Category Archives: Sales Management

How Do Your Sales Skills Measure Up? Guest Vlog with Leah Turner from Melinda Brody & Company

How Do Your Sales Skills Measure Up? Guest Vlog with Leah Turner from Melinda Brody & Company

TRANSCRIPTION:

The results are in of the 2018 benchmark study! Hi there, I’m Leah Turner, Sales Coach, and Trainer with Belinda Brody and Company. Every year we put together a benchmark study that we share with our clients. What we do is we take all the data from the year and compile it to come up with scores in the top six areas of our video mystery shops. This year, we video shot probably about 1,400 new home salespeople representing 45 different builders from across the country; from the Carolinas to California and all places in between. We took those scores and came up with a benchmark average. We shared this average with our clients, so they know where they stand amongst the other builders throughout the country. As I mentioned, there are six areas that we take a look at.

The first one is REGISTRATION. You’ll be happy to know that in 2018, 92% of those people that we video shopped filled out the registration! Yea! Big improvement. So, our salespeople out there are getting that data and getting that important information for you.

The second thing that we take a look at and score is the BUILDER STORY. This year, only 53% of those that we video shopped – 53% – actually shared the builder story, Not good! Your builder story is your brand, and I’m telling you, I’ve seen some video shops where they don’t even mention the name of the builder. So builder story – an area for improvement and an opportunity for training.

The third area that we take a look at is MODEL DEMONSTRATION. A whopping 89% of those salespeople that were video shopped did the model demonstration. You know why? Because this is their comfort zone. When they get into the beautiful model pointing out the features that you provide, they’re in the zone. So that’s great news that they’re doing the model demo.

The next thing we took a look at was HOMESITE DEMONSTRATION. You remember that old saying, “You don’t write unless you site”? Well, 70% of our people did take them out to the home site. This is good news, but still a little bit of an area for an opportunity for growth there as well.

The next area that we looked at and combined the score for is CLOSING. Closing. Unfortunately this year, only 48% of those people that were video shopped suggested to move forward with the purchase of a new home. 48%. That means 52% did not. Not good. Also important to note here, is when we send our video shoppers into your sales offices, our shoppers are ready, willing and able buyers. No credit problems. They could purchase on the spot if they were asked.

The final thing that we took a look at this year was FOLLOW UP. How many salespeople follow up. Also distressing news. Only 48% of those people that were video shopped this year followed up. I mean a phone call, an email, a text. They just aren’t doing it. Again, an opportunity for some training to get our people to follow up.

So that’s the benchmark study offered exclusively by Melinda Brody and Company for our clients. Melinda Brody and Company has been in business for over 35 years, and we focus only on the new home sales industry. So to learn more information, visit our website or give us a call.

(The Melinda Brody and Company 2019 benchmark video shop results will be available in February 2020.)

 

As Sales Coach & Trainer for Melinda Brody & Company, Leah Turner has worked with thousands of new home sales and real estate professionals across the country providing ways to improve and enhance their presentations and increase sales.

Engaging, educational, and always entertaining, Leah is a sought after speaker and has spoken at numerous national/regional trade shows, conferences, and builder associations in addition to conducting private workshops and training programs for builders and real estate firms across the country.

Leah’s experience and expertise in coaching, training and sales management, gives her the competitive edge needed to deliver impactful, content-rich programs to sales and real estate professionals. And with 25 years as a highly charged sales and marketing executive in the home building and real estate industries, Leah understands the specific challenges and pressures of selling homes in today’s market.

Leah on LinkedIn:  https://www.linkedin.com/in/leahpturner/  |  Melinda Brody website:  https://www.melindabrody.com/

The New Home Sales Critical Path Explained in Under 15 Minutes

The New Home Sales Critical Path Explained in Under 15 Minutes

Recently, I was asked, as part of a much larger training series, to explain The Critical Path for New Home Sales to a group of smaller volume home builders. While, as a new home salesperson, you should regularly practice your use of The Critical Path through much more in-depth training, this shortened version can helpContinue 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

Fantastic Salespeople and Where to Find Them, Part 2

Fantastic Salespeople and Where to Find Them, Part 2

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 second 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 Episode One, weContinue Reading

Fantastic Salespeople and Where to Find Them, Part 1

Fantastic Salespeople and Where to Find Them, Part 1

TRANSCRIPT:  Hi Everyone!  Kimberly Mackey, with New Homes Solutions Consulting here. Thank you for joining us on the 1st of our 3-part series, “Fantastic Sales People and Where to Find Them.”  Today, in part 1, we are going to discuss the composition of a great salesperson.  On July 10th, we will talk about all theContinue Reading

As Seen at IBS75: Do You Know How Much Sales Traffic You Are Missing?

As Seen at IBS75: Do You Know How Much Sales Traffic You Are Missing?

Back in 2008, I wrote an article entitled, “It is 7 PM, Do You Know Where Your Customers Are?” The gist of the article was that we, as builders, were not positioning our model hours to make it more convenient for our buyers to visit with our sales professionals at the times when the buyersContinue Reading

What Happens 2 Weeks After a Big Training Session?

What Happens 2 Weeks After a Big Training Session?

Transcript of Video: You hold a big “RAH, RAH Training” for all of your Sales People. Everyone is super pumped and excited. You even have everyone write down the three things they will implement immediately. The first week back, the sales manager touches base with everyone to see how it is going and what theyContinue 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

A Stocking Stuffed with Real-World Safety Solutions to Keep You Safe in Your Model Home and Beyond

A Stocking Stuffed with Real-World Safety Solutions to Keep You Safe in Your Model Home and Beyond

Happy Holidays and Merry Christmas from New Homes Solutions!  I am Kimberly Mackey. Today I would like to thank all of you for making 2018 so fantastic for us. It has been a year of abundant blessings, growth, and lessons learned. We are sincerely looking forward to a terrific 2019. Today, although a rather somberContinue 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

As Seen on NAHBNow: “Accountability: The Key to Sales”

As Seen on NAHBNow: “Accountability: The Key to Sales”

Accountability: The Key to Sales Filed in Home Building, Sales & Marketing on February 14, 2018 • 3 Comments Have you ever noticed how people who enroll in a weight-loss program that involves accountability and long-term maintenance most often do better than those who try to go it alone? The same is true in sales. It is notContinue Reading

As Seen On NAHBNow: In New Home Sales, Process Equals Growth

As Seen On NAHBNow: In New Home Sales, Process Equals Growth

Posted on NAHBNow | The News Blog of the National Association of Homebuilders on July 19, 2018 In New Home Sales, Process Equals Growth Filed in Business Management, Councils & Committees, Home Building, Sales & Marketing on July 19, 2018  If you want to freak out certain personality types, just start throwing around words like process, systems, tracking and accountability — words thatContinue Reading

Kimberly Mackey and Roland Nairnsey to Headline at SEBC’s Rockfest Sales Rally

Kimberly Mackey and Roland Nairnsey to Headline at SEBC’s Rockfest Sales Rally

Our dynamic duo of Roland Nairnsey and Kimberly Mackey will entertain, educate and engage you with innovative tips and practices on how to MASTER your sales presentation from the moment your prospects walk in the sales office! You will WIN big with these ‘real world’ sales strategies designed to help you hit your professional JACKPOT!Continue 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

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

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