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Posts Tagged ‘sales training’

B2B and B2C Manufactured Housing Marketing, Sales, and Management

May 12th, 2017 No comments

You’re here for good reasons. To learn, grow, earn and return.

In Merchants and Crusaders, we described why it makes sense to do business with us.

800 words could be summed up for marketers this way. We’re #1.

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We have the best and biggest B2B audience of its kind in the industry. B2C, we provide home seekers the answers they are looking for that cause more cash and credit qualified customers to say “yes” to buying a manufactured home.

Our concept is simply better story telling.  We do that in user friendly ways.

Professionals and the public want to be more informed before they act today. We make that possible.

The new MHProNews.com website provides increased engagement for marketers.  Our videos, for example, feature a range of styles that get results for our clients.

MHLivingNews.com also continues to evolve, but as the video interview with one of our B2C clients on this page reflects, what we do, works.  Listen to Tom tell his story, and odds are you’ll have several ‘aha!’ and ‘eureka!’ moments.

Tom Fath Discusses How Engaging the Media Boosted Manufactured Home Sales, Homeowner Satisfaction from ManufacturedHome-ModularHomeNews on Vimeo.

In This I Believe,” you get the vision of the motivations and morals that inspire and move MHProNews.com and MHLivingNews.com.

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We believe in ethical, sustainable ways that can grow a business or location like yours to ever greater potential in a timely, cost effective way. That in turn grows our industry to its potential, which is several times higher than it currently is.

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Got a B2B or B2C challenge? 

Feel free to reach out by email or call.  Tell us your goals, your challenges, and budgets. Together, let’s see how we can best advance your cause to maximize your results.

Video. Websites and off-line Marketing. Sales Coaching & Training. Sales RecruitingConsulting. Enhanced PR.

Our original name was MHMarketingSalesManagement.com. We quickly dominated, which tells you we can help you dominate in your market too.

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We know the business from the ground up.  We know the target audiences.

So, the odds are good that we can serve you better than anyone else in the industry.

Check out our LinkedIn endorsements and hundreds of recommendations. ##

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By L. A. ‘Tony’ Kovach
Managing Member,
LifeStyle Factory Homes, LLC dba:
MHLivingNews.com | MHProNews.com | 863-213-4090

Easy Doesn’t Pay Well – in Life, or Manufactured Housing

January 11th, 2016 No comments
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Don’t let excuses create a rut that keeps you from advancing. Photo credit, WikiCommons, poster credit, MHProNews.com

The excuses given for low performance in MH are nearly endless. Blame the lenders, blame the leads, blame the CFPB, blame the marketing, blame Congress, blame local zoning officials, you get the picture, because you’ve heard them all and more.  So beyond the blame game what’s next?

How about not being the victim? 

How about being goal and solution oriented, vs excuse oriented? 

How about doing whatever honest effort it takes, instead of waiting for some easy sale?  As the president of a respect, successful firm told me, “Easy doesn’t pay well.

It all starts with Attitude

No less a successful personality in MH than Jim Clayton believes you can develop a good attitude, if you or a team member doesn’t already have one. 

Positive Information can spark that belief, that can do attitude. 

But ultimately it must be integrated. It can start outside, but the positive can-do attitude must live within. 

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Look at the world through the eyes of those who choose MH over other housing options. One free way to start a good attitude is to see how many great stories from real home owners and pros you find on MHLivingNews.com.

Then, learn to know when you can use those stories to close more deals. Share the video(s) that addresses a customer’s needs, at the right time. 

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Sent by Pat Curran.

Attitude is the start. Marketing and Training that attracts and sells more of the customers with cash or good credit are the next steps. Easy doesn’t pay well, excuses are what locks someone into a rut.  Escape the rut, stop the excuses and be willing to learn the new ways to attracts and sell the people who can more easily qualify for your new homes. ##

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L A ‘Tony’ Kovach has become one of the most widely recognized experts in MH marketing, sales and publishing.  See his SuperCharged Marketing and Sales seminar at the Tunica Show, for more details, click here.

By L. A. ‘Tony’ Kovach.

Marketing, Sales, Management, Metrics and 2016 Resolutions

January 6th, 2016 No comments

Let’s start with the obvious. This is an MH industry marketing and sales focused blog. And in every new year, owners, managers, associations and those with a fire in their belly who want to improve their front line performance ponder and then resolve to learn and execute ways that improve their bottom lines.

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If you’re in that group, you’ve come to the right place to start 2016.

Improvement begins with an honest assessment. Where you are now, vs. where you want to be.

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Image credit, MHMarketingSalesManagement, LATonyKovach.com

A serious desire for Improvement begins with an admission that things can be better. That means, you must be open to change. You know the old saying, if you keep doing the same things in the same ways, you should expect the same kind of results.

Magic or Metrics?

So this blog isn’t about magic. It’s about measurable realities, and how you can change them for the better.

In sales or business, those stuck in a rut often want ‘more good leads,’ or ‘easier financing.’

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The image above is from the Chicago SunTimes NewsGroup, an article we managed to get into their popular real estate section.  Imagine having a news article that is favorable towards manaufactured housing in a major metro newspaper, can you see how that could be good for a business like yours?  This above was one of the clients and locations we’ve worked with in or near the Chicago Metro. Articles like the above rang their phones hundreds of times from prospects wanting to learn more about today’s manufactured homes.

Work with our clients is routinely done with confidentiality agreements.

What we can point to are very public marketing – including what you are looking at right now. The #1 MH professional publication for the last 5+ years has been MHProNews.com, we are the run-away #1, by a wide margin.

The same is true for ManufacturedHomeLivingNews.com, which is the Number 1 public and consumer focused image/educational website in America.

Another PUBLIC Example of Tackling a Tough MH Industry Topic

Let me start by saying that Clayton Homes and their affiliates were NOT clients of ours with respect to the example below. We tackled this subject for a variety of reasons, the among them being that we believe the Seattle Times/BuzzFeed attack on Warren Buffett, Clayton Homes and their lenders is an unfair hit piece that harms the industry at large.

It also provides an example of a measurable result.

Below is an example of an actual – think metrics – result from our recent article being picked up by local media outlets across the U.S..

Remember, what follows is an example of an unpaid effort. Imagine the potential of what we can do for operations, professionals and organizations across in MH. Scan the list, click links you want abs then jump to the end for your invite to grow in 2016.

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Our story on the Seattle Times/BuzzFeed attack on Warren Buffett, Clayton Homes and their lenders was picked up by dozens of news and special interests sources, including American Banking News, click link above or here.

Media, Special Interest, Publications and other websites that picked up our take on this Seattle Times/BuzzFeed attack on Buffett and Clayton story:

In goes without saying that as cool as this looks, one such response to a vicious attack story isn’t a campaign. But we are big believers that some POSITIVE, GOOD response to a media attack is better than a weak or no response!

So what you see above and below gives clear examples to objective thinkers. These are food for thought, something to consider, that may inspire ideas as part of a broader campaign for any operation big enough to want to truly market themselves in an area, state or nationally. Internet, social media, email, regular media (Public Relations or PR), SuperCharged Marketing and Sales that attracts customers with cash or good credit – there are lots of things we know, and some or all of them could be tools for you to grow in 2016.

Defining Yourself and Your Operation In Your Market(s)

It bears repeating until it becomes an instictive part of everyone in the MH industry. You either define yourself (in your market), or others will define you. If you allow others to define you, they will often do so to your disadvantage.

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Graphic credit – MHMarketingSalesManagement.com and LATonyKovach.com. To learn more about the E in PEP, click here or the image above.

Others are defining our industry daily, so more MHPros have to step up to the plate and start defining ourselves boldly, honestly and routinely.

In marketing, sales, consulting, content creation, video, education and related management contract services, who is best known and providing the clear cut results? Who else is doing what we do for independent or corporate players?

In 2016, resolve to signficantly – even dramatically – improve what you do.  

We are booking dates for our ever-popular INSIDE MH Road Show – which yields videos like the one above that can be used by the client on their site, as well as getting it on our industry leading website that boosts the MH Image and Education.  While others talk about image or educating the public, we are doing it. You can be a part of that effort, or you can have an entirely different plan.

What’s your resolution?  Is it to grow your results? Just as a fitness coach can help you, we can too, and often its for the same dollars as you are already budgeting for with someone else. We do it a variety of services in collaboration with firms of all sizes.  Because we know the industry, we are your leading resource for marketing and sales services – and success.  

We invite the forward thinkers and doers looking to boost bottom line results to contact and join with us. Come by our booth in Louisville, #115. See us in Tunica.  Can’t wait?  Pick up the phone and call 863-213-4090, email or click the link below to learn more about what others who know first hand say. ##

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Tony is the most widely known and respected MH marketing and sales trainer in the U.S.. Tony will be presenting on SuperCharging Your Marketing and Sales for 2016, during the Tunica Manufactured Housing Show, see details, linked here.

By L. A. ‘Tony’ Kovach.

Two Ways To Earn More in MH 2016

December 13th, 2015 No comments

There are two ways to earn more in 2016 selling manufactured homes (MH) or filling vacant MH sites. There is 1) trial and error, groping for ways to improve marketing and sales performance. Then there is 2) leveraging other’s knowledge, expertise and experience to shorten the learning curve, and advance your business or career more rapidly.

We’ve worked with pros at various levels from East to West, North and South. We see and teach what works in MH to attract and sell more customers with cash or good credit.

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This illustrates real world results in actual MH Communities and it works for MH Retail Centers.

What do missed sales and vacant home sites cost you? How many more apartments are being rented – or conventional houses are being sold – in your market(s), that cost more monthly than MH would?

Imagine if YOU invented a car, truck, SUV, van or crossover that sold for 30-50% less than other new vehicles, with a good promotion, it could become a huge success. Proof? Hyundai and Kia saved their buyers 5%-10%, and rapidly grew their market share in the U.S..


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You can successfully apply that principle too, in your MH market. If you can save someone even 10%-20% on housing costs, in an economy like ours, your phones should be ringing and then doors swinging with a growing number of more qualified buyers.

The case can be made that it’s costs you far more to use trial and error than it does to hire an expert to do and coach as needed. With expert steps, you work your way up faster and with higher ROI yields on marketing and sales.

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We do a lot for our clients well, but we don’t claim to do it all. Those services you need that we don’t offer, we can often point you to someone else that is reputable who can do that work for you. So often, one call can lead to a solution for all of your location(s) challenges.

You go to an MD for expert advice, attorneys for expert advice, in MH – turn to us for the expert marketing and sales advice you may need. Who else has a track record that even comes close?

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You can attract more customers with cash and good credit with the right approach, we do. BUT you must be able to engage them in a way they respond positively! You don’t ‘mobile home’ a potential site built buyer. We can teach you how, others have, you can too.

When others in MH fill more sites, or sell more homes – that means you could too. The only risk is the willingness to learn and do what’s new, that will yield better results. We tell people before we take a dime, if there is a lack of commitment, don’t start. Those committed, succeed. Investing in one or more of our marketing and sales systems is investing in your future.

There are two possible ways to do more that might earn more. One = Costly Trial and Error, or Two = hiring someone who knows how to grow bottom lines like yours in MHRetail and MHCommunites.

End 2015 by stopping the guessing, by stopping costly trial and error. We know what works, whenever our proven plans are put to work. Many are already wasting more on trial and error than the investment would be in having the pros who know do the outsourced work for you. Call 863-213-4090 or email. The initial consult by phone is our Christmas-New Years gift to you; its ‘on the house.’ ##

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Tony is the most widely known and respected MH marketing and sales trainer in the U.S..  He will be presenting to attendees at the Tunica MH Show in March, 2016. Click the photo above to see a video, and learn what others say.

By L.A. ‘Tony’ Kovach.

Words Matter – Mobile, Trailer vs. Manufactured Home Marketing, Sales and Management

September 20th, 2015 No comments

Every savvy marketer knows that your choice of words matter. Any thinking, successful sales pro should knows that too. It stands to reason that management should also be aware of that reality.  Sadly, we see widespread evidence that much if not most of MH fails to grasp a truth uttered by no less a figure than real estate and manufactured home community mogul, Sam Zell.

“Pencil head, it’s not a trailer park.” – Sam Zell

Let’s press on and say, when an MH pro calls our industry’s homes “mobile homes,” they are making a mistake. Yet across the spectrum, we see players of all sizes make the same excuse the media often does.  ‘People say mobile homes, a number of my customers say ‘trailer house,’ why should I correct my customers?  Why shouldn’t I just go with the flow?’

Because words matter.  Facts matter.  Image matters.

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Change always occurs, every moment of every day. The question is, will you embrace change or get run over by it? To see and hear great insights from Jim Clayton, check out the in depth video interview we did with him, linked here.

When we do out Inside MH Road Show, we often have home owners who struggle with that same issue.  They tell us off camera, they ‘don’t want to be known as “trailer trash.”’

Ok. Then correct your usage of words. We in MH ought to support and lead that effort.

There are people with weak will and weak minds.  I trust that doesn’t include you, because only those looking to advance – which requires will and intellect – are going to read this.

Before we start an interview, I routinely chat with the person that will be on camera with me as the videographer is setting up. One day, a man was saying mobile home this, mobile home that.

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Want to understand your customer base better? Check out videos like this one with Dave Cavinder, real interviews with real MH home owners.

I asked him (Dave) a question. If you had to sell your home, which do you think would bring you more money?  Calling your residence a

  • Trailer house
  • Mobile home or
  • Manufactured home?

For virtually all of the interview, that man who spent his whole life saying mobile home began to say, Manufactured Home. By the way, the interview was delightful, a real hoot!  Check it out, linked here.

There is a code difference, which means there is a legal difference, with a manufactured home.  We have built no mobile homes in the U.S. since June 15, 1976. You Don’t have to sacrifice SEO to use the right terminology! When you elevate our industry, your lift location and your self up when you properly say ‘manufactured home.’  The short version?

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To see the exclusive insights and comments for MH Pros from Sam Zell, Point of the Spear and You’ve Got to Have Confidence, click here.

“Pencil head, it’s not a trailer park.” – Sam Zell, Chairman, ELS

Attend one of our upcoming marketing and sales seminars, New York is up next.  If your team needs a speaker or trainer, discover why we get such high ratings from those who work with us.  If the bottom line matters, and it does, you’ll be glad you did. ##

By L. A. “Tony” Kovach.