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THE OURNAL VOL. 33 NO. 8 August 2013 The Magazine For Manufactured & Modular Housing Professionals Coming In September Financial Focus Edition ABOUT THE COVER This month's cover photo is courtesy of Clayton Homes/Rutlege. Visit their website at: www.claytonhomes.com GEORGE PORTER What's A Ridge Beam Support Column SCOTT STROUD contents Your Best Salesperson is Looking Tired mharr viewpoint Danny Ghorbani discusses legislative expansion of chattel financing. 12 service & set-up George Porter discusses ridge beam support columns. 14 community consultant Frank Rolfe discusses understanding dangers in risky community business. 18 marketing consultant Scott Stroud discusses your website -- your first impression and best salesperson. 20 J THE J AUGUST 2013 OURNAL President & Publisher . . . . . . . . . . . . . . . . . . . . . . .Jim Visser STAFF Office Manager & Associate Editor . . . . . . . . . . . . .Shelia Stiner Circulation Manager . . . . . . . . . . . . . . . . . . . . . . . .Shirley Visser Photography . . . . . . . . . . . . . . . . . . . . . . . . . . . .James Visser, Jr. National Modular Sales Consultant . . . . . . . . . . .Melissa Bishop Contributors Political And Associations . . . . . . . . . . . . . . . . .Danny Ghorbani MH Association for Regulatory Reform and Development Finance, Marketing & Retailing . . . . . . . .Ed Hicks Service & Set-Up . . . . . . . . . . . . . . . . . . . . . . . . . . .George Porter Sales Management . . . . . . . . . . . . . . . . .Grayson Schwepfinger Modular Consultant . . . . . . . . . . . . . . . . . . . . . . . . . .Scott Stroud Community Consultant . . . . . . . . . . . . . . . . . . . . . . . .Frank Rolfe Community Law . . . . . . . . . . . . . . . . . . . . . . . . . . .HKC Law Firm The ONLY Monthly Industry Magazine! Don't Miss Out... Reserve your ad space now. Call 706-655-2333 community law John Pentecost discusses ADA Claims -- Is there a target on your back? 22 sales management Grayson Schwepfinger discusses closing up front. 24 sales marketing John Graham discusses business truisms that aren't true and cause trouble. 26 development marketing Ed Hicks answers questions on land/lease communities. 28 get it quick Find out information on advertisers in this issue. 29 Mailing Address: P.O. Box 288 Manchester, GA 31816 Shipping Address: 1069 Judson Bulloch Road Warm Springs, GA 31830 E-Mail: news@journalmfdhousing.com Web Page: www.journalmfdhousing.com Volume 33 Issue 8. THE JOURNAL is sent monthly. All rights are reserved. Permission to reprint given only upon written request. The Journal is solely owned and operated by J & S Publishing Co. and is not affiliated with or run by any outside organization. It is solely supported by advertising and is distributed to industry related businesses throughout the United States. Any questions or comments should be forwarded to Jim Visser, President and Publisher at 706-655-2333. POSTMASTER: Send address changes to THE JOURNAL, P.O. Box 288, Manchester, GA 31816.