CHPA is in line with many other associations based on my experience serving on the Association Forum of Chicagoland’s Professional Practices Committee.  Our charge is to review, revise and draft best practice statements for associations.  I recently reviewed a draft government relations/public policy and advocacy statement and it articulated CHPA’s approach very well.  Leading CHPA, we incorporate best practices for associations.  With the legislative issues impacting our members becoming more frequent, leaders identified a proactive approach to be critically important. 

• An association’s strength is in its membership and conversely, an uninformed membership can be an incredible weakness.  CHPA’s goal is to educate and arm members with information on legislative issues for two reasons.  Internally, we want members informed on issues that can impact their ability to do business.  Externally, together we can make legislators aware of the professionalism of our industry.  This is critical in differentiating our industry from illegal hotels, disreputable amateurs and others that claim to provide the same services. 
• A ‘best practice’ government relations program should balance a proactive and reactive approach. To date, CHPA’s legislative initiatives have been reactive – coordinating, educating and advocating for members only after legislation has been passed and/or the pain has been felt by members.  Part of the best practice statement reads, “An association that focuses greater resources on proactive efforts than reactive efforts is considered best practice.” And with our new legislative monitoring initiative, CHPA aligns itself with best practices in this regard.  CHPA leaders allocated resources to our new monitoring service and I encourage you to check it out.

Go to www.multistate.com and you sign in using the special CHPA member log-in.

As CHPA members involved in any legislative initiative can attest, the corporate housing industry is being impacted by legislation targeted at other industries. This legislation often references some aspect of providing housing and therefore, applies to your livelihood. Members enduring audits or paying fines on legislation of which they were previously unaware can share some stories. As the frequency of legislative impact on our industry increases, the question became how to dispel the misconceptions and get informed. 

CHPA is partnering with MultiState Associates, a legislative monitoring service company that excels in state and local government relations, representation, tracking, and research.  The political analyst assigned to our account is a former NAA government relations staffer well aware of the issues of importance to our industry. Check out the resources available at www.multistate.com when you sign in as a CHPA member.  Your membership gives you access to state legislation that we are tracking in three areas: housing, taxes, and bed bug/pest infestation.  You can also see local alerts generated by the mention of relevant issues on local legislatures’ agendas. 

All members will receive more information via email with the details on how to access this information. This resource allows you to search for states in which you operate, links you directly to the actual legislation and much, much more.  CHPA will inform you on issues that we think may impact your company and encourage you to do some research on your own.  Let me know what you think about this new member resource and how we can improve this for your needs.

It is easy to identify that there are varying personality types that exist in humans. Sometimes, our personalities tend to clash with the personality of another and this could ultimately affect if you get the sale or not. The four types of personalities are Socializers or speakers; Relaters or listeners; Analytics or thinkers; and Directors or doers.

As you can see from the graphic above, the Socializers tend to fall in the top right hand quadrant meaning they tend to be more assertive and expressive. Their dominate personality traits are ambitious, stimulating, enthusiastic, dramatic, friendly, and spontaneous. These people are easy to establish rapport with as they want to create a relationship with you first before conducting business. They tend to love a good debate but it needs to be evenly distributed. They love an audience and love working with others. These individuals are focused on the process.

Conversely, these people are impatient and tend to get bored quickly. They tend to detach from any negative situation in order to preserve their self-esteem. They are good at diverting the conversation into a more social topic rather than business. They also tend to openly verbalize judgmental feelings.

The sales process with these individuals should be first about establishing a good relationship before getting right into your sales pitch. Ask them about themselves. By doing this, you will be able to see what their pain might be and what you can do to help them. Try to keep them on task whenever you feel it is a good time to start selling and keep them from changing the topic. Keep your pitch all about them and what it can do for them and their loved ones.

The Hyatt Regency Miami is the headquarter hotel for the 2012 Annual Conference in Miami. Stay in the middle of the action. Indulge in the spirit of the “American Riviera” at Hyatt Regency Miami. Just 15 minutes from South Beach and two miles from the Port of Miami, this downtown hotel is easily accessible to everywhere you want to be. It’s not too late to book your room at the Hyatt Regency Miami at the guaranteed rate of $220 per night (plus tax). Quick and easy reservations can be made directly from the CHPA website.

Why should I book at the CHPA 2012 Annual Conference headquarter hotel?  Here are just a few reasons:

1. Staying at the Hyatt Regency Miami will save you money!
   When you factor in cab fares and travel time to an alternate hotel, you may discover the costs are greater than you originally planned and end up spending more money. You also have the convenience of charging any meals, beverages, or incidentals to your room.
2. Networking can happen when you least expect it!
   By staying at the Hyatt Regency Miami, you gain the opportunity to better network with your peers and remain in the center of the activity surrounding the meeting. As many past attendees can attest, networking happens at both official CHPA functions AND unplanned, impromptu meetings.
3. I can find a lower rate on the Internet!
   Negotiated hotel rates incorporate many benefits for you and CHPA. Based on the number of rooms in CHPA’s block, the hotel provides complimentary or reduced rates for meeting room rental, staff accommodations, and food and beverage. If CHPA is unable to achieve its room block commitment because attendees are making reservations at other hotels or canceling/shortening their length of stay at the headquarter hotel, the hotel charges CHPA an attrition fee to make up for its lost sleeping room revenue. CHPA may have to increase registration fees to cover the expenses and cut back on services provided.

Make your reservations now to ensure you receive the guaranteed rate!

Don't forget to register for the Annual Conference!  Time is running out to save money!!

In 2012, you’ll notice a new approach to CHPA communications.  Each month will focus on a key area of important to the industry and all CHPA messages will focus on these monthly ‘themes’.  January’s newsletter focuses on legislation in the industry and its impact on CHPA members.  CHPA supports members in their need to be aware of legislation, an update on current legislative initiatives, recent Board decisions and more.

Below are the topics for the year.  If you would like to share an article on a particular topic, write a blog posting, share a reference via one of the Association’s social media outlets or just plan to send a team member to a CHPA webinar on a particular topic, this will help you better plan. 

• January: Legislation
• February: Prospecting, Sales & Marketing
• March: Data
• April: Inventory Challenges
• May: Standards, Expectations & Trends
• June: Credit card fees best practices
• July: Insurance
• August: Bed Bugs
• September: Safety
• October: Operations
• November: Specialty Housing
• December: Better Understanding the Industry

We will also begin pulling together content experts on some of these topics to create industry white papers.  If you are interested in contributing your knowledge on any of these subjects, please let me know at map@chpaonline.org.