I am a huge How to Train Your Dragon Fan. Not just because my husband loves animated movies and has bought me all the dragon stuffed animals that have been created from the original movies. But also, because dragons are amazing! And at the same time, they can seem scary. But when you try to get along with them, they can be your best friend! AI can feel a little dragon-like at first. There are fears it could take over your jobs. Heck, I see…
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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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Foundational 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… but that’s just not true. Many of them can be with the right training and coaching. But sadly, there are…
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