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SEPTEMBER 2012 J OURNAL September 2012 The Magazine For Manufactured & Modular Housing Professionals Focus FINANCIAL 2012 • U.S. Bank MH Finance • Security Mortgage Group• Wells Fargo Bank • 21st Mortgage Corporation • Monroe & Giordano, LLC • Beech Street Capital • Tremont Realty Capital • CU Factory Built Lending class of 2012 RV/MH Heritage Foundation inducts the class of 2012 into Hall of Fame 2012 financial focus Learn about financial companies and the programs they offer for our industry. 6 10 mharr viewpoint Danny Ghorbani discusses making manufactured housing a central part of HUD's mission. 14 service & set-up George Porter discusses things that need inventing. development marketing Ed Hicks discusses homes sales and the home market today. mhi focus Dick Jennison discusses preserving industry access to financing. community consultant Frank Rolfe discusses what community owners can agree on. marketing consultant Scott Stroud discusses selling to or against buyer perceptions. sales management Grayson Schwepfinger continues his series of articles on sales management. 18 20 22 24 26 28 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 32 Issue 9. 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 dis- tributed 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. VOL. 32 NO. 9 JOURNAL President&Publisher .......................Jim Visser STAFF Office Manager & Associate Editor . . . . . . . . . . . . .Shelia Stiner CirculationManager ........................ShirleyVisser Photography ............................JamesVisser,Jr. National Modular Sales Consultant . . . . . . . . . . .Melissa Bishop Contributors Political And Associations . . . . . . . . . . . . . . . . .Danny Ghorbani MH Association for Regulatory Reform and Richard Jennison, Manufactured Housing Institute Development Finance,Marketing & Retailing . . . . . . . .Ed Hicks Service&Set-Up ...........................GeorgePorter Sales Management . . . . . . . . . . . . . . . . .Grayson Schwepfinger Modular Consultant ..........................ScottStroud CommunityConsultant ........................FrankRolfe The ONLY Monthly Industry Magazine! Don't Miss Out... The November Issue is our Show Preview Edition Reserve your ad space now. Call 706-655-2333 contents THE THE