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Posts Tagged ‘Opera’

“’Tis the Season” for a Marketing and Sales Lesson!

December 15th, 2013 1 comment

The holidays are here. Hanukah – the Festival of Lights – came early this year and has now passed. Christmas and New Year's are coming up rapidly, and for over a billion souls, this is Advent. People marketing and selling homes are starting to think or run 'tax refund' ads – which are fine – but there is an amazingly important and ever so easy lesson that this holiday season ought to bring to mind for all.

Here it is. It's soooooooooooooooo simple. Don't miss this one, because it is foundational to everything else that you do.

Do unto others as you would have others do unto you.”

Yes, that's it. Don't shrug or laugh, because this is huge! Understood and properly applied, it's powerful!

Indeed, ancient Greece, Rome, Egypt, China, India and faith traditions around the world have some saying that is similar to this one. Wikipedia cites this as an example from Greece:

"Do not do to your neighbor what you would take ill from him." – Pittacus[18] (c. 640–568 BC)

In the Jewish faith, we find many examples, but let's use this one:

“You shall not take vengeance or bear a grudge against your kinsfolk. Love your neighbor as yourself: I am the LORD.” —Leviticus 19:18

For Christians, “Do unto others as you would have others do unto you.” is found in Matthew 7:12 and see also Luke 6:31.

Islam has its elements too, “…and you should forgive And overlook: Do you not like God to forgive you? And Allah is The Merciful Forgiving.” — Qur’an (Surah 24, "The Light," v. 22).

The above it not to say that all religions and cultures say the same and do the same thing, because they are different. But this sampling does point out that in much of human history and religious belief see this as an important element.

So is it any wonder that this concept ought to be the foundation for all long term marketing, sales or management career success? It should be obvious!

I've mentioned my friend, colleague and published author – Greg McClanahan – who is running a very successful factory built home sales operation. You can bet that Greg has those words engraved in his mind and heart.

do-it-right-lou-holtz-posted-mhpronews_com-masthead-blog-1(1).pngTim Connor, who is a library of knowledge when it comes to selling and management, ends every one of his popular Words of Wisdom blog posts with the words – “In His Service” – before signing his name. Tim and I have worked together, corresponded and spoken often. You can bet that this phrase – “Do unto others as you would have others do unto you.” – is at the core of what Tim lives and breathes. Tim has helped companies sell tens – even hundreds – of millions of dollars in products and services, and he has sold over 2 million copies of his own books. Do you think he knows something about selling and management?

Youbetcha.

FYI, you can see a brief review on both Greg's book and Tim's latest book at this link.

In my own work, I'm always thinking 'win-win' vs. 'win-lose.' Why? Think about it. “Do unto others as you would have others do unto you.” suggests a win-win. If we both benefit from an exchange, then we have done unto the other what we would have wanted ourselves.

Good customer service! It is soooooooooooooooo simple! Yet it is so profound.

When I'm training people, I often mention this framed quotes shown by successful football coach Lou Holtz. It has hung for years over my desk.

Do Right

Rule 1: Do What's Right.

Rule 2: Do Your Best.

Rule 3: Treat Others Like You Want to be Treated.

Three questions people ask about you.

  • Can I Trust You?
  • Are You Committed?
  • Do You Care About Me?

Ladies and Gents, that's at the core of all that we strive to do. You and I may disagree or see something differently on this or that. But so far, no one comes up to me at a live event and has ever said, 'are you committed to the Industry?' They see it in almost every word written and those spoken too.

If we care about our customer – whoever our customer happens to be – if we care about our team mates, then amazing things begin to happen. “'Tis the Season” to reflect on this powerful marketing and sales lesson. If what you plan or do passes these simple tests, you've take huge steps towards success. ##

PS: Check our many Exclusive and Red Hot Featured Articles for November and see the other new stories at MHLivingNews.com too.

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 Avis, Hertz, Budget and National Rental Car Companies can teach Manufactured Housing

October 26th, 2013 No comments

A recent client-connected trip took me to Phoenix's Sky Harbor airport, so my travels also took me to what looked like their new rental car center. All of the major rental brands were there – Avis, Budget, Hertz, National – plus some that you seldom see or were new to me, such as Fox, Payless and Sikt.

What they all had in common was they were sharing this new, centralized, clean and appealing facility. But doesn't that happen in many airports from coast to coast? Don't we see rental car companies – competitors! – gathered near a location, all side by side?

Why would competitors do that?

Good question, let's look at a few reasons.

  • Easier for customers to find the location
  • Shared (read lower cost, more effective) marketing
  • Shared (lower cost) overhead for this kind of quality facility, which provides a…
  • Better customer experience.

Lessons for MH?

Something similar happens at trade shows, such as the approaching 2014 LouisvilleManufacturedHousingShow.com.

But most trade shows are only a 2½ day event. Where is their a similar cooperative effort the other 362½ days of the year?

The National Association of Realtors (NAR) and Google study, downloadable from the link below, showcases that some 90% of home shoppers are doing some or all of their shopping online. Some research puts that number at 94%, but either way it's high!

http://www.MHProNews.com/home/industry-news/industry-in-focus/6318-why-should-you-target-home-shoppers-online

show-me-the-money-louisville-show-com-(c)2013-manufactured-home-pro-news-.JPG

Manufactured Home Retailers, Communities, Lenders, Builders, Associations and Suppliers/Vendors of all kinds can each benefit from the obvious concept of having an image/educational web portal that can mimic in cyber-space at a very low cost what the rental car companies do.

manufactured-home-living-news-ver2_0-laptop-(1).jpg

The new ManufacturedHomeLivingNews.com has started what time will reveal to be an important step forward for our industry. Attend the free seminar at the 2014 LouisvilleShow.com, to see how YOU can benefit – free or at a low cost – from this ever more popular resource.

team-together-everyone-achieves-more-(c)2013-mhpronews-com-.jpg

The lessons for manufactured housing from the rental car example are clear. We could sum it up with this acronym, T.E.A.M. = Together Everyone Achieves More. ##

PS: Check our many Exclusive and Red Hot Featured Articles for October and see the other new stories at MHLivingNews.com too.

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 

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

Updating Browser Software for Your Own Security

June 19th, 2011 No comments

Updates, updates, updates. If you’re like me, your computer is forever nagging you to update this or that program and it always seems to popup at an inopportune time.

Chrome, Firefox, Safari, Opera, Internet Explorer, IE

One thing that came up at WordPress Columbus yesterday is that with the coming version3.2 or WordPress, support for Internet Explorer (IE) v6 will be dropped. Dropping support for IE 7 is in the works for a future upgrade.

Why? At this point, IE 6 and to a lesser degree IE 7 are older browsers that give web developers problems and lack features common to more modern browsers. There comes a point where supporting legacy applications is no longer viable.

Sometimes updates get skipped. That wouldn’t be that bad a thing except that some updates are designed to plug security holes in previous versions and ignoring them leaves you open to attack.

This can be an issue with any type or program, but web browses can present security as well as other issues if left un-upgraded.

One example of this would be Internet Explore (IE) 6. Microsoft has logged several security holes in IE 6, yet IE 6 users still comprise 47% of IE users on my site today.

Well, here’s a tool that will help you determine if you are using the latest version of your favorite browser and, if you are not, provides a link for you to download and install the latest version.

Browse Happy. Online. Worry Free. Upgrade Your Browser Today.

Just click here to go to the Browse Happy website and find out the status of your copy of Chrome, Firefox, Safari, Opera or Internet Explorer.

Then you can breathe a bit easier when you are surfing the web.

Also, newer versions of browser software often have exciting new features and can run much faster than older versions. So there are many reasons to upgrade your web browser software.

Do it now!