TRANSCRIPTION: The results are in of the 2018 benchmark study! Hi there, I’m Leah Turner, Sales Coach, and Trainer with Belinda Brody and Company. Every year we put together a benchmark study that we share with our clients. What we do is we take all the data from the year and compile it to come… Continue Reading
Finish the Year Strong
Recently, I was honored to be invited back to the New Construction Marketing Podcast, hosted by Anya Chrisanthon. The topic is timely as we finish out 2019. If you aren’t familiar with the New Construction Marketing Podcast, I encourage you to check it out. Anya has an incredible line-up of guests, from CEO’s of major… Continue Reading
Using LinkedIn to Grow Your Sales with Guest Vlogger, Adam Van Bavel of O’Neil Interactive
Grab those earbuds and click the video above to take you to the full playlist. The following transcript is from the abridged version of this video, not the full playlist. The information provided by Adam was so good, we decided to offer it as a full training session, broken down into 2 videos for your… Continue Reading
My Top 5 Discovery Questions to Ask
Video transcription (we recommend you put your earbuds in and watch the video though): Hi everyone, Kimberly Mackey with New Homes Solutions here to bring you another installment of our SOLUTIONS e-Training series. Today we’re going to talk about one of my favorites, “Discovery” and “Discovery Questions.” Specifically, I’m going to share with you my… Continue Reading
The Secrets to Converting Leads Who Aren’t Ready to Buy Today–Spencer Powell, from Builder Funnel Radio is our Guest Vlogger
Most builders I talk to have the same complaint and that is there are not enough leads that are ready to buy today. I’m going to show you how to solve that problem, but in order to do that, we have to go back in time a little bit. The best time to build… Continue Reading
The New Home Sales Critical Path Explained in Under 15 Minutes
Recently, I was asked, as part of a much larger training series, to explain The Critical Path for New Home Sales to a group of smaller volume home builders. While, as a new home salesperson, you should regularly practice your use of The Critical Path through much more in-depth training, this shortened version can help… Continue Reading
Guest Vlogger: John Palumbo on Unlocking Your Personal Charisma
TRANSCRIPT: This week I am going to share some insights with you on charisma, and what you can do to unlock your personal charisma. You know, that state of mind – that attitude, if you would – that helps you influence and persuade people. That’s really what charisma is about; Your ability to influence and… Continue Reading
Register Everyone, Every Time
TRANSCRIPT: Every business needs to know who its customers are and how they found out about them. Builders are no exception. However, I so often hear how difficult it is to gather registration information. One of the essential items I track for my builders each week is total traffic versus registrations. Traffic is a buying… Continue Reading
Builder Funnel Radio Podcast: Episode 43: The Customer Experience Funnel (CEF) w/Kimberly Mackey
In this May 2019 episode, Spencer Powell hosts Kimberly Mackey of New Homes Solutions Consulting. Kimberly talks us through the Customer Experience Funnel (CEF): Where it starts How it works The different stages of the CEF How to master yours to improve your homebuyer customer experience If your business thrives on new and repeat… Continue Reading
Understanding Buyer Motivations in the Active Adult Lifestyle Demographic
TRANSCRIPT (Note: This is a PowerPoint presentation with audio and is understood best when viewed in the video format above): Hello, my name is Ben Keal, and I am the Director of Sales and Operations for PCR. PCR is also known as PrivateCommunities.com. We have been around since 1996 helping generate real estate leads and… Continue Reading
Fantastic Salespeople and Where to Find Them, Part 3
TRANSCRIPTION: Hi everyone, Kimberly Mackey here with New Homes Solutions Consulting. Welcome back to our three-part series, Fantastic Salespeople and Where to Find Them. Today is our third and final episode. If you will recall, or feel free to refer back to Part 1 on our YouTube Channel or our Blog site (NewHomesSolutions.com/blog), in Episode… Continue Reading
Effortless Follow-up with Anya Chrisanthon
TRANSCRIPTION: Riches are in the follow-up. Follow-up is really what separates professionals from wannabes. So, here are three things that you need to know about follow up. Number one, it must be automated. If you don’t have a system in place, no matter how disciplined you are, it’s very difficult to keep it up long… Continue Reading
Fantastic Salespeople and Where to Find Them, Part 2
Transcription: Hi everyone, Kimberly Mackey here with New Homes Solutions Consulting. Welcome back to our three-part series, Fantastic Salespeople and Where to Find Them. Today is our second episode. If you will recall, or feel free to refer back to Part 1 on our YouTube Channel or our Blog site (NewHomesSolutions.com/blog), in Episode One, we… Continue Reading
As Seen at IBS75: Meredith Oliver Presents, “Fact or Fiction: Digital Marketing Myths Busted”
In this video, Guest Vlogger, Meredith Oliver, “busts” Myth #1 wide open: Websites can be beautiful or functional but they can’t be both. Hey there Kimberly, Meredith here. Thank you so much for the opportunity to contribute to your blog. I really appreciate the invitation, and I’m happy to do it. You’ve been so gracious… Continue Reading
Fantastic Salespeople and Where to Find Them, Part 1
TRANSCRIPT: Hi Everyone! Kimberly Mackey, with New Homes Solutions Consulting here. Thank you for joining us on the 1st of our 3-part series, “Fantastic Sales People and Where to Find Them.” Today, in part 1, we are going to discuss the composition of a great salesperson. On July 10th, we will talk about all the… Continue Reading
As Seen at IBS75: When Doing Follow-up, should you call, text, or email?
TRANSCRIPTION: Hey, I’m Carol Morgan coming to you from Denim Marketing as part of Kimberly Mackey’s IBS 75th Anniversary Special, and I’m here to talk to you about Netiquette. The class I presented at IBS was Netiquette 3.0. Netiquette is where etiquette meets the internet. You all know etiquette used to be kind of easy;… Continue Reading
“How Do You Mean?” (And other crazy objection handlers)
As sales professionals, we often jump to middle, or worse jump to conclusions by making assumptions, especially when it comes to objections. What if, instead, we slowed down and learned more information before we assume something? How might that create a different result? … Continue Reading
How to Enhance Your Customer Experience to Boost Profits: Engaging Leads
How to Enhance Your Customer Experience to Boost Profits: Engaging Leads Filed in International Builders’ Show, Sales & Marketing on April 30, 2019 • 0 Comments This is the second portion of a two-part series that covers the integration of sales and internal operations to maximize success. Click here for Part I. It may sound contradictory to the name… Continue Reading
As Seen at IBS75: Text Vs Email: Chat Bots For the Win
*Note: Special thanks to our Guest VLOGGERS today from Trendmaker Homes in Dallas. While we provide this transcription for your convenience, we sincerely hope you will watch this video because it truly is a game-changer! Hi, my name is Chris Hartley, and I’m Ingrid Prince, and we’re with Trendmaker Homes in Dallas Fort-Worth. The purpose… Continue Reading
As Seen at IBS75: Do You Know How Much Sales Traffic You Are Missing?
Back in 2008, I wrote an article entitled, “It is 7 PM, Do You Know Where Your Customers Are?” The gist of the article was that we, as builders, were not positioning our model hours to make it more convenient for our buyers to visit with our sales professionals at the times when the buyers… Continue Reading