professional person must face. The above are so obvious, that they are shared to make a point. The hard truth is that 4 years into our industry's recovery from the bottom hit in 2009, we are faced with yet another wave of challenges.

But as John F. Kennedy wisely said, “When written in Chinese, the word 'crisis' is composed of two characters. One represents danger and the other represents opportunity.”

written-chinese-crisis-composed-two-characters-one-represents-danger-the-ot ... -opportunity-john-f-kennedy-copyright-2013-lifestyle-factory-homes.jpg

Brutal Winter and CFPB Regulations

The combination of a brutal winter up north and new Consumer Financial Protection Bureau (CFPB) regulations represents a genuine crisis for some in our industry. Don't get me wrong, some will come through this profiting more than they did before. Some are doing well in the very areas that others are struggling. But others will fail or will have to hand over the keys to their business to someone else, likely at a distressed price.

marty-lavin-jd-manufactured-home-community-owner-on-board-spy-sea-.jpg

One of the more successful professionals in our industry – Marty Lavin, JD – who has been:

  • in retail with an operation that sold 5,000 homes a year
  • operated a manufactured housing finance firm that originated more loans than some of the chattel lenders we have today
  • survived a big downturn in the land-lease communities business, and still successfully owns and operates to this day
  • is an industry attorney who dealt with some of the biggest names in our industry and the likes of mortgage giants, Fannie and Freddie

said to me in his 6 million dollar list price 72' boat, “Tony, the problem is not the product!” (more from Marty Lavin, linked here).

We have a great home, at an incredible value. We have not done the sales training and marketing needed to grow the business. Who says? The likes of former Fleetwood manager and current state association executive Jay Hamilton:

We are an industry that for years has desired the best for our industry representatives, our customers and our distribution system but for all these years have been hesitant to:

  • invest financially in training our people,
  • marketing our product's image,
  • updating our technology,
  • improving our delivery system, etc..

Manufacturers and Retailers have made some bold attempts at the previously listed task but always fail to follow through because they don’t see immediate profits from marketing or training programs. 

We are an industry that has the need for all of our profits to be immediate. Future growth and maturation always loses out to the need for immediate results and immediate profits. 

jay-hamiltong-executive-director-georgia-manufactured-housing-association-gmha-posted-mhpronews-com(1).jpgUntil we are willing to train our people well, invest in technology, invest in customer service, invest $ in creating a brand image with the understanding that is will cost a percentage of our industry profits and will not necessarily produce immediate results we are doomed to keep repeating our same mistakes over and over.

Thank You,
C. Jay Hamilton
Executive Director
Georgia Manufactured Housing Association

At the Tunica Manufactured Housing Show, I'll be presenting on the topic of Dominating Your Local Market, version 2.0. A variation on this topic drew praise and a standing room only attendance at the Louisville Show.

You'll also have the opportunity to get the latest in

  • Manufactured Home financing, including information from lenders not present at Louisville
  • Commercial Land Lease Community Financing, both moderated by Dick Ernst of FinmarkUSA.com
  • Manufactured Home Community Lessons Learned Panel Discussion, moderated by Jenny Hodge
  • The Importance of CRM for your Retail or Community sales operation, a panel discussion

and more!

standing-room-only-2014-louisville-manufactured-housing-show-seminar-room-masthead-blog-mhpronews-com-.png

If you're marketing fails to attract enough of the good credit customers who are third party financeable or cash buyers in significant numbers, in the Dodd-Frank/CFPB era, you may not make it.

Learn more about what you need to do differently in today's market, at the free panel discussions and seminars linked above at the rapidly approaching Tunica Show.

You won't find these same topics all in one place at one event anywhere else in the U.S. at this time, so don't miss this opportunity. More information on the free business building seminars at the 2014 Tunica Manufactured Housing Show is linked here. ##

L. A. "Tony" KovachL. A. 'Tony' Kovach
ManufacturedHomeLivingNews.com | MHProNews.com |
Business and Public Marketing & Ads: B2B | B2C
Websites, Contract Marketing & Sales Training, Consulting, Speaking:

MHC-MD.com | LATonyKovach.com | Office 863-213-4090

Connect on LinkedIN:
http://www.linkedin.com/in/latonykovach 

What’s CRM? How Can it Make Your Location(s) more Money in 2014?

January 12th, 2014 3 comments

The value of CRM is demonstrated by the fact that hundreds of thousands of companies of all sizes in the U.S. use it to grow their business and improve their bottom lines. Our company doesn't sell CRM services, but we recommend it's use to the majority of our client's. So lets's answer a few common questions about CRM, you and your operation.

crm-word-cloud-300x216.jpgWhat is CRM?

Because we promote its use in articles, at live events and in training, a common question we get is what is CRM?

CRM is short for Customer Relationship Management. Briefly, CRM is software that when properly used helps a company's professionals stay in touch with prospects and customers.

Why use CRM?

Bluntly, because using CRM makes you more money! Common statistics are that proper CRM use will increase your business 15%-25% or more. When you consider the modest cost, this is a real no brainer.

CRM also protects your marketing investment! Most sales or leasing people can handle no more than 20-40 prospects using paper or manual notes. If you are getting a volume of leads or walk in customers, CRM use protects the dollars you are investing to bring those customers in.

Respected JD Powers and Associates studies are among those that point out the common sense fact that those who stay in touch with their customers greatly increase the odds of doing business.

I emphasize using CRM properly, because some may have CRM, yet fail to use it. Don't waste your money that way! If you get it, or have it, then use it.free_crm_systems.jpg

And if you have CRM, and don't like your current system, then why not see what else is available?

Why CRM in MH is More Important Now than Previously

In the Dodd-Frank/CFPB regulations era, CRM is arguably even more important now than previously. Why?

Because studies show that cash or good credit customers tend to shop 90-180 days in advance. They have cash or good credit in part precisely because they plan ahead. Those who stay in touch with those prospects are far more likely to close them than those who have a hit or miss approach.

Flash Bulletin!

Enjoy a Free, Special Presentation at the Louisville Show on CRM! We arranged for two industry veterans to do a rapid fire 25 minute session on CRM. Get first hand insights in their respective CRM systems. Learn more about this on the Show's opening day, Wednesday at 9:30 AM in the Seminar Rooms at the Louisville Show. See the map below for the location of the seminar rooms.

By the way, here are the other free, show sanctioned seminars that will take place at the Louisville Show:

http://louisvillemanufacturedhousingshow.com/louisville-2014-show-money-seminars/

Tony Kovach will do a quick introduction to this session on CRM, and the presenters will be:

Scott Stroud of BuilderRadio and Sell More Homes Academy, you can see Scott's current article at this link:

http://www.mhpronews.com/home/featured-articles/january-2014/117-marketing/6873-selling-to-or-against-buyer-perceptions-part-2-10-steps-to-changing-buyer-perceptionsp

Our other presenter will be Jason Brady with ManufacturedHomes.com, you can see his current article on our site, linked here:

http://www.mhpronews.com/home/featured-articles/january-2014/138-general-manufactured-housing-industry-topics/6870-start-the-year-off-right

There are 48 new model homes, 80 exhibitors, receptions/mixers, great networking and now 5 free, show sanctioned and business building seminars as reasons to be in Louisville January 22-24th. If your plans take you to Louisville, please be sure to attend this fast paced, insightful session on CRM and how it can help YOU close more sales in 2014! ##

FYI, we will be in booth #115 at the show, right by the main entrance to the show floor.  Please stop by and say hi!

(Image credits, MHI and MHProNews)

L. A. "Tony" KovachL. A. 'Tony' Kovach
ManufacturedHomeLivingNews.com | MHProNews.com |
Business and Public Marketing & Ads: B2B | B2C
Websites, Contract Marketing & Sales Training, Consulting, Speaking:

MHC-MD.com | LATonyKovach.com | Office 863-213-4090

Connect on LinkedIN:
http://www.linkedin.com/in/latonykovach 

MH Pros – Make More Money in 2012!

October 23rd, 2011 No comments

Access No Money Down Finance,

Free Sales Training, Business Building Seminars & More

 

Yes, You Can! Grow your Sales, Profits and Business in 2012 with free Louisville Manufactured Home Seminars!

 

The Louisville Show offers an unparalleled opportunity to start the new year with a positive bang. Who says? Here is one of many sample comments:

Rising Sales posted on MHProNews.com

It was great to have the Louisville Show back in 2011! It has always signaled the start of the new selling season. The spirits were high from those in attendance in 2011. I think the 2012 show will be more exciting and rewarding.”

Knute Chauncey, Tie Down Engineering

 

At the Louisville Show you can compare products and services from some 80 plus vendors and suppliers, PLUS see dozens of new homes, all indoors!

 

With the business building seminars, you can “Learn more to Earn more!” See this incredible line up of topics that manufactured home retailers, community owner/operators and builder/developers can attend FREE during the 2012 Manufactured Home Show at the Kentucky Exhibition Center (KEC) in Louisville KY.

 

1) What's working for MH Retailers and MH Community Operators in Sales Today. Get the “Best of the Best!” in retail sales and profit making practices  learned from Top selling U.S. Manufactured Housing Retailers. Chad Carr from Rainmaker Software will be doing a recap of the best ideas presented by top manufactured housing street retailers and community based sales operators from across the country from their November 13-15th 2011 summit meeting.

 

3) The Best Third Party Manufactured Home Financing Available Today! All of the top manufactured home retail lenders will present their best programs in this workshop.  In alphabetical order, 21st Mortgage, CU Factory Built Lending, Triad Financial and US Bank will present their best finance programs as part of panel discussion on industry financing available right now! FHA Title II lenders also plan to attend. Learn what's available Today to sell more homes at your retail center, community or development!

 

Mike_Moore_2) "If you want to sell more homes, stop selling!" Creating Your Successful 'New Economy.'  Mike Moore, of MHSpeaker's Trainers and Making Customers.  Moore will explain how an adjustment in how one approaches customers will positively impact the otherwise bruised and broken customer/sales relationship.

 

4) The Best Community Financing and Refi Options Available Today! Big name lenders and community specialty mortgage brokers are planning to share their best programs available to finance or refinance your manufactured home community!

 

5) Federal Program offers No Down Financing on Fee Simple Sales! Can you really get rate competitive, no down payment, low closing cost loans legally on manufactured homes sold in fee simple sales? Thousands of Industry pros will be surprised to know that the answer is 'yes.' This may sound like a dream come true to some, but this is a real federal loan program that federal officials have tentatively committed to presenting to 2012 Louisville Manufactured Home Show attendees!

 

These seminars will be held on January 11th and 12th, 2012. Other presentations and speakers may also become available, and as plans evolve, we will update you as the information becomes available.

Kentucky_Exhibition_Center_home_of_the_Louisville_Manufactured_Housing_Show_MHProNews

Louisville is where CEOs and executives from major companies, association leaders, and literally hundreds of the 'mom and pop' businesses all come together. Here is your chance to see dozens of new homes under one roof, talk to manufacturers about your needs and compare. Some 80 service and supply firms will be there!  The Midwest Manufactured Housing Federation, Dennis Hill at Showways Unlimited and hundreds of others work hard to make this the event to start the New Year. 

You should be there.

 

Members of our MHProNews.com team and I will be there too, so I hope to see you at Louisville 2012. For more info, click here. # #

 

post by

L. A. 'Tony' Kovach
Publishers and Marketing Director
MHProNews.com & MHMSM.com
http://www.linkedin.com/in/latonykovach