I'm excited to share that I'll be speaking at this year's Sales & Marketing Leadership Summit, hosted by Jeff Shore in San Diego.
For those of us in the homebuilding industry, Jeff Shore's Summit has become one of the premier events for sales and marketing leaders who are focused on improving performance, adapting to change, and building stronger customer experiences. The opportunity to contribute alongside so many respected professionals is both humbling and energizing.
This year, I'll be presenting a session titled:
CRM Lead Scoring Best Practices
Thursday, July 16, 2026
11:45 AM – 12:00 PM
California Ballroom
Lead scoring has been discussed for years, but too often it becomes either overly complicated or completely disconnected from how builders actually sell homes.
The reality is that most homebuilders already have an incredible amount of information sitting inside their CRM systems. The challenge isn't collecting more data. It's identifying which signals actually matter and turning those insights into action.
During this session, we'll explore practical approaches to lead scoring that sales and marketing teams can implement immediately, including:
- How to identify the behaviors that truly indicate buying intent
- Why demographic scoring alone often falls short
- The importance of aligning sales and marketing around a shared definition of a "qualified" lead
- How to use engagement data to prioritize follow-up
- Ways to avoid creating scoring models that are impossible to maintain
- How CRM platforms like HubSpot and Lasso can support more effective lead management
Throughout my career, I've had the privilege of working with builders across North America to improve CRM adoption, streamline processes, and help teams make better decisions through data. One thing has become clear: technology doesn't drive results on its own. Success happens when systems support people, and when teams have confidence in where to focus their time and energy.
If you're attending the Summit, I'd love the opportunity to connect. Whether you're evaluating your current CRM strategy, struggling with lead prioritization, exploring AI, or simply looking to exchange ideas with peers facing similar challenges, I always enjoy the conversation.
A sincere thank you to Jeff Shore and the entire Summit team for the opportunity to participate. I'm looking forward to learning from the other speakers, reconnecting with industry friends, and sharing ideas that can help builders create more efficient, effective sales and marketing organizations.
I hope to see many of you in San Diego.
