Category Archives: Sales Management

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 is right within your business and your company so that you can do more of that, and a whole lot less of what it wrong.

Of course, this is assuming that we are aware of the things we do really well, the things that need some work, the things we are failing at doing, and what the threats are to the organization if we keep going in the same direction.

A S.W.O.T. Analysis (strengths, weaknesses, opportunities, and threats) is mission critical before making any plans for improvement and growth within an organization. A S.W.O.T. analysis is one of the very first things I conduct when taking on any new client or project. Think about it; you can’t map out a path to get to where you want to go unless you have a starting point a.k.a. “the place you are now.”

The hardest part about conducting a S.W.O.T. Analysis is objectivity. It is hard to be objective when referring to oneself or one’s company; which is precisely the reason why I am asked to come in as the expert from the “outside” to make those determinations. That being said, there are things you can and should do to get a healthy perspective on the state of things within your company.

Since this week is Thanksgiving, and our focus should be on gratitude, what better time to start creating a culture of excellence by focusing in on what is working well for you by giving your team a 30 Day Gratitude Challenge?

Here is how this works:

  1. Make someone “it.” The person who is “it” is responsible for being the keeper and organizer of the “gratitudes” as they come in. They are also responsible for making sure that they get one from each person on the team each day that they work.
  2. Challenge each associate within your team and your company to find at least one thing every day they work for which to be grateful. Have them write it up each day and send it into the person who is “it.”
  3. Each week, either at your weekly meeting or via e-mail if everyone is remote, recognize the people, events, systems, etc. that have been called out in the “gratitudes” as they come in. And, yes we can be grateful for systems and things too. We don’t always have to be grateful to only our co-workers, teammates and customers. Systems, when they work properly can be a real life-saver!
  4. If you have someone who is obviously going above and beyond in their participation level, be sure to recognize them. That recognition is not only the right thing to do, but it will encourage others to up their proverbial game as well. If you have those who are giving a less than a stellar effort for this exercise, don’t call them out, simply ignore them for now. This exercise is about positive affirmations and learning what is good…in other words, what works, who works, and why.
  5. If you notice that something or someone you thought should be getting “gratitudes,” but isn’t, keep a list until after the 30 days are over so that you don’t influence your team and bias the results. Additionally, those who don’t participate, and the things that don’t get mentioned, keep those on a separate list that only you see until the end of the 30-day challenge.
  6. Since you are leading by focusing on the positive, it is good to dangle a carrot rather than using a stick. By this, I mean, have small weekly prizes. A gas card of $25 or something like that for those who have the best share of the week and those who are mentioned the most or have the most exemplary mention, etc. You can change it up every week, and you don’t have to announce in advance what type of thing is going to win a card. In fact, it is better if you don’t announce what types of things will be rewarded each week because that could influence what people submit.  You want your team to know that you are paying attention to the valuable information they are giving you and that you appreciate their efforts to be positive and help the company.
  7. At the end of the 30-day challenge, have a company luncheon or a potluck, to let everyone know how much you appreciated their efforts and how GRATEFUL you are to them for being on your team.
  8. Share the summary of what you have learned. List, in categories, what is going right in your company and then create a list of opportunities so that you can continue to have more of what is going right. At this point, your S.W.O.T. is approximately halfway complete.
  9. The items you kept on those separate lists, probably go into your weaknesses category.
  10. Threats are generally from the outside and include marketing conditions, competitors, etc.

The purpose of the 30-day Gratitude Challenge is about more than just completing a S.W.O.T. Analysis. It is a reset for your team. By changing the focus from what is broken, or what is not going well, to that of what is going right. More importantly, your team starts to look for solutions and become more appreciative. If you, as the leader, create a safe space for your team to complete this challenge, you should also see an increase in productivity, customer satisfaction, and overall employee satisfaction. You will see a path to grow to your company. Of course, if you need help completing this challenge or interpreting the results, I am only an email or phone call away!

Happy Thanksgiving! I am grateful that you tuned in today and allowed me to be a part of what is right with your team and your company.

Kimberly Mackey is the founder of New Homes Solutions, and has the reputation as someone with real-world SOLUTIONS in a competitive and rapidly changing sales environment–SOLUTIONS like “50 Sales per Year before Any Walk-in Traffic”. She is a keynote speaker and published author of many Sales and Leadership articles with 20 years of experience as an executive in the residential home building and real estate industry. She has a proven track record working with Builders and Developers of all sizes –from the local/regional companies to the publicly traded nationals. She also works with Brokers from across the country and is the architect and director of the highly successful Preferred Builder Partnership with Berkshire Hathaway HomeServices Florida Properties Group where she works with 32 builders, 22 offices and over 650 agents.

For more information, or to book Kimberly for your next event, visit www.NewHomesSolutions.com, or visit Mackey at LinkedIn,www.linkedin.com/in/kimberlymackey; Twitter,www.twitter.com/KimberlyDMackey; and Facebook,www.facebook.com/NewHomesSolutions or on YouTube, www.youtube.com/c/NewHomesSolutions

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

Just What Does Work/Life Balance Look Like Anyhow?

Just What Does Work/Life Balance Look Like Anyhow?

As written on NAHBNow.com, here is the advice Amy O’Connor, from Shore Consulting and Kimberly Mackey of New Homes Solutions Consulting, shared during our recent presentation at the International Builders Show this past January in Orlando, Florida.  You might not be able to have it all right now, but you can make the most out ofContinue Reading

Practice Carefully!

Practice Carefully!

If we all agree that with practice comes proficiency, does it not stand to reason that whatever you practice doing you will become better and better at it…including mediocrity? Be careful on what you are practicing and devote yourself to practicing only those things which will make you better. Kimberly Mackey, REALTOR®, is the founderContinue Reading

VIDEO: The Best Advice a New Homes Sales Manager will Ever Get

VIDEO: The Best Advice a New Homes Sales Manager will Ever Get

New Homes Sales Managers, we understand that it seems like you can’t possibly fit everything in that you are expected to do. In this video, we discuss the way to prioritize the items that will get your team to produce more sales. The 10-5-2-1 formula is easy to use, easy to teach, and guarantees youContinue Reading

The Planned Encounter–The Most Important Tool in the Sales Manager’s Stable

The Planned Encounter–The Most Important Tool in the Sales Manager’s Stable

Sales Managers, when you understand the 10-5-2-1 Principles you can create more sales in less time with your sales team. Training and holding your team accountable happens each and every week during the Planned Encounter and we argue that the most important thing you have to do each and every week is to get outContinue Reading

Suzanne Neff Joins Forces with Kimberly Mackey at New Homes Solutions

Suzanne Neff Joins Forces with Kimberly Mackey at New Homes Solutions

New Homes Solutions and Kimberly Mackey are pleased to announce the addition of Suzanne Neff to the team. Suzanne brings a wealth of experience to New Homes Solutions. Having been involved in the home building industry for over 30 years, she began her career as a successful on site salesperson and worked her way throughContinue Reading

Wise Words from the Customers

Wise Words from the Customers

by Suzanne Neff A few months back I was having a meeting with one of my home builder clients.  The conversation turned to their recent traffic; those who had not yet purchased, but according to the information entered into their data base by their salespeople, were good leads. Where were these customers in the homeContinue Reading

Good Sales Professionals Always Mind Their Own Business

Good Sales Professionals Always Mind Their Own Business

If you want something done, do it yourself! Sales pro’s, this is something we must remember each and every day. So often, we try to “hand-off” work to our managers or others in the company. Then, we complain when it takes them too long to get it done. If we want effective sales management, weContinue Reading

Maybe It Isn’t “All or Nothing”

Maybe It Isn’t “All or Nothing”

Gordon Gekko, in the movie Wall Street, taught us that, “greed, for lack of a better word is good.” Being a glass half-full kind of gal, I like to think that he meant that going after something, and working hard in order to reap the rewards is a good thing.  It is pretty hard to argue withContinue Reading

WEBINAR:  Sales Management by the Numbers

WEBINAR: Sales Management by the Numbers

About the Presentation Are your sales consultants consistently selling at least one new home per week? If not, this is program for you.  Learn the formula for success from a Sales and Marketing Management Consultant who continues to walk in your shoes daily and who personally manages multiple sales teams from across the country toContinue Reading

Bad Apples

Bad Apples

One bad apple really can spoil the whole bunch. We all know one–that perpetually unhappy sales person who isn’t happy unless they are complaining about something. Some people just process information differently than others, and sometimes that can come out as verbal questioning, often in front of others. I see this a lot in salesContinue Reading