Wait? What? Why on earth would I need to fix something that is right? If it is right, then by definition shouldn’t we leave it alone? Absolutely not! The last thing I want you to do is to leave it alone. What I want you to do is to focus your efforts on what is… Continue Reading
Category Archives: Coaching
VLOG: Lead From the Side
TRANSCRIPTION OF VLOG: Hi, Kimberly Mackey from New Homes Solutions, and I am coming to you today from the barn so that I can talk to you about leadership. Hopefully I can get this 1,100 pound beast beside me (my horse, Prince) to actually cooperate and be part of it. “Prince, say hi to everybody.”… 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
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 on… Continue Reading
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 general… Continue Reading
Video: Just Whose Objection is it Anyway?
Often times, we are the ones with the objections that we project onto our buyers and that isn’t fair. Your buyers need for you to be impartial, and to listen to their wants and needs objectively, not filter it through your own lens. I hope you will take a the few minutes to listen to… Continue Reading
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 to… Continue Reading
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 the… Continue Reading
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 founder… Continue Reading
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 and… Continue Reading
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 ranging… Continue Reading
Relationships are the Most Important Part of the Sale
by Suzanne Neff The tone you set as the salesperson is key to starting the relationship with your prospect on the right note. Buyers today are bombarded with push messages, but all they really want is to make a connection with someone who understands their challenge to help them to find a solution. As… Continue Reading
The Planned Encounter–The Most Important Tool in the Sales Manager’s Stable
Sales Managers, when you understand the 10-5-2-1 Principles you can create more sales in less time with your sales team. Training and holding your team accountable happens each and every week during the Planned Encounter and we argue that the most important thing you have to do each and every week is to get out… Continue Reading
Don’t Ask These 2 Questions
Unless you like chasing rabbits, like “Alice in Wonderland” here are 2 questions we recommend you strike from discovery with your prospects. How many bedrooms are you looking for? How many square feet are you looking for? Why shouldn’t you ask these? It’s simple really. The buyer usually doesn’t know…YET. They think they do, but… Continue Reading
Wise Words from the Customers
by Suzanne Neff A few months back I was having a meeting with one of my home builder clients. The conversation turned to their recent traffic; those who had not yet purchased, but according to the information entered into their data base by their salespeople, were good leads. Where were these customers in the home… Continue Reading
Good Sales Professionals Always Mind Their Own Business
If you want something done, do it yourself! Sales pro’s, this is something we must remember each and every day. So often, we try to “hand-off” work to our managers or others in the company. Then, we complain when it takes them too long to get it done. If we want effective sales management, we… Continue Reading
Maybe It Isn’t “All or Nothing”
Gordon Gekko, in the movie Wall Street, taught us that, “greed, for lack of a better word is good.” Being a glass half-full kind of gal, I like to think that he meant that going after something, and working hard in order to reap the rewards is a good thing. It is pretty hard to argue with… Continue Reading
Do You Have the Right Stuff to be a CONNECTOR?
Malcolm Gladwell, in his book, The Tipping Point, describes very special people called CONNECTORS. He says these are the people who “link us up with the world…people with a special gift for bringing the world together”. Great sales people are CONNECTORS, they don’t look at a new person they meet as simply an immediate sale.… Continue Reading
WEBINAR: Sales Management by the Numbers
About the Presentation Are your sales consultants consistently selling at least one new home per week? If not, this is program for you. Learn the formula for success from a Sales and Marketing Management Consultant who continues to walk in your shoes daily and who personally manages multiple sales teams from across the country to… Continue Reading
Bad Apples
One bad apple really can spoil the whole bunch. We all know one–that perpetually unhappy sales person who isn’t happy unless they are complaining about something. Some people just process information differently than others, and sometimes that can come out as verbal questioning, often in front of others. I see this a lot in sales… Continue Reading