Episode #199
Not a Lack of Urgency, a Lack of Confidence: Jordan Brown, NAHB Sales Leader of the Year-199
Send us Fan Mail Not a Lack of Urgency, a Lack of Confidence: Jordan Brown, NAHB Sales Leader of the Year This year's NAHB Nationals Sales Manager / Leader of the Year, Jordan Brown - Director of Sales and Marketing at Graham Hart Home Builder - joins Anya Chrisanthon for a conversation about leading with compassion, building confidence in buyers, and scaling a 30-year luxury builder into production homebuilding. Compassionate leadership Jordan calls it servant leadership - getting to know your team, their families, and their why. At Graham Hart , the question is always "how do we help others achieve?" - whether that's employees or homeowners. When Jordan joined three years ago, the company had five communities. Eighteen months later, twelve. It's not a lack of urgency. It's a lack of confidence. Jordan's biggest takeaway from the Jeff Shore Summit: buyers aren't lacking urgency - they're lacking confidence. Family dynamics have changed, the current home no longer fits, and everyone around them is saying it's not the right time. Your job as a sales consultant is to show up, listen for the triggers, and instill that confidence so the buyer doesn't become their own worst enemy. Why invest in yourself when budgets are tight Jordan's on his sixth Summit and texts daily with five sales leaders he met there years ago. His case: "Who else is going to invest in you?" Fear-based budget cuts are the wrong response - the ROI on being in a room with 20- and 30-year leaders is enormous. A happy accident: from TCU to Pulte to Graham Hart Jordan signed up for a Pulte interview just to practice interviewing. Fifteen years in the sales chair at national builders, then area sales manager at K. Hovnanian, then the tough-but-right decision to join a smaller company - where he learned marketing, strategic partnerships, and product design by drinking from a fire hose. Mindset is the only constant Jordan's coaching focus right now is on not self-sabotaging - being conscious of the energy you consume, who's in your circle, and how you show up for your team when the boat is rocking. Authenticity has never mattered more. Buyers are finding you on their couch at 9 PM On Reddit. On Google Reviews. Asking Claude and ChatGPT "tell me about Graham Hart - the good, the bad, the ugly." They're forming opinions before they ever walk into your office. Jordan expects his team to generate their own leads, have personal branded social channels, and use the CRM as a follow-up craft tool - not a micromanagement tool. And yes, the bloopers reel outperformed the polished video. On Anewgo virtual tours Full disclosure: Graham Hart is an Anewgo client. Jordan on how Anewgo virtual tours - virtual staging and 3D walkthroughs - changed his sales process: buyers can turn the lights on and off, experience the home at night and during the day, feel the spatial flow - all during construction. The old "we can't sell it until it's complete" thinking is a leash. And for sales leaders, selling at second inspection instead of completion means less interest carry, less margin erosion, and even-flow closings. That's speaking executive love language. On AI Jordan uses ChatGPT and Claude for recon on who Graham Hart actually is versus who the market thinks they are - eliminating internal bias on product and pricing strategy. What's next Builder 200. Approaching 100 closings. Competing in master plan communities against regionals and nationals. Connect with Jordan on LinkedIn and learn more at grahamhart.com . Explore Anewgo virtual tours . About Anewgo Anewgo is an all-in-one new home sales and marketing platform. We equip builders with AI-ready homebuilder websites, interactive design tools, floorplans, sitemaps, AI Sales Assistants, and data analytics to create personalized buyer journeys. Learn more at anewgo.com or find every episode at anewgo.com/podcast . Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/anewgo-of-new-home-sales/id1602564768
