Category Archives: Builder Sales

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, when I’m not interviewing top experts for NewHomeSales.com, I actually sell homes full time for a living. I represent a builder in the Southwest called Hakes Brothers Homes, and we are the number one family-owned company in New Mexico. I’m proud to represent. So today, and by the way, if you haven’t seen Kimberly’s program-the interview I did with Kimberly-you’ve got to watch it. It’s kind of cool and has some great content. But today, I’m going to be on her program. I’m going to give you one of my secrets. It’ the 5 levels of a great presentation. Level One is that you don’t present the home at all. A lot of salespeople do this, and frankly, I think it’s a disgrace to the industry. Look, I’m just kidding, but it really is bad. You’ve become a steward of your homes and the model home. You want to be able to present it and cast it in the best light possible, so Level One is you don’t present it; you just let the customer figure it out on their own. Level Two is what we call in the industry the windshield wiper technique. We say, “Here’s the kitchen, here’s the living room, here’s the bathroom (Quint points back and forth with a sweeping motion). That’s Level Two. Level Three is when you point out specific features within a room. For instance, let’s talk about the kitchen. I can say, “It’s got beautiful white cabinets and crown molding and standard height handles. It’s got a Moen faucet.” Those sorts of things you feature and explain. So, Level One is you don’t present it, and Level Two is just to say what the room is called and discover the house with the customer. Level Three is you point out specific features. I like to say that the separation in this business is in the presentation-your ability to present the home, but the domination is in the demonstration.

Level Four is where we become great in our industry. It is the ability to actually demonstrate the superiority of the product. Follow me to the kitchen, and I’ll give you an example. Again, Level One-we don’t present it at all, Level Two is we say, “Here’s the kitchen.” Level Three is, “Look at this wonderful kitchen, it’s got a vented hood.” Level Four is actually demonstrating that vented hood. I would turn the lights on or off. I can turn on the vent so you could hear it. I used to use a piece of paper (Quint places the paper under the hood where it attaches to the grate by vent suction) and say, “Look at this. Isn’t it amazing? It takes the heat and smoke and odor up and out of the home.” With the piece of paper, it’s a powerful demonstration. But I am always thinking how I can make it even more powerful. Watch this! (Quint takes a 16×20 framed print with glass and places it under the hood where it attaches to the grate by the strong vent suction and steps away from it.) “How powerful is that?” he asks. It takes an entire picture with the glass and frame and holds it up there.

What’s the Fifth Level? What is the level that will totally separate you from the pack of new homes sales people? What will totally allow you to dominate your competition? Here’s what it is; you make the customer demonstrate the product. Here’s how it works: Say, “Mr. and Mrs. Customer, I want you to take this picture and hold it up there (under the vent), but if you break it, you’ve got to buy it…Just kidding…” Hold it up there and ask them to press the button, and ask them to let the picture go. That, ladies and gentlemen, is how you demonstrate the items.

So, here’s a challenge: I want you to go through your model home and find as many features as you can. Study and become an expert on every feature of your home. Then think of ways you can demonstrate those features. Then at the next level, how you can involve the customer and get them to physically touch, move, feel and physically demonstrate your model home.

Thank you New Homes Solutions and Kimberly Mackey. I love what you’re doing. I love the videos you are producing. You’re doing some great content. I watch them. I share them with my friends. I look forward to what you do. Thanks again for having me on the program. Have an outstanding day and keep making an impact, my friends.

To see Quint’s interview with Kimberly Mackey, click here.

 

Quint Lears is a nationally recognized new home sales professional and recipient of the NAHB National Salesperson of the Year–Gold award. He is the Builder Books published author of “Partnering with Brokers to Win More Sales” and is the host and creative director of NewHomeSales.com, an online platform featuring insights, ideas, and best practices from top industry professionals. Quint has been featured in multiple books and national publications including RE/MAX Above Magazine, Top Agent Magazine, and NAHB Sales and Marketing Ideas Magazine. In his free time, Quint enjoys spending time with family and friends, reading and playing the piano. Visit: www.NewHomeSales.com for more information.

Link to Quint’s book: “Partnering with Brokers to Win More Sales”: https://builderbooks.com/partnering-with-brokers-to-win-more-sales.html

New Home Sales on YouTube

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

Suzanne Neff:  “Ask Different Questions, Get Better Results”

Suzanne Neff: “Ask Different Questions, Get Better Results”

In this video, Suzanne explores the questions behind the questions. When you understand the “why?” then and only then can you understand the “how.” As the author of, New Home Sales The Basics and the Magic, Suzanne Neff is a proven leader in the New Home Sales arena. With over 3 decades of experience rangingContinue Reading