Head-to-Head: Build Your Sales Force Inside and Out

If you are like most homebuilders, the anatomy of a GREAT salesperson remains a mystery to you. Keith McKinney, from New Home Star, dropped by to go Head-to-Head with Kimberly Mackey, along with a lively audience. In this edition, we break down what are the most important attributes that all GREAT salespeople share. We discuss how to hold your team accountable, and what metrics to use. Then we dive into the camps for competitive sales floors vs. shared floors, outsourcing your sales team vs. in-house or even general real estate companies. Then, if that wasn’t enough, we do a BONUS 5-minutes on how to create your outsides sales machine. Honestly, if your business is selling new homes, this video should be required viewing!

Please make sure you SUBSCRIBE to Solutions so you don’t miss an episode of Head-to-Head or any of our other great training videos on this channel, and for more information or to register for future Head-to-Head events, CLICK HERE.

Share and Enjoy !

Head-to-Head with Angela McKay: Getting It All Done!

Head-to-Head with Angela McKay: Getting It All Done!

In this edition of Head-to-Head, Angela McKay, from Oneil Interactive discuss how to fit EVERYTHING in! Ok, that’s not entirely true. There is no way to get everything done, but we help you to figure out some priorities for both work and home life, and the best part is that you already have the tools.Continue Reading

The Sales and Marketing Power Hour: Annual Lasso Round-up

The Sales and Marketing Power Hour: Annual Lasso Round-up

When we say, “Power Hour,” we mean it! Take a look at this incredible line-up who joined hosts Carol Morgan, from Denim Marketing and Kimberly Mackey, from New Homes Solutions for our annual partnership with Lasso CRM for the end-of-year Round-up. Each year, Lasso CRM asks the top experts from the new home industry toContinue Reading

Sales and Marketing Power Hour: Diversity, Equity and Inclusion

Sales and Marketing Power Hour: Diversity, Equity and Inclusion

Ghandi told us to “be the change we want to see in the world.” The conversation must start somewhere about what our company and industry cultures attract for future growth, competitiveness, and better service our surrounding markets. In this episode of the Sales & Marketing Power Hour, we reached out to two industry experts, TeresaContinue Reading

Head-to-Head: FUTURE VISION with Meredith Oliver

Head-to-Head: FUTURE VISION with Meredith Oliver

You know you are in for a great time and a lot of FANtasitc information when Meredith Oliver stops in to help us prepare for 2022. We discuss everything from what event planning in 2022 looks like, what sales skills we need to “de-rustify” or in some cases, teach for the first time, iBuyer programs,Continue Reading

Head-to-Head with Jeff Shore: Through the Buyer’s Eyes

Head-to-Head with Jeff Shore: Through the Buyer’s Eyes

What fun Jeff Shore and Kimberly Mackey had taking a deep dive into looking at the homebuying process “Through the Buyer’s Eyes.” You’ve heard it again and again, but homebuying is about relationships and helping your buyers, but if you don’t get to know them or understand their story, how can properly help? This programContinue Reading

Sales & Marketing Power Hour: HOW RUDE! Dealing with Negative Social Media Comments

Sales & Marketing Power Hour: HOW RUDE! Dealing with Negative Social Media Comments

If you don’t have something nice to say, don’t say anything at all…is what we all wish we could say to rude comments! Instead, we will put on our big girl and big boy pants to discuss what we can say professionally in this SMPH with Courtney Steward of Denim Marketing. Watch now to learnContinue Reading

The Workforce Has Changed, Now It’s Your Turn

The Workforce Has Changed, Now It’s Your Turn

Before you make the blanket statement that people are lazy and “no one wants to work any more,” perhaps you should take into consideration these two stats, shared by economist Elliot Eisenberg. Change is hard to do and hard to understand, especially when it disrupts and uproots the workforce and the status quo as much asContinue Reading

Head to Head: How An Abundance Mentality Can Restore Order to Your World

Head to Head: How An Abundance Mentality Can Restore Order to Your World

On September 14, 2021, our good friend Leah Fellows, from Blue Gypsy, Inc., stopped by to discuss how having an abundance mentality can restore order to your world. If you feel stressed or overwhelmed, perhaps just tired, this is the one for you. Learn how a few small steps can have a huge impact toContinue Reading

Sales and Marketing Power Hour: Pants Optional–Making Remote Work

Sales and Marketing Power Hour: Pants Optional–Making Remote Work

Builders and industry friends, are you still working from home, or perhaps, with the Delta variant and school back in session, you have staff out due to quarantines? This is the webinar for you. How can you give workers the flexibility they need and still keep the work flowing? And, if you the worker whoContinue Reading

Head-to-Head: Creating the ULTIMATE Online Sales/On-site Sales TEAM with Mike Lyon

Head-to-Head: Creating the ULTIMATE Online Sales/On-site Sales TEAM with Mike Lyon

On August 10, 2021, the one and only Mike Lyon, from Do You Convert stopped by as Kimberly Mackey’s guest on Head-to-Head. The mission: “CREATING THE ULTIMATE Online Sales Counselor (OSC)/ON-SITE Sales TEAM. No matter how you slice it, the parts have to add up to the whole. Mike and Kimberly break it down toContinue Reading

Working With REALTORS®-Builder Nuggets Podcast Featuring Kimberly Mackey

Working With REALTORS®-Builder Nuggets Podcast Featuring Kimberly Mackey

How do we turn the general adversarial relationship of builders and REALTORS® into a two-way street of collaboration and trust? In this episode hosted by Duane Johns, our guest Kimberly Mackey shares real-world solutions for just this. She has earned the reputation as being an expert in today’s competitive and rapidly changing sales environment. InContinue Reading

Sales and Marketing Power Hour: Creating Urgency in the Active Adult Buyer

Sales and Marketing Power Hour: Creating Urgency in the Active Adult Buyer

Today’s active-adult homebuyers have more choices than ever. From staying put in the home they’ve been in for 30 years to renting, buying in an age-restricted community, or retiring to the beach. Because these buyers don’t have to move, it is often more challenging to create a sense of urgency, but it is possible whenContinue Reading

Head-to-Head: The Top 10 Mistakes Most Salespeople Make

Head-to-Head: The Top 10 Mistakes Most Salespeople Make

“THE TOP TEN MISTAKES MOST SALESPEOPLE MAKE.” What happens when two long-time friends and travel buddies go Head-to-Head? Will the friendship survive? 😉 LOL! I am happy to report that it did. We cover some of the crazy things we have seen and done in new home sales and, of course, give our TOP 10Continue Reading

Sales and Marketing Power Hour: Is By Appointment Here to Stay?

Sales and Marketing Power Hour: Is By Appointment Here to Stay?

If the Pandemic taught the new home building industry one thing, booking “By Appointment” is highly effective. After years of experts touting the advantages of setting appointments, builders have made the switch to by appointment preferred or by appointment only to provide customers with social distanced experiences. And the side effects are numerous – moreContinue Reading

Head-to-Head: The Enneagram Enigma with Quint Lears and Kimberly Mackey

Head-to-Head: The Enneagram Enigma with Quint Lears and Kimberly Mackey

  Do you ever feel like you are not being heard? Do you feel like you have to say the same thing over and over to your buyers? Perhaps, it is nothing more than two personality styles who communicate and hear things in very different ways? Listen in to this recording where Kimberly Mackey wentContinue Reading

Head-to-Head with Roland Nairnsey: Engaging Anxious Buyers in Today’s Hot Market

Head-to-Head with Roland Nairnsey: Engaging Anxious Buyers in Today’s Hot Market

  On April 13, 2021, Kimberly Mackey went Head-to-Head with Roland Nairnsey, from New Homes Sales Plus. Buyers are getting extremely anxious with all the bidding wars, rising prices, product shortages, lotteries, VIP lists, highest and best offers, and on an on. With all the headlines about limited availability why don’t these buyers understand whatContinue Reading

Sales and Marketing Power Hour: A Buy Now Button Coming to a Website Near You

Sales and Marketing Power Hour: A Buy Now Button Coming to a Website Near You

A Buy Now Button Coming to a Website Near You was recorded live on April 16, 2021. Please join us LIVE for the next Power Hour on May 21, 2021. REGISTER HERE Can buying a home today really be as simple as pressing a button? During the next edition of the Sales & Marketing PowerContinue Reading

Building Perspective Podcast: Looking Forward with Kimberly Mackey

Building Perspective Podcast: Looking Forward with Kimberly Mackey

Recently, Kimberly Mackey was honored to be the featured guest on the Building Perspective Podcast. we spoke about how to get involved in the homebuilders association to give back to our industry, how to manage yourself and others using PRO-active and RE-active time, and even managing your building business during all the chaos and withContinue Reading

Head to Head with John Palumbo–Living the Highly Influential Life

Head to Head with John Palumbo–Living the Highly Influential Life

Head to Head is not a webinar and it isn’t a podcast, it is a conversation between Kimberly Mackey and her colleagues and industry friends about some of the hottest topics and challenges in the new home market today. However, today we are reminded that not every topic needs to be HOT for it toContinue Reading