Every day that you wait for someone to come to you is eight hours wasted. Get in the game and make direct contact! Making a sale requires action, not inaction. Here’s the reality. Marketing is the act of attracting. Prospecting is the act of seeking. Prospecting is a contact sport!
Posted In: New Home Sales
To effectively respond to the “price-only” mentality of consumers successfully, new homes salespeople must:
Become a construction authority, internalizing and memorizing every construction definition and term.
Know everything there is to know about the uniqueness of their homes in the marketplace.
Know the complete needs, concerns and wants of their customers.
Have the skills to match their homes to the needs, wants and concerns of each customer.
Have a general understanding of business.
Have high self-esteem.
Possess the ability to manage the emotional issues of selling and rejection.
Believe in the company and homes they represent.
Posted In: New Home Sales
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It was not until 1922 radio gave business a new platform from which to market and build meaningful customer relationships. It was two decades later that TV launched the next opportunity in the late 40′s and 50′s. 40 more years went by before the internet arrived. Now social media stares down the home-builder (and every other industry). Question: What should the horse and buggy driver have done when he noticed the automobile?
Posted In: New Home Sales
Your new reality begins with imagination.Your ideas become real when you put emotional energy and work into them. What do you want to make happen? The first step is to see it vividly in your mind. Dreaming large ignites passion, and passion inflames purposeful work.
Roy H. Williams poses a penetrating question: “How about you? Do you have the patience, tenacity, and grit to bang the hammer of hard work against the anvil of your disadvantages until you have pounded your future into a shape that you like? Or do you plan to just sit there with your fingers crossed and wait for your ‘big break’ and then when it doesn’t come, whine about how you never had a chance?”
Posted In: New Home Sales
2012: Every tomorrow will be shaped by today’s choices. While tomorrow will be shaped by today’s choices, the day after tomorrow will be shaped by tomorrow’s choices. So everyday-each day you get a fresh new chance to get it right. Happy New Year…many blessings!
Posted In: New Home Sales
Physical pain is a warning to your conscious mind. Business pain works the same way. If your business is in financial pain, it is telling you it has a problem that requires immediate attention. 99.9% of the time you are not equipped to perform your own life-saving surgery. That’s why we exist. I am a Doctor of sales. Schedule an appointment! But of course, no one looks forward to the surgery, even when he or she desperately needs it.
Posted In: New Home Sales
Tags: New Home Sales Training
I will not let my small business make me small minded.
- Brendon Burchard
I love that quote. What is says to me is that, if you have a small business –and most new home salespeople are themselves a small business –you don’t have to be narrow minded. Instead of thinking within very tight, well-defined boundaries, you can choose to think outside the lines. Widen your view …expand your vision … diversify and multiply your options.
To grow your business, you want to think big; and by “big” I’m not suggesting that you need big money to succeed.
There is a myth out there that says it takes money to make money. This implies that you
must start with a lot of money to make a lot of money. If that were really true, how could
Steve Jobs, David Oreck, Bill Gates, Rachel Ray and countless others have
succeeded? They had very little seed money.
Jobs founded Apple with $1,300. Dell, a pre-med student, started his computer
company with $1,000 in his dorm room then dropped out of college at age 19 to build it.
Five years ago, he donated $50 million to his drop-out alma mater, the University of
Texas.
John Mackey and Renee Hardy borrowed money from friends and family to open a small
natural foods store in Austin, Texas, which became Whole Foods Market.
Ross Perot founded Electronic Data Systems with $1,000.
Newly-married Ruth & Elliot Handler started a business in their garage that expanded
into the top toymaker in the world, Mattel.
In 1995, in Pierre Omidyar’s living room, he wrote the technical code that would allow
him to start a web-based company called eBay. Within three years, it was ranked
number 326 on the Fortune-500 list of companies.
Two teachers and a writer invested $1,350 each in 1971 to open a Chicago coffee shop
that evolved into Starbucks.
Adolph Coors invested $2,000 to form Coors Brewing Company, one of the largest in the
world.
Each one of these small business owners proved that, to succeed, you don’t need
unlimited resources. You just need unlimited resourcefulness.
Big businesses are grown by people who prove they have the resourcefulness to grow
small companies.
Being resourceful means making the most of the time, energy, money, connections,
health, talents, passions, and other assets you have. Use them to overcome obstacles,
to find overlooked clients, to achieve over-the-top results and to overtake your
competition by envisioning success where others see failure.
Teddy Roosevelt summed it up this way: “Do what you can with what you have where
you are.”
Be a person of resourcefulness who thinks big.
Posted In: Leadership, New Home Sales, Personal Development
Tags: Bill Gates, Brendon Burchard, business, David Oreck, ebay, Mattel, options, Rachel Ray, Starbucks, Steve Jobs, vision, Whole Foods Market
You want your life to change. That’s good. However, a lot of people wish their lives were different, but wishing doesn’t make it happen. Working at it does.
Most people aren’t willing to leave the soothing comfort of familiarity. They fear the unknown, so they remain safely anchored in Humdrum Haven.
But if you have reached the point where you are ready to pay the price to change your life, how do you do it?
For real change to occur, two things must happen. First, you must alter your thinking. Second, you must endure the pain of self-discipline.
Change begins in the mind. It starts on the inside and works its way out. The Bible states it simply: As a man thinks in his heart, so is he.
All those scattered thoughts that skip across the landscape of your mind gradually crystallize into the person you are becoming. They control the actions you take and configure the lifestyle you’ve chosen.
The way you think determines your belief system, which evolves into the consequences and memories you have today.
To think differently, you need to put new information into your mind. The best way to do that is to read an hour every day. That’s what I’ve done for years. As a result, the new information I’ve absorbed has overcome my old … and sometimes self-destructive … thoughts.
When your thinking changes, so do your actions; and when your actions change, so do your outcomes.
Your brain is like a giant computer. It unloads what’s been been fed into it. When you watch TV shows, listen to radio and music, read books and magazines — all of the information you’re taking in from these different sources is fed into your brain. So, if you want to change the way your mind thinks and alter the way your life is going, change your brain food.
Input the positive. Overcome the negative.
The Bible tells us in Philippians 4:8, “Finally, brothers and sisters, whatever is true, whatever is noble, whatever is right, whatever is pure, whatever is lovely, whatever is admirable—if anything is excellent or praiseworthy—think about such things.”
Zig Ziglar says to “focus on the good, the clean and the positive.”
Hang out with uplifting people. Listen to informational CDs and podcasts. Read inspiring books. Absorb the right information and your life changes. Before you know it, you have become a product of that programming.
Then, once you start thinking differently, take action. Do what you know needs to be done, when you have to do it, whether you feel like it or not. That’s discipline.
Alexander Hamilton is quoted as saying, “Men give me some credit for genius. All the genius I have lies in this: When I have a subject in hand, I study it profoundly. Day and night it is before me. I explore it in all its bearings. My mind becomes pervaded with it. Then the effort which I make is what the people call the fruit of genius. It is the fruit of labor and thought.”
There’s the key … labor and thought. Wishing won’t change your life. Working at it will. Believe differently. Be disciplined. It’s that simple.
Posted In: New Home Sales, Personal Development
Tags: actions, Alexander Hamilton, alter your thinking, change, outcomes, self-discipline, thoughts, Zig Ziglar
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
No one goes into new-home sales intent upon failing … and yet many do. Why? There are lots of reasons (excuses), but here are five of them that will sabotage your success.
1. Pretend the internet doesn’t exist. It isn’t going away, so why ignore it? Learn how to use it to boost your sales, expand your market, and attract and educate potential buyers about your homes and community.
2. Make promises you can’t keep. If you don’t deliver, you lose credibility. It’s not worth it.
3. Don’t respond to clients and potential buyers right away. Whether it’s complaints or inquiries that make your phone ring and your computer beep, respond to them as quickly as possible.
4. Don’t ask for referrals or stay in touch after the sale. It’s easy to breathe a sigh of relief and ride off into the sunset after closing papers have been signed, but don’t do it. Allow your buyers the luxury of lingering. They may have some questions or need reassurance before they experience a bad case of buyer’s remorse. Plus you have an opportunity to ask, “Do you have some friends you would like to have as neighbors in your new home?” Lingering after the sale and staying in contact show that you are committed to building a long-term relationship.
5. Allow frequent interruptions. Figure that every time you’re interrupted, you’ll lose 15 minutes of productive time. Is it really worth it?
Posted In: New Home Sales
Tags: follow-up, internet, New Home Sales, referrals, sucess
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
