Somebody opened a door for most of us. A manager who took a chance on a brand new hire. A mentor who answered the phone when a deal was falling apart. Someone who said “you can do this” before we believed it ourselves. I’ve sat in a lot of rooms in this industry where I was one of the only women at the table. Those rooms changed because people kept showing up, and because the ones already inside kept pulling up more chairs. So this Friday, I want to flip it. Who are you opening a door for? And leaders, this one’s for you too. When a deal stalls, it’s tempting to jump in and save it. Sometimes that’s the right call. But if you save every deal, your team learns one thing: wait for the leader. Strong leaders ask first. What did you hear? What did the buyer care about most? What would you try next? Three ways to reach back this week: 💛 Invite a newer teammate to sit in on a meeting or a closing. 💛 Share a script or a text that’s working for you, the way so many of you do in here. 💛 The next time someone brings you a stuck deal, ask before you answer. Two parts, drop them below: 1. Who opened a door for you, and what did they do? Tag them if they’re in here. 2. Who are you reaching back for this month?

In Alabama, you can’t sell a manufactured home until the state has trained and licensed you. Here’s how it works: ✅ The Alabama Legislature created the Alabama Manufactured Housing Commission in 1985. It licenses and regulates manufacturers, retailers, installers, and sales consultants of manufactured and modular homes, and it serves as HUD’s state administrative agency. ✅ Sales consultants have to be trained and licensed by the Commission before selling in Alabama. ✅ The license is renewed every year. ✅ Each license is tied to a specific retail center. Moving to a different center comes with a transfer fee. ✅ New sales consultants can work under a provisional license until the next state training class is available. ✅ The Commission’s 2026 online training course for sales consultants carries a $200 fee. Why it matters: When a state says a job requires training and a license, it’s saying the job matters. Families are making the biggest purchase of their lives with us. You don’t need a state law to treat your own training that way, though, and the best sales consultants in every state already do. Let’s hear it: 🔹 Alabama folks: what did the state training cover well, and what do you wish it covered? 🔹 Everyone else: does your state license sales consultants? Should it? 🔹 License or not, what’s one thing every new sales consultant should learn before their very first showing? Sources: Alabama Administrative Code, Title 535 (the Commission’s rules on licensing and training sales consultants); Alabama Department of Examiners of Public Accounts, Sunset Report on the Commission; Alabama Manufactured Housing Commission 👉 https://amhc.alabama.gov/retailers.aspx

If you sell homes where the buyer doesn’t own the land, you already feel this one. Here’s what the federal regulator over Fannie Mae and Freddie Mac put in writing this summer. 📄 What happened On June 24th, 2026, the Federal Housing Finance Agency (FHFA) published a proposed rule to replace the Duty to Serve regulation for Fannie Mae and Freddie Mac. Duty to Serve covers three underserved markets: manufactured housing, affordable housing preservation, and rural housing. 📊 The numbers FHFA cited ✅ About 70 to 80 percent of new manufactured homes are titled as personal property, which makes chattel loans the main way they’re financed. ✅ Chattel borrowers face a 65.6 percent denial rate, compared to 8.8 percent for site built homes. ✅ Approved chattel borrowers pay an average rate of 9.24 percent, against 6.63 percent for traditional mortgages. ✅ FHFA has offered extra credit for chattel lending every year since Duty to Serve began, and neither company has bought chattel loans under the program. Why it matters: Fannie Mae and Freddie Mac buy mortgages from lenders, which gives those lenders money to lend again. That hasn’t been happening for chattel loans under Duty to Serve. If it changes, more lenders could have more room to say yes. The honest status: this is still a proposed rule. Comments closed July 24th, 2026, and as of today FHFA’s rulemaking page shows the proposal and a June 26th correction, with no final rule. So nobody should promise a buyer anything yet. One more thing, because it matters: this is a financing access issue, not a value issue. A home in a community is every bit as much a home. 🏡 Let’s discuss: 1. When a buyer gets declined for chattel, what’s your next move? 2. What do you do early in the conversation to set buyers up for a yes? 3. If Fannie and Freddie started buying chattel loans, what would change first on your lot? 4. Source: Federal Housing Finance Agency, Federal Register, June 24th, 2026. This is industry education, not financial advice.

One of my favorite moments from this year’s tour came from a sales consultant with almost 40 years in this business. After one day in the room with us, she said: “Old dogs can learn new tricks.” 🤠 I think about that a lot. When you’ve been selling homes for decades, it would be easy to coast. You’ve heard every objection. You’ve ridden every market up and down. And she still sat down, opened her workbook, and practiced right alongside people in their very first year. Here’s why that matters. Experience tells you what works. Learning tells you what’s changed. And a lot has changed, just in the conversations we’ve had right here in this community: new federal law, new financing proposals, new rules in different states. The best sales consultants I know never stop being students. Dallas is three weeks away. MH Sales Mastery LIVE runs December 1st to 3rd: 🤝 Tuesday evening: networking mixer 🎯 Wednesday: full day of training (VIP dinner that night) 🗺️ Thursday: full day of training, and you leave with your 90 day action plan Speakers include DJ Pendleton, Executive Director of TMHA, and Mark Bowersox, President of MHI. Our official partner is autoMHatic Financial, with sponsors Dynamic Home Repair and Bild Media. GA is $499. VIP is $799, and there are only 20 VIP seats. Tickets are transferable, so if you can’t make it, you can send someone on your team. 👉 https://mhsalesmastery.com/mhsm-live-dallas-5087 Let’s talk: If you’ve been in this industry 15 years or more, what’s one thing you learned in the last year that changed how you sell? And if you’re newer, what’s one thing you wish a veteran would teach you? Let’s connect the two right here. 👇

What are your best social media planning tips? I do pretty well but always looking for ideas. I keep a calendar and try to create content that can be used multiple ways. Also curious, what works in different areas of the country 🙂