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Learn how you, and everything you do, becomes your personal brand, and learn
the four essential components of branding in this brief but very informative
video.
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Posted by Myers Barnes
Meetings are “management in action,” and are opportunities for people to gather in groups to solve problems, make decisions, share information and exchange views and opinions.
However, meetings are like advertising. It is estimated that 50% of all the dollars spent on advertising is wasted, but no one is certain which 50% it is so they don’t know what to eliminate. In meetings, it is also estimated that 50% of the time is wasted, but no one is quite certain which is the unnecessary half to eliminate.
As a New Home and Neighborhood Sales Manager, the way you conduct a meeting and your performance in a meeting are major factors comprising a successful career. In a meeting you are observed by both supervisors and subordinates. You can beam – or you can bomb – but you cannot hide.
A MEETING IS AN INVESTMENT
There is a cost associated with each meeting; therefore, there must be a return (profit) in excess of the cost. To determine the cost, multiply the average profit of just one home or homesite sale that could occur during your sales meeting. Also, take into account the average commission and wages of the participants, times the number of hours of the meeting.
The cost of a meeting in never taken into account, yet you will find this one simple exercise reveals a huge expenditure that normally equates to thousands of dollars an hour. Bottom line: You are in business to create a profit and there is no justifiable reason to be in business without profiting. Therefore, if you discover your sale’s meeting is an expenditure that equals thousands of dollars per hour, then the return on your investment must be greater than the cost of the meeting.
Why do most salespeople justifiably dislike sales meetings?
1. The meeting has no written agenda.
2. The meeting is run by someone who is uncomfortable with, or who cannot facilitate, a meeting.
3. Most meetings are glorified policy sessions and the topics center around forms, paperwork and trivial non-sales-related topics that take twice as long as they should to discuss and will probably change next week.
4. Meetings do not have enough “real world” selling lessons.
5. Most meetings start and end late, allowing latecomers to penalize the prompt attendees.
6. Some salespeople people think they know everything and should be out selling and earning a profit instead of wasting time in a meeting.
So what is the solution? How do you design and conduct a great sale’s meeting every time? It’s simple: plan and prepare. Set an agenda and stick to it. Make it fun, be productive and include participation by everyone. Here are some tips:
• Always have a written agenda. The biggest mistake is to think the only one who needs an agenda is you. Organize your topics in order of importance and distribute the agenda 24 to 48 hours in advance so participants can be prepared.
• Avoid the Demotivators. The most unsuccessful meetings do things like going over paperwork, company policies, handling personal disputes and verbally re-enforcing what’s wrong. Try this: Have an instruction sheet for the new policy and/or forms and deliver it by e-mail. Include specific instructions in your e-mail and always give the reason(s) why this new policy or form is necessary. Conclude your e-mail by stating: Questions and concerns about the policy or form are to be directed to me.
• Have your meeting early in the morning. Include a healthier food such as bagels, fresh fruit and juice, water and plenty of hot coffee prepared in advance. Avoid the pastries and soft drinks. They deplete energy and actually cause a lack of participation.
• Like a good razor: Start sharp, end sharp, be sharp. Fine the late ones or simply shut the door. Regardless, START ON TIME, END ON TIME and MOTIVATE OTHERS TO FOLLOW YOUR LEAD.
• Stress the positive. Support your people in public, especially among their peers and in front of management. If you have a negative participant or a negative comment to make, be sure to say it to him or her privately.
• Use the meeting as a weekly training session. Remember your return on investment. The goal is to motivate, teach and learn. The training can be A) led by the manager B) provided by experts C) led by individual salespeople people or D) enhanced by role-playing and/or videotapes and books.
• Use the meeting to update the staff’s product knowledge. Let construction and/or land planning experts from other departments within your company keep the team abreast of new materials and processes, as well as sharpen the team’s construction knowledge.
• Reward positive behaviors from the previous week. Present awards and share plenty of success stories. This helps people feel better when they leave the meeting than when they arrived and they’ll anticipate the next one.
• Relate expectations of the upcoming week. Have each salesperson verbally affirm what they will accomplish and have each manager affirm how they will assist the salesperson in the accomplishment of the goal.
• End on a high note. Include two to three minutes of a motivational highlight, a success story of a team member, a quote, a video clip or an inspirational reading. Give the team something that causes them to walk through the wall rather than leave through the door.
Meetings should help salespeople stay focused on the result – making the sale. In the face of your day-to-day responsibilities, your meetings are the only “group opportunity” to make a substantial difference. Those attending are exchanging something very valuable and irreplaceable – their time – in order to be there. So don’t disappoint them.
1 Comment | New Home Sales, New Home Sales Management Training, New Home Sales Training, Sales Management, new home sales management | Permalink
Posted by Myers Barnes
When it comes to getting referrals, are you overcomplicating the process? Here are the four fundamental steps to making sure you have a simple and direct route to referrals.
1 Comment | New Home Sales, New Home Sales Management Training, New Home Sales Training, Sales Management, new home sales management | Permalink
Posted by Myers Barnes
Are they still relying on gimmicks or unsustainable incentives and discounts? The Great Recession is ending. 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.
Can’t see the video? Click here to view it on Youtube.
The Revival is Coming.
The Myers Barnes New Home Sales Management Conference
June 7th & 8th, 2010 in Dallas, Texas
$200 OFF for EARLY REGISTRATION!
Past Attendees can receive $150 Off as well!
Visit ThrivalRevival.com for more information and to make reservations.
No Comments » | New Home Sales, New Home Sales Management Training, New Home Sales Training, Sales Management, new home sales management | Permalink
Posted by Myers Barnes
How are you going to get rich? It’s the question you should be asking yourself every day. There are seven ways to attain wealth, but only one is a guaranteed route to riches. Find out how you’re going to get rich in this new video.
No Comments » | New Home Sales, New Home Sales Management Training, New Home Sales Training, new home sales management | Permalink
Posted by Myers Barnes
Why does Walmart exist? Because other companies could not understand or chose not to fulfill the ever-changing needs of the public. The same can be said of many, many other organizations and companies that are now on their way to the dustbin of history. Why is this so? Because it’s easier to destroy or re-create an organization than change it—and we are all in the crosshairs!
1 Comment | New Home Sales, New Home Sales Management Training, New Home Sales Training, new home sales management | Permalink
Posted by Myers Barnes
Still in Survival Mode?
Can’t see the video? Click here to view it on YouTube.
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
Stay Tuned for More!
—Myers
No Comments » | New Home Sales, New Home Sales Management Training, New Home Sales Training, Personal Development, Sales Management, new home sales management | Permalink
Posted by Myers Barnes
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.
Can’t see the video? Click here to view it on YouTube.
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.
Keep Selling,
Myers
1 Comment | New Home Sales, New Home Sales Management Training, New Home Sales Training, new home sales management | Permalink
Posted by Myers Barnes
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.
2 Comments | New Home Sales, New Home Sales Training, Personal Development, Sales Management | Permalink
Posted by Myers Barnes
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.
No Comments » | New Home Sales, New Home Sales Management Training, New Home Sales Training, new home sales management | Permalink
Posted by Myers Barnes
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.
Click here for more information.
Red-Hot New Home Sales and Marketing Solutions
Date: Wednesday, January 20
Time: 1:30 pm - 3:00 pm
Location: South 220
Speakers: Myers Barnes, Tom Nelson, Jim Adams
No Comments » | New Home Sales, New Home Sales Management Training, New Home Sales Training, New home sales marketing, Personal Development, new home sales management | Permalink
Posted by Myers Barnes
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?
2 Comments | New Home Sales, New Home Sales Management Training, New Home Sales Training, Sales Management, new home sales management | Permalink
Posted by Myers Barnes
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