"We need more leads." "Our marketing isn't working." "The leads are bad." "Nobody uses our CRM."

Sound familiar?

Homebuilders run into these challenges all the time, but what if the problem you're trying to solve isn't actually the problem?

In this episode of Just Make It Pretty, Sarah Haynes and Shari Morton, partners at Shared Drive, take six common challenges homebuilders face and approach each one from two completely different perspectives.

Sarah looks at problems through marketing strategy, branding, messaging, buyer psychology, and customer experience. Shari looks through the lens of CRM, online sales, data, technology, processes, and operations.

They're answering one question: Where would you look first?

Neither gets to hear the other's answer before sharing her own.

From underperforming community launches and questionable lead quality to CRM adoption and the pressure to sell more homes in 90 days, Sarah and Shari explore why the most obvious solution isn't always the right one.

And sometimes, the most valuable thing you can do is bring someone into the conversation who sees the problem completely differently.

Shari Morton | Chief Growth Officer, Shared Drive

Shared Drive: https://shareddrive.com/

What actually makes you different, and why does knowingthe answer matter?
In this episode, Sarah sits down with Mary Beth Berry to explore differentiation from several angles: how salespeople stand out when products and services look similar, how companies uncover what truly sets them apart,and how knowing your own strengths can shape the direction of your career.

Mary Beth also shares how her recent move from trainingsales teams to selling the programs she once taught has changed the way she thinks about sales conversations, organizational challenges, and what it really takes for people and companies to change.

Connect with MaryBeth:

https://www.linkedin.com/in/marybethberry/https://jeffshore.com/

Register for the Womens Circle: https://jeffshore.com/WLC

Being great at the work does notautomatically make someone great at leading it.
In this episode, Sarah sits down with Abby Cornelius, leadership trainer with Elevate Actually, to talk about the shift from high-performing individual contributor to effective leader.

After more than 20 years in homebuilding, moving from internto executive leadership, Abby saw the same pattern over and over: talented people being promoted because they were excellent at their jobs, then expected to lead without ever being taught how.

Together, Sarah and Abby unpack what changes when your role shifts from doing the work yourself to leading people, teams, and the business.

They explore the habits that keep leaders stuck in the weeds, the difference between helping and rescuing, how to create accountability without carrying everything yourself, and the leadership skills organizations often assume people already know.

Connect with Abby:

https://www.linkedin.com/in/abbycornelius/

https://elevateactually.com/