Category Archives: Guest Blog Contributor

How Do Your Sales Skills Measure Up? Guest Vlog with Leah Turner from Melinda Brody & Company

How Do Your Sales Skills Measure Up? Guest Vlog with Leah Turner from Melinda Brody & Company

TRANSCRIPTION:

The results are in of the 2018 benchmark study! Hi there, I’m Leah Turner, Sales Coach, and Trainer with Belinda Brody and Company. Every year we put together a benchmark study that we share with our clients. What we do is we take all the data from the year and compile it to come up with scores in the top six areas of our video mystery shops. This year, we video shot probably about 1,400 new home salespeople representing 45 different builders from across the country; from the Carolinas to California and all places in between. We took those scores and came up with a benchmark average. We shared this average with our clients, so they know where they stand amongst the other builders throughout the country. As I mentioned, there are six areas that we take a look at.

The first one is REGISTRATION. You’ll be happy to know that in 2018, 92% of those people that we video shopped filled out the registration! Yea! Big improvement. So, our salespeople out there are getting that data and getting that important information for you.

The second thing that we take a look at and score is the BUILDER STORY. This year, only 53% of those that we video shopped – 53% – actually shared the builder story, Not good! Your builder story is your brand, and I’m telling you, I’ve seen some video shops where they don’t even mention the name of the builder. So builder story – an area for improvement and an opportunity for training.

The third area that we take a look at is MODEL DEMONSTRATION. A whopping 89% of those salespeople that were video shopped did the model demonstration. You know why? Because this is their comfort zone. When they get into the beautiful model pointing out the features that you provide, they’re in the zone. So that’s great news that they’re doing the model demo.

The next thing we took a look at was HOMESITE DEMONSTRATION. You remember that old saying, “You don’t write unless you site”? Well, 70% of our people did take them out to the home site. This is good news, but still a little bit of an area for an opportunity for growth there as well.

The next area that we looked at and combined the score for is CLOSING. Closing. Unfortunately this year, only 48% of those people that were video shopped suggested to move forward with the purchase of a new home. 48%. That means 52% did not. Not good. Also important to note here, is when we send our video shoppers into your sales offices, our shoppers are ready, willing and able buyers. No credit problems. They could purchase on the spot if they were asked.

The final thing that we took a look at this year was FOLLOW UP. How many salespeople follow up. Also distressing news. Only 48% of those people that were video shopped this year followed up. I mean a phone call, an email, a text. They just aren’t doing it. Again, an opportunity for some training to get our people to follow up.

So that’s the benchmark study offered exclusively by Melinda Brody and Company for our clients. Melinda Brody and Company has been in business for over 35 years, and we focus only on the new home sales industry. So to learn more information, visit our website or give us a call.

(The Melinda Brody and Company 2019 benchmark video shop results will be available in February 2020.)

 

As Sales Coach & Trainer for Melinda Brody & Company, Leah Turner has worked with thousands of new home sales and real estate professionals across the country providing ways to improve and enhance their presentations and increase sales.

Engaging, educational, and always entertaining, Leah is a sought after speaker and has spoken at numerous national/regional trade shows, conferences, and builder associations in addition to conducting private workshops and training programs for builders and real estate firms across the country.

Leah’s experience and expertise in coaching, training and sales management, gives her the competitive edge needed to deliver impactful, content-rich programs to sales and real estate professionals. And with 25 years as a highly charged sales and marketing executive in the home building and real estate industries, Leah understands the specific challenges and pressures of selling homes in today’s market.

Leah on LinkedIn:  https://www.linkedin.com/in/leahpturner/  |  Melinda Brody website:  https://www.melindabrody.com/

Using LinkedIn to Grow Your Sales with Guest Vlogger, Adam Van Bavel of O’Neil Interactive

Using LinkedIn to Grow Your Sales with Guest Vlogger, Adam Van Bavel of O’Neil Interactive

Grab those earbuds and click the video above to take you to the full playlist.  The following transcript is from the abridged version of this video, not the full playlist. The information provided by Adam was so good, we decided to offer it as a full training session, broken down into 2 videos for yourContinue Reading

The Secrets to Converting Leads Who Aren’t Ready to Buy Today–Spencer Powell, from Builder Funnel Radio is our Guest Vlogger

The Secrets to Converting Leads Who Aren’t Ready to Buy Today–Spencer Powell, from Builder Funnel Radio is our Guest Vlogger

  Most builders I talk to have the same complaint and that is there are not enough leads that are ready to buy today. I’m going to show you how to solve that problem, but in order to do that, we have to go back in time a little bit. The best time to buildContinue Reading

Guest Vlogger: John Palumbo on Unlocking Your Personal Charisma

Guest Vlogger: John Palumbo on Unlocking Your Personal Charisma

TRANSCRIPT: This week I am going to share some insights with you on charisma, and what you can do to unlock your personal charisma. You know, that state of mind – that attitude, if you would – that helps you influence and persuade people. That’s really what charisma is about; Your ability to influence andContinue Reading

Understanding Buyer Motivations in the Active Adult Lifestyle Demographic

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 andContinue Reading

Effortless Follow-up with Anya Chrisanthon

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 longContinue Reading

As Seen at IBS75: Meredith Oliver Presents, “Fact or Fiction: Digital Marketing Myths Busted”

As Seen at IBS75: Meredith Oliver Presents, “Fact or Fiction: Digital Marketing Myths Busted”

In this video, Guest Vlogger, Meredith Oliver, “busts” Myth #1 wide open: Websites can be beautiful or functional but they can’t be both. Hey there Kimberly, Meredith here. Thank you so much for the opportunity to contribute to your blog. I really appreciate the invitation, and I’m happy to do it. You’ve been so graciousContinue Reading

As Seen at IBS75: When Doing Follow-up, should you call, text, or email?

As Seen at IBS75: When Doing Follow-up, should you call, text, or email?

TRANSCRIPTION:  Hey, I’m Carol Morgan coming to you from Denim Marketing as part of Kimberly Mackey’s IBS 75th Anniversary Special, and I’m here to talk to you about Netiquette. The class I presented at IBS was Netiquette 3.0. Netiquette is where etiquette meets the internet. You all know etiquette used to be kind of easy;Continue Reading

As Seen at IBS75: Text Vs Email: Chat Bots For the Win

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 purposeContinue Reading

Mystery Solved: Social Media That Drives Walk-in Traffic

Mystery Solved: Social Media That Drives Walk-in Traffic

Hey everybody, Kevin Oakley from DoYouConvert.com here thanks to Kimberly Mackey and New Homes Solutions Consulting to talk to you about my session at the Builder Show that I gave at Sales Central called Mystery Solved: Social Media That Drives Walk-In Traffic. Here we go! We only have a few minutes to cover a lot.Continue Reading

Professional Associations Foster Networking, Personal Relationships and Successful Companies

Professional Associations Foster Networking, Personal Relationships and Successful Companies

Our builders’ associations are the very best resource for networking, growing our business and establishing personal relationships within the professional building community. Through these organizations, industry experts and specialists create, share and maintain core values that result in the best possible results for your business growth and community success. Through perseverance, networking, personal relationships andContinue Reading

Guest Blogger, Erica Lockwood: Challenge…Accepted

Guest Blogger, Erica Lockwood: Challenge…Accepted

Challenge… Accepted Let’s face it, life is bursting with a variety of challenges. As the old saying goes – you win some, you lose some. They come in all shapes and sizes and show up during various times of our personal and professional lives. As a left-handed young girl, I thought a gigantic challenge wasContinue Reading

Guest Vlogger, Russ Laggan Asks: Are You Milking the Cow or Creating a Cash Cow?

Guest Vlogger, Russ Laggan Asks: Are You Milking the Cow or Creating a Cash Cow?

VIDEO TRANSCRIPT:  I know what you are thinking right now. What the heck did Russ just say? Yes, I did! Those who know me well know that the sillier the thing I start out with, usually the more powerful the point that’s going to be made, so stick with me. Get your toes off theContinue Reading

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

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