One of the best seminar topics in the recent 2016 MHI Congress and Expo in Las Vegas was presented by a panel from CU Factory Built Lending. They explained how as a division of San Antonio Credit Union (SACU), CUFBL had their managers go through the same change management training that they were now sharing with attendees at the breakout session held in the Caesar’s Palace Conference Center.
What made this particularly interesting was the fact that when we approach coaching a new client in manufactured home sales, without using the same terminology, we were applying many similar concepts.
ADKAR is short for:
- Awareness,
- Desire,
- Knowledge,
- Ability and
- Reinforcement
For example, those who have been through part one of Tuesday’s with Tony know that we invest time in grounding what’s presented by first establishing awareness and then fueling the desire to embrace the ideal or change being showcased.
Without the desire to change, its mighty hard to make successful change a reality. So I asked the presenters this question: what do they think has to happen when someone is unwilling to make the changes requested?
Their reply was candid and spot on. If someone doesn’t buy in, then they may not be a good fit for the team.
That’s often one of the hardest things for an owner or manager to accept. What do you do when a team mate doesn’t buy in?
Before you begin, leadership must accept the fact that change can’t be an option left up to each individual team mate. That would result in leadership and management chaos.
I’ve invited John Walters, Barry Noffsinger and Rachel Young to share an upcoming article with their power point – because managing change is a key to advancing manufactured housing success at your location, company, in your market(s) and in the industry. Stay tuned for their article! ##
