Myers Barnes Blog

It’s a Relationship, Not a Transaction

Categories: New Home Sales Training | Posted: March 24, 2015

build relationships with new home buyers in the new home sales industryDo you see your new homes customer as a transaction? A one-off? Or is the connection a long-term relationship that delivers future return on your time investment? A customer who remains connected with you during the transaction and beyond will not only return when it’s time to make another purchase, but will also refer others to you. If they’re as happy with the relationship, those others will keep generating referrals.

Successful new home sales people know that today’s buyers seek a relationship with their sales agent. And with so much competition for their business, you need to give them what they want.

Where does the relationship start?

From the first contact.

When you differentiate yourself as someone who is genuinely interested in finding the right home for the buyer, not just making a sale, you’re on the road to becoming the trusted adviser. You take the time to understand their needs and wants, even helping them to uncover certain features that they hadn’t considered as valuable—or, conversely, as unnecessary for their lifestyle.

You provide information about communities, schools, hospitals, and other area amenities. You share virtual tours, articles about the area, and event calendars to give them a sense of place. You answer questions, even before they’re asked. You educate. You don’t focus on making the sale, but guiding them home. You don’t count the minutes and hours you dedicate to nurturing this prospect. That’s for the clock-watchers who are purely transactional.

Remember these five key points about building the sales relationship:

#1. People buy from people they like and trust. Yes, it’s personal. It doesn’t matter how knowledgeable you are, how many homes you’ve sold, and your position with your company. If a prospect doesn’t like you, you won’t make the sale.

#2. Listening is more important than talking. Close your mouth and open your ears. Your prospect is serving up many clues. When you focus on what they’re saying, you will gain insight that you can turn to your advantage—and, ultimately, your buyer’s.

#3. The purchase is an emotional decision that is supported by facts, in that order. Homebuyers respond to the experience. They need to feel excited and inspired by the home you’re presenting. Don’t stack up a pile of features and expect them to close the deal. Build up the experiential side.

#4. Solve the problem first. Then sell the solution. A trusted advisor is a professional who creates positive results to a buyer’s challenges. Uncover those problems for the individual buyer, solve them, and then present the solution to the buyer. But make sure the problem you’re solving is an important obstacle your customer wants to overcome.

#5. Stay positive. You will certainly be faced with objections. Accept them as challenges. When you maintain a positive attitude, your homebuyer will feel more comfortable in the budding relationship.

New Home Sales Training Video: The 300 Percent Rule

Categories: New Home Sales Training Video | Posted: March 7, 2015

New Home Sales training video about the 300% ruleIt’s a rare occasion when a prospect walks into a new home sales center and says, “I’m ready to buy.” More often the protective shields go up, just like on the Star Ship Enterprise. Rather than the prospects deciding to engage, they instead disengage by saying “I’m just looking.”

This one phrase, “I’m just looking” is the quickest way to deflate the sails (and sales) of most sales people out there. The reality of your job is you need to cut through the “Just looking.” objection and give your full presentation. Learn what the 300 percent rule is in this new home sales training video.

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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Taliesyn Realty Master Bathroom

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.