February 11, 2017

Peer to Peer, Member to Member

I have always enjoyed selling. Having someone understand what you are speaking about and then watching as their realization that you have something they need or value. It truly is truly an art form although it's not 100% fool proof. Knowing your subject, inside and out, is a sure method of placing you in the direct line of success. Having the passion for your beliefs is the absolute next step in the eventual "sale."

What we, as either members of the National Association of Home Builders (NAHB) or home builder association (HBA) staff, all have in common is for our industry to be a success, or at least have the elements in place that are needed for any type of sustained success.

Now, to the subject matter...
Whether we like it or not, there is one fact that won't change in potential negative situations for our industry; politics. Legislators at both the state and federal level are the ones engaged with law making and policy direction. They do so based on a combination of common sense and the views, as well as the feelings, of their constituents. Sometimes those constituents are us, building industry lifers. Sometimes those constituents are environmentalists (who live in homes) or NIMBYs (Not In My Back Yard HOME owners) that don't want others to have what they already acquired.

Sometimes common sense rules and bills pass. Most times votes (membership) and strong campaign "war chests" (PACs) are the path to election or re-election and that is why, what we do as HBA/industry activists, is so important. The sell that we face is getting "others" to see a need and a value to buying into our political process.

You see where I'm going with this?

If I may humble brag, in July of 2011, I began a series of blog articles that were well received across the federation. Many HBA staff and engaged members asked if they could utilize my articles for their own "sales" attempts. What I have learned over the years from many legends in our industry is not for me to keep what I have learned. It is to be shared, improved upon and hopefully fills the need to have better fundraising for the only thing that stands between us and industry success.

So I invite you to read, or re-read, the below articles. Take them and mold them to your desired presentation or conversation.

submitted by Michael Kurpiel, CGA, CGP


No comments: