Myers Barnes Blog

Power Past The Fear of Sales Rejection

Categories: New Home Sales, New Home Sales Coach, New Home Sales Process, New Home Sales Training, Personal Development | Posted: September 29, 2015

Here’s a quick quiz. Which of the following strikes the greatest fear in the heart of a new home sales professional?

  1. The shower scene from “Psycho”.
  2. The news that the mother-in-law is moving in with her nasty little dog.
  3. Asking for the sale.

Well, truth is, we pretty much know that Janet Leigh is not going to survive her shower in “Psycho”. Secondly, having the mother-in-law living under your roof, even with a nippy, barking dog under foot, can be an incentive to sell more. You can use your job as a valid reason for steering clear of the pair.

The correct answer, from my experience, is C. I’m surprised that so-called “sales professionals” quiver at the thought of asking for the sale. Isn’t that what all the effort is leading up to?

If you expect to succeed in new home sales, you need to overcome the fear of sales rejection. It will happen. Not every prospect will fall hopelessly in love with your product or find your sales presentation irresistible. Accept this reality.Sales Rejection

Then, ask yourself, “What do I really fear?” I would think that fear of poverty would be stronger than the fear of sales rejection. When you fail to ask your homebuyer to buy the home, your effort will not culminate in a sale. No sale, no commission.

When the time is right, ask your homebuyer, “Are you ready to buy this house?”

You will get one of three answers: Yes, No, or Not Yet.

“Yes” is the one you want. “No” and “Not Yet” simply mean you haven’t yet convinced your buyer of the property’s inherent value. So, your job isn’t done yet. What’s so scary about that?

In new home sales, rejection is inevitable. Rather than fear it, learn from the rejection, and you grow as a sales professional—as long as you apply the lesson. I don’t see rejection as a failure, but as an opportunity to sharpen selling skills. Of course, if you’re being presented with a disproportionate number of these “lessons”, then you’d better explore more sales training…or another career.

Ralph Waldo Emerson said, “Do the thing you fear, and the death of fear is certain.”

When you confront your fears and beat them down, you discover that fear exists only when you allow it to live in you. Don’t be such a good host.

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

Maximize Your Sales Meetings

Categories: Leadership, New Home Sales, New Home Sales Coach, New Home Sales Process, New Home Sales Training, Personal Development | Posted: September 22, 2015

Meeting Time is valued. I dislike wasting it in a useless meeting.

The problem with so many meetings is that they are poorly managed. The meeting leader fails to provide an agenda in advance (or even at the start of the meeting), attendees don’t respect the importance of timeliness, and people leave with no clear vision or actionable directive.

So, what exactly was accomplished? I believe that actions should be measurable, and that includes sales meetings. Here are some simple rules that will help you make the most of your sales meetings.

Rule #1. Show up 100%.

When you come to a meeting, be prepared to pay attention, listen, and contribute to your fullest. If you’re glancing at your phone, tapping away at your tablet or laptop, or focused on something else, you’re cheating the others because you’re not part of the conversation. You convey the message that you’re more important than the others in the room. Put away your technology for the duration of the meeting. If you’re the meeting leader, instruct others to do the same. There’s no point in meeting halfway.

Rule #2. Start on time.

There is no excuse for tardiness. People who show up late to sales meetings are disrespectful of every person who arrived on time. If you offer to “wait five more minutes for the stragglers”, you cater to them and communicate to the others that tardiness is acceptable. It’s not. Consider a penalty for latecomers—something that will require some of their valuable time to do a task that rewards the rest of the team. This could be research on a topic or buying lunch!

Rule #3. Provide an agenda.

Prepare for the meeting by creating a brief outline of the topics to be covered and the amount of time allowed for each discussion. If individuals are expected to make a presentation, include their names, topics, and time. Distribute the agenda at least two days in advance—or longer, depending on the assignments to be presented.

Rule #4. End on time.

Good meeting management also relies on controlling the discussion to keep to the allotted meeting time. When you let the meeting get away from you, your meeting objectives will not be achieved. Participants are relying on you to deliver effective meetings, and when it slips off track, you appear disorganized and out of control of your team. Since you’ve prepared an agenda, stick to it. Allow your presenters to present, as scheduled.

Rule #5. Wrap it up.

Allow five minutes at the end of your meeting for wrap-up. Provide a summary of what was discussed, remind the participants of their actionable items and timelines that have resulted from the sales meeting. Answer any remaining questions, and thank the attendees for contributing their valuable time, energy, and thoughts.

Don’t waste time with useless meetings. Turn them into power-charged thought sessions, with energy, preparedness, and control. If you treat meetings as an obligation, rather than a gathering for effective thinking, then the others in the room will be equally disengaged.

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

How To Retain Your New Home Sales Team

Categories: Leadership, New Home Sales, New Home Sales Coach, New Home Sales Marketing, New Home Sales Process, New Home Sales Training, Personal Development | Posted: September 15, 2015

In an interview recently, I was asked, “How can I retain the sales talent I’m recruiting?”

This is a great question. When you are recruiting members for your new home sales team, you should be looking for a learning animal. You’re preparing to invest a great deal in this individual. What are you willing to offer—beyond income and basic benefits—to cultivate the right person in this valuable 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, competitive. They thrive on opportunity to sell more and to be rewarded for exemplary performance.

New Home Sales Team

How can you provide the right motivation? The most obvious answer is in financial growth. Jigger a salesperson’s commission for exceeding the sales goal. If the target is three new home sales per month, yet your sales pro has the propensity to make four or more, then offer an additional percentage to the commission for anything above the goal—perhaps start with a proactive reward for past performance.

Another tool to retain your new home sales team is far too often overlooked and under-valued. I’ve told you that these people are competitive, so they’re always seeking an advantage. You can deliver a big one by offering them additional training. Give them the reward of knowledge and skill. Researchers for the Harvard Business Review identified the motivational power that progress provides to an individual. “Progress” can be described as achieving greater results on a personal and/or professional level, on a day-to-day basis. It’s not a one-off event, but 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 position that fulfills their needs. Many of the rewards you can offer will cost you nothing—recognition, appreciation, and opportunity. Provide enticing incentives and effective sales leadership and you won’t need to go looking for new sales talent, except to augment your already successful selling team.

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

Accountability: Things Don’t Get Better Until YOU Do.

Categories: Customer Service, Leadership, New Home Sales, New Home Sales Process, New Home Sales Training, Personal Development | Posted: September 8, 2015

Excuses are reasons you create in order to avoid the reality that you have failed in some way. “Because” and ‘if only” are usually followed by some justification that you believe gets you off the hook for whatever action you chose—including inaction.

Stop it. Cease with the excuses. Accept accountability. Recognize that things don’t get better until you do. Whatever reasons you come up with, the end result is the same. You failed. The outcome might simply be that you were late “because the traffic was bad”. If a homebuyer is waiting for you and you serve up that excuse, do you honestly think the person is contented? Even if he says. “Don’t worry about it”, you have created the impression that you don’t manage your time well enough. Black mark.

Here’s another one. “I would have made the sale if only I could have offered more sales incentives.”

Wrong again.

AccountabilityYou missed the sale because you didn’t impart enough value. The homebuyer wasn’t convinced that the new home you were selling was the right choice.

We all need to be more accountable for our choices and our actions. We shouldn’t waste energy seeking excuses, but rather learning from those failures and applying the lessons so we don’t repeat them.

Allow ten more minutes to your travel time.

Invest more effort into learning what your buyer truly wants. Ask questions. Explore. If you feel you have done everything you can to secure a sale, but it doesn’t happen, ask the buyer, “What is it you want in your new home? What is this opportunity lacking?”

I admit that there are times when I feel that I’ve done good enough, but not achieved the results I was seeking. Then, the little voice inside my head then shouts at me, “Good enough? Do you accept good enough?”

I shake off the rationalization that my mind is forming. I choke back the excuse that is about to come out of my mouth. I refocus on what I can do better in this situation. What have I failed to explore? What different approach is worth pursuing?

I know that outcomes are the result of effort. If I want better results, I need to change my tactics. “Things” don’t get better. My approach, attitude, and actions can.

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

Selling New Homes Isn’t Easy

Categories: New Home Sales, New Home Sales Coach, New Home Sales Process, New Home Sales Training | Posted: September 1, 2015

New Home Sales

Selling new homes isn’t easy. Check that. Selling them successfully isn’t easy.

I’ve seen some sales counselors show up at the model home, go through the motions of calling prospects and following up with leads. They arrive when the model is scheduled to open and leave when the schedule says so.

They aren’t the most effective ones. They want the results but don’t want to put forth the effort that goes into being successful with new home sales. But sadly, these sales “professionals” represent a large majority in our industry.

There is no set schedule in this business. You don’t work 9 to 5, and then turn off your selling mindset. It’s on—24/7. You work every Saturday and Sunday, because that’s when people buy new homes. You take your days off during the week, sometimes not consecutively. You can have your vacation, of course, but you work hard to make it happen. Even though, your mind is focused on how to do better, where to find leads, and how to bring a tough prospect to close. You’re reading up on current sales strategy and listening to audio books in your mobile university (your car, on airplanes).

As a new home sales professional—as in any sales career—you will experience rejection. Deals that seemed like slam-dunks will fall through. It happens. You’re dealing with buyers who are making the biggest financial decision of their lives, and emotions run high. You’re not just a sales professional. You’re a therapist.

You will counsel homebuyers through their fears, guide them through the decisions that may seem minor, but will have a major impact on their future.

You do all this because new home selling is not a job. It’s a lifestyle. And a mindset. You enjoy helping people to achieve the dream of owning a new home. You relish that moment when you hand over the keys and your homebuyers start a new life.

And you reap the rewards that come with being in the top three percent of the income bracket in this country. Yes, the money is great—but only when YOU are.

I believe that, no matter what career you choose, you should choose to be exceptional. There is no other way to live your life than to do it to the fullest. New Home Sales is not easy. Nothing worthwhile ever is.

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

What’s your backyard style?

Categories: New Home Sales | Posted: August 25, 2015

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Customize your backyard to suit your style, the same way you’d customize the inside of your home! It’s always best to have a plan, so do some research, gather ideas, look at photos, and sketch out a design before jumping into a backyard renovation.

Some style inspirations…

  • Japanese Garden: If you’re looking for Zen and relaxation, this is the perfect style for you! Designed to reflect the philosophical life outlook, your backyard would include stone gardens, traditional Japanese plants and maybe even a small fishpond, not for your children to play in of course.
  • Southern Charm Backyard: Quickly becoming all of the rage, string lights and Mason jar candles, mugs, etc. are the perfect way to add that romantic magic to your backyard. Landscaping, we can’t forget the landscaping. To add that perfect touch, delicate landscaping (forget-me-nots, tulips, a willow tree if you can find a spare) is a must.
  • Ultimate Playground: If you’ve got kids running around, the best way to have them not make a mess is outside of the house! What better way to spend time with your kids than in your own backyard? Try to plot out a place for a bonfire to roast s’mores, finding a hefty branch to harness a tire swing, or even creating an outdoor lounge to read, create and relax with your kids. All of these DIY projects are as quick and easy as A,B,C!
  • Green on Green: Ever heard of farm to table? Well what about backyard to table? Growing your own fruits, veggies & herbs is easier than you think! A sunny spot and good soil are the basic necessities. (You don’t even need a lot of space. You can use containers!) Then you just need to figure out whether you want to grow tomatoes and cucumbers, or raspberries and melons, or basil and thyme… Or maybe all of them!

Whatever your aesthetic, be sure to turn your backyard into a place where you and your family want to be! Stepping out your door should mean stepping into a retreat of your own, whether it be to relax in a hammock, refresh your green thumb or be a kid again – be sure to be outside this summer!

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

5 ways to brighten your home up for the summer

Categories: New Home Sales, Uncategorized | Posted: August 18, 2015

Screen shot 2015-07-09 at 10.34.14 AMBrightening up your home is easier than you think. There are plenty of affordable cosmetic changes you can make to bring summer into your home.

  1. Bright Pops of Color

Using fruity colors – lemon yellow, tangerine, lime green or berry pink – is an easy way to perk up any space. With a fresh coat of paint, funky furniture, area rugs or throw pillows, you can add a dash of summer zest in no time at all. Bright red and deep navy are also hot colors this summer.

  1. Whiten Up

Adding more white to the color palette will give any room a clean and bright look. Lighten up dark rooms with crisp white walls or luminous accessories like white linen pillows or timeless white dishes.

  1. Hit The Beach

A simple and affordable way to bring the beach home – create a display of shells, coral or pebbles on a table or shelf. Hang photos from your last beach vacation. Go wild with a tropical looking shower curtain or placemats. Or try the instant beachiness of a bamboo or rattan chair.

  1. Go For Silver

Silver and glass are always bright and sparkly, with a touch of elegance. Glass mirrored surfaces reflect light and brighten a room. Try an actual mirror or mirrored containers. New shiny silver or crystal lamps or light fixtures are an easy way to change up your décor – and add some summer shimmer.

  1. Au Natural

Bring the outside in. Create an accent wall with a natural hue like grass green or sky blue. Then accessorize with rocks, stones, fresh cut flowers or live plants, and jute or sisal rugs for an organic outdoorsy look.

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

How social media has influenced design & decorating

Categories: New Home Sales, New Home Sales Management | Posted: August 11, 2015


In recent years, the home design and decor industry has grown into one of the largest DIY sectors; and social media has played a vital role in generating this growth.

Social media has undisputedly changed the home design and decor industry. Websites like Pinterest & Houzz are being used by DIY homeowners and professional designers alike, offering global access to free resources, and allowing searchers to tap into amazing talent through social media conversations and groups. The days of flipping through sample books and design magazines, and watching DIY TV shows, are fading into obscurity.

Pinterest has revolutionized the DIY idea market and its influence on home decor.

In fact, most of the popular home decor sites in the U.S. receive maximum referrals through Pinterest. And the Houzz website brings dozens of different styles of architecture right in your living room. From a simple DIY idea for your garage, to designing your entire apartment, Houzz has it all.

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Social media is influencing our dream homes by changing the way we dream about them! For starters, social media has kindled an interest in aesthetics and design. People across the world now have access to incredible resources when designing their own living spaces. Social media, and its tools, let them experiment with colors, patterns and finishes – often for free. These sites have become THE place for people to draw inspiration and find ways to make their homes a manifestation of their personality.

Professional designers, decorators and vendors appreciate the effects of social media, too. They get better interactions and opportunities using social media, and that feedback can be used to develop new products and services. They can reach out to people they never thought of before and access to their knowledge.

The professionals do have some qualms about the effects of Pinterest & Houzz, noting that there is no substitute for actual design expertise. While there is a time for crowdsourcing (creating something through online collaboration) and using social media as a sounding board, having a personal (i.e. live) interaction with a design professional is still the best way to get guidance for larger design projects. After all, most design professionals have years of training and experience that allow them to handle a variety of construction and design issues.

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

De-stress your home buying process. Get organized!

Categories: New Home Sales Management, New Home Sales Process | Posted: August 4, 2015

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Buying a home is one of the biggest decisions you’ll ever make. It may seem overwhelming, but it doesn’t have to be. The best way to keep on top of everything? Get organized. Develop a system and stick to it! Many financial institutions have apps, checklists and guides you can download to create a smooth home buying experience.

Here are some tips to stay organized as you search for and/or buy a home:

  1. Keep track of where you’ve been—and what homes you like

As you search various homes, it’s easy to forget what features stood out to you. Did it have walk-in closets? A finished basement? Does it have enough bathrooms? To help you remember the amenities of each house, use a homebuyer’s checklist with detailed information about each property you see, including:

  1. The location and style of home
  2. Type of construction
  3. Number of bedrooms and bathrooms
  4. Features, such as fireplace, fenced-in yard and laundry room

There are also many smartphone apps, such as the My New HomeSM app, that can help you keep track of these items and allow you to rate homes and store photos.

  1. Have your paperwork together, so you’re ready to apply for a mortgage

You’ll need to collect several documents when you apply for a mortgage. Gathering those now will save you time later. Mortgage lenders usually need:

  1. All pay stubs for the past month
  2. W-2 tax statements from the past two years (If you’re self-employed, you need two years personal and business taxes.)
  3. Bank or investment statements for the past three months
  4. The home purchase contract between you and the seller

You should also think about how to best store your documents, such as in an envelope or tabbed binder that fits legal-sized papers, for easy access.

  1. Stay on top of contact names, phone numbers, emails.

Your new home search may take months, and involve dozens of people – realtors, salespeople, contractors, appraisers, inspectors, mortgage professionals, consultants, etc. Making yourself a chart or spreadsheet of contacts with all of their pertinent info will help you keep track of everything – and is easier to maintain than an unwieldy stack of business cards. 

  1. Get ready to move into your new home

It’ll take some time and organization to prepare for the big move, especially since you’ll likely be closing on your new home at the same time. Even though it will seem as though there aren’t enough hours to get it all done, don’t rush it. Make sure you plan properly, so you have time to do it right and don’t miss, lose or break anything along the way.

Try using a moving timeline to organize your move. It has hints for what to start packing from six weeks out right up to moving day. Plus, there are handy reminders for things you may have not considered, such as filling out a change of address form, notifying your children’s old and new schools, and transferring prescriptions to a new pharmacy.

The bottom line: Buying a new home doesn’t have to make you a ball of stress. By getting organized, you can make the whole process as stress-free as possible.

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

How Millennials Are Changing The Rules Of Homebuying

Categories: New Home Sales | Posted: July 28, 2015

Screen shot 2015-07-09 at 10.05.54 AMAs a demographic cohort, Millennials (aka Generation Y) have been confounding people for years. They simply don’t behave the way that people expect them to. Their response to the homebuying process is no different.

In a recent article on Forbes“Millennial Money” blog, the Millennial approach to homebuying was labeled “really weird”. And what makes them so weird is a complex combination of economic and sociological factors that no previous generation has faced.

Thanks to the insecure job market and unprecedented student loan debt, Millennials (age early 20’s – early 30’s) have developed a rather unromantic approach to buying real estate. Couples aren’t getting married, but they are buying homes in cities. They aren’t putting down roots, instead fixing up their new homes and then selling them within a year or two.

Yup, it’s weird. And it’s the shape of things to come. Millennials represent the largest segment (32%) of homebuyers in America, and that number will only grow in the coming years.

20-somethings are using their first homes to increase their credit scores and build credibility with the bank – possibly offsetting the ponderous effect of student loan debt. While they are cash poor (which makes down payments a struggle), many Millennials are able to start their real estate ventures with special programs that financial institutions have established for first time buyers.

Financial advisors have some warnings though. While investing in real estate is more exciting and tangible than contributing to a 401k, Millennials should exercise a level of risk management. Owning real estate involves more fees and expenses – taxes, HOA fees, debt payments. Managing savings and investing in life insurance to offset the debt risk is one recommendation. A prenuptial agreement outlining the financial responsibilities of two unmarried people owning real estate is another.

If this all sounds terribly pragmatic, it is. The Millennials want the American Dream of owning a home. They’re just doing their way, as usual.

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