New Homes Solutions Consulting: Your Guide to Lead Generation

Atlanta Real Estate Forum Radio

Kimberly Mackey, sales and marketing management consultant and trainer at New Homes Solutions Consulting, joins host Carol Morgan for this week’s Atlanta Real Estate Forum Radio episode. In this podcast segment, Mackey discusses working with home builders, Realtors and brokers across the country to develop better procedures and practices that translate into predictable cash flow.

New Homes Solutions Consulting primarily offers sales and marketing management consulting services to home builders. One of the most important aspects of new home sales is lead generation. Builders and other real estate professionals must generate leads and establish contacts to sell homes. The four goals of lead generation include getting appointments for business, obtaining referrals, building relationships for future business and establishing a repertoire.

“Lead generation is like bathing. Hopefully, you do it early and often, and you’ve got to do it every day,” said Mackey. “If you do it every day over time, then you are going to generate lots of leads.”

Referrals are crucial for generating leads, but for many individuals, it can feel daunting to find a starting point. Mackey shared her best tips for making connections with confidence:

• Identify yourself – Wear a name tag or something with your company’s logo to distinguish yourself in a crowd.
• Carry your contact information with you – Whether you carry physical business cards or prefer a scannable option, have your information readily available in case you make a connection at a networking event or the grocery store!
• Make the connection personal – Ask people questions and really listen to their answers. If they are wearing branded apparel from your favorite sports team, use that as a launching point. For a simpler approach, try asking about their connections to the area.

“Try to make a personal connection with people in a way that makes you memorable and makes you stand out,” said Mackey. “So, then people realize that you’re genuinely concerned about them and getting to know them, rather than just trying to take their money.”

Looking to find leads in your community? Networking is another important part of marketing yourself. Many real estate professionals limit themselves to just builder association events, but reaching further can have a rewarding effect. Mackey suggests attending local Realtor events, public speaking workshops and other functions that help you grow and get connected.

A burning question in marketing is always – when, if ever, is it ok to ask for a referral? Mackey finds that the sweet spot for referrals is when home shoppers are thinking of buying a home, and right after, they do. Her go-to line is “How would you like to pick your neighbors?” a fun but successful quip that resonates with prospective buyers.

“Referrals are definitely the way to go,” said Mackey. “I love it when I hear, ‘Oh, so-and-so referred me to you. It’s a natural bridge into the conversation, it’s almost a shorthand to it.”

Mackey’s biggest piece of advice is to follow up and make an impression. She likes to send hand-written notes because they are impressionable in a digital world. Other methods include postcards, e-blasts and other outreach tactics that get people thinking about your company.

Tune in to the full interview above to learn more about New Home Solutions Consulting or visit www.NewHomesSolutions.com.

A special thank you to Denim Marketing for sponsoring Atlanta Real Estate Forum Radio. Known as a trendsetter, Denim Marketing has been blogging since 2006 and podcasting since 2011. It is currently working on strategies for the Google Helpful Content update and ways to incorporate AI into sales and marketing. Contact them when you need quality, original content for social media, public relations, blogging, email marketing and promotions. A comfortable fit for companies of all shapes and sizes, Denim Marketing understands marketing strategies are not one-size-fits-all. The agency works with your company to create a perfectly tailored marketing strategy that will adhere to your specific needs and niche. Try Denim Marketing on for size by calling 770-383-3360 or by visiting www.DenimMarketing.com.

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The Atlanta Real Estate Forum Radio “All About Real Estate” segment, presented by Denim Marketing, highlights the movers and shakers in the Atlanta real estate industry – the home builders, developers, Realtors and suppliers working to provide the American dream for Atlantans. For more information on how you can be featured as a guest, contact Denim Marketing at 770-383-3360 or fill out the Atlanta Real Estate Forum contact form. Subscribe to the Atlanta Real Estate Forum Radio podcast on iTunes, and if you like this week’s show, be sure to rate it.