Every year we take a long, hard look at all the sales and marketing sessions on the IBS Education Grid and choose a few (5 to be exact) that we find to be the most compelling, cutting-edge, or just downright fun. It’s a daunting task, as there are so many great topics and even more talented speakers to choose from, but we do our best to boil it down to the ones you need to put on your calendar. So here you go; our Top 5 Can’t Miss Builders’ Show Sessions of 2016…
1. Field Tested Sales Management: Real-World Lessons from Award-Winning Sales Leaders
When: Tuesday, January 19 | 10:00 – 11:00 AM
Location: South 223,
Moderator: Jeff Shore, Shore Consulting, AUBURN, CA,
Speakers: Bryan DeGabrielle, Eastwood Homes Chris O’Neal, Goodall Homes, Gallatin, TN | Alisa Poncher, Mountain Vista Holdings LLC/Elacora , Lone Tree, CO
This is one of the first education sessions on the docket and a perfect sales-oriented complement to the marketing discussions we’ll be having all week. Goal setting, time management, fixing “broken” communities, and snagging top-notch sales reps are just a few topics these seasoned industry veterans will tackle during this interactive and highly-engaging forum.
Why it made our list: Other than the obvious fact that the moderator of this star-studded panel of builders is a ball of new home sales energy, what’s a qualified lead good for if you don’t have a strong sales team to convert it? We think everyone should be taking notes here.
2. Advanced Facebook Advertising Strategies for Builders
When: Tuesday, January 19 | 1:00 – 2:00 PM
Location: South 228
Speaker: Dawn Sadler, Idea One Media, New York, NY
A few years ago, maintaining an active Facebook presence was almost always a recommendation as part of a comprehensive content marketing strategy for homebuilders. However, thanks to Facebook’s desire to keep us on our toes (and increase profitability), simply having a page and posting regularly doesn’t cut it anymore. You need to pay to play to engage with your audience and this session will give you a guided tour on how to get started using Facebook ads.
Why it made our list: Believe it or not, there are some EXTREMELY effective techniques to make your dollar count in the “people-based” marketing space of Facebook. Dawn knows her stuff and we expect her to share this social media acumen as well as help you implement targeted strategies to reach your buyers.
3. Stump the Chump Roundtable Challenge!
When: Wednesday, January 20 | 1:00 – 2:00 PM
Location: Sales Central (South Hall) – S219
Presenters: Jason Forrest, Forrest Performance Group | Carol Ruiz, NewGround PR & Marketing
Who doesn’t like a little competition to break up the day? This roundtable forum challenges you to bring your toughest building industry objections and work together with your peers to develop a question for experts from Forrest Performance Group and NewGround PR & Marketing. Winner takes home sweet schwag and bragging rights.
Why it made our list: We perk up whenever we see the word “prizes” but moreover this is a prime networking opportunity and it reboots your post-lunch brain just in time for our next recommended session.
4. Extreme Makeover Live: Internet Marketing Edition
When: Wednesday, January 20 | 3:00 – 4:30 PM
Location: South 228
Speakers: Will Duderstadt, M/I Homes, Columbus, OH | Paul Fireman, Fireman Creative, Pittsburgh, PA | Dennis O’Neil, ONeil Interactive, Inc., Hunt Valley, MD
Ok so we may be a little biased on this one (yes, that’s OUR Dennis O’Neil in the speaker list), but we’re not the only one making noise about the Extreme Makeover Live event. NAHB has been has plugging it as one of the most anticipated education sessions for 2016 because of it’s unique format and relatable subject matter. Watch as three accomplished marketing experts evaluate the digital initiatives of real builders, live and on-stage. They’ll provide feedback on what these volunteers are doing right, where they may be onemissing opportunities and how they can improve within their existing budget.
Why it made our list: These marketing reviews are in real-time so anything can happen. All topics are fair game from social media and analytics to paid search and CRMs, so we’re bound to leave the room with a relevant takeaway.
5. Online ROI Playbook: Analytics to Prove Your Online Marketing Works
When: Thursday, January 21 | 8:00 – 9:00 AM
Location: South 220
Speakers: Liz Reuth, Neal Communities, Sarasota, FL
So we did not overlook the start time for this session nor the fact that it’s on the last day of the Builders’ Show…in LAS VEGAS. However, we think it’s worth setting the alarm for (or maybe just staying up for?). Using real campaigns, Liz will guide us through the necessary steps to help track, implement and measure cost per lead, revenue per lead and ROI from your online marketing campaigns.
Why it made our list: One of the biggest challenges we face as marketers is determining whether or not all our creative efforts are actually generating leads. This session ties it all together and explains how to identify the channels and campaigns that are making the best use of our budget. The fact that Liz Reuth of Neal Communities is a representative from the builder world just makes the content that much more appealing.
What are YOU most looking forward to? Let us know in the comments. We hope to see old friends and make new ones during this years event, so make sure to say hello or introduce yourself!
