Let’s pick up where we left off. In Part 1, we explored the idea that we naturally value what we prioritize. Our calendars, to-do lists, and mental energy are often the truest indicators of what really matters to us. But if that’s true… what happens when we feel like we’re stuck between two values? Welcome to the tug-of-war between professional growth and work-life balance. This is one of the most common internal battles people across all industries are fighting quietly, every day. Two Good Things,…
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Debunking 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 in the role back in 2007 which is 15 years ago, there were OSCs as far back as at least…
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Bridging the Gap Between Digital Marketing and Your Online Sales Team
Online Sales can’t happen in a bubble. There are two areas where an online sales counselor does not have control of the customer journey and the sales process. The first is at the very start which is generating the leads. The last is at the very end which is closing the deal. This is why I often say online sales is the crossroads between marketing and sales. When implementing an online sales program the most…
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What Does No Lead Left Behind Really Mean?
While the online sales program has evolved a lot over the past 20 years since it first started to show up as a position for new home builders, there are some things that remain the same. Though we have gotten away from some of these things over the last couple of years. It’s time for a few reminders. Remember, the online sales counselor is NOT a secretary, and their true role is to develop the…
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Why Training Isn’t an Option No Matter Who You Are
Back in my college and immediate post college days I was a bartender. I actually fell back on bartending on and off for 15 years as I traveled around the world. I had the opportunity to work in a variety of settings from nightclubs to restaurants, to pubs, to bars, to comedy clubs… I even worked on the party boats out of Boston Harbor and casinos in Las Vegas. I knew how to make drinks.…
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Sharpen Your Skills and Stay on Top of Changes in the Market
As the market normalizes and it takes more effort to make a sale, it’s more important than ever before to be on top of your game. For OSCs this means working on your phone skills, your follow-up skills, your database prospecting, your metrics, and your overall re-commitment to the duties of an OSC. What are we talking about when we say Phone Skills? Well, up until recently anyone and everyone was banging down the door…
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How to Implement and Audit an OSC Program
In the last couple of years there has been an absolute scramble to get online sales counselor programs up and running. Some were done thoughtfully and strategically with proper goals, objectives, and training. Others were thrown together with a ball of twine and some duct tape. Now is the time the true programs will shine, and the ones that were done hastily will suffer. This is why auditing and training will become so important. The…
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