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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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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The Right Way to Handle Online Sales Leads: A Tale of Two Companies
I recently heard about a company whose Online Sales Counselors (OSCs) were instructed to stop following up with leads after just 15 days of no response. That’s right, if a lead didn’t respond within two weeks, it was essentially treated as dead, or it was moved over to a broad marketing drip with no further personal outreach. I have to say, that’s absolutely insane! When I heard this, I couldn’t believe it. Abandoning leads after…
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Conferences: Turning Great Ideas into Action
Hey everyone, it’s Leah here from Blue Gypsy Inc.! I wanted to take a moment to talk about something that’s been on my mind since I got back from the Women in Residential and Commercial Construction conference in Arizona. I had the honor of leading a roundtable on Creating the Ultimate Customer Experience, and let me tell you—it was an incredible experience engaging with builders, remodelers, and other industry professionals who are as passionate about…
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The Power of Cross Training: Harmonizing Online and Onsite Sales for a Seamless Customer Experience
In the fast-paced world of home sales, the harmony between online and onsite sales can be likened to a well-tuned orchestra. When each section knows its part and plays in sync, the result is a beautiful symphony that resonates with potential buyers. Cross-training between online sales, and onsite sales ensures that everyone is singing from the same sheet of music, leading to better teamwork, seamless handoffs, and ultimately, more sales. Understanding the Roles: Building a…
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