Knowledge is an absolute benefit of membership and if utilized properly will pay for your HBA membership multiple times over. The excuse “I’m not receiving any business from the association” is an excuse not to re-invest in membership that is only a viable excuse to you. The differences between a sales representative and a sales professional are the tools that you add to your sales kit.

Join the committees that address the very reason for the HBAs’ existence – industry advocacy and protection. Most local HBAs, and all state HBAs as well as NAHB, have legal action committees and legislative committees. It is within these two committees that you will be listening to staff and engaged members discuss issues that affect builders. Ask questions so you fully understand the impact of each discussion. How does it affect a builder If you are directly impacted by the information discussed, and the actions taken, by these committees. How could you utilize the information so it is considered a benefit to you or your employer?

By joining a committee and being actively involved you will:

• Become more than just a sales rep that delivers pricing and product information; you can, through the industry knowledge you receive. This only helps to further your credibility, gives the builder relevant information that they could utilize in their business planning, helps breaks the “salesmen” illusion and gives you the golden opportunity to become the “go-to pro” for the builder. Some builders may already have the information but will be pleasantly surprised to realize that you know it as well.
• Provide your employer with information obtained by you and help them have a better view of the building industry; currently and near term. Sales reps are always preparing sales projections for their employers or, if self employed, their company’s strategic business plan. Having the knowledge of what is being affected and what may be affected will most certainly give you a better chance to accurately establish potential business opportunities. If you don’t know, you could be “chasing your tail ” and losing valuable business time which could affect your personal time.

Point 1 not only strengthens the bond you have with your current accounts but will help you to differentiate yourself from your competition giving you a clear advantage. Add industry knowledge to being likable and trustworthy and you have “power” over your competition.

Point 2 helps you prepare your business on the realities of the industry and gives you a value that your employer will deem invaluable. All this for what you are currently paying on your HBA dues. When you actually sit down and do the math on time spent to obtain this information outside the association, an HBA membership is incredibly low cost.

Knowledge is an absolute benefit of membership and if utilized properly will pay for your HBA membership multiple times over. Last week’s post, combined with this week’s post, are two opportunities for you to receive that proverbial return on investment.

When it’s time to renew your HBA membership, don’t use the excuse “I’m not receiving any business from the association.” HBA membership is your sales tool because knowledge is powerful. The HBA can’t teach you to be likable or to be trustworthy; and they can’t influence your pricing or how you make deliveries. The HBA can teach you the business of building from a completely different viewpoint IF you are willing to be more than just a sales representative.

From Association Maximization, a blog by Michael Kurpiel, CGA, CGP
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