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Posts Tagged ‘team member’

Attitude and Success

September 15th, 2013 No comments

We've long believed that outlook and attitude are important, which is one of many reasons we have had an Inspiration blog on our MHProNews.com site since early on. I had this clipping in a notebook, and during our recent packing to move process, saw this and felt it was an ever timely item to share.

The following is quoted from Texas A&M Coach Bob Starkey's “Hoop Thoughts” website.

"The longer I live, the more I realize the impact of attitude on life. Attitude, to me, is more important than facts. It is more important than the past, than education, than money, then circumstances, than failures, than successes, than what other people think, say, or do. It is more important than appearance, giftedness, or skill. It will make or break a company, a church, a home.

The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day. We cannot change our past. We cannot change the fact that people will act in a certain way. We cannot change the inevitable.

The only thing we can do is play on the one string we have, and that is our attitude. I am convinced that life is 10% what happens to me and 90% how I react to it. And so it is with you. We are in charge of our attitudes."

            -Charles Swindol

I can see why a coach would love this quote, don't you? Why not share this with your peers and colleagues and remind them that:

  • manufactured housing is about half the cost of conventional homes, according to the U.S. Census Bureau statistics.
  • That incomes are down, but expectations go on for the American dream of home ownership.
  • 10,000 are retiring daily, and many of those don't make enough to make ends meet on.

We could give a host of reasons why we ought to have a good attitude, but the fact is that attitude comes from within, not without. Do you see the glass as half-empty or half-full? Start looking for the good, start making the most of what you have every day.

eagle_in_flight-wedge_tailed-credit-wikicommons-posted-free-resources-mhpronews-com-.jpg

Eagles fly high, its chickens that don't fly.

Attitude can make or break you or a team member, so it truly does determine someone's altitude. ##

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

Recruiting

November 14th, 2012 No comments

At the recent Iowa Manufactured Housing Association 65th annual event, business management guru Chad Carr made a number of great points. Among them was the fact that the wise business owner who has more than just himself in his company must 'always be recruiting.' Let's look at that 'always be recruiting' concept for your sales force, management and other team member consideration.

What is recruiting?

Dictionary.com defines recruting as:

  • a newly enlisted or drafted member of the armed forces.
  • a new member of a group, organization, or the like.
  • a fresh supply of something.

In this case, we are focused on the second definition. The BusinessDictionary defines it this way:

The process of identifying and hiring the best-qualified candidate (from within or outside of an organization) for a job vacancy, in a most timely and cost effective manner.

Now the point that Chad made was more forward thinking. Let me bring it to life with a real world example. Recruit even when you don't have an immediate need!

An example in Always be Recruiting

Some years ago, I was doing a marketing and sales management consulting project for an RV retailer. They were already a good company, our goal was to imake them better at marketing, sales and thus increase profits. In less than 6 months. they went from the top 20 in their busy state to the top 10 out of 500 'similar' companies.

How was that accomplished?

In part through good recruiting.

We did not have any vacancy in sales. But it was obvious to me that a new spark could be helpful for a sales team that was already good, but needed to go to the next level. Against that backdrop, here is the story.

I was shopping for a new mattress, which took me to a specialty retailer. I was greeted by a gent who was obviously a true professional.

  • He did a fine meet and greet.
  • He qualified me.
  • He knew how to demonstrate his product based on the inputs and observations being made.
  • He knew how to ask for the order.

I could say more, but you get the picture. The man was terrific at what he did.

After making the purchase – a much nicer mattress than I originally had in mind – I segued into the recuriting question. Are you open to new opportunities? Short answer, “yes.” I asked him to provide a resume (always do that), set up a time for an interview (always do that too). Then following that, I gave him an overview into the exciting world of the RV business.

Please note that he had no experience in 'big ticket sales' at a level beyond what he had been doing with this mattress company for many years.

In time, he was offered a job. I trained him. He rapidly became a star at towable RV sales too.

Lesson 1:
Always be looking for Talent.

Lesson 2:
They don't have to be from your industry.

Sometimes, it is easier to teach someone new to your industry than to find someone 'experienced' and get them to learn a new system. Does it take longer? Sometimes, yes. Is it worth it? Sure can be!

I could have used many examples of recruiting into MH, but wanted to share this example for a specific reason. You see, this man was African-American.

At that point in time, in a huge metropolitan market we were doing business, I knew of no other blacks in sales. About 2 or 3 months after I started him, and well into the point where he was often at or near the top of that retail center in sales, he came up to me and said,

Tony, I've learned that I'm the only black in (name of city) selling RVs. Why didn't you say something about that on the front end?”

I smiled and we talked about it. Would it have scared him off if he knew? Wasn't what mattered that he had the skill, made the commitment to give it his best and that the combination of factors assured his success? He smiled back and agreed. Would I do that every time in a similar circumstance? Nope; that sort of thing is case by case. If I had the slightest doubt, I would have handled it differently.

Lesson 3:
People Skills and Systems

That gent – and he truly fit the term gentleman – was disc pined, friendly without being over the top, professional and used a sales process before he was taught the one I developed for that retail center. There are certain things you look for in recruiting. He had all the keys to success.

Lesson 4:
Burn the Boats!

Something else that this man had. He understood – because we discussed it during the interview – that if he left the company he had been with for many years, there was no turning back. He had to 'burn the boats,' as William the Conqueror did when the Normans invaded England in 1066. It was victory or death for William and the Normans!

In the case of my recruit, he was a family man with bills to pay. Failure was not an option!

He knew he could make more money with us selling RVs, if, if, IF he did what was necessary. He wanted to better himself. He made the leap.

He listened, learned, did what he had to do and sold up a storm. He did his phone follow ups. He became one of the best.

Another benefit for that client of mine was this. As this new man proved that the system I was training worked, it was that much easier for the rest of the team to continue to buy into the system too!

To be candid, I've seen it backfire. But that is another story, maybe another featured article or post for another time.

The moral of the story is, always be recruiting. But always do it with a keen eye to the skills that are needed.

Lesson 5:

The Value of Real Training.

There is one more key lesson here and it was implied at the Iowa meeting by both Chad and me. It is that good training pays off. What if someone had recruited that same gent from the mattress world, and not trained him?

Last I heard, if you go to work for Best Buy, you spend two weeks in training for your product before you talk to customers, which in some departments may sell for under $20, $50, or $100 dollars.

Similarly, when you go to work for Holiday Inn, you spend 2 weeks in training before you talk to the first customer or take your first live call at the front desk. That room may start for under $100 a night, but they invest two weeks before turning a new person loose with a customer!

Personally, I do training differently than they do (not knocking them, just stating the fact. We blend training with live customer experiences).

But the point is that you have to have a formal training process. All success is predicated on a system that can be duplicated. Once you invent the light bulb – or anything else – you have to turn that knowledge into a readily repeatable system.

Always be recruiting. Always be training your new and existing team. Great athletes train every week, right along side the rookies! We need to do that too. When you do that, you will see the payoff for them and for your business unit, location and company.

Need a user friendly and customer friendly marketing, sales or training program that works when applied in today's world? Send me a message or give me a call. Check out this link for many testimonials in our MH Industry of success achieved through smarter marketing, sales, training and management systems. ##

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

other new stories and 'Purely Political' cartoons 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

Buying Time

November 3rd, 2012 No comments

Whenever a business person hires or contracts out a job, they are buying timing. They may not look at it quite that way, but that is the reality. If you own or manage a business which has other people, you know what this means or will feel the light bulb going off over head as you read.

Buying time wisely is one of the keys to success in factory-built housing.

Buying Time Wisely

I've seen even successful companies do some rather odd things when it comes to buying time wisely. For example, what about those operations that hire one or more full time person(s) to do what ought to be a temporary job?

It is often less expensive and more cost effective to contract certain work out. For example, a mom and pop operation that retails homes likely contracts out the move, foundation, installation and utility hookups. That is a wise purchase of contracted time. Until you hit a certain volume of deliveries and installations consistently, it makes no sense to have your own crew.

  • But what about certain management or specialized functions?
  • What about marketing, advertising, web, social media?
  • Can a modest sized operation afford to have a sales trainer on staff?

These and other functions may be best suited for contracted services.

When it comes to leveraging time, think Social Media – Facebook, LinkedIn, Pinterest, Google Plus, etc – and your Website as some of the key ways to maximize time leveraging.

Once you've built the right website for your needs, that becomes your 24/7/365 spokesperson! It delivers the same message with precision! Investing in the right social media and Internet marketing pays off in multiple ways. You invest up front, but it pays off for years to come.

Spending Time Wisely

Finally, for yourself and your team, you want them to invest time wisely. A common example of wasted time is sadly in sales. You would not be alone if you have a sales professional who spends only 10-15% of her or his time actually selling. They may spend as much time surfing the web or playing solitaire on the computer than they do trying to make you another sale.

So how do you get the most from your time and that of your team?

Good industry trade media – think MHProNews.com – is a priceless resource to many companies large and small, because we provide relevant content for rank and file team members as well as management. Get your associates reading 15 minutes minimum daily!

Professionals and athletes practice and drill in every field. Ours should be no different.

Because we archive stories, you won't run out of worthwhile reading. Anyone can go back for years and read timeless articles on marketing, sales or management, communities, retail, legal, finance, inspirational or other industry relevant topics. Just use the top menu on the home page to explore and navigate all the information you can access freely.

Where to start?

If you want to contract out certain work, but don't know where to start, send us a message or give us a call. Before you waste any more time or money, think of us when you need web, social media, training or other professional needs. Our services are confidential, unless we mutually agree otherwise. If we don't do the type of work you need, we always try to point you in a worthwhile direction to find what fits.

One call or email can start it all. Remember, its about time. Buying time wisely is like buying more money. Yes, you can. ##

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

other new stories and 'Purely Political' cartoons 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

LATonyKovach.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

What Super Stars Have in Common

July 25th, 2012 No comments

Increasing bottom line results is something that brings you and other manufactured housing professionals here by the tens of thousands every month. In fact 3,000 to 4,000 like you log on to MHProNews and departments like the Cutting Edge in Marketing and Sales blog during a typical day to learn more to earn more.

Before continuing our series on the 5 Motivators, let me share a thought captured from industry veteran Chad Carr in a recent webinar. Two key thoughts are summarized well in the motivational poster you see below.

What Super Star Athletes Have in Common inspirational poster on MHProNews

If you like or need motivational posters and messages, please visit the Inspirations blog

I was comparing notes recently with a factory built housing pro who hangs his hat West of the Rockies. We spoke about the state of training, marketing and promotion in our Industry. We agreed that it needs improvement. During the conversation, the following points where raised:

  • Holiday Inn
  • Best Buy

What do these two very different but successful businesses have in common? They both invest two weeks minimum on training for each new team member, before they go to the counter or hit the sales floor and talk with their first customer. They also invest more time after initial training on training updates, plus do routine huddles with their management too.

So why do so many manufactured home marketing and sales organizations fail to do what is proven to work in other industries and professions?

Every super star athlete does two things: they practice routinely and they get coached.

The winning teams don't march out onto the field or court and just do their own thing. They have a plan, a process that works for them. What doesn't work, they strive to improve until it does perform.

Proper planning plus preparation plus practice prevents poor performance.

When you don't have a company coach, use a personal one. Buy books, attend sales seminars, read articles, yes. But to be a super star, experience proves you must practice and be coached.

Check back soon for our next article in the 5 Motivators series.##

L. A. "Tony" Kovach
MHLivingNews.com=Re-Discovering and Spotlighting the MHLifeStyle
MHProNews.com =MHMSM.com= Industry News, Tips and Views Pros can Use

Services:B2B and B2C Ads, Proven MH Marketing & Sales Systems, Websites other Industry Solutions.

Office –815-270-0500
latonyk@gmail.com or tony@mhmsm.com
LATonyKovach.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