Category Archives: Sales

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; there was Emily Post and Amy Vanderbilt, and they told us what color shoes we could and couldn’t wear after memorial day, and the same for pants, and which fork we could and couldn’t use, and all that. Netiquette is a whole new frontier. The real question is, and what this class answered is, “Do I text, do I email, or do I call?”

We are going to do a little survey here in the office because we have almost every generation represented. Mandy, who is behind the camera, is going to be Mandy the Millennial, and I’m going to ask, “Hey Mandy, do I text, email, or call you?” Mandy, “I’d probably ignore a call first off, and text after that, so text is number one for me.” Carol: Text is number one for Mandy our Millennial.

Gen X. I (Carol) get to be Gen X, so I’m going to ask myself, “Self, do I text, do I email, or do I call?” My go-to is always going to be email or text. Either one of those-especially, if it’s business related, is going to make me happy. Gen X is pretty diverse. We either invented the technology or we have had to use it on the fly. Gen X, like all other generations, you are always going to want to ask them which they prefer.

Representing Gen Z today, we have Kate here with us. Carol to Kate, “Do I text, email or call you?” Kate, “Honestly, just send me a picture. That’s good enough.” Send her a picture! She’s just my son who is in Europe right now. He takes pictures on his phone and doesn’t send me anything else – just pictures, and I’m supposed to guess what it is.

For our Boomers out there, they’re probably the hardest group to figure out of all because a lot of them have adapted to new technology. So, you have to ask them what they prefer. My mother texts, and she calls, and she kind of emails. I would say she actually texts better than she emails. It’s going to vary from person to person, and there are even Boomers out there who are very adept as Skype and GoToMeeting, and all of the different sites.

Always ask everyone – with your clients, with your prospects, with your partners. Ask them, “Should I text, should I email, or should I call?” Maybe ask them what you do first and what you do second because it may be different.

Mandy is going to zoom in and show something (on the computer screen). This class covered email etiquette, and I think this was everybody’s favorite part of the class. With email etiquette, you want to make sure you are succinctly stating your subject line. Here at Denim what we will do is give all of our clients’ codes. If I am emailing our friend, Kelly Fink, at the Providence Group, the primary subject is going to be, “TPG – The Providence Group.” My secondary subject is going to be “News Release”. My third subject is going to be what the news release is. Is it “Pratt Stacks”? My very last thing is going to be, “For Approval.” or “For Your File.” Kelly is going to know immediately when she gets my email that I am emailing her a news release for approval or for her file about Pratt Stacks. That’s very helpful for all of us because then you can go back through your email and find things in the future. Email becomes this giant bog of stuff. That was probably the best takeaway from this class. *Kelly Fink works for The Providence Group. They are a builder/developer in the Atlanta area market and Pratt Stacks is one of their communities.

Then we spent a lot of time discussing emoticons or “emojicons”. Do you use them? Do you not use them? That’s that love/hate relationship I think, and it varies in every single generation. We had people from all generations in the class, and everybody either loves or hates them. I think that’s personal preference, so you have to realize they don’t always translate. That cute little smiley face that you send someone on this device (smartphone) might show up as something completely different in their email. In business use, it’s still a little bit controversial, but on social medial it’s huge. Definitely use them on social media. It will increase your readership greatly.

If you like these tips, and you want to know more, you are in luck. I am teaching this class again through Professional Women in Building as a webinar. That will be on June 27th at 2:00 eastern time. REGISTER HERE. I hope you’ll tune in and have lots of questions for me. Thanks.

 

Carol Morgan, president of Denim Marketing, focuses on marketing strategy and integrating public relations, social media, content and creative to tell engaging stories for clients that garner measurable traffic and show ROI. Denim Marketing is proud to celebrate its 20th Anniversary in 2019.

Carol is the author of four books, including her latest “Social Media Marketing for Your Business,” published by Builder Books. She is the creator of the nationally-ranked and award-winning www.AtlantaRealEstateForum.comSM Atlanta’s most popular real estate news blog. Her Atlanta Real Estate Forum Radio podcast launched in 2011 and features the movers and shakers in the Atlanta real estate industry, as well as nonprofits, attractions and things to do on the Around Atlanta edition.

Carol serves as one of NAHB Chair Greg Ugalde’s advisors. She is a member of the Associates Council and past Membership Chair and past chair of NAHB’s Professional Women in Building Council, Carol was awarded the prestigious 2016 Woman of the Year from the Professional Women in Building. She is a graduate of Oglethorpe University and the recipient of the 2008 Spirit of Oglethorpe Award, PRSA Georgia Chapter’s George Goodwin Award, the Greater Atlanta Home Builders Association’s 2008 Associate of the Year and 2012 Council Chair of the Year. Carol holds the MIRM (Masters in Residential Marketing), CAPS (Certified Aging in Place Specialist) and CSP (Certified Sales Professional) designations from NAHB.

In her free time she manages a 20 acre farm with multiple critters, is the mother of an incredible son, gardens, rides dressage and explores various recipes.

“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

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