I truly had a great time interviewing Kimberly. She's a real "go getter" and once again, I got more than just an interview. I was taught. Her personality is one that I easily found myself being drawn to on a professional level. She's a student of the past, a dreamer for the future and like minded with all of the most progressive thinkers in our industry. If you don't get her newsletter get it!

Meet Kimberly Mackey.

Kimberly, let's start with the basic question. How did you get started in this industry?

Long story. I was in the “.com” business with a company called Information Neighborhood—which was a consumer direct model. When the whole “.com” thing imploded, and we didn’t get our 3rd round of venture capital, I found myself saying, now what?

A friend encouraged me to get a RE license. During the course I had to take to get the license, I became very interested in new homes sales. Being the driven, Type A that I am--I began to interview companies to see what kind of company they were so I would know where I wanted to apply and work. I accepted an offer with a large regional builder because of their setup with small franchises and felt I would have the ability to learn much in short time. I laughingly refer to my 5 years with this company as “boot camp” in the building industry. I learned something (if not a lot) about every role there is within a building company. After 18 months I was promoted to Director of Sales & Marketing for my franchise but was responsible for hiring and sales training for the other franchises as well. I will always be grateful to this company for giving me the advanced education about our industry, and allowing me to attend all of the IRM and CSP courses available as well as any other seminars I could attend like IBS, Dale Carnegie, etc.

I eventually went to work for Lennar as a VP Sales and took on the training again, so I was asked to step into the role of Division Trainer. When I saw what a huge difference this type of intensive one on one training could make in the lives of the sales professionals and management team there, it really sparked a passion in my life to train full time. However, I have a young family so I didn’t think that was a reality for me at that time. I left Lennar to go to work for another large national builder who had a start up division here in Tampa and when the market went south, (despite our above market performance) that builder decided to pull out of Tampa and many other markets. It was then that I decided this was my opportunity to do what I loved, so in 2007 I finally created Creative Sales Solutions.

Creative Sales Solutions was founded to help companies with their business development and growth. Some examples of the things we do are:
• Outsourced sales Mgmt – this is a service for the small to medium builder who has a need for a true sales manager to motivate their sales force, but can’t necessarily justify bringing on a full time resource at the moment.
• Sales Management Training – there is a unfortunately a cost cutting trend in our industry right now to eliminate sales management and have that department run by operations or accounting and these poor people don’t know what hit them or are being driven to the brink by “those sales people”. At times like this, you need someone who speaks both languages to get you back on the right path.
• Sales Coaching and Training
• Market Analysis (Price, Product, Position)
• Motivational and Educational Speaking (including a comprehensive Realtor® outreach program that builders can use to deepen their relationship with the general real estate community in their area through educational opportunities).
• Inventory Reduction (Comprehensive Marketing Campaign designed to drive traffic—not build brand awareness)
• It seems that every project we take on for each of our clients takes on a different flavor—and that is what keeps it fun. Out of the box, Creative Solutions, that is what we are all about.

That’s a lot. So what makes your company different?

I think the best answer here is PASSION. When you have a Passion for helping others succeed, you are going to find a solution. Passion is very contagious and once a person or a company catches it, then it is amazing to watch the opportunities unfold.

My broad- based experience helps me to really see how all of the parts should fit together to create the whole. I don’t just have experience in one or two things, I have a lot of experience in almost every aspect of running a building or real estate company so when you have actually been in the trenches and walked the walk—IT SHOWS. I’m surprised by very little and I think that gives my clients a confidence in my abilities because they know I have been where they are and found success.

And lastly, I truly believe that success in the absence of a process is not really success because you can’t replicate it. I have spent years developing systems that can easily be adapted to any company and so once I finish the project there is real improvement because the client can continue to build upon the initial success they see.

I feel it is very important to give back to an industry that has been so good to me. I get emotional when I think of the friends I have made and support that I have had over the years. I am very active in the Tampa Bay Builder’s Association and currently serving as the 2009 Sales & Marketing Council President. I am also active in our State SMC and I travel around speaking at many different HBA’s. It’s so exciting to have this level of interaction with so many people in the industry.

Recently, I was at a board meeting for the association and had the chance to have a heart to heart with a few building executives. We talked about the market conditions and the challenges we’re all facing. This type of one on one interaction is what I love. It’s so much better than reading a black & white article. You get in touch on a personal level.

I also write Sales & Leadership articles that are published in local HBA’s across the country. I publish free E-News letters monthly which has a fairly large subscription base and I have a Blog. Both offer simple suggestions and solutions that can make a huge impact TODAY. I’m active in Facebook and Twitter. I try to use those as positive tools to share motivation and inspiration.

So then what is your personal field of expertise?

Team building and on-going support. I truly love to see success in others. It’s what motivates me. My talent is unique. I don’t come in and do a “rah- rah” presentation and then leave, never to be seen or heard from again; instead I create a long lasting relationship with clients to provide an ongoing role of training and support. I make sure they know that I am vested in their success. Sometimes, I think I have done a bit too much of this for my own good (financially) but I believe that by giving to others, proving that I am a valuable resource and asset, that it will all work out in the long run.

How do you see the building industry evolving?

Although none of us would have ever wished to see this sharp of a downturn, nor to see so many hurt financially, the downturn has had some healthy consequences. It’s forced people to evolve their systems, to top grade their staffs, to not take their customers for granted and to get resourceful. Those who have done just that will come out of this one the other side even stronger. The investment of our most precious resource, our people is so paramount. And only that realization will allow us the ability to move forward.

Let me also say this, I worked for a builder that up until 2007 did not allow their sales people to use email. This is an extreme example but our industry is still very reluctant to grow outside the box. Now, in just a short period of time I’m now seeing builders with stores in malls, others interacting with their customers (instead of hiding from them) on the internet using forums like Facebook and Twitter. This is change. The market is forcing this kind of change. We are slowly becoming more customer-focused. There is an emerging awareness that just having a website isn’t doing it anymore.
The education involved in getting your brand in more online venues can be painful. You realize how “invisible” you really are.

I asked her why builders are slow to this. She said, “I don’t know exactly. There is no reason other than a lack of understanding or perhaps even stubbornness to change from the way we have always done it. We spend a lot of time in the education angle but I think the third element involved is fear and that is the one thing that YOU have to overcome.”

“Buyers are walking into models more informed than ever. Builders must understand that when the buyer does come to your model center, it should be treated as a second appointment. Your first impression was already made; they’re at the point of determining why they should or should not eliminate you. They’ve seen hundreds of models online and made the decision to include you in the time they set aside to actually walk through the handful of models/communities. The sales professional needs to formulate their questions based on the fact that the customer has already seen you. What did they like? What didn’t they like? Perhaps they fell in love with a particular floor plan (not necessarily the model) and they would like to see that instead? …”

What have you had to overcome to adapt to the market changes and fluctuations in the economy?

When I started my company, I thought I had the business model all figured out based on what others were doing in my field. I quickly learned that “old school” wasn’t going to cut it. I had to become diversified and figure out a way to be a resource for my clients. I had to practice what I preach, and that is to have the ability to adjust to market conditions or die doing it the old way. Just having that great relationship with my clients and being able to communicate with them regarding their wants, needs and challenges is how I try to stay ahead of the curve and be prepared for what is coming next. I also understand now that marketing my services is no longer enough. Prospecting is a must and I have to be aggressive. People no longer just come to you – you have to go to them and show them why they should utilize your services, what is the benefit to them.

To follow Kimberly more closely:
Her LinkedIn Profile
Her Facebook Profile
Her Twitter Profile
Her Email kmackey@creativesalesnow.com

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