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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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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Quick Tip Tuesday Video – How To Optimize Live Chat
Today’s Quick Tip for Online Sales Programs in the Building Industry is about Live Chat. If you are going to have your OSC utilize Live Chat you need to make sure these 3 things are happening. I’ve always been on the fence about live chat because all too often I’ve seen this become a band-aid for a true online sales counselor program. If you only tend to your live chat leads you spend most of…
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Don’t Burn Out Your Online Sales Counselor
Look, I’ve been doing this since 2007. Back when I began as an OSC we did not have the same kind of marketing and lead generation as we do now. I worked for a builder that sold about 350 or more homes per year, and back then we said if an OSC was doing 20-25% of overall sales for the company they were doing a great job. As a producer hitting 32% of overall sales…
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What’s Happening: Events in September
September is always a busy time of the year! But lots of conferences, summits, webinars and podcasts have recently been released or are coming soon in the month of September, which is always great for learning and industry education. I’m lucky enough to participate in some of them! Now through the end of the year, SEBC – This year the Southeast Building Conference went virtual and has all their education available through the end of…
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