Myers Barnes Blog

Failure is the mother of success

Categories: Leadership, New Home Sales Coach, New Home Sales Process, New Home Sales Training, Personal Development | Posted: November 17, 2015

An ancient Chinese proverb says, “Failure is the mother of success.” When I was starting out in business, I reminded myself of these words, over and over again.

Looking back, while I understood the meaning of the proverb, I don’t think I fully embraced the importance of the concept until years later. I had to experience failure a few times, to feel the disappointment and frustration, before I could appreciate the purpose of failure.

Thomas Edison tried 10,000 times to find a way to invent the light bulb. He explained, “I have not failed. I’ve just found 10,000 ways that won’t work.”Failure breeds success.

Baseball great Babe Ruth scored 714 home runs during his career, but he also held the record for most strikeouts: 1,330. Did that faze him? “Every strike brings me closer to the next home run.”

“Colonel” Harland David Sanders believed in his recipe for fried chicken, but was rejected 1,009 times before a restaurant accepted it.

Theodor “Dr. Seuss” Geisel’s first manuscript was rejected by 27 publishers. The award-winning children’s book author later said, “Whenever things go a bit sour in a job I’m doing, I always tell myself, ‘You can do better than this’.”

The Beatles were evaluated by a record company that reported, “we don’t like their sound, and guitar music is on the way out.” Walt Disney was fired from a job as a newspaper cartoonist because the editor said he “lacked imagination and had no good ideas.” The assessment of Fred Astaire’s first screen test stated, “Can’t act. Can’t sing. Slightly bald. Can dance a little.”

Slowly, in the School of Life, I’ve learned that obstacles rise up before you, setbacks occur when you least expect them, and failure is a given. I’ve also learned that I will not die from failures. Losing does not make me a loser, unless I believe myself to be one.

Failure is feedback. Take it. Learn from it. Move on. Success tastes much sweeter, but failure is food for thought.

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

FREE Proven Pre-Sales E-book Launched Today!

Categories: New Home Sales, New Home Sales Marketing, New Home Sales Process | Posted: November 9, 2015

Proven Pre-Sales E-Book

Renowned author and speaker, Myers Barnes, and international speaker and building industry expert, Mollie Elkman, have just released their new e-book, entitled PROVEN PRE-SALES: How to Successfully Launch a New Community. It guides homebuilders through the process of successfully – and profitably – launching a new home community. The book details the entire pre-sale process, offering up proven strategies, new perspectives and easy tips for generating sales.

Barnes and Elkman have combined their collective experience into this step-by-step guide to success. PROVEN PRE-SALES: How to Successfully Launch a New Community covers everything a builder needs to consider when planning and executing a new community launch, from choosing a date to developing a budget, to creating a marketing plan. Other topics include generating excitement that produces qualified prospects, overcoming known objections, and closing sales efficiently. The easy-to read book also features real-world examples of marketing materials that have been used for launches, as well as detailed calendars and schedules, media plans, and budgets.

“One main challenge facing the market right now is the availability of lots. To thrive in 2016 and beyond, homebuilders need a viable strategy to turn sales before they turn the first shovel of dirt,” Barnes said. “The secrets of pre-selling are finally revealed in this paint-by-numbers e-book!”

As recognized thought leaders in the Homebuilding Industry, Myers Barnes and Mollie Elkman have been chosen by the NAHB to speak on this topic at the 2016 International Builders Show in January.

For a builder looking for a practical and insightful guide to getting prospects to pre-order and pay upfront for a house that doesn’t yet exist, PROVEN PRE-SALES: How to Successfully Launch a New Community is the book to start them out on the right foot.

Click here to download a free copy of PROVEN PRE-SALES: How to Successfully Launch a New Community.

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


In pursuit of extra-ordinary

Categories: Leadership, New Home Sales, New Home Sales Coach, New Home Sales Management, New Home Sales Process, New Home Sales Training, Personal Development | Posted: November 3, 2015

“Extraordinary” is the result of coupling two words: “extra” and “ordinary”. Ordinary is average, but when you elevate it with the prefix “extra”, you experience something far beyond average.

A “C” grade is an average one. A student can get by with C’s. He can graduate, earn a degree, and go on to a career. But those marks indicate an ordinary person who doesn’t push to excel.

Ordinary people are satisfied with the status quo. Extraordinary people are driven to achieve greater results.

Ordinary people see what exists. Extraordinary people have the vision to see what is possible.

Ordinary people are predictable. Extraordinary people will surprise you.

Ordinary sales associates will close deals and live up to expectations. Extraordinary sales associates exceed them.


As a new home sales manager, you might be expecting extraordinary results from ordinary sales associates. You might be recruiting people to fill the roles without clearly understanding what extraordinary results mean to your business. If you don’t make the necessary effort to find and attract extraordinary sales talent—but invest in people who are merely gaining experience for their next job—then you deserve what you get.

It takes vision to look beyond the ordinary, to envision new ideas that will broaden your business. You also need to see your flaws, and not as weaknesses but opportunities to become better.

It takes time to build your team and your company, populating it with extraordinary people and nurturing them with opportunity. Ongoing sales training, attractive incentives, and ongoing acknowledgement will help you retain your most valuable assets!

And it takes guts to take risks. You will not always win, and you embrace that reality. In fact, competition makes your victories that much sweeter.

But look at the reward. Your effort in sculpting the company to “extra-ordinary” will deliver grade “A” success. Keep your eye on that goal.

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

Are you on the cutting edge or bleeding edge?

Categories: Leadership, New Home Sales, New Home Sales Coach | Posted: October 20, 2015

Competition is tougher than ever. You must innovate to be a leader, and continue to do so to stay up there. People talk about being on the cutting edge of something—technology, style, change—and that used to be good enough to rise above.

“Good enough”. There’s a phrase that makes me cringe. Good enough isn’t good enough. And being on the cutting edge isn’t either.

Think outside the box

Think about it. The cutting edge is on the verge, perched and ready to slice. We believe the phrase to mean that someone—an individual or a company—is making exciting changes, but I don’t see it that way.

I’d rather be on the bleeding edge. The bleeding edge is that boundary that has not been broken. No one has yet to break through deeply enough to expose what lies behind it. Fear of the unknown, of pain, and of failure keep people at a safe distance from the bleeding edge. They don’t want to be bloodied. Leave that for someone else.

My question for you is, are you on the cutting edge or bleeding edge? Are you daring enough to explore new territory, even if it’s difficult, scary, or poses a threat to your livelihood?

The successful new home sales professionals are not content to sit back and follow the status quo. They keep looking for ways to innovate, in order to make themselves rise above the competition. They are creative in finding prospects, unique in making their presentation, and unafraid to explore new approaches to making a close. They don’t wait for others to give it a try and watch what happens.

Steve Jobs is an example of someone on the bleeding edge. He looked beyond the possibility of creating new technology. He deafened himself to scorn and skepticism as he focused on his goal. He succeeded where others failed because he clung to his belief that he could find a solution.

When you are working with a homebuyer, your goal is not to make a sale. You need to first make a difference. Do the unexpected. Ask the questions that other new home sales professionals are not. Dig deeper into your skill set, which is continually honed to a sharp edge.

Then, get off the edge. Make the cut. If you’re not willing to bleed, you’re never going to lead.

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

Rewire your hardwired thinking.

Categories: Leadership, New Home Sales, New Home Sales Process, New Home Sales Training, Personal Development | Posted: October 6, 2015

Human beings are creatures of habit. We learn something—a skill, behavior, statistic—and burn it into our being. The more we use that “thing”, the stronger it becomes. We’re hardwired.

Some might say “stubborn”.

In many instances, being hardwired is perfectly fine. That staunchness, however, is a problem when we become inflexible as a result. People who do not embrace the will to unlearn and relearn will live their lives with limits. Learning to rewire your hardwired thinking is a worthwhile effort.

Destin Sandlin, founder of SmarterEveryDay, conducted a test of his ability to rewire his hardwired thinking. He had a bike that had been re-engineered so that turning the handlebars in one direction actually veered the wheels in the opposite one—contrary to a normal bike. When he attempted to ride this altered bike, he couldn’t maneuver the opposite steerage. It sounds simple, but Destin found the challenge greater than he expected.

For eight months, Destin spent five minutes a day on the backwards bike. Then, it suddenly clicked for him.

“One day, I couldn’t ride the bike and the next day, I could,” he explained. “It was like I could feel some kind of pathway in my brain that was now unlocked…but if I wasn’t paying close enough attention to it, my brain would easily lose that neuropath and jump back on the old road it was more familiar with. Any distraction, like a cell phone ringing in my pocket, would instantly throw my brain back into the old control algorithm, and I would wreck.”

Destin added that one of the lessons he learned from this experiment is that “knowledge does not equal understanding.” He knew how to ride a bike, but his brain resisted the change to his accepted perception of this knowledge.Rewire your thinking

Your mind is a powerful tool, and it takes concerted effort—like Destin’s—to rewire your established thought patterns from the existing tendencies, or biases. It’s easier to wire your thinking, behavior, and understanding than to rewire it.

Are you so hardwired that you’re missing new home sales opportunities? Is there a behavior, action, or reaction that needs to be retooled? Making change requires commitment and effort.

“Repetition is the mother of skill,” Tony Robbins stated.

“Repetition is the mother of learning, the father of action, which makes it the architect of accomplishment,” Zig Ziglar posed.

Destin Sandlin rewired his brain over an eight-month period. He presented the same challenge to his young son, who had been riding a bike for three years. The youngster managed to ride the backwards bike in just two weeks. His mind was more open to new thinking.

As we gain experience, we can fall into the trap that knowledge means mastery. This thinking can close our minds to learning and growing. Sales managers often see that bringing in an inexperienced sales associate is preferable to a seasoned pro, because it’s easier to manage their training than attempting to fix the hardwired patterns.

I challenge you to take a different approach in your new home sales techniques. It could be as small as the way you welcome a visitor to a model or as complex as your method of making the presentation and asking for the sale. Start somewhere. Pull the plug. Then power up with another outlet.

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

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