Value vs. Pricing – Consulting and Training is the Same as Selling a House
As a builder, I would never want you to chase your competitor’s pricing to the bottom. As a consultant, strategist, coach, and trainer why would you want me to? Remember the old saying, “You get what you pay for?” That’s true in the training realm as well. No matter how much you think you know…
Read MoreIBS 2023 – One of the Best Educational Opportunities All Year Long
If you’ve never been to the International Builder’s Show, or when you do go, you spend most of your time walking the floor, there is an educational component that just shouldn’t be missed. This year I’ll be presenting two different topics on Online Sales in 2 different educational platforms. The 2023 builder show kicks off…
Read MoreDigging Deep into Empathy and Asking the Right Questions
Developing relationships. When I first started as an OSC, I saw this as my focus. Develop authentic relationships with the people who call me or email me and ask me about a house. This was my strategy, and it helped me become a high producing OSC. “What?” you might ask, “Does that have to do…
Read MoreYou Can’t Train Online Sales in a Bubble
This is how the conversation often starts. Someone says to me, “I need training for my OSC.” If the online sales program already exists there are several things that probably need to happen. One, for sure, is training. Especially if you have an OSC that’s only been doing this job for the last couple of…
Read MoreThanks & Giving: Reflections Over the Past Year
November always seems to be the month of reflections. For a couple of reasons. There’s the obvious reason that it’s the month of Thanksgiving, and often we find ourselves thinking about what we are thankful for, the good things in our lives, but if you are at all like me you also reflect forward, to…
Read MoreFoundational Reflections for Successful OSC Programs
There are certain things that successful OSC programs need, and as we prepare for the coming year it’s time to make sure that we are doing the best we can with this important program. The Right Person or People in the Right Seats – I’d love to say that every online sales counselor is gold……
Read MoreBetter Together: Reflections From the Tropical Sales Training Retreat
Every day this week in Florida, I’ve woken up at 2am. And then I start reflecting on the day, the week, and really this entire year. It’s amazing how much planning goes into an event like the Tropical Sales Retreat. And I also reflect on how grateful I am on so many levels. Grateful to…
Read MoreGuest Post: Ready, Set, Market!
Guest Post by Carol Morgan Founder & President Denim Marketing Want to reach the finish line and score? Then it is time to shape up your marketing strategy. During the Covid-19 pandemic, many home builders sacked their marketing budget, and it is time to kick it back into high gear before calling for a Hail…
Read MoreThe Rule of 3’s with a New Online Sales Counselor Program and Seasoned Agents
Adopting a new online sales counselor program can be like adopting a rescue dog. Not that the OSC is the rescue, the site sales agents are. Okay, okay, okay hear me out… I just recently started up a brand new full-time online sales program for a new home builder. For 8 years previously they had…
Read MoreDebunking 5 Myths About Online Sales
As someone who started out in an online sales role for builders near the very early times (I like to call it back in the Stone Age) It’s time to debunk some myths about the online sales role. Myth #1 OSCs have only been around for about 10 years or so – While I started…
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