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Posts Tagged ‘professionalism’

Once is NOT Enough!

November 1st, 2013 No comments

People are funny, all of us are at different times and in our own unique ways. It pays not to take yourself too seriously! Let's take a look at a behavior that – if we took too seriously – might cause us to laugh our hearts out, because it is just too funny for words (so long as we don't take ourselves too seriously!). And that is the mistaken notion that for most things, 'once can be enough.' Really?

Now, there are some things that are indeed 'one time' events. We are born, once. Billions of people have married only once. So just as many rules have there exception, so does this rule. But remember, the exception proves the rule, but the exception isn't the rule!

To prove the rule, we eat daily, drink daily, bathe or shower routinely, brush our teeth, go to the rest room and do a host of activities on a daily or routine basis. Once is not enough. That is the rule.

Now, this is a marketing and sales focused blog. Let's apply that rule of 'once is not enough' to marketing and sales.

Do you run an ad one time, and then never advertise again?

Do you build a website once time, and then never updated it again?

Do you say something to someone one time, and expect never to have to say that teaching or example again?

Since the time we were kids, we had to learn things the 'hard way,' one step at a time, one example at a time, and then we practiced, practiced and practiced some more until we engrained i! People 'practice' law, they practice medicine. Professional athletes – even high school or college athletes – practice, practice, practice.

Once is not enough!

Does the coach give only one pep talk? Never to be repeated ever again?

Does the cheer leading squad give only one cheer, and then never do it again?

Does the religious leader preach only once?

once-is-not-enough-posted-on-mhpronews-com.jpg

Please repeat after me. “Once is not enough!”

If the poster doesn't have you rolling on the floor yet, please check your pulse or get a cup of coffee, tea, energy drink or whatever wake up beverage you prefer. 😉

Once is not enough.

Manufactured and modular housing is a wonderful product, and we showcase that amazement through numerous – and growing numbers! – of examples located at this link here. Once is not enough, we keep adding to it. Have you visited? Have you shared it with others? Did you do it…more than once?

Once is not enough!

We do websites, marketing and training. We practice what we preach, because it works! When you need the services (and believe me, with all due respect, most of you do need web, marketing and sales development services), do you pick up the phone or email to ask us for our take and fees on what you need? Do you make your marketing and sales training pay?

Because when these things are done well, it is an investment, not a cost! It pays far more dividends than any stock you can name!

But once is not enough!

You don't get motivated once, you don't train just once, you don't learn once, watch TV, listen to radio, shop or go out to dinner just once. You do these things and more, over and over.

That's a huge hint!

Profitable professionalism requires repetition, as does most things in life.

Encourage your team to read MHProNews routinely. We create this as a 'free' resource – with hundreds and hundreds of free marketing and sales tips – to get people started and 'hooked' on the need to learn more to earn more. But Reading one article, one time, is not enough!

When you hit the stage that you realize that you need more than the free level of service, then please call us. Feel free to compare what we do to what anyone else in our out of our industry does! When you are ready to update your website, or need online ads, marketing, sales coaching or training, or whatever you do, please call.

Because when you do, you may find as many do…

…that once is not enough. We have – not one – but dozens of recommendations and hundreds of endorsements via LinkedIn that keep on growing! We didn't help just one person, one time. We've helped many, often! That suggests that we can help you and your organization profit and grow too.

Start out for free. Share all the free stuff. Do it to GROW.

But when you are ready for more, please call us. If you don't get an immediate reply, call or email again!

Because once is not enough. 😉 ##

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 

Sparks Wrap up the Discussion of the Future of the Land Lease Business Model, National Communities Council 2013 Fall Leadership Forum

October 20th, 2013 No comments

Each of the panels and presenters at the 2013 National Communities Council (NCC) inaugural 2013 Fall Leadership Forum offered multiple take-aways which properly applied could have been worth more than the price of admission.

/randy-rowe-r-green-courte-partners-chairman-gary-mcdaniels-yes-communities-joe-stegmayer-cavco-stephen-bruan-hometown-america-mhpronews-cutting-edge-blog- (1).jpg

Randy Rowe (l), Gary McDaniel, Joe Stegmayer, Stephen Braun (r)

For this column, we will focus on a very focused segment of the final panel discussion – The Future of the Land Lease Business Model – which featured Randy Rowe, Green Courte Partners (GCP), Gary McDaniel of Yes! Communities, Joe Stegmayer, Cavco Industries and Stephen Braun of Hometown America.

Don Westphal commented during the discussion that manufactured housing is “….the only industry that succeeded in spite of itself.”

Joe Stegmayer commented on the importance of sales training and product knowledge.

Since marketing, image and branding where among the topics at the NCC Fall Forum, certainly Don's and Joe's comments could have easily been applied to what is often the lack of a proper implementation of marketing and sales training in our industry. Does this cost our industry and land lease communities business?

A number of Industry Voices guest blog posts last month answered that question with a strong “yes.”

The subject of national MH Industry image campaign came up near the end of the panel discussion. Cavco Chairman and CEO Joe Stegmayer stated that “We would be willing to support” such a campaign.

Randy Rowe is a long time proponent of an image building and other professionalism enhancing efforts, as is showcased in this exclusive interview, linked here.

Green Courte's Chairman underscored that ½ of a percent or somewhat more of industry new home shipment revenues could fund a campaign that would rival the size of the highly successful GoRVing campaign, which is about $18 million a year.

Gary McDaniel said he disagreed.

Such a campaign, he argued, “Won't do much for us.”

McDaniel's offered up a common argument made by those who oppose such an effort, by saying that local, community level marketing and good business practices would do more for our industry than an image building effort would do.

Yes! Communities McDaniel's went on to say that if someone wants to call our homes a “mobile home,” then “God bless them.”

“A clean, affordable and safe place to live,” said McDaniel, “rather than respectability,” is what our industry's traditional home buyers seek.

To this comment Randy Rowe dove in with the comment, that while respecting McDaniel's, “I strongly disagree.”

Rowe pointed out that just getting around the “trailer moniker is huge.” “These are great homes,” Rowe said, built in a “temperature controlled environment.”

GCP's Chairman Rowe clearly expressed his conviction that we as an industry would attract more customers including those who are financially more affluent customers by improving our industry's image.

Beyond the NCC Fall Forum thinking

MHProNews has long supported the need for enhanced professionalism, including image building. This includes sales training which GMHA's Jay Hamilton said in this guest column was crucial, combined with image building.

Drew Chairman Leigh Abrams took a position very much akin to that of Randy Rowe in his interview, linked on his name above.

While we would whole heatedly agree with Randy Rowe's position – that a full fledged image campaign has strong merit and value to build the future of land lease communities and the industry at large – the nuance noted above has an echo in Gary McDaniel's call for sound professional performance at the local level.

We'd also take the editorial view that manufactured housing doesn't have to invest 10 million or more to get some benefit from image building. Image can be improved subtly but surely and at a low cost via online efforts, which other presenters at the NCC forum pointed out.

It is precisely with that thought which motivated the launch last summer of ManufacturedHomeLivingNews.com. We are already generating leads for pros via that platform that attract customers who may not have considered the manufactured housing option otherwise.

The Industry In Focus Report on the study by NAR and Google on Why You Should Target Home Shoppers Online clearly underscores the value of doing such online image building efforts.

Sam Landy of UMH Properties fame stated in his interview linked on his name that he sees how the industry could rise to 300,000 to 400,000 shipments again. Image building is part of the key!

UMH and CU Factory Built Lending are among those early supporters for this online image building effort.

Until the industry is willing to invest millions, a small fraction of that and the 3 easy steps found on the download linked at the end of the article here would turn ManufacturedHomeLivingNews into a significant force fueling more sales, could improve our political clout and improve the image for communities and our industry at large.

It is better to light one candle than to curse the darkness. Those interested in “lighting candles” are encouraged to sound off or contact us at the number or email below. We are better off when we advance our image and professionalism together. ##

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 

What is Sales? What does it mean to Sell?

August 24th, 2013 No comments

This may seem to be a rather odd question at first for a marketing and sales blog. But for many sales pros, you will get the importance, value – and even fun – of this question right away.

What is Sales?

There are a number of definitions possible to the word “selling” or “sales.” What is the one you use?

This may be more important than you think. We aren't going to say there are any 'wrong answers.'

My fellow MH friends, peers and colleagues, let's be honest! MH is different than cars, boats, RVs, conventional houses, townhouses, condos or apartments! 

That difference CAN be a POSITIVE. But if we don't understand sales (or before selling takes place, pre-sales marketing), you or your team will never reach your potential in this industry.

Here is an example of a googled definition:

definition-of-sell-posted-on-mhpronews-com.png

 

Seeing with New Eyes

Image Credit: mbrewergroup

There are many definitions, but the last one suggests something that is critical for manufactured housing pros to realize. One of many that I like is:

“Sales is a transference of emotions.”

There are hundreds if not thousands of professionals in our industry who are not 'true believers.' If the person behind the reception desk, the sales pro, manager or others in the industry don't believe in the amazing value of manufactured housing, certainly that attitude may be picked up by a prospective customer. Almost as bad, is when an employee goes home, and disrespects our industry to family or friends.

Are you or your team mates transferring positive emotions, neutral or negative ones about manufactured homes?

This is why attitude is so important. Need a check up, from the neck up? Please visit our Inspiration blog, you could do it right now, today. Because when the emotions being subtly transferred are off, sales will suffer. But the opposite is also true!

Get your team on board with a better attitude and more professionalism regarding sales starting today. ##

PS: Check our many Exclusive and Red HotFeatured Articles for August 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 815-270-0500 |

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

…Not a Strategy

March 6th, 2013 No comments

We get lots of marketing related messages, videos, invites to connect; just as you do. As a marketer, they hold more interest for me than they might for others. One outreach had a great one-liner we've heard before and bears repeating. "Hope is not a strategy."

Tim Connor, our Featured Writer, shared a new article:

http://www.MHProNews.com/home/featured-articles/march-2013/139-management/5046-expecting-different-results-

that reminds us that the popular definition of insanity is to keep doing the same things, and yet expect a different result.

Is your Manufactured Housing related business or location growing, shrinking or treading water?

This is a straightforward question that requires a solid degree of candor to yourself and your firm.

The odds are that any given businesses is sliding down or trending up. If yours is stuck in the past instead of evolving, it could go the way of the buggy whip.

Marketing today is different than 5, 10 or 15 years ago. While some sales fundamentals are always sound, sales is evolving too. For example, businesses that fail to realize the impact of online ratings and comments carried via social networking or search engines could fall into the traps that can sink a business by harming a firm's reputation.

The old Golden Rule vs. the New?

Some assert that the new golden rule is that he who has the gold makes the rules.

But given the online world of consumer commentary via social media and other websites, the old golden rule is uniquely well positioned. 'Treat others as you would like to be treated yourself.'

Hope is not a strategy, but modern marketing, good customer service, training and professionalism in sales are valid strategies. To learn more about a specific way professionals can advance, see this new Industry In Focus report, called Cornered. ##

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

Factories increasing sales in a down market

June 27th, 2012 No comments

We have all heard the old saying about taking and using the best of the old and new.

Professional sporting teams practice the basics daily, the tried and true. But they also watch video on themselves, get scouting reports on competitors and test and use new plays and technologies too. Savvy business professionals do the same. How can manufactured housing professionals profitably apply those principles?

Let's look at a visual example.

First, we know the power of words. But using images to communicate effectively is as old as the drawings done by cave dwellers ages ago. Communication is crucial to all success. Businesses must communicate internally. Manufactured home business and associations also have to communicate externally to their target market and members too.

Cartoons never faded away from style. In fact, they are back stronger than ever.

mhmarketingsalesmanagement cartoons

mhmarketingsalesmanagement cartoons

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mhmarketingsalesmanagement cartoons

While these cartoon messages are directed to our readers, think about how this concept could be applied to your target market. Examples of some cartoons pointed toward the MH home owner are found at MHLivingNews.com that target the MH homeowner or shopper.

mhmarketingsalesmanagement cartoons

mhmarketingsalesmanagement cartoons

mhmarketingsalesmanagement cartoons

I've worked with dozens of manufacturers, log homes, pre-cut and panelizers over the years on sales training systems. But I confess that coming on board with MHMarketingSalesManagement.com has been eye opening for me too.

mhmarketingsalesmanagement cartoons

Don't get me wrong, I've had a website for years, and stay up on trends. But there is such a different dynamic when you are working with a team of professionals who make good results happen for their clients.

Plus, Tony and company give back to the Industry daily through MHProNews.com and informational articles, blogs and ideas. Now, they are giving back through MHLivingNews.com – a new, fast growing online resource dedicated to promoting the manufactured home lifestyles value and appeal.

When sales increase, when professionalism increases, amazing things take place for everyone involved.

  • When factories sell more, then more association dues are generated.
  • More revenue for associations means they can do an ever better job Protecting, Promoting and Educating the Industry.
  • Retailers and Communities do better.
  • Lenders, Insurance and vendor/suppliers of all kinds benefit as well.
  • The Image of our Industry improves.
  • Customer satisfaction rises. More referrals.
  • The circle grows…

When you need professional web, marketing, sales, management or other outsourced solutions for your manufactured housing needs, who are you going to call? One email or call starts it all. ##

Posted for
Tim Connor, CSP
Business Development, Ad Manager & MHSpeakerTrainer.org Coordinator
MHMarketingSalesManagement.com = MHMSM.com = MHProNews.com
Factory-Built Housing's #1 Online Trade Publication (biggest and most popular)
ph 704-895-1230 email tim@mhmsm.com