Myers Barnes Blog

Selling New Homes Isn’t Easy

Categories: New Home Sales, New Home Sales Training | Posted: April 28, 2017

Selling new homes successfully is not easy! If you’re a new homes sales professional, you already know this. In this business there is no set schedule, you don’t get to work nine-to-five and then clock out. This is a twenty-four hours a day, 7 days a week serving profession. Occasionally you might take a vacation, but you work super hard to even make that happen. Business is always on your mind! And inevitably, you are going to experience rejection. Deals that seem like slam dunks, sometimes they fall through!

So, why do you do all this? Why would someone put themselves through this?

New home selling is actually a lifestyle. It’s a mindset. You actually enjoy helping people achieve the dream of finding their new home. You relish that moment when you hand the homebuyers their keys knowing they get to start their new life. And while money isn’t everything, you also get to reap the rewards of being in the top 3% of the income bracket in this country.

Bottomline, selling new homes is not easy, but nothing worthwhile ever is.

 

Next Steps

Categories: Leadership, New Home Sales, New Home Sales Coach | Posted: April 25, 2017

In 1966 Robert F. Kennedy delivered a speech that included a Chinese proverb which says “May he live in interesting times.”

Like it or not, we live in interesting times. They are times of danger and uncertainty, but they are also the most creative of any time in the history of mankind.

Transitioning

In many ways, the quote above resonates with me as I begin the transition out of my Myers Barnes sales training & consulting and into my role as president of Builder Designs. For the past 20 plus years, I have had the privilege and honor of working with some of the best and brightest home builders in the US and Canada. During that time we’ve made significant progress not only in the sales training arena but in general business model progression and enhancement. I truly feel blessed to have been part of that.

Looking Forward

I start my new role as President of Builder Design in June, and as I wind down MBA I have been asked the question: “are you still going to be doing sales training and consulting?”. The answer is yes, but in a limited, private capacity. Starting in June my sales training and business consulting will be limited to just Builder Designs clients. Builder Designs will offer complimentary seminars, webinars, and consultations for just their clients, and they’ll all be centered around the web – digital marketing – sales and sales management training for a web savvy homebuyer.

More to Come

I’ll be bringing my passion and experience to the Builder Designs team and to Builder Designs clients, and together we’ll be offering an integrated solution that’s unlike anything in the industry.

There’s so much coming that I want to share, but you’ll have to stay tuned for all of the new things we’ll be bringing to the table.

#disruptor

 

Sales Profiling: A Lead Is A Person, Not A Thing

Categories: Customer Service, New Home Sales, New Home Sales Coach, New Home Sales Management, New Home Sales Training | Posted: April 18, 2017

Sales professionals often refer to “leads” like a form letter. They read the characteristics and make assumptions.

These same people talk about working their leads via social media or the CRM system.

I wonder, how does these people who are being treated as a “lead” feel about the sales person? Do they categorize him or her as just “someone trying to sell me”? Do they recognize those form emails?

These characterizations create barriers that impact the sales process. You see the other person as a caricature or stereotype, based on brief information gained through an online inquiry or Facebook post. I guess we could call it “sales profiling”.

We’re in a new age of personal selling that was ironically spawned from impersonal impact of the Internet. People shop on the Web. They do their research there. They even look for reviews and recommendations.

But when it comes down to making an important purchase, like buying a new home, the sales process requires a personal relationship. A buyer needs to trust that a sales professional is truly committed to finding the right home—in the right location and at the right price. That trust doesn’t come from an introductory email or a few Facebook messages swapped online. It can start there, but you need to cultivate those relationships.

A “lead” is an inquiry that stems from interest. You need to gauge the level of interest by getting to know the person. A lead could go nowhere, or it could bring you to not just one sale, but more referrals.

Emails, online inquiries, and social media stir up leads. It’s your job to take the one-dimensional thing and create a relationship. Pick up the phone and call. Ask questions. Answer questions. Offer suggestions. Successful selling is a partnership between you and your customer. It only starts with a lead. Where will you take it?

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

Motivate Your Sales Team With Optimism

Categories: Leadership, New Home Sales, New Home Sales Coach, Personal Development | Posted: April 4, 2017

A sales career is difficult. You have to work through rejections that far outnumber your successes. At times, it can be tough to keep pushing.

That’s where effective sales leadership comes in.

I recently wrote an article about “learning optimism”. A good sales leader possesses the valuable quality of positive thinking, and passes it along to the team.

Retrain and refresh.

I’ve seen dejected sales professionals who have heard a few too many times about a competitor’s homes, and has maybe lost sales to the other builder. They start to question themselves and the product.

This is when the sales leader steps in. Take the associate away from the sales task for a bit. Engage in re-training. Talk about the new homes that the buyers seem drawn to. Discuss the objections to the homes you’re selling. Remind the sales person of the positive aspects of these homes. If a customer feels the price is too high, then the sales associate hasn’t sold them on the value.

Maybe you need to sell the sales person first!

Demonstrate the real-world value.

Connect your road-weary sales professional with two or more satisfied homebuyers. Suggest they visit the homes and let the owners gush over the features they love, and how easy the building process progressed. Ask them what mattered to them, what influenced their decision, and why this builder is so exceptional. It’s a good refresher for your sales team to rediscover the true value of the buying experience and the product they’re selling.

Share success stories.

Ask your team members to talk about how they turned adversity around. They should explain the challenge and how they faced it down. It can sometimes be disheartening to hear about others’ success when you’re down, so be sure to highlight the challenge and how the sales associate overcame it. They need to relate to the struggle, not simply envy the outcome.

Put the responsibility where it belongs.

Sit down with your sales associate and explore the individual obstacles. What is good about the job? What is difficult? What would you like to do better?

Set daily, weekly, and monthly goals—not necessarily in terms of sales, but in process improvement. For example, rewrite your script for the initial conversation today. Tomorrow, make a list of common objections and script your responses. Identify a weekly goal for follow-ups.

A leader motivates others to achieve their potential, but, ultimately, it’s up to the individual to put thoughts into action.

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

Extra! Extra! Big News from Olathe, Kansas

Categories: New Home Sales, New Home Sales Marketing, New Home Sales Training | Posted: March 23, 2017

Myers Barnes joins Builder Designs as President.

Homebuilder website development firm expands its digital marketing services.

Chip & Myers at Builder Designs

OLATHE, KS—Homebuilders across North America have a powerful, marketing resource, the result of the newly announced partnership with two recognized experts. Nationally renowned new home sales strategist Myers Barnes has joined Builder Designs, a website development company that exclusively serves the homebuilding industry. Barnes has been named the president of Builder Designs, teaming up with the company’s founder and CEO, Chip Johnson.

As a speaker, educator, and best-selling author, Barnes has guided countless builders toward greater profits. His books include Reach the Top In New Home and Neighborhood Sales, which quickly became the certified handbook for sales professionals, and New Home Sales Negotiation, which is considered an industry playbook for success. His company, Myers Barnes Associates, has offered innovative thinking, strategic direction, and a wealth of growth-focused resources to homebuilders for over two decades.

Barnes and Johnson have collaborated countless times, and they realized that a stronger partnership would provide homebuilders with the support they need to successfully navigate the challenges of Internet marketing.

“I’ve always admired the level of success that Myers has sparked in clients—many of whom we’ve shared,” explains Johnson, who has developed websites for more than 450 homebuilders across North America. “We’ve seen that our knowledge, skills, and passion complement one another. Combining forces was a logical next step to better serve our clients.”

Barnes adds, “We live in a digital world. It’s less about techniques for closing the sale, and more about the online involvement. Homebuyers are doing far more research than ever before. Their needs have changed, the path to purchase has transformed, and so conventional strategies just don’t work anymore.”

Builder Designs is preparing to launch a series of new products that will continue to revolutionize Internet marketing. Builder Cloud and Builder IQ, for example, will open new gateways for gathering and analyzing data that is critical to connecting with and influencing homebuyers.

Barnes refers to the expansion of Builder Designs’ offerings as a “think tank for homebuilders and an all-inclusive online resource center.”

“We can work with a variety of builders, start-up or a seasoned pro, and apply our broad portfolio of services to build or refine strategy, execute the activities, and analyze the results,” says Barnes. “We’re looking at a bigger horizon, where we can do more than help builders to generate leads. We will use digital approaches to actually transform those leads into sales long before they walk into a builder’s model home.

Johnson has invested in deepening Builder Designs’ technical expertise. He has explored new possibilities for lead generation and conversion using a broader range of tools, including FindABuilder.

“Our clients won’t have to wonder if their Internet marketing works because we’ll be able to present the analytics to back it up,” Johnson adds.

For more information about Builder Designs, visit BuilderDesigns.com

About Builder Designs

Builder Designs was founded in 2004 by Chip Johnson, to address the specific online marketing needs of America’s homebuilders. Based in Olathe, Kansas, Builder Designs has become the world’s largest builder-centric, web design company, currently serving more than 400 builders. The combination of web design, search engine optimization (SEO) services, content management, and digital marketing strategy have propelled Builder Designs to become a formidable resource for the industry.

Ice Cubes To Eskimos

Categories: New Home Sales Coach, New Home Sales Management, New Home Sales Management Training, New Home Sales Training, New Home Sales Training Video | Posted: March 15, 2017

Have you ever received a backdoor compliment? When I was once told I could “sell ice cubes to eskimos,” the context may have been genuine, but the meaning wasn’t accurate.
As a real estate professional, you’re helping people make one of the single most significant decisions of their lives.  You’re not only selling a product, you’re helping people select the environment that will shape their lives and the lives of their families.
In the eskimos ‘case, selling someone something they don’t actually need would mean you’re in it only for the sake of the deal and not the good of the customer. Learn how simply keeping the goal of service in the forefront of your sales will make all the difference.
Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

True Happiness Is Progress

Categories: Personal Development | Posted: February 28, 2017

An Chinese philosopher once said, “The journey of a thousand miles begins with one step.” So where do you begin on the journey to true happiness?

Some people equate happiness to having more stuff and acquiring more things. But in reality, genuine happiness is progress, or the joy that comes with forward movement. And although it may be easy to confuse change with progress, not all change will make us happy. Why? Because change is automatic where progress takes dedicated effort. If you seek true happiness, it can only be achieved when you’re working toward a specific goal. So start right now, and learn more about realizing your goal for happiness.

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

The Mindset of an Entrepreneur

Categories: Leadership, New Home Sales, New Home Sales Coach, New Home Sales Training | Posted: February 14, 2017

 

The word entrepreneur has become a reflection of the American dream.  From a high schooler’s lawn care business to Bill Gates’ empire, we tend to hear the word more and more these days.

In the world of new home sales, an entrepreneur is the savvy individual who sees possibility. Rather than take a prospect’s word at face value, they realize the potential for a sale the minute that person walks through the door.
Life is filled with opportunity, so your mission of commission is to embrace the mindset and lifestyle of an entrepreneur. Learn what it really means to turn nothing into something in new home sales.
Myers Barnes is America’s favorite new home sales trainer, author, speaker and consultant.  For more information, please visit www.myersbarnes.com.

What leadership lesson did we learn from Super Bowl LI?

Categories: Leadership, Personal Development | Posted: February 10, 2017

As a Tom Brady fan, I was heartbroken as I watched the New England Patriots fall farther and farther behind in the first half of Super Bowl LI. It seemed like an insurmountable challenge. They were trailing the Atlanta Falcons 28-3 in the third quarter, and no team had ever come back from more than a 10-point deficit, let alone 25!

I’ve learned never to rely on odds. As a cancer survivor, I am living proof that statistics represent what has happened in the past, and not what can be achieved.

As the third quarter was winding down, Tom Brady made his move. Play by play, the closed the gap and scored the 25 points they needed to tie the game, while keeping Atlanta from increasing their own.

History was made by the comeback and the first Super Bowl to go into overtime. In a stunning turnaround, the Patriots scored a touchdown in overtime and took their fifth Super Bowl title.

It was the best Super Bowl ever played, pitting the league’s two most powerful teams against one another. It was also the most exciting example of fighting for a goal—figuratively and literally—I’ve seen.

Every player on the team contributed to this win. Offense and defense did their jobs. If any one of 16 plays weren’t correctly executed, the Patriots would have lost. But they rallied as a team, ignoring the heavy weight of the odds, and persevered.

“You’ve got to believe,” said Pats’ wide receiver Julian Edelman, who made the game’s most incredible catch late in the fourth quarter. He also said that the team stayed focused on the game, not the score.

You will always face obstacles on the road to success. It’s how you deal with the pressure, the odds, and the hurdles that ultimately defines you. When you allow your team to to give in and give up, you will never achieve your potential. You will never experience the extreme satisfaction that comes from overcoming.

When everyone counts you out, count yourself all the way in.

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

Selling Is A Dialogue, Not A Conversation

Categories: New Home Sales, New Home Sales Management, New Home Sales Management Training, New Home Sales Training | Posted: January 31, 2017

The concept of conversational selling may be a friendly approach to the sales process, but it’s not the most effective. Why? A conversation lacks a purpose. Alone, it is nothing more than a time filler or casual banter back and forth. And although this can still be part of your sales process, what you really need is a dialogue. Consider a dialogue like the screen play of a movie or show. It’s meant to guide you to a specific emotional response, having been constructed in a purposeful way. Like in most things, you won’t succeed without preparation. Don’t just engage in conversation, but create a dialogue that has a guided path with a desired outcome: the conclusion of the sale. Learn more about how crafting a dialogue will help your sales soar.

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