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Posts Tagged ‘new homes’

2015: The Five Legged Stool for More Manufactured Home Sales

January 7th, 2015 No comments

Let's go back to basics. Let's look at the obvious things that you need to have more manufactured home (MH) sales in 2015.

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  1. New homes. Used is grand, but often hard to get and costly to update. To sell more homes, you need to see, compare, inventory and sell more new MHs.

  1. Marketing. Did you know that the average credit score in the U.S. is over 700? Yep. Do you know that many site built houses are all cash sales? Yes again. Want to sell more homes in 2015? Learn to attract more customers with cash or good credit.

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  1. Professional Sales Systems. If you had all the sales you wanted, you wouldn't be reading this column. Want to sell more homes? You need to make sure your sales team is made up of well trained team members. Good appliance and electronics sales people get 300 hours of professional sales training a year. How does that compare to your operation? Enough said on this bullet for now.

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  1. Financing. Obviously needed! Why not learn the latest on the various plans and lenders available at the rapidly approaching Louisville Manufactured Housing Show?! Odds are good that there is more lending out there than you are using or know.

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  1. Happy Customers. There is nothing more important than happy home owners. There are few things more important than building relationships between your business and other housing pros in your market. They need us, even if they don't yet know it.

Come to the Seminars – linked here – that are free to most MH pros. Come see me at booth #115 and/or on the show floor or in the Seminar room. MMHF increased space 30%, so we can accommodate the standing room only crowds of last year. Want to grow in 2015? Make these 5 legged stool basics part of your basics. Come to L'ville, you'll see what some 2,500 MH pros did in 2014. ##

latonykovach-com-brushed-cutting-edge-marketing-sales-blog-mhpronews-com75x75-By LATonyKovach.com

MHCs: New Locations and Expansions

February 9th, 2013 No comments

There are some who are under the mistaken impression that there are 'no new sites' being developed in the manufactured housing communities world. While the numbers are certainly not what they could or should be, anecdotal evidence from callers, email and in person conversations tells me that new sites are being brought on line. Nor are these limited to 'energy boom' areas such as the Eagle Ford, Bakken or Marcellus Shale areas in Texas, North Dakota and OH/PA respectively.

Admittedly, the results being generated in filling newly opened (re-opened) or expansion sites in MHC are mixed. But the fact that some are doing well suggests that others can too, by modifying their marketing and sales approaches.

What we have seen in those areas that are struggling is interesting. Some examples:

  • Where expansion sites are being used, often current community managers are asked to do the job of selling as well as managing.
  • In new communities or those locations where significant numbers of new sites are developed, often dedicated sales people are used. This tends to have better results than trying to teach a community manager the art of selling, especially when those sales involve new homes.
  • The budgets for marketing such expansions range from very modest to amazingly robust.

While bigger budgets naturally tends to drive more traffic, what is all too often evident is that the messages are targeting those who may have 'credit challenges.' These are at locations where the owner/operator of the community has made arrangements for 'captive financing,' third party serviced loans or resourced financing through a financial institution.

Another direction being taken by sizable MHC operations include the liberal use of rental homes. The rentals tend to go faster, in part because they require no long term commitment by the buyer. This is a path of least resistance method. Does it work? Yes. Does it help sales of homes in those communities? Often, not so much, if at all.

A common denominator in many of these programs is mentioning 'second chance financing' or 'less than perfect' credit' OK in one of a variety of ways. Is it any surprise then that such locations see such large numbers of sub 600 credit scores?

Our industry can and should do a more robust outreach to credit worthy buyers. When we do, the results are quite amazing and profitable.

At the upcoming Tunica Manufactured Housing Show in March, we will be doing a free seminar on how to Attract More Customers with Cash or Good Credit. This presentation has been met with enthusiastic reviews at state and regional association meetings and is the basis for much of the work that we do with our client companies in manufactured home communities and retailing.

While many of our clients have been in the land lease communities world, the process can work as well (or better…) for MH Retailers and Developers.

The event is free, but seating will be limited to about 80 attendees. Don't miss it. ##

PS: Check our many Exclusive and Red Hot Featured Articles for February 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

Can you legally and morally earn money from the sale of a competitors home?

January 2nd, 2013 No comments

Short answer, yes you can!

This isn't hypothetical, it is real and it is happening right now today. You can learn how to do it too, if you are heading to the event described below.

Every day Realtors earn a commission by selling a home they do not own. Everyone in a closed deal routinely walks away happy. Now MH Pros can do that too!  Not someday, today.  It will be my pleasure to introduce Dan Rinzema at a FREE seminar at the Louisville Show as he explains this system that MH Pros are already profiting from.

This is one of many profit building events at the Money Tree Seminars taking place at Louisville on Wed Jan 23rd.  This will be The First Time this presentation is being made. Will your competitors be there? Odds are good some will be, you should be too, so don't miss it!

No kidding, this one seminar could be worth the entire trip for those looking to grow their business, profits and sales.  'Game changer' is tossed about loosely by many these days, but if you are in the room, you will see why the Money Tree seminar team wanted Dan to present on this option.

This no brainer option could be the next big boost for pros like you and the manufactured housing industry in general.

What do you need to sell more homes? Answer: The Best Third Party Financing

The TOP manufactured home lenders in the U.S. will share the stage to give you a rapid-fire look at their latest programs to help you sell more homes!  This presentation was standing room only in 2012. You and your peers will want to come again to see the 'legally compliant' programs in the post Dodd-Frank/CFPB's regulations being issued in January 2013.  

Lender's programs are ever changing. This is the first major presentation in the country in 2013. As finance pro Dick Ernst has said, 'there is plenty of capacity' for our industry's lenders to make more loans. Learn how to tap all those lending opportunities so you can profit more in 2013. Don't miss it!

Ask the Experts

We tested this panel out in Iowa in November, and it was a big hit with the community owner/operators and retailers who experienced it! Don't just take my word for it, ask Joe Kelly and the packed room of attendees at their 65th annual event.

Are you a Community owner? Do you have legal questions?  One of the nations top – high powered – attorney's – Rob Coldren of HK&C Law will be a headliner on this panel.

Rob Coldren and his firm are in the trenches daily on MHC issues, winning many of those battles you read about in our Daily Business News or in other publications, cable and broadcast stations.  Rob's presence alone would be worth the entire trip to Louisville!

Are you a retailer or community that sells or leases homes?  Do you have a location that is struggling for occupancy or sales? Do you have head aches that turn into wallet aches in your marketing or sales?  Do you have internet marketing needs or issues? Seasoned MH retailer (as in achieved the 'top 1% in the U.S. in MH Retail sales) and MHC-MD.com's very own L A 'Tony' Kovach will be on the panel to answer your questions.

Are you trying to manage your leads more effectively to close more sales?  Do you need to maximize your profits from sales you are already making?  Chad Carr will be on our panel to answer your questions on topics like this and more as part of our panel.

All of this is just the opening day! There is far more to see and do, don't miss a minute of it. Learn more about ALL of the Money Tree seminars, dates and times at this link. Download the brochure on that page and then look at page two of the brochure for more information.

Literally tons of reasons…

There are literally tons of SOLID reasons to make your travel plans NOW to come to the Louisville Show and stay for the run of the show.

When you have 39 homes – Mod and Manufactured Homes – on display, you will see the newest models, community series homes and also those proven to turn inventory into cash for pros like you.  I'd guesstimate there will be 1,157,000 pounds if new homes on display, or a whopping 585 tons of homes!

Many communities and retailers have learned that the time to buy and sell new homes is now. No better place to see dozens of the latest homes, all under one climate controlled roof.

New and True Products and Services

There will be some 80 exhibitors at the Louisville Show with products and services designed to:

A) Save You Money

B) Make You Money.

C) Protect Your Business

Do you see why we call it 'the Money Tree?!'

Your Connection for Business and Industry Growth

Let's consider a theoretical situation. What if you and your business were the ONLY business in the U.S. in factory built housing that was making a profit. OK, good for you, but in time, you would fail because there wouldn't be enough success out there to sustain the Industry.

The point is that you and your business is interconnected with the Industry. The ideal is for YOU to succeed and for OTHERS to succeed along with you. This is the wisdom of the 'rising tide raising all boats.'

If you are a retailer, you may not have thought about this, but your success is tied to the success of that manufactured home community down the road. Community owner/operators, if that retailer down the road is successful – even if neither of you have been doing business with each other – you indirectly benefit as well.

Association members tend to better understand and “get it” about this connection. Not only should you go to Louisville, but you should encourage your peers – and yes – your competitors to go. Circle back to the Imagine This! topic about profiting from your competitors sales. No better place than in Louisville for them to hear about it.

As Easy as 1, 2 and 3

1) We all have a stake in the success of the Industry and so should all want to make the outreach for new blood a re laity.

2) If you are a retailer, maybe you've wondered why MH Communities have weathered the storm better than so many retailers have?

3) If you want that banker or investor you know to better understand manufactured housing, there is a place to do that too.

Introduction to Manufactured Home Opportunities Day is!

See why the Clayton Family of Home Builders, CU Factory Built Lending, MHI, the NCC, HK&C Law and 21st Mortgage are among those who have seen value in this business building event. Please check it out and share the link.

Don't miss Louisville Show 2013. The Show is back, it will be bigger and better than 2012 when over 1,500 pros like you attended. Registrations are up over 2012! We will be at booth #115, in the seminars, walking homes and exhibits. We hope to see you there.

So whether you want to learn how to make more money

PS: Check our many Exclusive and Red Hot Featured Articles for January 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

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

Progress, Status Quo and Failure

May 22nd, 2012 No comments

We all say that we want to progress or advance in sales and profits. Certainly some companies are selling more new homes in manufactured housing. That means more loans are being closed, more insurance policies are being written, so the whole range of products and services that go into every new manufactured home sales takes place.

But what makes the difference between progress, status quo and failure?

Let's look at five true-to-life examples to answer the question. While these examples are ours, they could apply to other circumstances too. So use the open mind to success, enjoy and profit.

Example of Progress:

A client not only thanked us for the work done and their significantly enhanced results, but they introduced us to another MH company. Not a 2 minute introduction, this was a 45 minute 3 way conversation.

The client heard Tony sharing an idea at a meeting. That lead to a conversation. The conversation led the firm becoming a client. This owner had an open mind. He was curious. He investigated, he listened, he acted.

He profited.

Like many of you, this man was "busy." But he wasn't too busy to learn more to earn more! He made time for what was important. That is the takeaways from this first true tale.

Examples of status quo:

This is perhaps the most common group.

Professionals all tend to run a similar path every day. You follow the same road to and from work. You do things at work similarly too. Is it any surprise when you do the same things the same way, that you keep getting the same results?

By contrast, another gent sent us a message to say thank you. He confessed he was a status quo guy for a long time. But then it happened…

The thank you was first for the insights they gained from reading at MHProNews.com (MHMSM.com), then later from using a specific program and process. A page long message said in part, that he had been in business for decades. He thought he "knew it all." It wasn't until he stopped to consider something new that he was able to advance.

So if you are satisfied, don't change. That is the status quo. But if you are looking for more, be open minded and ready to do more. Then, do what it takes to make that more a reality. The takeaway here is leaners are better earners.

Not every story has a happy ending.

One business owner wanted to grow. They "wanted" to advertise. They invested serious dollars in their operation. Limited on funds, they felt they had to "protect" their resources by "playing it safe." No ads, no growth. They played it so safe, their doors finally closed.

The takeaway from the above is this: the 'safe' center may look safe, but it is the center lines where you find the dead carcasses on the road.

Example of Going Backwards.

The truth is that you typically are advancing or retreating in business. Tony Kovach shared an experience with me of an owner who spoke to him at a large industry meeting. The man described how he had grown tired of all the "fights." Which fights?

"SAFE Act, Dodd-Frank, state and local regulations! I finally got sick of it all." said the owner. "I stopped trying to figure it all out." He turned, and left the meeting.

While we can sympathize, is it any surprise why the occupancy of that community owner declined after he got "tired" of all the "fights?" Note too that the same meeting produced some very motivated attendees.

This takeaway? "You don't tell the fire place, give me warmth and I'll give you wood!" You get out the heat to the measure that you thoughtfully and purposefully put in.

Some tips:

  • Be open to new ideas. The "Know it all" means you can't learn.
  • Keep the bottom line in mind. It is more important to be ready to change directions in a new, better direction than to keep following the same line day after day.
  • Reach out: to peers; network and don't be afraid to hire a professional to get your job done. You wouldn't hesitate to go to a doctor for a medial worry. Why hesitate to hire a professional to help your business?

Progress, the status quo or failure. The choices are yours.##

Posted by:
Tim Connor
Business Development and Ads Manager
MHProNews.com (MHMSM.com) and
MHLivingNews.com
704-895-1230
tim@MHMSM.com