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PROFIT BYASSOCIATIONHome Builders Association of the Grand Traverse Area, Inc.Donn Westman, Membership Committee Chair
* Revised 2008
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PROFIT BYASSOCIATIONHome Builders Association of the Grand Traverse Area, Inc.
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Moderator:Membership committee
Representatives
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HBA Membership Builds
Relationships
Increases Knowledge
Boosts Profit
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Program Objectives Understand HBA structure and
opportunities
Craft a plan for success
Learn the basics of networking
Define “Relationships”
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CONGRATULATIONS!CONGRATULATIONS!Home Builders Association membership: Home Builders Association membership: the first step to building your business the first step to building your business success.success.
HBA/BIA A federation The Voice of the Housing
Industry– Advocacy– Education– Business opportunity
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Member TestimonialEvery member who wants to grow their
business efficiently and professionally should belong to NAHB where technical, financial, legal and marketing information is readily
available; where networking opportunities are limitless; who reminds our elected officials of our economic impact; and who orchestrates many instances of giving back to our local
communities. -- Jack Saunders
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Did You Know? When you joined your HBA:
You also joined the state and national levels of the organization
To find out more about state association <enter state HBA web page here>
To find out about NAHB member benefits: http://www.nahb.org NAHB Member Service Center (800) 368-5242,
ext. 8600 You now enjoy all the benefits and privileges of
membership at all levels!
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Your HBA Structure(Committees and Councils)Get Connected! Get Involved!
Board of Directors Committees Staff Networking Events
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Your HBA Structure Board of Directors Membership Committee Green Build Committee Public Relations Committee Scholarship Committee Legislative Committee Codes & By Laws Committee Good Works Committee
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Your HBA Structure Special Events
– Golf tournaments, Parade of Homes, EXPO, etc. – Charity events (i.e. NMC BBQ).
HBA Education– NAHB University of Housing
• Designation Programs (e.g. CGA, CAPS, etc.)• Educational Conferences
– Local Education Programs• Builder Forums• Learn at Lunch
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Plan For Success
Once you understand your HBA structure, you can begin to map a successful networking plan.
Start With a Personal Evaluation:– How long have you been in the industry? – Do you have / offer specific technical knowledge?– Are you outgoing or do you possess a quieter
personality?– Make an honest personal assessment of the image you
project.
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Plan For Success
Target Activities That Best Fit Your Product or Service:– HBA activities, committees, & councils. – Rank them in terms of business potential.– Evaluate the commitment
• Time required vs. time you can devote• Nothing is worse than making commitments
you cannot keep.– General membership meetings – a priority.
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Basics of Networking Mentor Third Party Introductions HBA Staff Committees Special Events &
Community Service GMM’s / Tabletops Sponsorships
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Basics of Networking Find a Mentor
– Identify a successful and active member. – Ask them to help you build contacts and make
introductions. Introductions
– Best if you someone can introduce you to a contact.– Brief, focused, and memorable.– Leave time to find out about them.– Don’t pounce!
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Basics of Networking HBA Staff
– They know everyone and can introduce you to key players or help you find a “mentor’ in the organization.
Committees– Identify the groups that best fit your goals. – Working side-by-side with builders is a great
way to develop contacts. – During meetings stick to the meeting business. – Use breaks and after meeting time to for
introductions.
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Basics of Networking Special Events / Community Service
– Rewarding & fun opportunity for shoulder-to-shoulder time with contacts.
General Membership Meetings (GMM) / Tabletops– Regular attendance is vital to membership
success!– Associates often offered tabletop display
opportunities. Sponsorships
– Maximize exposure and recognition. – Supports HBA member services
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Basics of NetworkingUse Your HBA Membership to Your
Advantage: Eliminate Cold-Calling:
– Correctly planned, you should seldom have to cold-call an introduction.
– Target contacts at meetings or events. – Remember, third-party introductions are best.
Gain Knowledge About their Business:– Check with your sources – gather information in
advance with just a little leg work.• Visit web page or job-site• Identify upcoming projects
– How does your product / service meet their need?
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Basics of NetworkingUse Your HBA Membership to Your
Advantage: When you make your contact:
– Be brief – name, company, product & special comment.
– Put your research to work• Ask a few quick open-ended questions• Get a business card and ask for permission to give
them a call. Show respect
– Let them talk if they want otherwise keep it short.– Don’t pounce!
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Basics of NetworkingUse Your HBA Membership to Your
Advantage: Follow-Up & Follow-Through:
– Do what you promised to do in the timeframe you promised.
– Send materials (catalogs, brochures, etc.) on time. Notes & Letters:
– Recognize and thank them for their time. – A handwritten note best expresses your personal
thanks– There is a reason email is cheap!
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Relationships Defined
Webster’s definition:– connection, as in thought, meaning– a kinship
Kinship: a “a close connection” Networking Goal:
– Building close connections.
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Relationships Defined“People do Business with People they Like” All else being equal (product, service, price, etc.),
the person who the customer likes will get the business
Being liked = being respected, trusted, and valued. Studies indicate the relationship between buyer
and seller is the single biggest influence on the buying decision!
Building relationships gives you a business advantage.
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SUMMARY
You have learned about your HBA structure and opportunities.
You have started a plan for success You have reviewed the basics of networking You have defined relationships
Now it is up to YOU!Good Luck and Good Selling!
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