This week on The Home Builder Digital Marketing Podcast, David Hagan of Sales Uncomplicated joins Greg and Kevin to talk about the importance of adapting sales processes to fit the buyer and the market.
Home buyers and the home buying market are constantly changing. Many builders are not adapting to these changes. David explains,
“We’re in a digital world, whether we want to be or not. Buyers are buying using modern technology, whether we want them to or not. There are a lot of home builders that are doing this and they’re doing a wonderful job of it, where they’re using digital technology across the board. where they’re doing business using Ecommerce tools to engage with buyers. I think they’re evolving greatly. However, I think that there are a lot of builders that aren’t evolving. I know that’s a news flash. Obviously, and this is not newsworthy either, but those are the builders, those late adapters or never adapters are the ones that are going to lose market share. I don’t think it’s a surprise to anybody that based on what we’re hearing in the news about interest rates. this year, there’s perhaps going to be a market shift. Now’s the time if it’s not too late, to implement some of these tools to make sure that we’re able to capture market share.”
Builders must be ready, willing, able to adjust to those changes, especially when it comes to sales. David says,
“You can, from a sales effort, lose some of your disciplines. If I don’t work out, I lose my muscles, and so as the market begins to shift, if we’re not implementing both the fundamentals, the things that we have been doing and should have been doing all along, coupled with those new technologies that the buyers are using, we’re going to lose market share. The builders that don’t get on board are gonna lose market share.”
Listen to this week’s episode to learn more about how you can boost your sales team and be ready for the ever-changing home building market.
About the Guest:
David Hagan has an interesting background that weaves over fifteen years of experience in leadership in the sales world with almost fifteen years of experience in leadership in full-time ministry. David believes this gives him a unique insight into the power of connection. David understands people and is an advocate for human connection in the sales process. As we add more virtual meetings to our calendars and “buy now” buttons to our websites, we must be intentional in our efforts to connect to our customers. If we fail to gain that connection, our business becomes much more transactional, and we risk losing sight of who our customers are and what they are really looking for.
David spent the last ten years leading sales teams in Georgia for the homebuilding industry. He has been involved in sales leadership for large, national builders like K. Hovnanian Homes and Meritage Homes, and he has led sales teams for local and regional builders like Smith Family Homes in Savannah, and most recently for Smith Douglas Homes in Atlanta.
In mid-January of this year, David announced that he was leaving his sales leadership role to open his own sales training company, Sales Uncomplicated. He is focused on training and developing sales teams for the new home industry. David is currently writing a book entitled, Gab is Not the Gift, which is centered around his new sales process, The Uncomplicated Method.
David lives in Atlanta with his beautiful wife, Rebecca. They have three grown daughters who also live in the greater Atlanta area. Two of their daughters work for homebuilders and the other daughter works for one of the largest real estate law firms in Atlanta, so they are in fact, a homebuilding family!