FHBA Sales & Marketing Council Quarterly Newsletter

Mission Statement – Provide Education, Training and Marketing Services to the FHBA, Local HBA’s, Builders, Councils and SMC Members by providing necessary resources and services that create value.

Friday March 26, 2010

Message From The Chairman

Brenda Kunkel, MIRM, CMP, MCSP, ePRO®, Realtor®

The Southeast Building Conference (SEBC) has always been an important venue for sales and marketing professionals.  But this year's SEBC, scheduled July 22-24 at the Orange County Convention Center in Orlando, will be a real show-stopper for all FSMC members.  The Keynote Speaker for the Opening Ceremony is Sgt. Matt Eversmann, the real-life hero of the acclaimed book and movie "Black Hawk Down."  There's so much happening and all of it is targeted to the recovery and needs of the FHBA members - whether you're a builder, subcontractor, vendor, remodeler or associate.  Yes, everyone benfits.  And so our Sales & Marketing members, we have a line-up that echoes the likes of the International Builders Show.

Gayla Lees, our FSMC Trustee LIaison to SEBC, has outdone herself, called in all her favors and organized the best programs that will help you be well prepared for the recovery and beyond.   Along with the best programs and best speakers/trainers, Gayla is organizing lots of fun and some competition for our local Sales & Marketing Councils.  Best of all, the Sales Summit on Friday, July 23rd is only $25 for Florida SMC Members!  Now that it!  I can't give away all of the secrets, so get registered at www.sebcshow.com/registration and prepare to be the best you can be for your recovery!

Brenda Kunkel is the Chairman of the Florida Sales & Marketing Council Board of Trustees

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What's Your Secret?

By Steven Hoffacker, CAASH, CAPS, CGP, CMP, CSP, MCSP, MIRM

There is something that all of us have that we probably don't utilize as fully or completely as we might.  It's our Secret Ingredient.

 It is different for each of us, but we all have a special quality that gives us an edge over the competition.  It can be the way we work with people, our attention to detail, the way we remember things, our communication skills, our personality, our smile, or our sense of humor.  It might be the way we dress, the way we make our customers feel when they work with us, or our product knowledge.

 This is something that each of us has - that when used with all of the other skills that we have - makes a unique blend of attributes that we offer our customers when we engage then and attempt to address their needs.

 Hooray for our secret ingredient!

Steve Hoffacker is principal of Hoffacker Associates LLC, a West Palm Beach, Florida based real estate sales and marketing consultancy and commercial real estate brokerage. www.stevehoffacker.com

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Mobilizing Your Marketing

By Kelly Bosetti   MIRM, CMP, CSP, Realtor®

Mobility, in terms of telephonic-based communications, has become ubiquitous in everyday life—on a truly global scale. What was once simply a means of sharing spoken words; cell phones have evolved to become a traveling information submittal and retrieval device, entertainment center, educational resource, camera, video recorder, gaming palace, geo-locator, social messenger, plus a whole lot more. And, with advancements accelerating at an almost exponential pace with respect to hand-held technology, it’s no wonder that savvy folk quickly realized potentiality within the realm of advertising.

Kelly Bosetti is CEO/President of CEA Marketing Group, a full service marketing & advertising agency with specialties in mobile and social media marketing.

www.ceamarketing.com

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What Happens in Google, Stays in Google

By Meredith Oliver

Managing your company’s online reputation has never been more challenging since the advent of social media. If someone has something negative to say about your company, they can let thousands of their followers know about it within minutes as a result of Twitter. If you’re not monitoring the conversation, your company’s reputation can be seriously damaged. So think of Google a lot like Las Vegas…what happens in Google, stays in Google, potentially for a really long time! You need to know what people are saying!

Meredith Oliver is an Internet sales and marketing expert, professional speaker, consultant and founder of Meredith Communications and the Internet Marketing Hotline. www.creatingwow.com
 

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Video Mystery Shops Show Poor Connecting Skills

 By Melinda Brody, MIRM

Our benchmark study from 42 builders last year shows many trends in video shopping. One of things we notice is how fast a sales rep starts discussing product and takes the focus off the buyer.
We need to build rapport before we build a home! Here are 7 easy ways to make the connection and build trust with your buyers:

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Melinda Brody, MIRM has been inspiring and evaluating salespeople for almost two decades. She offers sales seminars, keynotes and video mystery shopping services for builders across North America.
www.MelindaBrody.com
 

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Are You Ready to Go for the GOLD?

By Kimberly D. Mackey, MCSP, CMP, Realtor®

Close your eyes. Envision yourself in the Opening Ceremonies, the Olympic Fanfare music is playing loudly…Ba Ba, ba ba ba ba bum, ba ba ba ba, ba ba ba bu di bum bum…as you and your teammates proudly walk into the Olympic Stadium. You are proudly wearing your companies colors—flag held high! This is it the moment you have trained your entire career for! This is your time to shine! Are you there? How does it feel? How proud are you at this moment? How much more special is it because you know that you just didn’t get there on a wing and a prayer, but you got there by working and working, constantly honing your craft. Hours and Years of training, practice, sacrifice, and dedication. This is that time when it all comes together. This is when it pays off! The contest will be the most difficult one of your career, but you know you are ready. You know you have done the work. You know you DESERVE to win and that YOU ARE going to WIN!
 

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Creative Sales Solutions, founded by Kimberly Mackey, is dedicated to providing the Sales and Leadership Solutions You Need Right Now. www.creativesalesnow.com

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