New Home Sales Success with Anthony Kirby

The conversation covers various aspects of sales and lead management, emphasizing the importance of process, pre-framing, value, outcome clarity, environment, and lead categorization. It provides insights into rethinking lead generation, closing deals with pre-framing, follow-up strategies, creating urgency with scarcity, selling on value, understanding client inaction, consistency through environment, and effective lead management.

The conversation covers the importance of losing smartly in business and staying in the conversation with potential clients even after they have chosen another option. It emphasises the need to handle rejection gracefully and maintain a respectful and relentless approach to winning deals.

The conversation covers various aspects of strategic selling, including lead generation, client relationship, follow-up strategy, CRM importance, time management, client prioritisation, objection handling, nurture process, personal branding, metrics tracking, and sales identity. Anthony Kirby shares insights on each topic, providing valuable takeaways for sales professionals.TakeawaysStrategic SellingLead GenerationClient RelationshipFollow-up StrategyCRM ImportanceTime ManagementClient PrioritizationObjection HandlingNurture ProcessPersonal BrandingMetrics TrackingSales IdentityHead to newhomesalesinstitute.com if you'd like to chat with us about your sales results.

The conversation covers the importance of accountability in sales meetings and the need to understand client objections in detail. It provides insights into how sales managers can approach sales meetings and handle client objections effectively.

Anthony Kirby shares the 5x5 framework, a set of daily non-negotiable tasks for new home sales professionals. The framework includes follow-ups, CRM management, forward steps, fixed activities, and inbox management, all to be completed by 5 p.m. each day.

The episode discusses the shift in branding from Build Mentor to New Home Sales Institute, emphasizing the importance of specificity and clarity in messaging. It explores the power of being specific in positioning and messaging, and the impact it has on building clarity and authority in the market.

Send me a messageWe pull three straight-talking lessons from football training that translate perfectly into new home sales: train, stay determined, and don’t give up. We also land on a mindset shift that keeps you improving even when things don’t go your way: we don’t fail, we learn. • training so you don’t just show up and hope • determination as a daily habit that keeps you moving • not giving up and staying relentless • reframing setbacks as learning and progress make sure you hit follow.

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Send me a messageMost new home sales professionals overlook the #1 secret to closing deals faster and making more money: transferring enthusiasm. Anthony Kirby reveals how your energy and excitement can melt away clients' fears, turn uncertainty into certainty, and position you as the trusted guide in a complex process.In this episode, you'll discover the undervalued power of energy transfer—why your enthusiasm influences buying decisions more than you think—and how to leverage it in every interaction. Kirby breaks down the essential mindset shift: making the building journey feel simple and logical for clients, so they see you as the solution rather than just another salesperson.We dive into practical tactics like turning big fears into small chunks, instantly building certainty by explaining processes clearly, and making each next step so easy clients can’t say no. You'll also learn why flexibility and adapting to client schedules give you a competitive edge, especially in a crowded market where information is no longer proprietary.This episode is perfect for new home sales pros, real estate agents, or anyone who wants to close more deals by creating genuine excitement and certainty. The stakes are high—lose this edge, and you risk losing clients to simpler, more enthusiastic competitors. Master these skills, and you'll not only close faster but become the go-to expert your clients trust.Anthony Kirby is a top sales trainer at the New Home Sales Institute, known for turning sales teams into high-performance machines. His insights have helped countless professionals rethink their approach and double their closing rates.Ready to dominate your market with energy and confidence? Hit play now and transform your sales game from the inside out.

Send me a messageIn the competitive world of new home sales, many calls fall flat before they even start—not due to lack of effort, but because consultants often dive into qualifications without first building trust or understanding the emotional needs of potential buyers. Anthony Kirby from the New Home Sales Institute unveils a straightforward framework that turns cold inquiries into scheduled appointments, boasting over a 30% conversion rate even in the toughest markets.Discover how a 30-second opener can redefine your sales conversations, why asking "How are you feeling about this?" can ignite genuine engagement, and the crucial shift from logical questioning to emotional connection. Anthony explains the "Big to Small" method—breaking down complex sales processes into simple, relatable steps that make clients feel confident and understood. Learn how to guide clients effortlessly with concise, 20-minute calls, avoiding the typical information overload, and instead becoming a trusted advisor who closes more deals.This episode is packed with actionable strategies: how to move beyond cold qualification, use vulnerability to build rapport, and employ the "Four Gates" process to create a seamless, client-focused experience. Anthony also shares insider tips from over 20 years in the industry that are essential for anyone in new home sales.The stakes are high—master this approach, and you'll stop losing qualified leads to less skilled competitors. Implement these techniques to unlock a steady stream of appointments, satisfied clients, and a more scalable, stress-free sales process.Perfect for new home sales consultants and managers eager to transform their sales approach. This isn’t just theory—it’s a practical system you can start using today to turn inquiries into clients. Get ready to elevate your selling game.

Send me a messageIn this BONUS episode shared from The 1000 Feet Deep podcast, host Dan sits down with Anthony Kirby from The Build Mentor to explore the journey of leadership, resilience, and personal growth. Anthony shares his experiences from the highs of running a successful podcast to the challenges of self-doubt and burnout. Discover how he navigated these obstacles, the importance of mindset, and the power of vulnerability in leadership. Tune in for insights on building a business, leading with empathy, and the art of 'owning the hour' to achieve success.Make sure you follow 1000 Feet Deep on all socials and subscribe to their podcast on Spotify here

Send me a messageIn this episode, Anthony Kirby explores the power of accountability and how it can elevate your personal and professional life. Through personal anecdotes and practical advice, discover how setting higher standards and surrounding yourself with the right people can lead to greater success. Learn how to turn motivation into lasting inspiration and take actionable steps towards your goals.Key Points & Action Items:Set Higher Standards: Identify someone who inspires you and use them as a benchmark to elevate your performanceSurround Yourself with the Right People: Engage with individuals who challenge and support your growth. Take Imperfect Action: Remember that any action is better than inaction. Strive for progress, not perfection. Regular Accountability Meetings: Schedule monthly check-ins with peers to discuss goals and achievements. Invest in Personal Development: Read insightful books like "The Psychology of Money" and "Influence" to broaden your perspective. Use Tools for Success: Consider using planners like the Goal Digger Planner to track your goals and habits. Observe and Learn: Pay attention to successful individuals and learn from their habits and strategies. Plan for the Future: Set clear goals for the next 12 months and take steps to achieve them. Stay Inspired: Convert motivation into lasting inspiration by being accountable to something bigger than yourself. Reflect and Adjust: Continuously evaluate your progress and make necessary adjustments to stay on track.Books mentioned in this episode: Influence by Robert CialdiniThe Psychology of Money by Morgan Housel

Send me a messageIn this episode, Anthony Kirby shares actionable strategies to ensure a strong finish to 2025. From setting clear outcomes in health, wealth, living, and giving, to establishing processes that maintain momentum even on challenging days, Anthony provides a framework for success. Tune in to discover how to align your goals with daily actions and build a support system that propels you forward. Whether you're a business owner or a sales consultant, these insights will help you end the year on a high note and set the stage for a successful 2026.

Send me a messageIn this episode of the Build Mentor Show, Anthony Kirby dives into the profound impact of your environment on personal and professional growth. Discover how surrounding yourself with the right people can elevate your mindset and propel you towards your goals. Learn why it's crucial to align your surroundings with your ambitions and how small changes can lead to significant improvements. Tune in to explore the transformative power of your environment and start making conscious choices to reach new heights.

Send me a messageIn this episode of the Build Mentor Show, Anthony Kirby shares a candid reflection on the challenges of maintaining consistency in podcasting amidst a busy schedule. Despite a temporary hiatus, Anthony and Mark are back with a renewed commitment to delivering valuable content. They discuss the importance of staying consistent with your commitments, whether it's podcasting or other business endeavors and invite you to engage with them on Instagram for future episode ideas and guest interviews. Tune in for insights on balancing business demands and maintaining momentum as the year winds down.

Send me a messageIn this episode of the Build Mentor Show, Anthony Kirby sits down with Andrew Kerr, founder of Blackhaus Construction to discuss his journey from working with a large franchise builder to establishing his own successful business. Andrew shares valuable lessons learned along the way, including the importance of sticking to what you love, building strong relationships, and maintaining a work-life balance. Tune in for insights on navigating the construction industry and the mindset needed to thrive as an entrepreneur.

Send me a messageIn this episode of the Build Mentor Show, Kim Allen shares her journey from navigating the challenges of the plastering industry to becoming a successful business owner. Kim discusses the importance of strategic planning, maintaining a strong mindset, and the value of integrity, professionalism, and communication in business. Tune in to learn how Kim balances her professional and personal life while advocating for change in the trades industry.

Send me a messageIn this episode of The Good Builder podcast, Anthony Kirby shares insights on the importance of commitment in the building industry. From the benefits of hiring in-house salespeople to the power of pre-sales and effective marketing strategies, Anthony provides actionable advice for builders looking to grow their business sustainably. Tune in to discover how to avoid common pitfalls and leverage your strengths for long-term success.

Send me a messageIn this episode, we sit down with Matt Grieve from Framology, a forward-thinking builder reshaping the industry with transparency and innovation. Matt shares insights into his unique approach to building, emphasizing client collaboration and the integration of digital systems. We explore the challenges and opportunities in modern construction, the importance of team culture, and Matt's journey from small renovations to large-scale projects. Join us for a conversation filled with valuable lessons on leadership, personal development, and the future of building.

Send me a messageIn this engaging episode, Anthony, Mark and coach Simon tackle a variety of pressing business questions from their audience. They delve into topics such as understanding profit margins, systemising business operations, hiring and retaining staff and the strategic use of display homes. The hosts share personal experiences and practical advice to help listeners improve their business practices and achieve better results.

Send me a messageIn this episode of The Build Mentor Show, Anthony Kirby discusses the importance of learning from losses. He emphasises that losses can provide clarity by revealing weaknesses in processes and mindsets. Kirby highlights three key points: gaining clarity from losses, building resilience through the experience of losing, and viewing failure as feedback rather than a setback. He encourages listeners to review losses to grow and suggests engaging with clients to understand the reasons behind lost deals, focusing on value and budget rather than price alone. Kirby concludes with actionable advice to unlock new opportunities by asking the right questions.

Send me a messageIn this episode of the Build Mentor Show, Mark Harris and Simon discuss the critical importance of effective communication with clients in the building industry.  They explore strategies for setting up communication systems, managing client expectations, and handling emotional challenges. The conversation highlights the necessity of honesty, transparency, and consistency in client interactions to ensure smoother project execution and build trust.

Send me a messageIn this episode of The Build Mentor Show Anthony Kirby, Mark Harris and Aaron Ng from The Good Builder discuss the importance of communication and trust in the building industry. They explore how The Good Builder has evolved from a media platform to a community focused on raising industry standards through education and transparency. Key Takeaways:Communication is Key: Effective communication is crucial for building trust with clients and within the industry.Community and Education: The Good Builder emphasizes the importance of community and continuous education to improve industry standards.Marketing as a Tool: Builders should leverage social media and consistent marketing to build brand awareness and trust.Internal Resources: Investing in in-house marketing resources can be more effective than relying solely on external agencies.Mental Health Matters: Balancing work and personal life is essential for maintaining mental health, especially in demanding industries like construction.

Send me a messageIn this episode of the Build Mentor Show, host Mark Harris introduces Simon, the newest member of the Build Mentor team. With over 15 years of experience in the building industry, Simon shares his journey from starting as an estimator to running a successful building company. He discusses the challenges he faced, the importance of systems and processes, and his passion for coaching builders to grow sustainable and enjoyable businesses. Tune in to hear Simon's insights on leadership, client management, and the value of having a business coach. Welcome aboard, Simon!

Send me a messageIn this episode of "The One Thing," Kirby shares a personal story about overcoming challenges and making progress, even when it's small and slow. After injuring his knees playing football, Kirby struggled to maintain his daily workout routine. Despite the pain and excuses, he decided to adapt his workout by reducing the weight and focusing on bodyweight exercises. This experience taught him that progress is still progress, and it's important to be flexible in thought and behavior to keep moving forward. Kirby encourages listeners to identify the metaphorical weights in their lives and make changes to achieve progress and build confidence.

Send me a messageIn this episode, we dive into the importance of balancing minimum and maximum efforts in business. Discover how a mindset shift can lead to better performance and results, especially in sales and operations.Key Points:The importance of time, resources, and skills (TRS) in performance. The pitfalls of clock-watching and lack of flexibility. How to set daily and weekly maximum efforts to achieve minimum results. The role of mindset in achieving business goals and KPIs.Takeaway: Adopt a mindset of maximum effort to ensure minimum results, and be honest with yourself about your expectations and goals.

Send me a messageIn this episode, Mark and Kirby dive into the essential questions every business owner should ask to identify areas for improvement. From sales and leadership to operations and work-life integration, they break down their core four framework to help you focus your attention where it matters most.Key Takeaways:The importance of a reliable lead generation system. How a consistent sales process can boost your business. The role of a CRM in tracking leads and follow-ups. Leadership insights: setting clear job descriptions and KPIs. Operational excellence: using checklists and project management tools. Balancing work and life: scheduling time for business growth and personal well-being.

Send me a messageThe reason most builders go broke isn't what you think... They've got enough work - they just don't calculate their 'true costs' for each job (and it isn't just as simple as stacking a percentage on top of your costs).Listen in as Mark explains more - and hit us up via email ([email protected]) if you want a copy of the spreadsheet Mark mentions in this ep.

Send me a messageIn this episode we discuss the importance of setting goals for business and life.

Send me a messageIn this episode of the Build Mentor Show, Anthony and Mark discuss the common issue of leads slipping through the cracks due to poor follow-up processes. They explore the hidden costs of inadequate lead service, the importance of fast and effective follow-up, and how to transform salespeople into trusted advisors. The conversation emphasises the need for clear standards, accountability and the role of leadership in ensuring sales teams are equipped to succeed. The episode provides actionable insights on establishing effective systems and processes to enhance sales performance.

Send me a messageIn this episode of the Build Mentor Show, Anthony Kirby and Mark discuss the significance of leadership and the culture model in business, focusing on the cadence aspect through the implementation of daily huddles. They explore how daily huddles can enhance team alignment, build connections, prioritize goals, and promote a collaborative environment, ultimately leading to increased productivity and momentum within the team.

Send me a messageIn this '1 thing' episode Anthony discussed the 'Next Step' rule to make sure you eliminate overwhelm, keep clients (and others!) informed and always keep your business moving forward in a positive manner.If you want the '1 thing' delivered to your inbox every Monday - head over to buildmentor.com.au and pop in your details at the bottom of the page.

Send me a messageIn this episode we discuss the 1-2 knockout for great client communication.

Send me a messageToday Anthony is talking about why tyre kickers don't exist and how you need to think about the '97-3' rule in your business.

Send me a messageGive this simple strategy a go to revive any leads you haven't heard from in a while. You can use this to email, text or video message your leads (and revive them from the dead!)

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Send me a messageIn this episode of 'The 1 Thing' Anthony shares a story about a client (shout out to @samhornbuilding) who recalls the time he started making videos for social media.You can subscribe to 'The 1 Thing' Newsletter for free at buildmentor.com.au

Send me a messageIn this episode, Anthony Kirby discusses the six reasons why clients may choose competitors emphasising the importance of understanding client objections and perceptions of value. He outlines strategies for addressing these concerns to improve conversion rates and enhance client relationships.

Send me a messageMark caught up with our good friends at The Good Builder to discuss the most important number sending builders to the wall with a book full of sales.Go and give some love to Az and the team @ www.thegoodbuilder.com.au

Send me a messageIn this episode of the Build Mentor Show, Anthony Kirby speaks with Jaymee Tresize, the National Sales Manager for Home Builders at Stiebel Eltron. They discuss the importance of daily routines, mindset and motivation in sales, as well as overcoming self-doubt and the significance of continuous learning.Jaymee shares insights on building genuine relationships in sales, navigating price conversations with clients and the shift towards value-based selling. The conversation also touches on the impact of personal branding, the importance of consistency in follow-ups and the role of empathy in building trust. Finally, they explore the future of the building industry and the need for a focus on quality over price.

Send me a messageIn this episode Kirby walks through an offer that was sent through from a builder for review - and shows you the new version which takes into account the '5 Keys' of creating a compelling offer framework from the Core 4 mentorship.To learn this and more you can head to buildmentor.com.au and select the program that best suits your business journey!

Send me a messageIn this episode of the Build Mentor Show, we sit down with Dan Urquhart, the straight-talking founder of 1000 Feet Deep. Dan shares raw and honest reflections on the high-stakes world of construction, including what it’s like to hit rock bottom—and the mindset required to rebuild. He unpacks the emotional toll of being in business, the cost of hiding the truth from your team, and why vulnerability is often the missing piece in most leadership conversations. If you’ve ever felt like you’re drowning in your business, this one will hit home.Find out more about Dan and 1000 Feet Deep:Website | LinkedIn | Facebook

Send me a messageIn this '1 thing' episode - Kirby discusses speed of follow up and why it matters so much in your business.Have you reviewed how your follow up speed works right now? Could it be improved?

Send me a messageHey buildmentor fam,In this quick episode we wanted to remind you that you don't need to sell to everybody.Especially when they don't need what you are offering them!Trust this helps, and as always - love your feedback.The buildmentor crew :) 

Send me a messageIn this episode Anthony discusses how builders can stand out in a crowded space by using his '5 Keys' method when doing any advertising or thinking of offers to your clients.Want to talk to us - head over to buildmentor.com.au to book a call

Send me a messageToo many builders and tradies get lost in a sea of overwhelm. Solve it easily with this simple framework.S - SalesL - Leadership (External and Internal)O - Operational ExcellenceW - Work/Life Integration

Send me a messageToday we're talking about the #1 problem with pricing jobs on percentage of margin. Listen in as Mark explains how you really need to be pricing your jobs - and why it's dangerous to price them without knowing these numbers.Want to discuss these things (and more) with us? You can book a complimentary gameplan call with us - just head over to buildmentor.com.au and click 'book a call'.

Send me a messageHey Build Mentor Fam!Kirby had a chat with our good friends over at The Good Builder recently. We thought you might like to listen in (if you didn't catch it already).Here's the synopsis from the guys over there. We'd love it if you can go say 'hello' to them and give them a follow because they're doing awesome things for our industry too!Have an awesome day legendsYour build mentor crew.

Send me a messageHey Builder!So what's The Build Mentor show all about... Real Talk for Real Builders We dive into the real-world challenges residential builders face — from sales and marketing, quoting dramas and client blowouts to managing or building your team and keeping the cash coming through the door.From Tools to True Business Owner It’s about helping you become a confident business owner and moving you off the tools and into control of your business without losing your sanity.Simple, No-BS Advice No fluff. No jargon. Just clear, straight-talking strategies that actually work for builders in Australia and NZ (i.e. the stuff you can use straight away).Guests Who’ve Been in the Trenches We'll bring you guests from the industry including builders, coaches and specialists who’ve been where you are and made it out stronger, smarter, and more profitable on the other side.Your Weekly Level Up It’s not just about smashing you with info - each episode will help you build accountability, momentum and motivation to help you stay sharp, stay focused and build a better business and life for you and your family.Welcome to the Build Mentor family!