Category Archives: Sales

head-to-Head: Lead, Follow, or Pivot:  Adapting Your Sales & Leadership Strategy in Real-Time

head-to-Head: Lead, Follow, or Pivot: Adapting Your Sales & Leadership Strategy in Real-Time

In the vibrant world of new home sales, there is always something new to learn, especially when it comes to honing one’s skills in sales and leadership. In the latest episode of the profound live discussion, “Head-to-Head”, Kimberly Mackey of New Homes Solutions Consulting and guest expert Roland Nairnsey of New Home Sales Plus took listeners on a deep-dive exploration of the dynamic world of sales strategy, sharing pearls of wisdom from their rich career tapestries. The session, infused with humor and personalized anecdotes, promised to be a masterclass and a space for budding professionals to rediscover and fine-tune their sales prowess.

Crafting a Symphony of Sales: The Mackey-Nairnsey Duo Unveils the Secrets

Drawing from personal experiences, including Kimberly’s enriching encounters with horses, the session mirrored the beauty of leading by instructions and walking beside team members to foster a climate of growth and learning. The rich narrative created imagery where leadership transcended to an art form, striking a chord with clients and team members, drawing parallels with leading a horse to success.

Phase One: Discovery and Connection

Diving into the crux of the matter, the discovery phase was unpacked as a vital part of the customer-centric approach to sales. The duo emphasized the use of open-ended and range questions to facilitate a comfortable space for clients, encouraging them to divulge their preferences and concerns. This phase was likened to treating the buyers as honored guests, ushering in a sense of warmth and hospitality, urging the salespeople to break free from scripted dialogues, and fostering genuine conversations with prospective homeowners.

Phase Two: Demonstration and Personalization

Moving ahead, the art of demonstrating the home took center stage. The session touched upon the FBI (Feature-Benefit-Involvement) strategy, a cornerstone for effective sales. Here, potential homeowners were not just shown around the home but were guided to envision the benefits that align with their individual preferences, painting a personalized canvas for them to see. Through involvement questions, the buyers become a part of a narrative, forging a deeper connection with the space.

Phase Three: Growth, Legacy, and Mastery

As the conversation unraveled further, there was an accent on professional growth, focusing on learning from mistakes and carving a legacy through customer success. The experts delved into the intrinsic details of the sales journey, from engaging the buyers effectively during demonstrations to understanding the practical applications of various features while emphasizing a focus on the buyer’s experiences over personal gains.

Phase Four: Navigating the Market Realities

Roland and Kimberly acknowledged the current market dynamics, debunking common misconceptions about waiting for the “right time” to invest. The “closing as you go” strategy was discussed as an effective technique to address potential objections step by step, rather than in a heap, towards the end.

Phase Five: Empowerment through Knowledge

The final segment underscored the pivotal role of sales managers in empowering their teams with market insights and facilitating training through role-playing and video shop reviews. This section guided sales managers, encouraging them to nurture talent proactively and foster a culture of continuous learning and growth, gearing the team for success.

Sculpting Future Leaders: A Call to Action

Kimberly shared an inspiring snippet from her journey as the session winded down, urging leaders to be field-oriented. Roland agreed and encouraged sales leaders to cultivate structured habits, drawing inspiration from James Clear’s “Atomic Habits”. The discussion moved to the significance of cultivating a “bench”, a reservoir of well-trained individuals ready to rise to the occasion as and when needed. She reflected on the meticulous training and nurturing of talents to form a team that stands resilient in the face of changing market dynamics.

In Conclusion: The Journey of Learning and Growing

In the heartwarming conclusion of this enriching session, the veterans emphasized the exciting road ahead for new talents, fostering a spirit of learning and adaptation in the ever-evolving landscape of new home sales.

The “Head-to-Head” session with Kimberly Mackey and Roland Nairnsey wasn’t just a conversation but a narrative weaving through the nuances of sales and leadership, a rich tapestry offering insights and strategies, coupled with real-time adaptations for thriving in the dynamic 2023 housing market. It was a call to empathize, to grow, and to lead with understanding and wisdom in the pursuit of sculpting a fulfilling and successful sales career.

Head-to-Head is not a podcast or a webinar. It is a live conversation that happens only six times per year between Kimberly Mackey and thought-leaders in our industry. Don’t miss out, register to attend all of them–even if you can’t make it, we’ll send you the recording. Learn more, register to attend upcoming events, and catch up on past episodes by visiting NewHomesSolutions.com/head-to-head.

 

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Sales and Marketing Power Hour: So, You Got a Lead, Now What?

Sales and Marketing Power Hour: So, You Got a Lead, Now What?

Today’s consumers are well-informed. To attract the right leads, we dive deep into the mindset of the modern homebuyer and explore ways to resonate with them. This entails leveraging effective marketing strategies, including targeted ads and SEO to reach target audiences. You will see proven techniques to generate high-quality leads consistently. Learn how to buildContinue Reading

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 letContinue Reading

Head-to-Head: Back to the Future with Bob Schultz

Head-to-Head: Back to the Future with Bob Schultz

  While most sales and marketing people in the home building industry today probably haven’t been in the business long enough to have gone through some of the crazy swings this industry is known for, Bob Schultz has definitely been there and done that. In this edition of Head-to-Head, industry experts Bob Schultz and KimberlyContinue 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: 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 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

Guest Vlog: Leah Fellows Asks “Is Your OSC Program On Track?”

Guest Vlog: Leah Fellows Asks “Is Your OSC Program On Track?”

We are pleased to offer something we haven’t done in a while on our blog–a guest vlogger. Please welcome Leah Fellows, with Blue Gypsy, Inc. New Homes Solutions’ Guest Vlog welcomes Leah Fellows with Blue Gypsy, Inc. Leah breaks down everything you need to know to answer the question, “Is your OSC program on trackContinue Reading

Sales and Marketing Power Hour with Kevin Oakley: Are You Measuring the Right Stuff?

Sales and Marketing Power Hour with Kevin Oakley: Are You Measuring the Right Stuff?

(If you would like to read the discussion between Kimberly, Carol and Kevin, the video transcription is below.) You hear it all the time. Homebuilding is a numbers game, but what numbers and what do they mean? Kevin Oakley, from Do You Convert stops by The Sales and Marketing Power Hour to help hosts, CarolContinue Reading

Head-to-Head with Roland Nairnsey: Avoiding Market Whiplash

Head-to-Head with Roland Nairnsey: Avoiding Market Whiplash

(If you would like to read the discussion between Kimberly and Roland, the video transcription at the bottom of the page.) Are you starting to experience Market Whiplash? Listen in, as Roland Nairnsey, from New Home Sales Plus and Kimberly Mackey go Head-to-Head. We will dive in HEADfirst into what you can do, right now,Continue 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

Head-to-Head: Take 2–The Top 10 NEW Mistakes Salespeople Make with Leah Turner

Head-to-Head: Take 2–The Top 10 NEW Mistakes Salespeople Make with Leah Turner

(If you wouild like to read the discussion between Kimberly and Leah, the video transcription is at the bottom of the page.) It is always better to learn from the mistakes of others. For the second year in a row, Leah Turner, from Melinda Brody & Company Mystery Shopping stops by to share with KimberlyContinue 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 Bassam Salem-Making Artificial Intelligence Sexy and Personal

Head-to-Head with Bassam Salem-Making Artificial Intelligence Sexy and Personal

(If you would like to read the discussion between Kimberly and Bassam, the video transcription is at the bottom of the page.) Are you terrified that technology will replace you? Is it all happening so fast that you can’t wrap your head around it? How do you fit in? Artificial INTELLIGENCE is SMART! On thisContinue Reading

Head-to-Head: Build Your Sales Force Inside and Out

Head-to-Head: Build Your Sales Force Inside and Out

(If you wouild like to read the discussion between Kimberly and Keith, the video transcription is at the bottom of the page.) If you are like most homebuilders, the anatomy of a GREAT salesperson remains a mystery to you. Keith McKinney, from New Home Star, dropped by to go Head-to-Head with Kimberly Mackey, along withContinue Reading

Sales and Marketing Power Hour: Diversity, Equity and Inclusion

Sales and Marketing Power Hour: Diversity, Equity and Inclusion

Ghandi told us to “be the change we want to see in the world.” The conversation must start somewhere about what our company and industry cultures attract for future growth, competitiveness, and better service our surrounding markets. In this episode of the Sales & Marketing Power Hour, we reached out to two industry experts, TeresaContinue Reading

Head-to-Head: FUTURE VISION with Meredith Oliver

Head-to-Head: FUTURE VISION with Meredith Oliver

(If you would like to read the discussion between Kimberly and Meredith, the video transcription is at the bottom of the page.) You know you are in for a great time and a lot of FANtasitc information when Meredith Oliver stops in to help us prepare for 2022. We discuss everything from what event planningContinue Reading

Head-to-Head with Jeff Shore: Through the Buyer’s Eyes

Head-to-Head with Jeff Shore: Through the Buyer’s Eyes

(If you wouild like to read the discussion between Kimberly and Jeff, the video transcription is at the bottom of the page.) What fun Jeff Shore and Kimberly Mackey had taking a deep dive into looking at the homebuying process “Through the Buyer’s Eyes.” You’ve heard it again and again, but homebuying is about relationshipsContinue 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