Myers Barnes Blog

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How to Retain Your New Home Sales Team

Categories: New Home Sales Management, 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!

In Pursuit of Extra-Ordinary

Categories: Uncategorized | Posted: June 22, 2017

Extraordinary is the result of coupling two words together: extra and ordinary. We know that ordinary is average, but when you elevate it with the prefix extra, you experience something far above average.

In school, a C grade is an average grade and a student can get by with Cs. A C student can even graduate, earn a degree, and go on to a career. But those marks indicate an ordinary person who never really pushed to excel. Ordinary people are merely satisfied with the status quo, whereas extraordinary people are driven to achieve greater results. An ordinary person sees what exists, where an extraordinary person has this vision to see what’s possible.

An ordinary sales associate will deliver average results and maybe even live up to management’s average expectations. But extraordinary sales associates exceed their goals, not some of the time, but all of the time. They actually blow past their management’s goals.

You know that and you know what it takes to look beyond the ordinary and to envision the new ideas that’ll broaden your business. You also need to see your flaws, and not just as weaknesses, but as opportunities to become better. It takes guts to take a risk. You will not always win and you have to embrace that reality. But look at the reward, your effort in sculpting yourself into an extraordinary person who will deliver grade A success.

So keep your eye on the goal of extraordinary. You’re far too valuable to accept an ordinary way of life.

Sales Meetings That 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.

Learning Optimism: Your Glass Is Always Full

Categories: New Home Sales, Personal Development, Uncategorized | Posted: May 16, 2017

Some people are perpetual pessimists. Others fall into the category of hopefuls.

There are also people who are somewhere in the middle.

“I understand the concept of optimism,” said Tom Hanks, the actor who has portrayed characters like the wide-eyed optimist, Forrest Gump, and the scientific cynic of Dan Brown’s novels. “I think with me, what you get is a lack of cynicism.”

My take on optimism is more like author and artist Mary Engelbreit: “If you don’t like something, change it. If you can’t change it, change the way you think about it.”

I’ve had occasions in my life when my knee-jerk reaction was to see the pessimistic side of a situation, but I learned optimism.

Yes, you can learn it—if you want to.

Why would you want to gain hope that hopeless situations will turn around? Why would you choose to wear the rose-colored glasses when they color your view?

Positive thought breeds positive outcomes, and the reverse is true. Which would you rather cultivate?

Henry Ford said, “If you think you can do a thing or think you can’t do a thing, you’re right.”

Belief is powerful. Believe you can achieve success, and you’ve overcome a major hurdle. However, when you believe it’s too far beyond your reach, you create those obstacles. I’d rather invest my time in seeing past the hurdles, believing that I can soar over them. When I can’t, I accept it’s only a momentary delay—a challenge to become more agile or stronger, or to learn some other valuable lesson.

Maybe you’re mired in a pessimistic mindset right now. This is the perfect time for learning optimism.

Here are some lessons for you:

  1. For every obstacle, find a positive purpose. Thomas Edison needed 10,000 tries to invent the light bulb. He considered each one as a lesson in what didn’t When you find yourself in a difficult, frustrating, or potentially back-pedaling situation, find a positive message. No matter how hard it is, the lesson is there if you choose to look for it.
  2. Be grateful. Don’t focus on what you’re lacking in your life. Be thankful for the rewards. It could be family, health, friendships, or having a secure job or even a roof over your head. There are millions of people in the world who have it tougher than you. Acknowledge your personal “wealth”.
  3. Don’t compete. Your happiness or sadness should not be dictated by the actions or possessions of others. Don’t measure yourself by other people’s successes. That leads to envy and resentment, which are toxic emotions. Be happy for their achievements, and channel your energy into your self-esteem and self-worth.
  4. Applaud small successes. The big win happens once in awhile. Don’t wait to celebrate your major achievements. Think about what you did today that was positive. Maybe you had a conversation with the cashier at your grocery store and made that person smile. Perhaps you completed something on your “To Do” list that has been nagging you for a long time. Whatever it is, find something every day to feel good about.
  5. I had a friend who worked in radio and she told me that the trick to pumping energy into her voice was to smile when she spoke. A smile is a powerful thing. Smile at a stranger—even if they don’t smile back, you’ll feel good.

Believe in the power of optimism. Call yourself an optimist. Fill your glass halfway and look at it. Remember, you can only see the liquid, but air fills the rest of the glass. The things you can’t see will often be the fillers in your life. Look for them. And raise your glass to the possibility of positivity.

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

Selling Is A Contact Sport

Categories: Leadership, New Home Sales, New Home Sales Coach, New Home Sales Process, Personal Development, Uncategorized | Posted: December 13, 2016

contact-sport-236x300We have evolved into a culture that expects instant gratification. We want Wi-Fi everywhere so we can access anything we want, at any time—and we don’t want a slow connection. How many times have you groaned while waiting for a file to download?

We have DVRs and On Demand television viewing so we can catch the shows and movies we want with the push of a button. And we want express shipping without the express price.

Email used to be a great way to quickly communicate with people…until text messaging came along. Then, email became the equivalent of snail mail, because we want an instant reply. Who wants to wait for an email response?

Let me tell you, though, you have to tame that addiction to super-speed when you’re in sales. As much as the general public wants fast response, they don’t necessarily give one in return. You’re competing with all of the other distractions in their lives. Your customers will reply when it suits them. It’s not their responsibility to respond. It’s your job to make the connection.

Far too often, I see new home sales professionals give in and give up after just a few attempts to follow up with their prospective homebuyers.

Really? These buyers are preparing to make the largest investment of their lives and they should hand it over to someone who isn’t committed enough to them to follow through?

The strength of your efforts contribute proportionally to your results. A phone message and an email is not enough to spark a relationship with a busy buyer. That’s s first date, not a relationship. A form letter without personalization is lazy, and won’t get you anywhere either.

A friend of mine is currently in the market for a new home. She visited one community, spoke with a sales associate, and learned about another community by the same builder, one that was more family-friendly in terms of amenities. This homebuyer didn’t visit that second community, but was contacted three times by another agent from that community. This person she never met thanked her for her visit and interest, and even asked her to complete a survey about the community.

She told me she even replied to the agent to advise him of the error and received yet another form letter in response.

Build a process for building connections.

The undeniable truth is that most home or homesite sales occur as a result of multiple, quality contacts. Persistence and consistency are the keys to strengthening the relationship that is essential in making the sale. The moment you stop calling or writing, you give up the sale, and another sales professional picks it up.

When you forget them, they forget you. It’s that simple.

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

There’s Always A Reason To Celebrate. Are You Taking The Time?

Categories: Personal Development, Uncategorized | Posted: September 20, 2016



If you’re like me, you’ve missed a load of opportunities to throw a good party. Celebrations shouldn’t be limited to birthdays, weddings, anniversaries, graduations, and occasions like those. We need to step up and recognize life’s achievements and rewards.

We need to celebrate. And party.

I should have thrown a party when my best buddy of a son was born. I would have themed that celebration “The greatest gift from God”. I would have shared my blessing and my thankfulness with everyone and anyone who wanted to come to my Baby Joy Party. I would have opened up my giddiness and wonderment that I was gifted with such a perfect child. I still celebrate my son, who is grown and married, and forever my best friend.

The day after I met Lorena, I should have thrown an “I Met My Partner” party. I knew she was perfect for me, but I mostly kept it to myself. My wife is still the most amazing woman I have ever known, the one who doesn’t just tolerate my “uniqueness” but seems to actually enjoy my quirks. Lorena is my steady heartbeat, and the reason my heart skips a beat every time I return home from a trip and see her smiling face.

Making the last car payment or mortgage payment is a reason to celebrate. A “One Less Big Debt” party is a great way to remind yourself and others that there’s an end to indebtedness, that you should reward yourself for making a promise and keeping it.

Being cancer-free for seven years was a milestone worth celebrating. How did I miss that one? I think, like many survivors, you hold your breath a little, exhaling with each month and each year that the doctor tells you that your body is winning the fight. In the midst of my battle with cancer, I couldn’t see seven months in the future, let alone seven years. Yes, I should have thrown that party, for sure.

When I found my Lord and Savior, I celebrated, but in a peaceful way. Why didn’t I share the joy with family and friends? Why didn’t I see that this new relationship deserved more than the internal joy and comfort it gave me?

Not long ago, I sponsored one of the most joyous celebrations of my life. My soon-to-be daughter-in-law put together a rehearsal dinner party at the wedding venue in Mexico. It was most certainly the most festive celebration of the love between two people and the connection with their families that I have ever attended. My son is now experiencing the kind of love I always wished for him, the wholehearted, forever love I have with my wife, Lorena.

I sit here and wonder at all the blessings I’ve had in my life. I’ve loudly celebrated many of them. I overlooked the significance of others. I’ve learned that celebrations aren’t marked by the calendar, but the moments in your life. Take note of them. Party it up to remind yourself that joy comes in many ways. What I choose to celebrate is up to me. I might throw a big bash, or maybe just Myers Barnes, party of one.


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

The Art Of the Turnaround

Categories: New Home Sales, New Home Sales Coach, New Home Sales Marketing, New Home Sales Training, Uncategorized | Posted: September 13, 2016


My clients consider me a “turnaround specialist,” which is, by definition, a person with special knowledge and ability who is devoted to one area of study and research.

Elaine Morgan, an author who wrote several books on evolutionary anthropology, explained her preoccupation with a singular topic this way: A specialist tends to think in grooves.

That’s how I think. My focus of study is on selling homes and my particular groove is selling NEW homes. As a result, I have been fortunate to excel in sales strategy, and the art of the turnaround.

That sets me apart from most of the sales trainers in the industry today. It has become my Unique Selling Proposition (USP). I’ve built a reputation for helping salespeople, managers, builders and companies get from where they are to where they want to be. I teach them how to reverse direction and to stay on track until they achieve profitability.

Not a simple task, if you think about it. Most folks confuse a groove with a rut. They believe they’re focused and heading in the right direction, but in reality, they’re just digging a deeper hole. They’ve lost their vision.

When I’m able to turn them around and give them a fresh perspective, they get their groove back. They are re-energized, rededicated and ready to put their own spin on success.

What about you? Are you in the grove of innovation of the turnaround that can help you with your comeback?

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

Three Skills That Identify Great Sales Managers

Categories: Leadership, New Home Sales, New Home Sales Coach, New Home Sales Management Training, New Home Sales Training, Uncategorized | Posted: August 23, 2016


I’ve worked with sales managers around the country, in small businesses and large organizations. It’s not difficult to pinpoint those who are great at their jobs. You don’t have to show me sales figures. I watch them connect with their sales team for about half an hour, and I can see how and why these professionals have become great sales managers.

The great sales managers I’ve worked with share three skills in common.

#1. They are excellent mentors.

One of the most important jobs of a sales manager is to provide training. By mentoring their sales team members, they share knowledge and experience—both good and bad—and provide guidance, rather than deliver commands. A great sales manager cultivates a great sales team. They don’t jump in and fix things or criticize. Instead, they offer constructive advice for improving. Great sales managers are focused more on strengthening the skills of their team, because the success of the players defines the success of the coach.

#2. They give credit where it is due.

A true leader derives satisfaction from seeing others succeed with their help. Leave your ego outside, because if you want to inspire your sales team, you give them credit when they have earned it, never stealing the accolades for yourself. A great sales manager recognizes that acknowledgement is an incentive. It’s a reward that sparks a sales professional to go for the next win—and then another, and another.

The greatest coaches of all time cultivated winning teams. They didn’t put themselves in the spotlight. Their role was to build each individual into the best player they could be, and the best teammate. When they win the championship, they hoist the trophy together.

#3. They consistently follow a process.

While I appreciate ingenuity and the ability to improvise in a tough situation, I also believe that you can avoid many of these problems by following a process. From generating leads to cultivating prospects to closing the sale, a great sales manager has established and follows a clearly defined set of steps for every process. Sure, you can refine the steps as you find ways to improve, but creating this solid foundation gives your team parameters against which they can weigh options and make decisions. You must also give them the ability to shape the system to leverage their strengths, so that you encourage their desire to perform as an individual, not an automaton.

A strong sales organization grows from the right balance of talent and management. A great sales manager possesses the skills to cultivate the talent, and the whole group reaps the rewards.


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

The Business Traveler’s Guide To Healthy Living

Categories: Leadership, Personal Development, Uncategorized | Posted: August 16, 2016



In an average year, I spend more time traveling for business than being at home. Anyone who is on the road frequently can appreciate how difficult it is to maintain a healthy lifestyle. Rushing from one flight to the next, and meeting to meeting, can push you to ignore your health.

I’ve had my own struggles in recent years, so I’m committed to maintaining my well being, no matter where I am. Some of my colleagues ask me, “How do you do stay trim when you’re constantly traveling, Myers?”

I smile and then recite my business traveler’s guide to healthy living. These aren’t tips. They’re choices. And here are all ten of them

#1. No added sugar or salt. Avoid the pastries at the hotel’s continental breakfast. Watch out for buffets that often tempt you into sugary and salt-laden foods. Remember, salt naturally absorbs water, so too much salt in your body retains water.

#2. No white carbs. You’ve likely heard about the evils of carbs. Actually, some carbs are healthy, like whole grains and the natural sugar that can be found in fruits and vegetables. You should avoid white carbs: potatoes, rice, pasta, and breads (yes, that includes bagels, muffins, and pizza). The processed carbohydrates cause a rapid bump in your sugar level. Your body then stores the unused carbs in fat cells.

#3. Consume healthy fats. Fats are like carbs. They’re not all terrible. Unsaturated fats and oils can actually help you manage your weight, as well as improve your healthy cholesterol level and reduce your risk of heart disease. “Superfats”—omega-3 fatty acids—have been proven to boost your memory, problem-solving skill, and emotional balance. Nuts (including natural nut butters), fatty fish (salmon, tuna, trout, mackerel), avocados, olives, kale, spinach, Brussels sprouts, and fish oil are good sources of unsaturated fats.

OK, my one exception, barbecued ribs from Burn Co. Barbeque. Whenever I’m in Tulsa, I reserve a spot in my itinerary for a plate of sauce-soaked goodness at this restaurant.

#4. Drink water and green tea. Every day, I consume 40 plus ounces of water and green tea. Your body needs healthy fluids to lubricate the trillions of cells that keep you alive. Every cell lives in its own tiny water bath. When you don’t properly hydrate, those cells dry up like raisins, which leads to poor health, reduced energy, and myriad other problems that are easily avoidable by making this choice!

#5. Order salad when everyone else orders steak. Yes, you will be the butt of their jokes, but do you care? You’re making the smartest choice at the table, consuming less fat and more, healthy fiber and protein. And who says salad has to be dull? Add chicken or shrimp, fruit and nuts. It tastes like dinner and dessert, all in one dish.

#6. Stick to lean proteins. Fish, shellfish, chicken, turkey, lean ground beef (90% fat-free), pork loin, and beans are high in proteins and low in fat. Low-fat dairy products, like yogurt, cottage, cheese, and ricotta feed the need for protein (building muscle). I also grab a snack of unsalted nuts, which are very high in protein and healthy fats. Egg whites have the most protein in the egg. I rarely have a problem getting an egg-white omelet in a restaurant, and when you add in veggies, it makes for a great breakfast!

#7. Grab all the veggies and fruits when served. Conference centers usually provide fresh fruit at break time, and salad with lunch and dinner. If there’s a buffet, I fill up my plate with the steamed or sautéed vegetables. Then I head for the fruit for dessert. It’s all about choices, my friends. You can choose the menu items that are tempting to the eye, but hazardous to the body. Or you can use self-control and steer your serving hand toward the tastiness that comes with natural foods, like fruit and veggies.

#8. Eat for fuel, not flavor. The purpose of food is to fuel your body’s functions. When you eat healthier, your body can easily process those foods, creating energy and vitality. Your bones are stronger, your skin looks better, and you have more clarity and focus—critical functions when you’re handling important business. Choosing correctly makes the difference between using a high-octane fuel designed for peak performance, and a cheaper, diluted one.

When you ingest foods with additives and chemicals, your digestive processes are trying to figure out what to do with the junk. It’s a foreign substance. So, it’s stored as fat or possibly takes the space of nutrients that are more needed. Before you put anything in your mouth, ask yourself what purpose it will serve in fueling your body.

#9. The body is a temple, not an outhouse. I’ve seen people make better choices in feeding their pets than themselves. They buy the grain-free, high-protein food for their cherished dog, and then wolf down a bag of chips and a hot dog for dinner. Have a little respect for the one and only body you were given. Take care of it. Stop shoveling junk food into this temple. Remember, you lose weight in the kitchen, not the gym.

#10. Break a sweat. After I settle into my hotel room, I head down to the fitness center to see what they have. I try to get in a daily workout wherever I go. In some cases, that’s a brisk walk or a swim in the pool. Thirty minutes of activity makes a huge difference in both your energy level and your body’s ability to burn fat and stay lean.

Traveling is a way of life for me. Sticking to my health choices is as well.


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

The Best Lessons Are Caught, Not Taught

Categories: Leadership, Personal Development, Uncategorized | Posted: August 9, 2016

Several years ago I was in a house and saw a poster that was titled “Children Learn What They Live.” The beginning read: If children live with criticism, they learn to condemn. If they live with hostility, they learn to fight.


It concluded with: If children live with kindness and consideration, they learn respect. If they live with friendliness, they learn the world is a nice place in which to live.


If we are products of our environment, then shouldn’t we do all we can to make that environment nourishing and not negative?


In truth, we all learn what we live. And, in word and deed, we teach what we learn.


So, make no mistake. Children will mimic what we model.

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