New Home Sales Training & New Home Sales Management Blog - Myers Barnes » myers barnes

New Home Sales Training: Prospecting Is A Contact Sport!

Myers Barnes — Sat, 04 Feb 2012 13:01:53 +0000

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!

What’s It Going To Take?

Myers Barnes — Wed, 01 Feb 2012 12:01:27 +0000

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?

It’s IBS Time: Prepare for MAXIMUM SALES

Myers Barnes — Mon, 16 Jan 2012 13:26:23 +0000

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:

Develop the iron-clad confidence that top sales managers have at their command.
Discover proven sales strategies and tactics that consistently generate profits.
Learn how to raise expectations of all your sales staff and walk them through a process to increase sales.
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.

Imagination Plus Hard Work

Myers Barnes — Mon, 02 Jan 2012 12:21:31 +0000

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?”

New Year-New You!

Myers Barnes — Sun, 01 Jan 2012 13:26:16 +0000

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!

Video: Sell By Objective in New Home Sales

Myers Barnes — Wed, 14 Dec 2011 13:30:31 +0000

Here’s the ultimate question. Can you make sales 100% of the time to 100% of the people? The answer yes. You do this by selling by objective. What do we mean by objectives? It’s not to make a sale 100% of the time on the first visit but to work towards objectives that will eventually make you that sale.

We all know selling is a mindset. Set your mind to making that sale 100% of the time. It is not impossible to make a sale on the first visit. In fact with the trend in new home sales to online shopping and online sales agents, numerous encounters happen online and over the phone before the first visit ever happens in person. There are many people who are comfortable and willing to make their decisions on the very first in-person visit after having built rapport with your product, your online sales people and your brand.

A professional sales agent needs to set their goals toward making that sale, but in the event that you don’t make that sale right away keep in mind your selling objectives.

Watch my video and take a look at these 4 objectives or fall back strategies to keep in mind to make sell 100% of the people 100% of the time. Also learn about the 8 deadly words a sales person says to prospects.

If you have trouble viewing the video click here to go directly to Youtube.
View Video>>>>

Control The Sales Conversation With No-Fear Negotiation

Myers Barnes — Tue, 29 Nov 2011 17:30:05 +0000

Everyone thinks buyers are only interested in the best PRICE.

The truth is, they’re really interested in the best VALUE.

Objections—there are millions of them that a prospective buyer can throw at you, but not a single one of them can stop you from closing the sale, if you know how to deal with them.

Secrets of New Home Sales Negotiation—How to Achieve ‘Yes!’ Every Time will teach you the real-world strategies that turn objections around, and make it possible for you to convince buyers of the real value of your product, no matter what the price difference between you and your competitors.

Don’t let the myth of price resistance keep you from getting the sale. Learn the tactics and secrets in Secrets of New Home Sales Negotiation—How to Achieve ‘Yes!’ Every Time that can put you back in the driver’s seat, instead of being taken for a ride.

Stop The Price War By Winning On Value

Myers Barnes — Sun, 13 Nov 2011 17:30:01 +0000

How can you be smarter when buyers are more armed with knowledge than ever?

How will you win sales when competitors are beating you on price?

With Secrets of New Home Sales Negotiation—How to Achieve ‘Yes!’ Every Time you’ll find a playbook of tactics and strategies that can help your team. You can make “yes” a reality more often, no matter what prices your competitors are offering.

Don’t just side-step problems. Learn to turn them into advantages that make your home the only natural choice. Now when prospective buyers come in with price challenges from competitors, you’ll be armed with working tactics and the fundamentals of negotiation that that will enable you to sell the value of your product without having to rely on gimmicks or smaller commissions.

Take a look at this slim volume of infinitely valuable knowledge today and arm yourself to win on value, instead of losing on price.

Supercharge Your New Home Sales – Complimentary Webinar

Myers Barnes — Tue, 01 Nov 2011 09:59:56 +0000

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!

Myers Barnes — Tue, 25 Oct 2011 09:54:34 +0000

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.