Myers Barnes Blog

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.)


Post appeared first on BuilderIQ: Five-star reviews and how to get plenty of them

Accountability: Things Don’t Get Better Unless You Do

Categories: New Home Sales, New Home Sales Training, Personal Development | Posted: May 11, 2017

So, what’s an excuse? Excuses are reasons you create in your own mind to avoid the reality that you failed to hit the mark in some way. An excuse is just some justification that you believe gets you off the hook for whatever action you chose, including inaction. We need to cease with all these excuses and instead accept accountability.

It was George Washington Carver who said, “If not for the creativity of an excuse, man would actually succeed.” This is where accountability kicks in. Stop making excuses and accept responsibility. We all need to be more accountable for our choices and our actions. We shouldn’t waste energy seeking excuses, but rather learn from our failures and apply those lessons.

Ask questions like, “What have I failed to explore?” “What different approach is worth pursuing?” “What should I have done differently?” If you want better results, you need to change your tactics. Circumstances may not get better, but your approach, your attitude, and your actions can.

Do you deliver frictionless buying?

Categories: Customer Service | Posted: May 8, 2017

Friction isn’t just that chafing feeling when someone is rubbing you the wrong way. In the language of selling, friction is a barrier. It’s a reason for someone to think twice, and perhaps go elsewhere. The less friction you create between you and your buyer, the more seamless the experience for both of you.

Look at Amazon, the master of frictionless buying. When you want something—anything—you search the online retailer’s site. You check the reviews, make your choice, and it’s one-click easy to buy what you want, delivered where it needs to be, in two days (or less) for no shipping.

Can it get any more frictionless than that?

Sure. I can order whenever I want because Amazon never closes. If I open a gift on Christmas morning and it’s not what I want, need, or will ever wear, I can go to Amazon’s site and exchange it, right then. They’ll even have someone pick it up from my door. They are always open and they deliver on Sundays.

Frictionless Businesses

Amazon is one of the world’s largest retailers, and it achieved that status without a brick-and-mortar store.

Uber is the largest transportation business worldwide and the company made it to the top without owning a single vehicle.

Airbnb is the global leader in vacation travel, without owning any rooms!

Each of these businesses disrupted their industry and dethroned competitors through frictionless selling and service. They make it as easy as possible for the customer to get what they want. You do whatever it takes to make the purchasing decision a seamless no-brainer. Minimize the steps. Remove the obstructions for a frictionless buying process.

How does this relate to new home sales?

How’s your website?

Today, 78% of your weekend web traffic comes in over a mobile phone! So, is your website Mobile First, super-fast and easily navigable?

Important questions to think about when it comes to your website…

  • How many times do you meet with a customer before they choose to buy from you?
  • How many phone calls and emails are exchanged? Does your customer have to wait for a response? How long is the wait?
  • How many design variations and finance options do you present?

Every unnecessary step along the path to purchase is an opportunity for your customer to take a detour elsewhere.

If Amazon’s store was only open certain hours, would you continue to shop there?

If Uber didn’t conduct their business over your mobile phone, or the driver was not 5 Star rated, and they conducted their business the same as a cab, or if they arrived late, would you use the service again?

There are ways to reduce the friction in your sales process. We’ll come back later to give you more information or feel free to get in touch to get started right away: contact Builder Designs


The post appeared first on BuilderIQ: Monday Thoughts with Myers: Do You Deliver Frictionless Buying?

The Pain Of Discipline Vs. The Pain Of Regret

Categories: New Home Sales, New Home Sales Coach, New Home Sales Training, Personal Development | Posted: May 2, 2017

Regret is one of those useless emotions. It’s mourning something you failed to do or get. You can’t change the outcome. It’s a done deal. So, why waste your energy on the burden and pain of regret?

Discipline delivers pain, but with purpose. You push yourself to do those things that you’d rather avoid. You get up early and go for a run when you’d rather stay in bed. You say “no” to that second helping of pasta or a slice of three-layer chocolate cake because you know you’ll regret it later. So, to avoid that wasted emotion of regret, you fight off the temptation that could take you there.

Over a century ago, Albert Hubbard defined discipline as, “the ability to make yourself do the things you should do, when you should do them, whether you feel like it or not.”

That’s the inherent pain in discipline. You fight against your own urges. Your brain wages an intellectual battle between what you “want” and what you “should do”.

Discipline drives you to keep working on a report because, in your heart, you know you can do better. Accepting something as “good enough” is a compromise you’re not willing to make.

In sales, discipline is the reason you pursue your leads with more consistency and confidence. You don’t give up after a few tries.

Self-discipline guides you to push harder toward achieving a desirable outcome. At the other side of discipline is accomplishment, while regret only brings self-doubt.

When it comes to making tough choices, you will reside in one of two pain zones: the pain of discipline or the pain of regret. Discipline is like labor pain. It lasts for a short while but then gives you a lasting joy.

Regret is a burden. Nothing more.

Put them on a scale. Discipline can be measured in ounces. Regret weighs a ton.

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