The podcast was recorded on February 23, 2023.
Recently, Kimberly Mackey joined host Carol Morgan, Founder and President of Denim Marketing, to chat about the Traction Scorecard strategy, predicting sales paces and more on the All About Real Estate segment of the Atlanta Real Estate Forum Podcast.
Here is a summary of the conversation. For full details, please click the video above to listen to the conversation.
In the homebuilding industry, it can be challenging to maintain accountability and predictability with sales. However, by implementing certain metrics and processes, builders can achieve these goals and succeed in the ever-changing market. Kimberly Mackey, the founder of New Homes Solutions Consulting, shared her insights on how builders can improve accountability and predictability in their sales process during a recent interview on Atlanta Real Estate Forum Radio.
Mackey explained the importance of setting a vision for the company and its employees. The vision should be clear, concise, and specific. This vision should be shared with everyone in the company so everyone is on the same page. This creates a common goal, which helps drive accountability and predictability. She suggests using a tool like “traction” to keep everyone focused and organized, as in the book Traction, by Gino Wickman.
Mackey stressed the importance of tracking metrics and creating a scorecard to measure sales success. This includes tracking lead sources, conversion rates, appointments set, contracts written, and closings. By tracking these metrics, builders can better understand their sales process and make changes to improve it.
Additionally, Mackey shared her proven 10-5-2-1 sales process which helps improve sales accountability and predictability. This process involves converting ten leads into five appointments, five appointments into two contracts, and two contracts into one closing. Builders must train their sales teams to follow this process and hold them accountable for their performance.
Mackey also discussed the importance of building referrals and maintaining relationships with real estate agents. This not only helps generate leads but also improves the company’s reputation in the industry. By building strong relationships with agents, builders can create a steady stream of leads and referrals, reducing their reliance on expensive marketing campaigns.
Finally, Mackey stressed the importance of starting the accountability and predictability process as soon as possible. She suggested starting by defining roles, creating an accountability chart, and setting minimum expectations for sales team members. It’s crucial to start this process as soon as possible to avoid falling behind in a competitive market.
Builders can contact Mackey for a free one-hour consultation or seek more information about her company, New Homes Solutions Consulting. She also recommended joining the Sales and Marketing Power Hour Facebook group to stay up-to-date on the latest trends and ideas in the industry.
In conclusion, improving accountability and predictability in sales is essential for success in the homebuilding industry. By setting a clear vision, tracking metrics, implementing a proven sales process, building referrals, and starting early, builders can achieve these goals and thrive in a competitive market. With the help of tools like “traction,” builders can overcome the challenges they face and achieve long-term success.
Kimberly would like to thank Carol Morgan and the team at Atlanta Real Estate Forum Radio for having her as a guest on the program. Please check out all of the great content and other guests on one of the longest-running podcasts in the home building and real estate space.