Category Archives: Leadership

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 with the hectic pace that we are currently experiencing. we hope you enjoy it! Matt and Mollie are fantastic interviewers!

This week’s episode of Building Perspective brings in the insight of Kimberly Mackey, the founder of New Homes Solutions, and recently named Chairperson for the National Sales and Marketing Council (NSMC). In a time where sales may be record-breaking, Kimberly brings her unique perspective and discusses making the most of your time, navigating today’s buying surge, and much more.

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Two thought leaders come together to explore all things sales and marketing from their unique perspectives. Each week, Mollie Elkman, Matt Riley, and others from Group Two dive into a focus discussion to talk about the latest trends, changes, and best practices.

Here is a snippet of the transcript:

…Mollie: And it’s obvious to see that it’s a major time commitment at your level. So you’re putting in all this time and, you know, dedicating to making the industry better. And that is a great opportunity for us all to learn from you.

So like how do you manage time to be able to give that much back to the industry?

Kimberly: Well, I’m fortunate that I do have a team behind me, so that’s helpful. so some of my accounts, you know, have the, having an account manager, particularly my Berkshire, how, the way where I run the builder relations program for them, which I’ve [00:16:00] been doing for 11 years now, I have somebody who runs the day to day for that.

So that frees me up to do the other things. And I time block. so it was pretty old school. And you know, it’s not about using a particular app or this. I mean, I use a calendar, I use my outlook I’m I am addicted to outlook. I can’t break it. I can’t go to Gmail. it drives me insane. I do have Gmail, for business, but I just, and I’ve worked with clients that, you know, I had to be totally on Gmail for them and it just makes me insane.

I can’t break the outlook habit, because the calendar function and the task function to me just, it keeps me on the straight and narrow. I’ve I it’s been a challenge. I will tell you what this whole pandemic, I mean, I was used to being on the road two to three weeks out of the year. I mean out of the month.

and so now that I’m here, one day does kind of drag into the next and urgency has seemed to not be as, as much like, Oh, well I [00:17:00] wouldn’t do it tomorrow. You know, the time-blocking, that’s what keeps me, that’s what keeps me on track. And whenever my time blocks get out of whack, I find my productivity goes down.

tell me

Mollie: more about time-blocking just because I, you know, are you talking about like managing your calendar and literally planning out your day? Like, what does that actually look like for you?

Kimberly: So I actually have a spreadsheet that I have graphed out. And I color code cause I like pretty things. so, and I learned here’s a little trick that I learned with it.

So instead of using the actual blocks or the grids and the in Excel, I actually create text boxes and I put in whatever the thing is. And the reason I do it with a text box is now when my week goes out of whack, like last week, I was literally tied up for four days, doing six hours, zoom trainings. So obviously.

Anything my day job had to like shift to L after, after that and all the stuff that I still had to get done [00:18:00] shifted till after I was through training, which was tough because I was exhausted after six hours on zoom. I mean, Zoom zoom fatigue is a real thing. People I’m telling you, especially when you do that.

but so I can take those text boxes and I just shift them around. I don’t have to like retype it or cut and paste or worry about any, reformatting. I just move those slide, those text boxes around and that way I can visually see, okay, what do I need to do? What are my big chunks of things that I need to get done?

And these are the things that are, they’re, they’re my proactive time. And I make sure I get that proactive time in before my reactive time. So I’m always available for different things that people need from me or projects that I’m working on, where I need to react. I need to be able to react to my clients and whatever crisis or challenge comes up for the day or the phone calls or the text messages, or, you know, any of those things that any of us have.

So I actually time block that part in [00:19:00] that that’s my reactive time. And then if I am, I’m working on a project and I don’t know, I don’t have to react to anybody then I, you know, I can get a project done during that time, but. onsite salespeople. I coach them to their floor. Time should be reactive time.

Right? So the time they’re going to meet with customers, but the con the time they’re going to have to manage their pipeline, especially right now, it’s more pipeline management than it is a walk in traffic management. you know, all of those things and like block out that time. That’s your floor time.

That’s your reactive time. And then the time to get your projects done on your paperwork, done to do all of the reporting and all of the things in your planning, that’s gotta be your proactive time. And you’ve got to set that aside. That’s gotta be before you go on floor time or after maybe you’re like, maybe your energy is higher in the evening.

So I have two bursts of energy during the day. And it’s usually from, from about eight to 10 in the morning, there’s like my big energy time, or I can just like really focus and button down and get [00:20:00] things done before the phone starts ringing. And then in the evening, as people are settling down, so like between five and seven, then so I know that that can be so that’s four hours a day that I can dedicate to projects.

And then the rest of the time, then I can have meetings. I can do my coaching sessions and I can meet with, I can have my association. Yeah.

Mollie: Yeah. So I w I want to stop right there because to me, this is a golden nugget because. Proactive versus reactive. I tend to have the mentality that we don’t want to be reactive.

We want to be proactive, proactive, proactive, and it has never occurred to me to manage your reactive time. you’re you, you know, you manage the things that you can be proactive about. So you have the time to, for the reactive. tasks that you have in your day. And that’s, that’s really interesting because I’ve never looked at it that way.

Kimberly: When I got into this industry, [00:21:00] I struggled with how much reaction time I had to have, and I felt a bit out of control. And as you might can tell from my personality, I’m a little bit of a control freak. So this was my way of figuring out how to control the chaos. Or manage it. And if I couldn’t control it, at least I could manage it and try to contain it a little bit because otherwise I was just exhausted.

I just felt like it was just take, take, take all the time and I couldn’t ever get ahead of it, you know, and this way I can be ahead of it. And most of the time, I mean, not all the time, certainly. and you know, it’s, it’s just my way of trying to balance it out. And obviously every day is a new day to start over.

So some days I’m more successful than other days.

Matt: Yeah. And, and Kimberly, I think that it’s really, really insightful and super smart to teach that reactive and proactive time. I really like [00:22:00] the C like put the reactive time on your calendar. And I, from what I see what I’ve seen in the industry and being starting off, you know, being an onsite salesperson for so many years, you know, when the model…… [To view the whole transcript or listen to the podcast, CLICK HERE ]

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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

VLOG: Lead From the Side

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

Builder Funnel Radio Podcast: Episode 15: New Home Sales Management: Close 50 Sales a Year w/ Kimberly Mackey

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 MackeyContinue Reading

Process Equals Growth

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 ofContinue 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

Quint Lears, from NewHomeSales.com Interviews Kimberly Mackey on Sales Management

Quint Lears, from NewHomeSales.com Interviews Kimberly Mackey on Sales Management

At the International Builders Show in January 2018, Quint Lears caught up with me to ask me about sales management and the challenges our sales managers face in today’s hectic sales environment. If you find that you or your teams are struggling to get it all done, hopefully a few of these tips will helpContinue Reading

Kimberly Mackey to be Honored as Associate of the Year by Florida Home Builders Association

Kimberly Mackey to be Honored as Associate of the Year by Florida Home Builders Association

Industry Award Winners Announced During the Florida Home Builders Association Summer Conference  

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