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Episode #274: Examining Home Builder Lead Response – Brian Kernohan

⏱️ 26:39 🎤 Host, Greg Bray, Kevin Weitzel, Brian Kernohan
AUDIO EPISODE
Episode #274: Examining Home Builder Lead Response – Brian Kernohan
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Chapters

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  • 0:00
    Introduction to Brian Kernohan
    Brian Kernohan, Chief Revenue Officer at Lumen.ai, is introduced, sharing his 30 years of sales and marketing experience, including a focus on AI startups.
  • 0:01
    Brian's Non-Work Factoid
    Brian shares his passion for murder mystery novels, particularly the 'Tartan Noir' genre set in Scotland.
  • 0:53
    Lumen.ai Overview & Workflow
    Brian explains Lumen.ai's mission to accelerate lead conversion through real-time AI engagement, detailing how their conversational AI automates appointment scheduling and lead follow-up.
  • 0:09
    Why Home Building Industry?
    Brian discusses Lumen.ai's entry into the home building industry, highlighting a successful case study with Southern Homes where their lead-to-appointment conversion tripled.
  • 0:12
    Mystery Shopping Home Builders
    Brian details a mystery shopping study of 50 home builders, revealing their follow-up methods (phone, email, text) and the surprising lack of comprehensive omnichannel approaches.
  • 0:18
    Low Follow-Up Engagement
    Brian expresses surprise at the low number of builders (5 out of 50) who engaged in quality discussions after receiving his mystery shopping results.
  • 0:25
    Connecting with Lumen.ai
    Brian provides instructions on how listeners can connect with Lumen.ai, including filling out a form on their website to experience their AI engagement first-hand.
  • 0:26
    Recommendations for Builders
    Brian offers three key recommendations for home builders: use an omnichannel approach, be persistent in follow-up, and track/measure everything to optimize their sales funnel.

Speakers

H
Host
Host
G
Greg Bray
Host — Blue Tangerine
K
Kevin Weitzel
Host — Outhouse
B
Brian Kernohan
Chief Revenue Officer at Lumen.ai

Key Takeaways

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Implement an omnichannel lead follow-up strategy: always email, call, and text to offer prospects choices in how they communicate.

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Don't give up on leads: persistence is key, as prospects may not be ready to engage when you first reach out but remain interested.

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Utilize AI-powered text engagement to automate immediate lead responses and appointment scheduling, drastically improving conversion rates.

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Track and measure every stage of your sales funnel, from lead generation to closing, to identify areas for improvement and optimize processes.

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Embrace technology like conversational AI to allow skilled sales teams to focus on selling rather than chasing leads.

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Consider white-space marketing opportunities within automated follow-ups to continuously position the unique value of your homes and communities.

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Learn from successful peers and leverage proven technologies that have shown significant increases in lead-to-appointment conversion rates in the industry.

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