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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IBS 2024 is in The Books – What Were Your Biggest Takeaways?
Wow – IBS 2024 whooshed pat in a whirlwind, and if you were one of over 76,000 building industry professionals who attended IBS…Congratulations! Not only are you looking at trends, materials, walking the convention floor for tips, ideas, and innovation – you may have also attended some of the education, networking events, and engaged with professionals across all walks of life in the new home building industry. From trade partners, to consultants, to clients, to…
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My List of “Not to Miss Educational Sessions” at International Builders Show in Las Vegas
It’s almost February and as I prepare for THREE speaking engagements at the International Builders Show (IBS) in Las Vegas from February 27th-29th – two in the learning labs, and one at Professional Women in Building Headquarters, (PWB HQ) – I’m also scouring the list of learning opportunities that I want to attend. So much to see, so little time. My hack is when I’m not in a session or checking out tech on the…
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Old Style New Home Sales Techniques vs. Selling to the Digital Savvy Homebuyer
Little known fact, I started out in the new home sales world onsite in 2006. One of the first things my company did was put me through a sales training program and in 18 years I’ve seen a variety of sales models used for new home sales, most of which follow the critical path. I’ve seen this path anywhere from 5, 7, or even 10 steps as below. Meet & Greet Discovery Presentation & Overview…
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Enhancing Home Building with AI: 5 Ways OSCs Can Leverage Technology Without Losing the Human Touch
Just because you can’t leave it to AI (artificial intelligence) as we talked about last month, it doesn’t mean you can’t use it at all! The home building industry is experiencing a transformative wave with the integration of AI into various facets of operations. One crucial area where AI can make a significant impact is in Online Sales Counselor (OSC) programs. These programs play a vital role in engaging potential buyers and guiding them through…
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Online Sales and Onsite Sales Teams Transform Homebuyer Engagement with Video Emails
In the fast-paced and competitive world of new home construction, establishing a meaningful connection with potential homebuyers is key to success. One of the most innovative and impactful tools in the arsenal of Online Sales Counselors (OSCs) and onsite Sales Agents is the use of video emails. In this blog post, we’ll explore the transformative power of video emails throughout the entire homebuyer journey, from initial engagement to contract signing. Engagement: Breaking Through the Digital…
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The Power of Human Connection: Why You Can’t Just “Leave it to AI”
Let’s face it, complex queries demand human expertise. When it comes to the intricate world of home building, questions are often multifaceted. AI excels at routine tasks but may struggle when faced with nuanced or unique queries. A human touch ensures that your customers receive the comprehensive and tailored responses they need. As we implement all these “cool tools” we need to remember not to lose our empathy and understanding. Home building is a personal…
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