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Are Your Buyer's Stories Popcorn Worthy?
Are your buyers telling you their real story… or just the safe, rehearsed version they think you want to hear?
In this Head-to-Head episode, Kimberly Mackey and Ryan Taft go back and forth on what it really takes to uncover popcorn-worthy buyer stories—the kind that reveal motivation, urgency, and emotional drivers that actually move sales forward.
Ryan introduces his 3 R’s—Retell, Relive, Refill — as a framework to help buyers reconnect with their own experiences and decision-making moments. Kimberly challenges how—and when—those stories show up in real model home conversations, especially in today’s slower traffic environment.
Together, they tackle the questions sales teams and leaders are wrestling with right now:
Why do buyers hold back their real motivations early in the process?
How do you move beyond surface-level discovery without interrogating or overselling?
What’s the difference between listening to a buyer… and actually hearing them?
How can sales leaders coach storytelling and discovery in a way that’s practical, repeatable, and measurable?
They also dig into the realities of the sales environment itself, from getting out of the office and into the home, to creating space for conversations that feel collaborative instead of scripted.
This isn’t about telling better stories to buyers.
It’s about learning how to draw the story out of them—and knowing what to do once you hear it.
If you’re a sales professional, sales leader, or marketer who wants deeper discovery, stronger connection, and conversations that actually convert, this Head-to-Head delivers both the framework and the field-tested perspective to make it work.
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By New Homes Solutions ConsultingAre your buyers telling you their real story… or just the safe, rehearsed version they think you want to hear?
In this Head-to-Head episode, Kimberly Mackey and Ryan Taft go back and forth on what it really takes to uncover popcorn-worthy buyer stories—the kind that reveal motivation, urgency, and emotional drivers that actually move sales forward.
Ryan introduces his 3 R’s—Retell, Relive, Refill — as a framework to help buyers reconnect with their own experiences and decision-making moments. Kimberly challenges how—and when—those stories show up in real model home conversations, especially in today’s slower traffic environment.
Together, they tackle the questions sales teams and leaders are wrestling with right now:
Why do buyers hold back their real motivations early in the process?
How do you move beyond surface-level discovery without interrogating or overselling?
What’s the difference between listening to a buyer… and actually hearing them?
How can sales leaders coach storytelling and discovery in a way that’s practical, repeatable, and measurable?
They also dig into the realities of the sales environment itself, from getting out of the office and into the home, to creating space for conversations that feel collaborative instead of scripted.
This isn’t about telling better stories to buyers.
It’s about learning how to draw the story out of them—and knowing what to do once you hear it.
If you’re a sales professional, sales leader, or marketer who wants deeper discovery, stronger connection, and conversations that actually convert, this Head-to-Head delivers both the framework and the field-tested perspective to make it work.