In a market that demands more from builders and buyers alike, waiting around is no longer an option. The February 2025 Sales & Marketing Power Hour tackled this challenge head-on with the session, “Stop Waiting and Start Selling.” Hosted by Carol Morgan of Denim Marketing and Kimberly Mackey of New Homes Solutions, the discussion featured insight-packed contributions from Naomi Wright Bellamy of Stevens Fine Homes and Molly Elkman of Group Two.

Together, this powerhouse panel delivered a high-energy session focused on practical advice, mindset shifts and timely strategies to break out of the holding pattern and drive results.

Waiting Is a Decision—And It Has a Cost

The session kicked off with a frank conversation about the state of the market. Interest rates, economic uncertainty and shifting buyer expectations have left many builders sitting on the sidelines, unsure of their next move. The message from the panel: the wait-and-see approach is not a strategy, it’s a risk.

“You cannot sell homes if you aren’t actively selling,” Kimberly said. Whether it’s market hesitancy or internal bottlenecks, now is the time to get focused, not frozen.

Train, Align and Activate Your Team

One of the biggest themes? Get back to the basics. Naomi emphasized the importance of training and preparation, ensuring that sales teams are aligned, knowledgeable and motivated. That alignment must stretch across marketing, sales and leadership to avoid misfires and missed opportunities.

Molly echoed this with an emphasis on coaching and confidence. “You don’t need to wait for the market to tell you it’s okay to go. You need to create your own momentum.”

Marketing Must Match the Moment

Carol shared actionable tips for ensuring your marketing materials and messaging reflect today’s buyer journey. Outdated incentives, stale content or vague CTAs won’t move the needle. Builders must focus on relevance, clarity and consistency—starting with a strong understanding of who their buyers are right now.

Molly added that creative strategy must also evolve. “You can’t keep putting out the same message and expect different results. This is the time to get bold, get personal and speak directly to what your buyers are worried about.”

Actionable Strategies to Implement Now

The panel shared specific tactics for moving from reactive to proactive, including:

• Reengage your CRM database. Don’t let leads go cold—use your tools.
• Audit your messaging. Is it buyer-focused or builder-focused? Adjust accordingly.
• Empower your team. A motivated, well-trained sales professional can overcome market noise.
• Be visible. From social media to signage, make sure your brand is where your buyers are.
• Don’t wait for “perfect.” Action beats overthinking every time.

Final Takeaway

The February session was a timely reminder that uncertainty can either stall progress or spark innovation. Builders who choose to act, adapt and align their teams around a forward-moving strategy will be the ones leading the market, not chasing it.

The path is clear: Stop waiting. Start selling.

Save the Date for Future Sales & Marketing Power Hours

• August 13, 2025
• October 8, 2025
• December 10, 2025
• February 11, 2026

REGISTER HERE FOR THE NEXT WEBINAR

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.