Myers Barnes Blog

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.

Life Feel Like A Pressure Cooker?

Categories: Leadership, New Home Sales Process, Personal Development | Posted: January 17, 2017

What’s a pressure cooker have to do with selling? There’s always pressure to be successful; financial pressure, family pressure, pressure from ourselves.  As we reach a new level, expect a new devil. In other words, when you climb out of your comfort zone, you will be subjected to greater challenges. The reason everyone isn’t meeting their potential for success is because not everyone is up for the challenge. If it were easy, everyone would do it! The key is to embrace the pressure, and not let it outweigh the positive aspects of the process. Just like a pressure cooker, you must keep the positive internal pressure greater than the negative (external) pressure. If you do, you’ll win in this game called life.  

Bottom line: When the pressure on the inside is greater than the pressure on the outside, you’re winning.

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

Pessimism vs. Optimism

Categories: New Home Sales, New Home Sales Training Video, Personal Development | Posted: January 3, 2017

Myers Barnes illustrates pessimism versus optimism with a glass half full, half empty analogy. With the half full mindset, you see all things as possible and there’s no failure; with the half empty mindset, you find opposition and have a “I’m not being negative, I’m just being realistic.” outlook.  If you believe in negative outcomes, they become true and even worse, a self-fulfilling prophecy.  In this video, America’s favorite new home sales trainer explains that the glass can’t be both half full and half empty, it has to be one or the other.  The truth is the glass is always half FULL, it’s just a matter of what it’s full with – air or matter – aka: mind over matter.  Making positive change in life starts with a positive outlook, and all you have to do is believe you can achieve.

Bottom line: Optimism makes you rich, pessimism makes you poor, not just in your wallet, but in your life!

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

Business – A War Without Bullets

Categories: Customer Service, Leadership, New Home Sales, New Home Sales Coach, New Home Sales Process, New Home Sales Training, Personal Development | Posted: December 27, 2016

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In 1964, two men shook hands and formed Blue Ribbon Sports, a running shoe company, inspired by a Japanese company.

Five years later, on the suggestion of a friend, that company became Nike. And it revolutionized the world of sports and athletic clothing.

One of those two men was Phil Knight, who ran track at the University of Oregon, under legendary coach, Bill Bowerman, the other man in the business agreement

Nike’s pioneering approach to shoe design launched a flood of competition, as companies like Adidas, New Balance, and Puma sought to steal their share of the burgeoning market that Nike created.

Phil Knight once said, “Business is like a war without bullets.”

In business, we battle for territory—whether that’s mastery over a geographic region or a particular vertical market. We study the competition’s strategy, learning their winning ways and identifying their weaknesses. We take aim at conquering their territory. Coca-Cola and Pepsi have been at it for years, introducing new ad campaigns and new brands to take consumers away from the enemy. Both have had victories and epic failures. Yet, their battle wages on.

How are you fighting the war with and on your business? Are you strategizing ways to better define your value proposition? Are you identifying aspects about your homes, properties, construction, and service that differentiate you? Have you tried different approaches to overcome potential threats from your competitors?

You will not succeed in a stagnant position. The enemy will know where you are, who you are, and exactly what and how you sell. You’re an easy target.

The dynamic business with visionary leadership thrives. They are finding ways to invade territory that has been “owned” by other companies. They’re adding new designs to their arsenal. They’re looking at under-served markets that present sales potential. And they’re examining the way they manage their own troops—their sales force—to ensure that these front-line soldiers are armed with the knowledge, product, sales training, and ammunition to be successful.

The housing industry is rebounding from the housing bubble that burst about eight years ago. The survivors of that horrific devastation adjusted to the drastic downturn that crippled many developers. They fought through the tough times, having learned how to be agile and adapt.

Yes, the housing market is improving, but you still must be prepared to be tough and vigilant. Every sale you lose is a battle lost.

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 Contact Sport

Categories: Leadership, New Home Sales, New Home Sales Coach, New Home Sales Process, Personal Development, Uncategorized | Posted: December 13, 2016

contact-sport-236x300We have evolved into a culture that expects instant gratification. We want Wi-Fi everywhere so we can access anything we want, at any time—and we don’t want a slow connection. How many times have you groaned while waiting for a file to download?

We have DVRs and On Demand television viewing so we can catch the shows and movies we want with the push of a button. And we want express shipping without the express price.

Email used to be a great way to quickly communicate with people…until text messaging came along. Then, email became the equivalent of snail mail, because we want an instant reply. Who wants to wait for an email response?

Let me tell you, though, you have to tame that addiction to super-speed when you’re in sales. As much as the general public wants fast response, they don’t necessarily give one in return. You’re competing with all of the other distractions in their lives. Your customers will reply when it suits them. It’s not their responsibility to respond. It’s your job to make the connection.

Far too often, I see new home sales professionals give in and give up after just a few attempts to follow up with their prospective homebuyers.

Really? These buyers are preparing to make the largest investment of their lives and they should hand it over to someone who isn’t committed enough to them to follow through?

The strength of your efforts contribute proportionally to your results. A phone message and an email is not enough to spark a relationship with a busy buyer. That’s s first date, not a relationship. A form letter without personalization is lazy, and won’t get you anywhere either.

A friend of mine is currently in the market for a new home. She visited one community, spoke with a sales associate, and learned about another community by the same builder, one that was more family-friendly in terms of amenities. This homebuyer didn’t visit that second community, but was contacted three times by another agent from that community. This person she never met thanked her for her visit and interest, and even asked her to complete a survey about the community.

She told me she even replied to the agent to advise him of the error and received yet another form letter in response.

Build a process for building connections.

The undeniable truth is that most home or homesite sales occur as a result of multiple, quality contacts. Persistence and consistency are the keys to strengthening the relationship that is essential in making the sale. The moment you stop calling or writing, you give up the sale, and another sales professional picks it up.

When you forget them, they forget you. It’s that simple.

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