Category Archives: Sales and Marketing Power Hour

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. For full details, please click the video above to listen to the conversation.

In the homebuilding industry, it can be challenging to maintain accountability and predictability with sales. However, by implementing certain metrics and processes, builders can achieve these goals and succeed in the ever-changing market. Kimberly Mackey, the founder of New Homes Solutions Consulting, shared her insights on how builders can improve accountability and predictability in their sales process during a recent interview on Atlanta Real Estate Forum Radio.

Mackey explained the importance of setting a vision for the company and its employees. The vision should be clear, concise, and specific. This vision should be shared with everyone in the company so everyone is on the same page. This creates a common goal, which helps drive accountability and predictability. She suggests using a tool like “traction” to keep everyone focused and organized, as in the book Traction, by Gino Wickman.

Mackey stressed the importance of tracking metrics and creating a scorecard to measure sales success. This includes tracking lead sources, conversion rates, appointments set, contracts written, and closings. By tracking these metrics, builders can better understand their sales process and make changes to improve it.

Additionally, Mackey shared her proven 10-5-2-1 sales process which helps improve sales accountability and predictability. This process involves converting ten leads into five appointments, five appointments into two contracts, and two contracts into one closing. Builders must train their sales teams to follow this process and hold them accountable for their performance.

Mackey also discussed the importance of building referrals and maintaining relationships with real estate agents. This not only helps generate leads but also improves the company’s reputation in the industry. By building strong relationships with agents, builders can create a steady stream of leads and referrals, reducing their reliance on expensive marketing campaigns.

Finally, Mackey stressed the importance of starting the accountability and predictability process as soon as possible. She suggested starting by defining roles, creating an accountability chart, and setting minimum expectations for sales team members. It’s crucial to start this process as soon as possible to avoid falling behind in a competitive market.

Builders can contact Mackey for a free one-hour consultation or seek more information about her company, New Homes Solutions Consulting. She also recommended joining the Sales and Marketing Power Hour Facebook group to stay up-to-date on the latest trends and ideas in the industry.

In conclusion, improving accountability and predictability in sales is essential for success in the homebuilding industry. By setting a clear vision, tracking metrics, implementing a proven sales process, building referrals, and starting early, builders can achieve these goals and thrive in a competitive market. With the help of tools like “traction,” builders can overcome the challenges they face and achieve long-term success.

Kimberly would like to thank Carol Morgan and the team at Atlanta Real Estate Forum Radio for having her as a guest on the program. Please check out all of the great content and other guests on one of the longest-running podcasts in the home building and real estate space.

 

 

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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

Sales and Marketing Power Hour: Annual Lasso Roundup 2023

Sales and Marketing Power Hour: Annual Lasso Roundup 2023

The annual tradition continues, and this just might be the best one yet. Every year, LassoCRM does blog posts for the Top New Home Sales Tips and the Top New Home Marketing Tips. From that article, we team up with the experts who wrote the most innovative tips and bring them to life with ourContinue Reading

Sales and Marketing Power Hour: Follow-up Like a Boss

One thing on the mind of sales teams across the county right now is, “how can I follow-up in meaningful ways, and not ‘sound like a pest’? The keyword in that sentence is “meaningful.” We all sound like a broken record when we say the market has normalized and that we have to back toContinue Reading

Sales and Marketing Power Hour: Selling to Active Adult Buyers in the Current Market

Sales and Marketing Power Hour: Selling to Active Adult Buyers in the Current Market

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Sales and Marketing Power Hour-Making Movie Stars Out of Your Camera Shy Team

Sales and Marketing Power Hour-Making Movie Stars Out of Your Camera Shy Team

Industry gurus have preached the power of video for years and 2020 brought the importance of videos even further to the forefront, yet your team is still struggling to produce them. It is understandable. Perhaps it is rooted in fear, perhaps it is laziness, perhaps it is a lack of understanding. Whatever it is, nowContinue Reading

Sales and Marketing Power Hour-Selling Homes with Nothing to See

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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

Sales and Marketing Power Hour: Diversity, Equity and Inclusion

Sales and Marketing Power Hour: Diversity, Equity and Inclusion

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Sales & Marketing Power Hour: HOW RUDE! Dealing with Negative Social Media Comments

Sales & Marketing Power Hour: HOW RUDE! Dealing with Negative Social Media Comments

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Sales and Marketing Power Hour: Pants Optional–Making Remote Work

Sales and Marketing Power Hour: Pants Optional–Making Remote Work

Builders and industry friends, are you still working from home, or perhaps, with the Delta variant and school back in session, you have staff out due to quarantines? This is the webinar for you. How can you give workers the flexibility they need and still keep the work flowing? And, if you the worker whoContinue Reading

Sales and Marketing Power Hour: Creating Urgency in the Active Adult Buyer

Sales and Marketing Power Hour: Creating Urgency in the Active Adult Buyer

Today’s active-adult homebuyers have more choices than ever. From staying put in the home they’ve been in for 30 years to renting, buying in an age-restricted community, or retiring to the beach. Because these buyers don’t have to move, it is often more challenging to create a sense of urgency, but it is possible whenContinue Reading