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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Online Sales Counselors Need to be The CRM Expert for New Home Builders
I am a coach, a mentor, a trainer, a consultant. I am not technical support or here to set up your Customer Relationship Management tool (CRM.) Why? Because the only way to become an expert in your CRM is to dive in, learn it, break it, fix it, and as Nike used to say, Just Do It! When I work with builders, one of the most important foundational tools they will ever use with their…
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Podcast: Kevin, Greg and I Chat About the Importance of Online Sales
Have you heard of The Home Builder Digital Marketing Podcast? Kevin Weizel at Outhouse – amazing interactive floor plans, digital renderings, and virtual tours for builders and Greg Bray at Blue Tangerine – incredible websites and marketing for new home builders, joined forces to bring you a great industry podcast chalked full of important information along with guests who can bring you insights into every aspect of the home building industry. It was a pleasure…
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Roles, Responsibilities, and Expectations of the OSC and the Online Sales Counselor Program
Recently I needed to write up a detailed description for a client of the roles, responsibilities and expectation of the OSC. While this company already had an OSC program previously it wasn’t set up for optimum sales. It’s important to understand what an OSC is supposed to do – like make the appointment. And not set unrealistic expectations like – every lead will be wrapped up in a bow and ready to write so your…
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Eat That Frog – Time Blocking for Online Sales Counselor Success
The other day I was in a mentoring session with one of my new trainees. She’s fantastic! She is a sponge and absorbs everything I teach her. She has been thrown into a very busy OSC program with lots of leads being generated. Already we are realizing that we are at 50 leads per week which really means we need a 2nd OSC. But I digress. One of the hardest things about an OSC’s job…
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The Results Are In! Is Follow Up Your Weakest Link?
Blue Gypsy Inc. Partnered with Melinda Brody & Company and Denim marketing to shop 50 new home builders across the country. We spent 30 days tracking the follow up processes and examined speed, frequency of messaging and diversity of touch points. The results will shock you. Or maybe not. In our mystery shop we noted the follow-up behaviors of the group as a whole, as well as looking at those who did have online…
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2020 Vision: It’s a Game Changer – Webinar September 11
Is your follow up your weakest link? I’m a guest this week on the 2020 Vision: It’s a Game Changer series – by Kimberly Mackey Founder and consultant at New Homes Solutions Consulting and Carol Morgan Founder of Denim Marketing. Myself, and Ben Marks – President of Melinda Brody & Company – in conjunction with Denim Marketing recently completed putting together the results from a 3o day mystery shop of 50 builders across the country!…
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