Category Archives: Sales

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 Episode One, we discussed what to look for when hiring salespeople. What are the right attributes and attitude? In Episode Two, we discussed some “secret” locations, where you can go to recruit. Today, we will reveal how to maximize your investment with all this great talent by giving them the tools they need to become successful.

Set the right expectations from the start. Make sure you have a well-written job description with the hours the sales professional (or any position) is expected to keep at a minimum. Clearly define tasks, goals, and results you expect them to fulfill along with how they will be measured and compensated. If they are going to be mystery video shopped, you should add the legal disclaimer that is required by your state as part of this document. It is better to get it out of the way now, rather than to have to go back to get it later and cause paranoia. Even if video shops are not part of your practice now, they should be, so I recommend adding it while you are in the process of fine-tuning your job description and expectations. If you have hired a “Junior Sales Associate” or a trainee, what will they need to prove before they can earn a promotion?

Be prepared to “On-board.” There is nothing worse to make a new associate feel unwelcome than to show up on the first day and not have anything ready for them. Make sure there is a place for them to work (that does not appear to be an afterthought or the corner of someone else’s desk), have their name badge or uniforms ready for them to wear.

Business cards should be sitting proudly on their desk, along with log-in information for all company software and computers that are necessary. If you are providing an office cell phone, have it ready to turn on and work immediately. Your new hire should not spend the bulk of their first day trying to figure out who does what and how they can get things to work!

Additionally, please show them around and introduce them to everyone. Arrange to take your new associate to lunch or for someone with whom they will be working closely to take them to lunch. In short, make them feel welcome!

You need a QUICK-START PLAN! A Quick-Start Plan is a training plan for the first 30 days. So whether they are a Junior (Trainee) or a Seasoned Veteran Sales Professional, you need for them to learn the right way to do things in your company. Quick-Start Plans are well-thought-out training guides and schedules for each day and should include all aspects of your company, its software, as well as shadowing all departments to learn critical dependencies and procedures for each. Salespeople need sales training, contract training, construction training, mortgage, and title training, and much more.

CRM (Customer Relationship Management) Program is a MUST. If you don’t know who your prospects are and where they come from, you are in grave peril. No, I am not trying to sound grim; it is just a fact. How can a business thrive when they don’t know who their buyers are? A great CRM integrates with your web site and automatically populates when prospects fill out the “Request More Information Form.” It allows seamless communication and tracking so that if a hypothetical salesperson were to drop off the face of the earth tomorrow, anyone would be able to come along behind them and pick up right where they left off, so the customer experience isn’t affected in the least. A great CRM sets up and allows for automated drip campaigns to go out to prospects so that no one is neglected and all are educated and invited to own.

I get asked often by smaller builders if they need a CRM. My answer is always YES! I may need to qualify that with items that need to be accomplished as a priority first, but the answer is still YES!

Motivational Accountability is NOT an Oxymoron! For you sales managers out there, this means to get out and stay out! Sales happen in the field, so you need to be out there conducting Planned Encounters, and supporting your sales team. Roleplay with them and teach them how to do a better job with relationship-based selling. Review those registration cards and help them to figure out how to help people to own your homes. Help your sales team to understand the buying process so that they are setting the right expectations and walking your prospects through every step of the way. If you find that you are spending too much time in the office on administrivia, figure out how to delegate, delete, or organize with better tools. I have quite a few training sessions on strategies to help you overcome these challenges. I know it can seem like you are drowning much of the time.

Unfortunately, our time is not long enough to coach you through every scenario, but I hope you have found the “Fantastic Salespeople and Where to Find Them” series helpful as a foundation of what you need. As always, if you have any questions at all, please don’t hesitate to schedule a no-obligation consultation with me by visiting https://NewHomesSolutions.com/contact. Thank you again for joining us. Don’t forget to look for SOLUTIONS in your inbox on August 21st when our Guest Blogger Series continues. As a reminder, SOLUTIONS is a free e-learning tool that arrives in your inbox two times per month when you sign-up to receive it. To make sure you don’t miss any, please register at https://tinyurl.com/NewHomesSolutions or on the buttons at NewHomesSolutions.com.

 

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 in 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

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 toContinue 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 ofContinue 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

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