Myers Barnes Blog

Blog Category - New Home Sales Training

How to Retain Your New Home Sales Team

Categories: New Home Sales Training, Uncategorized | Posted: August 3, 2017

Sales managers often ask me, “How do I retain my top talent?” Great question!

We know that other organizations may try to recruit your top talent. So, retaining great talent starts with your recruiting. That begs the question: What are you willing to offer the new team member?

Beyond the salary, the commission, and the basic benefits, what are you offering to new and existing team members to cultivate and keep them in this valuable sales 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, highly competitive. They thrive on the opportunity to sell more and be more rewarded for their exemplary performance. So how can you provide the right motivation? The most obvious is financial growth. Here’s an example, if the target is three new home sales per month, yet your sales pro makes four more, then be willing to offer additional percentage to the commission.

Another way to retain your new home sales team is continual education. You know that great sales people are super competitive, they’re always seeking an advantage. You can deliver a big benefit by offering them additional training. I’m not talking about sales training. I’m speaking about mindset training, goal-setting training, technology training, and psychology training. You want your team members to grow with you, so what are you doing to grow your team? How about giving then the reward of knowledge and skill?

Progress can be described as achieving greater results on a personal level, on a day-to-day basis. It’s 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 positions that fulfills their emotional and financial needs.

And how about recognition, appreciation, opportunity? At the end of the day, if you provided an enticing retirement and you’re an effective leader, you won’t need to look over your shoulder wondering if your top players will be recruited away. If you pay attention to your team, then they will pay attention to their position. So, pay attention!

Work Harder on Yourself Than You Do on Your Job

Categories: New Home Sales Training | Posted: July 20, 2017

The U.S. Navy Seals have a motto, “The more you sweat in training, the less you bleed in battle.”  Professional boxer, Muhammad Ali put it this way, “The fight is won or lost far away from witnesses – behind the lines, in the gym, and out there on the road, long before I dance under those lights.” And Colin Powell nailed when he said, “There are no secrets to success. It is the result of preparation, hard work, and learning from failure.”

Now, you’ve probably conquered “working hard” and even “learning from your mistakes.” So the real question is, how are you doing on the preparation part of life? Preparation is a key component of successful business. Preparation says this, all the work is performed ahead of time and not during the actual business of the day. Consequently, the person who is the best prepared achieves the most favorable outcome and keeps the business on track.

I’ll close with this quote by Jim Rohn, “Learn to work harder on yourself than you do on your job. If you work hard on your job you can make a living, but if you work hard on yourself you’ll make a fortune.”

“No” is the start of a discussion, not the end.

Categories: Customer Service, Leadership, New Home Sales Coach, New Home Sales Training, Personal Development | Posted: June 13, 2017

When someone tells you, “No”, do you take that answer as final?

Your computer doesn’t accept it. Think of all those times you click on a button and get the query, “Are you sure?” in response.

Your kids don’t accept it. They’ll push and whine in order to convert your “No” to a “Yes”, a “Maybe”, or even a “We’ll see”.

As sales professionals, we should feel energized by the word, “No”. It should jump-start our sales skills to deal with the reason behind the negative response. Does it mean “not ever”, “not now”, or “not under those terms”? You owe it to yourself AND your customer to probe more deeply. There could be a miscommunication about the offer, the details, the timing, the product—whatever. The buyer might be experiencing a déjà vu from a previous experience that has made her hesitant to say, “Yes”. She might also not be ready for your close at this moment.

You should pursue the discussion to clarify the meaning of the “No”.

Is there something more you’d like to know about this property, builder, or community?

What is holding you back from making the decision? What’s missing from this?

What would make the timing right for you?

I don’t want to be overly pushy. I want to make sure you’re not missing out because I haven’t communicated effectively.

This last statement is a great way to build the rapport. By taking responsibility for the “No”, the buyer is not on the offensive. They might even feel they owe you an explanation!

Use the “No” to learn more about your homebuyer—needs, timing, budget, concerns, likes and dislikes. Remember, the word “no” is part of “know”. If you don’t want to hear “no” more, then KNOW more!

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

Are You on the Cutting Edge or the Bleeding Edge?

Categories: New Home Sales Training | Posted: June 9, 2017

We all know that competition is tougher than ever and you must innovate if you want to be a leader. You must continue to innovate and breakthrough if you want to stay relevant in business. With innovation, I always find it amusing when people talk about being on the “cutting edge.” Especially in technology people talk about being on the cutting edge.

Being on the cutting edge used to be good enough to rise above. But the cutting edge is on the verge. It’s perched and ready to slice. We believe that phrase to mean that someone, an individual or a company, is making exciting changes. But I don’t see it that way and nor should you.

The tip of a knife is known as the bleeding edge. The tip pierces and breaks through. The cutting edge is the part of the knife that does most of the work. Innovation is not about the cutting edge. innovation is about the bleeding edge. The bleeding edge is that boundary that has not yet been broken.

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

Get off the cutting edge and leap to the bleeding edge and make the cut yourself! If you’re not willing to bleed with innovation, then you’re never going to lead in your profession.

Sales Meetings The Guarantee Results

Categories: New Home Sales Training, Uncategorized | Posted: May 25, 2017

I don’t know about you, but I think the majority of sales meetings are a complete waste of time. Meetings should be management in action. They’re opportunities for people to gather in groups, solve problems, make decisions, share information, and exchange views of opinion.

It’s simple to organize a meeting if you plan and prepare. Set an agenda and stick to it. Make your meeting fun, productive, and include participation. Let me give you 10 simple rules that will help turn your meetings into a super-charged session.

#1 – Always have an agenda.

#2 – Avoid the de-motivators.

#3 – Have your meetings early in the morning.

#4 – Start sharp, be sharp, and end sharp.

#5 – Stress the positive.

#6 – Use meetings as weekly training sessions.

#7 – Reward positive behaviors from the previous week.

#8 – Relate expectations of the upcoming week.

#9 – End on a high note.

#10 – Keep phones off.

Accountability: Things Don’t Get Better Unless You Do

Categories: New Home Sales, New Home Sales Training, Personal Development | Posted: May 11, 2017

So, what’s an excuse? Excuses are reasons you create in your own mind to avoid the reality that you failed to hit the mark in some way. An excuse is just some justification that you believe gets you off the hook for whatever action you chose, including inaction. We need to cease with all these excuses and instead accept accountability.

It was George Washington Carver who said, “If not for the creativity of an excuse, man would actually succeed.” This is where accountability kicks in. Stop making excuses and accept responsibility. We all need to be more accountable for our choices and our actions. We shouldn’t waste energy seeking excuses, but rather learn from our failures and apply those lessons.

Ask questions like, “What have I failed to explore?” “What different approach is worth pursuing?” “What should I have done differently?” If you want better results, you need to change your tactics. Circumstances may not get better, but your approach, your attitude, and your actions can.

The Pain Of Discipline Vs. The Pain Of Regret

Categories: New Home Sales, New Home Sales Coach, New Home Sales Training, Personal Development | Posted: May 2, 2017

Regret is one of those useless emotions. It’s mourning something you failed to do or get. You can’t change the outcome. It’s a done deal. So, why waste your energy on the burden and pain of regret?

Discipline delivers pain, but with purpose. You push yourself to do those things that you’d rather avoid. You get up early and go for a run when you’d rather stay in bed. You say “no” to that second helping of pasta or a slice of three-layer chocolate cake because you know you’ll regret it later. So, to avoid that wasted emotion of regret, you fight off the temptation that could take you there.

Over a century ago, Albert Hubbard defined discipline as, “the ability to make yourself do the things you should do, when you should do them, whether you feel like it or not.”

That’s the inherent pain in discipline. You fight against your own urges. Your brain wages an intellectual battle between what you “want” and what you “should do”.

Discipline drives you to keep working on a report because, in your heart, you know you can do better. Accepting something as “good enough” is a compromise you’re not willing to make.

In sales, discipline is the reason you pursue your leads with more consistency and confidence. You don’t give up after a few tries.

Self-discipline guides you to push harder toward achieving a desirable outcome. At the other side of discipline is accomplishment, while regret only brings self-doubt.

When it comes to making tough choices, you will reside in one of two pain zones: the pain of discipline or the pain of regret. Discipline is like labor pain. It lasts for a short while but then gives you a lasting joy.

Regret is a burden. Nothing more.

Put them on a scale. Discipline can be measured in ounces. Regret weighs a ton.

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

Selling New Homes Isn’t Easy

Categories: New Home Sales, New Home Sales Training | Posted: April 28, 2017

Selling new homes successfully is not easy! If you’re a new homes sales professional, you already know this. In this business there is no set schedule, you don’t get to work nine-to-five and then clock out. This is a twenty-four hours a day, 7 days a week serving profession. Occasionally you might take a vacation, but you work super hard to even make that happen. Business is always on your mind! And inevitably, you are going to experience rejection. Deals that seem like slam dunks, sometimes they fall through!

So, why do you do all this? Why would someone put themselves through this?

New home selling is actually a lifestyle. It’s a mindset. You actually enjoy helping people achieve the dream of finding their new home. You relish that moment when you hand the homebuyers their keys knowing they get to start their new life. And while money isn’t everything, you also get to reap the rewards of being in the top 3% of the income bracket in this country.

Bottomline, selling new homes is not easy, but nothing worthwhile ever is.

 

Sales Profiling: A Lead Is A Person, Not A Thing

Categories: Customer Service, New Home Sales, New Home Sales Coach, New Home Sales Management, New Home Sales Training | Posted: April 18, 2017

Sales professionals often refer to “leads” like a form letter. They read the characteristics and make assumptions.

These same people talk about working their leads via social media or the CRM system.

I wonder, how does these people who are being treated as a “lead” feel about the sales person? Do they categorize him or her as just “someone trying to sell me”? Do they recognize those form emails?

These characterizations create barriers that impact the sales process. You see the other person as a caricature or stereotype, based on brief information gained through an online inquiry or Facebook post. I guess we could call it “sales profiling”.

We’re in a new age of personal selling that was ironically spawned from impersonal impact of the Internet. People shop on the Web. They do their research there. They even look for reviews and recommendations.

But when it comes down to making an important purchase, like buying a new home, the sales process requires a personal relationship. A buyer needs to trust that a sales professional is truly committed to finding the right home—in the right location and at the right price. That trust doesn’t come from an introductory email or a few Facebook messages swapped online. It can start there, but you need to cultivate those relationships.

A “lead” is an inquiry that stems from interest. You need to gauge the level of interest by getting to know the person. A lead could go nowhere, or it could bring you to not just one sale, but more referrals.

Emails, online inquiries, and social media stir up leads. It’s your job to take the one-dimensional thing and create a relationship. Pick up the phone and call. Ask questions. Answer questions. Offer suggestions. Successful selling is a partnership between you and your customer. It only starts with a lead. Where will you take it?

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

Extra! Extra! Big News from Olathe, Kansas

Categories: New Home Sales, New Home Sales Marketing, New Home Sales Training | Posted: March 23, 2017

Myers Barnes joins Builder Designs as President.

Homebuilder website development firm expands its digital marketing services.

Chip & Myers at Builder Designs

OLATHE, KS—Homebuilders across North America have a powerful, marketing resource, the result of the newly announced partnership with two recognized experts. Nationally renowned new home sales strategist Myers Barnes has joined Builder Designs, a website development company that exclusively serves the homebuilding industry. Barnes has been named the president of Builder Designs, teaming up with the company’s founder and CEO, Chip Johnson.

As a speaker, educator, and best-selling author, Barnes has guided countless builders toward greater profits. His books include Reach the Top In New Home and Neighborhood Sales, which quickly became the certified handbook for sales professionals, and New Home Sales Negotiation, which is considered an industry playbook for success. His company, Myers Barnes Associates, has offered innovative thinking, strategic direction, and a wealth of growth-focused resources to homebuilders for over two decades.

Barnes and Johnson have collaborated countless times, and they realized that a stronger partnership would provide homebuilders with the support they need to successfully navigate the challenges of Internet marketing.

“I’ve always admired the level of success that Myers has sparked in clients—many of whom we’ve shared,” explains Johnson, who has developed websites for more than 450 homebuilders across North America. “We’ve seen that our knowledge, skills, and passion complement one another. Combining forces was a logical next step to better serve our clients.”

Barnes adds, “We live in a digital world. It’s less about techniques for closing the sale, and more about the online involvement. Homebuyers are doing far more research than ever before. Their needs have changed, the path to purchase has transformed, and so conventional strategies just don’t work anymore.”

Builder Designs is preparing to launch a series of new products that will continue to revolutionize Internet marketing. Builder Cloud and Builder IQ, for example, will open new gateways for gathering and analyzing data that is critical to connecting with and influencing homebuyers.

Barnes refers to the expansion of Builder Designs’ offerings as a “think tank for homebuilders and an all-inclusive online resource center.”

“We can work with a variety of builders, start-up or a seasoned pro, and apply our broad portfolio of services to build or refine strategy, execute the activities, and analyze the results,” says Barnes. “We’re looking at a bigger horizon, where we can do more than help builders to generate leads. We will use digital approaches to actually transform those leads into sales long before they walk into a builder’s model home.

Johnson has invested in deepening Builder Designs’ technical expertise. He has explored new possibilities for lead generation and conversion using a broader range of tools, including FindABuilder.

“Our clients won’t have to wonder if their Internet marketing works because we’ll be able to present the analytics to back it up,” Johnson adds.

For more information about Builder Designs, visit BuilderDesigns.com

About Builder Designs

Builder Designs was founded in 2004 by Chip Johnson, to address the specific online marketing needs of America’s homebuilders. Based in Olathe, Kansas, Builder Designs has become the world’s largest builder-centric, web design company, currently serving more than 400 builders. The combination of web design, search engine optimization (SEO) services, content management, and digital marketing strategy have propelled Builder Designs to become a formidable resource for the industry.