Issue link: https://read.dmtmag.com/i/84809
or similar. The better we are at streamlining these processes, the better off we are; fewer sur- prises occur and fewer items (or prospects) 'fall through the cracks'. When we develop and follow clear processes, we spend less time ac- complishing routine tasks. You probably a 'certain way you like to do things', perhaps without ever thinking about them or writing them down. But here's a tru- ism that can yield substantial results: That which we measure tends to improve. In my consulting practice I spend a signifi- cant amount of my time helping clients define and refine their processes, including lead gen- eration, nurturing, sales, follow up, and con- Calendar of Events NOVEMBER Nov 7 - Nov 8 Wisconsin Housing Alliance Annual Conference Holiday Inn Hotel & Suites, Madison, WI Contact: Julie Patten (608) 255-3131 JANUARY 2013 Events JANUARY Jan 23 - Jan 25 Louisville Manufactured Housing Show Kentucky Exposition Center, Louisville, KY Contact: Dennis Hill (770) 587-3350 FEBRUARY FEBRUARY Feb 24 - Feb 26 2013 MHI Legislative Conference and Win- ter Meeting, Sheraton Crystal City, VA/ Washington, D.C. Contact: Cheryl Langley (703) 558-0668 Feb 28 - Mar 3 Great Southwest Home Show QuikTrip Center Expo Square, Tulsa, OK Contact: Deanna Fields (800) 234-6426 APRIL Apr 16 - Apr 18Apr 16 - Apr 18 2013 National Congress & Expo Paris Hotel, Las Vegas, NV Contact: Cheryl Langley (703) 558-0668 www.GreenCourtePartners.com/MHCJ(847) 582-9420 No. 18 on Get It Quick Page OCTOBER 2012 25 THE JOURNAL trol of cash flow. Each of these is a definable process that can be measured and improved on – and often automated – to improve cash flow and profits. 10. Develop Dynamic Networks No business is an island. The more people you have helping you promote your homes or community, the greater your reach will be. Re- ferral sales are the easiest and least costly cus- tomers you can acquire, so focus on building a dynamic referral network. Realtors are a logical place to begin network- ing, and most agents are open to referral com- missions and agreements. Your professional relationships and Chamber of Commerce should also be tapped as part of your network market- ing campaigns. But go further. Brainstorm ways that you can you formalize referral arrangements with vendors, suppliers, and employees that get them excited about promoting and referring new customers. And, don't fail to include your current residents, tenants and owners. Do you have a Customer Loyalty Program in place that makes them feel good about referring their friends and family to your community or store? So, it's taken three months to consider why the market is ripe and ready to see manufactured homes and communities in a brand new light, and ten steps you can take to replace negative perceptions with the current reality – beautiful, efficient and affordable homes that offer com- fort, security and something new: pride of own- ership. What if everyone reading this committed to take just one step today… then another… then another? What would that mean for our indus- try as a whole, or for your business specifically? What's the first step for youto take? Now, do it. T J GCP Actively Acquiring Land-Lease Communities Nationwide Bill Glascott, Managing Director BillGlascott@GreenCourtePartners.com Green Courte Partners® Scott Stroud helps manufacturers; retailers and communities better tell their story and communicate their benefits to buyers. He is the co-founder of BuilderRadio.com and Q3 Marketing, teaches and advises on sales, marketing automation, nurturing programs and social media, and offers sales and marketing coaching through The Selling More Homes Academy. sstroud@builderradio.com, or call 606-677-0447. Contact Scott at