Hiring an Online Sales Counselor (OSC) is like finding a unicorn that can juggle fire while smiling at strangers and analyzing a spreadsheet—all at the same time. No one person is going to nail every skill on the wishlist: people skills, task management, analytical thinking, adaptability, emotional stability, and the drive to perform. That’s why tools like the DiSC assessment can be incredibly helpful—not as a crystal ball, but as a flashlight to illuminate learning styles, communication patterns, and potential red flags. Over the years,…
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IBS Recap: Teaching, Learning, Winning, Caring, Meeting, and Socializing
This year in Vegas was a little different than any other year I can remember. The longer you attend IBS the more people you know, the more companies you interact with, the more invitations you get to events! Teaching and Learning: On top of two presentations – one on the Building Knowledge Track with my friends and Colleagues Alisa Poncher, Angela McKay, and Cori Masters, and one just me presenting in 55+ Central – I…
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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 about the online sales program, there’s so much you don’t know. I know this because I talk to companies with…
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IBS 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 in Las Vegas, NV January 31st – February 2nd. However, there are also pre-show educational opportunities and some of those…
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Digging 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 with setting an appointment for sales?” Well, the people who called me and who were interested in more information in…
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You 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 years or less. But is training the first thing you need? Maybe not. And it may not just be about…
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Thanks & 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 the coming year. It’s the perfect time in November to think about the closing of this year and what the…
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