Category Archives: General Real Estate

Book Now:  Coming Soon to an Association Near You

Book Now: Coming Soon to an Association Near You

Kimberly Mackey, New Homes Solutions teams up with Carol Morgan, from Denim Marketing to present this fast paced, dynamic and timely topic.

We know that our sales teams are handling the “hot prospect”, the one that comes through the door nearly ready to buy, but what about those who may need to some help to get them across the finish line? Or those who will be hot…in a few months? How do you make sure they don’t fall through the cracks and get left behind? We know that prospects are too precious to waste. That is why we are rolling out this tour to help builders, sales people, general real estate agents across the country to know which tools to use and how and when to use them appropriately.

We have special pricing for associations affiliated with the National Association of Home Builders and National Association of REALTORS®. To book this program, please email info@NewHomesSolutions.com .

Video: Questions are the Answers, Part 1:  The Topo Must Go

Video: Questions are the Answers, Part 1: The Topo Must Go

Recently, I presented to the Manatee/Sarasota Building Industry Association’s Sales and Marketing Council Kick-off Breakfast. It was a great event with about 100-125 building industry and related associates in attendance. They had taken a survey of their membership and asked me to create a program specifically to address the challenges on-site agents and even generalContinue Reading

Video: Just Whose Objection is it Anyway?

Video: Just Whose Objection is it Anyway?

Often times, we are the ones with the objections that we project onto our buyers and that isn’t fair. Your buyers need for you to be impartial, and to listen to their wants and needs objectively, not filter it through your own lens. I hope you will take a the few minutes to listen toContinue Reading

Video: How to Handle the I-Want-to-Think-About-It Objection

Video: How to Handle the I-Want-to-Think-About-It Objection

“I want to think about it” is probably the most common objection that sales people hear regardless of product. To which most sales people just respond, “of course, I understand…here is my card, please give me a call once you have had a chance to think it over.” But if you job is really toContinue Reading

Take Stock in 2016 in order to Make 2017 Count

Take Stock in 2016 in order to Make 2017 Count

by Suzanne Neff WOW!  Here we are at the end of 2016, and the opportunity to look back on our accomplishments and to look forward to 2017. As you re-visit 2016, I suggest you make a list (for those of you who know me I am big into making lists) of all your achievements andContinue Reading

Suzanne Neff:  “Ask Different Questions, Get Better Results”

Suzanne Neff: “Ask Different Questions, Get Better Results”

In this video, Suzanne explores the questions behind the questions. When you understand the “why?” then and only then can you understand the “how.” As the author of, New Home Sales The Basics and the Magic, Suzanne Neff is a proven leader in the New Home Sales arena. With over 3 decades of experience rangingContinue Reading

The Planned Encounter–The Most Important Tool in the Sales Manager’s Stable

The Planned Encounter–The Most Important Tool in the Sales Manager’s Stable

Sales Managers, when you understand the 10-5-2-1 Principles you can create more sales in less time with your sales team. Training and holding your team accountable happens each and every week during the Planned Encounter and we argue that the most important thing you have to do each and every week is to get outContinue Reading

Don’t Ask These 2 Questions

Don’t Ask These 2 Questions

Unless you like chasing rabbits, like “Alice in Wonderland” here are 2 questions we recommend you strike from discovery with your prospects. How many bedrooms are you looking for? How many square feet are you looking for? Why shouldn’t you ask these? It’s simple really. The buyer usually doesn’t know…YET. They think they do, butContinue Reading

Wise Words from the Customers

Wise Words from the Customers

by Suzanne Neff A few months back I was having a meeting with one of my home builder clients.  The conversation turned to their recent traffic; those who had not yet purchased, but according to the information entered into their data base by their salespeople, were good leads. Where were these customers in the homeContinue Reading

Maybe It Isn’t “All or Nothing”

Maybe It Isn’t “All or Nothing”

Gordon Gekko, in the movie Wall Street, taught us that, “greed, for lack of a better word is good.” Being a glass half-full kind of gal, I like to think that he meant that going after something, and working hard in order to reap the rewards is a good thing.  It is pretty hard to argue withContinue Reading