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Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
Nahb Associates Profit By Association02 11
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Nahb Associates Profit By Association02 11

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  • MODERATOR NOTE: Thank you for coming to our presentation today. We hope you are able to take away some pointers on how to network at our Association Events and help grow your professional network and business.
  • Transcript

    • 1. PROFIT BY ASSOCIATION Builders Association of Western Nevada
    • 2. HBA Membership <ul><li>Builds Relationships </li></ul><ul><li>Increases Knowledge </li></ul><ul><li>Boosts Profit </li></ul>
    • 3. Program Objectives <ul><li>Understand HBA structure and opportunities </li></ul><ul><li>Craft a plan for success </li></ul><ul><li>Learn the basics of networking </li></ul><ul><li>Define “Relationships” </li></ul>
    • 4. Your HBA Structure (Committees and Councils) <ul><li>Get Connected! Get Involved! </li></ul><ul><li>Committees </li></ul><ul><li>Councils </li></ul><ul><li>Networking Events </li></ul>
    • 5. Your HBA Structure <ul><li>Associates Committee – Coordinates associate member involvement in support of the HBA. Meets 2 nd Wednesday every month at 4 PM at BAWN </li></ul><ul><li>Membership Committee – Works to recruit new members and retain current members. Meets 3 rd Thursday every month at 4 PM at BAWN </li></ul>
    • 6. Your HBA Structure <ul><li>BAWNR Remodelers Council – Focus on the remodeling industry. Meets the 4 th Thursday every month at 3 PM at BAWN </li></ul><ul><li>Government Affairs Committee – Focus on fair legislative action for builder community. Meets the 4 th Wednesday every month at 12 PM at BAWN </li></ul><ul><li>Women’s Council – Women who work in all aspects of the building industry, support for BAWN and Scholarship program. Meets the 3 rd Wednesday every month at 4 PM at BAWN </li></ul>
    • 7. Your Future HBA Structure? <ul><li>Sales & Marketing Council –The sales representatives and sales managers for building companies. </li></ul><ul><li>50+ Council –Those involved in all aspects of 50+ housing (e.g. design, development, and sales & marketing). </li></ul><ul><li>Commercial Council – Focus on the commercial building industry </li></ul>
    • 8. Your HBA Structure <ul><li>General Membership Meetings </li></ul><ul><ul><li>Installation of Officers </li></ul></ul><ul><ul><li>April 21 st 7:30 AM Breakfast Meeting </li></ul></ul><ul><ul><li>October 20 th 7:30 AM Breakfast Meeting </li></ul></ul><ul><li>Special Events </li></ul><ul><ul><li>Women’s Council Wine, Women & Chocolate </li></ul></ul><ul><ul><li>Annual Barbecue </li></ul></ul><ul><ul><li>Nevada Day Pancake Breakfast </li></ul></ul><ul><ul><li>Christmas Party </li></ul></ul><ul><li>Social Media Networking “LinkedIn” </li></ul><ul><ul><li>BAWN Network being launched. Build your online presence with professional social networking. www.linkedin.com </li></ul></ul><ul><ul><li>BAWN Network at http://www.linkedin.com/e/vgh/1799170/ </li></ul></ul><ul><li>HBA Education </li></ul><ul><ul><li>NAHB University of Housing </li></ul></ul><ul><ul><ul><li>Designation Programs (e.g. CGP, CAPS, etc.) </li></ul></ul></ul><ul><ul><ul><li>Educational Seminars (2 hours/$20) </li></ul></ul></ul>
    • 9. Plan For Success <ul><li>Once you understand your HBA structure, you can begin to map a successful networking plan. </li></ul><ul><li>Start With a Personal Evaluation: </li></ul><ul><ul><li>How long have you been in the industry? </li></ul></ul><ul><ul><li>Do you have / offer specific technical knowledge? </li></ul></ul><ul><ul><li>Are you outgoing or do you possess a quieter personality? </li></ul></ul><ul><ul><li>Make an honest personal assessment of the image you project. </li></ul></ul>
    • 10. Plan For Success <ul><li>Target Activities That Best Fit Your Product or Service: </li></ul><ul><ul><li>HBA activities, committees, & councils. </li></ul></ul><ul><ul><li>Rank them in terms of business potential. </li></ul></ul><ul><ul><li>Evaluate the commitment </li></ul></ul><ul><ul><ul><li>Time required vs. time you can devote </li></ul></ul></ul><ul><ul><ul><li>Nothing is worse than making commitments you cannot keep. </li></ul></ul></ul><ul><ul><li>General Membership Meetings – a priority. BAWN GMM’s will be in April and October this year. Annual Installation of Officers GMM is always in January. </li></ul></ul>
    • 11. Basics of Networking <ul><li>Mentor </li></ul><ul><li>Third Party Introductions </li></ul><ul><li>HBA Staff </li></ul><ul><li>Committees / Councils </li></ul><ul><li>Special Events & Community Service </li></ul><ul><li>GMM’s / Tabletops </li></ul><ul><li>Sponsorships </li></ul><ul><li>Education Programs </li></ul><ul><li>Social Media Networking: LinkedIn </li></ul>
    • 12. Basics of Networking <ul><li>Find a Mentor </li></ul><ul><ul><li>Identify a successful and active member. </li></ul></ul><ul><ul><li>Ask them to help you build contacts and make introductions. </li></ul></ul><ul><li>Introductions </li></ul><ul><ul><li>Best if someone you know can introduce you to a contact. </li></ul></ul><ul><ul><li>Brief, focused, and memorable. </li></ul></ul><ul><ul><li>Leave time to find out about them. </li></ul></ul><ul><ul><li>Don’t pounce! </li></ul></ul>
    • 13. Basics of Networking <ul><li>HBA Staff </li></ul><ul><ul><li>They know everyone and can introduce you to key players or help you find a “mentor’ in the organization. </li></ul></ul><ul><li>Committees/Councils </li></ul><ul><ul><li>Identify the groups that best fit your goals. </li></ul></ul><ul><ul><li>Working side-by-side with builders is a great way to develop contacts. </li></ul></ul><ul><ul><li>During meetings stick to the meeting business. </li></ul></ul><ul><ul><li>Use breaks and after meeting time for introductions. </li></ul></ul>
    • 14. Basics of Networking <ul><li>Special Events / Community Service </li></ul><ul><ul><li>Rewarding & fun opportunity for shoulder-to-shoulder time with contacts. </li></ul></ul><ul><li>General Membership Meetings (GMM) / Tabletops </li></ul><ul><ul><li>Regular attendance is vital to membership success! </li></ul></ul><ul><ul><li>Associates often offered tabletop display opportunities. </li></ul></ul><ul><li>Sponsorships </li></ul><ul><ul><li>Maximize exposure and recognition. </li></ul></ul><ul><ul><li>Supports HBA member services </li></ul></ul><ul><li>Education Programs </li></ul><ul><ul><li>Attend NAHB designation classes, network with students from across the country </li></ul></ul><ul><ul><li>Attend 2 hour Seminars hosted by BAWN to network with members and local consumers who may attend </li></ul></ul><ul><li>Social Media </li></ul><ul><ul><li>LinkedIn </li></ul></ul><ul><ul><li>BAWN Network at LinkedIn </li></ul></ul>
    • 15. Basics of Networking <ul><li>Use Your HBA Membership to Your Advantage: </li></ul><ul><li>Eliminate Cold-Calling: </li></ul><ul><ul><li>Correctly planned, you should seldom have to cold-call an introduction. </li></ul></ul><ul><ul><li>Target contacts at meetings or events. </li></ul></ul><ul><ul><li>Remember, third-party introductions are best. </li></ul></ul><ul><li>Gain Knowledge About their Business: </li></ul><ul><ul><li>Check with your sources – gather information in advance with just a little leg work. </li></ul></ul><ul><ul><ul><li>Visit web page or job-site </li></ul></ul></ul><ul><ul><ul><li>Identify upcoming projects </li></ul></ul></ul><ul><ul><li>How does your product / service meet their need? </li></ul></ul>
    • 16. Basics of Networking <ul><li>Use Your HBA Membership to Your Advantage: </li></ul><ul><li>When you make your contact: </li></ul><ul><ul><li>Be brief – name, company, product & special comment. </li></ul></ul><ul><ul><li>Put your research to work </li></ul></ul><ul><ul><ul><li>Ask a few quick open-ended questions </li></ul></ul></ul><ul><ul><ul><li>Get a business card and ask for permission to give them a call. </li></ul></ul></ul><ul><li>Show respect </li></ul><ul><ul><li>Let them talk if they want otherwise keep it short. </li></ul></ul><ul><ul><li>Don’t pounce! </li></ul></ul>
    • 17. Basics of Networking <ul><li>Use Your HBA Membership to Your Advantage: </li></ul><ul><li>Follow-Up & Follow-Through: </li></ul><ul><ul><li>Do what you promised to do in the timeframe you promised. </li></ul></ul><ul><ul><li>Send materials (catalogs, brochures, etc.) on time. </li></ul></ul><ul><li>Notes & Letters: </li></ul><ul><ul><li>Recognize and thank them for their time. </li></ul></ul><ul><ul><li>A handwritten note best expresses your personal thanks </li></ul></ul><ul><ul><li>There is a reason email is cheap! </li></ul></ul>
    • 18. Relationships Defined <ul><li>Webster’s definition: </li></ul><ul><ul><li>connection, as in thought, meaning </li></ul></ul><ul><ul><li>a kinship </li></ul></ul><ul><li>Kinship: a “a close connection” </li></ul><ul><li>Networking Goal: </li></ul><ul><ul><li>Building close connections . </li></ul></ul>
    • 19. Relationships Defined <ul><li>“ People do Business with People they Like” </li></ul><ul><li>All else being equal (product, service, price, etc.), the person who the customer likes will get the business </li></ul><ul><li>Being liked = being respected, trusted, and valued. </li></ul><ul><li>Studies indicate the relationship between buyer and seller is the single biggest influence on the buying decision! </li></ul><ul><li>Building relationships gives you a business advantage. </li></ul>
    • 20. SUMMARY <ul><li>You have learned about your HBA structure and opportunities. </li></ul><ul><li>You have started a plan for success </li></ul><ul><li>You have reviewed the basics of networking </li></ul><ul><li>You have defined relationships </li></ul>Now it is up to YOU! Good Luck and Good Selling!

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