Kendall Thacker, VP of Product at Legacy South, joins host Kevin Oakley and Beth Russell to discuss his experience with a pre-sale event—from the strategy behind it to the lessons learned.
Kendall explained that the event was created to address declining Q4 sales by generating urgency and a sense of scarcity among buyers while showcasing their homes.
With five communities in focus, one new and four underperforming, the Legacy South team repositioned their under-visited model home gallery as a grand opening event. By highlighting new floor plans and hosting it before Thanksgiving, they aimed to create urgency and re-educate buyers on using their model home gallery for their home search.
Kendall and the Legacy South team intentionally closed four communities in December to manufacture scarcity, a bold move that ultimately fueled attendance and urgency. Incentives like $50,000 in savings and $10,000 flex cash, along with strong agent engagement, drove a surge of RSVPs in the final two weeks before the event.
Kendall described a successful strategy where Legacy South collaborated with a big Nashville influencer to create social proof and drive attendance. The event, held at a model home gallery, featured two large tents—one for a learning center with lenders and design teams, and another for entertainment and food. The event attracted over 250 attendees, resulting in 75 on-site appointments scheduled (plus 10–15 more within 24 hours), with 75% of attendees brand new to the builder.
https://www.linkedin.com/in/kendall-thacker/
https://www.2ftprosthetics.org/
