Being named after a popular Website is one way to get people to like you. But there are other ways that will probably work better as you try to establish a rapport with potential buyers. Here are some suggestions:

• People want to feel appreciated, so thank them enthusiastically for taking the time to visit your model home.
• Make sure you’re approachable. Don’t greet them then walk away and bury yourself in your iPhone or laptop.
• Remember their names.
• Don’t act overeager and patronizing.
• Check your personal hygiene throughout the day.
• Find common ground.
• Don’t interrupt.
• Make eye contact.
• Establish an open, relaxed conversation by synchronizing your body language and speech rhythm to theirs. Make sure your words, actions and the tone of your voice all relay the same message. Saying “May I sell you a new home today?” while licking your lips and rubbing your hands briskly together sends a different message than saying “May I sell you a new home today?” while greeting them with a warm handshake and a smile.
• Have a positive attitude.
• Compliment. Don’t criticize or complain.
• Put others first. Remember, what’s good for your buyers is good for your business.

According to the Harvard School of Health Sciences, people decide how they feel about you in the first two seconds of seeing or hearing you. If they like you, they will unconsciously tend to see the best in you and look for opportunities to agree and say “yes.” If they don’t like you, the opposite is true.

Facebook alone went from zero to more than 500 million users in six years. If it were a country, this would make it the third largest in the world. What that shouts to you is that, if you don’t have a Facebook page, get one NOW. Otherwise, you’re saying that you have decided not to communicate with this segment of the population. That’s a major mistake, considering that 91% of all home-buying decisions are influenced by women, and women comprise more than half of Facebook’s audience.

The number of women using social networking sites is greatly increasing each year. Research from SheSpeaks.com shows that nearly 90% of American women use popular social networks such as Facebook and Twitter.

Here are some ways you can tap this lucrative market:

• Create and sustain a coordinated campaign using social media such as Twitter, Facebook, Foursquare, LinkedIn, YouTube, Flickr, etc.
• Establish a blog with your own URL. Your blog will be the cornerstone from which all your marketing will be based. To establish common ground with potential buyers, brand it and your social media sites with your picture and info that reflects you (hobbies, pets, accomplishments, awards, community involvements).
• Keep your blog interesting, informative and current. Post something new regularly.
• E-mail prospects to keep your name in front of them.
• E-mail previous buyers to find out how they’re doing in their new home. Stay in contact. Ask for referrals.
• Pull leads from your company’s Web site. Respond to all e-mails within five minutes if possible. Also, don’t forget to monitor your company’s online reputation by Googling the name or signing up for alerts. Respond to all who have posted a comment, whether they are happy or unhappy with your company.

Two final thoughts. (1) Use speed when following leads. I’ve never met a really high-achieving salesperson who hasn’t had a strong degree of urgency. (2) Because of the explosion of social media, make it a habit to live your life as though your mother is watching. She very well may be.

Mr. Hare, however, was all about change. He lived fast and worked the same way. He could text100 words a minute. His Facebook page was updated regularly and he was as good at Tweeting as Ashton Kutcher.

“You need to get up to speed,” Mr. Hare told Mr. T. Ortoise. “You’re still on the technological dirt road. Get on the high-tech highway. Social media’s where the future is in new home sales.” “You’re hare-brained,” Mr. T. Ortoise replied, slowly emerging from his shell. “Buyers like the personal touch. They get enough emails, texts and whatever. I don’t need to add to that and I don’t need you pressuring me.”

Mr. Hare wasn’t about to let that pass, so he challenged Mr. T. Ortoise to a race. “Let’s see who can sell the most homes this month,” Mr. Hare said. “I have been the top salesperson all year. No one has beaten me yet, and I don’t think you’ll come anywhere close with your outdated sales methods.”

“Well, we’ll see!” Mr. T. Ortoise said. “Hold your boasting until the end of the month.” Mr. Hare was off to a rapid start. He immediately replied to inquiries on his web page because he knew that customers expect a response within five minutes. He asked for referrals from clients. He texted potential buyers and was heavy into social networking, blogging and promoting his brand of homes. Mr. Hare was an expert in multiplying his efforts. However, he worked so hard that sometimes he would run out of steam and have to close his office door to take an afternoon siesta.

In the meantime, Mr. T. Ortoise never napped, but plodded away faithfully following the same routine he had for years. He knew how the month would end. Mr. Hare would burn himself out and slow-and-steady would win. There would be no hoppy ending for this rabbit. At the end of the month when the new home sales were tallied, sure enough … Mr. Hare won by a landslide. After all, life isn’t a fairy tale and those who tarry … fail.

The Moral: In a world that moves with Google-like speed, you can’t be a tortoise and expect to win. You have to leave the comfort of your warm, safe shell and explore new territory. If you aren’t practicing your skills and staying current on technology, someone … somewhere … is and when you meet that person, he or she will win.

Things are happening. The buzz is building. And we can all use good market intel and advice everyday.

Everyday I hear from new home salespeople many with questions to ask about new home sales training, and many with stories and experiences to share. I believe that your questions and experiences are so valuable that the whole world should be able to gain from them.

So I am starting an "Ask Myers" program on my New Home Sales Training Facebook page. Simply go to my Facebook page and post your question on the Wall.   I’ll personally review all the questions and select five to answer every Friday.

I know that when we work together we can choose success and get closing. Let’s share in the process of becoming truly great new home salespeople. I look forward to hearing from you each week!

Keep Selling,

Myers

My next question is, “How are you going to achieve your goal?” That’s the tough one. We all dream of making a six-figure (or higher) income, but without a plan, it’s just a wish. Here’s what you need to do to earn the big bucks you want:

Act your wage!

Gary Keller of Keller Williams Real Estate, shouts this out to people in the industry. And he’s 100 percent right! If you want to earn $100,000, do the math. You must generate $40 an hour in sales. Waiting for a walk-in won’t net you $40 an hour. Talking to your friends won’t do it. And your social not-working on Facebook certainly isn’t garnering you that kind of wage.

To make $100,000 a year, you have to put yourself in front of more people. Make direct connections. Dig up new prospects. Put yourself face-to-face with a qualified buyer. Follow up with those leads you haven’t yet closed. Be active and proactive. THIS is the action that generates a $40-an-hour income and will guide you to your annual goal.

When you make your living as a commission salesperson, you don’t get paid by the hour but by the results you deliver. Start acting your wage and powerful results will follow.

In addition, the FIRST 100 Fans will be entered to WIN a FREE copy of The Myers Barnes Ultimate Training Libraryfour of my most recent books on new home sales: Closing Strong – The Super Sales Handbook, Reach The Top In New Home & Neighborhood Sales,  Supercharged Sales, and  New Home Sales in a Nutshell! With these tools for success, you’ll learn the difference between merely surviving and Truly Thriving.

Keep checking back each week for more FREE New Home Sales Training Videos, Resources and Strategies!

Keep Selling, Super Achievers!
Myers