What Happens When You Rush the Process?

Don't rush the online sales process

Sometimes in our need for speed, we lose sight of some of the basics. While it’s true that an OSC’s role has always been about appointment setting and getting people in front of the site agents there are several factors that must be addressed. Appointments Need to be Strong – the whole point of filtering…

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Has Follow Up Improved From Last Year? Our Results Are In…

In the 2nd Annual Homebuyer Mystery Shop Blue Gypsy, Inc. got together with Melinda Brody & Company and Denim Marketing to shop 50 new home builders across the country. We looked at national, regional, and local builders and spent 30 days tracking the follow-up a customer would receive if they submitted an inquiry with their…

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Is Long-Term Follow Up Still Important?

Follow up for online sales counselors

The last 18 months have seen crazy things happening in the new home construction world. It’s no secret that we have more buyers than homes. So, is it really necessary to have long-term follow up? The answer is YES! For the first quarter in a while, we are seeing the lead volume slow down. What…

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Can’t an Online Sales Counselor Just Take The Lead Through Sale? NO!

I saw this question recently asked in a forum.  This goes right along with “Don’t Break The Process.“ You don’t want to take leads generated by marketing (The seed) and hand them off directly to the agents before they go through lead development for reasons discussed previously in Don’t Break The Process. Likewise, if your…

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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…

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Performance Vs. Stress: How to Create Peak Performing Online Sales Programs

Stess vs performance for online sales counselors

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…

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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…

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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…

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A Love Affair with CRM: An OSC’s Real World Ups and Downs with 3 Different Programs

In honor of Valentine’s Day, we give you a brief love affair with Customer Relationship Management tools (CRMs) and how one OSC describes her relationship with them. We will remove names to protect the innocent and the guilty – both the OSC’s name, and the CRMs. But let’s just call this a cautionary tale.  …

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Have Online Sales Systems In Place BEFORE The Home Building Market Changes

Be Ready for Change before It happens

Systems need to be in place if you want to grow and maintain during the highs and lows of the new home building market.  People will always be buying real estate, it’s just their methods and what’s important to our buyers changes as the market fluctuates.  This is the toughest point to get across in…

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