IBS 2025: Collaborate for More Leads, Higher Sales & Better Customer Experiences

IBS 2025 | Sales & Marketing Track | Building Knowledge Session | Wednesday, February 26th | 4:00 PM - 5:00 PM

Join us at IBS 2025 to learn from three highly successful Directors of Sales and Marketing from East to West Coast, the importance of creating a company culture of excellence, collaborating with each department, and cross-training to ensure connection and understanding; ultimately increasing sales profits while vastly improving the "Customer Experience". Learn first-hand how these three leaders inspire their teams to improve every day, build bridges with other departments, and increase sales consistently while creating a more harmonious work environment, brand loyalty, and happier teams.

Roland Nairnsey, respected, New Home Sales Consultant & Speaker will host a manager's panel with three Industry leaders from different states, Cassie Smith, Jenna Parker, and Mark Kesling, with over 1,000 combined sales annually, from multi-family to single-family homes, & from $250K to over $1 Million per sale; as they brainstorm and share their own best practices. Each thought leader will share their present-day experiences and how they cross-trained their sales teams to develop a broader awareness and respect for everyone's role in homebuilding, increased sales conversions, customer experiences, and profits. They will use PowerPoint with real pictures and helpful tips, and at the end will gladly field questions from the audience.

What You'll Gain from Attending:

• Learn how to cross-train the sales team to understand everyone's role, and create connection & harmony, providing the ultimate customer experience, while maximizing profits.
• Learn the importance of teaching the whole company, that they are all members of the sales team, giving them the confidence to create the perfect customer experience.
• Learn the importance of communication & sales language. Create consistency, as well as how to brand your company, to stand out & positively differentiate from the competition
• Learn coaching secrets that work, & how to strategize with your sales team with their hot prospects to lay out a clear path to their sales success, one customer at a time.

Who You'll Hear From:

MODERATOR

Roland Nairnsey (Me, we, they, them) | New Home Sales Plus | President

SPEAKERS

Mark J. Kesling (he/him/his) | Pacific Lifestyle Homes | Director, Sales and Marketing

With 18+ years of experience in the new home building industry, from design-build to new home production, I have been fortunate to lead sales and marketing teams through constantly changing environments.  Holding positions from Project Management, to sales and marketing and onto leadership roles, I have a proven track record of building high-performing sales teams through relationship-building, collaboration, and team empowerment.

Jenna Parker (she/her/hers) | Stevens Fine Homes | Director of Sales & Marketing

Jenna Parker is the Director of Sales & Marketing for Stevens Fine Homes, a residential home builder in coastal North Carolina. Jenna took a roundabout path to the building industry, spending some time in advertising and earning a law degree before diving into the wild – but rewarding – world of homebuilding. Jenna is a member of her local Professional Women in Building Council and regularly volunteers in her community. She is a wife to her favorite pharmacist, mother to two energetic boys, and can usually be found playing basketball with her kids or chauffeuring them to their many activities. Jenna is passionate about orphan care and adoption, helping others to see their worth and reach for their true potential, Agatha Christie books, and dreams of one day embarking on a semi-successful stand-up comedy career. Jenna has a special interest in all things related to company culture and strives to help others find joy in every challenge and circumstance.

Cassie Smith (she/her/hers) | Chesapeake Homes | Sales Manager

Cassie Smith is the Sales Manager for Chesapeake Homes, in the company’s Virginia Division. Cassie has been working in new home construction for a total of seven years. She started her journey by actively selling homes in various communities throughout the Hampton Roads area of Virginia. She even helped launch a successful presale campaign in a top Virginia community during her time working on-site. She has been in this leadership role for two years, since taking on this role she has implemented new and improved processes and training for her whole team. She has worked with some of the best in the industry to create a company culture that inspires and pushes her employees to do great things. Cassie is not afraid of taking on new challenges and is known for being a problem solver. On top of that, she leaves every role better than when she found it. Cassie is a member of the local PWB chapter and a Committee Chair in her local Realtor Association. Outside of work, Cassie is both a committed wife and mother. You can typically find her on a baseball field with one of her boys.

Registration:

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