Okay, I’m going to say it. Louder for the people in the back, the front, and especially for those OSCs sitting in the dark corner of the CRM, aggressively tagging every incoming lead like a kid calling dibs on Halloween candy: Just because a lead touched your pipeline doesn’t mean you are owed a bonus on it. You have to do the work. And more importantly, just because someone walked into a home for a self-guided tour or a realtor schedules through ShowingTime does not…
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Chart Your Course – Set Up Your Online Sales Counselor Foundation
Here are some of my highlights from our 4th Webinar during COVID-19. Now is the time to set up your online sales foundation if it doesn’t already exist, or refine and review your current process. Those are important in charting your course forward. I’m just going to talk for a minute about my personal philosophy. There are two courses you can take when things go wrong and you feel out of control. You can retract…
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Selling in A Time Of Uncertainty Webinars
Over the past couple of weeks, life seems to be continually changing in the building industry. I’ve had the good fortune to have amazing industry friends who have pulled together to provide ideas and information during these unprecedented times. Myself, Carol Morgan, Founder, and President of Denim Marketing, Kimberly Mackey, Founder, and Sales & Marketing Management Consultant of New Homes Solutions Consulting, and MODERATOR: Kelly Ann Zuccarelli, SVP, National Builder, Renovation & Condo Program Manager…
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Is This Our New Normal?
Check out our free webinar part 3 or if you don’t want to watch everything here is my recap and highlights pertaining to Online Sales Counselors for builders. There’s Nothing Too New About This Normal While for so many, I know this seems like a new normal, but it’s really been the direction new home sales has been going in for a while. From the standpoint of online sales, we’ve been working from home and…
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How Can We Engage New Home Buyers As Fears Increase Over COVID-19
Builders who already have online sales counselors already have a leg up in helping to alleviate concerns as they engage and interact as the front-line for new home builders. As an online sales counselor, we already work virtually and there is a way that we can help ease some of the fear factor home buyers may be experiencing surrounding COVID-19 especially when it comes to setting up appointments and sales for our communities. I’ve watched…
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In New Home Sales, Where Does the Buyer’s Journey Begin?
When I started working as an online sales counselor, we though only 70% of people began their search for a new home online. Back then, in the ancient times of the early 2000’s it was almost as if your website was just a billboard on this new-fangled internet. (do you even know what a billboard is… I mean now they display the current jackpot amounts for Mega Millions and Powerball…) But before we honestly used…
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Why Your Online Sales Program Isn’t Working
As an online sales trainer I’ve shopped builders’ websites who indicate that they have an Online Sales Counselor (OSC) and I’m often surprised at the results. I provide information on what I’m interested in, an email and a phone number hoping to take a look at their follow up. You know what I get instead? Crickets. In the majority of these shops I do not get a call in 5 minutes or less, and I…
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