In today’s competitive market, sales teams can’t afford to wait for leads—they must take an active role in marketing. Should salespeople focus solely on closing deals, or should they also manage personal branding, content creation and lead generation? This edition of Sales and Marketing Power Hour, “Stop Waiting, Start Selling,” featured an engaging discussion hosted by Carol Morgan from Denim Marketing and Kimberly Mackey from New Homes Solutions. Special guests Mollie Elkman, founder of Group II and author of the acclaimed children’s book “The House That She Built,” and Naomi Wright Bellamy from Stevens Fine Homes in Wilmington, NC, contributed their insights on driving proactive sales and marketing strategies.
Kimberly Mackey started the session by emphasizing the importance of aligning sales and marketing efforts to create predictable, profitable, and consistent sales operations. She highlighted the value of regularly scheduled follow-ups and personalized communications to proactively address potential buyers’ needs before issues arise, shifting from reactive to proactive selling. Mackey also recommended clearly defined Key Performance Indicators (KPIs) to measure success effectively.
Naomi Wright Bellamy offered specific insights from her experience managing marketing single-handedly at Stevens Fine Homes. She notably shared how strategically leveraging targeted digital ads on platforms like Instagram and Facebook significantly boosted their visibility and customer engagement despite budget constraints. Bellamy further recommended tapping into community events and local partnerships as cost-effective methods to enhance brand visibility and foster community goodwill.
Mollie Elkman detailed Group II’s comprehensive approach to marketing for home builders, including web development, digital marketing strategies, and enhancing in-person sales center experiences through immersive storytelling and interactive displays that connect emotionally with buyers. Elkman emphasized the critical role of authenticity and emotional connection in modern homebuyer interactions.
The panel collectively stressed the importance of taking immediate and deliberate actions in sales and marketing, urging builders not to wait for market conditions to dictate their success. They underscored and shared examples of the necessity of proactive outreach and customer engagement to sustain long-term growth.
Readers are encouraged to watch the entire recorded discussion for more detailed insights and practical takeaways that will benefit any sales and marketing professional in the homebuilding industry.
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