Myers Barnes Blog

There’s Always A Reason To Celebrate. Are You Taking The Time?

Categories: Personal Development, Uncategorized | Posted: September 20, 2016

 

image7

If you’re like me, you’ve missed a load of opportunities to throw a good party. Celebrations shouldn’t be limited to birthdays, weddings, anniversaries, graduations, and occasions like those. We need to step up and recognize life’s achievements and rewards.

We need to celebrate. And party.

I should have thrown a party when my best buddy of a son was born. I would have themed that celebration “The greatest gift from God”. I would have shared my blessing and my thankfulness with everyone and anyone who wanted to come to my Baby Joy Party. I would have opened up my giddiness and wonderment that I was gifted with such a perfect child. I still celebrate my son, who is grown and married, and forever my best friend.

The day after I met Lorena, I should have thrown an “I Met My Partner” party. I knew she was perfect for me, but I mostly kept it to myself. My wife is still the most amazing woman I have ever known, the one who doesn’t just tolerate my “uniqueness” but seems to actually enjoy my quirks. Lorena is my steady heartbeat, and the reason my heart skips a beat every time I return home from a trip and see her smiling face.

Making the last car payment or mortgage payment is a reason to celebrate. A “One Less Big Debt” party is a great way to remind yourself and others that there’s an end to indebtedness, that you should reward yourself for making a promise and keeping it.

Being cancer-free for seven years was a milestone worth celebrating. How did I miss that one? I think, like many survivors, you hold your breath a little, exhaling with each month and each year that the doctor tells you that your body is winning the fight. In the midst of my battle with cancer, I couldn’t see seven months in the future, let alone seven years. Yes, I should have thrown that party, for sure.

When I found my Lord and Savior, I celebrated, but in a peaceful way. Why didn’t I share the joy with family and friends? Why didn’t I see that this new relationship deserved more than the internal joy and comfort it gave me?

Not long ago, I sponsored one of the most joyous celebrations of my life. My soon-to-be daughter-in-law put together a rehearsal dinner party at the wedding venue in Mexico. It was most certainly the most festive celebration of the love between two people and the connection with their families that I have ever attended. My son is now experiencing the kind of love I always wished for him, the wholehearted, forever love I have with my wife, Lorena.

I sit here and wonder at all the blessings I’ve had in my life. I’ve loudly celebrated many of them. I overlooked the significance of others. I’ve learned that celebrations aren’t marked by the calendar, but the moments in your life. Take note of them. Party it up to remind yourself that joy comes in many ways. What I choose to celebrate is up to me. I might throw a big bash, or maybe just Myers Barnes, party of one.

 

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

The Art Of the Turnaround

Categories: New Home Sales, New Home Sales Coach, New Home Sales Marketing, New Home Sales Training, Uncategorized | Posted: September 13, 2016

shutterstock_202883830-300x200

My clients consider me a “turnaround specialist,” which is, by definition, a person with special knowledge and ability who is devoted to one area of study and research.

Elaine Morgan, an author who wrote several books on evolutionary anthropology, explained her preoccupation with a singular topic this way: A specialist tends to think in grooves.

That’s how I think. My focus of study is on selling homes and my particular groove is selling NEW homes. As a result, I have been fortunate to excel in sales strategy, and the art of the turnaround.

That sets me apart from most of the sales trainers in the industry today. It has become my Unique Selling Proposition (USP). I’ve built a reputation for helping salespeople, managers, builders and companies get from where they are to where they want to be. I teach them how to reverse direction and to stay on track until they achieve profitability.

Not a simple task, if you think about it. Most folks confuse a groove with a rut. They believe they’re focused and heading in the right direction, but in reality, they’re just digging a deeper hole. They’ve lost their vision.

When I’m able to turn them around and give them a fresh perspective, they get their groove back. They are re-energized, rededicated and ready to put their own spin on success.

What about you? Are you in the grove of innovation of the turnaround that can help you with your comeback?

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

Learning Lessons

Categories: Customer Service, New Home Sales, New Home Sales Marketing, New Home Sales Training | Posted: September 6, 2016

6360128671344328781203928557_lessons-in-life

If you’ve been with me for any amount of time, then you know I’m all about reading books and spreading and sharing knowledge. As a result, I often have in-depth conversations with friends and colleagues about what we’re reading. As you can guess, the topics we cover are broad.

 

Recently, I was talking with a friend who is reading a book called “ Making Sense of Who God is.” One chapter focuses on God’s will, defining His “revealed will” and His “secret will.” God’s revealed will is spelled out in the Bible: Don’t steal or murder. Be kind and courteous. Love your enemies. Don’t lie. Be grateful. Sell lots of new homes. Ok. That last one was my take on Matthew 19:21: “Go and sell what you have…”

 

God’s secret will is not quite as easy to pinpoint. Should you switch jobs, marry this person, have a child, move, buy a new car, borrow for a home addition, etc.? How can you even know the secret will of God?

 

The answer, according to the author, is to get to know the character of God. The more time you spend with Him in Bible study and in prayer, the more you get to know His character and, consequently, His secret will for you.

 

I mention this because it’s the same principle in relationships. Take a husband and wife, for instance. The wife comes home tired from working all day and has to cook dinner, help the kids with their homework, clean house, etc. The husband is sitting in the living room reading the newspaper and watching TV. She thinks, “Boy, I wish he would get up out of his La-Z-Boy and help me. I know if I ask him to, he will; but I expect him to see that I’m tired and I need him to pitch in because he wants to … not because he has to.”

 

As it plays out in real life, if she does not reveal her “secret will,” her husband — who is basically clueless — doesn’t respond. Because he does not see her need and meet her expectations, she becomes hurt and angry.

 

Nice lesson, but what does any of this have to do with new home sales? Well, I’ve given you this lengthy explanation to set the foundation for this statement: Every potential buyer you meet has a secret will and a revealed will. They may tell you some of the things they want in a home and neighborhood; but to know what they really want, you must spend time with them. Observe. Diagnose. Get to know them. Study their character. Learn how they think. Then you will understand how to respond to their needs, their home-buying objections, their desires and the “secret will” they have as a homebuyer. You will also know when to quit selling, either because they’re ready to buy or because they don’t want to buy.

 

Why is this important? Because the majority of new home salespeople are content to sit on their La-Z-Boys. They don’t make the effort to get up, get out and get to know the homebuyer. If you do, you’ll elevate your sales from second-rate to superstar status. And that’s my revealed will for you.

 

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

Work Harder on Yourself Than You Work On Your Job

Categories: Leadership, New Home Sales Coach, New Home Sales Marketing, New Home Sales Training, Personal Development | Posted: August 30, 2016

steps-to-success

The U. S. Navy Seals have a motto: The more you sweat in training, the less you bleed in battle.

Muhammad Ali put it this way: “I run on the road long before I dance under the lights.”

In the Bible, God spoke to Jeremiah, a boy destined to be a prophet, about using the days of peace to fortify his mind against future battles. Jeremiah 12:5: “If you have raced with people on foot and they have worn you out, how can you compete with horses? If you stumble and fall down in a land of peace, how will you manage in the thick thorn-bushes along the Jordan?”

Louis Pasteur observed, “Chance favors the prepared mind.”

And, if you will allow me one more, Colin Powell nailed it. “There are no secrets to success. It is the result of preparation, hard work and learning from failure.”

You’ve probably conquered the “working hard” and “learning from your mistakes” portions. How are you doing on preparation?

If you haven’t already picked up on it, preparation is a key component of a successful business. All the work is performed ahead of time, not during the actual transactions of the day. Consequently, the person who is best prepared achieves the most favorable outcome and keeps the business on track

Make a plan. Then make it work.

I wonder how people go through life without having goals, or setting goals without establishing a plan for achieving them.

When I hear someone say, “I plan to…” I ask them, “So, when do you plan to do that?”

Quite often, the answer is “someday” or “one of these days”—or something equally vague, like “after the kids are grown” or “once my investments improve”.

A goal without a deadline is merely a wish.

A deadline without a plan is useless.

You can make all the wishes you want, but you will never progress toward achieving them if you don’t create a step-by-step plan with a timeline. That’s how you hold yourself accountable. Sales professionals set goals. They either achieve them or they don’t. When they don’t, they adjust their plan and their actions in order to do better.

It takes energy to make a plan, and commitment to work the plan. It takes just as much energy to wish for better circumstances. But which one will improve your situation and your life?

A wish is like a long sigh. It’s just expelling air in a “woe is me” sort of way.

A goal is a deep breath. You inhale the good air—like your desire and the reason behind it—and exhale a cleansing breath. You energize your body with deep breathing. In the same way, you energize your life by creating goals and following through with a plan to reach them.

Movement creates motivation. Stillness causes stagnation.

Stop sighing. If you want to change your life, change your life plan.

 

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

Three Skills That Identify Great Sales Managers

Categories: Leadership, New Home Sales, New Home Sales Coach, New Home Sales Management Training, New Home Sales Training, Uncategorized | Posted: August 23, 2016

team-pulling-arrow-of-success

I’ve worked with sales managers around the country, in small businesses and large organizations. It’s not difficult to pinpoint those who are great at their jobs. You don’t have to show me sales figures. I watch them connect with their sales team for about half an hour, and I can see how and why these professionals have become great sales managers.

The great sales managers I’ve worked with share three skills in common.

#1. They are excellent mentors.

One of the most important jobs of a sales manager is to provide training. By mentoring their sales team members, they share knowledge and experience—both good and bad—and provide guidance, rather than deliver commands. A great sales manager cultivates a great sales team. They don’t jump in and fix things or criticize. Instead, they offer constructive advice for improving. Great sales managers are focused more on strengthening the skills of their team, because the success of the players defines the success of the coach.

#2. They give credit where it is due.

A true leader derives satisfaction from seeing others succeed with their help. Leave your ego outside, because if you want to inspire your sales team, you give them credit when they have earned it, never stealing the accolades for yourself. A great sales manager recognizes that acknowledgement is an incentive. It’s a reward that sparks a sales professional to go for the next win—and then another, and another.

The greatest coaches of all time cultivated winning teams. They didn’t put themselves in the spotlight. Their role was to build each individual into the best player they could be, and the best teammate. When they win the championship, they hoist the trophy together.

#3. They consistently follow a process.

While I appreciate ingenuity and the ability to improvise in a tough situation, I also believe that you can avoid many of these problems by following a process. From generating leads to cultivating prospects to closing the sale, a great sales manager has established and follows a clearly defined set of steps for every process. Sure, you can refine the steps as you find ways to improve, but creating this solid foundation gives your team parameters against which they can weigh options and make decisions. You must also give them the ability to shape the system to leverage their strengths, so that you encourage their desire to perform as an individual, not an automaton.

A strong sales organization grows from the right balance of talent and management. A great sales manager possesses the skills to cultivate the talent, and the whole group reaps the rewards.

 

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

The Business Traveler’s Guide To Healthy Living

Categories: Leadership, Personal Development, Uncategorized | Posted: August 16, 2016

 

34ec2f5

In an average year, I spend more time traveling for business than being at home. Anyone who is on the road frequently can appreciate how difficult it is to maintain a healthy lifestyle. Rushing from one flight to the next, and meeting to meeting, can push you to ignore your health.

I’ve had my own struggles in recent years, so I’m committed to maintaining my well being, no matter where I am. Some of my colleagues ask me, “How do you do stay trim when you’re constantly traveling, Myers?”

I smile and then recite my business traveler’s guide to healthy living. These aren’t tips. They’re choices. And here are all ten of them

#1. No added sugar or salt. Avoid the pastries at the hotel’s continental breakfast. Watch out for buffets that often tempt you into sugary and salt-laden foods. Remember, salt naturally absorbs water, so too much salt in your body retains water.

#2. No white carbs. You’ve likely heard about the evils of carbs. Actually, some carbs are healthy, like whole grains and the natural sugar that can be found in fruits and vegetables. You should avoid white carbs: potatoes, rice, pasta, and breads (yes, that includes bagels, muffins, and pizza). The processed carbohydrates cause a rapid bump in your sugar level. Your body then stores the unused carbs in fat cells.

#3. Consume healthy fats. Fats are like carbs. They’re not all terrible. Unsaturated fats and oils can actually help you manage your weight, as well as improve your healthy cholesterol level and reduce your risk of heart disease. “Superfats”—omega-3 fatty acids—have been proven to boost your memory, problem-solving skill, and emotional balance. Nuts (including natural nut butters), fatty fish (salmon, tuna, trout, mackerel), avocados, olives, kale, spinach, Brussels sprouts, and fish oil are good sources of unsaturated fats.

OK, my one exception, barbecued ribs from Burn Co. Barbeque. Whenever I’m in Tulsa, I reserve a spot in my itinerary for a plate of sauce-soaked goodness at this restaurant.

#4. Drink water and green tea. Every day, I consume 40 plus ounces of water and green tea. Your body needs healthy fluids to lubricate the trillions of cells that keep you alive. Every cell lives in its own tiny water bath. When you don’t properly hydrate, those cells dry up like raisins, which leads to poor health, reduced energy, and myriad other problems that are easily avoidable by making this choice!

#5. Order salad when everyone else orders steak. Yes, you will be the butt of their jokes, but do you care? You’re making the smartest choice at the table, consuming less fat and more, healthy fiber and protein. And who says salad has to be dull? Add chicken or shrimp, fruit and nuts. It tastes like dinner and dessert, all in one dish.

#6. Stick to lean proteins. Fish, shellfish, chicken, turkey, lean ground beef (90% fat-free), pork loin, and beans are high in proteins and low in fat. Low-fat dairy products, like yogurt, cottage, cheese, and ricotta feed the need for protein (building muscle). I also grab a snack of unsalted nuts, which are very high in protein and healthy fats. Egg whites have the most protein in the egg. I rarely have a problem getting an egg-white omelet in a restaurant, and when you add in veggies, it makes for a great breakfast!

#7. Grab all the veggies and fruits when served. Conference centers usually provide fresh fruit at break time, and salad with lunch and dinner. If there’s a buffet, I fill up my plate with the steamed or sautéed vegetables. Then I head for the fruit for dessert. It’s all about choices, my friends. You can choose the menu items that are tempting to the eye, but hazardous to the body. Or you can use self-control and steer your serving hand toward the tastiness that comes with natural foods, like fruit and veggies.

#8. Eat for fuel, not flavor. The purpose of food is to fuel your body’s functions. When you eat healthier, your body can easily process those foods, creating energy and vitality. Your bones are stronger, your skin looks better, and you have more clarity and focus—critical functions when you’re handling important business. Choosing correctly makes the difference between using a high-octane fuel designed for peak performance, and a cheaper, diluted one.

When you ingest foods with additives and chemicals, your digestive processes are trying to figure out what to do with the junk. It’s a foreign substance. So, it’s stored as fat or possibly takes the space of nutrients that are more needed. Before you put anything in your mouth, ask yourself what purpose it will serve in fueling your body.

#9. The body is a temple, not an outhouse. I’ve seen people make better choices in feeding their pets than themselves. They buy the grain-free, high-protein food for their cherished dog, and then wolf down a bag of chips and a hot dog for dinner. Have a little respect for the one and only body you were given. Take care of it. Stop shoveling junk food into this temple. Remember, you lose weight in the kitchen, not the gym.

#10. Break a sweat. After I settle into my hotel room, I head down to the fitness center to see what they have. I try to get in a daily workout wherever I go. In some cases, that’s a brisk walk or a swim in the pool. Thirty minutes of activity makes a huge difference in both your energy level and your body’s ability to burn fat and stay lean.

Traveling is a way of life for me. Sticking to my health choices is as well.

3170391D00000578-3457907-New_fo-m-69_1456122292192

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

The Best Lessons Are Caught, Not Taught

Categories: Leadership, Personal Development, Uncategorized | Posted: August 9, 2016

Several years ago I was in a house and saw a poster that was titled “Children Learn What They Live.” The beginning read: If children live with criticism, they learn to condemn. If they live with hostility, they learn to fight.

1438825350776

It concluded with: If children live with kindness and consideration, they learn respect. If they live with friendliness, they learn the world is a nice place in which to live.

 

If we are products of our environment, then shouldn’t we do all we can to make that environment nourishing and not negative?

 

In truth, we all learn what we live. And, in word and deed, we teach what we learn.

 

So, make no mistake. Children will mimic what we model.

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

New homebuying has changed. CMAs should, too.

Categories: Customer Service, Leadership, New Home Sales, New Home Sales Coach, New Home Sales Process, New Home Sales Training | Posted: June 28, 2016

001ec9f

Not so long ago, when you were trying to communicate the market value of a home to a prospective buyer, you prepared a competitive market analysis (CMA). The report compared the home being considered with others in a comparable neighborhood, with comparable features. You compared a 4-bedroom, 3-bath traditional home with another of the same size.

And it worked well.

The problem is, today’s homebuyer isn’t just “buying” a certain number of rooms in a desirable neighborhood. They’re looking at value, not just as purchase price, but in long-term ownership.

“Big data” is a term that describes a gathering of data that is highly focused and in-depth. The politicians have been relying on big data to better understand voters in narrow segments—like college educated, minority women under the age of 30 who live in a particular state. Big data provides a deeper understanding of behavior by particular sections.

That includes homebuyers. You can no longer sell the value of a home by comparing its structure to another “comparable” one. You have to dig deeper when creating a comp for your new homebuyer.

Lifestyle preferences are more important than the number of bathrooms or the square footage. You need to calculate other factors, like the proximity to the best schools, the view, and the age of the property, to name just a few.

Can you calculate the value of an easy commute? How much is it worth to your buyer to be able to walk the kids to school? When reviewing comps, do you take into account that one home will need to make a major renovation in the not-too-distant future, like HVAC or a new roof? Just as when you purchase a new car, you consider the cost of maintenance, you need to look at a property’s value in relation to ownership, not just purchase.

Forget the way you’ve been doing CMAs. You need to do better to sell the value of a new home to a prospective buyer. A standard CMA algorithm doesn’t take into account enough of the criteria that matters to homebuyers now. They do more research than ever before, so they come to you more informed. They won’t be satisfied with a run-of-the-mill CMA. Use a CMA platform that gives you the ability to customize the report to deliver a value that accurately reflects the home, and not just its physical attributes.

“Value” is in the eyes of the beholder. What matters to your particular buyer? First, find out. Then enter as much data as possible into your CMA program.

Then, go farther. Look at the cost of ownership. In a ten-year span, what will it cost to live in this house? How much will the utilities be for one house without energy efficient systems as compared to a new one with the latest eco-friendly advances?

Let’s also estimate the cost for replacing the roof in seven years, and the commuting cost for 20 miles, as compared to five miles.

You add it all up, and the new home you’re selling presents a total cost of ownership that is $27,000 less than the “comparable”. Can you sell that?

The housing market isn’t the “way it used to be”. Your CMAs shouldn’t either. Technology is giving you the tools to better define “value”. It’s your choice whether or not to use it. Do you want that advantage to go to your competitor?

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

Stop selling quality.

Categories: Customer Service, Leadership, New Home Sales, New Home Sales Training | Posted: June 14, 2016

For the remainder of 2016, we will be hearing certain words far too much—like “pundits”. A few years ago, the word “guru” was used so frequently that actual “gurus” had to find another word to distinguish themselves from the wanna-be’s. I think “thought leader” took its place.

10eb113

“Quality” falls into the same realm of terms that are have been so trampled by the masses that it no longer has any life left. When you hear someone boast about the quality of a product or service, does the word conjure up visions of excellence in your mind? Are you so moved by the promise of “quality” that you can’t wait to acquire more of it?

Of course not. Quality has no quality any more. First quality. Top quality. High quality. Now you need qualifiers to add meaning.

Stop selling quality. Sell benefits that have meaning, that resonate with your buyers.

Quality is purely subjective.

Don’t talk about quality construction. What IS that? Quality is a perception, and its meaning varies from one person to another. What’s your idea of a quality night out? Some people might say an evening at the theatre, while others describe it as pizza and a movie with no kids.

Offer specifics of the exceptional craftsmanship, the superior materials, and the meticulous attention to detail. Demonstrate true quality in the homes you are selling by pointing out factors that contribute to their positive perception.

For example, before you boast about the “quality” insulation, stop yourself. Instead, offer this:

“Here is the R-value rating of the insulation we’ll be installing in your home, which exceeds the standard, so you enjoy greater energy efficiency.”

Don’t talk about quality service. That’s not a tangible feature. Show your new home buyer the unmatched level of personal service that you provide. Follow up and follow through. Give them more information than they ask for. Answers questions they haven’t thought to ask. Be on time. Be available. And don’t check your smartphone in their presence.

“Quality” has no value as a word. Stop using it. Start showing it.

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

Take A Deep Breath

Categories: Personal Development, Uncategorized | Posted: May 31, 2016

failure-on-the-path-to-success-1940x1199

A young man asked Socrates the secret of success. Socrates told the man to meet him near the river the next morning.

When they met, Socrates asked the young man to walk with him into the river. Once the water got up to their neck, Socrates took the young man by surprise and swiftly ducked him under the water.

The man struggled to get loose, but Socrates was strong and held him there until the man’s face started turning blue. Finally, Socrates pulled the young man’s head out of the water. The first thing he did was to gasp and take a deep breath of air.

Socrates asked him, “What did you want the most when you were down there?”

The young man replied, “Air!”

Socrates said, “That is the secret of success. When you want success as badly as you wanted the air, then you will get it!”

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