Category Archives: Podcasts

Head-to-Head: Round 3–The Top 10 Mistakes Sales Professionals Make Today

Head-to-Head: Round 3–The Top 10 Mistakes Sales Professionals Make Today

Back by popular demand, Leah Turner from Melinda Brody and Company (Mystery Shopping) stopped by Head to Head for the 3rd year in a row to discuss the results of the Annual Benchmark Study that Melinda Brody & Company does which uses the results of their hundreds of mystery shops over the year to let us know how new home salespeople are measuring up to the skills needed to be successful in any market. Although the title is The Top 10 Mistakes, we give you some real-world advice on what works, with some terrific stories to illustrate the effectiveness of these skills. While the video runs just over an hour, with the back-and-forth interaction of Kimberly & Leah, you won’t want to miss a minute of it. As a bonus, two recommended downloads are referenced in the video to help you grow your skills today. Be sure you let us know how you like the Scooby and mountain sunset stories. Did you get goosebumps?

If you missed an episode or to register for upcoming Head-to-Head events, please visit https://NewHomesSolutions.com/Head-to-Head

Still deciding if you should watch the video, here is a summary of what we covered, but it isn’t nearly as fun as watching/listening to the program.

 

Introduction: In the realm of home sales, success hinges on building relationships, actively listening to buyers, and utilizing the power of storytelling. Effective communication and understanding the unique needs of potential buyers are essential for sales professionals. This article explores a conversation between industry experts, highlighting the significance of building relationships, active listening, and storytelling in the home sales process.

  1. Establishing Strong Relationships: The Foundation of Successful Home Sales Building trust and rapport with potential buyers lays the groundwork for successful home sales. Sales professionals must connect with buyers, comprehend their preferences, and align them with suitable properties. By demonstrating empathy, asking relevant questions, and actively listening, salespeople can establish relationships based on trust and understanding.
  2. Active Listening: Unveiling Buyers’ Desires Active listening is a powerful tool for uncovering buyers’ desires and motivations. Sales professionals should prioritize listening over talking, allowing customers to express their preferences and concerns freely. By paying attention to subtle cues and buying signals, salespeople can gather valuable information to present the most suitable options.
  3. Customized Solutions and Expectation Setting: Tailoring the Experience Tailoring the sales experience according to buyers’ needs is crucial. Sales professionals should offer customized solutions that address specific requirements, such as a spacious kitchen or a large backyard. By mirroring buyers’ preferences and reiterating their desired features, salespeople can set clear expectations and guide them toward the right decision.
  4. The Power of Storytelling: Creating Emotional Connections Storytelling is a timeless art that captivates and establishes emotional connections. By sharing stories about unique property features, community ambiance, or picturesque views, sales professionals can paint a vivid picture in buyers’ minds. These stories help buyers envision themselves living in the home and create a strong emotional bond, making the buying decision more compelling.
  5. Beyond the Model: On-Site Experiences and Unique Selling Propositions Sales professionals should go beyond showcasing the model home and offer on-site experiences. Highlighting the unique selling propositions of each home site, such as breathtaking views or nearby amenities, helps buyers connect emotionally with the property. This strengthens their decision-making process and solidifies their connection to the home.
  6. The Art of Personalized Follow-Up: Leaving a Memorable Impression Thoughtful follow-up is crucial in the home sales process. Sending personalized, handwritten notes or small gifts demonstrates attentiveness and reinforces the relationship with buyers. These gestures show genuine care and leave a lasting impression on potential buyers, contributing to a memorable experience.
  7. When You Site, You Write: Kimberly shared a moving story about demonstrating the home site and how much emotion can be connected to it. You know you have found the right site for your buyers when they squeeze your arm and tears run down their faces.

Conclusion: Mastering home sales requires building strong relationships, active listening, and the power of storytelling. Sales professionals who invest time in understanding buyers’ needs, providing tailored solutions, and creating emotional connections are more likely to succeed in closing sales. By personalizing the sales experience, offering on-site visits, and following up in a meaningful way, salespeople can create memorable experiences that resonate with buyers and help them find their dream homes. In the competitive world of home sales, the ability to connect, listen actively, and tell compelling stories sets the stage for success.

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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

Atlanta Real Estate Forum Podcast: How Homebuilders Can Get Traction With Sales

Atlanta Real Estate Forum Podcast: How Homebuilders Can Get Traction With Sales

The podcast was recorded on February 23, 2023. Recently, Kimberly Mackey joined host Carol Morgan, Founder and President of Denim Marketing, to chat about the Traction Scorecard strategy, predicting sales paces and more on the All About Real Estate segment of the Atlanta Real Estate Forum Podcast. Here is a summary of the conversation. ForContinue Reading

Sales and Marketing Power Hour: Girl Power! How Women Are Changing the Homebuilding Industry

Sales and Marketing Power Hour: Girl Power! How Women Are Changing the Homebuilding Industry

Mollie Elkman, Owner and President of Group Two and best-selling author of The House That She Built and Alaina Money-Garman, CEO of Garman Homes join hosts Carol Morgan of Denim Marketing and Kimberly Mackey of New Homes Solutions Consulting for this GIRL POWERED edition of the Sales and Marketing Power Hour. This program created quiteContinue 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

Get Traction with Kimberly Mackey

Get Traction with Kimberly Mackey

Click HERE to listen to the ANewGo Podcast Kimberly Mackey of New Homes Solutions is on the Podcast, A New Go of New Home Sales! with John and Anya, this week to talk about current market temperature, salespeoples’ state of mind and how to measure the right metrics for predictable sales. So let’s get someContinue 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

Head-to-Head with Angela McKay: Getting It All Done!

Head-to-Head with Angela McKay: Getting It All Done!

In this edition of Head-to-Head, Angela McKay, from Oneil Interactive discuss how to fit EVERYTHING in! Ok, that’s not entirely true. There is no way to get everything done, but we help you to figure out some priorities for both work and home life, and the best part is that you already have the tools.Continue Reading

The Sales and Marketing Power Hour: Annual Lasso Round-up

The Sales and Marketing Power Hour: Annual Lasso Round-up

When we say, “Power Hour,” we mean it! Take a look at this incredible line-up who joined hosts Carol Morgan, from Denim Marketing and Kimberly Mackey, from New Homes Solutions for our annual partnership with Lasso CRM for the end-of-year Round-up. Each year, Lasso CRM asks the top experts from the new home industry toContinue Reading

Head to Head: How An Abundance Mentality Can Restore Order to Your World

Head to Head: How An Abundance Mentality Can Restore Order to Your World

On September 14, 2021, our good friend Leah Fellows, from Blue Gypsy, Inc., stopped by to discuss how having an abundance mentality can restore order to your world. If you feel stressed or overwhelmed, perhaps just tired, this is the one for you. Learn how a few small steps can have a huge impact toContinue Reading

Working With REALTORS®-Builder Nuggets Podcast Featuring Kimberly Mackey

Working With REALTORS®-Builder Nuggets Podcast Featuring Kimberly Mackey

How do we turn the general adversarial relationship of builders and REALTORS® into a two-way street of collaboration and trust? In this episode hosted by Duane Johns, our guest Kimberly Mackey shares real-world solutions for just this. She has earned the reputation as being an expert in today’s competitive and rapidly changing sales environment. InContinue 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