Howdy partner! We just held our annual Sales & Marketing Power Hour Lasso Roundup, and we have some great tips for sales and marketing professionals to kick the new year off with a bang!Thanks to our power-packed group of guests and sponsor, Lasso CRM. We hope you’ll take away a few tips from this Sales & Marketing Power Hour webinar that you can implement for your 2025 sales and marketing plans.

Here’s our RoundUp!

Q: How can marketers in the homebuilding industry reignite their creative spark to better connect with homebuyers in 2025?

A: Angela McKay with ONeil Interactive. Remember to stop, assess, and problem-solve. Creativity helps us to stand out in a competitive market. Think outside the box. Have an open mind, be curious and innovate. Don’t get stuck. Reignite creativity by dedicating time for fresh thinking—read books, listen to inspiring podcasts or observe what captures your attention daily. Curiosity is key: ask questions, explore new perspectives and seek inspiration beyond the homebuilding industry. Study how your favorite brands engage you and what drives your clicks or interactions. By embracing creativity and curiosity, you’ll find innovative ways to connect with homebuyers, driving meaningful engagement and setting your brand apart in 2025.

Q: How can home builders and new home sales professionals shift their mindset to make “the basics” an unshakable part of their daily routine?

A: David Hagan with Sales Uncomplicated. To stop the cycle of “going back to the basics,” home builders and new home sales professionals must embed these fundamentals into their daily routines as non-negotiable disciplines. By consistently practicing essential skills and integrating them into every aspect of their work, the basics become second nature. This approach eliminates the need to reset and refocus constantly. Instead, it fosters long-term success, ensuring that the basics are not just revisited but are foundational to sustained growth. Schedule time to work on your business and make a list of the basics. Reevaluate – what are your non-negotiables? Prospecting, follow-up, CRM usage, exceptional customer experience, and process knowledge? Define the basics, write them down and use them as the building blocks of success.

Q: How can home builders harness tech, tactics and trust to stay ahead in the evolving marketing landscape of 2025?

A: Dan Bridenstine with Group Two. Success in 2025 lies in prioritizing immersive content like AR tours and short-form videos, aligning with evolving buyer preferences while adapting blog content for AI and SEO standards. Thoughtful AI use enhances personalization but must maintain an authentic human touch to build trust. Real-time data, including geofencing and Google Performance Max campaigns, enables precise targeting and adaptive messaging. By blending these strategies, home builders can capture attention, foster trust and drive results in an ever-changing market.

Q: How can builders and sales teams overcome the challenge of “locked-in” buyers with low-interest mortgages and inspire them to make a move in 2025?

A: Ralph Williams with Sales Solve Everything. To unlock buyers with low-interest mortgages, builders can offer rate buy-downs, bridging the gap between current and new rates.

Highlighting lifestyle upgrades, like right-sized spaces, smart technology and energy efficiency can address evolving needs and demonstrate the value of moving now.

Emphasizing long-term equity growth, as home values and rates shift, positions buying as a strategic wealth-building decision.

These strategies instill confidence in homeowners to embrace their next move in 2025. Know your numbers and your mortgage calculator to be able to have the confidence to help buyers move forward.

Q: How can builders adapt to the evolving demographics of homebuyers to create a more welcoming and empathetic sales experience?

A: Cori Masters with ECI. The future of new home sales lies in deeply understanding and welcoming diverse buyers. Builders should train teams to approach customers with empathy, learning about different customs and cultures to make every buyer feel valued. Flexible floorplans and tailored experiences help create homes where buyers can truly be themselves. Analyzing marketing data and demographic trends allows builders to pivot effectively, ensuring their approach resonates with changing buyer needs and builds lasting connections. Find Realtors that work with the target buyer you want to reach and make them feel welcome in your sales center.

Q: What strategies can sales teams implement to improve conversion rates without relying on price reductions or hefty incentives in 2025?

A: Abby Cornelius with Stanley Martin Homes. How can I get more than the average conversion? Improving conversion rates starts with differentiation—clearly showcasing what sets you apart. Create memorable, share-worthy experiences during community tours, and shift your focus from “Always Be Closing” to “Always Be Booking,” ensuring every prospect has a next step. Prioritize quick, frequent follow-up to capture leads before competitors, and treat buyers like gold, leveraging referrals that convert at higher rates. These approaches foster confidence, close more deals, and build lasting sales success.

Q: How can online sales counselors (OSCs) effectively raise the energy and collaboration within their teams during challenging times?

A. Leah Fellows with Blue Gypsy. Focus on solutions, not just problems. Online sales counselors (OSCs) can raise their energy and impact by fostering strong collaboration and positivity. Regular communication with sales teams ensures alignment and support, while partnering with marketing enhances mutual success through feedback and planning. Instead of focusing on problems, OSCs should bring actionable solutions to leadership, demonstrating initiative and tactical thinking. By consistently practicing these strategies, OSCs not only improve their external interactions with prospects but also elevate the energy and cohesion within their teams.

Q: Why is creating high-quality, authentic content essential for meaningful consumer engagement in 2025?

A. Carol Morgan with Denim Marketing. Brands must blend AI capabilities with a human touch to craft content that resonates and reflects their voice and values. AI excels in personalization, aiding email marketing and push notifications, but human creativity ensures authenticity. Voice search optimization requires conversational writing and long-tail keywords to match spoken queries. Embracing user-generated content builds engagement and leverages social media as a search tool. By combining these strategies, brands can create impactful, search-friendly, and consumer-focused content.

Q: What qualities define a complete sales professional in today’s homebuilding market, and how can teams assess and develop these traits to better meet buyer expectations?

A. Kimberly Mackey with New Homes Solutions Consulting. A complete sales professional builds strong relationships, establishing trust as the foundation of success. They focus on solving problems rather than just selling by creating value for buyers. Leveraging technology keeps them top of mind and enhances the buying journey. By shifting from transactional to transformational interactions, they deliver meaningful experiences. Teams can use a scorecard approach to evaluate strengths, identify gaps, and provide the necessary training and systems to foster these qualities.

Join industry experts and head coaches Kimberly Mackey, New Homes Solutions Consulting founder and sales and marketing management consultant, and Carol Morgan, founder and president of Denim Marketing, for this free webinar series. Look for Sales & Marketing Power Hour to continue on Wednesdays at noon in the new year!

Upcoming SMPH Dates, all are Wednesdays:

February 12, 2025
April 9, 2025
June 11, 2025
August 13, 2025
October 8, 2025
December 10, 2025
February 11, 2025

Sales & Marketing Power Hour is a webinar series hosted by the dynamic duo Carol Morgan of Denim Marketing and Kimberly Mackey of New Homes Solutions Consulting. Created for new home sales and marketing professionals, Sales & Marketing Power Hour is a Silver Nationals award-winner. With the mission to provide ideas, tips and solutions to both marketing and sales teams in the new home industry, Sales & Marketing Power Hour offers efficient practices and helpful advice on what is working in today’s real estate market. This program is ideal for sales and marketing leadership, company visionaries, on-site sales professionals and anyone who wants to remain relevant as our industry grows its technological presence. We invite you to join the Sales & Marketing Power Hour Facebook group by clicking here. Look for updates on guest speakers and topics. This group is dedicated to sharing real-world wisdom and expertise on hot topics for growing your business in today’s market. Whether you are a sales or marketing professional or a homebuilding President or CEO, this webinar series is for you.