Let’s get this out of the way right now: I am not a CRM implementation expert. My job is to train and strategize with Online Sales Counselors (OSCs) and companies to help them thrive in their roles and their adoption of the CRM across all departments. It’s important for the marketing, sales, and online salespeople to all be rowing in the same direction when it comes to big tools like the CRM. I’ll give you the ideas and the parameters, but I leave the nitty-gritty of CRM setup to the techies and specialists. What I do know is what a CRM should be able to do for you as an OSC in the homebuilding industry. It’s up to you to become the expert on the platform your company uses. And let’s be honest—often OSCs end up being the CRM experts in their companies. So, roll up your sleeves, dive in, and figure it out. Here’s the good news: there are resources everywhere. Your CRM likely has a support team, a knowledge base, and (bless the internet gods) YouTube. You can Google just about anything these days. Or—and here’s a crazy idea—you can play with it. Tinker, explore, and press all…
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Hiring is a Value Driven Proposition: Adding New Online Sales Programs or Revamping Old Ones
Lately, as I have been helping builders hire online sales counselors – either growing their teams, starting new ones, or revamping old programs – we are not only matching the right skill sets that are needed to become an OSC (Hint, it’s not the same as your site sales people.) We also are making sure they will fit with the company culture. My father taught me long ago that when your values align with the…
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Change Isn’t Easy – But It’s An Important Part of Growth
Recently, I’ve undertaken a huge task. I’ve been updating all of my training materials and my online sales counselor training program. From the way it flows, to the way it’s presented – it’s undergone a complete refresh. But most importantly the content is the most up to date and progressive online sales training program I can possibly put out there in the world. The first online sales counselor program I ever created was 14 years…
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Quick Tip Tuesday: Gratitude and Celebration
It’s been a difficult month over here at Blue Gypsy Inc. at least for me personally. In the month of March I lost two family members near and dear to me. first my most favorite cat and easy companion, Squirrel. (Yes we had a cat named Squirrel.) And then shortly on the heals, my mother passed away after a long battle with cancer. But yet in the midst of it all people showed up. My…
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Performance Vs. Stress: How to Create Peak Performing Online Sales Programs
I was talking with my father the other day and Performance vs. Stress is one of the topics he discusses with his mentees. My father has spent several decades mentoring CEOs of companies and provides great insights to help them improve their company culture and grow their businesses. So, it’s great that I have this wonderful insight in my own backyard. We were talking about the change in the market and how much more many…
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Online Sales Counselor Training Isn’t About the Hours or Canned Packages
I get asked all the time by builders if I have an hourly rate or an hourly package they can purchase. I also have builders that ask me if I have a recorded set of lessons. The thing is I can’t track hours, and I can’t feel good about putting together pre-canned “education.” If someone wants something that is only 30 days or 3 months… I can’t in good faith do it. That’s just not…
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No One is Dying: Ways to Manage Your Time as an OSC
With the onset of COVID and the current climate in the building industry, having time as an OSC is nonexistent. Homebuyers are forced to begin their search online whether they like it or not. Even prior to the pandemic, the internet has become the top source when searching for a new home. With the amount of volume that builders are seeing across the country, OSC’s are becoming more and more spread thin. Imagine you are…
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