Category Archives: Builder Sales

head-to-Head: Lead, Follow, or Pivot:  Adapting Your Sales & Leadership Strategy in Real-Time

head-to-Head: Lead, Follow, or Pivot: Adapting Your Sales & Leadership Strategy in Real-Time

In the vibrant world of new home sales, there is always something new to learn, especially when it comes to honing one’s skills in sales and leadership. In the latest episode of the profound live discussion, “Head-to-Head”, Kimberly Mackey of New Homes Solutions Consulting and guest expert Roland Nairnsey of New Home Sales Plus took listeners on a deep-dive exploration of the dynamic world of sales strategy, sharing pearls of wisdom from their rich career tapestries. The session, infused with humor and personalized anecdotes, promised to be a masterclass and a space for budding professionals to rediscover and fine-tune their sales prowess.

Crafting a Symphony of Sales: The Mackey-Nairnsey Duo Unveils the Secrets

Drawing from personal experiences, including Kimberly’s enriching encounters with horses, the session mirrored the beauty of leading by instructions and walking beside team members to foster a climate of growth and learning. The rich narrative created imagery where leadership transcended to an art form, striking a chord with clients and team members, drawing parallels with leading a horse to success.

Phase One: Discovery and Connection

Diving into the crux of the matter, the discovery phase was unpacked as a vital part of the customer-centric approach to sales. The duo emphasized the use of open-ended and range questions to facilitate a comfortable space for clients, encouraging them to divulge their preferences and concerns. This phase was likened to treating the buyers as honored guests, ushering in a sense of warmth and hospitality, urging the salespeople to break free from scripted dialogues, and fostering genuine conversations with prospective homeowners.

Phase Two: Demonstration and Personalization

Moving ahead, the art of demonstrating the home took center stage. The session touched upon the FBI (Feature-Benefit-Involvement) strategy, a cornerstone for effective sales. Here, potential homeowners were not just shown around the home but were guided to envision the benefits that align with their individual preferences, painting a personalized canvas for them to see. Through involvement questions, the buyers become a part of a narrative, forging a deeper connection with the space.

Phase Three: Growth, Legacy, and Mastery

As the conversation unraveled further, there was an accent on professional growth, focusing on learning from mistakes and carving a legacy through customer success. The experts delved into the intrinsic details of the sales journey, from engaging the buyers effectively during demonstrations to understanding the practical applications of various features while emphasizing a focus on the buyer’s experiences over personal gains.

Phase Four: Navigating the Market Realities

Roland and Kimberly acknowledged the current market dynamics, debunking common misconceptions about waiting for the “right time” to invest. The “closing as you go” strategy was discussed as an effective technique to address potential objections step by step, rather than in a heap, towards the end.

Phase Five: Empowerment through Knowledge

The final segment underscored the pivotal role of sales managers in empowering their teams with market insights and facilitating training through role-playing and video shop reviews. This section guided sales managers, encouraging them to nurture talent proactively and foster a culture of continuous learning and growth, gearing the team for success.

Sculpting Future Leaders: A Call to Action

Kimberly shared an inspiring snippet from her journey as the session winded down, urging leaders to be field-oriented. Roland agreed and encouraged sales leaders to cultivate structured habits, drawing inspiration from James Clear’s “Atomic Habits”. The discussion moved to the significance of cultivating a “bench”, a reservoir of well-trained individuals ready to rise to the occasion as and when needed. She reflected on the meticulous training and nurturing of talents to form a team that stands resilient in the face of changing market dynamics.

In Conclusion: The Journey of Learning and Growing

In the heartwarming conclusion of this enriching session, the veterans emphasized the exciting road ahead for new talents, fostering a spirit of learning and adaptation in the ever-evolving landscape of new home sales.

The “Head-to-Head” session with Kimberly Mackey and Roland Nairnsey wasn’t just a conversation but a narrative weaving through the nuances of sales and leadership, a rich tapestry offering insights and strategies, coupled with real-time adaptations for thriving in the dynamic 2023 housing market. It was a call to empathize, to grow, and to lead with understanding and wisdom in the pursuit of sculpting a fulfilling and successful sales career.

Head-to-Head is not a podcast or a webinar. It is a live conversation that happens only six times per year between Kimberly Mackey and thought-leaders in our industry. Don’t miss out, register to attend all of them–even if you can’t make it, we’ll send you the recording. Learn more, register to attend upcoming events, and catch up on past episodes by visiting NewHomesSolutions.com/head-to-head.

 

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Sales and Marketing Power Hour: So, You Got a Lead, Now What?

Sales and Marketing Power Hour: So, You Got a Lead, Now What?

Today’s consumers are well-informed. To attract the right leads, we dive deep into the mindset of the modern homebuyer and explore ways to resonate with them. This entails leveraging effective marketing strategies, including targeted ads and SEO to reach target audiences. You will see proven techniques to generate high-quality leads consistently. Learn how to buildContinue Reading

Head-to-Head: Round 3–The Top 10 Mistakes Sales Professionals Make Today

Head-to-Head: Round 3–The Top 10 Mistakes Sales Professionals Make Today

Back by popular demand, Leah Turner from Melinda Brody and Company (Mystery Shopping) stopped by Head to Head for the 3rd year in a row to discuss the results of the Annual Benchmark Study that Melinda Brody & Company does which uses the results of their hundreds of mystery shops over the year to letContinue Reading

Lasso CRM: Top New Home Sales Tips for 2023–Lead from the Side

Lasso CRM: Top New Home Sales Tips for 2023–Lead from the Side

Every year, Lasso CRM reaches out to the influencers in our industry to ask them to contribute their best advice on what we have learned and what we should apply going forward into the new year. I am always honored to be included in this article. This year, my advice is about the need toContinue Reading

Atlanta Real Estate Forum Podcast: How Homebuilders Can Get Traction With Sales

Atlanta Real Estate Forum Podcast: How Homebuilders Can Get Traction With Sales

The podcast was recorded on February 23, 2023. Recently, Kimberly Mackey joined host Carol Morgan, Founder and President of Denim Marketing, to chat about the Traction Scorecard strategy, predicting sales paces and more on the All About Real Estate segment of the Atlanta Real Estate Forum Podcast. Here is a summary of the conversation. ForContinue Reading

Head-to-Head: Becoming a Rock Star Sales Leader with Alan Beulah

Head-to-Head: Becoming a Rock Star Sales Leader with Alan Beulah

(If you would like to read the discussion between Kimberly and Alan, the video transcription is at the bottom of the page.) If you are a veteran sales manager in the home building industry, have you ever wondered how you stack up? Maybe you are a General Sales Manager and aspire to take it toContinue Reading

Head-to-Head with Roland Nairnsey: Avoiding Market Whiplash

Head-to-Head with Roland Nairnsey: Avoiding Market Whiplash

(If you would like to read the discussion between Kimberly and Roland, the video transcription at the bottom of the page.) Are you starting to experience Market Whiplash? Listen in, as Roland Nairnsey, from New Home Sales Plus and Kimberly Mackey go Head-to-Head. We will dive in HEADfirst into what you can do, right now,Continue Reading

Head-to-Head: Take 2–The Top 10 NEW Mistakes Salespeople Make with Leah Turner

Head-to-Head: Take 2–The Top 10 NEW Mistakes Salespeople Make with Leah Turner

(If you wouild like to read the discussion between Kimberly and Leah, the video transcription is at the bottom of the page.) It is always better to learn from the mistakes of others. For the second year in a row, Leah Turner, from Melinda Brody & Company Mystery Shopping stops by to share with KimberlyContinue Reading

Selling Homes Predictably with Kimberly Mackey, Guest Speaker

Selling Homes Predictably with Kimberly Mackey, Guest Speaker

          Click here to listen to the podcast (47:41) on DoYouConvert.com Recently, Kimberly Mackey sat down with Kevin Oakley, the Managing Partner of Do You Convert  on the award-winning, Market Proof Marketing Podcast. They discuss a multitude of topics, including why builders can’t move forward to improve their sales numbers until theyContinue Reading

Sales and Marketing Power Hour-Making Movie Stars Out of Your Camera Shy Team

Sales and Marketing Power Hour-Making Movie Stars Out of Your Camera Shy Team

Industry gurus have preached the power of video for years and 2020 brought the importance of videos even further to the forefront, yet your team is still struggling to produce them. It is understandable. Perhaps it is rooted in fear, perhaps it is laziness, perhaps it is a lack of understanding. Whatever it is, nowContinue Reading

Head-to-Head with Bassam Salem-Making Artificial Intelligence Sexy and Personal

Head-to-Head with Bassam Salem-Making Artificial Intelligence Sexy and Personal

(If you would like to read the discussion between Kimberly and Bassam, the video transcription is at the bottom of the page.) Are you terrified that technology will replace you? Is it all happening so fast that you can’t wrap your head around it? How do you fit in? Artificial INTELLIGENCE is SMART! On thisContinue Reading

Sales and Marketing Power Hour-Selling Homes with Nothing to See

Sales and Marketing Power Hour-Selling Homes with Nothing to See

Welcome to the first Sales and Marketing Power Hour of 2022 and our move to Wednesday. Happy Hump Day! We kicked off 2022 with a BANG! SOLD OUT? Waiting on your next community to open? Dr. Seuss tells us that “the waiting place is a useless place.” Do homebuilders still need model homes in today’sContinue Reading

Head-to-Head: FUTURE VISION with Meredith Oliver

Head-to-Head: FUTURE VISION with Meredith Oliver

(If you would like to read the discussion between Kimberly and Meredith, the video transcription is at the bottom of the page.) 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 planningContinue Reading

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

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

(If you wouild like to read the discussion between Kimberly and Jeff, the video transcription is at the bottom of the page.) 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 relationshipsContinue 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

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

(If you wouild like to read the discussion between Kimberly and Mike, the video transcription is at the bottom of the page.) 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.Continue 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

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

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

(If you would like to read the discussion between Kimberly and Leah, the video transcription is below.) “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 thingsContinue 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