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Posts Tagged ‘SIB-KIS’

Kid’s Bicycles, 3 tips for Selling more Manufactured Homes in 2015

December 28th, 2014 No comments

Trying to guess what a child's bike has to do with selling more manufactured and modular homes in 2015? If you're guess is something like falling off the bike, you may be a winner. Let me explain…

tamas-kovach-christmas-bike-olaf-posted-cutting-edge-blog-mhpronews-Our son got a new bike for Christmas. He's almost 8 now, so he's excited! We go out in the street (it's quiet here) and he starts to peddle, turns to hard and takes a tumble. He does that again. Then again. So we enter into the process of dad giving son bike riding lessons. By lesson number 3, no falls on his longest bike ride ever.

 

I asked my son Tamas (pronounced "Tah Mash," Thomas in Magyar) yesterday, what are you learning?

  • "Face your fears."

  • "Do not turn too sharply."

  • "There is a process and procedures for riding a bike successfully." (No kidding, he said these things, word for word. If you are going to the Louisville Show, you'll meet Tamas and can ask him. Last year, he passed out 700 plus business cards…he's amazing! He'll be a booth #115, right near the main entrance onto the show floor.)

 

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1) Face your Fears

Be it fear or “stuck in a rut,” too many are afraid of change. Yet change is the only way to advance, period.

 

Do you want that huge, same clunky bag phone from the 1980s? Or the sleek smart phones of today? Changes made that possible.

 

See what change is doing for Dwayne Somerville's MH sales, please read his guest column, linked here. Dwayne will also be at the Louisville Show, at both of my seminar sessions, linked here.dwayne-somerville-fairfield-homes-land-com-posted-inspirations-blog-mhpronews--150x150

 

FYI, if this happens to be your first time reading one of these columns, keep in mind that I've worked for years in MH Retailing and MH Communities, driving better results…for more details, click here. What we teach works whenever it's properly applied, period.

 

2) Do not turn too Sharply

 

There is a balance in learning. What an experienced bike rider can do, the newbie can't.

 

So don't expect that trainee to make "a sharp turn" without losing balance and falling over. Every child needs a coach. Don't almost all professionals have coaches, teachers, consultants and instructors too?

 

With coaching, Patience and Persistence pays. But there is more…

 

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There are processes and procedures for marketing and selling MH successfully

 

Do you know the KYPs? If you do, are you practicing them?

 

Do you know SIB-KIS?

 

Are you feeding the mind routinely in ways that will raise your sales results?

 

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There is more, of course, and we will talk about it at the Louisville Show. Most industry pros can attend free the show free, for those details, see this link here.

 

Come and See why Dwayne's said what he said, and what his team and his team's experiences are like.

 

Then you'll understand why so many have shared their kudos on Linkedin, or in letters, videos etc..

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Learn Live at Louisville for Free

 

At the Louisville Show, let me share with you in person over two decades of experiences in marketing and selling more homes in a pleasant and professional way. Manufactured Home Retailers and MH Communities, this works for you both.

 

Learn how a sinking location can have a profitable rebirth.

 

Learn how a decent or good location can become even better with good customer relations and a healthier bottom line.

 

You have the map to the seminars, which were standing room only again last year, so we have added more seating space! There's more besides my seminar insights, see the full seminar line up at the link here.

 

Make that an important step to growing your sales and bottom line in 2015. FYI…show registrations are up, again!

 

More on MH marketing and sales, next week… ##

 

 

latonykovach-com-brushed-cutting-edge-marketing-sales-blog-mhpronews-com75x75-By L. A. “Tony” Kovach.

Selling $2,000 – $20,000 “Mobile Homes” vs. Selling $40,000 – $200,000+ Factory Built Homes

January 5th, 2014 No comments

It is amazing that so many in the manufactured housing industry are stuck selling homes priced under $30,000. Don't get me wrong! Any sale that fills a vacant home/site or moves another home out of a street retailer's inventory is good. But until the majority of communities and retailers learn how to selling homes priced from $40,000 to $200,000 plus, our industry will continue new home production levels at historic lows.

Is there a way to sell more “residential” style homes without abandoning the pre-owned and entry level VOG homes most sell? Yes there is!

We know from real world experiences from coast to coast and border to border that factory built homes can compete head to head with conventional construction. Nor are we or are clients the only ones! There are operations that 'get good' at attracting customer who have good credit or who can write the check for a nice 'residential style' manufactured or modular home.

Bottom Feeding or Going for the Gold?

The Harvard study on rental housing, 10,000+ baby boomers retiring daily and the need for 20,000,000 new housing units by 2030 are all factors that point to a huge opportunity for a manufactured housing industry slowly coming back up to some 60,000 new home shipments per year.

Our experience shows that by reaching out to a broader mix of customers – not abandoning the lowest rungs on the housing ladder while reaching out with appropriate marketing to the better qualified customers – can work!

In his exclusive interview MHProNews.com, A Cup of Coffee with…Rick Rand, the award winning community owner/operator referenced 'bottom feeding.' This was a reference more to credit worthiness, and was not meant to be a put down to anyone, but rather points to the fact that so many in our industry fail to attract the more credit worthy customers. As more CFPB regulations kick in during January 2014, the need for retailers and communities to attract better credit customers or those who can pay cash becomes ever more clear.

In the interview with Hall of Fame inductee and highly successful independent retailer Mike Evans, training is part of the key that makes for their success.

At the 2014 Louisville Show, a number of seminars will be presented that are geared towards introducing communities, retailers and builder developers to facts and systems that work today to improve image, attract better qualified customers and sell more homes.

The traffic on the Louisville Show website tells us that the #1 page being accessed after the home page is the seminar page! Industry pros are pre-registering to attend the show in record numbers post 2010, and the seminars are expected to be robustly attended.

The map to the seminar rooms at the fabulous Kentucky Exhibition Center (KEC) is shown below.

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At the Louisville Show, on Wed at 11:10 AM, immediately after the finance seminar, we will present a FREE session introducing some of our free, low cost or good ROI ways to improve image and grow results.

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You won't learn all our proven methods in less than an hour, but you will discover more than enough ways to improve and grow your business!

Don't take my word for it, see for yourself why we've received literally hundreds of Linkedin endorsements and dozens of recommendations over the years. See for yourself at the page linked above or throughout the MHC-MD.com website.

Then on Thursday, if you are in the MHC business, make sure you attend the Lesson's Learned session lead by MHC veterans! You can learn more at this link, and we will announce more details on that days ahead.

Financing you can use TODAY, Marketing and Sales tips and MHC insights from proven pros, all this and more awaits you at the 2014 Louisville Show…just 2 weeks away! Mark your calendars, change your plans, don't let the weather scare you away from the indoor comfort of the most popular venue in manufactured housing in 2013!

Selling $2,000 to $20,000 homes is easy. Discover at the seminar above insights into our proprietary system that we use to market and sell the $40,000 – $200,000 plus homes, including high end homes in land lease communities!

When we are not in the seminar room, you will find me/our team at booth #115, right by the main entry doors. Please do stop by to say hi, and you can collect something special that can help you grow your results in 2014. ##

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
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 

Learning Something New

July 26th, 2013 No comments

It takes commitment to learn something new. The most brilliant coach or the best teacher on the planet can’t help the player or student who is unable or unwilling to try what’s different. Since Motivation is a factor in learning, it can make a difference when you help someone See it Big (SIB). At the same time, it is useful to make something easy enough to understand, which suggests we Keep it Simple. (KIS). Put the two together, and you have trainer Charlie “Tremendous” Jones’ fabled acronym, SIB-KIS.

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Someone I work with likes to say an expression I’m really beginning to like. “We have to get out of our own way, and let the customer buy a home.” Good point! Let’s review some key facts.

  • 10,000 people are retiring daily in the U.S.. Some reports suggest half of these or more are not ‘ready’ for retirement. They need a low cost affordable place to live. Solution? Think, Manufactured Home!
  • Incomes are overall down in America since 2008.
  • There are 2,000,000 U.S. veterans of the recent Middle Eastern wars. Let’s rephrase, there are about 2,000,000 DD214s out there. Solution? Think manufactured home!
  • The U.S. Census Bureau says that manufactured homes on average sell for about half the cost per square foot that conventionally constructed new housing does.
  • The U.S. needs 20,000,000 new housing units to keep up with the current pace of population, based upon U.S. Census Bureau statistics. Incomes down, 85% of the population wants to be a home owner. Solution? Think Manufactured Home!

We have a historic opportunity to sell more homes, but we have to be willing to do what it takes to get those customers to open their eyes and see the amazing product that we offer them.

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As you know, we teach our manufactured home retail and community clients a simple yet profound truth. Let’s remember that The Truth Well Told is Powerful! That truth is that some 85% of the population doesn’t get it about manufactured homes. So we have to help them get past that mental block. We do that by not waving the Manufactured Home flag in their face.

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What do You See? A trailer? Or a Home?

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We have to retrain ourselves – or hire and get the training – to see the incredible value that we present.

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We created Manufactured Home Living News for many reasons, but one is to be a tool for manufactured home professionals to use to open minds. We NEED a third party ‘source’ of information – something that isn’t your website – to point to and thus gain or increase your credibility in reaching out to customers who don’t yet get the manufactured home advantages.

Customers will check you on or off their list. They want to find the right home at the right price and/or payment. Odds are, you’ve got that home or can order it for them.

Training – discipline – commitment – See It Big, Keep It Simple.

Let’s learn – or continue to learn – the new ways to attract and sell more customers than we ever have before! ##

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

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 

SIB-KIS and Your Manufactured Housing Sales Operation

November 30th, 2011 No comments

For some years, in approaching a project in marketing, sales, management or some combo thereof, I've used an approach that has served the companies well that this was put to work for: namely, SIB-KIS.

See it Big
Keep it Simple

The first is as important as the second.  Charlie "Tremendous" Jones and others taught me the value of an inspirational goal and vision.  For example, if you are selling/leasing 3 homes a month it is nice to move to 4 or 5.  That may seem like a big move ahead to some, and for many, it would be more than enough.  But if you want to get heavy hitter sales types juices flowing, then the goal is to do 3 a week, not 3, 4 or 5 a month.  See it Big.  Plan accordingly and work the plan.

SIB-KIS_-_AIM_High posted on MHProNews.com

Keep it Simple – this one everyone knows, and at times, we all violate this rule.  We have a great product, we have great services and lifestyles to offer to the right people.  We need the right systems in place – ones that people can relate to easily.  We need systems that are customer (user) friendly.  We have to have a message and means that people (customers and team members) connect with, a natural 'gravitational' attraction.

Chances are, you already have many if not most of the elements in place that you need.  If your associates and you have good communications and trust, this can often be handled internally.  The truth is, we usually see each other's blind spots (marketing, sales, management, etc.).  It is we who do not see our own!  So if you can handle this among trusted associates, that can work well.

However, at times, the reality is that people just don't know what they don't know.  You go to an MD, attorney, electrician or other specialist because you don't know something, and you need the job done right. Even if you can do a job yourself, sometimes it is more cost-effective to hire it done.

These are times when outsourcing can make sense!  Why hire a full time person, when you can periodically outsource a function?  It can save you time and money, and done right in the marketing/sales/management arena, it can make you money too.

We will look at some marketing and sales systems in an upcoming column. # #

post by
L. A. "Tony" Kovach
http://www.linkedin.com/in/latonykovach