Myers Barnes Blog

Pressure Produces Results

Categories: Personal Development | Posted: February 28, 2018


As the saying goes: If it were easy, everyone would do it. Well, it isn’t easy and everyone doesn’t do it. Truth is, the majority of us want to avoid pressure and, by default, we also end up shunning success.

Whenever you climb upward (or out of your comfort zone), you will be subjected to newer and greater pressure as part of the responsibility of being more and having more. And yet you won’t accomplish a great victory without first experiencing a great battle. It’s your ability to fight the battles to persevere against the pressures of change and mediocrity that will set you apart.

Accept the fact that, in this life, you will have difficulties and pressure. So, when the times are quiet, fortify your mind by feeding it on words, thoughts and other things that are good, pure and inspiring. Then, when the external pressures hit (and they will), the positive pressure on the inside will be greater than the negative pressure on the outside and you will live in triumph.

How to Retain Your New Home Sales Team

Categories: New Home Sales Management, New Home Sales Training, Uncategorized | Posted: August 3, 2017

Sales managers often ask me, “How do I retain my top talent?” Great question!

We know that other organizations may try to recruit your top talent. So, retaining great talent starts with your recruiting. That begs the question: What are you willing to offer the new team member?

Beyond the salary, the commission, and the basic benefits, what are you offering to new and existing team members to cultivate and keep them in this valuable sales role? First and foremost, employees will always perform at their best when they work in an environment that promotes growth.

A successful sales professional is, by nature, highly competitive. They thrive on the opportunity to sell more and be more rewarded for their exemplary performance. So how can you provide the right motivation? The most obvious is financial growth. Here’s an example, if the target is three new home sales per month, yet your sales pro makes four more, then be willing to offer additional percentage to the commission.

Another way to retain your new home sales team is continual education. You know that great sales people are super competitive, they’re always seeking an advantage. You can deliver a big benefit by offering them additional training. I’m not talking about sales training. I’m speaking about mindset training, goal-setting training, technology training, and psychology training. You want your team members to grow with you, so what are you doing to grow your team? How about giving then the reward of knowledge and skill?

Progress can be described as achieving greater results on a personal level, on a day-to-day basis. It’s sustained achievements over a period of time. A sales professional will thrive in the right environment and for the right company. They won’t leave a positions that fulfills their emotional and financial needs.

And how about recognition, appreciation, opportunity? At the end of the day, if you provided an enticing retirement and you’re an effective leader, you won’t need to look over your shoulder wondering if your top players will be recruited away. If you pay attention to your team, then they will pay attention to their position. So, pay attention!

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.”

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

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

Sales Meetings That 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