Category Archives: Leadership

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 to Lead from the Side.

As 2023 approaches and the market continues to “normalize,” the concepts of leadership and how to lead are more critical than ever. Our sales teams are currently in a state of shock. The proverbial rug was pulled out from under them, and they were unsure what to do next. Leadership is not something we do to our teams; it is something we do with our teams. An analogy I like to use is a lesson I learned from my 1,100-pound horse. Trying to force a horse to do something often becomes a battle of wills, and I will lose—EVERY TIME. I can’t pull him to get him to walk forward and can’t push him without the risk of being kicked. I can walk beside him, and when he knows I am there with him, he is more than happy to go along with me. We can also learn a lot about leadership from this approach with our teams. When you walk with your team, and they feel supported and know that you are there beside them, you get better results.

Get out in the field. Spend time with your team members each week to support them, brainstorm with them, and make it safe for them to perform the activities we know it takes to drive the traffic they need. Then, and only then, will they listen to your advice on improving their sales skills and be open to the training and education they need to thrive in any market. While you are with them, giving them suggestions, please don’t assume they know how to do what you are suggesting. For instance, we tell our teams to meet general real estate agents, but is that enough? Those salespeople who haven’t been in new home sales for more than 10 years have never had to do these activities before. They need you to go with them and show them how to do it correctly. Spend time in your sales meetings and one-on-one with role plays to teach them the skills they need to thrive. Don’t hesitate to bring in trainers with different perspectives and techniques to support your efforts. When we all lead from the side, we get through the steps and skills we need to succeed as a team in this and every market.

To learn more and read the entire article with advice from the best and brightest in our industry, CLICK HERE

To help emerging leaders in our industry to grow their leadership skills, New Homes Solutions has created the Lead from the Side Academy. The Academy is for anyone in sales management or those aspiring to grow into a leadership position within our industry. To learn more and receive a free, no-obligation brochure, please CLICK HERE to request it.

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Head-to-Head: Soar Like An Eagle In a World Full of Turkeys with Robert Stevenson

Head-to-Head: Soar Like An Eagle In a World Full of Turkeys with Robert Stevenson

(If you would like to read the discussion between Kimberly and Rob, the video transcription is at the bottom of the page.) Best-selling author and international speaker Robert Stevenson joined Kimberly Mackey for a candid conversation about what it takes to be a great leader, regardless of your title. Robert Stevenson is the author ofContinue Reading

Sales Performance Secrets with Kimberly Mackey on The Build Better Podcast

Sales Performance Secrets with Kimberly Mackey on The Build Better Podcast

EPISODE DESCRIPTION: Tired of constantly stressing over sales? Sometimes contracts come easy, and sometimes it feels like you can’t breathe because you’re so thirsty! New home sales is a volatile and stressful world to manage – but with some practical, tried and proven strategies, it is possible to bring some predictability to your business. TuneContinue Reading

Head-to-Head: Focus + Intensity = Results

Head-to-Head: Focus + Intensity = Results

(If you would like to read the discussion between Kimberly and Tug, the video transcription is at the bottom of the page.) Attention Builders, if you are in firefighting mode far more often than you would like, this video is a MUST-SEE! Learn how Tug Huddleston, of Red Door Homes of North Central Florida, wentContinue 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

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

The Workforce Has Changed, Now It’s Your Turn

The Workforce Has Changed, Now It’s Your Turn

Before you make the blanket statement that people are lazy and “no one wants to work any more,” perhaps you should take into consideration these two stats, shared by economist Elliot Eisenberg. Change is hard to do and hard to understand, especially when it disrupts and uproots the workforce and the status quo as much asContinue 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

Building Perspective Podcast: Looking Forward with Kimberly Mackey

Building Perspective Podcast: Looking Forward with Kimberly Mackey

Recently, Kimberly Mackey was honored to be the featured guest on the Building Perspective Podcast. we spoke about how to get involved in the homebuilders association to give back to our industry, how to manage yourself and others using PRO-active and RE-active time, and even managing your building business during all the chaos and withContinue Reading

2020 Vision Webinar: Top New Home Sales and Marketing Tips for 2021

2020 Vision Webinar: Top New Home Sales and Marketing Tips for 2021

RECORDED LIVE, December 11, 2020 2020 has definitely been a year for the record books. We have enjoyed spending time with you every month to help you to navigate this extraordinary year. Now, as we come to our last 2020 Vision Webinar of the series, we wanted to wrap it all up in a BIGContinue Reading

Mackey is the Featured Guest on the Digital Marketing Podcast

Mackey is the Featured Guest on the Digital Marketing Podcast

Join hosts Greg Bray, President of Blue Tangerine and Kevin Weitzel, VP of Business Development and Sales at Outhouse with featured guest this week, Kimberly Mackey, the founder of New Homes Solutions. They discuss multiple ways to improve your customer’s buying experience, such as improving processes and technology. Kimberly is full of energy and herContinue Reading

2020 Vision Webinar: Stop Majoring in the Minors and Focus on What Matters

2020 Vision Webinar: Stop Majoring in the Minors and Focus on What Matters

Do you ever feel like all you do is react? Let’s talk about proactive sales and marketing! On Friday, August 14, 2020 at 2 p.m. ET, we recorded WEBINAR: 2020 Vision – It’s a Game Changer–Stop Majoring in the Minors, Focus on What Matters. If you missed it, or you just want to go backContinue Reading

NEW WEBINAR SERIES: 2020 Vision–It’s a Game Changer

NEW WEBINAR SERIES: 2020 Vision–It’s a Game Changer

*Our first webinar of this series was recorded live on June 12, 2020 at 2 PM ET.  Mark your calendar, and be sure to register for our next webinar on July 10, 2020. REGISTER HERE FOR THE SERIES OR A SINGLE WEBINAR It isn’t just the rules that have changed; we are playing a completelyContinue Reading

Free Webinar – Part 7: Selling in a Time of Uncertainty Series – Inspiration and Spring Cleanup

Free Webinar – Part 7: Selling in a Time of Uncertainty Series – Inspiration and Spring Cleanup

This webinar was recorded live on FRIDAY, MAY 1, 2020 at 1:00 PM EDT/10:00 AM PDT The next one will be on May 15th.  You can use the link below to register for it. CLICK HERE TO REGISTER NOW May Day, May Day – No our ship is not sinking, we are hosting our nextContinue Reading

FREE WEBINAR Part 5: Selling in a Time of Uncertainty-Energy, Optimism, Action

Join us next Friday, April 24, 2020, at 1:00 PM EDT/10:00 AM PDT, when our special guest will be Melissa Morman, Client Experience Officer of Builders Digital Experience (BDX). REGISTER HERE FOR NEXT FRIDAY’S WEBINAR Until then, please enjoy the recording of the April 17, 2020 webinar. On April 24, 2020, we continue our journeyContinue Reading

COVID-19: Simple Steps Every Builder and On-site Salesperson Can Do Right Now

COVID-19: Simple Steps Every Builder and On-site Salesperson Can Do Right Now

In summary: Telephone calls and video messages keep the public informed yet allow you to remain personal Relay the measures you are taking to minimize transmission Have a sense of humor Video transcription: Hi everyone, Kimberly Mackey here with New Homes Solutions. I know that SOLUTIONS is normally brought to you twice a month, butContinue Reading

Builder Funnel Radio Podcast: Episode 43: The Customer Experience Funnel (CEF) w/Kimberly Mackey

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 repeatContinue Reading

Fantastic Salespeople and Where to Find Them, Part 3

Fantastic Salespeople and Where to Find Them, Part 3

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 third and final 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 EpisodeContinue Reading

When Does the Customer Experience Start?

When Does the Customer Experience Start?

Asking when the Customer Experience starts is like asking the question, how long do you get to make a first impression? The answer for both is that they start well before initial contact is made with your prospect. Today’s buyers are more educated because of our connected world than they were just 5-10 years ago.Continue Reading

Fix What’s Right!? (Use the Gratitude Challenge to do S.W.O.T. Analysis)

Fix What’s Right!? (Use the Gratitude Challenge to do S.W.O.T. Analysis)

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 isContinue Reading