What’s on your agenda this week? A little rejection perhaps? Maybe one or two closing remarks? Some high anxiety?

One of the common traits I’ve found among new home salespeople is that they worry about closing the sale. In fact, it bothers them so much that, according to statistics, 87% of them do not even do a simple close when a buyer walks into a model home. We also know that nearly 90% of salespeople don’t even get a registration card completed with an address, both buyers’ names, e-mail and phone number. Without that information, there is no follow-up opportunity.

Closing makes salespeople nervous. They fear rejection and feel overwhelmed at the thought of asking the buyer for a commitment.

So, here’s a thought. Forget the nervous breakdown. Have a breakthrough instead. Stop assuming new-home shoppers aren’t going to buy today. Start seeing them as half-way committed to owning one of your new homes. Then use one of my favorite simple closes:

You: “I sense you love this home. Am I correct?”

Buyers: “Well, yeah.”

You: “Then shall we make this one yours?”

That’s it. Nothing involved. This close puts buyers in the position of committing to purchase or telling you why they aren’t ready right now. Some will buy. Some won’t. So what? Either way, you’ve brought them to a point of decision.

This is a skills-based housing market today. To excel, you must overcome your fear of rejection. Ask those closing questions. Get follow-up information on everyone who enters your model home. Do it enough and it will become second nature.

To quote Aristotle, “We are what we repeatedly do. Excellence, therefore, is not an act; but a habit.”

Posted In: New Home Sales Training

Tags: Aristotle, closing techniques, email, fear of rejection, follow-up, housing market, New Home Sales

The International Builders’ Show is right around the corner. If you haven’t signed up for the 2012 Sales Management Summit:  MAXIMUM SALES! seminar yet there’s still time. Sign up here.

Date: Thursday, February 9

Time: 1:30 – 3:00 pm

Location: West 312

Description: This is your chance to prepare yourself to achieve unprecedented success in new home sales management. Savvy sales managers know that the keys to success are profitable sales and an inspired sales force. In this session, you’re guaranteed to learn how to race past your goals, multiply the number of new homes sold and increase your bottom line with profitable sales. It’s a practical yet powerful approach to sales management that you can’t afford to miss!

Learning Outcomes:

1. Develop the iron-clad confidence that top sales managers have at their command.
2. Discover proven sales strategies and tactics that consistently generate profits.
3. Learn how to raise expectations of all your sales staff and walk them through a process to increase sales.
4. Get expert advice on how to lead, motivate and inspire your sales team to achieve peak performance.

Fee: IBS education sessions are available on a first-come, first served basis to Full Registrants and those who purchase a One- or Two-Day Education with Expo Pass Registration

Tracks: Sales, Marketing & Customer Focus

Speakers: Andy Brethour, Myers Barnes, MIRM, Van Rose

Andy Brethour

Company: PMA Brethour Group

Andrew Brethour is President of PMA Brethour Realty Group, Canada’s premier new home brokerage and research firm. In 2009 PMA from offices in Toronto, Ottawa and Boca Raton was responsible for over 3500 new home sales on behalf of 48 builder clients, on 96 projects, providing the services of nearly 150 professional new home sales representatives. Andrew was recipient of the prestigious “Hall of Fame Award” from GTHBA in 2004. Governor and President of Builder Marketing Society in the United States; Founder of Canada and Toronto “SAM” Awards, Director RealNet Canada; Member of the International Lambda Alpha Society of Land Economists. The acronym PMA stands for “Positive Mental Attitude”. The measurement of any service company’s success and value is often based upon two important factors – the talent and skill of its personnel and their track record over time. But the intangible and most vital measurement is ATTITUDE! THINK POSITIVE – IT SETS YOU APART!

Posted In: New Home Sales Training, Real estate courses

Tags: Andy Brethour, home builders seminars, IBS, International Builders Show, Maximum sales, myers barnes, NAHB, Van Rose

Here’s the ultimate question. Can you make sales 100% of the time to 100% of the people? The answer yes. You do this by selling by objective. What do we mean by objectives? It’s not to make a sale 100% of the time on the first visit but to work towards objectives that will eventually make you that sale.

We all know selling is a mindset. Set your mind to making that sale 100% of the time. It is not impossible to make a sale on the first visit. In fact with the trend in new home sales to online shopping and online sales agents, numerous encounters  happen online and over the phone before the first visit ever happens in person.  There are many people who are comfortable and willing to make their decisions on the very first in-person visit after having built rapport with your product, your online sales people and your brand.

A professional sales agent needs to set their goals toward making that sale, but in the event that you don’t make that sale right away keep in mind your selling objectives.

Watch my video and take a look at these 4 objectives or fall back strategies to keep in mind to make sell 100% of the people 100% of the time. Also learn about the 8 deadly words a sales person says to prospects.

If you have trouble viewing the video click here to go directly to Youtube.
View Video>>>>

Posted In: New Home Sales Training, New Home Sales Training Video

Tags: myers barnes, New Home Sales, sales objectives, sales stratedgy, video, youtube

Ancient sages believed that making mistakes was a blessing. They taught: The great virtue of man lies in his ability to correct his mistakes and continually make a new man of himself.

It’s natural to make mistakes when you undertake something unfamiliar, such as trying a different sale’s technique or a new marketing approach.

What you want to avoid, however, is giving your mistakes the power to disrupt your life and career. If you repeatedly replay them in your head and beat yourself up, they will keep you down and doubting.

Call it what you will — a mistake, blunder, slip-up, oversight, error in judgment or faux pas — when you make one, ask yourself three questions: What can I learn from this? How did I benefit from it? What’s the best way to move forward from this point?

Maybe you’ll have a chance to correct the mistake; maybe you won’t. Perhaps you can try again in a different way. Regardless, you are wiser than you were before the experience and can consider yourself “blessed” because you are improving.

So, give it a shot, even at the risk of messing up. It’s by pushing yourself too far that you find out how far you really can go.

Posted In: New Home Sales Training, Personal Development

Tags: learn, marketing approach, mistakes, New Home Sales, sales techniques

Everyone thinks buyers are only interested in the best PRICE.

The truth is, they’re really interested in the best VALUE.

Objections—there are millions of them that a prospective buyer can throw at you, but not a single one of them can stop you from closing the sale, if you know how to deal with them.

Secrets of New Home Sales Negotiation—How to Achieve ‘Yes!’ Every Time will teach you the real-world strategies that turn objections around, and make it possible for you to convince buyers of the real value of your product, no matter what the price difference between you and your competitors.

Don’t let the myth of price resistance keep you from getting the sale. Learn the tactics and secrets in Secrets of New Home Sales Negotiation—How to Achieve ‘Yes!’ Every Time that can put you back in the driver’s seat, instead of being taken for a ride.

Posted In: New home sales marketing, New Home Sales Training

Tags: myers barnes, price resistance, real estate sales, sales objections, Secrets of New Home Sales Negotiation, value

How can you be smarter when buyers are more armed with knowledge than ever?

How will you win sales when competitors are beating you on price?

With Secrets of New Home Sales Negotiation—How to Achieve ‘Yes!’ Every Time you’ll find a playbook of tactics and strategies that can help your team.  You can make “yes” a reality more often, no matter what prices your competitors are offering.

Don’t just side-step problems. Learn to turn them into advantages that make your home the only natural choice. Now when prospective buyers come in with price challenges from competitors, you’ll be armed with working tactics and the fundamentals of negotiation that that will enable you to sell the value of your product without having to rely on gimmicks or smaller commissions.

Take a look at this slim volume of infinitely valuable knowledge today and arm yourself to win on value, instead of losing on price.

Posted In: New Home Sales Management Training, New Home Sales Training

Tags: Book, myers barnes, negotiation, New Home Sales, Secrets of New Home Sales Negotiation, strategies, tactics

Register for this complimentary webinar sponsored by Lasso. Supercharge Your New Home sales features the new home sales authority, Myers Barnes, MIRM on Thursday November 17th, at 10am PST (1pm EST). Register Today.

Join Lasso for a 45 minute session with me, learn my breakthrough ideas to earn big numbers in new home sales. I will discuss how to hit the sweet spot of selling by refining often-overlooked fundamentals and some of today’s hottest techniques. Get ready for a fast-paced, result-oriented sesion that will supercharge your results.

Thursday November 17th – 10am PST (1pm EST) approximately 45 minutes

Learning Objectives:

• Master a “paint-by-numbers” sales process
• Vaccinate your sales team against “demotivators” and ensure repeated success
• Secrets to get Realtors to work in partnership with you
• Generate referral sales easily and build a predictable business
• Double your conversion ratios

Register Here. Or for any questions contact Lasso. 1-866-526-9955 www.LassoDataSystems.com training2lassodatasystems.com

Lasso. Convert your Prospects to Purchasers

Posted In: New Home Sales Training, Real estate courses

Tags: free webinar, Lasso, myers barnes, New Home Sales, new home sales authority, Supercharge your sales

The first class in the MetLife New Home Sales Training Series, Converting Browsers To Buyers: Proven Strategies for Selling Homes Online! With Speaker Mike Lyon was a smash success with over 250 registrants from 90 different builders and sales companies in 23 states. The demand for the program is growing daily.

Join Myers Barnes and MetLife for the next big training event on November 15th

On-Line Sales Management Summit: MAXIMUM SALES!

November 15, 2011, 9:00-10:00am PDT
Speaker: Myers Barnes, MIRM

Description: This is your invitation to achieve unprecedented success in new home
sales management. Savvy sales managers know profitable sales and an inspired sales
force are the keys to success. Guaranteed: You’ll learn you how to race past your
goals, multiply the number of new homes sold, and increase your bottom line with
profitable sales. It’s a practical, yet powerful approach to sales management,
you can’t afford to miss.

Relevance To Attendees: Today’s company owner and sales manager must be a
leader, a coach, a confidant, a counselor and an efficient business executive—all at
the same time. The Pro-Active Sales Manager is a person who can mold a variety of
different personalities into an effective sales team that can deliver predictable results
month after month. Persistent application of the principles taught in this program will
enable such a sales manager to achieve better sales results-starting immediately.

Learning Outcomes:
• Develop the iron-clad confidence that top managers have at their command.
• Discover the proven way to devise sales strategies that create a profit.
• Raise expectations of all your staff and walk them through increased sales
• Lead, motivate and inspire a sales team to peak performance standards.
• How to vaccinate your sales team against “de-motivators” and ensure
continual success
• Overcome real world objections-with real world solutions
• Defeat and diffuse your competitors discounting and incentives

Register now Register early, limited to 200.

UPCOMING EVENTS!
January 10, 2012: “Owners Into Referral Generators!”
Speaker: Bob Mirman, CEO, Eliant, Inc.

Questions: Please contact Anthony Grasst at agrasst@metlife.com or 425-576-2272

This event is being hosted by MetLife Home Loans A Division of MetLife Bank, N.A.

Posted In: New Home Sales, new home sales management, New Home Sales Training, Real estate courses

Tags: Bob Mirman, Maximum sales, MetLife, Mike Lyon, myers barnes, New Home Sales Training

Available Now! My newest book, “Secrets of New Home Sales Negotiation, How to Achieve ‘Yes!’ Every Time.” This groundbreaking field manual will become the new best friend to any home-builder, sales manager, or new home salesperson who is weary of losing sales to the deals, discounts and incentives offered by their competitors. Order it today!

Secrets Of New Home Sales Negotiation will help you transform your approach to negotiating and slice through every obstacle – from price phobias to extreme bargain hunters. Apply the tactics and you’ll overcome your need to concede your position by applying field-tested strategies, proven to deliver success with even the toughest home-buyer.

Guaranteed you’ll learn how to:
• Power past Price Resistance
• Overcome your pesky competitors’ deals, discounts, and incentives
• Negotiate global, selling homes to anyone from any culture
• Vaccinate yourself against every known objection
• Apply killer persuasion strategies that close sales like clockwork
• Discover – and AVOID – the biggest negotiation mistake that even hardcore, new home salespeople make in their presentations
• Tap into today’s sales strategies that expand the bottom line

Secrets Of New Home Sales Negotiation will unleash your potential to dramatically increase your income, expand the profitability of each sale, and build a following of satisfied customers. Pick up a copy and watch your sales SOAR!

Posted In: New home sales marketing, New Home Sales Training, Real estate courses

Tags: myers barnes, New Book, New Home Sales Training, order book, Sales Negotiation

There is a brand new resource being made available for FREE (you will need a special code at the end of this blog post) that can change the way you release new communities – and get you more sales. It’s called Presale Without Fail: The Secret to Launching New Communities & Phases with Maximum Results a new eBook written by my friend Kevin Oakley the Director of Marketing & Sales Training for Heartland Homes in Pittsburgh, PA. He shares how to sell multiple homes on the day one without the need for a model home – or even paved streets! It’s step-by-step and proven to work.

I asked him to tell us a little bit about how it all works, and to answer some common questions he receives from others in the industry.

_________________________________________________________________________

Thanks Myers! I really can’t wait to see how this eBook will impact builders across the country – and I do hope you all will share your successes with me. Here are the answers to the most common questions I am asked about Presale Without Fail:

Q: My builder already creates a VIP list of people who are interested, how is this different?
A: It’s true that most builders today have VIP lists or waiting lists. That isn’t the challenge. Where most builders fail is that they don’t know what to do with that list to turn it into sales. What I outline is not just how to get more people on your list, but what to do with them at every step. The most common mistake I see is that they try to hold private VIP meetings with each prospect where the give them all the information up front and then people disappear… never to be heard from again.

Q: Isn’t your success going to be directly related to how much demand there is for your location?
A: The short answer is no. When I really knew that I had something that worked is when we had a new phase of an existing community about to open. The previous year we had only sold eight homes, and the new phase was the same product, at the same price point, and on the same size home sites. Using the Presale Without Fail process we sold eight homes on the first day the phase released.

Q: Do I have to be a large home builder to make this process work?
A: Not at all. Of course, a larger builder may have an easier time of the initial awareness of the project, but as a smaller builder you’ll be able to be more personal with every prospect. This book really levels the playing field and puts you back in control of your success, and not the current state of the market.

Q: Why are you giving this away for free if it is so valuable?
A: There are several reasons. The first is that I love to network with others in the industry and to learn from them what is working, and what isn’t. My hope is that this eBook opens new doors and new conversations that can lead to a true sharing of insights. I am not selling anything, and I am not looking to sell consulting and speaking services. The second reason is that it is my way of giving back to an industry that I love, and that has done so much for me and my family.

Presale Without Fail won’t be released until September 29th, but as a friend of Myers I’d like to offer you the opportunity to download it now. Just go to www.PreSaleWithoutFail.com and enter presale-myers as your pre-release code. By doing so, you will also be entered into a random drawing for one hour of Skype time with me to answer any questions you have about how to implement this with your builder!

I hope you enjoy the book, and I’d love to hear your experiences putting it into action!

- Kevin Oakley

Posted In: New Home Sales, new home sales management, New home sales marketing, New Home Sales Training

Tags: builders, ebook, Heartland Homes, Kevin Oakley, Marketing, myers barnes, sales

My newest book, “Secrets of New Home Sales Negotiation, How to Achieve ‘Yes!’ Every Time,” is to be released in the next 3 weeks. This groundbreaking field manual will become the new best friend to any home-builder, sales manager, or new home salesperson who is weary of losing sales to the deals, discounts and incentives offered by their competitors.

Secrets Of New Home Sales Negotiation will help you transform your approach to negotiating and slice through every obstacle – from price phobias to extreme bargain hunters. Apply the tactics and you’ll overcome your need to concede your position by applying field-tested strategies, proven to deliver success with even the toughest home-buyer.

Guaranteed you’ll learn how to:
• Power past Price Resistance
• Overcome your pesky competitors’ deals, discounts, and incentives
• Negotiate global, selling homes to anyone from any culture
• Vaccinate yourself against every known objection
• Apply killer persuasion strategies that close sales like clockwork
• Discover – and AVOID – the biggest negotiation mistake that even hardcore, new home salespeople make in their presentations
• Tap into today’s sales strategies that expand the bottom line

Secrets Of New Home Sales Negotiation will unleash your potential to dramatically increase your income, expand the profitability of each sale, and build a following of satisfied customers. Pick up a copy and watch your sales SOAR!

Posted In: New Home Sales, new home sales management, New home sales marketing, New Home Sales Training, Real estate courses

Tags: Homebuilders, myers barnes, negotiation, New Book, New Home Sales, new home sales manager

In his classic book, “The Magic of Thinking Big,” author and Ph.D David Schwartz writes, “To do anything, you must first believe it can be done.”

He explains that when you believe something is impossible, your mind goes to work backing up that premise and proving why it’s impossible. However, when you believe … really believe … something can be done, your mind goes to work to find ways to accomplish it.

Great baseball player Satchel Paige never told how old he was, although it was obvious he was up in years because he had been playing ball for so long. One day he was being pressured by reporters to tell his age.

“Satch, c’mon. Tell us how old you are,” a reporter coaxed.

Satchel turned the question around and asked the reporter, “If you did not know how old you were, how old would you be?”

To Satchel Paige, a person’s age didn’t define what they could accomplish. Both he and Schwartz knew the secret: It’s all in your head. What’s important is what you believe.

It’s about attitude and how you view the world through your mind’s eye. Look for the good and you’ll find it. Look for the bad and you’ll spot it everywhere. Perceive the housing market as favorable and it will awaken the optimist in you. See it as failing and your internal skeptic will detect signs of doomsday.

Depending upon what you believe, your mind will either apply the brakes or accelerate.

So, let me ask you: If you did not believe the housing market was down, how many homes would you sell this week?

Posted In: New Home Sales Training, Personal Development

Tags: believe, housing market, Satchel Paige, The Magic of Thinking Big