Let’s get this out of the way right now: I am not a CRM implementation expert. My job is to train and strategize with Online Sales Counselors (OSCs) and companies to help them thrive in their roles and their adoption of the CRM across all departments. It’s important for the marketing, sales, and online salespeople to all be rowing in the same direction when it comes to big tools like the CRM. I’ll give you the ideas and the parameters, but I leave the nitty-gritty of CRM setup to the techies and specialists. What I do know is what a CRM should be able to do for you as an OSC in the homebuilding industry. It’s up to you to become the expert on the platform your company uses. And let’s be honest—often OSCs end up being the CRM experts in their companies. So, roll up your sleeves, dive in, and figure it out. Here’s the good news: there are resources everywhere. Your CRM likely has a support team, a knowledge base, and (bless the internet gods) YouTube. You can Google just about anything these days. Or—and here’s a crazy idea—you can play with it. Tinker, explore, and press all…
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Blue Gypsy Inc. Turns 15: Reflections, Realizations, and a Look Ahead
Time flies when you’re building dreams—and helping others do the same! As I sit down to reflect on Blue Gypsy Inc.’s 15th anniversary, I can’t help but chuckle at how this milestone snuck up on me, much like that epiphany I had years ago in South Africa. I was a dive instructor in Sodwana Bay, gearing up to celebrate my 33rd birthday with friends, when it hit me: I wasn’t beginning my 33rd year on…
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The Whole Human Approach: Redefining Leadership and Employee Integration
As leaders, we often focus on the mechanics of hiring—finding the right fit for the role, checking off qualifications, and onboarding employees with the tools they need to succeed. But in our drive to build productive teams, we sometimes overlook a fundamental truth: when you hire someone, you are hiring a whole human. This means embracing their unique personality, experiences, and ways of processing the world, not just their ability to fulfill the job description.…
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A Thanksgiving Message from Blue Gypsy Inc.: Embracing Abundance, Gratitude, and Connection
Thanksgiving is just a couple of days away. It’s a good time to remember the importance of gratitude—not just for the food and fun… and hopefully days off, but for the people who make our journey meaningful. At Blue Gypsy Inc., Thanksgiving is a time to reflect on the abundance in our lives: the opportunities we’ve embraced, the challenges that have made us stronger, and the partnerships that continue to inspire us. Gratitude is at…
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Why Company Culture Matters in the Home Building Industry: Creating Positive Energy in Uncertain Times
Lately, my phone has been ringing a lot more than usual. Messages, calls, and even LinkedIn pings from Online Sales Counselors (OSCs) some I’ve worked with in the past —and even more I’ve never met—are coming in. The topic? New opportunities. Many are reaching out because they’re feeling stuck, undervalued, or frustrated within their current companies. Some are in environments clouded by uncertainty due to layoffs or organizational changes. It’s a reminder of just how…
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Two Common Mistakes in Setting Up Effective OSC Programs – And How to Avoid Them
In today’s competitive home building market, setting up an Online Sales Counselor (OSC) program that truly drives results is essential. However, time and time again, I see companies making key mistakes that limit their OSCs’ ability to build rapport with potential buyers and, ultimately, secure stronger appointments that will convert to sales. These errors often stem from unrealistic expectations around follow-up times and interaction quality, undermining what could be a highly effective lead engagement strategy.…
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Meeting Buyers Where They Are: The OSC’s Key to Connection
In today’s world, where we’re all bombarded with information from every direction, it’s more important than ever for Online Sales Counselors (OSCs) to be adaptable, quick, and personal when reaching out to prospective buyers. This means we need to get creative and offer diverse ways to connect that cater to the buyer’s preferences—whether that’s via phone, email, text, or video email. But here’s the trick: we need to let go of our own biases…
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