The Masthead

“Victory is won not in miles but in inches. Win a little now, hold your ground, and later, win a little more.” ~ Louis L’Amour

“An optimist sees an opportunity in every calamity; a pessimist sees a calamity in every opportunity.” ~ Winston Churchill

“Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all.” ~ Dale Carnegie

“Your hopes, dreams and aspirations are legitimate. They are trying to take you airborne, above the clouds, above the storms, if you only let them.” ~ William James

• Positive thoughts are not enough. There have to be positive feelings and positive actions.

• The difference between can and cannot are only three letters. Three letters that determine your life’s direction.

• Reading inspiring quotes uplifts the mind.

• Positive and negative are directions. Which direction do you choose?…

…Remez Sasson Quotes

“Optimism is the faith that leads to achievement. Nothing can be done without hope and confidence.” ~ Helen Keller

“The optimist sees the rose and not its thorns; the pessimist stares at the thorns, oblivious to the rose.” ~ Kahlil Gibran

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As INdividuals and as an INdustry, we face many very real challenges. We also face unprecedented opportunities. Here at Manufactured Home Marketing Sales Management Magazine, we seek to make Innovation – Information – Inspiration for Industry Professionals more than a tag line, we work to make it a reality.

It is by working together, by sharing SOLUTIONS and PROVEN ideas that we can being the turn around process for one and all. Please resolve TODAY to reach out to at least one industry pro with a positive message: one of your own team members, someone you know down the road or across the country by email. Reach out to at least one public or elected official at least once each week. Reach out to your local media and people of influence at least every other week.  If you do this, it won’t take long for you and the industry to see the difference.

“Victory is won not in miles but in inches. Win a little now, hold your ground, and later, win a little more.” ~ Louis L’Amour##

“…put your family’s financial future behind operating a retail location in today’s economic climate. You will find that fear will quickly become your constant companion if not a driving force.”

The above is a snippet posted anonymously in reply to an article in the January issue on finance. The point made above will no doubt resonate with many today. With a host of challenges that threaten retailers, suppliers, MHC operators, manufacturers and others in our industry and beyond, fear is indeed a ‘constant companion if not a driving force.’

In Susan Frost’s article, Is there financing for today’s manufactured homebuyer? which drew the posted reply above, she stated in part:

“Fear is a driving force. Fear can cripple action; and, action is the very first requirement to the success of any activity. If the secondary market fears loss… they pull back. If a borrower fears they will miss a better deal…they pull back. If we fear there are no solutions…we will pull back. Our greatest fear is fear itself. Now more than ever, it’s important that we try (like the eagle) to head into the storm and rise above the situation and take a comprehensive look at the real issues that we face in our every day practice. Only then can we begin to identify possible solutions for developing more business.“ (Note: highlighting and bold added above for emphasis).

It is self evident that lending in America has dramatically changed, especially in the last 24 months. It is also likely that as tough as lending is, that those still in business have found SOME level of lending to access; wholesale and retail. Obviously, Ms. Frost’ s mortgage firm is still operating because it is still placing mortgages.

Lending may come from self-finance, as many in the MHC business offer, it may come from some government backed program, or a well qualified client who can get conventional money or has cash, but to the degree that someone is still in business it means that some degree of solution has been found.

As Sue suggested, the essence of wise marketing and its companion sales effort is to ‘read’ the scenario one is in and then to devise marketing and sales approaches that address your unique set of circumstances. The obvious key is adapting to your conditions successfully. That is Path One. The parallel path, Path Two is to work to create more avenues of lending, either through elected officials, association efforts, researching and developing out-reaches for new sources of credit, etc. Work both paths! Path One keeps you going, Path Two leads to new solutions going forward.

In a sense, both Sue Frost and this anonymous writer’s posted reply agree on this: Fear is indeed a powerful motivator! Sue is correct in saying, it can paralyze or it can be harnessed to drive one ahead, to face the fear, to embrace the problems and pains and overcome it.

All of us have faced a fear at some point in our lives, some of us many, many times. Professionally speaking – we can run from our fears, or face them. In the 1980s it was popular to say, we must chose between ‘fight, flight or deal with it.’

People I personally know or do marketing for have each had to face the problems – the fears – of the financial/economic climate. As challenging as it may be to step back emotionally, to step back from one’s fear, and read the situation with new eyes – objectively – that’s precisely what must be done. IF you are too close to the issue, bring in a friend or trusted associate. Get another set of eyes looking at your issue. If your circumstances permit, bring in an outsider if you don’t have someone you know to ask. But by moving beyond fear to action, by marketing/selling your way using what you have now, by using the solution(s) and options that fits your scenario, you and your clients become the winner.

And take that anger, that frustration and direct it towards those who created this mess! Let your elected representatives in Washington know that you are tired of the excuses and the delays!

http://www.usa.gov/Contact/Elected.shtml

They passed billions in bailouts to get lending moving! You know the list of frustrations, take a few minutes and sound off to them! Make that part of Path Two.

Finally, look at what those who are successful – yes, successful – in this business climate in our industry. See what they are doing. As much as you can, mimic what works today by those making it, or see if there is some way ‘to go one better’ than what you are seeing the successful ones do.

Ms. Frost’s message was one of hope and encouragement. Editorially and professionally speaking that is what www.MHMSM.com is all about. Frost proposed some good options, while not claiming to be exhaustive on the subject. All of us want to see lending move back to ‘better’ times. Yet the realities of the day must be dealt with.

Lending and the fear factor. We can ‘fight, flight or deal with it.’ ##

====================> If you’ve not read these posts yet, please check out the following links <===================

http://www.mhmarketingsalesmanagement.com/blogs/tonykovach/positives-in-positives-out/

http://www.mhmarketingsalesmanagement.com/blogs/tonykovach/the-view-from-the-trenches/<====== A current marketing/retailing success interview story

http://www.mhmarketingsalesmanagement.com/blogs/tonykovach/optimist-vs-pessimist/

http://www.mhmarketingsalesmanagement.com/blogs/tonykovach/excuses/

In this time of reflection, as one year winds down and another is ready to dawn, the desire to recognize and honor the service of others bubbled forth within like a fresh spring. It is easy to begin with those whom we know: parents, teachers, role models in your business or profession. Beyond those note worthy’s are our nation’s service men and women – who have set aside months or years of their lives (or laid down their limbs and lives…) to protect the borders, patrol the skies and seas which make us as free a people as any on earth!

There are our law enforcement officials. Movies, books or news accounts may give us a glimpse into the lives and sacrifices that our military, police or fire fighters make to protect us…and far more important than their pay-checks and pensions are the sincere thanks due those who do their jobs well. We Salute you!

Turning next to our industry!

It is difficult to truly imagine all that a few noble souls do in Washington and in various state capital’s around our great land in their work of advocacy, lobbying, education and more that makes the day to day of our manufactured housing businesses more doable! You know who you are…and so, with deep thanks,

We Salute You!

Then there are those who volunteer to serve on boards and committees. One of many such individuals who comes to mind shares about a month out of the year of their time – involved both locally and nationally – to make this a better industry. How many more like that noble soul are there that makes what you and I do possible? What word of thanks are enough?

We Salute you!

Coming closer to home is you.

As a Manufactured Housing Industry professional, you’ve invested education, time, energy and money into yourself and your operation. You’ve survived the melt-downs. Some of you have even thrived during these challenging times. For those who have succeeded and for those still on the path…take heart! “Winter is followed by spring! It is always darkest before the dawn!” By doing a bit more, learning a bit more, reaching out more…day by day, your time is coming. You won’t allow the downturn to put you down and keep you down. You won’t let your education, time, energy and money to go for naught!

You do what it takes every day.

Then you get up, and do it again.

We Salute you!!

Let’s also be candid and clear. For many, the next 12-24 months is ‘do or die’ time. We don’t have another 10 years to turn this industry around. Many independent HUD Code factories would have already closed if not for Canadian orders and all sorts of gymnastics. Sure, some HUD Code and modular builders will make it for years…but we dare not lose all those independents who in some cases have fought the good fight by building good homes for less…for a generation, two or three!

As I talk with and read messages from industry pros and various leaders from across this land, it is obvious that for many (for all…?) it is a time of crisis and decision. It is do or die. When someone faces economic death, it is not lightly that one lifts up a lamp and says, “Don’t give up! Make the needed adjustments! Fight the good fight! Keep on going!”

Quitters never win, and winners never quit. We may fall – or get dragged down – but the next move is always the same. Get up! Be smarter and more engaged than you’ve ever been! If what you are doing is working great, keep it up. But if what you are doing isn’t getting the job done, bring in the talent and line up the resources that will get it done for you.

I don’t want to re-write here what was said elsewhere in articles or posts like

Short and Sweet – Just how easy the Industry Turn-Around Could Be: http://www.mhmarketingsalesmanagement.com/featured-articles/189-short-and-sweet-just-how-easy-the-industry-turn-around-could-be

Optimist vs. Pessimist:
http://www.mhmarketingsalesmanagement.com/blogs/tonykovach/optimist-vs-pessimist/

TWO WORDs
http://www.mhmarketingsalesmanagement.com/featured-articles/192-two-words-the-case-for-why-the-hud-code-home-industry-can-survive-and-prosper

Synergy and the 7 Habits of Highly Successful People: http://www.mhmarketingsalesmanagement.com/featured-articles/191-synergy-and-the-7-habits-of-highly-successful-people

Be Open to Change:
http://www.mhmarketingsalesmanagement.com/blogs/tonykovach/be-open-to-change

and
Excuses:
http://www.mhmarketingsalesmanagement.com/blogs/tonykovach/excuses/

But suffice it to say, that those who DO adjust, who DO turn the corner are looking at the brightest possible future, because the economics and demographics of the country are very good for our Industry!

Let me also salute the many volunteers who write for us. Some do so with no interest in being hired or to get a fee for consulting. Others naturally want to let you know that they are open for business and offer the tools and experience needed to make your business sing in specialized areas! Please thank them, with your reading, with your messages and posts, by sharing their articles and when appropriate by calling on them for their services.

Now let me close on the note that we all hope for…the positive one.

We have a number of initiatives being prepared and lined up for 2010 here at www.MHMarketingSalesManagement.com Each of these in their own way we hope will contribute towards increased sales for retailers, suppliers, community operators, developers, more housing production for builders, shipments and service work for consultants and other industry professionals. We want to see more homes built, transported and set, more loans closed, more policies written, more services done – just as much as you do.

When the year 2010 winds down 12 months from now, if we are looking at increased new home shipments for the industry, no one person or organization will be able to claim to be the white knight. It will be a group effort! Good men and women like yourself will do the doing at your place, just as we will do the doing in ours or for those whom we do work for in this industry.

What we hope at www.MHMSM.com  to provide in part is a unique online platform of innovation, information and inspiration for industry professionals. One of the things that makes this Factory-Built Housing Trade Journal special is that each of us are in the trenches. We aren’t spouting some theory…

…we get our checks the old fashioned way. We earn it. Through marketing, sales and management! Through taking risks, facing the challenges, shrugging off the naysayers and enjoying the thrill of seeing the efforts pay off.

We want to thank all of you who pass along our articles, web address, blog posts and more to others – a big reason we have moved ahead so rapidly is due to readers like you.  We Salute You!

We thank you too for your calls, posted and emailed comments.   We appreciate your feedback, and encourage it.  For those who tell us about similar ideas floating around out there, I think it is grand!  First, it is a big planet, and we are bound to have some similar ideas.  Some may seek to imitate – that’s okay – it is the most sincere form of praise.

Some will keep on doing what they’ve always done – that’s okay – it is their life, and they have to live it.

Some will climb aboard…you are welcome!  Bring an associate, or bring your entire list of industry connections!

But make no mistake. The long-hoped for turn-around won’t be the work of one or two, or even a few. It will be the work of many, many thousands – like you! – who make this industry the best value in new homes out there!

“No man is an island.” John Wayne and other hero or heroine movies can be great, but the reality is that each of us needs others. The higher the horse, the further the fall off of it. If you don’t want to fall, team up with the right people and resources, let others help you get your balance, put you on the path and do what it takes.

So when a year from now, we all look back and measure what has been accomplished in 2010, we can say…we did it! We each played a role, we each did our part.

It is do or die.

We will either act out of fear, ego or firm faith in our future!

Which will it be for you?
Here comes the year 2010…We Salute You!

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We really can’t imagine what it was like for those first incredibly hearty souls on that first Thanksgiving day. They had cross the ocean on a rickety sailing ship that would strike fear into our hearts, back in a time when disease was more common and harder to treat. They boarded with vermin and rodents; sharing their wretched meals with them too. They traveled through storm tossed waters, with the boat creaking and groaning all around them. Even good days and ‘smooth sailing’ has to be set in the context of their ‘sanitation’ – or a lack thereof – that would be unimaginable for us today. Surviving that harrowing passage, when they arrived on the New World’s shores, of course they knelt on the ground, thankful to have survived the journey. Later they would be thankful to learn how to catch and grow food from Native people whom they couldn’t communicate so readily with as you or I would. Surviving the wet, the cold, the heat, the travel, the sicknesses and the strangers with whom they’d build bonds stronger than modern steel. They survived the building of what to us would be primitive hut-like structures – thankful to be alive, thankful for even that shelter – because some they’d traveled with had doubtlessly failed to survive…

…fast forward to our own day.

We look forward to a sumptuous meal shared with family and friends, laughing and talking in warmth and comfort. Whatever we have will be a feast indeed compared to what those souls endured more than four centuries ago! Perhaps we will raise a glass in a toast, where they would have raised some rough-hewn cup. We will sit ‘round a table where smiles and laughter can rule, with electric lights to brighten our day compared to the dim candles or smelly lamps they used to grope about with in their darkness.

Yet those souls can teach us, yes, teach us about thankfulness! They – those who survived – taking those first intrepid steps of building a society that would yield what we enjoy today…yes, we can be thankful to them! Then, strengthened by ye olde thoughts and images, let us give thanks with a gusto so pure as we have never given before for our family, our friends, our fellows at work, in our associations and among our many contacts and connections, near and far!

Let us give thanks too for those who secure our borders and streets, and to those who clean those streets, who keep fires and fears at bay, who tend to our medical needs and provide us with the warmth of showers and baths, the comforts of our home and transportation, and for the many who made the delicious smells of baking, cooking and the camaraderie we’ll encounter – a reality!

It is in the context of darkness that we experience the joy of light!

Without the negatives in our lives, we can’t appreciate the positives with which we are privileged!

We naturally tend to lean toward the positives poles – those positive comments – but it is a law of physics that without the positive AND the negative pole in electricity, there would be no POWER! It is the LACKS in our firm, the vacuums in the marketplace and the ‘negative’ lacks in our society that yields up the positive OPPORTUNITIES that we are blessed with TODAY!

Yes, as we look back at a day and time that to even the most humble among us would seem unimaginable, we can and should give thanks. We can be thankful, and then re-energized, re-newed by feasts, family and friends, we can face the challenges that we do and realize they are nothing compared to what they – the thankful! – endured centuries ago! If those pilgrims overcame the winds and the seas…surviving the harshness and hunger, what is it that WE can’t overcome! We must simply clear and renew our minds, redouble our efforts and boldly move ahead to make good things so!

For those of you connected in some form or fashion with the factory-built home industry, let us re-think all that we have, consider all that we offer and raise a glass in a new toast, for Today! For TOMORROW! Let’s remember, some are successful…today. By learning from them, by sharing sound ideas, by teaming up with other enterprising, solution-oriented souls, what is it that we can’t do?!

We can text and tweet, transmit online or televise, telephone and talk about the technological triumphs in housing that we offer! We provide the places where MILLIONS today live, and we can and should provide for MILLIONS more the ever-better hearths and homes that should make those who jig-saw puzzle a house together on site tremble with fear over what we can do!

In time, as populations grow and demand for affordability with style and quality grows with it, we could be producing homes in numbers some may only faintly wish for now. So as we ‘get our act together’ – there shall be months when our industry will produce what it now takes a year to build.

Indeed, since we who have survived the storms of our days, we must already have many if not most of the elements of ‘what it takes’ to move our sales ahead not someday, but TO->DAY!

If you are getting this message directly from me, it is because I’m truly thankful for having learned good things from you.  Happy Thanksgiving.

If you are getting this message from another, it is because someone is thankful for you, and someone wants to encourage you, inspire you, embolden you to be thankful and yes to press on! Learn from those who can teach by their example or words! Use your own gifts to inspire and teach others. Share boldly and confidently with those customers who need what you have! Sure, we must admit our weaknesses. But having done the reality check of that ‘negative’ pole, we should press on with the positive energy of all that we CAN do and all that we have to Offer!

Reach out to those who can be raised up! Feel a courage and confidence rise in your mind and heart that you’ve not felt in years! Tackle the challenges, knowing that it can be done!

Together, in our firms, associations and in our markets, we can make it happen! Thanks to each of you who have taught, shared and inspired me, and thanks for sharing these moments with me that let us boldly look ahead and shout…

Tallyho!

—— > Please post replies and/or your own thoughts of thanksgiving below, and kindly pass this on to those you care about. Thank you and happy Thanksgiving to you and yours! < ———-

If you haven’t already done so, Please consider reading the post: Optimist vs. Pessimist
http://www.mhmarketingsalesmanagement.com/blogs/tonykovach/optimist-vs-pessimist/
don’t forget to check out all the proven sales and marketing strategies found linked from our home page at www.MHMSM.com

For those looking to broaden their professional industry connections, please consider linking up with me on Linkedin – my profile is at: http://www.linkedin.com/in/latonykovach

A recent magazine article by Dr Ranit Mishori pulls together some interesting health facts about people who are optimistic having better health than those who are pessimistic. Citing numerous studies on groups as large as 100,000 people, optimists suffered 16% lower rates of heart attacks, among other findings. Okay, what does this have to do with the MH industry, your business and you?

Arguably, the optimist is much better positioned in business as well. The ‘doom and gloom’ of pessimism tends to negate the notion that we can influence our own destiny and thus improve our business, image, sales results or what have you. The optimist by definition approaches a challenge with the ‘can do!’ attitude, while the pessimist is waiting for nebulous marketing conditions to ‘improve’ and for people to come rushing to their doors.

Personally, my approach is a blend – I want to deal with realities that I face, but then deal with them from the perspective that this issue can be handled and resolved; so what is the best way for me to approach a specific issue?

So one can be an optimist and still admit that its raining! But the optimist doesn’t deny the rain, he simply looks for an umbrella, rain coat or some other solution.

We can’t deny that our industry is still trending down. All the shipping statistics still point to that direction. What we can do is ask ourselves, what can I do in my market, given my resources to make a difference? Or can I draw on other talents, other resources to help me improve my business and results?

Solution orientation vs. doom and gloom! If you practice looking at the solution, that too will lead to more satisfaction, a better bottom line, and as the doctor might say, fewer heart attacks as well. ##

Let me invite you to connect with me at http://www.linkedin.com/in/latonykovach – industry connections welcome!

Well, the early reviews are in!  By cell, land line and email, words like “Excellent!” “Unbelievable!”  “Good content.” “Awesome!” “Great Ideas.”  “Impressive!” and those helpful words to a publisher, “How can I advertise?” too.  The spotlight on that “good content” deserves to be shined on those who provided it.

On behalf of all on the masthead of www.MHMarketingSalesManagement.com , let me say, thank you, because this publication is by and for professionals like you, pros who care deeply about the Manufactured Housing Industry!

A few brief words about our contributing writers.

Beyond what was shared in the Editor’s Introduction, my mind flashes back years ago to the first time I picked up Tim Connor’s best selling book ‘Soft Sell.’ Reading it once was not enough.  Later hearing Tim live brought out the kid in me, and I had to take that photo op with him.  I confess I walked away with stacks of his other fine books and informative CDs. It is no surprise when I recommend him to others, he does the leg work that makes selling and management in the real world perform. We are all fortunate to have Tim’s blog and feature articles on our ionic pages.

Linda Beem has become a personal friend as well as a professional colleague.  The best way for me to impress upon you why her accomplishments in this challenging time in our industry are impressive is to ask you to go to – http://sunsetglenview.com/page3.htm – seeing is believing! What’s on the left side of the page is how her location looked when she walked in the door at Sunset Village some 6 years ago.  What’s on the right is what has taken place since through her personal sales and of course with the logistical support her company, vendors and team mates provided.  One reason to provide “A Capital Idea!” on our pages was to give readers a better idea of what she accomplished solo by selling! Missing her current or future articles are an invitation to miss out on more sales.

I’d further note that much of what Linda does dove-tails nicely with “Soft Sell.” If Linda can do over 360 closed sales in 6 years in what was once a ‘war zone’ community, selling a vision of a future good lifestyle to good people, then the obstacles you face can be over come too!

Which brings us to the subjects of attitude and enthusiasm - captured brilliantly by the Rocker Man - Mike DuPure!  Mike is more electric than his guitar.  You can feel his juice on the phone when you talk and most certainly in person.  He is genuine, thoughtful, goal oriented and hard working too!  Mike has done land home sales as well as community based sales.  He and two team mates produced 75 closings in 90 days at a property in transition where we were doing some – unique! – marketing.  It was at a team meeting when one of his comrades boldly pointed to him and said to the company’s president, “Mike is the best sales person we have!”

To better underscore both Mike’s and Linda’s accomplishments, keep in mind that they were selling at the highest end of the manufactured housing spectrum.  Higher prices, higher site fees, etc…and they still set records that blew others away. Please read, and re-read columns like theirs – download, print them and take them with you – because until you ‘get it,’ once may not be enough.

The good folks at Manufactured Home Source are part of my own tool chest in day to day marketing work.  They don’t just talk about good SEO (okay, Search Engine Optimization) and the like, they provide it for you!  Even better, they deliver what I call – results based marketing.  Unlike days of yore, where you paid for an ad and hoped it delivered, with Manufactured Home Source, you don’t pay until you have the results in hand.  If you haven’t already, do contact them, I did and it works for me and their clients!

Speaking of Manufactured Home, the words don’t hardly slip onto a page without adding the word Merchandiser.  It is such a pleasure to give Chris Olvera an opportunity to share with us verbal snapshots from inside the Merchandiser’s proud history!  Personally, I owe the Merchandiser a debt of gratitude, because it was the first industry trade journal I picked up and one that I’d be picking up today if I could.  Further, we all owe the Manufactured Home Merchandiser a word of thanks – and yes Chris – a raising of the glass because they provided news and views we could use.  Well done!

I’d tarry a bit on the Merchandiser and trade journal topic, because I believe that leaders are readers.  I don’t just mean the casual picking up of a newspaper or browsing stuff on-line, I mean focused reading that is more like an MD or attorney doing vital research.  If your doctor read an important topic just once, he’d likely end up guilty of malpractice later on, right? I personally read publications like Automated Builder and the Journal. One reason we include their links as well as one to the Allen Letter is because reading industry publications is a key to understanding and thus leading.  The Manufactured Home Industry needs and deserves to lead housing in the days ahead.

Reading – more like studying and applying what we learn – is vital for success.

Which brings me to the topic of Around the Campfire.  Every firm and organization needs to find ways to form and inform their people.  Greg McClanahan and company have incredibly low cost, enhanced results via their ground breaking training system in the bag for you to open and benefit.  For a mom and pop operation to the big national firms, you owe it to yourself to not just read his article to learn more, but to call him and see how doing this sort of training for your team is a total no brainer.  Greg is himself an active industry veteran with dozens of MH firms he’s worked with over the years to improve their business. Greg in a few words can say so much that it will challenge and keep you moving you ahead.  Isn’t that what you want from your team?  To improve and move ahead?  Enough said! J

Call Source’s Sherrie Franklin delivers too!  The legal land minds that are out there are astonishing.  I read just yesterday about a 6 figure settlement in a fair housing dispute.  I believe the exact number was $161,000.  Okay, let’s do the math.  A few dollars in training my team on what NOT to do wrong and HOW to do it RIGHT, invested in a firm with thousands of clients from coast to coast, including some of the MHC world’s biggest REITS.  A few dollars to keep you out of the headache, heart ache and time lost in fighting a fair housing claim.  It’s like an oil change, invest a little now to save a ton of money later!  Besides, as you’ll see in next month’s feature from Call Source, these folks to a whole lot more than just help you avoid the legal land mines.  They help you sell more too!  I personally use Call Source in my marketing efforts daily, and if you do, you’ll love ‘em too.  We are proud to have Sherrie on our Masthead and look forward to more from her and her Call Source colleagues in issues ahead!

When I saw Jim Talerico, Jr. being interviewed on MSNBC, my mind pondered how this talented gent I met years ago quietly finds ways to improve bottom line business performance.  “Congenial” Jim has appeared in places like the Wall Street Journal and the New York Times.  Just as factories today are doing lean production to improve their bottom lines, Jim has an eye opening process that helps your business do more of what you want it to do!  Remember, the doctor who examines himself is not objective and thus often misses things he’d find in a patient.  Jim brings new eyes, years of experience and real world solutions to the problems that plague business large and small alike.  The reason Congenial – and Jim is that! – has received coast to coast media coverage is because he’s worked for clients large and small from coast to coast; and he delivers.

Having news items from Danny Ghorbani’s MHARR, MHI and other Associations and sources is priceless.  Personally, I love talking to Danny – as busy as he is – Mr. Ghorbani was one of the first to personally pick up the phone and express his good wishes for this project.  Yesterday, he also called to praise the launch of www.MHMarketingSalesManagement.com and encourage us to press ahead sharing insights and information for the sake of industry builders and all in this business. Passion and Purpose for the Industry come to mind when I think about Danny, and others, who work tirelessly to promote our industry’s well being in D.C, or in state capitals, or at your local district.  Sure, there are differences in view points between some of these leader’s minds!  Good! It is in the clash of ideas – it is in testing – that a person’s or thought’s true metal is forged!  Bring on the association’s news and view, we welcome them all!  To me, it was one of the many benefits of the Merchandiser, to be able to read such news stories.  We hope those news items and sources grow over time here on our web pages.

Speaking of different being good, I’d love to take a moment to invite those with their field of expertise to share them on these pages in upcoming issues!  In feature articles or on blogs, in forum posts or replies to other’s columns, bring it on! One of the great advantages that an ezine has is that we aren’t limited by space constraints.  We also have the ability to interact rapidly with readers via replies, forums and blogs.

Finally, I want to raise the glass to Bob Stovall.  The greatest content in the world means nothing if it is improperly shared.  It isn’t until you get into a project like doing a magazine – print or online – that you realize how much time and effort go into it.  The ‘behind the scenes’ stuff are what make something go. Let me preface my remarks about Bob by saying that I personally do html and have done dozens of websites for various firm’s and enterprises in recent months alone.  But what I do is basic – for years now, any time I need something special done online, Bob is the first call and the last call that I have to make.  Before Al Gore claimed to invent the Internet, Bob was there. When something goes wrong (and doesn’t it always?), I can turn to Bob, and he either fixes it for me or when I’m using my beaner, I call Bob and he does it right for me the first time around.  In the 3 days before the launch of www.MHMarketingSalesManagement.com , I estimated Bob put 51 hours personally into the project.  My point is that Bob knows what to do and he does what it takes.  When I asked him to change something, voila! It was done!  If you like what the others have shared, please, let’s thank God for Bob Stovall for making the webmaster side of this ezine possible.

More important for you and your business, if you haven’t reviewed Bob’s Socialnomics yet, you’d better.  Again, as background for my comments, I’d say, I still do many traditional – as well as novel – forms of marketing, depending on a client’s needs.  It is all about the bottom line results, so you do what works in a given situation.  If we as an industry want to attract a new generation of customers, we’d better be where they are.  Bob…is…there.   This issue is just the start – follow Bob’s column and blog, for your sake and for the sake of the MH industry!

Did I say finally?  Last but not least is YOU.  Thank you for being here. Thanks for caring about our industry!  Thanks for wanting to improve performance, because that is what this is about:  Innovation – Information and Inspiration for Industry Professionals!

Meetings are great, I love to attend them.  I learn from them and appreciate the efforts and information presented.

Here, at www.MHMarketingSalesManagement.com industry pros can meet virtually, and as often as you wish, for free!  No need for a big budget, no need for tons of time or money invested.  Here we seek to provide you with a forum that permits the showcasing of tried and true ways to improve performance.  Here you can Discover new ways to protect and enhance your profits.  Sometimes it may be ‘in the basics.’  Some may read a column and say, “I knew that…” – but what about that new sales person in the office down the hall…did they know that?  Or sometimes it may be the cutting edge.  What about the firm or marketing department that hasn’t successfully used YouTube or Facebook to grow their business?

A new day is dawning.  Our industry produces the BEST products we ever have!  We can absolutely rival ‘site built’ features and quality – often out performing them – and at a fraction of the price.  What we need to learn – or re-learn – is how to articulate our message to the home buying public.  If a big budget national image campaign isn’t in the card, we need to reveal the low cost ways of getting big budget results!

Come and see…from job postings – to news – to the photo gallery – to videos – to great feature writers – you’ll find it here, you’ll share it at www.MHMarketingSalesManagement.com.  Welcome aboard, sign up for e-alerts and to access back issues.  Keep on coming because you will see…This is a resource and platform you won’t want to be without!###