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Builders are spending to generate leads, then failing to respond fast enough (or at all). In this episode, Anya Chrisanthon sits down with Leah Fellows (Blue Gypsy Inc.) and Carol Morgan (Denim Marketing) to break down the 2025 Online Homebuyer Mystery Shop and what it reveals about speed-to-lead, follow-up quality, and the widening gap between builders with and without Online Sales Counselors (OSCs).

Download the Full Report HERE

We cover what the mystery shop tested (50 builders, real form submissions, 30-day tracking), why “no personalized email within 5 minutes” is still a thing in 2025, and what builders can do immediately without over-automating their prospects into oblivion (yes, we’re talking 74 marketing emails in 30 days 😬).

In this episode:

• What the Online Homebuyer Mystery Shop measures (speed, frequency, channels, responsiveness)
• The OSC vs non-OSC performance gap—and why it keeps happening
• Phone, text, and video email: what’s working and what’s being ignored
• Autoresponders that actually help (and the mistakes that hurt)
• “Minimum viable OSC program” for smaller builders
• The non-negotiable KPIs builders should track weekly

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IBS 2026 is coming fast so we’re doing a quick, high-energy game plan episode with Laura Hanson (Director of Strategy, Builder Designs) and returning guest Rick Baldonado (National Sales Director, New Construction, Homes.com).

We kick off with a real-time temperature check on what builders are dealing with right now: buyer confidence, flat rates, “do more with less” pressure, and what needs to change in sales + marketing going into 2026.

Then we get tactical:

• Website trust + brand cohesiveness: how builders can tighten their online experience to build confidence (and stop sending mixed signals).
• What builders should stop doing in 2026: gatekeeping pricing and treating homes like a commodity.
• What will dominate the show floor: AI moving from “toy” to real infrastructure, plus the shift toward voice + multimodal experiences.

Where to find everyone at IBS

• Homes.com booth: South Hall #4082
• Anewgo: stop by Sales Central (we’ll be there all three days). Schedule a time to meet with us HERE.
• Builder Designs: connect with Laura and catch her IBS speaking sessions (tech + marketing strategy).

The party 🎉🤠

Yes we’re doing the IBS Builder Party: Homes.com x Builder Designs x Anewgo, Wednesday night 7–10 PM at PBR Orlando. Space is limited, so RSVP HERE. “Giddy up… Yeehaw.”

Quick links / contact

• Laura Hanson: l.hanson@builderdesigns.com
• Rick Baldonado: rbaldonado@homes.com
• Anya Chrisanthon: anya@anewgo.com
• Don’t forget: download the IBS app, wear comfortable shoes, and don’t leave your badge at the hotel. 😅

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New home traffic down? Price objections up? In this episode, Brook Jennings (Owner, Elevate Actually) breaks down what’s working right now for new home sales teams, without falling back on “just discount it.”

We cover:

-How to overcome price objections by building value early

-Brook’s reverse role-play training (she models the sales conversation live)

-3 simple ways to generate your own traffic and become the “mayor” of your community

-Why today’s buyers crave authentic, human-to-human sales—not scripts

-Mindset + actions + effort: the only 3 things you can control

Brook also shares her partnership with Ingrid Ricks (Convertly Sales Solutions) to connect the online + onsite experience.

Guest: Brook Jennings — Elevate Actually

Website: elevateactually.com

Email: brook@elevateactually.com

#newhomesales #homebuilder #salestraining #realestate #newconstruction