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
Category Archives: Builder Sales
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
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
“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
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
The Key to Successful Realtor® Relations (As Told by a General Real Estate Agent)
This past week, I was privileged to recognize top producing general real estate agents at Berkshire Hathaway HomeServices Florida Properties Group. While I was there, I got the opportunity to catch up with some of my New Homes Specialist graduates to find out how things are going for them. Karen Tillman-Gosselin was kind enough to… Continue Reading
What Happens 2 Weeks After a Big Training Session?
Transcript of Video: You hold a big “RAH, RAH Training” for all of your Sales People. Everyone is super pumped and excited. You even have everyone write down the three things they will implement immediately. The first week back, the sales manager touches base with everyone to see how it is going and what they… Continue Reading
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… Continue Reading
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… Continue Reading
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 Mackey… Continue Reading
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’ to… Continue Reading
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”
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 not… Continue Reading
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 sell… Continue Reading
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 that… Continue Reading
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 of… Continue Reading
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 alone… Continue Reading