Category Archives: Sales

New Home Solutions Consulting Welcomes Kathy Tucker as a Partner!

New Home Solutions Consulting Welcomes Kathy Tucker as a Partner!

Kimberly Mackey, founder of New Homes Solutions Consulting, is thrilled to welcome Kathy Tucker to the New Homes Team! Kathy Tucker is a dynamic sales executive with over 30 years’ experience with two of the nation’s leading homebuilders, NVR and Cal Atlantic Homes.

Kathy is recognized as a rock star of the sales professionals. Her extensive background includes new home sales, recruiting, training, marketing, sales management and operational management. She has worked with a range of buyer profiles from first time buyers to luxury buyers to empty nesters and her experience spans multiple geographic markets in VA, NC, SC and FL. Kathy worked on the sales floor and earned multiple sales awards including Sales Person of the Year and MAME Rookie Sales Person of the year in the Washington Metropolitan area.

She is an accomplished sales trainer who co-wrote the sales training manual for new hires and through the years has written or contributed to additional training workshops such as: Creating and Maximizing your Competitive Advantage, Community Pricing and Positioning, Coaching to Increase Sales Absorptions, Effective Sales Meetings, Strategic Probing, and more…

She served as a Division Sales Manager in multiple markets in Virginia and North Carolina and led her divisions to record sales numbers. She worked as VP of Sales for CalAtlantic In Florida, managing over 900 sales in 2017.

Kathy not only brings sales and marketing expertise to the table, but she also brings experience managing profit and loss and operations. She was instrumental in the growth of the Ryan Homes market share in Charlotte as she served as General Manager of Sales and Operations, closing over 300 homes/year managing multiple area sales managers, area construction managers and service managers. Kathy also worked as Division Manager for NVHomes, the luxury brand of NVR, and started their operation in Raleigh NC.

Kathy received an Executive MBA with a concentration in Leadership from Queens University in Charlotte. As a leader, Kathy is recognized as one who establishes a results-driven culture while fostering a positive, cohesive team environment. She’s known to have high expectations and bring out the best in her people. Many of her direct reports have grown to become top producing sales people, Sales Managers, VPs of Sales, Division Managers, owners of their own real estate or marketing firms.

While Kathy’s true passion is developing Rock Star Sales Teams and Brilliant Sales Managers, her extensive experience in operational leadership roles gives her a unique perspective. She keenly understands how all departments are connected and impact one another as well as the customer experience. As a result, Kathy can bridge the gap between sales, construction, and operations and offer creative solutions to sales and marketing challenges with an understanding of its impact on the customer and the entire organization. She is excited to work with builders of all sizes and help them establish strong sales operations. To learn more, please visit: www.NewHomesSolutions.com

Awards/Honors:

Rookie Sales Person of the Year, MAME Wash DC.
Sales Person of the Year, Ryan Homes
Most Improved Division of the Year, Ryan Homes
Columnist, New Homes Magazine, Richmond VA
Marketer of the Year, Richmond, VA SMC
Judge for Parade of Homes, NC SMC

 

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