Events
It’s Almost Halloween…
It’s almost Halloween and sometimes OSCs have some spooktacular stories to tell. Maybe you can sell a house just because they see the ghost of a past loved one… When a potential client reaches out to inform you that her deceased mother can be seen as a ghost in one of your new construction homes, it becomes apparent that the role of an OSC is not only to sell appointments, but to guide people to…
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Transformation: Don’t Miss the Women in Residential Construction Virtual Event
I’m excited to participate as a roundtable speaker in this year’s Women in Residential Construction’s live online event. The 2-day conference will take place on October 27-29th. This marks the 7th annual event for the organization. I’ve had the good fortune to attend this event in person and virtually over the past couple of years and it never disappoints. It’s always packed with inspirational speakers, idea generation, and sisterhood. The online version is a way…
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Hiring a Unicorn – Lasso Webinar
I had the privilege of giving a talk to the Lasso community recently on what it takes to embark on “Hiring a Unicorn.” According to the Oxford Languages definition, a unicorn is “something that is highly desirable but difficult to find or obtain.” While unicorns are simply fictional, in the world of new home construction, finding that unicorn takes on a whole new meaning. The role of an Online Sales Counselor (OSC) is truly one…
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Having an Abundance Mindset
Speaking with Kimberly Mackey this month about having an abundance mindset and how you can utilize this in your daily life both personally and professionally was such an uplifting experience. Over the past few years as I’ve grown my business a few concepts from abundance resonate with me. One of my favorites is it’s not pie. It’s not like because one person gets a slice there is less for you. That’s so true in the…
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Is Long-Term Follow Up Still Important?
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 does that mean? Well for most it means a more normal volume. But that change in frequency can leave many…
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Quick Tip Tuesday: Hiring Your OSC Locally
This tip goes well with the upcoming Lasso Webinar – Hiring a Unicorn. I know there are some people in the industry that believe an OSC can work from anywhere. And while I do think that it’s true an OSC doesn’t need to be working in the office from 9-5 Monday – Friday, I do feel there’s an important part of the company culture an OSC misses when they work completely disconnected by geography from…
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Join Us September 14th for Head to Head on Abundance
I am lucky enough to have built relationships and genuine friendships with people in the building industry who have similar values as I do. Long ago my father – an amazing business mentor and coach – taught me that in order to truly be finding your passion within your work you need to have shared values and goals with the people you work with. While I don’t work within a big organization, I’ve found that…
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Upcoming Lasso Webinar September 22nd – Hiring A Unicorn
While my last post about the conference let you in on a little bit about me and live speaking in front of an audience, I’m pretty excited about the upcoming webinar with Lasso where I get to talk about hiring OSCs and what to look for in that unicorn. I really do believe that making sure you have the right person in that role is half the battle. It’s not the whole battle, but it…
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A Few Personal Ah-has and Insight From The Epcon National Conference
It’s 7am in Columbus Ohio on day 3 of the Epcon National Conference, and I have my 2nd presentation of the week in a couple of hours. I should be reviewing material, and then I think… but this is stuff I talk about all the time for the past 15 years. The details change as the market changes and technology changes, the concepts and ideas grow, but at the root of it is what I’ve…
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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 are paying their online sales counselor. Especially for appointments. WHHHYYYYY? Why would you penalize your online sales counselors for refining…
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