Category Archives: Builder Sales

A Stocking Stuffed with Real-World Safety Solutions to Keep You Safe in Your Model Home and Beyond

A Stocking Stuffed with Real-World Safety Solutions to Keep You Safe in Your Model Home and Beyond

Happy Holidays and Merry Christmas from New Homes Solutions!  I am Kimberly Mackey. Today I would like to thank all of you for making 2018 so fantastic for us. It has been a year of abundant blessings, growth, and lessons learned. We are sincerely looking forward to a terrific 2019.

Today, although a rather somber topic, I would like to talk about some important safety information for anyone who works in this business. There is nothing more important than your personal safety, and our builder companies owe it to all who represent them to take every reasonable precaution to ensure that their teams in the field are safe from predatory or violent acts.

Sadly, a couple of weeks ago we lost a new home sales professional in a model center in Maryland due to what is now believed to be a random act of violence and a robbery gone wrong. At times like these, we can all reflect on what sorts of precautionary measures we can put into place.

When I was in new home sales, in a model center in a master planned, and well-populated community I was robbed. Fortunately, in my case, they didn’t want to hurt me, they only wanted the raw cookie dough that was delivered a few moments prior. However, I can tell you it is a frightening experience when 5-6 large men (a drywall crew from a competing builder), 2 of them carrying machetes, come into your model center and you are the only one there. After some confusion about what they actually wanted, I certainly gave them all the frozen cookie dough. It was about $300 worth. After they left, I was quite shaken and grateful that it was only cookie dough they were after. It could easily have been something more.

Just this past week, while working with a new client, we had two incidents in model centers with “creepers” that served as a reminder of how vital safety precautions can and should be in our model centers.  This is especially true when the model centers are in remote locations, but don’t let that be your only guide. Crazy things happen in crowded places as well. In fact, so much so that our society has almost become immune to the shock value it should cause. The suggestions below are not expensive ones, and yet they could save a life. Please discuss this with your teams and put measures into place.

The list below is not meant to be all-inclusive. I advise you to check with security professionals in your area for specific recommendations for each of your unique situations.  And sales professionals, don’t wait on your management team to bring this up. You should bring it up with them.  Feel free to share this article or video as a conversation starter.

Here are some thoughts on some precautions for you to take now to help keep your team safe:

  1. Enroll your team in a Self-defense course, or better yet bring one in and have the whole team (not just the sales team) participate. Your local real estate board will probably have recommendations. I encourage you to utilize someone who is familiar with the unique challenges of our business.
  2. Make sure your alarms are monitored and that you have the latest in smart home technology in every model center. You should have cameras with sound, key fobs with emergency alert buttons on them, and chimes on all entrances and windows. Look for keypads that allow for two-way communication with the monitoring center so if someone is in distress and cannot speak the monitoring service can still dispatch authorities or even scare off an intruder. Additionally, be sure the technology you are using is wireless so the landline or cable line can’t be cut.
  3. Establish some codes between superintendents and sales professionals, such as “Model 911” texts. Sometimes there is just a feeling that something isn’t right and you might not want/need to call 911, but it would still be good to have another person there. There are several apps listed below that allow an individual to choose who to alert in case of emergency before dispatching to authorities. These would be terrific tools for both the sales professional and the field superintendent to utilize to protect one another.
  4. Make sure your model is well lit. Good outside lighting can deter a lot of bad situations. Also, consider adjusting your model hours for daylight savings times.  It is very difficult to view a home, and completely unsafe to show a home under construction after dark anyway.
  5. Staff appropriately. Where it makes sense to put two sales representatives or 1 senior sales representative and one junior or an assistant, do that.  If it doesn’t make sense to have multiple salespeople, perhaps an out of the box solution, for instance, think about having someone from the office who could work remotely during parts of the day in the model centers. You can get creative to ensure you have additional people in remote locations without having to add staff.  There is safety in numbers.

And to all the individual on-site sales professionals or general real estate agents out there where having the builder provide these sorts of safety and security measures isn’t an option, there are still many things you can do to ensure your safety.  There are many personal safety apps and devices out there, like Life 360, Home Snap Pro (for REALTORS®), Lifeline Response, ORA (jewelry/sportswear looking wearable safety devices), and Mace Alert 911, etc.  Please see below for some links to websites and recommendations.

https://www.nar.realtor/safety/resources-for-members

https://stylecaster.com/personal-safety-app/

https://www.pcworld.com/article/2057930/5-personal-safety-apps-that-watch-your-back.html

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

Guest Vlog: 5 Levels of the Sales Presentation

Guest Vlog: 5 Levels of the Sales Presentation

Transcription (*you can read it here, but we highly recommend that you watch this video as much of what Quint shares comes through non-verbally):  Hey everybody, Quint Lears at NewHomeSales.com. I am so excited to be featured here on New Homes Solutions. Kimberly, thank you for having me on the program. By the way, whenContinue 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

Guest Vlog:  How To Use Pinterest To Sell More Homes

Guest Vlog: How To Use Pinterest To Sell More Homes

(Video contains subtitles) Hi, everyone. My name is Anya Chrisanthon, and I’m the host of the New Construction Marketing Podcast. Let me ask you a quick question. Have you used Pinterest? No, I don’t mean to get outfit ideas or recipes, although that’s all good. I mean, have you used Pinterest to help you sellContinue 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

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

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: 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

VIDEO: 3 Questions Every Sales Person Needs to Ask Themselves

VIDEO: 3 Questions Every Sales Person Needs to Ask Themselves

We all know it starts with attitude, but what exactly is controlling your attitude? Suzanne shares a real heart-to-heart that every sales person needs to have with themselves in order to discover just where their attitude is and how it is impacting their sales. As the author of, New Home Sales The Basics and theContinue Reading

Practice Carefully!

Practice Carefully!

If we all agree that with practice comes proficiency, does it not stand to reason that whatever you practice doing you will become better and better at it…including mediocrity? Be careful on what you are practicing and devote yourself to practicing only those things which will make you better. Kimberly Mackey, REALTOR®, is the founderContinue 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