Category Archives: Leadership

Head-to-Head: You Bought the Tech. Now How Do You Get Your Team to Use It?

Head-to-Head: You Bought the Tech. Now How Do You Get Your Team to Use It?

On January 9, 2024, Kimberly Mackey hosted the first Head-to-Head of 2024. Wow, did we come in hot with this discussion about how home builders can get their teams fully on board with new tech investments? She was joined by Keith McKinney, Vice President of New Home Star, and John Lee, CEO of Anewgo, subbing last-minute for colleague Anya Chisanthon.

Kimberly opened by asking how leaders can encourage salespeople to use new CRM and other systems purchased consistently. Keith emphasized that simply ordering people to adopt tech never works – they need context on the “why” behind it. When sales teams understand how a CRM boosts efficiency, accelerates deals, and increases commissions, they’re intrinsically motivated to leverage it. Given sales is highly social, you can’t just impose technology without proper training and communicating benefits.

Keith drew a parallel to college football – powerhouse programs like Michigan invest heavily in recruiting and developing players over the years rather than integrating experienced transfers right before championships. Similarly, builders should hire for aptitude and attitude first, then thoroughly train new hires on systems and processes. This motivates veterans to up their game or depart.

Kimberly advocated stopping the practice of hiring salespeople for “experience,” which often means those unsuccessful elsewhere. Strong salespeople rarely leave positions with healthy pipelines. Instead, hire for coachability and pay trainees adequately while investing 3-6 months onboarding them. Don’t just hand over keys expecting instant success.

John emphasized sales needs to meet homebuyers where they are increasingly shopping – online. This means embracing e-commerce technology and AI to digitally engage and guide customers through the funnel versus waiting offline for marketing leads. AI’s predictive strengths identify qualified buyers and automation nurtures them through sales stages.

The group explored how AI and CRM analytics provide helpful visibility into prospect behavior and pipelines to optimize outreach. John proposed using AI to create “secret weapon” playbooks documenting internal best practices. Sharing this perpetual training also improves AI systems while helping teams excel.

Rather than fearing replacement by AI, salespeople should view it as a “superpower” enhancing productivity. AI can act as a digital assistant to handle manual tasks, empowering humans to focus on high-value activities like relationship building. This allows sales to be more organized and efficient than ever, crucial as buyer distraction increases.

The experts emphasized that new tech success requires tight integration with existing systems to prevent fragmented data silos. Sales should help shape desired functionality and workflows must be mapped before deploying new tools meant to enhance them. Ongoing training and support is critical for adoption, along with contests and incentives to make change exciting vs. threatening.

While emerging technology is promising, Kimberly concluded that people remain at the heart of the sales process. Team members need help bridging the gap between proven approaches and leading-edge tools. Builders can fully capitalize on their tech investments with the right foundation, aligned processes, and engaged employees.

The lively Head-to-Head discussion delivered actionable advice for sales leaders working to smooth the transition to new systems. Reach out to Kimberly, Keith, and John for more insights on deriving maximum value from organizational technology expenditures. Catch up on any Head-to-Head programs that you might have missed or register for upcoming episodes by visiting NewHomesSolutions.com/head-to-head.

As a reminder, Anya, Keith, and I will present this topic in-depth at the International Builders Show in Las Vegas. CLICK HERE to find out more.

Here is the link to the Jamb Session that John Lee and I are doing. “How AI is Revolutionizing New Home Sales and Marketing.” CLICK HERE

 

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Head-to-Head: Change is Hard…You Go First with Chad Sanschagrin

Head-to-Head: Change is Hard…You Go First with Chad Sanschagrin

Have you ever found yourself caught in the vicious cycle of self-doubt and negative self-talk, unable to push through your limitations? Then the latest episode of “Head-to-Head” is a must-watch for you! Featuring insightful conversations with Kimberly Mackey, the passionate founder of New Homes Solutions Consulting, and Chad Sanschagrin, the relentless founder of Cannonball Moments,Continue Reading

Building Profitable Systems in Your Business

Building Profitable Systems in Your Business

In a recent episode of “It’s Not That Complicated” podcast, Kimberly Mackey discussed the importance of creating a strong company culture and how it can impact business outcomes. Mackey emphasizes that company culture is not just a set of values or a mission statement, but a way of doing business that can impact employee engagement,Continue Reading

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 toContinue Reading

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