Kimberly Mackey with New Homes Solutions

Chief Customer Experience Officer Kimberly Mackey with New Homes Solutions joins the Atlanta Real Estate Forum Radio podcast to discuss “traction” for builders. Mackey joins 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.

Before starting New Homes Solutions in 2007, Mackey worked with many large regional and national home builders within every aspect of the home building industry, including building homes! In addition to training individuals on the sales process, Mackey works with businesses behind the scenes to ensure that every system, policy and procedure align and support the sales process.

Mackey said, “I like to say that I’m the person people call when they want sales to be the engine that drives the train rather than running it off the track.”

Created to reduce firefighting within the home building industry, Traction is an Entrepreneur Operating System (EOS) that requires business-owners to break down company operations into bite-sized chunks. With scorecards and measuring accountability, Traction allows business owners to manage their businesses efficiently.

Mackey said, “Data doesn’t lie!”

Focusing on a company’s employees, issues and vision, Traction brings everything together by providing essential data. While it is vital for salespeople to spend time on rapport to build and learn the critical path, the numbers within weekly tasks for salespeople can cause predictability in future conversion rates.

To achieve a sales pace of 50 homes per year, per salesperson, Mackey’s 10-5-2-1 success formula is as follows:

  • Every on-site salesperson should have around 10 prospects every week.
  • Each on-site salesperson needs five first appointments weekly.
  • Every week, each on-site salesperson should have two “be back” appointments.
  • Each on-site salesperson should have at least one sale a week.
  • Assuming 2 weeks vacation per year, that equals one sale, per salesperson, per week.

Companies consistently completing these key metrics week-in and week-out will be able to accomplish the even-flow sale, as well as the ability to predict sales. Focusing on building referrals and a Realtor database can boost momentum and make achieving the above metrics an easier task!

Mackey said, “An object in motion stays in motion until met with an equal or greater force. So, just stay in motion!”

Tune into the full episode above to learn more about New Homes Solutions, or visit

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A special thank you to Denim Marketing for sponsoring Atlanta Real Estate Forum Radio. 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


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.

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