Myers Barnes Blog

A little planning can help make that new home exactly what they want it to be!

Categories: New Home Sales, New Home Sales Marketing, New Home Sales Training | Posted: March 3, 2015

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For most people, one of the most exciting things about building a new home is getting to make so many choices – exterior materials, kitchen cabinets, rugs, paint… the list is seemingly endless! Before your clients start making choices, encourage them to spend a little time planning. Ask them: HOW you are going to live in each room? WHO is going to live in each room?

For example, the master bathroom. Have you always dreamed of having a soaking tub? Or maybe one of those amazing multiple jet showers? Will you use them everyday? Also, don’t go too trendy with the materials you choose. (Tile, accents, vanity tops.) Remember that what’s ”in” now will in all likelihood look dated in a couple of years.

A similar caveat applies to the kitchen. Dramatic colors and finishes are distinctive, but they also get tiresome more quickly. (For example, that gorgeous jade granite countertop might be your favorite today, but how are you going to feel after looking at it day after day for 10 years?) Also, think about how busy your kitchen is… if it’s the family hub or highway, durability and cleanability will be paramount. Do you want a large pantry? Do you want a breakfast bar? Or maybe a pocket office off in a corner? Are you a master chef? Maybe you want to upgrade your range.

Will the kids have their own bathrooms? Keep the finishes, materials, and accessories simple and durable. Cute wallpaper and bright colors might be fine when they’re little, but at some point they’ll have to go. And vanities with tons of drawers just encourage messiness. Try vanities with wire baskets instead of drawers.

Will parents/grandparents be living with you? Consider incorporating some universal design features – wider, zero entry doorways and hallways, lever handles on doors, drawers and sinks, counters at multiple heights, cabinets on casters, and bathrooms with grab bars.

What about the basement? Will you be using it for storage? A rec room? A home theatre? A home gym? Each of these requires a different set of parameters for carpeting, walls, and layout.

These are just a few of the items new home buyers have to consider when they are planning their new homes. With just a little forethought, you can help them plan a dream home that they’ll love for years to come.

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

Are you registered for my webinar?

Categories: New Home Sales, New Home Sales Training, Uncategorized | Posted: February 20, 2015

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Just one of these vital tools will transform the way you sell. You’ll walk away with all of them:

• Equip yourself with fresh, up-to the-minute approaches to achieve moneymaking sales today
• Overcome your pesky competitors and beat the marketplace like a drum
• Convert on-line shoppers to on-site sales
• Embrace technology and win today’s buyers with ON-DEMAND follow-up
• Exceed your sales goals by huge margins and create a monumental income

Don’t miss your opportunity!  Register here.

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

 

Simplify the new home search with a checklist!

Categories: New Home Sales, New Home Sales Process | Posted: February 17, 2015

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When someone decides to buy a new home, it’s important for them to choose a home that fits their family’s needs. They may think they know exactly what they’re looking for, but it helps to make a list… especially if there are several people involved in the selection process!

The following “House Hunting Checklist” is a good starting point. It gets them to think about what they’re really looking for.

What kind of home do you want?

  • One-story?
  • Two-story?
  • Basement?
  • Garage?
  • How many bedrooms?
  • How many bathrooms?

What size home do you want?

  • How many square feet?

What special features do you want?

  • Chef’s kitchen?
  • Open floor plan?
  • 2nd floor laundry?
  • Deck or patio?
  • Hardwood floors?
  • Energy-efficient construction?

What neighborhood amenities do you want? What’s important to your family?

  • Quality of schools? Public or private?
  • Community parks?
  • Playgrounds?
  • Sports fields?
  • Shopping centers?
  • Medical centers?
  • Freeway access?
  • Proximity to work?

During the house hunt, they’ll be bombarded with information. Having a checklist will help them navigate this complicated process, and help them figure out what they’re really searching for!

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

New Home Sales Training Video: You’re Not a Sales Person if You Give it Away

Categories: New Home Sales Training Video | Posted: February 12, 2015

New Home Sales Training Video: Price is the common denomintorIn this new home sales training video Myers talks about one of the most misunderstood topics in the new home sales industry today. Price. This is a huge battle between the customer and sales person. But is it? Many sales people and business owners always think that price is the only denominator to deter their sales. Pricing objections are a knee-jerk reaction to large ticket items but they are not as big a deterrent as many sales people think.

Find out more about how to understand the question “how much is it?” And how you can overturn the price objection and get to the bottom of what this objection really means.

A well-built new home can make your winters warmer!

Categories: New Home Sales, New Home Sales Marketing, New Home Sales Training | Posted: February 4, 2015

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Depending on where you live, winters can range from chilly to arctic. And depending on the age of your home, your winter contentment level can range from comfortable to teeth-chattering. Older homes come with a well-documented litany of money-losing, energy-sucking, cold-inducing problems, including unsealed air gaps, not enough insulation, and leaky windows. Owning a newly built home means warmer feet – and lower utility bills.

One of the reasons that newer homes are more comfortable in the winter is that they are generally more energy-efficient. Building codes have mandated increasingly higher energy efficiency standards since the late 1970s, says Kevin Morrow, senior program manager for the National Association of Home Builders’ green building programs. “The most recent International Energy Conservation Code came out in 2009 [and] required roughly 17 percent more efficiency than the codes of three years prior,” he says. “So using that as sort of a gauge to how newer homes should perform from an efficiency standpoint compared to older homes, it’s pretty clear that just as homes meet code, they are going to be more efficient.”

Air Sealing

New homes use energy more efficiently. They have a tighter-sealed building envelope that helps prevent conditioned air — cool air in the summer, warm air in the winter — from escaping. Features that create this envelope include higher-efficiency insulation, doors and windows.

Windows and Doors

Windows and doors provide homes with light, warmth, and ventilation. And energy-efficient windows and doors can help lower a home’s heating, cooling and lighting costs. Window efficiency has increased tremendously as glass technologies have become very sophisticated, integrating low-e glazing and low conductivity gases. New exterior doors fit and insulate better than older ones, meaning that less air is lost through leakage.

Attic and Wall Insulation

The greater the difference between the indoor and the outdoor temperatures, the more energy it takes to maintain a comfortable temperature in your home. Adding insulation between the indoors and the outdoors reduces that energy demand. Newly built homes are packed with insulation, so they are more energy efficient and more comfortable than older homes.

Green Appliances

Heating and cooling accounts for more than half of the energy use in a typical U.S. home, making it the largest energy expense for most homes. More energy-efficient mechanics help reduce utility bills. Newly-constructed homes include high efficiency water heaters, furnaces and air conditioning units that homes built years ago might not. If you live in a cold climate, a high efficiency furnace will rival or exceed air sealing for its potential money and energy savings. In warmer areas, a high efficiency heat pump is the best choice.

Programmable Thermostats

Just like a water heater that maintains a set temperature even when it isn’t being used, a thermostat does the same thing for the entire house. Using a programmable thermostat allows you to adjust the times you turn on the heating or air-conditioning according to your schedule. By letting the house warm up (or cool off) when there isn’t anyone awake or at home, you save energy and money.

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

New Home Sales Training Video: Getting In Means Getting Out

Categories: New Home Sales Training Video | Posted: January 27, 2015

New Home Sales Training Video: getting in is getting out

 

Success is goals, and everything else is commentary. In every study about goal setting it is found that only about 3% of adults say they have clearly written goals in their life. Yet most studies show that written goals are much more likely to move a person ahead in life. Why is this? A goal is a plan conflict in your own status quo. What are the reasons most people don’t set goals? Because they don’t want to do the work to create new habits and break old ones.  How do you change your habits?

Learn about some of the secrets to goal setting techniques and achievement. Listen and learn from Myers about effective goal setting behavior.

 

 

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

Don’t your communities deserve good photography?

Categories: New Home Sales Marketing, New Home Sales Process | Posted: January 19, 2015
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When it comes to portraying your communities and homes in their best light, the old adage is true – a picture is worth a thousand words. A good photo or two can convey so much about your product – whether it’s a great shot of your gorgeous kitchen or a lifestyle photo showing your target market. A mix of product and lifestyle photos is the best way to show people what your neighborhoods are all about!

So why do so many home builders give photography short shrift? The primary reason is usually that there are a million other things to do. Unfortunately, when it comes time to update the website or run new ads or create new marketing pieces, the lack of photos becomes a big deal. So then, they send their salesperson out to grab a few shots with a smart phone. Don’t your homes deserve better?

There are some basic rules for photographing exteriors and interiors:

EXTERIORS

  1. Never photograph the front of the home while it is in shadow. Always wait until the time of day when it is in full sunlight. A home that is shot in shadow can’t be sufficiently lightened up to show clear details and will look muddy and dull.
  2. Never photograph outside on a cloudy day.
  3. Clean up the site before shooting to avoid costly retouching later.
  4. If possible, scrape off manufacturer’s stickers on windows, using a razor scraper. Stickers are unsightly and are time-consuming to retouch.
  5. Look around for anything that might spoil the photo, for example:
    • Are the windows or garage door open?
    • Are the trashcans visible?
    • Is the garden hose running across the lawn?
    • Is the construction debris in the back yard visible from the street?
    • Is the front door still unpainted bare wood?
    • Is the house missing light fixtures, door hardware, window trim, etc.?
    • Are there muddy tire tracks from construction vehicles in the driveway?
    • Avoid shooting through trees that cover the front of the house.
    • If an object cannot be moved (like a permanent sign or a small tree), shoot around it, so that it isn’t blocking any part of the front of the house.
  6. Pick the most flattering angle. For example, shooting from the garage side might make the house look like it’s a big garage with a tiny house stuck to it.
  7. Try to focus on the front entryway. Avoid angles that obscure the front door.
  8. Consider evening or twilight shots, with all the lights on inside the house.
  9. Remove window screens. Windows reflect light better and give a more “lived-in” look without the window screens.
  10. Pay attention to window reflections. Is the construction vehicle parked across the street reflected in first floor windows? If possible, remove any distractions.

INTERIORS

  1. Never shoot inside with direct sunlight streaming in through the windows. Photos with light-flooded windows are nearly impossible to retouch.
  2. Always shoot on a sunny day, but not when the sun is shining directly into the room.
  3. Pay attention to what’s outside the windows. Are there trucks or debris that can be moved? A swing set from the neighbor’s house? If the view is less than spectacular, consider angles that are shooting along the windows, rather than straight out the window. Remove window screens before shooting!
  4. Try to highlight unique architectural features. Use hidden interior lights to brighten up dark corners, a cathedral ceiling that might be in shadow, dark walls, etc.
  5. Get the room as bright as possible using the artificial lights that are in the room. Turn on all the lamps and ceiling lights.
  6. Avoid shots that look like a furniture showroom. Shift or remove some furniture to avoid a cluttered or cramped look.
  7. While walking backwards, use a broom to brush out any distracting footprints in carpets before shooting.
  8. Don’t hurry the shoot. Experiment with lighting to highlight some areas and downplay others.
  9. Be aware of the sight lines. Shoot from angles that make the room look as large as possible.
  10. Consider shooting at twilight, or in total darkness. Shots taken in the middle of the night, properly lit from the outside, can give the illusion that a photo was taken on a sunny day. The more you can control the lighting, the better the interior shots will be.

When it comes to choosing lifestyle photography, think about who is living in your homes. Is it young families, young couples, active adults? Do you have amenities that can be showcased – a fitness center, clubhouse, pool, parks, etc? Are your residents avid golfers? Or are they hikers or bikers? All of these demographics can be shown with lifestyle photography – your own or images purchased from a stock photography site.

And don’t forget about video! Many builders have begun to include simple videos taken with a smart phone on their websites. In this case, the resulting media doesn’t have to be high end. People like to watch videos, even if it’s just a builder taking their iPhone through a model or a happy family gushing about how much they love their new home!

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

New Home Sales Training Video: Just Show Up

Categories: New Home Sales Training Video, Personal Development | Posted: January 15, 2015

ç=Just Show Up For New Home Sales SuccessIt may sound simple, too simple, but often success is achieved by just showing up! I know. You are probably asking yourself what that means. You are shaking your head and saying, “Myers I show up daily to model model.”

Listen to this video and get the inside information I share here and learn how to set yourself up for success both in business and in life. Ask yourself a few questions and you’ll learn how to just show up.

How Well Do You Know Your Potential Homebuyers?

Categories: New Home Sales, New Home Sales Marketing, New Home Sales Training | Posted: January 6, 2015

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Reaching your audience is the key to successful marketing, but in order to reach them, you have to really KNOW them. Who are they? What do they like? How do they communicate? What’s the best way to communicate with them? We’ve broken down your various demographics into some simple descriptions that might help you understand your target markets a little better.

Gender

As might be expected, men and women have very different approaches to buying things, whether it’s shoes, electronics or houses. Women like upbeat, sentimental, and aspirational imagery, and lots of details. They’re multi-taskers, so shopping is more social and interactive. They enjoy shopping as an experience (i.e. design centers and vignettes), and love to get a great deal on something (i.e. special offers).

Men are more product-driven and practical. They like large photos and not a lot of detail. They don’t mind paying more if it’s for quality. (i.e. Is this the best [house, water heater, roofing, carpeting]? Great!) They’re also more competitive. (Is my [house, water heater, roofing, carpeting] better than someone else’s? Even better!)

Age

When you break your demographics down by age groups/generations, things get even more interesting. One of the biggest differences is the role that technology plays in their lives.

Millennials

 The youngest group of buyers (Gen Y/Millennials) is in their very early 20’s through 30’s. They are very comfortable with technology; in fact, it’s an intrinsic part of the lives. (i.e. Drop zones and recharging stations. Space for a laptop in the kitchen.) They’ve seen their financial situation decimated by the Recession, so they tend to be short on cash. They can absorb a lot of information, so don’t be afraid to give it to them. The internet is the obvious advertising milieu for Millennials. They like ads that are simple with strong imagery. They’re like innovation, so interesting web marketing will reach them.

Gen Xers

The next group are the so-called “Gen Xers” – buyers in their 30’s, 40’s and early 50’s. Some of them are just getting married and having kids, while the older ones are heading toward empty nesting. As the first generation of latchkey kids, they tend to be more self-reliant and frugal. Don’t try to “sell” them – they know their own minds, and know what they like. They appreciate accuracy and value – definitely substance over splash. Again – No BS. Though not as tech-driven as the Millennials, they are tech-savvy, so you can use search, pay-per-click, email and Facebook to reach them.

Baby Boomers

 Lastly are the seemingly omnipresent Baby Boomers. Known for being flashy, fun and impulsive, they are not averse to spending money. Even though the first Boomers are close to 70, they see themselves as eternally young and adventurous. Hip nostalgia and youthful imagery are a good bet. They’re well educated and successful, so don’t talk down to them. They love their freedom and hate stress, so emphasize low maintenance and great warranties. They have integrated technology into their lives but are still comfortable with traditional media forms as well, so advertising across platforms is a good approach.

As you can see, when it comes to reaching your audiences, you’ve got your work cut out for you!

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

Don’t miss Myers at the 2015 International Builders’ Show!

Categories: New Home Sales, New Home Sales Training | Posted: December 30, 2014

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People are constantly asking when and where I’ll be at the International Builders’ Show. So, here’s a little rundown on where to find me:

 

Tuesday, January 20 | 2:15 – 3:00 PM

New Home Sales Extravaganza: Maximum Download

Sales Central (South Hall) – S219

I’ll give you enough new-home sales education to inspire you for a full year.

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Thursday, January 22 | 10:00 – 11:00 AM

How to Integrate Online with On-Site for Amped-Up Sales Results

South 220

Mollie Elkman & I will help you discover how to turn your online marketing and your on-site sales team into a lead generation, sale-closing machine.

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Thursday, January 22 | 12:00 – 1:00 PM

Myers Barnes & National Sales & Marketing Council Sales Central Grand Finale Luncheon

Sales Central (South Hall) – S219

Once again, I’ll be hosting this high energy, fun filled event. It’s a great way to end IBS!

 

If you haven’t yet, go register! And I’ll see you in Vegas!

 

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