No More Begging for Sales! The great recession is ending, and the recovery is coming. But things have changed forever—only the sales teams that have Thrival Instinct will know how to make it in this new environment.
The Thrival Revival is Coming!
The Myers Barnes New Home Sales Management Conference
June 7th & 8th, 2010 in Dallas, Texas
It’s COMING!
The biggest and most important event in the history of New Home Sales Management Training is coming. The dust is settling, and a new world lies before us. Things have truly changed forever. Take your sales teams from mere survival to real THRIVAL this June in Dallas, Texas!
I hope you enjoy this brief interview I gave Mike Lyon at the 2010 International Builders Show in Las Vegas. The market has nowhere to go but up, and since we can’t change the market, we can only change ourselves. How are you going to get more market share? By being BETTER!
No matter what your sales goals are for the year, if you don’t keep up, the odds are against you for catching up. Learn the real sales cycle that new home sales professionals must understand and master to keep up—and exceed—their annual sales goals.
Don’t miss out on a single ounce of new home sales wisdom, super achievers! Keep checking back or subscribe to my blog, because I’ll be posting new videos every week.
I recently arrived home after traveling around to various cities and presenting motivational workshops. I had my mind set on unwinding in my most comfortable chair and putting my work aside for awhile. As I walked up to the door, I waved at the landscaper riding his tractor across my lawn.
Once inside the house, I collapsed into the aforementioned chair, and was instantly met by my wife who told me I needed to talk to the landscaper because he needed some business advice. I can honestly say I felt like saying, “I’m fresh out,” but anyone who knows me would just laugh at such a ludicrous thought.
I walked outside a few minutes (and sighs) later, and waved him down. He sheepishly said to me, “So, you’re the guy who teaches people how to make more money.”
“That’s one way to put it,” I replied. He waited for more so I turned the questioning to him. “How much are you charging me per hour for that tractor?”
“$75,” he replied quickly.
“And how much for your time?”
$15 an hour,” he said.
“So your equipment is worth more than you are. The answer to your challenge here is that you need to increase your value as a service provider or I will find that I have more need for the tractor than for you.”
I then advised him that while he spent 8 hours a day riding a tractor, he could be listening to audio books that would give him numerous tips for increasing his business and his value. “Make your ultimate goal to become more valuable than your tractor,” I said, and walked back to my comfy chair.
I was once sitting on the proverbial tractor. There I realized that my true value should be measured by what I bring to a client in terms of knowledge and skills, not replaceable equipment.
Initiative is a valuable trait in a person. Taking initiative is the mark of a self-starter who can see what needs to be done without being told. It is that invaluable professional who doesn’t need hand-holding to complete a task. The self-starters on my team enable me to spend my time more profitably, so I value that skill.
On the other side of the spectrum sits the procrastinator. He sits and sits and sits. He waits for someone to give him a task and then manages to rationalize its imminent delay. Many procrastinators are just plain lazy or woefully indifferent. The problem with caring less is carelessness. Their casualness is your casualty because you are paying for no results. Those people have no place on your team. They have chosen to de-hire themselves by not complying with the needs of the job.
Other procrastinators are afraid of making the wrong decision so they make none at all. As the manager of these struggling professionals, instill in them that it is more important to make a wrong decision. If you screw up, fix it. Inaction is inertia. Nothing happens.
Procrastination is the sneakiest thief of every opportunity that comes your way. Initiative is the combatant. General Douglas MacArthur said security is your ability to produce a result, which makes you employable.
The ability to take action now separates the achievers from the rest of the team. If you can’t turn your procrastinators into self-starters, start over with new members who innately understand the difference.
Ignite your selling power and blow past your goals to achieve blockbuster sales! Join New Home Sales Expert Myers Barnes and NDG Communications President Tom Nelson at the 2010 International Builders Show for a fast-paced, results-oriented sales and marketing session that will get your adrenaline pumping and deliver over-the-top results.
At Red-Hot New Home Sales and Marketing Solutions you’ll receive hard-boiled advice, tried-and-true tips, sensible solutions, and a bold line of attack for your sales and marketing organization. And, you’ll learn pure-genius techniques that will propel you to success, along with remedies for overcoming hardship economies.
The Super Salesapalooza Rally at the 2010 International Builders Show will ROCK you! Inspired by rock legends like The Rolling Stones, The Beatles and Elvis, you will learn how to maximize your success and staying power in new home sales.
This high-energy presentation is packed with ideas you can use to boost your sales NOW. By unleashing your inner Sales Rock Star we’ll help you ignite your personal selling power so you can blow well past your goals. Don’t miss the marquee sales training event of the year. And get ready to rock your sales all year long!
The Super Salesapalooza Rally at IBS 2010
Date: Wednesday, January 20
Time: 9:00 am - 11:30 am
Location: South Hall 3
Speakers: Myers Barnes; Melinda Brody, Meredith Oliver, John Palumbo, Jeff Shore, Jim Suth
I recently wrote about health as a deficiency need. It only seems to take precedence in our lives when we begin to feel ill, at which time we’re already operating at a loss.
Business health is a similar concern. When things are prosperous, we don’t focus on growing the client list, but maintaining the volume we have. We’re busy taking care of the clients who are calling today, without thinking about those who need to be contacting us in the future. Suddenly, the phones aren’t ringing and the prospects aren’t parading through the sales model. And, without the leads to convert, your business health will suffer.
Let me tell you, it is never “sudden”. The lull is the result of ignoring your lead generation system. You’ve been so busy managing the leads you have that you didn’t take the time to do include preventative “health care” measures. Much like taking vitamins, watching your diet, and exercising regularly will keep your body working better, being watchful over your lead generation process will keep your business performing as it should.
With an active, ongoing lead generation process, you won’t have these gaps in sales. The time to implement one is not when the leads have dried up. By then, it’s too late. You know how long it takes to cultivate a lead and close the deal. Do you want to be starting that process after the cash flow has slowed to a trickle? Definitely not!
Take some time today to look at your lead generation tools. How can you incorporate a system to keep the process constant? What kind of exercise regime do you need for your business to ensure a healthy dose of new leads on an ongoing basis?
When you are healthy, sickness is not on your mind. You just take for granted that you will keep breathing, your heart will continue to beat, and all the internal organs are humming along as they should be. Similarly, when you have a comfortable financial cushion, you don’t worry about money.
Health and wealth are both deficiency needs. They only rise to prominence in your actions when they are lacking. The time to think about your health is before you get sick. The time to amass your wealth is when you are healthy.
Recently, I have seen people close to me be forced to deal with serious health and/or financial issues. It’s an eye-opening experience. I’ve seen how neglect can take its toll on a person and the people around them — loved ones, friends, co-workers, employees, and the many people who rely on an individual to be an active participant in their world.
Health, I have discovered, is the greatest gift you can have. All the wealth you can imagine will not help you if your health is compromised. Take preventative measures. Don’t skip that annual check-up or ignore a symptom. Get the tests that are recommended. Follow your doctor’s guidelines for diet, activity, and vaccines. Because you will not live forever but you can make smarter choices to live longer.
A law is a command that is placed upon a citizen, with a defined consequence. If you drive while drunk, you’ll pay a fine, lose your license, or worse, depending on the situation. If you harm an individual, steal someone’s identity, or cheat on your income taxes, the law says you will be punished.
There is no law that says you have to take care of your health. Nor is there a law that says you must be financially careful. Imagine if a law was put in place that dictated you must put 10% of your income into a saving account or you will be go jail for five years. How many people would scramble to comply? And how crowded would our jails be then?
There is a vast difference between law and demand. Law has directed consequences while demand has freedom of choice. When you put an unlegislated demand on yourself, without discipline, you can easily ignore it. You can command yourself to exercise daily but it is too easy to give yourself a day off here and there, with a little rationalization. It’s raining out. I have a headache. I deserve to sleep in today. Whatever the reason, you hold yourself less accountable when no one else is watching.
Buddha said that it is better to conquer yourself than to win a thousand battles. Then, the victory is yours. Make yourself accountable for your life. Create your own set of laws for living. Expect more from yourself and understand that the consequence of compromise is breaking the law. What will be your punishment? A life of less value? Poor health? Guilt?
I challenge you to develop a set of personal standards for yourself and write the laws that will empower you to live up to them. I guarantee you will be a happier, healthier, and richer person for it.
When you start thinking about your professional life — whether you’re in school, training, or into your career — you think about how much money you want to earn. What are you worth and what do you need to do to earn that salary?
For some people, “just enough to get by” is sufficient — enough to pay the bills and enjoy life. Sounds pretty good, doesn’t it? Then you meet someone special and realize you have to raise that level because your needs are greater. You want a decent home and a reliable car, and maybe have some savings tucked away for later. When you think about starting a family, the dollar value of “just enough” becomes quite a bit more.
My question is, why not start out with higher standards? Why not think bigger earlier in your life? Why not use that youthful energy to drive harder, deliver greater results, and earn more than just enough to get by? I think the lower standard is selfish. It deprives you of reaching your potential, making a greater difference, and helping others who can benefit from your success. There are myriad charitable organizations that have suffered greatly from the depressed economy, because donors have been forced to be less generous.
Hard work is the road to wealth. And wealth gives you the opportunity to be generous. It’s about giving. Scripturally, the Bible says I should give away 10% of my wealth. When I lower my own standards, I deprive myself, my family, and my community of the resources they need that I could provide if I were to push myself to deliver greater results and the ensuing income.
I have committed myself to becoming wealthy, not so that I can spend freely, but so I can donate freely, as I wish. I want to be able to share my success with others who deserve a helping hand. That’s the social obligation of wealth. And the reward is far greater than you will ever imagine.
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