Category Archives: Sales

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.” This is Prince, and there’s lot of distracting grass around, but say hi to everybody.” The reason that I am coming to you from the barn today, is that I want to talk to you about leadership, and horses can actually teach you a lot about leadership, but we’ll get to that in a second. (To Prince,) “In the meantime, how about I let you go eat your grass while we talk?”

Leadership is a mindset, not a position. Earlier this week, I was talking to one of the sales people that I coach, and he said something to me that I found very disheartening. He actually said that no one respected him. We were talking about respect and things that he could do to lead from where he is. He said no one respected him. I stopped for a moment, it took me back a bit, and then I said, “What are you doing to earn that respect?” I think that is a good question for all of us to consider regardless of our title. Horses can’t be pushed from behind. You can’t push a horse and tell it to go somewhere. If I tried pushing him, he thinks, “No, the grass is good here, and I’m not going anywhere.” If I try to pull him from the front, the same thing happens. He says, “No, the grass is good here. I don’t want to go. I’m going to stay right here and eat the grass, Mom. That’s all I’m going to do.” But if I walk beside him, and get his attention away from the grass, of course, then he is is going to walk anywhere I want him to walk. The point is when you walk beside people, and they know that you’re with them, then they’re also going to respect you. They will look at you as a leader, and they will follow you, and they’ll follow your direction regardless of what your title is.

So, let’s talk about what can you do, from whatever position you’re in to be a leader.

One thing you can do is to thank people. Be appreciative. Always be appreciative of what people are doing. I like to reward right behavior and talk about right behavior for people and appreciate the effort that people are putting forth. A lot of times we get caught up in only rewarding the outcome, but it’s the right behavior that leads to the outcome. So, if you see somebody trying really hard, encourage them, thank them for their efforts. It doesn’t matter that you’re not their boss. They’ll see that somebody is paying attention, and they’ll look at you for leadership. Of course, if you are their boss and you’re doing that, well then all the better because that’s even more important that when you are the boss you’re thanking people and rewarding that right behavior. Again, it’s the right behavior that leads to the results that we’re looking for.

Go out of your way to make the company look good. I know that a lot of the salespeople may not like the dress code for instance or they make not like this, that, or the other thing (rule). Sometimes it’s easy to get on that phone tree and do the yammer, yammer, yammer. You know, that thing where salespeople call your friends and complain about something or say that something isn’t right. That’s not being a leader. Leaders talk about solutions and look at solutions for things. They accept company guidelines are just that; they are company guidelines. So follow those company guidelines. Don’t complain about them. Lead from where you are. If there is something that needs to be changed, don’t just complain about it, but look for a better solution or a better alternative. Back it up. Do some homework on it, and then take that to your leadership team or your management team, and talk to them to find out what the possibilities of that might be.

Take yourself seriously. Now, life is short, and of course, I’m out here with a horse to illustrate a point. I understand we should have fun, but having fun doesn’t mean that we don’t take ourselves seriously and put in the time and effort; do the homework, read books, go to classes, listen to podcasts, take any good training that you can get to better yourself. And then take action from that training regardless of your position. Because if you’re doing that, people will naturally see you as a leader. Realize that others are watching you, so model that right behavior. For the company leadership, that’s even more important. If you’re the owner or the manager, are you modeling the behavior that you’re asking of your team? Are you showing up on time for meetings? When you’re there, are you all in on that meeting, or are you busy and distracted and taking calls and letting people walk in and interrupt you when you’re supposed to be spending time with someone? When you’re there, focus on the task at hand. And that will garner you the respect of everyone around you. That goes for whatever your position happens to be.

The bottom line is that no matter what you’re title happens to be, YOU can be a leader!  *No horses were harmed in the making of this video. Unfortunately, the same can’t be said of the grass. ï˜‰

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 600 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

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

Webinar: Double Down for New Home Sales Success

Webinar: Double Down for New Home Sales Success

About the Presentation Learn how to master your sales presentation from the moment your prospect walk in the door! In this special, 2-part Lasso Webinar, Kimberly Mackey and Roland Nairnsey will deal you a winning hand of tools and tips to make the sales process seamless for your prospects. You’ll learn how to: Use the ‘Meet & Greet’ toContinue Reading

VLOG: Creating Urgency with the Downsizing Buyer

VLOG: Creating Urgency with the Downsizing Buyer

TRANSCRIPTION OF VLOG: Hi everyone. Kimberly Mackey here with New Homes Solutions, and I am coming to you today because you asked us some great questions on our little poll we conducted on Facebook. This prompted us to start a new series to answer your questions because they were fantastic. To have your question featured,Continue Reading

Guest Vlog:  How To Use Pinterest To Sell More Homes

Guest Vlog: How To Use Pinterest To Sell More Homes

(Video contains subtitles) Hi, everyone. My name is Anya Chrisanthon, and I’m the host of the New Construction Marketing Podcast. Let me ask you a quick question. Have you used Pinterest? No, I don’t mean to get outfit ideas or recipes, although that’s all good. I mean, have you used Pinterest to help you sellContinue 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

Podcast with Anya Chrisanthon: How Abundance Mentality Influences Sales Success

Podcast with Anya Chrisanthon: How Abundance Mentality Influences Sales Success

A few weeks ago, this on-site sales professional contacted me to say that she was starting a new podcast for New Construction Marketing. When I asked about her motivation, it was to learn as much as she could about her craft and share that with others, who like her might feel they are all aloneContinue 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

Book Now:  Coming Soon to an Association Near You

Book Now: Coming Soon to an Association Near You

Kimberly Mackey, New Homes Solutions teams up with Carol Morgan, from Denim Marketing to present this fast paced, dynamic and timely topic. We know that our sales teams are handling the “hot prospect”, the one that comes through the door nearly ready to buy, but what about those who may need to some help toContinue 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:  A Better Registration Experience Questions are the Answers Part 2

Video: A Better Registration Experience Questions are the Answers Part 2

PART 2:  Recently, I presented to the Manatee/Sarasota Building Industry Association’s Sales and Marketing Council Kick-off Breakfast. It was a great event with about 100-125 building industry and related associates in attendance. They had taken a survey of their membership and asked me to create a program specifically to address the challenges on-site agents andContinue Reading

Video: Questions are the Answers, Part 1:  The Topo Must Go

Video: Questions are the Answers, Part 1: The Topo Must Go

Recently, I presented to the Manatee/Sarasota Building Industry Association’s Sales and Marketing Council Kick-off Breakfast. It was a great event with about 100-125 building industry and related associates in attendance. They had taken a survey of their membership and asked me to create a program specifically to address the challenges on-site agents and even generalContinue 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

Video: How to Handle the I-Want-to-Think-About-It Objection

Video: How to Handle the I-Want-to-Think-About-It Objection

“I want to think about it” is probably the most common objection that sales people hear regardless of product. To which most sales people just respond, “of course, I understand…here is my card, please give me a call once you have had a chance to think it over.” But if you job is really toContinue Reading

VIDEO: 3 Questions Every Sales Person Needs to Ask Themselves

VIDEO: 3 Questions Every Sales Person Needs to Ask Themselves

We all know it starts with attitude, but what exactly is controlling your attitude? Suzanne shares a real heart-to-heart that every sales person needs to have with themselves in order to discover just where their attitude is and how it is impacting their sales. As the author of, New Home Sales The Basics and theContinue 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

Suzanne Neff:  “Ask Different Questions, Get Better Results”

Suzanne Neff: “Ask Different Questions, Get Better Results”

In this video, Suzanne explores the questions behind the questions. When you understand the “why?” then and only then can you understand the “how.” As the author of, New Home Sales The Basics and the Magic, Suzanne Neff is a proven leader in the New Home Sales arena. With over 3 decades of experience rangingContinue Reading

Relationships are the Most Important Part of the Sale

Relationships are the Most Important Part of the Sale

by Suzanne Neff The tone you set as the salesperson is key to starting the relationship with your prospect on the right note. Buyers today are bombarded with push messages, but all they really want is to make a connection with someone who understands their challenge to help them to find a solution.   AsContinue 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