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Posts Tagged ‘light bulb’

“Whether you Think You Can or Think You Can’t, You’re Right” – Henry Ford

July 30th, 2014 No comments

You know the drill. First, it's “that sounds too good to be true.” Or maybe it's “okay, that might work in XYZ's market, but that would never work here.” When I hear that, pardon me, but I can't help but think about all the similar stuff Henry Ford must have heard about his automobile! Or the Wright Brothers before they made that first, famous airplane flight at Kity Hawk, NC! Any number of things sounded “too good to be true” before someone actually did it.

Whether You Think You Can or Think You Can't You're right.png

Isn't it Obvious?

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To get different results, you have to do things differently. Duh, right? At the same time, it is interesting how often a possible new client – in B2B or B2C marketing, sales, web, advertising, etc. – says something like: “I've tried that before with XYZ sales trainer and it didn't help us.” Or “I tried advertising with ABC, and it did nothing for me.”

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First of all, the failure of one is not the failure of all!

Next, even those who've failed before, may succeed the next time. Sometimes failure leads to success – like Thomas Edison's famous 10,000 failures before he succeeded at making the light bulb – when a sound plan is followed by persistence.

Manufactured Housing is a great product! Communities are a good option for many! Advertising is something that millions of companies do successfully, are you telling me that only Manufactured Housing ads can't work?

A man who stops advertising to save money is like a man who

stops a clock to save time.” – Henry Ford.

End Self-Doubts or Self-Limits to Advance

When you first start a new sport, game or job, you may initially get a poor or even a terrible result. It feels uncomfortable and you or an associate may feel awkward, self-conscious or embarrassed. Don't sweat that small stuff. What separates the men from the boys and the women from the girls is maturity! You have to keep doing what you are trying to master, precisely until it IS mastered!

I'm good with selling manufactured homes at almost any price point. I've personally never sold a million dollar MH, but we've successfully marketed and sold many in the 6 figure range, while in the same market someone else might be trying to give away a lower cost house and is having trouble doing it.

Want to sell more entry level manufactured homes? Okay, there is a way to do that well.

Want to sell more upscale, residential style manufactured homes, well, there is a process for that and it means you have to attract and sell the site-built buyer who has cash or good credit. You don't sell the well qualified buyer – let's say shopping for a Mercedes Benz – the same way you do a Yugo or today's lowest cost Chevy, Ford or Dodge.

We've worked with operations in many states and markets, and when the right resources and attitudes are put into place, you will get the right results. That may take some time, just like learning a new sport or game may take some time to master. But it is worth mastering!

When you don't get the right result at first at a doctor, do you quit, go back or find another MD?

We all need partners, mentors, coaches and experts. If you have a financial planner for investments, but don't have an industry marketing and sales pro for your business, something is wrong! Remember, what the can do genius types say…

“Whether you Think You Can or Think You Can't, You're Right” – Henry Ford. ##

No Guts, no Glory

March 24th, 2013 No comments

I recall the first time I heard an industry pro tell me 'no guts, no glory,' back in the early 80s.  In marketing and sales that statement still rings true today.

Too many sales people in our industry are going after the low hanging fruit that falls in their laps.  We see credit scores in the 500s for a reason!  Until we market and sell in a way that attracts more of those 700 credit score buyers – and they are out there by the millions – we will stay stuck with low sales results because those low credit score customers are the main group that walk through doors, like yours…  

Believe it or not, the good credit customers are statistically in the majority in every state! 

This Wednesday in Tunica, MS at their big annual manufactured housing trade show, I'll be doing version 2.0 of our popular seminar, Attracting More Customers with Cash or Good Credit.  I say version 2.0, because we have refocused the presentation to hone in on concepts so amazing, the "Aha!" light bulb will be going off over dozens of heads in the seminar room in our free presentation Wednesday afternoon.

Here is the link:

http://www.MHProNews.com/events/attracting-more-customers-with-good-credit

Here is the link to the show, and all of the business and profit building seminars.

Maybe you are a manufactured home community owner looking to fill dozens or hundreds of vacant homes and sites with customers that have a better payment history.

Perhaps you are a manufactured home retailer, looking to grow your closed sales. You want more happy home owners!

Maybe you are a manufacturer, association, lender or other provider that wants to help your customer/members grow their business, so you organization can grow more too.

Pros in all of these groups who attend this free presentation will see facts, figures and some real world examples of how sales can rise from poor or fair to good or even great. You will see how this can be done profitably, with measurable, proven results.

Even if you've seen an earlier version of this presentation, be there and you will be fascinated and moved by what you see AND hear for the very first time! You will see examples of how to Attract and Sell More Customers with Cash or Good Credit.

Remember, no guts, no glory. ##

PS: Check our many Exclusive and Red Hot Featured Articles for March and see the

other new stories at MHLivingNews.com too.

l-a--tony-kovachL. A. "Tony" Kovach

MHLivingNews.com=Re-Discovering and Spotlighting the MHLifeStyle

MHProNews.comMHMSM.com = Industry News, Tips and Views Pros can Use

Services:B2BandB2CAds, Proven MH Marketing & Sales Systems, Websites other Industry Solutions.

Office –815-270-0500

latonyk@gmail.com or tony@mhmsm.com

www.MHC-MD.com

http://www.linkedin.com/in/latonykovach= connect with me on Linkedin.

http://pinterest.com/latonyk/manufactured-home-lifestyle/

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Whether you think you can or whether you think you can't, you're right. – Henry Ford

Buying Time

November 3rd, 2012 No comments

Whenever a business person hires or contracts out a job, they are buying timing. They may not look at it quite that way, but that is the reality. If you own or manage a business which has other people, you know what this means or will feel the light bulb going off over head as you read.

Buying time wisely is one of the keys to success in factory-built housing.

Buying Time Wisely

I've seen even successful companies do some rather odd things when it comes to buying time wisely. For example, what about those operations that hire one or more full time person(s) to do what ought to be a temporary job?

It is often less expensive and more cost effective to contract certain work out. For example, a mom and pop operation that retails homes likely contracts out the move, foundation, installation and utility hookups. That is a wise purchase of contracted time. Until you hit a certain volume of deliveries and installations consistently, it makes no sense to have your own crew.

  • But what about certain management or specialized functions?
  • What about marketing, advertising, web, social media?
  • Can a modest sized operation afford to have a sales trainer on staff?

These and other functions may be best suited for contracted services.

When it comes to leveraging time, think Social Media – Facebook, LinkedIn, Pinterest, Google Plus, etc – and your Website as some of the key ways to maximize time leveraging.

Once you've built the right website for your needs, that becomes your 24/7/365 spokesperson! It delivers the same message with precision! Investing in the right social media and Internet marketing pays off in multiple ways. You invest up front, but it pays off for years to come.

Spending Time Wisely

Finally, for yourself and your team, you want them to invest time wisely. A common example of wasted time is sadly in sales. You would not be alone if you have a sales professional who spends only 10-15% of her or his time actually selling. They may spend as much time surfing the web or playing solitaire on the computer than they do trying to make you another sale.

So how do you get the most from your time and that of your team?

Good industry trade media – think MHProNews.com – is a priceless resource to many companies large and small, because we provide relevant content for rank and file team members as well as management. Get your associates reading 15 minutes minimum daily!

Professionals and athletes practice and drill in every field. Ours should be no different.

Because we archive stories, you won't run out of worthwhile reading. Anyone can go back for years and read timeless articles on marketing, sales or management, communities, retail, legal, finance, inspirational or other industry relevant topics. Just use the top menu on the home page to explore and navigate all the information you can access freely.

Where to start?

If you want to contract out certain work, but don't know where to start, send us a message or give us a call. Before you waste any more time or money, think of us when you need web, social media, training or other professional needs. Our services are confidential, unless we mutually agree otherwise. If we don't do the type of work you need, we always try to point you in a worthwhile direction to find what fits.

One call or email can start it all. Remember, its about time. Buying time wisely is like buying more money. Yes, you can. ##

PS: Check our many Exclusive and Red Hot Featured Articles for October and see the

other new stories and 'Purely Political' cartoons at MHLivingNews.com too.

l-a--tony-kovachL. A. "Tony" Kovach

MHLivingNews.com=Re-Discovering and Spotlighting the MHLifeStyle

MHProNews.comMHMSM.com = Industry News, Tips and Views Pros can Use

Services:B2BandB2CAds, Proven MH Marketing & Sales Systems, Websites other Industry Solutions.

Office –815-270-0500

latonyk@gmail.com or tony@mhmsm.com

LATonyKovach.com

http://www.linkedin.com/in/latonykovach= connect with me on Linkedin.

http://pinterest.com/latonyk/manufactured-home-lifestyle/

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Whether you think you can or whether you think you can't, you're right. – Henry Ford

The 126 Million Dollar Mistake

June 4th, 2012 No comments

I was emailed a news story recently that really got my attention. I've done this, and I'll bet you have too, so maybe we can both learn from this other professional's 126 million dollar mistake experience.

To protect the, ah, less than innocent, I'll paraphrase this story as follows.

A company had a mid-level manager that took a phone call. In less than 90 seconds, the mid-level manager said, "Sorry, I'm busy, not interested." it was a sales person that was calling. No big deal to the sales pro, they experience that all the time. But it was a big deal to the company whose manager took – or more to the point – failed to take, the time on that call.

You see, the company that mid-level manager was working for was doing well in some ways, but they faced a problem that was keeping them from growing as fast as they otherwise might have. The problem they faced was worth 126 million dollars to that firm.

They eventually found the answer, but it was some years later. As the story goes, that same person who didn't take that sales person's call years before, was the one who had the light bulb go off over his head, years later. Circumstances lead him to connect the two dots. He was mortified, but wiser, for the experience.

What s your company's 126 million-dollar problem – idea – solution?

Now, I guarantee you that there are some multi-million dollar issues that factory-built housing companies face today. Because HUD Code factories, for example, pay 'label fees' to associations, more sales benefits associations too. The ripple effect of 'not listening' to an idea – even if it comes from 'just a salesman' – can't be understated. Let's look at some examples.

Vacancies in Manufactured Home Land Lease Communities. With an estimated 250,000 +/- vacant home sites across the U.S., this problem is sizable – and costly! – indeed. I've heard time and again that owner/operators are leasing homes, refurbishing homes, selling new homes at cost, doing leased homes at cost, all in an effort to get the rent meter running again on vacancies.

  • Stop and think! One sale a month with a $5000 profit – that otherwise might have been a 'give away sale' at no-profit – would be $60,000 a year. Plus the added site rental fee. We have worked with companies that have learned to do just that, so imagine what 'not listening' to any idea like that might mean to you.
  • Do the math! That's 1.25 Billion with a capital B dollars lost in this one profit area alone. If the average site fee was $300 monthly, that is 900 million dollars in lost site fees nationally!
  • Would it be worth someone's time to learn about a program that could get your company your share of that lost revenue?

Here is another actual factory-built housing example, for manufactured home retailers (and the manufacturers and others who supply them).

  • Tony and First Guarantee will be presenting on a very under-used financing program at the Texas Manufactured Housing Association (TMHA) annual meeting in August. The financing program is available right now, today, no waiting, no Dodd-Frank related hassles. It has the potential for tripling the total number of sales currently being made by the entire industry.
  • Doing the Math for Factories and Retailers. Imagine, at an average price of $68,000 per HUD Code home, if another 150,000 homes were sold in the next 12 months. That's 10.2 Billion with a capital B dollars currently lost! Can struggling – or even busy! – retailers afford to lose that kind of money? Can struggling – or even busy! – factories afford to pass on those lost sales?

I will guarantee that – whoever you are reading this article – that right now you have a business challenge that you wish were over or solved. Am I right?

It doesn't matter if your firm is offering insurance, financing, homes, sites, supplies, products or services. I guarantee you that you have millions of dollars – perhaps billions – laying on the table. Could you use the bonus check or enhanced profits that might come to you and your firm by tapping a new way to solve a current problem?

I have been selling my entire life; insurance, advertising, machine tools, sales and management training – including some 200 firms in the factory, log and lumber industries – and I have to tell you that I can’t count the number of times I tried to share ideas with prospects that would have made them money or solved a key problem who simply said, "I’m not interested." Pardon me? Not interested in more profits? Not interested in more sales? Can anyone say, “Guilty?”

The story we began this column with had a happy ending, but it took years for that happy ending to occur. The happy ending was after the 126 million dollars lost to that company, before that happy ending took place. What they didn't say in the news story, was what was the compound lost opportunity cost? Meaning, what more could they have earned if they had they claimed that 126 million when the sales person first called that mid-level manager?

Right now – whatever your current challenge – there is a viable solution out there waiting for you to embrace. But first you have to be willing to be open to possible solutions, ideas or creative approaches.

We at MHMSM.com (MHProNews.com) happen to be in the factory-built housing solution business. Don't take my word for it, look at the testimonials posted here. But let's take this beyond us. Let's take it to a principle that can help you anytime with anyone.

3) This only takes a few minutes to find out. Or it takes a moment to say, "Look, you've caught me at a bad time, but send me an email with your company's services, and I will give it a look or pass it off to the right person."

We happen to serve both business to business (B2B) and business to consumer (B2C) markets successfully in the factory built housing industry. We have a simple rule. If we can't benefit you, we don't want your money. It has to be a win-win, because win-lose eventually costs everyone in the mix. Not everything turns peaches and cream overnight, but with the right attitudes and efforts, positive changes can and do happen.

Success is always the result of proven processes, properly applied. Success is never a solo thing. It is always, always a case of team work. Every Helen Keller has her Anne Sullivan in the background. Every Warren Buffett or Sam Zell have their key team members too.

Do you think any builder, any community operator, any retailers that are successful are doing it without trusted suppliers, contractors and vendors? Of course not.

A Parachute and the Mind work best when they are open.

Be open minded. Ask questions. Be willing to listen and learn. If the timing is wrong, don't miss the chance, ask for some basic info by email and leave the door open for a possible follow up.

Who knows? The next 126 million dollar solution may be one that could land on your desktop via a phone call or email. ##

 

Posted for
Tim Connor
Business Development
MHProNews.com
MHMSM.com
And the new MHLivingNews.com
704-895-1230

tim@mhmsm.com