{"id":264,"date":"2010-03-14T19:51:57","date_gmt":"2010-03-15T00:51:57","guid":{"rendered":"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/tonykovach\/we-are-listening\/"},"modified":"2010-03-14T20:58:31","modified_gmt":"2010-03-15T01:58:31","slug":"we-are-listening","status":"publish","type":"post","link":"https:\/\/www.manufacturedhomepronews.com\/masthead\/we-are-listening\/","title":{"rendered":"We are Listening"},"content":{"rendered":"<p>We are Listening.  We are also <strong>responding<\/strong>.  First, let\u2019s say what we are hearing.<\/p><div id=\"manuf-547448004\" class=\"manuf-content manuf-entity-placement\"><script async src=\"\/\/pagead2.googlesyndication.com\/pagead\/js\/adsbygoogle.js?client=ca-pub-3870480136270376\" crossorigin=\"anonymous\"><\/script><ins class=\"adsbygoogle\" style=\"display:block;\" data-ad-client=\"ca-pub-3870480136270376\" \ndata-ad-slot=\"\" \ndata-ad-format=\"auto\"><\/ins>\n<script> \n(adsbygoogle = window.adsbygoogle || []).push({}); \n<\/script>\n<\/div>\n<p>1)\tINdustry Pros want <strong>solutions to the financing<\/strong> issue.<br \/>\n2)\tINdustry Pros want<strong> solutions<\/strong> to <strong>Industry image<\/strong> issues.<br \/>\n3)\tINdustry Pros know that <strong>sell more new homes <\/strong>for us to continue as a viable industry.  We\u2019ve had 12 years of declines: as an industry can\u2019t have declining shipments for years 13, 14 and 15.<\/p>\n<figure id=\"attachment_266\" aria-describedby=\"caption-attachment-266\" style=\"width: 450px\" class=\"wp-caption aligncenter\"><a rel=\"attachment wp-att-266\" href=\"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/tonykovach\/we-are-listening\/listening-carbonnyc-1359721335_9b9dfffb7d\/\"><img fetchpriority=\"high\" decoding=\"async\" class=\"size-medium wp-image-266\" title=\"Listening CarbonNYC  1359721335_9b9dfffb7d\" src=\"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/tonykovach\/wp-content\/uploads\/2010\/03\/Listening-CarbonNYC-1359721335_9b9dfffb7d-450x299.jpg\" alt=\"'Listening' photo courtesy of CarbonNYC\" width=\"450\" height=\"299\" srcset=\"https:\/\/www.manufacturedhomepronews.com\/masthead\/wp-content\/uploads\/2010\/03\/Listening-CarbonNYC-1359721335_9b9dfffb7d-450x299.jpg 450w, https:\/\/www.manufacturedhomepronews.com\/masthead\/wp-content\/uploads\/2010\/03\/Listening-CarbonNYC-1359721335_9b9dfffb7d-125x83.jpg 125w, https:\/\/www.manufacturedhomepronews.com\/masthead\/wp-content\/uploads\/2010\/03\/Listening-CarbonNYC-1359721335_9b9dfffb7d.jpg 500w\" sizes=\"(max-width: 450px) 100vw, 450px\" \/><\/a><figcaption id=\"caption-attachment-266\" class=\"wp-caption-text\">At MHMSM.com we are Listening. Photo courtesy of CarbonNYC<\/figcaption><\/figure>\n<p>These are some of the items that keep popping up in discussions, in emails, in comments.  I\u2019d be remiss if I didn\u2019t say that <strong>we get tons of compliments and pats on the back,<\/strong> by phone, email or posted comments.  Nevertheless, this isn\u2019t the time to rest on laurels, there is LOTS of work to do.<\/p>\n<p>Together, we can do it.<\/p>\n<p>Let\u2019s look at these three topics briefly.<\/p>\n<p>1)\t<strong>Financing<\/strong>:<br \/>\n\u2022\tThe heavy lifting on the financing issues will be solved in part in Washington, DC.  This requires association and advocacy efforts.  We feature the latest MHARR and MHI (alphabetical order) on their reports on these matters.<br \/>\n\u2022\tWe have also directly addressed some of these issues with <strong>Bill Matchneer<\/strong> at HUD. Watch for the<strong> exclusive interview<\/strong> in our new March issue which goes live in about 72 hours.<\/p>\n<p>\u2022\t<strong>Mobilization<\/strong>.  Let\u2019s be honest with each other.  <strong>Associations are a key to getting positive changes done.<\/strong> Associations also need to mobilize current members and get more people involved.  If we \u2013 as INdustry Pros \u2013 pounded Congress and HUD with our concerns and desired solutions in great numbers, isn\u2019t it obvious that thousands of INdustry Pros sounding off to Congress and HUD would get things moving along?!  See<a href=\" http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/tonykovach\/500000-reasons\/ \" target=\"_blank\"> <strong>500,000 Reasons<\/strong><\/a> for more details.  Additional insights on this below.<\/p>\n<p>2)<strong> Image<\/strong>.  From our own marketing efforts \u2013 which is the key to what pays the bills for IT Manager Bob Stovall and myself at<a href=\"http:\/\/www.MHMSM.com\" target=\"_blank\"> www.MHMSM.com<\/a> &#8211; we frankly have hands on experience at marketing, sales and image makeovers that work.<\/p>\n<p>\u2022\tNot some sexy multi-million dollar Madison Ave <em>&#8216;maybe it would work if we had tons of money,&#8217;<\/em> but practical solutions that can work rapidly and at very low costs.  See <a href=\"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/tonykovach\/the-view-from-the-trenches\/\" target=\"_blank\"><em><strong>View from the Trenches<\/strong><\/em><\/a> and <a href=\"http:\/\/www.mhmarketingsalesmanagement.com\/article-archive\/november-2009\/82-its-time-for-a-cool-change\" target=\"_blank\"><strong><em>Time for a Cool Change<\/em><\/strong><\/a> for current examples.  See <a href=\"http:\/\/www.linkedin.com\/in\/latonykovach\" target=\"_blank\">http:\/\/www.linkedin.com\/in\/latonykovach<\/a> We aren\u2019t talking \u2018sexy,\u2019 we are talking <strong>practical ways<\/strong> to ring the phones and sell more homes!<\/p>\n<p>\u2022\t<strong>Virtual Housing Show<\/strong>.  By whatever name we end up calling it (a point of discussion with association leaders), part of the solution to image building and selling more homes in 2010 and beyond is the Virtual Housing Show program.  In a nutshell, the <a href=\"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/tonykovach\/virtual-louisville-housing-show\/\" target=\"_blank\"><strong>Virtual Housing Show<\/strong><\/a> program will sell more homes at both retail and wholesale and will be one element of image makeover that IS sexy for the MHIndustry.<br \/>\n\u2022\t<strong>Volunteers and Sponsors<\/strong>.  We need both <a href=\"http:\/\/www.mhmarketingsalesmanagement.com\/interns\" target=\"_blank\">Volunteers<\/a> and <a href=\"http:\/\/www.mhmarketingsalesmanagement.com\/advertise\" target=\"_blank\">Sponsors<\/a>.  We are seeing people on these pages, but we need more people \u2018pulling the trigger\u2019 and making a commitment.  Just as we created <a href=\"http:\/\/www.MHMSM.com\" target=\"_blank\">www.MHMSM.com<\/a> and have in a few months became the <strong>#1 Industry trade journal<\/strong>, so too we can create a new Image Building campaign for the Industry and those who participate will get the thousands of new leads from prospects who will see factory built housing with new eyes.  <strong><em>Together, we can change the way Manufactured Housing Marketing Sales Management is done<\/em><\/strong>.<\/p>\n<p>But it takes some team work, and we need your help.  Not waiting on someone else, not the next person over, you and your firm.  Let\u2019s make it clear.  By volunteering, by sponsoring, we can <strong>create new platforms<\/strong> that will <strong>attract a volume of retail clients<\/strong>. Just as we\u2019ve offered you quality and have great numbers of INdustry visitors here, so too we will create quality and bring far greater numbers in retail demand that will create orders for factories, demand for loans, products, services\u2026everyone wins.  Help us help you.  <a href=\"http:\/\/www.mhmarketingsalesmanagement.com\/advertise\" target=\"_blank\">Advertise<\/a>. Sponsor.  Volunteer.  Let\u2019s be clear, the winner is you.  You can\u2019t reach more Industry pros for less anywhere than through www.MHMSM.com.  <a href=\"http:\/\/www.mhmarketingsalesmanagement.com\/jobs\" target=\"_blank\">Jobs,<\/a> <a href=\"http:\/\/www.mhmarketingsalesmanagement.com\/classifieds\" target=\"_blank\">Classifieds<\/a>, custom ads, banners to your website and more.  We can make it happen for your firm.<br \/>\n\u2022\tOr volunteer.  <strong>100 people for 90-120 days will utterly transform our industry<\/strong>.  Just using time, the phone and the web.  100 sounds like a lot of people, but it is really only 2 per state.  That\u2019s nothing.  <a href=\"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/bobstovall\/\" target=\"_blank\">Bob<\/a> and I volunteer hundreds of hours a month for this cause!  Bob and I both work full time marketing \u2013 if we can do it, you could too.  But I\u2019ll bet if you don\u2019t have the time, you know someone who does.  Please help us get those volunteers.  What we\u2019ve done here is the tip of the iceberg\u2026we can transform the way the industry works with volunteers.  Or with more sponsors.  Take your pick.<br \/>\n3)\t<strong>Selling More Homes<\/strong>.   Financing. Virtual Housing Shows. Image and Marketing.  Selling skills and systems that work in 2010.  All of these are elements to selling more homes.<\/p>\n<p>\u2022\tSelling more homes is in part about marketing.  Obviously, you need financing.  But it is about lead handling and sales skills. It is about Marketing, Merchandising and having a SYSTEM that works.<\/p>\n<p>\u2022\tLet\u2019s be candid.  There are <strong>MHCs, REITs<\/strong> and other<strong> LLCs<\/strong> (for example) that have in house lending and\/or rent-to-own programs.  So they have lending.  They have marketing programs.  They have sales staffs.  They aren\u2019t closing the numbers to keep their own vacancies moving in the right direction.  Many have the resources available, but still aren\u2019t getting the results.  If you have the resources and aren\u2019t getting the results, it is obvious you have to make positive changes.  You don\u2019t market a 2 star property the same as a 5 star.  You don\u2019t market a transitioning community the same way you do one that is already 4 or 5 stars.  Every property has to be marketed according to its own unique local circumstances.  That isn\u2019t cookie counter work; that requires tailoring to set needs.<\/p>\n<p>\u2022\t<strong>Selling more homes is also about selling skills<\/strong>.  If you\u2019ve ever been mystery shopped and your staff has failed, what did you do next?  If you\u2019ve got traffic coming to your doors, but they aren\u2019t getting closed, what are you doing about that problem?  As Tim Connor says, <a href=\"http:\/\/www.mhmarketingsalesmanagement.com\/featured-articles\/354-ever-computed-what-your-lost-sales-are-costing-you\" target=\"_blank\">What is your lost business costing you<\/a>?  As John Underwood says, you can <a href=\"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/industryvoices\/flourish-or-perish-in-2010-the-choice-is-yours\/\" target=\"_blank\">Flourish or Perish<\/a> in 2010.  As Mike DuPure \u2013 a gent who knows first hand how to close double digit sales in a month at a single location says, <em><strong>\u201cIt is Back to Basics and back to the Future.\u201d <\/strong><\/em><\/p>\n<p>We could talk about other things we are listening to, like the growing numbers of industry pros who write or call and ask, <em>\u2018Tony, are you going to Congress?\u2019 <\/em><\/p>\n<figure id=\"attachment_267\" aria-describedby=\"caption-attachment-267\" style=\"width: 450px\" class=\"wp-caption aligncenter\"><a rel=\"attachment wp-att-267\" href=\"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/tonykovach\/we-are-listening\/orig-1900-rca-dog-listening-beverly-and-pack-3353936487_2599d7b8dc\/\"><img decoding=\"async\" class=\"size-medium wp-image-267\" title=\"Original RCA dog listening circa 1900, photo courtesy of Beverly and Pack \" src=\"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/tonykovach\/wp-content\/uploads\/2010\/03\/orig-1900-RCA-dog-listening-Beverly-and-Pack-3353936487_2599d7b8dc-450x322.jpg\" alt=\"Original RCA dog listening circa 1900, photo courtesy of Beverly and Pack\" width=\"450\" height=\"322\" srcset=\"https:\/\/www.manufacturedhomepronews.com\/masthead\/wp-content\/uploads\/2010\/03\/orig-1900-RCA-dog-listening-Beverly-and-Pack-3353936487_2599d7b8dc-450x322.jpg 450w, https:\/\/www.manufacturedhomepronews.com\/masthead\/wp-content\/uploads\/2010\/03\/orig-1900-RCA-dog-listening-Beverly-and-Pack-3353936487_2599d7b8dc-125x89.jpg 125w, https:\/\/www.manufacturedhomepronews.com\/masthead\/wp-content\/uploads\/2010\/03\/orig-1900-RCA-dog-listening-Beverly-and-Pack-3353936487_2599d7b8dc.jpg 500w\" sizes=\"(max-width: 450px) 100vw, 450px\" \/><\/a><figcaption id=\"caption-attachment-267\" class=\"wp-caption-text\">Original RCA dog listening circa 1900, photo courtesy of Beverly and Pack<\/figcaption><\/figure>\n<p>By working Together, we can solve the challenges and turn crisis into opportunity.  We all have needs, and each of us has something the other needs and wants.  There are tons of free resources right here, right now.  You can start with those.  If you need to advance your cause beyond \u2018self help\u2019 or \u2018do it yourself,\u2019 if you\u2019ve got the resources and aren\u2019t getting the results, please give one of our pros or myself a call.<\/p>\n<p>Help us help you!  Volunteers and Sponsors short term.  Hundreds have signed up for the Virtual Housing Show\u2026thousands have surfed those pages!\u00a0 That&#8217;s clear readiness and desire.\u00a0 FYI &#8211; We are waiting on discussion timetables with associations to move that ahead.\u00a0 We have that and other initiatives that can go to work now, today.<\/p>\n<p>Help us help you.  Spread the word.  Get more people to these pages every day.  Have your own staff reading these pages every day.<\/p>\n<p>Your business can flourish in 2010.   As you\u2019ll see in an article in our new issue, your business is the industry.  If your business grows in 2010, as other businesses grow in 2010, so will the INdustry!<\/p>\n<figure id=\"attachment_268\" aria-describedby=\"caption-attachment-268\" style=\"width: 450px\" class=\"wp-caption aligncenter\"><a rel=\"attachment wp-att-268\" href=\"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/tonykovach\/we-are-listening\/listen-ky-olsen-3133347219_4c16658dd5\/\"><img decoding=\"async\" class=\"size-medium wp-image-268\" title=\"'LISTEN'  Graphic courtest of ky-olsen\" src=\"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/tonykovach\/wp-content\/uploads\/2010\/03\/LISTEN-ky-olsen-3133347219_4c16658dd5-450x378.jpg\" alt=\"'LISTEN'  Graphic courtest of ky-olsen\" width=\"450\" height=\"378\" srcset=\"https:\/\/www.manufacturedhomepronews.com\/masthead\/wp-content\/uploads\/2010\/03\/LISTEN-ky-olsen-3133347219_4c16658dd5-450x378.jpg 450w, https:\/\/www.manufacturedhomepronews.com\/masthead\/wp-content\/uploads\/2010\/03\/LISTEN-ky-olsen-3133347219_4c16658dd5-125x105.jpg 125w, https:\/\/www.manufacturedhomepronews.com\/masthead\/wp-content\/uploads\/2010\/03\/LISTEN-ky-olsen-3133347219_4c16658dd5.jpg 500w\" sizes=\"(max-width: 450px) 100vw, 450px\" \/><\/a><figcaption id=\"caption-attachment-268\" class=\"wp-caption-text\">&#39;LISTEN&#39;  Graphic courtest of ky-olsen<\/figcaption><\/figure>\n<p>Let\u2019s listen together.  Let\u2019s work together. Stay tuned for our new issue, which goes live in about 72 hours.   There is a world of good things in the mix.<\/p>\n<p>Together.  We can make good things<strong><em> happen.<\/em><\/strong> ##<\/p>\n","protected":false},"excerpt":{"rendered":"<p>We are Listening<\/p>\n<p>We are Listening. We are also responding. First, let\u2019s say what we are hearing.<\/p>\n<p>1) INdustry Pros want solutions to the financing issue.<br \/>\n2) INdustry Pros want solutions to Industry image issues.<br \/>\n3) INdustry Pros know that sell more new homes for us to continue as a viable industry. We\u2019ve had 12 years of declines: as an industry can\u2019t have declining shipments for years 13, 14 and 15.<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","footnotes":""},"categories":[5073],"tags":[171,172,175,174,176,149,148,173],"class_list":["post-264","post","type-post","status-publish","format-standard","hentry","category-news-analysis","tag-hud-code-manufactured-housing-bill-matchneer","tag-it-manager-bob-stovall-manufactured-home-marketing-sales-management","tag-llcs","tag-mhcs","tag-reits","tag-virtual-housing-show","tag-virtual-louisville-housing-show","tag-volunteers-manufactured-housing-marketing-sales-management"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>We are Listening - Masthead L. A. &#039;Tony&#039; Kovach<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.manufacturedhomepronews.com\/masthead\/we-are-listening\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"We are Listening - Masthead L. A. &#039;Tony&#039; Kovach\" \/>\n<meta property=\"og:description\" content=\"We are Listening  We are Listening. We are also responding. First, let\u2019s say what we are hearing.  1) INdustry Pros want solutions to the financing issue. 2) INdustry Pros want solutions to Industry image issues. 3) INdustry Pros know that sell more new homes for us to continue as a viable industry. We\u2019ve had 12 years of declines: as an industry can\u2019t have declining shipments for years 13, 14 and 15.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.manufacturedhomepronews.com\/masthead\/we-are-listening\/\" \/>\n<meta property=\"og:site_name\" content=\"Masthead L. A. &#039;Tony&#039; Kovach\" \/>\n<meta property=\"article:published_time\" content=\"2010-03-15T00:51:57+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2010-03-15T01:58:31+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/www.mhmarketingsalesmanagement.com\/blogs\/tonykovach\/wp-content\/uploads\/2010\/03\/Listening-CarbonNYC-1359721335_9b9dfffb7d-450x299.jpg\" \/>\n<meta name=\"author\" content=\"L. A. &#039;Tony&#039; Kovach\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"L. 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