Myers Barnes Blog

The smart investment of your digital marketing dollars

Categories: New Home Sales Marketing | Posted: July 21, 2017

Let’s assume you have already determined the amount of your annual marketing budget—because if you haven’t, don’t read any further. Go back and create a budget.

The next challenge is to decide where to invest those digital marketing dollars.

It’s not rocket science. You allocate the money where you get the most return on your investment.

Check out the full article on BuilderIQ to see the areas to consider. There are 5 online channels you won’t want to miss out on!

Work Harder on Yourself Than You Do on Your Job

Categories: New Home Sales Training | Posted: July 20, 2017

The U.S. Navy Seals have a motto, “The more you sweat in training, the less you bleed in battle.”  Professional boxer, Muhammad Ali put it this way, “The fight is won or lost far away from witnesses – behind the lines, in the gym, and out there on the road, long before I dance under those lights.” And Colin Powell nailed when he said, “There are no secrets to success. It is the result of preparation, hard work, and learning from failure.”

Now, you’ve probably conquered “working hard” and even “learning from your mistakes.” So the real question is, how are you doing on the preparation part of life? Preparation is a key component of successful business. Preparation says this, all the work is performed ahead of time and not during the actual business of the day. Consequently, the person who is the best prepared achieves the most favorable outcome and keeps the business on track.

I’ll close with this quote by Jim Rohn, “Learn to work harder on yourself than you do on your job. If you work hard on your job you can make a living, but if you work hard on yourself you’ll make a fortune.”

Which Came First? Digital Marketing or the Website?

Categories: Customer Service | Posted: July 18, 2017

You know the question. Which came first, the chicken or the egg?

Well, if you accept the Bible’s word on creation, on the Fifth Day of Creation Week, God made “every winged fowl after [their] kind.” Then He instructed them to “be fruitful and multiply”—i.e., lay eggs. Clearly then, the chicken came first.
Here’s another question that seems to trick business people. Which came first, digital marketing or website development?

If you’re unsure, ask yourself the purpose of digital marketing. It’s not intended to spark a transaction or even make the phone ring. Digital marketing drives traffic to your website. Period.

Every email you send, every blog you post, every tweet and update you share, and every Google and Facebook ad you place has one intention: Go to my website.

When these potential customers reach your website, what will they find? Is it intentional? Have you constructed it to be informative, engaging, and easy to navigate? Will they wander around and then share their contact information, or slip away like someone who suddenly realizes they’re in the wrong place?

A successful website attracts traffic and then fuels the interest of these visitors. It is strategically planned, written, designed, coded, launched, and maintained.

All of the digital marketing activities funnel to the website.


Continue reading on BuilderIQ>

In Pursuit of Extra-Ordinary

Categories: Uncategorized | Posted: June 22, 2017

Extraordinary is the result of coupling two words together: extra and ordinary. We know that ordinary is average, but when you elevate it with the prefix extra, you experience something far above average.

In school, a C grade is an average grade and a student can get by with Cs. A C student can even graduate, earn a degree, and go on to a career. But those marks indicate an ordinary person who never really pushed to excel. Ordinary people are merely satisfied with the status quo, whereas extraordinary people are driven to achieve greater results. An ordinary person sees what exists, where an extraordinary person has this vision to see what’s possible.

An ordinary sales associate will deliver average results and maybe even live up to management’s average expectations. But extraordinary sales associates exceed their goals, not some of the time, but all of the time. They actually blow past their management’s goals.

You know that and you know what it takes to look beyond the ordinary and to envision the new ideas that’ll broaden your business. You also need to see your flaws, and not just as weaknesses, but as opportunities to become better. It takes guts to take a risk. You will not always win and you have to embrace that reality. But look at the reward, your effort in sculpting yourself into an extraordinary person who will deliver grade A success.

So keep your eye on the goal of extraordinary. You’re far too valuable to accept an ordinary way of life.

“No” is the start of a discussion, not the end.

Categories: Customer Service, Leadership, New Home Sales Coach, New Home Sales Training, Personal Development | Posted: June 13, 2017

When someone tells you, “No”, do you take that answer as final?

Your computer doesn’t accept it. Think of all those times you click on a button and get the query, “Are you sure?” in response.

Your kids don’t accept it. They’ll push and whine in order to convert your “No” to a “Yes”, a “Maybe”, or even a “We’ll see”.

As sales professionals, we should feel energized by the word, “No”. It should jump-start our sales skills to deal with the reason behind the negative response. Does it mean “not ever”, “not now”, or “not under those terms”? You owe it to yourself AND your customer to probe more deeply. There could be a miscommunication about the offer, the details, the timing, the product—whatever. The buyer might be experiencing a déjà vu from a previous experience that has made her hesitant to say, “Yes”. She might also not be ready for your close at this moment.

You should pursue the discussion to clarify the meaning of the “No”.

Is there something more you’d like to know about this property, builder, or community?

What is holding you back from making the decision? What’s missing from this?

What would make the timing right for you?

I don’t want to be overly pushy. I want to make sure you’re not missing out because I haven’t communicated effectively.

This last statement is a great way to build the rapport. By taking responsibility for the “No”, the buyer is not on the offensive. They might even feel they owe you an explanation!

Use the “No” to learn more about your homebuyer—needs, timing, budget, concerns, likes and dislikes. Remember, the word “no” is part of “know”. If you don’t want to hear “no” more, then KNOW more!

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

Are You on the Cutting Edge or the Bleeding Edge?

Categories: New Home Sales Training | Posted: June 9, 2017

We all know that competition is tougher than ever and you must innovate if you want to be a leader. You must continue to innovate and breakthrough if you want to stay relevant in business. With innovation, I always find it amusing when people talk about being on the “cutting edge.” Especially in technology people talk about being on the cutting edge.

Being on the cutting edge used to be good enough to rise above. But the cutting edge is on the verge. It’s perched and ready to slice. We believe that phrase to mean that someone, an individual or a company, is making exciting changes. But I don’t see it that way and nor should you.

The tip of a knife is known as the bleeding edge. The tip pierces and breaks through. The cutting edge is the part of the knife that does most of the work. Innovation is not about the cutting edge. innovation is about the bleeding edge. The bleeding edge is that boundary that has not yet been broken.

So, my question for you is this: Are you on the cutting edge or the bleeding edge? Are you daring enough to explore new territory, even if it’s difficult, scary, or poses a threat to your livelihood?

Get off the cutting edge and leap to the bleeding edge and make the cut yourself! If you’re not willing to bleed with innovation, then you’re never going to lead in your profession.

Toxic employees: Why YOU might be the real problem

Categories: Leadership, Personal Development | Posted: May 30, 2017

No matter how carefully you screen candidates, some of them will turn into bad employees. They show up late, leave early, complain about anything and everything. These people fail to meet their goals, and always have an excuse for coming up short and the promise to do better.

You might overlook the problem for awhile. Maybe you take the person aside and extend a pep talk or mildly suggest an attitude adjustment.

When the behavior persists, however, the problem is not the difficult employee, but YOU. By ignoring the situation, you allow the unhealthy environment to continue. Your productive and valued team members undoubtedly recognize the flaws in the toxic employee. While they are first annoyed by the errant co-worker, the frustration will turn to you, as the “leader” who is allowing this individual to continue to disrupt the workflow and environment.

What does this say about you?

You’re an enabler. Your tolerance of the behavior allows it to continue. The weak link is not going to change unless you demand it. By not doing so, you’re indicating that the performance is acceptable, and, therefore, enabling it to continue.

Your standards are inconsistent. If you expect some people to meet (or exceed) their goals, while others can get by with less, the standards you think you’ve set have no credibility.

You accept mediocrity. This toxic environment will indeed fester when you let it. Otherwise good team members will see that mistakes are ok. Putting forth a partial effort is fine, because they see it happening, without any repercussions.

You don’t value your good employees. Undoubtedly, someone on your team is working harder to make up for that bad employee. Someone is correcting the mistakes and finishing the details. You’re allowing that to continue, which indicates you don’t mind others doing more than their share.

I’ve always believed that you do not fire people; they “de-hire” themselves. Those individuals who choose not to perform their jobs have made a decision. You simply need to take action in response.

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

Sales Meetings The Guarantee Results

Categories: New Home Sales Training, Uncategorized | Posted: May 25, 2017

I don’t know about you, but I think the majority of sales meetings are a complete waste of time. Meetings should be management in action. They’re opportunities for people to gather in groups, solve problems, make decisions, share information, and exchange views of opinion.

It’s simple to organize a meeting if you plan and prepare. Set an agenda and stick to it. Make your meeting fun, productive, and include participation. Let me give you 10 simple rules that will help turn your meetings into a super-charged session.

#1 – Always have an agenda.

#2 – Avoid the de-motivators.

#3 – Have your meetings early in the morning.

#4 – Start sharp, be sharp, and end sharp.

#5 – Stress the positive.

#6 – Use meetings as weekly training sessions.

#7 – Reward positive behaviors from the previous week.

#8 – Relate expectations of the upcoming week.

#9 – End on a high note.

#10 – Keep phones off.

Learning Optimism: Your Glass Is Always Full

Categories: New Home Sales, Personal Development, Uncategorized | Posted: May 16, 2017

Some people are perpetual pessimists. Others fall into the category of hopefuls.

There are also people who are somewhere in the middle.

“I understand the concept of optimism,” said Tom Hanks, the actor who has portrayed characters like the wide-eyed optimist, Forrest Gump, and the scientific cynic of Dan Brown’s novels. “I think with me, what you get is a lack of cynicism.”

My take on optimism is more like author and artist Mary Engelbreit: “If you don’t like something, change it. If you can’t change it, change the way you think about it.”

I’ve had occasions in my life when my knee-jerk reaction was to see the pessimistic side of a situation, but I learned optimism.

Yes, you can learn it—if you want to.

Why would you want to gain hope that hopeless situations will turn around? Why would you choose to wear the rose-colored glasses when they color your view?

Positive thought breeds positive outcomes, and the reverse is true. Which would you rather cultivate?

Henry Ford said, “If you think you can do a thing or think you can’t do a thing, you’re right.”

Belief is powerful. Believe you can achieve success, and you’ve overcome a major hurdle. However, when you believe it’s too far beyond your reach, you create those obstacles. I’d rather invest my time in seeing past the hurdles, believing that I can soar over them. When I can’t, I accept it’s only a momentary delay—a challenge to become more agile or stronger, or to learn some other valuable lesson.

Maybe you’re mired in a pessimistic mindset right now. This is the perfect time for learning optimism.

Here are some lessons for you:

  1. For every obstacle, find a positive purpose. Thomas Edison needed 10,000 tries to invent the light bulb. He considered each one as a lesson in what didn’t When you find yourself in a difficult, frustrating, or potentially back-pedaling situation, find a positive message. No matter how hard it is, the lesson is there if you choose to look for it.
  2. Be grateful. Don’t focus on what you’re lacking in your life. Be thankful for the rewards. It could be family, health, friendships, or having a secure job or even a roof over your head. There are millions of people in the world who have it tougher than you. Acknowledge your personal “wealth”.
  3. Don’t compete. Your happiness or sadness should not be dictated by the actions or possessions of others. Don’t measure yourself by other people’s successes. That leads to envy and resentment, which are toxic emotions. Be happy for their achievements, and channel your energy into your self-esteem and self-worth.
  4. Applaud small successes. The big win happens once in awhile. Don’t wait to celebrate your major achievements. Think about what you did today that was positive. Maybe you had a conversation with the cashier at your grocery store and made that person smile. Perhaps you completed something on your “To Do” list that has been nagging you for a long time. Whatever it is, find something every day to feel good about.
  5. I had a friend who worked in radio and she told me that the trick to pumping energy into her voice was to smile when she spoke. A smile is a powerful thing. Smile at a stranger—even if they don’t smile back, you’ll feel good.

Believe in the power of optimism. Call yourself an optimist. Fill your glass halfway and look at it. Remember, you can only see the liquid, but air fills the rest of the glass. The things you can’t see will often be the fillers in your life. Look for them. And raise your glass to the possibility of positivity.

Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

Five-star reviews and how to get plenty of them

Categories: Customer Service | Posted: May 11, 2017

Face it; literally, every new home prospect stalks your homebuilding company first. They check out your online presence: website, social media, and reviews.

You have control over your website and Facebook pages, but you’re at the mercy of customers to post reviews. This is what homebuilders tell me. “The happy ones never seem to go to the trouble of posting a great review, but the dissatisfied minority sure do!” It’s human nature. When you get what you want, you walk away contented. When you don’t, you want everyone to hear about it. Family, friends, neighbors, co-workers, and your hairstylist (and they LOVE to spread bad reviews).

Go Get ‘Em

You have an option here. You can go after those five-star reviews, rather than wait around with your fingers crossed.

Matt Riley, Vice President of Sales and Marketing for Royal Oaks Homes, was faced with a small stream of eight reviews that were uncomplimentary out of the thousands of homes his company had built. He knew he would lose buyers if he didn’t act. So, Matt created a process to garner those stellar 5-Star reviews from happy customers (which constituted the silent majority of Royal Oaks buyers).

He offered his sales team emotional incentives. For every 5-Star review they obtained, they earned kudu’s, high fives and recognition. Yet, at first, it didn’t work. The process wasn’t frictionless. People agreed to submit a review but didn’t know how to do it and didn’t take the time to figure it out.

Simplify with Visuals

Matt knew he needed to simplify this review system. He created a graphic that showed the three-step process for guiding a customer to that review (one graphic for using Google and the other for Yelp!).

His team contacts customers, asks them to submit a review, and then gives them a frictionless way to upload it to Yelp and Google. When you create a frictionless path to creating and submitting a review, and you ask your customers to follow it, you’ll be rewarded with the accolades you’ve earned.

Reviews matter. Don’t let the good ones pass you by. If you need more help with steering this system, let us know.

Request Your Custom Graphic

Visit BuilderIQ to request a graphic for your company. Need help setting up your Google or Yelp accounts? Contact Builder Designs today, so you can churn up the five-star reviews you’ve earned! (It’s a complimentary service on us, so reach out and let us help.)


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