Myers Barnes Blog

Blog Category - Real Estate Courses

Move Now Before Interest Rates Do (Referred To As The “Interest Rate Close”)

Categories: New Home Sales, New Home Sales Management, Personal Development, Real Estate Courses | Posted: December 6, 2016

1Most consumers and sales professionals alike may not understand the urgency of moving now before the interest rates do. However, use the example of rates increasing by merely one percentage point. I’ll illustrate why this is important.

Suppose a home is priced at $295,000. Naturally, the customers we consult with and salespeople we educate represent homes across America that may have prices as little as $199,000 or up in the millions of dollars. But, we’ll take the median of $295,000, purely for example purposes. Now, keep in mind the difference between cost and price. The price of $295,000 is a one-time event, while the interest rate represents a 30 year on-going cost.

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Please note the difference in payment (cost). A mere one-percent increase in interest rates seems small at only $171 per month. However, an increase in the monthly payment (cost) over 30 years is a whopping $61,560!

Using this example, you may want to memorize and internalize the following script (Sales Dialogue) and use it to convey the urgency to your potential customers “to move now before the rates do.”

Prospect: We need to think it over (or) sell our home (or) wait (stall) for whatever reason.

Superachiever: Miss Prospect, may I explain the benefit of moving now, rather than waiting?

Prospect: Yes.

Superachiever: The challenge with waiting involves several factors. First, if you are not aware, interest rates have been considerably rising. As a matter of fact, rising rates are an inevitability. With this in mind, consider how interest rates can affect the value of a brand new home.

When acquiring a home, you must always consider the relationship between cost and price. The price of the home is only $295,000 and is, of course, a one-time consideration and a fixed amount. However, cost is an on-going expense and can dramatically affect the final value of a home. A mere one-percent increase in interest rates represents an additional $171 per month or $61,560 over the entire term of a 30-year loan. When you analyze the situation, it’s as if you can say the price of a $295,000 home will now cost $356,560 if interest rates rise by merely another percentage point. Miss Prospect, my question to you is, “Do you think it’s possible that rates could continue to go up?”

Prospect: I suppose they could.

Superachiever: Then I suggest you consider moving now before the rates do. Does that make sense to you?

Prospect: Yes, when you put it that way, I suppose it makes perfect sense.

Superachiever: Let’s do this. We’ll work together and select the perfect home and place it on the ideal homesite, and simultaneously discuss the best financial program available to fit your unique needs.

With this information and selling strategy, you should be able to take advantage of any move the market and the economy make. Of course, the best information won’t benefit you unless you apply it. So take this information and if it applies to your selling situation, change your selling strategy before the interest rates do.

*Calculations do not include taxes and insurance

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

Healthy Competition. How Will You Stand Out From The Crowd?

Categories: New Home Sales, New Home Sales Management, New Home Sales Management Training, Personal Development, Real Estate Courses | Posted: October 18, 2016

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As any U.S. builder knows, housing is a competitive business. But imagine for a moment if it wasn’t.

Think about Google. Google is a monopoly because it has no real competition. No other search engines—not even those from Microsoft or Yahoo—can come close to its level of popularity. PayPal cofounder Peter Thiel told Business Insider magazine that Google is a monopoly because it’s “a kind of company that’s so good at what it does that no other firm can offer a close substitute,” a company that’s “10x” better at what it does than anybody else.

Google has no competition and thus does not compete with any other companies and needs no advertising or salespeople for its distribution. Sounds nice, right?

Now, back to reality. In an uber-competitive marketplace like home building, other builders are constantly breathing down your neck. Of course, ideas like sales processes, advertising, and model homes are important but in our industry price is king. A competitive building company must sell its homes at a market price and–like it or not– you don’t get to decide the price.

Price should be determined by comparable values, which can be accessed through MLS. The market dictates the price, and to disregard the market with prices that are higher than what the market will bear, you will swim upstream into futility.

One more thing: Because housing is so competitive, successful companies must differentiate themselves from the crowd in order to make the sale. And it takes more than just building a “quality” house to differentiate.

As you already know, the home building industry is not like Google. It is market driven, so pick your market carefully and have a solid strategy in place to stand out from the competition. In my next blog I’ll address the four pillars of successful sales and marketing.

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

Supercharged Sales Manager’s Conference: Sold-Out

Categories: New Home Sales Training, Real Estate Courses | Posted: September 10, 2012

We are happy to announce the program has sold-out! Registration was overwhelming and the event filled rapidly.

If you are still interested in attending we are able to place you on a standby list with a “priority status”, meaning should a cancellation occur you would be contacted right away. If you would like to be placed on “priority standby” please contact our office immediately!

Otherwise, please be assured we are currently working toward scheduling our next (2013) event at this very moment and we remain committed to your satisfaction.

Thanks for your confidence and be certain we will continue to stay in touch regarding future programs.

Professional regards,
Myers, Mike and Lorena

Supercharged Sales Manager’s Conference – Space Is Limited

Categories: New Home Sales Management Training, New Home Sales Training, Real Estate Courses | Posted: May 8, 2012

New home sales managers, this conference is for you!  If you are a sales manager, CEO or company owner, or a sales professional, these on-site and online strategies to supercharge your sales in 2012 and beyond are designed for you. You will have two days with two of the greatest minds in the business to help you unlock the secret to your sales team’s success and skyrocket your sales.

We invite you to achieve unprecedented success in new home sales management. Supercharged sales managers know that profitable sales and a properly prepared sales force are the key to success. Engaging, enlightening, and inspiring, Myers Barnes – along with a powerhouse team of industry’s best and brightest –  guarantees to show you the way in two action-filled days! He’ll teach you how to race past your goals, multiply the numbers of new homes sold, and recruit a superstar sales team. It’s a practical, yet powerful, results-driven approach to sales management you can’t afford to miss.

Not only will you have the opportunity to experience the energy from Myers Barnes – one of the industry’s most requested advisors, speakers, and tactical thinkers, but you’ll also receive expert advice about online marketing for new home sales from one of the industry’s most sought-after consultants, innovative thinkers, and entertaining speakers, Supercharged Co-Host Mike Lyon.

Mike Lyon will show you the tactical secrets of converting browsers to buyers:

  • Build a bullet-proof internet sales and marketing program
  • Generate a consistent stream of highly qualified home buyers
  • Develop a powerful online presence that attracts customers like a magnet
  • Achieve a 30% conversion rate on a prospect’s first on-site visit with the help of a dedicated Online Sales Counselor
  • Leverage the very latest—and most effective—online tools and technology to maximize sales
  • Maximize your digital outreach investment with Social Media

    Myers Barnes will teach you how to:

    • Tap into a fresh, innovative business plan that will increase your bottom line and put the fun back into business – today and tomorrow.
    • Think like a headhunter and recruit a world-class sales team with Myers’ captivating interview techniques.
    • Master the six strategies you need when you transfer from sales to management.
    • Unlock your sales team’s potential with the right –and newest – education and training programs.
    • Attract Realtors to work in partnership with you – not against you.
    • Conduct sales meetings that produce results and inspire your sales team to peak performance.
    • Implement creative compensation and incentive programs that attract only the most excellent salespeople.
    • Lead Navigate and stay ahead of the market – regardless if the market goes up, down, or sideways.
    • Learn everything you need to know to turn obstacles into opportunities.

      Hurry, seating is limited and interest has never been higher! This conference will sell out. Click here to register today and reserve your spot on October 15-16, 2012, at Hilton Orlando in Orlando, Florida, for a sales conference that will energize your business, and change the way you think about new home sales.

      It’s IBS Time: Prepare for MAXIMUM SALES

      Categories: New Home Sales Training, Real Estate Courses | Posted: January 16, 2012

      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!

       

      Myers Barnes, MIRM

      Company: Myers Barnes Associates, Inc.

      A shockwave of energy who has ignited profit-driven performance for countless real estate development companies, homebuilding corporations and sales organizations. As one of the world’s most requested speakers and advisors for new home sales seminars and manager training, he has produced a track record of proven success for achieving profitable sales. A tactical thinker who understands the industry like no one else, Myers uses his trademark energetic style to inform, entertain, and inspire with up-to-the-minute insight. The best-selling author of five books, including the innovative playbook for success, Secrets of New Home Sales Negotiation, Myers is an American original. He’s also a rare combination of licensed General Contractor and Real Estate Broker who doesn’t just talk about the business of selling homes – he lives it. Engaging, enthusiastic, and overflowing with fresh ideas, Myers Barnes delivers tried-and-true strategies for success alongside pioneering and profitable solutions.

       

      Van Rose

      Company: Rose & Womble Realty Co. L.L.C.

      Van, a 1975 Naval Academy graduate, has led the New Homes Division since its inception in 1985, fostering phenomenal growth – current portfolio: sixty builders, sixty-five communities throughout southeastern Virginia and northeastern North Carolina. Member of the Institute of Residential Marketing (MIRM) from National Association of Home Builders (NAHB). Builder Marketing Society (BMS) charter member, current Board of Trustees member, 1991 Member of the Year, President for the past 9 years. . Active Tidewater Builders Association member and previously served on Board of Directors and SMC Executive Committee. Recognized by NAHB for excellence: Region 9 Sales Manager of the Year on three occasions; recipient of 2007 Legends in Residential Marketing Award by NSMC through NAHB. Nationally recognized motivational speaker.

      Supercharge Your New Home Sales – Complimentary Webinar

      Categories: New Home Sales Training, Real Estate Courses | Posted: November 1, 2011

      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

       

      On-Line Sales Management Summit: MAXIMUM SALES!

      Categories: New Home Sales, New Home Sales Management, New Home Sales Training, Real Estate Courses | Posted: October 25, 2011

      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.

      New Book Now Available – Secrets Of New Home Sales Negotiation

      Categories: New Home Sales Marketing, New Home Sales Training, Real Estate Courses | Posted: October 11, 2011

      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!

      Converting Browsers To Buyers: Proven Strategies for Selling Homes Online!

      Categories: New Home Sales Management Training, Real Estate Courses | Posted: September 27, 2011

      MetLife New Home Sales Training Series

      This new online training series taught by some of the leading experts in new home sales will show you the secrets to produce the results you want: MORE SALES!

      Every solution hits the sweet spot of selling by refining often overlooked fundamentals and presenting today’s hottest new techniques. Get ready for fast, focused; results oriented sales education that will transform your sales efforts.

      October 11, 2011, 9:00 -10:00am PDT
      Speaker: Mike Lyon

      Description: Over 90% of home buyers are using the internet to fi nd their next
      home. Whether you have a commanding internet presence or you are stuck in the
      digital dark ages, this seminar will deliver the proven methods necessary to develop and dramatically improve your online new home sales. This essential hands-on workshop provides an easy-to-follow road map leading to a successful Online Sales Program that will help you attract and capture more qualified buyers and explode your sales goals.

      Learning Outcomes:
      • The latest homebuyer statistics and shopping behaviors
      • Learn about the online sales process
      • Discover ways to engage leads quickly and effectively online
      • Maximize your lead capture rate by setting appointments from your website
      • Attract and capture qualified traffic
      • Implement a plan to meet and beat your sales goals

      UPCOMING EVENTS!
      November 15, 2011: On-Line Sales Management Summit: MAXIMUM SALES!
      Speaker: Myers Barnes, MIRM

      January 10, 2012: “Turning Your Home Owners Into Referral Generators!”
      Speaker: Bob Mirman, CEO, Eliant, Inc.

      Register now Register early, limited to 200.

      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.

      New Book: Secrets of New Home Sales Negotiation – Out Soon

      Categories: New Home Sales, New Home Sales Management, New Home Sales Marketing, New Home Sales Training, Real Estate Courses | Posted: September 12, 2011

      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!