Category Archives: Sales

Finish the Year Strong

Finish the Year Strong

Recently, I was honored to be invited back to the New Construction Marketing Podcast, hosted by Anya Chrisanthon. The topic is timely as we finish out 2019. If you aren’t familiar with the New Construction Marketing Podcast, I encourage you to check it out. Anya has an incredible line-up of guests, from CEO’s of major construction companies to famous authors. The topics that are always relevant to those of us in the new homes industry and general real estate alike.

“Kimberly Mackey is a returning guest on today’s episode of the New Construction Marketing Podcast. She appeared on Episode #3 and Episode #39. As 2019 comes to an end, Kimberly shares prospecting ideas on how to generate additional traffic to your model home to finish the year strong…”

You can click above to watch the interview or to listen, here are additional links:

On the New Construction Marketing Podcast website: https://anyachrisanthon.com/069/

On YouTubehttps://www.youtube.com/watch?v=V-tV8CgVSmo

On iTunes: www.anyachrisanthon.com/itunes

On Stitcher: www.anyachrisanthon.com/stitcher

On GooglePlay: www.anyachrisanthon.com/googleplay

Click here to download the Realtor V.I.P. Program that she and I discuss. 

Kimberly Mackey is the founder of New Homes Solutions Consulting, 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”. Her primary business is that of a Sales & Marketing Management Consultant.  Companies call on Kimberly to set up the processes and systems within the company so that sales is the engine that drives the train rather than running it off the tracks. Because she has such a depth of experience in all disciplines within the building industry beyond the sales and marketing world, she is highly sought after to help companies to create a Customer Experience Process from potential lead to customer and throughout the building process into the warranty period and beyond. In other words, by creating a smooth transition and communication processes, she helps builders to create “Raving Fans.”

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. While you are there, please be sure to subscribe to SOLUTIONS e-newsletter which comes out twice a month with free training and best practice sharing from across our industry. You are also invited to connect with Kimberly on 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

Using LinkedIn to Grow Your Sales with Guest Vlogger, Adam Van Bavel of O’Neil Interactive

Using LinkedIn to Grow Your Sales with Guest Vlogger, Adam Van Bavel of O’Neil Interactive

Grab those earbuds and click the video above to take you to the full playlist.  The following transcript is from the abridged version of this video, not the full playlist. The information provided by Adam was so good, we decided to offer it as a full training session, broken down into 2 videos for yourContinue Reading

My Top 5 Discovery Questions to Ask

My Top 5 Discovery Questions to Ask

Video transcription (we recommend you put your earbuds in and watch the video though): Hi everyone, Kimberly Mackey with New Homes Solutions here to bring you another installment of our SOLUTIONS e-Training series. Today we’re going to talk about one of my favorites, “Discovery” and “Discovery Questions.” Specifically, I’m going to share with you myContinue Reading

The Secrets to Converting Leads Who Aren’t Ready to Buy Today–Spencer Powell, from Builder Funnel Radio is our Guest Vlogger

The Secrets to Converting Leads Who Aren’t Ready to Buy Today–Spencer Powell, from Builder Funnel Radio is our Guest Vlogger

  Most builders I talk to have the same complaint and that is there are not enough leads that are ready to buy today. I’m going to show you how to solve that problem, but in order to do that, we have to go back in time a little bit. The best time to buildContinue Reading

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

Guest Vlogger: John Palumbo on Unlocking Your Personal Charisma

Guest Vlogger: John Palumbo on Unlocking Your Personal Charisma

TRANSCRIPT: This week I am going to share some insights with you on charisma, and what you can do to unlock your personal charisma. You know, that state of mind – that attitude, if you would – that helps you influence and persuade people. That’s really what charisma is about; Your ability to influence andContinue Reading

Register Everyone, Every Time

Register Everyone, Every Time

TRANSCRIPT: Every business needs to know who its customers are and how they found out about them.  Builders are no exception. However, I so often hear how difficult it is to gather registration information. One of the essential items I track for my builders each week is total traffic versus registrations. Traffic is a buyingContinue 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

Effortless Follow-up with Anya Chrisanthon

Effortless Follow-up with Anya Chrisanthon

TRANSCRIPTION: Riches are in the follow-up. Follow-up is really what separates professionals from wannabes. So, here are three things that you need to know about follow up. Number one, it must be automated. If you don’t have a system in place, no matter how disciplined you are, it’s very difficult to keep it up longContinue Reading

As Seen at IBS75: When Doing Follow-up, should you call, text, or email?

As Seen at IBS75: When Doing Follow-up, should you call, text, or email?

TRANSCRIPTION:  Hey, I’m Carol Morgan coming to you from Denim Marketing as part of Kimberly Mackey’s IBS 75th Anniversary Special, and I’m here to talk to you about Netiquette. The class I presented at IBS was Netiquette 3.0. Netiquette is where etiquette meets the internet. You all know etiquette used to be kind of easy;Continue Reading

“How Do You Mean?” (And other crazy objection handlers)

“How Do You Mean?” (And other crazy objection handlers)

As sales professionals, we often jump to middle, or worse jump to conclusions by making assumptions, especially when it comes to objections. What if, instead, we slowed down and learned more information before we assume something? How might that create a different result? Continue 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

Spencer Powell, with Builder Funnel Caught Up with Kimberly at IBS 75

Spencer Powell, with Builder Funnel Caught Up with Kimberly at IBS 75

On the last day of the International Builder’s Show, I got to spend a few minutes catching up with Spencer Powell, from Builder Funnel on some key takeaways from the show. Here is how it turned out. Be sure to watch for our special guest. To view a Podcast I did with Spencer a whileContinue Reading

The Key to Successful Realtor® Relations (As Told by a General Real Estate Agent)

The Key to Successful Realtor® Relations (As Told by a General Real Estate Agent)

This past week, I was privileged to recognize top producing general real estate agents at Berkshire Hathaway HomeServices Florida Properties Group. While I was there, I got the opportunity to catch up with some of my New Homes Specialist graduates to find out how things are going for them. Karen Tillman-Gosselin was kind enough toContinue 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

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

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

Guest Vlogger, Russ Laggan Asks: Are You Milking the Cow or Creating a Cash Cow?

Guest Vlogger, Russ Laggan Asks: Are You Milking the Cow or Creating a Cash Cow?

VIDEO TRANSCRIPT:  I know what you are thinking right now. What the heck did Russ just say? Yes, I did! Those who know me well know that the sillier the thing I start out with, usually the more powerful the point that’s going to be made, so stick with me. Get your toes off theContinue Reading

Guest Vlog: 5 Levels of the Sales Presentation

Guest Vlog: 5 Levels of the Sales Presentation

Transcription (*you can read it here, but we highly recommend that you watch this video as much of what Quint shares comes through non-verbally):  Hey everybody, Quint Lears at NewHomeSales.com. I am so excited to be featured here on New Homes Solutions. Kimberly, thank you for having me on the program. By the way, whenContinue Reading