Category Archives: General Real Estate

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

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

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

Artificial Intelligence and the Real Estate Industry

Artificial Intelligence and the Real Estate Industry

There is nothing artificial about the intelligence needed to help buyers and sellers. ~Kimberly Mackey Real estate franchisor Keller Williams debuted an artificial intelligence-based virtual assistant and referrals platform today, announcing to the world it has every intention of thriving in a changing industry. “We are a technology company. No. 1 that means we build theContinue 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

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: Just Whose Objection is it Anyway?

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 toContinue 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

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

The Planned Encounter–The Most Important Tool in the Sales Manager’s Stable

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 outContinue Reading

Don’t Ask These 2 Questions

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, butContinue Reading

Wise Words from the Customers

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 homeContinue Reading

Maybe It Isn’t “All or Nothing”

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 withContinue Reading

Do You Have the Right Stuff to be a CONNECTOR?

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

Un-slumping Yourself is Not Easily Done (or is it?)

Un-slumping Yourself is Not Easily Done (or is it?)

All of you out there who have trained with me are going to get a real chuckle out of this article.  Dare I say it?  Ok, here we go, “Dr. Seuss is a genius!”  There I said it.  No taking it back now, so I guess I had better support it instead. In his book,Continue Reading

Recently I was Interviewed by “Realty-Builder Magazine”

Recently I was Interviewed by “Realty-Builder Magazine”

Communication Key to Making the Sale Brought to you by the Builder Realtor Relations Committee of the Sales and Marketing Council of the Northeast Florida Builders A 10/23/2014 Q. What are some of the ways site agents miscommunicate with REALTORS®? And, how can site agents better communicate with Realtors? A. We, in new home sales, miscommunicateContinue Reading