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 my… Continue Reading
Category Archives: Sales
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 build… Continue Reading
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 help… Continue Reading
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 and… Continue Reading
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 buying… Continue Reading
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 repeat… Continue Reading
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… Continue Reading
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 long… Continue Reading
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)
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?
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 buyers… Continue Reading
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 while… Continue Reading
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 to… Continue Reading
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 they… Continue Reading
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 somber… Continue Reading
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?
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 the… Continue Reading
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, when… Continue Reading
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’ to… Continue Reading
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