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Lessons of Hate and Love applied for Manufactured Housing Growth

Have you ever known a former smoker? Ever notice that the one who once ‘loved’ smoking, may now hate it passionately?

A similar dynamic can happen in relationships, business, religion and politics. The one who was once strongly in favor of this or that belief, if they ‘leave’ or separate from that fold, may now become its most bitter opponent. The one who loved someone strongly, may suddenly hate that person with a passion, if the relationship comes to an unhappy end.

NoSmoking It causes extiction - jurassic forest courtsey of brit Flickr CreativeCommons osted on MHMSM.com and MHProNews.com
No Smoking it causes extiction - courtsey of brit Flickr CreativeCommons

At this point, we are merely observing. The above is not praise or blame, merely the recognition of a fact we have all seen, or experienced ourselves.

Now let’s apply this to manufactured housing growth.

There are those out there in the public who vilify what they do not know, or do not understand. Our job is to get them ‘to see the light.’ Because those who once ‘opposed’ manufactured housing, if we win them over, can become our greatest ally!

No one person will accomplish this, we all must take a part in one way or another.

To learn more about a practical process that we can use to change those who are indifferent to our industry or those who oppose us into our strongest allies, please see the latest Cutting Edge in Marketing and Sales Blog.

Hate_can_Yield_to_Love__and_blue_skies_carlpuentes_Flickr_yield_sign_posted_on_MHProNews.com_and_MHMSM
Hate can Yield to Love. Photo courtesy of Carl Puentes, Flickr Creative Commons

We can make misunderstanding, old myths and even hate yield to love.

We have a great product, in manufactured and modular homes! Community living can be a very fine way of life for millions. One person at a time, we can win millions over. Let’s just take the daily steps to do it. # #

 

Blog post submitted

by L. A.  Tony Kovach
Connect with me on LinkedIn
http://www.linkedin.com/in/latonykovach

“So long, farewell…”

We have shared a portion of our life journeys and professional paths for over a year now.

When I joined the MHMSM.com team as associate editor in June 2010, it was more like a rocket launch into an Industry entirely unknown to me.  Through Tony Kovach’s visionary passion and skills as a teacher, I became immersed in the manufactured housing industry, meeting you men and women of extraordinary talent and commitment in the fields of design, production, finance, communities, law, management, marketing and sales, state and national associations, industry shows, inspiration, etc. – not in person as I would have liked, but through your writing of feature articles, Industry Voices Guest Blog posts and other mutual endeavors.  Thank you for entrusting your word, your thought, vision and passion to our online journal, soon to be rebranded as MHProNews.com.

And now personal circumstances compel me to leave this team.

Fare well in your work together to bring quality, affordable factory-built homes to more and more people.  I wish you what Holiday Homes in Milford, Ohio, states as their Business Philosophy:  “To show through our many varied projects, that manufactured housing is not a product, but a process for providing new homes.”

YOU are INspirations to me and to countless others who depend on you.  May you be joyfully and abundantly blessed.

Warm regards, Catherine

Catherine Frenzel
Catherine Frenzel

catherinefrenzel@yahoo.com

P.S.  Please continue to submit articles and news tips to tony@mhmsm.com, and he will be introducing a new associate editor as soon as possible.

Evolve or Die – Seven Steps to Rethink the Way You Do Business

Robin Crow, author of Evolve or Die – Seven Step to Rethink the Way You Do Business, was the Featured Speaker at the MHI Congress and Expo in Las Vegas, Thursday, April 28.  His theme was the solid example of companies that have successfully reinvented themselves by adapting to ongoing events as they occur.  Following are some of his comments as noted by MHMSM.com Publisher L. A. ‘Tony’ Kovach.

The Crow Company and Dark Horse Recording have worked with many recording artists, including star performers Michael W Smith, Scott Hendrix, Faith Hill, Neil Diamond and Tim McGraw.  Consumers do not buy CDs like they used to; they prefer downloading for free.

Faith Hill and Scott her producer/editor make a typical hundreds, perhaps thousands of vocal takes to compile the final recording you hear.  After one week in the studio, Scott was talking about the deli sandwiches that Robin made.  They ran long on the planned five weeks, and needed two more weeks in the studio.  Robin said, “Before Neil Diamond comes in, but we have to raise my rates $75 a day.”  Faith said, “No problem, the sandwiches alone are worth it.”

This was a paradigm shift for Robin, who realized he was not in the business of hi tech systems, but in the business of serving people and exceeding their expectations.  To this end, he created Raving Fans.  Serving food to famous people was only one way he exceeded the expectations of his clients.

When Tim McGraw did his last recording at Dark Horse, he booked all the facilities.  Not just the studio, but the log home and other facilities.  He brought along 35 people.  Faith and Tim live only six miles away, but six nights a week they would stay at the studio compound.  Tim brought firewood.  Flames reached two feet, four feet and then six feet.

Robin didn’t have much money.  He had been let go by RCA, and was too old to rock and roll, too young to die.  But he had a vision and he could visualize the next step.

“Opportunity is missed by most people because it is dressed in overalls and looks like work.” ~ Thomas Edison

Robin traded future studio times for labor, ran up credit cards sky high and raised $134,000 in cash on credit cards.  Once his building was up, banks took interest and he raised several million from the banks.  A decade later, his business is solely in serving.

“We find ways to reinvent ourselves to serve our customers.”  His business is “more like a guest resort that serves our customers.  The best bonding experience is working your tail off, let young see the work ethic.  Let the youth take pride of it.”

One son is video editing for the company.  The other son is a world class chef who sometimes gets involved.

When asked, “What were your failures, how did you overcome them?” Robin replied, “Just don’t stop.”

He doesn’t consider himself the smartest, but he is really persistent, putting one foot in front of the other.

The studio was hurting, but his speaking engagements were really, really good; three of four income steams were hurting, but six months turned it all around.  He received 132 rejection letters before getting signed by the RCA studio.  “Getting a job is full time job until you get employment,” he says.  “Jump and it will appear.”

Success is people and priorities. A leader leads by example whether he means to or not.  Bryan Tracy, for instance, is slow to hire, quick to fire.  Some leaders do not have enthusiasm; persistence or whatever is not in their DNA.

Get people who are hungry and want it – that’s the best team we have.

Raving Fans:

If someone is ordering a home – if they do not know how to solve all the steps involved, make sure they know you are trying to take care of it.

We he spoke for ATT last week, he noted that it is eight times as expensive to find a new customer as it is to keep the existing ones.  So bend over backwards to make sure the customers know you care.

His book, Evolve or Die, presents a seven-step challenge:

  1. Do whatever it takes to EXCEED EXPECTATIONS.
    2.  Commit to daily MEASURABLE IMPROVEMENT.
    3. Develop an ACCOUNTABILITY MATRIX – take responsibility.
    4. Revitalize Your Organization through MULTIDIMENSIONAL THINKING.
    5. Create a Culture of SHARED SACRIFICE.
    6. Transform your Business Philosophy to a TRIPLE BOTTOM LINE (Profits. People. Planet.)
    7. Dedicate Yourself to a Lifetime of MAKING A DIFFERENCE.

    He has a list of relationships and sends a Quote of the Day to everyone; that’s 20,000 people who get the Quote of the Day, twice a week.  Add value to people’s lives.  This might not have sex appeal, but every word is real.

    Exceeding expectations.  You are not a winner or loser, you are a chooser.  Be the miracle.  Then decide.  Will you be a force for good, and for God?  Step out on faith or give into fear.  Will you bleed, will you lead?  Will you keep going when the cold wind blows?

    There is no better way to be a winner than to exceed expectations.  Go the extra mile.

    You were not born a winner or loser.  You were born a chooser.  You are the miracle. # #

    Robin Crow, The Crow Company, www.robincrow.com

    The True Cost of Training

    A Society of Human Resource Management (SHRM) article cited a 2004 statistic that the average annual training cost per employee was $955.  But what is the true cost of training?  What is the value achieved?   What are the lost opportunity costs?   What does turnover cost because a potentially good employee is lost who was first hired because of their perceived potential?

    I’ve listened to the audio files of live calls from real prospects responding to ads for manufactured homes.   I’ve listened while employees:

    – rattled off a statement that made an upscale manufactured home community sound like a flashback to Lucy and Desi in the movie The Long, Long Trailer.  The employee routinely began by saying:  “We have paved streets, city water and sewer…” – this was in a major metropolitan area!  Did anyone ever think about ‘first impressions?’   Who did this ‘sales pro’ think was calling?  Did this employee think the caller was looking for a comparison to a campsite in a wilderness area, or for a modern manufactured home residential community?

    – a self-identified (and clearly educated, motivated, capable) cash buyer was dissuaded from coming to visit an upscale property, due to a series of questions geared around their qualifications for financing, some of which may have violated Fair Housing guidelines as well as good common business sense.

    – a flyer promoting a church group (…the church of the community manager…) was passed out to every resident at a large manufactured home community, and was placed on the front desk.  Recruiting for that church was routinely done by the CM and sales person (a husband and wife team) in a manner that was capable of drawing huge fines from HUD for Fair Housing guideline violations….

    Without going into more examples, the point is that your employees and associates can cost you money, or make you money.

    Good training, good people, does not ‘cost’ as much as it can pay!  But improperly trained and poorly motivated people can cost you a fortune, $100,000s annually.

    Let’s take a simple example:

    – 1 sales person closes 1less sale every other week;
    – Let’s say each sale is worth $7000 net after all expenses;
    – That’s $182,000 per year in lost opportunities;
    – Then think about the cost of floor planning on unsold inventory, and all the other costs that result from the lost sales…

    Good training and soft skills development pays.

    Failure to properly train your associates is what really costs your business.

    Let’s look again at the example above of lost sales due to poor training, having improperly motivated or the wrong people on staff.

    Imagine if every retail center in the U.S. diminished their performance by 23 new homes a year.   Let’s take an average sales price per new home of $50,000 each.  Let’s consider only the 3500 ‘retail sales centers’ (a.k.a. ‘street dealers,’ not manufactured home communities).   What’s the total?

    That’s $4,025,000,000 annually in lost gross sales to American HUD Code manufactured home retailers.   That’s 80,500 lost new home sales a year to HUD Code manufactured housing builders, at a time when total new home shipments have hovered around 50,000± for two years.  That’s insurance policies that are never sold, homes never delivered or installed, products and services never provided, because of sales that never closed.

    To improve your team’s performance, go to MH Speaker Resource.

    To recruit your ideal team members, post a job at MHMSM.com’s Jobs page.

    If companies won’t train their people, why don’t:
    – insurance companies
    – manufacturers
    – lenders
    – and others who sell through retail distribution, team up to make this potential wave of sales happen?

    Fellow manufactured housing industry professionals, these costs estimates are low.  The true costs of failing to train are much, much higher.

    The true cost of training?  It is far more than the billions in lost business to our industry when companies fail to continuously train.  It is the countless lost opportunities to millions of potential manufactured home customers.  Dreams are lost when business is lost.

    Good, consistent training pays. # #

    Working Together – A Teamwork Puzzle

    Every industry depends on its various elements – its pieces of the puzzle – in order to prosper.  Separate one or more elements or pieces from its whole, and all will suffer.

    Imagine that each of the four characters below represents those who hold a piece of our Industry’s puzzle:

    Lumaxart Graphic by Scott Maxwell
    Lumaxart Graphic by Scott Maxwell
    • The red person represents home retailers, manufactured housing communities and developers.
    • The gold represents financing.
    • The green represents manufacturers.
    • The blue represents suppliers of various types.
    • The circle formed by the puzzle is the Information and cohesiveness supplied by trade associations as well as engaged, pro-Industry trade media and publishers.  These trade media are magazines or ezines such as MHMSM.com.
    Puzzle missing a piece
    If any piece gets minimized or isolated, the rest lose balance and suffer. If the integrity of the circle – if associations or trade media – suffers, all will pay the price. Each party – each piece of the puzzle – needs the others.

    While it may be human nature to think that your piece of the puzzle is ‘the most important,’ in fact all of the pieces are important.

    Analogies like this can be helpful, but they also have their limits.  The puzzle itself, what should the picture that is on it be?  Let’s consider the answer to that as the public’s view of our Industry.  Do they see us as being a modern, green, clean, appealing and affordable option?  Do they see us as being able to provide everything from entry level HUD Code homes to residential style (conventional looking) homes, to sprawling modular mansions?  If not, why not?  This is the ‘missing person’ of image building and marketing.  This is why the picture is a hodge-podge of color instead of the image of an appealing, quality and affordable solution to the American Dream of home ownership.

    When an industry associate of yours knows that something – some piece – is missing, point them to this puzzle and those who hold it together.  Then ask them what is missing, and ask them how they can work with others to be a part of the solution. # #

    Excerpt from: The Right to Lead

    by John Maxwell

    Men and women who lead on the highest level are quite extraordinary. They are people of action who have their priorities in line. I’ve found that there are some common threads in these uncommon leaders.

    They are:

    Futurists:
    Their dreams are bigger than their memories.

    Lobbyists:
    Their cause outlives and out speaks their critics.

    Catalysts:
    They initiate movement and momentum for others.

    Specialists:
    They don’t do everything; they do one thing well.

    Optimists:
    They believe in their cause and their people beyond reason.

    Economists:
    They value every resource as a steward of their cause.

    Activists:
    They are doers and empower others by their actions.

    Strategists:
    They plan how to use every resource available to be successful.

    Enthusiasts:
    They have a passion that defies logic and magnetically attracts others.

    Pragmatists:
    Their legacy is that they solve the practical problems people face.

    Industrialists:
    They roll up their sleeves and work hard.

    Finalists:
    They labor with diligence and dedication to the end so that they finish well.

    Submitted by RJO
    Chicago, IL

    How Your World Will At Last Be Built

    by Alexander Green

    In just a few weeks, millions of young men and women will graduate from high school or college.

    As a friend or family member, you may be wondering what to give this year. Fortunately, I know just the gift your graduate wants.

    Cash. (Yes, the same thing he or she wanted last year.)

    However, it never hurts to throw in a lagniappe, something small but meaningful. Ideally, a graduation gift should encourage the graduate’s dreams, with one eye on the past and the other on the future.

    That’s why I like to tuck the envelope inside a copy of James Allen’s timeless classic, As a Man Thinketh.

    Born in Britain in 1864, Allen was a slight boy who suffered from poor health. In 1879, his father – out of work and facing insolvency – sailed to America, hoping to set up home and send for his family. Soon after arriving, however, he was robbed and murdered.

    At age 15, Allen was forced to work as a factory knitter and later as a private secretary to support his family. He found the work mindless and unfulfilling but took solace in the evening among his books, often reading the Bible, Shakespeare, Tolstoy and Whitman into the early hours.

    In 1903, he decided to devote himself fulltime to writing and that same year published his best-known book, As a Man Thinketh.

    It’s a slim volume, one that can be read in less time than it takes to snooze through the average commencement address. But it packs a powerful wallop.

    The essential premise is that, even if you’re unaware of it, your underlying beliefs shape your character, your health, your circumstances, and, ultimately, your destiny. Your thoughts create your reality. You literally are what you think.

    For this reason, you should be at least as meticulous about the ideas you feed your mind as the food you feed your body, since your life will largely become what your thoughts make it.

    This is not to say that your mind alone can heal a serious illness, fix your finances, or change the world. Allen was no purveyor of New Age mumbo-jumbo. He was, above all else, a pragmatist and an advocate of hard work and effort. Yet he understood that every great undertaking begins with a particular state of mind.

    Or, as he put it:

    • Men are anxious to improve their circumstances, but are unwilling to improve themselves; they therefore remain bound.
    • Let a man radically alter his thoughts, and he will be astonished at the rapid transformation it will effect in the material conditions of his life. Men imagine that thought can be kept secret, but it cannot; it rapidly crystallizes into habit, and habit solidifies into circumstance.
    • All that a man achieves and all that he fails to achieve is the direct result of his own thoughts … a man can only rise, conquer and achieve by lifting his thoughts. He can only remain weak, abject and miserable by refusing to lift up his thoughts.
    • As the plant springs from, and could not be without, the seed, so every act of man springs from the hidden seeds of thought, and could not have appeared without them.
    • A man’s mind may be likened to a garden, which may be intelligently cultivated or allowed to run wild; but whether cultivated or neglected, it must, and will bring forth.
    • Whatever your present environment may be, you will fall, remain or rise with your thoughts, your Vision, your Ideal. You will become as small as your controlling desire; as great as your dominant aspiration.

    Allen insists that circumstances don’t make you. They reveal you. And while you can’t always command the situation, you can always command yourself.

    Allen was hardly the first to recognize this. More than 2,300 years old, The Dhammapada begins with these words:

    Mind is the forerunner of all actions.
    All deeds are led by mind, created by mind.
    If one speaks or acts with a corrupt mind,
    suffering follows,
    As the wheel follows the hoof of an ox pulling a cart.

    Mind is the forerunner of all actions.
    All deeds are led by mind, created by mind.
    If one speaks or acts with a serene mind,
    happiness follows,
    As surely as one’s shadow.

    Sadly, Allen – frail throughout his life – died of consumption at 47. His nineteen books have sold millions of copies – all of them are still in print – but most were published posthumously. Allen was never a wealthy man, at least in the traditional sense.

    Yet he believed deeply in his mission. His words have inspired men and women the world over. And he was an enormous influence on followers like Dale Carnegie, Napoleon Hill and Norman Vincent Peale.

    More than anything else, As a Man Thinketh is a meditation. But it is also a revelation. Allen demonstrates how your life is enhanced and ultimately perfected by inward development.

    It’s a fine message for graduates just setting out to tackle the world – and not a bad reminder for the rest of us, either.

    Others have preached a similar message, of course. But few have put it in more poetic language:

    He who cherishes a beautiful vision, a lofty ideal in his heart, will one day realize it. Columbus cherished a vision of another world, and he discovered it. Copernicus fostered the vision of a multiplicity of worlds and a wider universe, and he revealed it; Buddha beheld the vision of a spiritual world of stainless beauty and perfect peace, and he entered it.

    Cherish your visions; cherish your ideals; cherish the music that stirs in your heart, the beauty that forms in your mind, the loveliness that drapes your purest thoughts, for out of them will grow all delightful conditions, all heavenly environment; of these, if you but remain true to them, your world will at last be built.

    Carpe Diem,
    Alex

    P.S. If you’d like to pick up an inexpensive gift copy of Allen’s book, click here.

    Alexander Green is the Investment Director of The Oxford Club. The Oxford Club Communique, whose portfolio he directs, is ranked among the top 5 investment letters in the nation for 10-year performance by the independent Hulbert Investment Digest. Alex is the author of The New York Times bestseller “The Gone Fishin’ Portfolio: Get Wise, Get Wealthy… and Get On With Your Life” and, more recently, “The Secret of Shelter Island: Money and What Matters.” He has been featured on Oprah & Friends, CNBC, National Public Radio (NPR), Fox News and “The O’Reilly Factor,” and has been profiled by The Wall Street Journal, BusinessWeek, Forbes, and Kiplinger’s Personal Finance, among others. He currently lives in Charlottesville, Virginia and Winter Springs, Florida with his wife Karen and their children Hannah and David. www.spiritualwealth.com/about-us/

    The Butch O’Hare Story

    A Successful Mission

    During the course of World War II, many people gained fame in one way or another. One man was Butch O’Hare. He was a fighter pilot assigned to an aircraft carrier in the Pacific.

    One time, his entire squadron was assigned to fly a particular mission. After he was airborne, he looked at his fuel gauge and realized that someone had forgotten to top off his fuel tank. Because of this, he would not have enough fuel to complete his flight and get back to his ship. So, his leader told him to leave formation and return.

    As he was returning to the mother ship, he could see a squadron of Japanese Zeroes heading toward the fleet to attack. With all the fighter planes gone, the fleet was almost defenseless.

    His was the only opportunity to distract and divert them. Single handedly he dove into the Japanese planes and attacked them.

    The American fighter planes were rigged with cameras, so that as they flew and fought, pictures were taken so they were able to learn more about the terrain, enemy planes, etc.

    Butch dove at them and shot until all his ammunition was gone; then, he would dive and try to clip off a wing or tail or anything that would make them unfit to fly. He did anything he could to keep them from reaching the American ships.

    Finally, the Japanese Squadron took off in another direction. Butch O’Hare and his fighter, both badly shot-up, limped back to the carrier.

    He told his story, but not until the film from the camera on his plane was developed, did they realize the extent he really went to, to protect his fleet.

    He was recognized as a hero and given one of the highest honors. And as you know, the O’Hare Airport was also named after him.

    Easy Eddie

    Prior to this time in Chicago, there was a man named Easy Eddie. He was working for a man you’ve all heard about – Al Capone. Al Capone wasn’t famous for anything heroic, but he was notorious for the murders he’d committed and the illegal things he’d done.

    Easy Eddie was Al Capone’s lawyer and he was very good. In fact, because of his skill, he was able to keep Al Capone out of jail.

    To show his appreciation, Al Capone paid him very well. He not only earned big money, but he also would get extra things like a residence that filled an entire Chicago city block. The house was fenced, and he had live-in help and all of the conveniences of the day.

    Easy Eddie had a son. He loved his son and gave him all the best things while he was growing up; clothes, cars and a good education. Because he loved his son, he tried to teach him right; but, one thing he couldn’t give his son was a good name, and a good example.

    Easy Eddie decided this was much more important than all the riches he had given his son. So, he went to the authorities to rectify the wrong. To tell the truth, it meant he must testify against Al Capone, and he knew that Al Capone would do his best to have him killed.

    Easy Eddie wanted most of all to try to be an example and to do the best he could to give a good name back to his son: so, he testified. Within the year, he was shot down on a street in Chicago.

    These may sound like two unrelated stories; but Butch O’Hare was Easy Eddie’s son.

    Unknown Author

    Sometimes, making the right decision is not easy; in fact, we reach one of the defining levels of maturity when we realize how our decisions affect those around us. That knowledge usually causes us to choose carefully and sometimes differently. Remember, your future and success depend upon your decisions.


    Submitted by Tim Connor
    Source: http://aroundthecampfire.org/timconnor-dt/

    Fostering a Spirit of Teamwork…

    The Introduction from
    Change is Good…You Go First
    by Mac Anderson and Tom Feltenstein

    As a leader, however, deciding to make changes is the easy part. Getting your people on board is much more difficult. Why is that? Quite simply, change is an emotional process. We are all creatures of habit who usually resist it, and welcome routine. Uncharted waters are scary!

    In the long run, however, sameness is the fast tract to mediocrity. And, mediocre companies won’t survive. Tuli Kupferburg said it best…“When patterns are broken, new worlds emerge.” And, that is your challenge…to convince your team that the new world you are trying to create is better than the one you’re in. Is it easy? Of course not. It takes planning, commitment, patience and courage.

    The truth, of course, is that change can be a wonderful gift. In fact, it is the key that unlocks the doors to growth and excitement in any organization. And, most importantly, without it…your competition will pass you by. A big part of success, as a leader, will be your ability to inspire your team to get out of their comfort zones; to assure them that even though they are on a new path, it’s the right path, for the right reasons.

    That’s what this book is all about…ideas, to inspire, to motivate, and to encourage your team to move forward and to embrace change.

    We’d like to share one of the chapters. Enjoy!

    Learn From Old Warwick

    Fostering a spirit of teamwork is critical in times of change. The key element is trust. Trust for the leader and trust for each other.

    There is a wonderful story from the play, Some Folks Feel the Rain; Others Just Get Wet; and I think it’s worth sharing again to shed some light on how people think about teamwork…

    A man was lost while driving through the country. As he tried to reach for the map, he accidentally drove off the road into a ditch. Though he wasn’t injured, his car was stuck deep in the mud. So the man walked to a nearby farm to ask for help.

    “Warwick can get you out of that ditch,” said the farmer, pointing to an old mule standing in a field. The man looked at the decrepit old mule and looked at the farmer who just stood there repeating.

    “Yep, old Warwick can do the job.” The man figured he had nothing to lose. The two men and the mule made their way back to the ditch. The farmer hitched the mule to the car. With a snap of the reins, he shouted,

    “Pull, Fred! Pull, Jack! Pull, Ted! Pull, Warwick!”
    And the mule pulled that car right out of the ditch.

    The man was amazed. He thanked the farmer, patted the mule, and asked, “Why did you call out all of those names before you called Warwick?”

    The farmer grinned and said, “Old Warwick is just about blind. As long as he believes he’s part of a team, he doesn’t mind pulling.” ##


    Inspirational Quotes

    “There is nothing wrong with change, if it is in the right direction.”
    – Winston Churchill

    “Attitude Makes All the Difference!”
    – Zig Ziglar


    Reprinted from SimpleTruths.com
    Submitted by RJO

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