by Suzanne Neff The tone you set as the salesperson is key to starting the relationship with your prospect on the right note. Buyers today are bombarded with push messages, but all they really want is to make a connection with someone who understands their challenge to help them to find a solution. As… Continue Reading
Author Archives: Kimberly Mackey
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 out… Continue Reading
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, but… Continue Reading
Suzanne Neff Joins Forces with Kimberly Mackey at New Homes Solutions
New Homes Solutions and Kimberly Mackey are pleased to announce the addition of Suzanne Neff to the team. Suzanne brings a wealth of experience to New Homes Solutions. Having been involved in the home building industry for over 30 years, she began her career as a successful on site salesperson and worked her way through… Continue Reading
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 home… Continue Reading
Good Sales Professionals Always Mind Their Own Business
If you want something done, do it yourself! Sales pro’s, this is something we must remember each and every day. So often, we try to “hand-off” work to our managers or others in the company. Then, we complain when it takes them too long to get it done. If we want effective sales management, we… Continue Reading
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 with… Continue Reading
Do You Have the Right Stuff to be a CONNECTOR?
Malcolm Gladwell, in his book, The Tipping Point, describes very special people called CONNECTORS. He says these are the people who “link us up with the world…people with a special gift for bringing the world together”. Great sales people are CONNECTORS, they don’t look at a new person they meet as simply an immediate sale.… Continue Reading
WEBINAR: Sales Management by the Numbers
About the Presentation Are your sales consultants consistently selling at least one new home per week? If not, this is program for you. Learn the formula for success from a Sales and Marketing Management Consultant who continues to walk in your shoes daily and who personally manages multiple sales teams from across the country to… Continue Reading
Bad Apples
One bad apple really can spoil the whole bunch. We all know one–that perpetually unhappy sales person who isn’t happy unless they are complaining about something. Some people just process information differently than others, and sometimes that can come out as verbal questioning, often in front of others. I see this a lot in sales… Continue Reading
Un-slumping Yourself is Not Easily Done (or is it?)
All of you out there who have trained with me are going to get a real chuckle out of this article. Dare I say it? Ok, here we go, “Dr. Seuss is a genius!” There I said it. No taking it back now, so I guess I had better support it instead. In his book,… Continue Reading
Recently I was Interviewed by “Realty-Builder Magazine”
Communication Key to Making the Sale Brought to you by the Builder Realtor Relations Committee of the Sales and Marketing Council of the Northeast Florida Builders Association 10/23/2014 Q. What are some of the ways site agents miscommunicate with REALTORS®? And, how can site agents better communicate with Realtors? A. We, in new home sales, miscommunicate… Continue Reading
The Power of a Lasting Legacy
Each New Year, we get the opportunity to begin anew. Each New Year brings new possibilities. Some of us set “New Year’s Resolutions”, yet less than 10% of us actually keep them. Instead of focusing on the temporary, why don’t we focus on the LASTING? For me, this past year was both an extraordinary year… Continue Reading
How having an Attitude of Gratitude can change your sales team
The stories that touch our hearts are those of individuals or teams who have overcome great adversity. What do those heroic figures all have in common? They are all positive people who believed they could overcome and they all share an attitude of gratitude. Positive people thrive—even when they don’t. These folks understand that the… Continue Reading
THE ZERO MOMENT OF TRUTH: LESSONS FROM AMAZON.COM
The first of a three-part series on the disruptive impact of eCommerce on home buying, from Avid CEO and Founder Paul Cardis. By: Paul Cardis Ever since the Internet became popular, home builders have been slowly aligning their sales strategies to the new normal. But a revolution is afoot and sales will never be the… Continue Reading
STEP AWAY FROM THE SALES CENTER
Could someone please explain why we, in on-site sales, seem to have our feet glued to the floor in our garage sales centers? You know what I mean, average sales person greets prospect and REALTOR® at the door, and then proceed to stand firmly planted right there, carrying on a full conversation. Oh sure, we… Continue Reading
The Cold Fish
Do you ever have a prospect who just won’t “warm up” to you no matter what you do? You know the ones, the ones who will not talk to you or answer any of your questions or are even openly hostile to you. Try this to turn things around, “Mr. or Ms. Prospect, I am… Continue Reading
Motivational Accountability is NOT an Oxymoron
Times are improving. As we get busier, it becomes easier and easier to forget the sins of the past. Lately one of those more dangerous sins keeps coming to light as sales management is consistently asked to do more on top of their primary duties of keeping the sales engine flowing. Often sales people are… Continue Reading
