If you’re in new home sales, here’s a truth bomb from Build Mentor’s Anthony Kirby (AK):

“Don’t be the best-kept secret.

Get on the shopping list.

Then be so good they can’t ignore you.”

This is AK’s 3-part formula for building a consistent pipeline — and it works whether you’re a rookie or a top performer.

Let’s break it down:

1. Don’t Be the Best-Kept Secret

Visibility wins. Period. You can’t sell if no one knows who you are.

“It’s not hard to come from nowhere and be the best in the industry, in terms of visibility.”

Start posting:

• Quick videos from site visits
  
• Explainers about the build process
  
• Stories about client wins or progress photos
  

AK’s tip: “Jump on any social platform. Create videos. Walk around job sites. Just show up.”

2. Get on the Shopping List

Once people know you, the next step is being considered when they’re ready to buy.

And that happens through education, not hard selling.

“Give enough value to someone who’s not ready to buy — so that when they are, you’re the first person they call.”

Some value-driven content ideas:

• “What does a soil test really mean?”
  
• “3 signs you’ve picked the wrong builder”
  
• “How to read an inclusions list like a pro”
  

When you educate, you earn trust — and trust gets you shortlisted.

3. Be So Good They Can’t Ignore You

This is where conversion happens. You’ve shown up, built trust — now you need to deliver.

“You need to be phenomenal with your product knowledge, your process, and your ability to manage emotion.”

That means:

• Master your inclusions and floorplans
  
• Know what your competitors offer — and why yours is better
  
• Help clients navigate the fear, doubt, and overwhelm that come with building
  

It’s not about being flashy. It’s about being prepared, responsive, and clear.

A Simple Framework, A Massive Payoff

This strategy works because it mirrors the modern buyer’s journey. Customers don’t walk cold into display villages anymore. They’ve done the research. They’ve watched your content. They’re forming opinions before they speak to you.

So show up. Teach. Deliver.

“It’s never been easier to stand out — but you have to earn attention every day.”

If you’d like to learn more about Anthony’s methods, head to https://buildmentor.com.au/

Author: The Good Builder

The Good Builder is a media platform that provides news and insights for Australia’s home building industry. From exclusive stories and curated insights to bold industry perspectives, we deliver the news and updates that keep builders, suppliers, and the entire home building industry inspired and ahead of the curve.