Head to Head

Head to Head

Every other month or so, Kimberly Mackey sits down with top industry leaders and masterminds to discuss the hot topics related to building your business, managing your pipeline, technology trends, sales and sales processes, and anything related to the overall customer experience.

Not a webinar nor a podcast, just head-to-head, no-holds-barred discussions where you can participate and get the answers to your questions about the evolution of new home sales and the home building industry. This is your opportunity to be more than a fly on the wall when two industry masterminds get together!

You can register for one or all of them so that you never miss out on whoever is “dropping by” and the hot topics we will cover. Live viewing is the way to go for these so that you can interact and get your questions addressed; however, we will record them if you have to miss one or two, you can still watch the recording.

2024 Dates:

January 9, 2024, Noon, ET: Special Edition with Anya Chrisanthan and Keith McKinney
March 12, 2024, Noon, ET: TBD
May 7, 2024, Noon, ET: TBD
July 9, 2024, Noon, ET: TBD
September 10, 2024, Noon, ET: TBD
November 12, 2024, Noon, ET: TBD

Head-to-Head happens 6 times per year to bring timely, relevant topics to help you grow your business. You won’t want to miss a single one, so be sure to register for all of them. Even if you can’t make it to the live event, we will send you the recorded version.

 

Tuesday, January 9, 2024 at Noon ET.

 

H2H Graphic with Anya Chrisanthon and Keith McKinney

 

You Bought the Tech
Now How Do You Get Your Team to Use It?

On January 9, 2024, we are going Head-to-Head-to-Head??? Two special guests, one packed hour to preview their upcoming International Builders Show Talk. Anya Chrisanthon, from Anewgo, and Keith McKinney, from New Home Star, join Kimberly Mackey. Salespeople, if you are struggling with technology, this one is for you, too. It isn’t just for Sales and company management.

Builders invest in technology to streamline sales, harness the power of data, and enhance customer experiences. But if you’re like most, you struggle to get your teams to fully embrace and utilize it. We’ll provide actionable strategies to bridge the gap between technology investment and team adoption. Explore the range of tech tools for use on and offline. Learn to excite and empower sales teams, dispel misconceptions, foster collaboration to enhance sales performance, drive growth, foster innovation, and maximize ROI. Gain practical insights and unleash the full potential of technology in your sales process.

What You’ll Learn

  • Understand the importance of changing mindsets and overcoming resistance to technology integration within the sales organization.
  • Discover training strategies to motivate sales professionals to use tech systems to their full potential, increasing productivity and maximizing return on technology investments.
  • Explore how to create a collaborative sales environment that highlights the necessity of sales tech platforms and fosters collaboration among all departments.
  • Gain practical tips to empower sales professionals to become first-level analysts of their data, so they can make informed decisions and identify trends to drive sales growth.

 

In Case You Missed It:

 

Head to Head registration banner

In this edition of Head-to-Head, Kimberly Mackey is joined by Russ Laggan, the Senior Regional Director of Growth for eXp Realty, LLC. The discussion aims to show how builders and general real estate can partner successfully to create a terrific customer experience for their buyers. But wait, there is more…much more. You will love our objection handlers if you struggle to overcome objections regarding current prices and interest rates. That is just one example of the juicy tidbits we packed into this episode. Grab those earbuds and settle in with something to use to take notes. *The video has links to all the resources we mention, so if you usually listen in, you are probably going to want to watch this one. If you missed it LIVE, click HERE to watch the recorded version.

Head to Head with Roland Nairnsey Graphic

On September 12, 2023, “H2H Frequent Flyer” Roland Nainsey of New Home Sales Plus and Kimberly Mackey of New Homes Solutions Consulting went Head-to-Head again. This go-around, the spotlight was on “Lead, Follow, or Pivot: Adapting Your Sales & Leadership Strategy in Real-Time.” We dove into actionable ways to take the lead, regardless of your role or circumstances. Leadership is not just a title; it’s an attitude that sets you apart and draws people to you. So, whether you’re a sales rep, a real estate agent, a sales manager, or even running an entire division, this session has something invaluable for you. We’ll discuss key traits and strategies that can help you lead from wherever you stand in your organization. If you missed it LIVE, click HERE to watch the recorded version.

 

Have you ever found yourself caught in the vicious cycle of self-doubt and negative self-talk, unable to push through your limitations? This episode of “Head-to-Head” is a must-watch for you! Featuring insightful conversations with Kimberly Mackey, the passionate founder of New Homes Solutions Consulting, and Chad Sanschagrin, the relentless founder of Cannonball Moments, this dynamic duo will inspire and empower you to take control of your life and spark the change you seek. The discussion, aptly titled “Change is Hard…You Go First,” encapsulates the essence of their own experiences with personal transformation, their battles against adversity, and their journey toward finding fulfillment through contribution. Mackey, an industry newbie turned successful Management Consultant, and Sanschagrin, a former hotel manager turned sales trainer, serve as vibrant examples of embracing change, even when it’s hard. Their stories teach us that these challenges often lead to the most significant growth and transformation. If you missed it LIVE, click HERE to watch the recorded version.

Head-to-Head Graphic with Leah Turner for May 9, 2023. Top 10 Mistakes

Leah Turner is back again to discuss the latest results of the Annual Benchmark Study that Melinda Brody & Company do with their vast experience in mystery shopping. You can always expect a fun time when Leah and Kimberly are in the same room! This year’s results will surprise and amuse you. Learn the skills that help you stand out in any market. Now is the time to get it right. The market is changing again (as it always does). Are you ready? If you missed it LIVE, click HERE to watch the recorded version.

 

Head-to-Head with Bob Schultz on March 14, 2023

While most sales and marketing people in the home building industry today probably haven’t been in the business long enough to have gone through some of the crazy swings this industry is known for, Bob Schultz has definitely been there and done that. In this edition of Head-to-Head, industry experts Bob Schultz and Kimberly Mackey share their experiences and insights into the homebuilding industry. They discuss homebuilders’ challenges in the current market and stress the importance of staying vigilant and prepared for economic downturns. If you missed it LIVE, click HERE to watch the recorded version.

 

Best-selling author and international speaker Robert Stevenson joined Kimberly Mackey for a candid conversation about what it takes to be a great leader, regardless of your title. Robert Stevenson is the author of “How to Soar Like an Eagle in a World Full of Turkeys” and “Raise Your Line.” He has spoken at Fortune 500 companies all over the world. We were fortunate to grab him for an hour to discuss real-world and historical examples of extraordinary leadership skills. If you missed it LIVE, click HERE to watch the recorded version.

 

Attention Builders, if you are in firefighting mode far more often than you would like, this video is a MUST-SEE! Learn how Tug Huddleston of Red Door Homes of North Central Florida went from daily firefighting to getting ahead of his business and making it one of the most profitable building companies for his size. He even offers his buyers a guarantee that will blow your mind! This month’s edition is more than simply a Head-to-Head; IT IS A MASTER CLASS. If you missed it LIVE, click HERE to watch the recorded version.

 

On Tuesday, August 9, 2022, Kimberly Mackey was joined by veteran sales leader Alan Beulah, Vice-president of Sales and Marketing for M/I Homes in Charlotte, NC, to talk about what it takes to separate a leader from a manager. If you are a veteran sales manager in the home building industry, have you ever wondered how you stack up? Maybe you are a General Sales Manager and aspire to take it to the next level or perhaps you are in sales with aspirations of becoming a sales leader. If so, this is the conversation for you. If you missed it LIVE, click HERE to watch the recorded version.

 

On Tuesday, June 14, 2022, Roland Nairnsey from New Homes Sales Plus dropped by to discuss Avoiding Market Whiplash. We dove in HEADfirst into what you can do right now to avoid a sales slump. It isn’t too late, but you must start now to get the jump on your competition while they are all still wringing their hands and whining about the market shift and changing sales policies at their company. If you missed it LIVE, click HERE to watch the recorded version.

 

On Tuesday, May 10, 2022, at Noon, ET. Leah Turner from Melinda Brody & Company was back for Round Two of The Top 10 NEW Mistakes Salespeople Make. You asked for it, we delivered the results of the Annual Benchmark Study that the fine folks at Melinda Brody and Co. do to show us how we rank with the challenges of today’s market. Isn’t it always better to learn from the mistakes of others?  If you missed it LIVE, click HERE to watch the recorded version.

 

On March 8, 2022. Artificial INTELLIGENCE is SMART! On this edition of H2H, I was joined by Bassam Salem. Bassam is the Founder and AI Pioneer, #tedtalk giving, and fabulous story-telling genius behind Atlas RTX. We zoomed forward to show you what the not-too-distant future will hold and how you fit into it. And, we explored the sexy side of AI, chatbots, and assistants and how they can help you to meet your buyers WHERE and WHEN they are. If you missed it LIVE, click HERE to watch the recorded version.

 

If you are like most homebuilders, the anatomy of a GREAT salesperson remains a mystery to you. On January 11, 2022, Keith McKinney, from New Home Star, dropped by to go Head-to-Head with Kimberly Mackey and our very lively audience. In this edition, we break down the most important attributes that all GREAT salespeople share. If you missed it LIVE, click HERE to watch the recorded version.

 

Head-to-Head with Angela McKay ThumbnailOn December 6, 2021, Angela McKay from Oneil Interactive and Kimberly Mackey discussed how to fit EVERYTHING in! Ok, that’s not entirely true. There is no way to get everything done, but we help you to figure out some priorities for both work and home life, and the best part is that you already have the tools. If you missed it LIVE, click HERE to watch the recorded version.

 

 

You know you are in for a great time and a lot of FANtasitc information when Meredith Oliver stops in to help us prepare for 2022. We discuss everything from what event planning in 2022 looks like, what sales skills we need to “de-rustify” or in some cases, teach for the first time, iBuyer programs, and even what advertising and social media trends we should watch. If you are working on your 2022 plans now, this is the one for you! If you missed it LIVE, click HERE to watch the recorded version.

 

What fun Jeff Shore and Kimberly Mackey had, on October 26, 2021, taking a deep dive into looking at the homebuying process “Through the Buyer’s Eyes.” You’ve heard it again and again, but homebuying is about relationships and helping your buyers, but if you don’t get to know them or understand their story, how can properly help? This program is a sales meeting in and of itself!
If you missed it LIVE, click HERE to watch the recorded version.

 

Our guest on September 14, 2021 was Leah Fellows, from Blue Gypsy, Inc., If you feel stressed or overwhelmed, perhaps just tired, this is the one for you. Learn how a few small steps can have a huge impact to put you back in the driver’s seat. “How an Abundance Mentality Can Restore Order to Your World.” If you missed it LIVE, click HERE to watch the recorded version. 

 

 

On August 10, 2021 the one, and only Mike Lyon, from Do You Convert joined Kimberly so we can all learn what it takes to “CREATE THE ULTIMATE OSC/ON-SITE TEAM.”  No matter how you slice it, the parts have to add up to the whole. We discuss the skinny from the online sales counselor position all they way through to the hand-off to the sales team. If you missed it LIVE, click HERE to watch the recorded version.

 

On June 22, 2021, Leah Turner, from Melinda Brody and Co. stopped by to go Head-to-Head with Kimberly. Our topic was, “The Top 10 Sales Mistakes That Most Salespeople Make.” We had a fantastic time and we promise, you can’t make up this stuff! IT HAPPENS!  It is always good to learn from other people’s mistakes, right? If you missed it LIVE, click HERE to watch the recorded version.

 

 

On May 11, 2021, the one and only Quint Lears, from NewHomeSales.com stopped by to do a deep dive into how personality types affect your communication styles and how you relate to others. Quint uses the Enneagram method to help him, and he will demystify that approach to help you navigate the complicated world of varying personality styles you encounter every day. If you haven’t seen Quint yet, you don’t want to miss him! Quint never disappoints and left us with a lot of food for thought. If you missed it LIVE, click HERE to watch the recorded version.

 

On April 13, 2021, Kimberly went Head-to-Head with Roland Nairnsey from New Homes Sales Plus. Prices are increasing, and you have limited availability on what you can sell–why don’t these buyers understand what is happening? Why do they still try to negotiate with you? You try to understand, but the relationship seems more forced than in the past. How can you help your buyer’s into their dream home, maintain customer satisfaction, and still help your buyers to deal with all the unforeseen challenges and delays that are sure to come? We’ve got you covered. Spend an hour with Roland and me, and we promise to give you some tools to manage the madness! You and your buyers will be glad you did. If you missed it LIVE, click HERE to watch the recorded version.

 

On March 16, 2021, International Speaker, and world traveler, John Palumbo joined Kimberly for Head-to-Head. We spoke about “How to Live a Highly Influential Life.” Not every topic needs to be a HOT for it to be an important. John Palumbo, the author of 10 best-selling books, speaker, world-traveler, and over-all inspiration, stopped by to discuss, “Living an Influential Life.” Whether you are just starting out in new home sales or you are a veteran, you have unique gifts to share. John talks to us today about how to channel and grow those gifts into what could perhaps be your own book, but certainly into something that benefits others as you grow. We also took a detour into some skills for running inspired sales meetings and even some objection handling in a rising market. Learn the secrets that John invested in early in his career that has paid off in $Millions. This episode is definitely a different kind of Head to Head, but a journey well-worth taking. Sit back, relax, and breathe in some inspiration! You deserve it. If you missed it LIVE, click HERE to watch the recorded version.

On February 16, 2021, Kimberly was joined by Chris Hartley, VP of Sales for K. Hovnanian Homes in Dallas. We had a lively discussion about throttling, or controlling your sales pace. What is working? What are the best practices so that you don’t hurt your long-term prospects in your market? Should you continue to advertise? Price increases? Lotteries? General Real Estate Agents? Every action has an equal and opposite reaction, so how can you make sure you are managing for now and for the future when the market turns? Chris Hartley is known for being one of the most innovative and forward-thinking sales managers in our industry, and remarkably, he is willing to share his knowledge with you. If you missed it LIVE, click HERE to watch the recorded version.

 

Did you miss the 1st Head to Head with Myers Barnes? Check it out HERE  So much has changed in new home sales this year, or has it? Myers Barnes and Kimberly Mackey went head to head in a full-blown, no holds barred discussion about the evolution of new home sales, and what each salesperson should be doing to create long-lasting, relationship-based, sales growth for their builders. If you have ever wanted the opportunity to be a fly on the wall when two industry masterminds get together, now is your chance!