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Fix What’s Right!? (Use the Gratitude Challenge to do S.W.O.T. Analysis)

Fix What’s Right!? (Use the Gratitude Challenge to do S.W.O.T. Analysis)

Wait? What? Why on earth would I need to fix something that is right? If it is right, then by definition shouldn’t we leave it alone? Absolutely not! The last thing I want you to do is to leave it alone. What I want you to do is to focus your efforts on what is right within your business and your company so that you can do more of that, and a whole lot less of what it wrong.

Of course, this is assuming that we are aware of the things we do really well, the things that need some work, the things we are failing at doing, and what the threats are to the organization if we keep going in the same direction.

A S.W.O.T. Analysis (strengths, weaknesses, opportunities, and threats) is mission critical before making any plans for improvement and growth within an organization. A S.W.O.T. analysis is one of the very first things I conduct when taking on any new client or project. Think about it; you can’t map out a path to get to where you want to go unless you have a starting point a.k.a. “the place you are now.”

The hardest part about conducting a S.W.O.T. Analysis is objectivity. It is hard to be objective when referring to oneself or one’s company; which is precisely the reason why I am asked to come in as the expert from the “outside” to make those determinations. That being said, there are things you can and should do to get a healthy perspective on the state of things within your company.

Since this week is Thanksgiving, and our focus should be on gratitude, what better time to start creating a culture of excellence by focusing in on what is working well for you by giving your team a 30 Day Gratitude Challenge?

Here is how this works:

  1. Make someone “it.” The person who is “it” is responsible for being the keeper and organizer of the “gratitudes” as they come in. They are also responsible for making sure that they get one from each person on the team each day that they work.
  2. Challenge each associate within your team and your company to find at least one thing every day they work for which to be grateful. Have them write it up each day and send it into the person who is “it.”
  3. Each week, either at your weekly meeting or via e-mail if everyone is remote, recognize the people, events, systems, etc. that have been called out in the “gratitudes” as they come in. And, yes we can be grateful for systems and things too. We don’t always have to be grateful to only our co-workers, teammates and customers. Systems, when they work properly can be a real life-saver!
  4. If you have someone who is obviously going above and beyond in their participation level, be sure to recognize them. That recognition is not only the right thing to do, but it will encourage others to up their proverbial game as well. If you have those who are giving a less than a stellar effort for this exercise, don’t call them out, simply ignore them for now. This exercise is about positive affirmations and learning what is good…in other words, what works, who works, and why.
  5. If you notice that something or someone you thought should be getting “gratitudes,” but isn’t, keep a list until after the 30 days are over so that you don’t influence your team and bias the results. Additionally, those who don’t participate, and the things that don’t get mentioned, keep those on a separate list that only you see until the end of the 30-day challenge.
  6. Since you are leading by focusing on the positive, it is good to dangle a carrot rather than using a stick. By this, I mean, have small weekly prizes. A gas card of $25 or something like that for those who have the best share of the week and those who are mentioned the most or have the most exemplary mention, etc. You can change it up every week, and you don’t have to announce in advance what type of thing is going to win a card. In fact, it is better if you don’t announce what types of things will be rewarded each week because that could influence what people submit.  You want your team to know that you are paying attention to the valuable information they are giving you and that you appreciate their efforts to be positive and help the company.
  7. At the end of the 30-day challenge, have a company luncheon or a potluck, to let everyone know how much you appreciated their efforts and how GRATEFUL you are to them for being on your team.
  8. Share the summary of what you have learned. List, in categories, what is going right in your company and then create a list of opportunities so that you can continue to have more of what is going right. At this point, your S.W.O.T. is approximately halfway complete.
  9. The items you kept on those separate lists, probably go into your weaknesses category.
  10. Threats are generally from the outside and include marketing conditions, competitors, etc.

The purpose of the 30-day Gratitude Challenge is about more than just completing a S.W.O.T. Analysis. It is a reset for your team. By changing the focus from what is broken, or what is not going well, to that of what is going right. More importantly, your team starts to look for solutions and become more appreciative. If you, as the leader, create a safe space for your team to complete this challenge, you should also see an increase in productivity, customer satisfaction, and overall employee satisfaction. You will see a path to grow to your company. Of course, if you need help completing this challenge or interpreting the results, I am only an email or phone call away!

Happy Thanksgiving! I am grateful that you tuned in today and allowed me to be a part of what is right with your team and your company.

Kimberly Mackey is the founder of New Homes Solutions, and has the reputation as someone with real-world SOLUTIONS in a competitive and rapidly changing sales environment–SOLUTIONS like “50 Sales per Year before Any Walk-in Traffic”. She is a keynote speaker and published author of many Sales and Leadership articles with 20 years of experience as an executive in the residential home building and real estate industry. She has a proven track record working with Builders and Developers of all sizes –from the local/regional companies to the publicly traded nationals. She also works with Brokers from across the country and is the architect and director of the highly successful Preferred Builder Partnership with Berkshire Hathaway HomeServices Florida Properties Group where she works with 32 builders, 22 offices and over 650 agents.

For more information, or to book Kimberly for your next event, visit www.NewHomesSolutions.com, or visit Mackey at LinkedIn,www.linkedin.com/in/kimberlymackey; Twitter,www.twitter.com/KimberlyDMackey; and Facebook,www.facebook.com/NewHomesSolutions or on YouTube, www.youtube.com/c/NewHomesSolutions

VLOG: Lead From the Side

VLOG: Lead From the Side

TRANSCRIPTION OF VLOG: Hi, Kimberly Mackey from New Homes Solutions, and I am coming to you today from the barn so that I can talk to you about leadership. Hopefully I can get this 1,100 pound beast beside me (my horse, Prince) to actually cooperate and be part of it. “Prince, say hi to everybody.”Continue Reading

Builder Funnel Radio Podcast: Episode 15: New Home Sales Management: Close 50 Sales a Year w/ Kimberly Mackey

Builder Funnel Radio Podcast: Episode 15: New Home Sales Management: Close 50 Sales a Year w/ Kimberly Mackey

A while back, Kimberly Mackey had the privilege of sitting down with Spencer Powell of Builder Funnel Radio to discuss new home sales management. Builder Funnel Radio is a podcast designed to bring you bite-sized sales and marketing strategies that you can easily implement into your company’s plans. In this episode, we talk to Kimberly MackeyContinue Reading

Webinar: Double Down for New Home Sales Success

Webinar: Double Down for New Home Sales Success

About the Presentation Learn how to master your sales presentation from the moment your prospect walk in the door! In this special, 2-part Lasso Webinar, Kimberly Mackey and Roland Nairnsey will deal you a winning hand of tools and tips to make the sales process seamless for your prospects. You’ll learn how to: Use the ‘Meet & Greet’ toContinue Reading

VLOG: Creating Urgency with the Downsizing Buyer

VLOG: Creating Urgency with the Downsizing Buyer

TRANSCRIPTION OF VLOG: Hi everyone. Kimberly Mackey here with New Homes Solutions, and I am coming to you today because you asked us some great questions on our little poll we conducted on Facebook. This prompted us to start a new series to answer your questions because they were fantastic. To have your question featured,Continue Reading

As Seen on NAHBNow: “Accountability: The Key to Sales”

As Seen on NAHBNow: “Accountability: The Key to Sales”

Accountability: The Key to Sales Filed in Home Building, Sales & Marketing on February 14, 2018 • 3 Comments Have you ever noticed how people who enroll in a weight-loss program that involves accountability and long-term maintenance most often do better than those who try to go it alone? The same is true in sales. It is notContinue Reading

As Seen On NAHBNow: In New Home Sales, Process Equals Growth

As Seen On NAHBNow: In New Home Sales, Process Equals Growth

Posted on NAHBNow | The News Blog of the National Association of Homebuilders on July 19, 2018 In New Home Sales, Process Equals Growth Filed in Business Management, Councils & Committees, Home Building, Sales & Marketing on July 19, 2018  If you want to freak out certain personality types, just start throwing around words like process, systems, tracking and accountability — words thatContinue Reading

Kimberly Mackey and Roland Nairnsey to Headline at SEBC’s Rockfest Sales Rally

Kimberly Mackey and Roland Nairnsey to Headline at SEBC’s Rockfest Sales Rally

Our dynamic duo of Roland Nairnsey and Kimberly Mackey will entertain, educate and engage you with innovative tips and practices on how to MASTER your sales presentation from the moment your prospects walk in the sales office! You will WIN big with these ‘real world’ sales strategies designed to help you hit your professional JACKPOT!Continue Reading

Process Equals Growth

Process Equals Growth

If you want to freak out certain personality types, just start throwing around words like, process, systems, tracking, and accountability. It is like they are “4 letter words” to some people. Now hear me out though. Don’t walk away. We haven’t gotten to the juicy part yet. Everyone can master these properties, but some ofContinue Reading

Podcast with Anya Chrisanthon: How Abundance Mentality Influences Sales Success

Podcast with Anya Chrisanthon: How Abundance Mentality Influences Sales Success

A few weeks ago, this on-site sales professional contacted me to say that she was starting a new podcast for New Construction Marketing. When I asked about her motivation, it was to learn as much as she could about her craft and share that with others, who like her might feel they are all aloneContinue Reading

Video: Do You Have An Abundance Mentality?

Video: Do You Have An Abundance Mentality?

Today, I’d like to ask you, do you have an abundance mentality or a scarcity mentality? Perhaps you have both at different times? For those of you with whom I have had the privilege of training or coaching, you have often heard me refer to these concepts.  Those who have an abundance mentality, focus onContinue Reading

Artificial Intelligence and the Real Estate Industry

Artificial Intelligence and the Real Estate Industry

There is nothing artificial about the intelligence needed to help buyers and sellers. ~Kimberly Mackey Real estate franchisor Keller Williams debuted an artificial intelligence-based virtual assistant and referrals platform today, announcing to the world it has every intention of thriving in a changing industry. “We are a technology company. No. 1 that means we build theContinue Reading

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 toContinue Reading

Quint Lears, from NewHomeSales.com Interviews Kimberly Mackey on Sales Management

Quint Lears, from NewHomeSales.com Interviews Kimberly Mackey on Sales Management

At the International Builders Show in January 2018, Quint Lears caught up with me to ask me about sales management and the challenges our sales managers face in today’s hectic sales environment. If you find that you or your teams are struggling to get it all done, hopefully a few of these tips will helpContinue Reading

Kimberly Mackey to be Honored as Associate of the Year by Florida Home Builders Association

Kimberly Mackey to be Honored as Associate of the Year by Florida Home Builders Association

Industry Award Winners Announced During the Florida Home Builders Association Summer Conference  

Video:  A Better Registration Experience Questions are the Answers Part 2

Video: A Better Registration Experience Questions are the Answers Part 2

PART 2:  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 andContinue Reading

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

Just What Does Work/Life Balance Look Like Anyhow?

Just What Does Work/Life Balance Look Like Anyhow?

As written on NAHBNow.com, here is the advice Amy O’Connor, from Shore Consulting and Kimberly Mackey of New Homes Solutions Consulting, shared during our recent presentation at the International Builders Show this past January in Orlando, Florida.  You might not be able to have it all right now, but you can make the most out ofContinue Reading