If 100% of My Sales Come Through Online Sales Counselors. Should I Restructure OSC Pay?

Noooooo! Not unless you are going to pay them MORE!  I keep seeing this over the past year, as more and more traffic for new home builders comes to your online sales counselors. More leads are being set into appointment because there is less walk-in traffic. Some builders are having “heartburn” over how much they…

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How to Grow Your Online Sales Department

  By now, and if you’ve read my last two posts – Don’t Break The Process and Can’t an Online Sales Counselor Just Take the Lead Through Sale? NO! – then you may be starting to consider growing your online sales department. Before a little thing called COVID, most walk in traffic really was digital…

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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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Don’t Break The Process!

There’s been a marked slow down of walk-in traffic to models all across the country. With agents twiddling their thumbs in sales offices it may be tempting to ask the question why don’t we send the digital leads to them and eliminate the “middle man” The OSC? That would be a big mistake. Lead development…

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Quick Tip Tuesday: Don’t Forget About Proper Lead Nurturing

If we don’t do our lead nurturing correctly now, we will be regretting it later. While in the ever changing landscape of online sales, so much more has been thrown on the plate of an OSC, it’s important that we don’t forget the basics. The reasons why this position exists in the first place. To…

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Hiring the Right OSC Requires A Social Media Check

Social Media Check

In today’s digital world, it’s important to be careful about what you put out in the world, especially publicly. Time and again we see people removed from their jobs because they’ve expressed a stance that their companies cannot abide by, nor do they want to be held accountable for in society. As online sales counselors…

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Guest Post: Capturing and Nurturing Leads in a Hot Market

  Guest Blog Post by Lasso CRM With most builders experiencing a banner year, how you keep track of your leads is more important now than ever before. I don’t know if you can ever have too many leads, but if you’re not properly capturing and nurturing them, this is a problem. When times are…

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Quick Tip Tuesday: One Size Doesn’t Fit All in Online Sales Counselors Programs and Training

It’s important to understand that a one-size-fits-all approach for online sales counselor programs is not beneficial to new home builders across the industry.  First it’s important to see that training doesn’t happen in a bubble. There is an entire program set up required in order to create a successful online sales program. Sometimes we think…

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I’m Not Just an Online Sales Counselor Trainer, I’m an OSC Advocate

Look. This post COVID climate is crazy. First it was crazy when everything went online and builders FINALLY started to embrace the role of the OSC, and those that had them thanked their lucky stars that they were able to pivot quickly.  And now it’s crazy with the rising cost of materials, interest lists 100’s…

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Hiring is a Value Driven Proposition: Adding New Online Sales Programs or Revamping Old Ones

Lately, as I have been helping builders hire online sales counselors – either growing their teams, starting new ones, or revamping old programs – we are not only matching the right skill sets that are needed to become an OSC (Hint, it’s not the same as your site sales people.) We also are making sure…

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