SMC - Blog

July 2008

Presented by: Cheri Martin, WCN interactive marketing
SMC Chair

Your SMC has been busy! During the month of June, a new program, 5 for 5, was rolled out at the monthly breakfast meeting, the board members met for their quarterly meeting, and the Casino committee began organizing the ‘Wild Wild West’ Night.

The ‘5 for 5’ Program allowed 5 members the opportunity to present to the SMC for 5 minutes for only $5. It was fun, fast and informative as we heard from Annette Armstrong-Rutkowski - Wachovia Mortgage, Destiny Hampton - Atlantic Business Systems, Ursula Hirsch - Jason’s Deli, Cheri Martin - WCN interactive marketing and Robin Cote - Savings Safari. They each shared with us some exciting things about what their company does and what type of clients they service. With our SMC growing what better way to learn more about it’s members. The program was very well received and others have already asked when they can ‘shamelessly’ promote their business. We will look at offering this program twice a year but in the meantime if you would like to have an opportunity to speak at our SMC breakfast meetings you can be a sponsor for only $50, you will not only have 6 minutes to speak but you will also receive an 1/8th of a page ad in the Brevard Builder and mention in our monthly article and on our website. Full details about sponsorships are available on our SMC website at http://smc.w-c.net/aboutus.htm.

SMC board members, Cheri Martin - Chair, Melissa Stockstill - Education Chair, Annette Armstrong-Rutkowski – Membership & SAMTRAM Chair, Steve Vitani - Sponsorship Chair, Paul Stradtner - Casino Committee and Sandy Nicotra - SMC Liaison met on Tues. June 3rd for its quarterly board meeting. Items discussed were SAMTRAM, Casino Night, Education, Awards, Promotions, Meeting Structure, Programs, Sponsorships, SMC Funds, Open Board Positions, and SAMME Bucks. Your SMC board is committed to bringing added value to all SMC meetings as well as offering education designations. We are excited and encouraged by the growth of our SMC and look forward to having more members get involved to make us even stronger. The invitation is open to all members of the HBCA to come check us out on the 2nd Tuesday of each month from 8:15am – 9:30am. Be sure to check our calendar http://smc.w-c.net/calendar/index.cgi as some months we have After-hour events offsite. We will soon be sending out a survey to the SMC membership so as to know how to better serve the members. You may view the minutes from the board meeting at http://smc.w-c.net/aboutus.htm.

Ya’ll ready to lasso up a little fun and have a ‘hog-killin’ time? Mosey on out an’ join us at the SMC’s premium event The ‘Wild Wild’ West Casino Night on Friday August 15th, 6pm – 10pm at the HBCA. Yank on those boots, strap on those chaps and plop on that thar 10-gallon hat! Thar’ll be Black Jack, Texas Hold ‘em, Craps, Roulette, a General Store with great prizes, plenty of grub, and a Saloon with more than just Sarsaparilla. Admission is $15.00 for HBCA members with paid RSVP or $20.00 at the door and $20 for non-members with paid RSVP or $25.00 at the door. ‘Future’ members who join that day get in for FREE! This event always sells out so be sure to holler at Sandy 321-254-3700 to RSVP NOW!!! We have sponsorship opportunities available for Game Tables, Food, Beer, Saloon, Decorations, Entertainment, Grand Prize and Door Prizes. The sooner you secure your sponsorship the more exposure you will receive as we will list you on all advertising materials and website. Email sandy@hbca-brevard.org to reserve your sponsorship TODAY!!! We also are looking for dealers and this year we have a real treat as we have a ‘pro’ heading up our committee, Dawn Jarrett Goble with LifeStyle Homes. She has casino experience and will conduct a dealer workshop for those that would like to participate. Email Cheri at clm@w-c.net if you would like to be notified of the workshop.

We will not be having a July SMC meeting but be sure to attend the South Eastern Builders Show (SEBC) at the Orlando Convention Center July 30th-August 2nd. You can register online at www.sebcshow.com. Our next breakfast meeting is Tues. Aug 12th at 8:15am at the HBCA, ya’ll come out an’ join us now! And in keepin’ with the theme here’s a quote from a well known cowboy, Will Rogers, to think about “If you’re ridin’ ahead of the herd, take a look back every now and then to make sure it’s still there with ya.” Until next time…

June 2008

Presented by: Cheri Martin, WCN interactive marketing

SMC Chair

Wow! What a great turnout at our May 13th Sales & Marketing Council meeting! We had the pleasure of having Ed Kinberg, a Board Certified Construction Law Attorney and long time HBCA member, share with us legal marketing information we all need to have knowledge of to protect copyrighted presentation handouts as well as the awareness of having your company name along with your license number on all your marketing material. Ed also went over a ‘Contractor’s Compliance Agreement’ that contractors and sales people need to be alert to, to make sure there are no surprises at the closing table. “Thank You” Ed for sponsoring our breakfast meeting and for providing us with such enlightening education. Kinberg & Associates, LLC represents owners, contractors, construction managers, developers, design professionals and suppliers in all aspects of the construction process.

The SMC congratulates Education Chair, Melissa Stockstill Director of Marketing Services with WCN interactive marketing, for completing her requirements for CMP, Certified Marketing Professional, the mid-level designation for IRM students. “Way to go Melissa!” Melissa is committed to bringing classes to our local HBCA so those members that need continuing education credits do not have to travel so far. If there are any specific classes you would like to have brought in please contact Sandy at the HBCA 254-3700 or sandy@hbca-brevard.org so we can make arrangements. Also, stay tuned for the ‘Breakfast Club’ mini-series that will teach skills to help you in the workplace; be sure you check our SMC calendar at http://smc.w-c.net/calendar/index.cgi often so you don’t miss any of these upcoming classes.

During a downturn it is hard to stay confident and optimistic because sales are harder to come by and the media does a great job at ‘reassuring’ all of us that we are in a recession. There are folks out there that walk around with a dark cloud hovering above them with a dismal attitude. But I am going to be one of those that refuse to participate in a recession! How about you? Sure it’s a slow time right now, but no need for doom and gloom. Position yourself for success! Be proactive, a good marketer needs to be ready to move quickly and seize any and every opportunity. Use the recession as an occasion for growth and prosperity and reject the media and political hype. Did you know that most consumers aren’t broke, they’re just worried, the current unemployment rate is lower than the unemployment rate from 1974 through 1997 and home sales are on the rise? Learn how to deal with the reality of the times by staying positive; that is the key to slow-time success!

One of the most positive things you can do for yourself is to join your SMC; we invite all of the HBCA members that are in the sales and marketing arena to come check us out. Despite our early morning breakfast meetings we are a bunch of upbeat, bubbly, cheery professionals and our membership is growing! We have some fun stuff coming up, like this months meeting on Tues. June 10th, at 8:30am at the HBCA. We’re rolling out our ‘5 for 5’ Program – five SMC members will have the opportunity to be ‘shameless self promoters’. There is no July SMC meeting but plan on attending the South Eastern Builders Show (SEBC) at the Orlando Convention Center July 30th-August 2nd. There will be 16 topics offered at the “Meet the Experts” roundtable discussions on Thurs. July 31st and Fri. Aug. 1st in Room West 320. Don’t miss this opportunity to meet speakers and peers in a more intimate forum – one of our very own, Melissa Stockstill, CMP along with Richard Martin, President WCN interactive marketing, will be on the panel of experts! We will have a breakfast meeting on Tues. Aug 12th at 8:30am at the HBCA, sponsor and program TBA and then on Fri. August 15th the 2008 Sales & Marketing Council's Casino Night gets Wild - - Wild, Wild West, that is. Take a look at the slide show of last year’s event at http://bethere360.com/HBCA/CasinoNight.html and you’ll see why you will want to join us for some great gamblin' action, TexMex cuisine and cold beer!

Until next month, remember to stay positive… “Optimism is the one quality more associated with success and happiness than any other.” – Brian Tracy.

May 2008

Presented by: Cheri Martin, WCN interactive marketing

SMC Chair

Lot’s of happenings in the month of April for your Sales and Marketing Council. We kicked off the second quarter of 2008 with an awesome After-hours event at RoomScapes of Brevard, hosted by Joe Goldblatt and his team. Lot’s of Fun, Food, Fine Wines and Networking! If you have never visited this ‘Hidden Treasure’ it is a must see, located at 5555 US 1 in Rockledge. The beautiful Wood-Mode custom cabinetry displayed throughout this fabulous showroom is awe-inspiring! We had the pleasure of a live demonstration of the magnificent ‘Turbo Chef’ oven, witnessing frozen chocolate chip cookies bake in just 5 minutes – and then having the enjoyment of eating them, along with all the other vast hors d’oeuvres prepared for us. If you weren’t able to join us, we invite you to view pictures of the event in our photo gallery plus be sure to check out our calendar so you don’t miss any more of our fun events!

ALL ABOARD THE SAMTRAM!!! The SMC held its annual Spring SAMTRAM in conjunction with The Spring Parade of Homes. Annette Armstrong-Rutkowski, along with her team, organized a very successful event. The SAMTRAM was sponsored by National City, Shelter Mortgage, Wachovia, HBI Title Co. and Aurora Title & Escrow of Brevard. There were 19 model home entries and over 80 realtor participants during the 3 days-3 routes tour. This spring the SAMTRAM concluded with an appreciation After-hours at RoomScapes of Brevard for the realtor and builder participants. More Fun, Food, Fine Wines and Networking! AND PRIZES TOO!!

The Sales and Marketing Council is all about providing an environment for education, recognition and networking opportunities for its members. We do this by bringing in speakers for our breakfast meetings; offering programs that teach sales and marketing techniques plus continuing education requirements; provide members an opportunity to promote their businesses through sponsorships, presentations and awards; and hold After-hour networking events like our quarterly get-togethers and Casino Night. We invite all members of the HBCA to check us out and get involved in your SMC. Come meet some highly motivated professional members of the HBCA. Don’t miss out – we all need each other now more than ever! If you don’t capitalize on your networking opportunities, you’ve shortchanged yourself – and the people you haven’t met yet. The purpose of networking is quite simple – people will do business with and refer business to those people they know, like and trust. Be one of those people!

Make sure to put the following dates and upcoming events on your calendar and join us: Tues. May 13, 8:30am SMC Breakfast meeting at the HBCA, sponsored by Kinberg & Associates, LLC, presentation on ‘Construction Law’, Tues. June 10, 8:30am SMC Breakfast meeting at the HBCA, New ‘5 for 5’ Program, be one of five SMC members to have the opportunity to showcase your business in 5 minutes for only $5, for complete information and to sign up, click here – first 5 to do so will have the chance to be ‘shameless self promoters’, so sign up TODAY!, July 30-August 2, SEBC in Orlando, (no July SMC meeting) and Fri. August 15, Casino Night – Western Theme at the HBCA; sponsorship opportunities available, contact Sandy Nicotra at 254-3700 or sandy@hbca-brevard.org.

April 2008

Presented by: Cheri Martin, WCN interactive marketing

SMC Chair

In today’s market, recognizing who your customer is has taken on a greater meaning for those of us working to succeed in the sales and marketing arena. We need to meet the needs of four generations of individuals in today’s work force. This requires an informed generational perspective to reach all target markets and creates a challenge like never before as we determine how generational differences may affect buying and selling practices. Understanding these differences will help predict the buyer’s reactions and allow you to gain a better understanding of how to communicate to them on what they feel is important.

So, who are these four generations?

The Silent Generation, born 1922-1946, led the way to social change, now in retirement or soon to be retired.
The Baby Boomers, born 1946-1964, a.k.a. the ‘ME’ generation, grew up with prosperity and want to be fulfilled in every aspect of their lives.
The Gen-Xer’s, born 1964-1981, ‘work to live, don’t live to work’ attitude, they are willing to do with less to have the lifestyle they want, not team oriented.
The Millenniums, born 1981-2003, also known as the Gen Y’s, very young, smart, brash and tech savvy; technology is an expectation not an extra.

What do we need to know to help us effectively sell to each generation?

The Silent Generation: They are active and seek new experiences so you need to appeal to these interests.
The Baby Boomers: They are idealists and want, as well as expect, to have personalized service.
The Gen-Xer’s: They are realists, you need to understand their lifestyle and how they will use a particular product/service as they know they are being analyzed and sold to.
The Millenniums: They grew up questioning their parents so it is their nature to challenge and question all authority if they think there is a better way; you need to respond to their expectation for instant communication.

At our March SMC meeting, which was sponsored by Steve Vitani of Shelter Mortgage, we were entertained and informed on how to sell homes specifically to the Baby Boomers and the Gen-Xer’s, who constitute more than 80 percent of the work force. This was presented by Richard Martin and Melissa Stockstill, WCN interactive marketing’s President and Director of Marketing Services. You can view their presentation ‘Understanding Generational Differences Makes All the Difference' at www.w-c.net/blog.htm.

Your Sales and Marketing Council is growing and would like to extend an invitation to all members of the HBCA to put the following dates and upcoming events on your calendar: Tues. April 8, 6pm – SMC After-Hours at RoomScapes of Brevard, located at 5555 S US 1, Rockledge (1/4 mile north of Viera Blvd); Tues. May 13, 8:30am SMC Breakfast meeting at the HBCA, sponsored by Kinberg & Associates, LLC; and Fri. August 15, Casino Night – Western Theme at the HBCA, (sponsorship opportunities available). Come join us and meet some motivated professionals who are determined to succeed in this challenging market, you just might make a new friend to help you grow your business!

March 2008

Presented by: Cheri Martin, WCN interactive marketing

SMC Chair

It is hard to believe that we are in the final month of the first quarter of 2008. Are you on track with your sales goal? Is your marketing plan accomplishing your objective? Have you signed up for any designation classes to help you reach your sales and marketing goal? One clever way to reach your goals is to get involved in your Sales & Marketing Council, so plan now to attend the March SMC breakfast meeting on Tues., March 11th at the HBCA from 8:30am to 9:30am and the April SMC after-hours networking event on Tues., April 8th, hosted by Joe Goldblatt at RoomScapes, 5555 US 1 in Rockledge from 6pm to 7pm.

The SMC is also busy preparing for the Spring SAMTRAM to help builders reach their sales goals by offering tours during the Spring Parade of Homes, April 12th – 20^th. Participates will have an opportunity to visit all 3 routes as there will be buses going out 3 different days, April 15, 16, and 17. Contact Sandy Nicotra at the HBCA 254-3700 ext. 206 to register and secure your SAMTRAM spot, buses will fill up fast!

Your Sales and Marketing Council is working hard to bring classes to Brevard to help you pursue your education. You can have a voice on the classes that we bring to the HBCA by participating in SMC. Explore the benefits of earning designation by reading the following article by Melissa Stockstill, Director of Marketing Services for WCN interactive marketing and SMC Education Chair:

‘Get Smart’

In this tough market…

Some people get lost,

Some people get by,

The few, who are savvy, get it right.

The best way to get it right is to become an expert in the field of Sales and Marketing. Luckily, the NAHB has a comprehensive collection of courses to provide you with a solid foundation in sales and marketing specific to the home building industry.

Getting your designation in sales and/or marketing has so many benefits. You’ll be able to take advantage of additional benefits like…

Your designation is yours and will follow you in this job and future jobs.
You’ll definitely stand out from your competition (whether sales professionals from your company or other companies) with a designation.
Network with other CSPs, CMPs, and MIRMs and discover a network of professionals who can help enhance and nurture your career.

The NAHB in conjunction with the Institute of Residential Marketing offer the following designations for the areas of sales and marketing:

CSP: The Certified New Home Sales Professional (CSP) designation was designed for specialists in new home sales to enhance their professional image, increase their marketability in the home building industry and sell more homes!
CMP: Certified New Home Marketing Professional (CMP) is the mid-level designation for IRM students.
MIRM: The Member, Institute of Residential Marketing (MIRM) designation is the fourth and most prestigious designation given by the Institute. The MIRM is the top-level achievement for professionals in new home marketing.

Where so many people are seeing adversity, you can get it right by seeing a true opportunity to hone your skills to the bleeding edge by becoming an expert in your field.

Let’s do all we can to bring some designation classes to Brevard. We are looking for sponsors to help offset the cost of these education classes. If you would like to be a SMC education sponsor please contact Melissa at mstockstill@w-c.net. Check out our website for upcoming classes and events at http://smc.w-c.net/calendar/index.cgi.

For more information on the lastest sales trends, Check out Steve Hoffacker's blog today!

February 2008

Presented by: Cheri Martin, WCN interactive marketing
SMC Chair

The first Sales & Marketing Council (SMC) meeting of 2008 got off to a great start. It was held at the World Beat Café on Tuesday, January 8^th. Those in attendance were:

Cheri Martin, WCN interactive marketing, Laura Claypool, Home Team Pest Defense, Melissa Stockstill, WCN interactive marketing, Evelyn Turner, Condev Homes, Binki Kaiser, Sales Management Solutions, Annette Armstrong-Rutkowski, Wachovia, Laurie Mooney, Condev Homes, Sandy Nicotra, HBCA and visitors; Richard Martin, WCN interactive marketing, Anette Stradtner, Stanley Homes, Bonnie Ferguson, Stanley Homes, Thea Moayer, Wachovia, and Juliet Qureshi, Century 21 Baytree Realty.

The SMC is looking for sponsors for the monthly meetings. This provides you an awesome opportunity to promote your company to members and guests. Meetings are held on the second Tuesday of each month from 8:30am to 9:30am at the HBCA. 2008 Meeting Dates are as follows: 2/12, 3/11, 5/13, 6/10, 8/12, 9/9, 11/11 and 12/9. SMC After-Hours, 6pm to 7pm, are scheduled for 4/8 and 10/14, locations TBD.

What you receive for only $50 ($350 value) as a Breakfast meeting Sponsor:

6 minute presentation at SMC meeting
Display Table at meeting
1/8 pg ad in the Brevard Builder
SMC/HBCA website mention

What you receive for only $175 ($700 value) as an After-Hours Sponsor:

10 minute presentation at SMC After-Hours
Display Table at After-Hours
1/4 pg ad in the Brevard Builder
SMC/HBCA website mention

If interested in reserving a sponsorship please contact Cheri Martin, SMC Chair at clm@w-c.net or 321-638-8940. For more sponsorship opportunities and up-coming education courses visit the SMC website.

We look forward to having you join the top Sales & Marketing Professionals in the HBCA and learn about the newest trends in marketing, the best educational opportunities for designations and some great tips and techniques for getting and closing those difficult sales.

January 6, 2008

Presented by: Melissa Stockstill, WCN interactive

The holidays are over and the new year has just begun as well as a well-intentioned list of New Year's Resolutions.

Topping my list this year is to bring more educational opportunities to the Brevard HBCA. After compiling a list of what will be available for my Sales and Marketing colleagues (see the education page), it helped put the beginning of 2008 into perspective and it will help in choosing what we should offer here in Brevard. Of course, it would help to get your feedback.

If you have any suggestions or feedback, contact us and we will see what we can do to offer the classes you need.

January 2008

Presented by: Cheri Martin, WCN interactive marketing
SMC Chair

The members of the Sales & Marketing Council (SMC) invite you to attend our first meeting of the year for a fun networking after-hours event held at the World Beat Café, Tuesday January 8^th starting at 5:30pm. We will be kicking off a great year and are looking forward to many more of our HBCA member’s involvement. Beginning in 2008 our meetings will be held on the second Tuesday of each month from 8:30am to 9:30am at the HBCA, for a complete schedule of meetings and events please visit the event page.

Those that attended our December meeting were members; Ken Penny, National City Mortgage, Gary Eggers, Sherwin-Williams, Cheri Martin, WCN interactive marketing, and Laura Claypool, Home Team Pest Defense and visitors; Aliona Groh, Lennar Homes and Steve Leachman, Express Press Printing. A big ‘Thank You’ to Melissa Stockstill, WCN interactive marketing and Laura Claypool for joining Sandy Nicotra and Cheri Martin at our SMC 2008 planning retreat in December.

The SMC is a professional organization within Brevard HBCA which acts as a catalyst for growth, achievement and community involvement. The purpose of the SMC is to provide an environment for education, recognition and networking opportunities for its members. The SMC promotes the highest level of ethics, integrity and professionalism on a personal, business and industry-wide level within our community.

Make 2008 the best year ever, get involved in your SMC!

October 8, 2007

Presented by: Melissa Stockstill, WCN interactive

I am back to work fresh from my trip to the FHBA Fall Conference. This was my first experience with this conference and I learned a lot more about how this organization works.

At the State SMC meeting, we had an opportunity to meet with our Chair, Dale Roberts and discuss the challenges and achievements of the last SEBC. For those of you who didn't have a chance to visit our lounge, it rocked. We had a little friendly competition with the Spikes and KILLED with our seventies theme. Please make sure to check it out (with the new theme) at next year's SEBC and take advantage of the free refreshments and opportunity to network with some of the best movers and shakers in our industry.

We also discussed the Excel awards. For those of you who don't know, the Excel awards are state level awards given out for outstanding achievement within the state in the disciplines of Sales and Marketing. We are working on building awareness and entries for 2008. Hopefully, we will see many entries and winners from Brevard for 2008!

Of course, there were other very important meetings discussing the affects of state government decisions and their affects on the housing industry. There were also meetings that addressed issues on a more local level at our Area Caucus.

Some may debate that one of the most exciting events at the FHBA Fall Conference were the elections for senior leaders within the organization.

I hope that you get a chance to check out the photos from the conference on our photo gallery.

After attending the Fall Conference, I have reviewed the FHBA site and added more educational events to our SMC site. I hope that you have a chance to check them out and sign up soon.

October 3, 2007

Presented by: Evelyn Turner, Condev Homes

WOW! What a fabulous night. Our 4^th quarter after hours get together was a blast. Great people with lots to share surrounded us. I had a chance to finally put names with faces, visited with people I have only heard of before. The presence of people such as Holiday Builders, Engle Homes, Islands Sotheby’s, Newton Land Development, Perpetual Travel, WCN Interactive, National City, Shelter Mortgage, Lighthouse Lawn Maintenance, Express Press Printing, Condev Homes and even a special guest, Dale Roberts our Chairperson for our Florida SMC, made this evening one to remember. Not only was the crowd a blast, the food and drinks were out of this world. James started us off with Saganaki on the house. We then graduated into the Bao Bao Platters followed by the Campfire S’mores, and for those of you who have no idea what I am talking about you need to visit James and his excellent staff at the World Beat Café off Wickham Road in Melbourne. Let them know that your Sales & Marketing team sent you. Click here to visit the photo gallery.

Aug 11