HBAGTA and NAHB Profit By Association

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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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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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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!