In our last blog post about One Team, One Experience I talked heavily about alignment. If the move from online to onsite is done well, it should feel natural from the buyer’s perspective. Exciting, even. The OSC should be building anticipation, not creating confusion. It should sound more like: “I’d love for you to meet my good friend; they’re going to have a much better handle on those specific house questions and help you take the next step.” That is a handoff. Not:…
Buyers Expectations Moving Forward – Choose Your Own Adventure
In episode 6 of our webinar I talked about Buyer’s Expectations moving forward. If you are more of a reader vs. a webinar listener this is the gist of what I talked about. I think that some things are going to be permanent changes in the way a buyer shops for a new home. It’s kind of like a buffet. Some people never thought twice about going to a buffet and touching all the utensils…
WEBINAR Part 6: Selling in a Time of Uncertainty: Pave The Road to Recovery
Register Here! Free Webinar: Selling in a Time of Uncertainty Friday April 24, 1pm ET (11am MT) Six weeks ago, we started on this path of discovery with our friends, colleagues, clients, and industry professionals to lend ideas and insights and provide a forum for feedback for builders of all sizes across the country during these unusual times. The interest is positive and overwhelming – and we will continue to provide support, actionable ideas and…
Webinars: Selling in a Time Of Uncertainty – Part 5: Energy, Optimism, and Action
We are continuing our FREE webinar series “Selling in a Time of Uncertainty.” In Part 5 myself, Carol Morgan Founder of Denim Marketing, and Kimberly Mackey Founder of New Homes Solutions will talk about Energy, Optimism, and Action. Register Here. Panelists: Carol Morgan, Founder, and President of Denim Marketing Leah Kaiz Fellows, Founder and Online Sales Counselor Trainer of Blue Gypsy, Inc. Kimberly Mackey, Founder, and Sales & Marketing Management Consultant of New Homes Solutions…
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…
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…
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…
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…
So Many Great Sessions – So Little Time IBS 2020 Education
While I’m excited to be presenting a quick TED Talk Style Presentation on Mentoring and Sponsorship Growing the Next Generation of Leaders – at Professional Women in Building Headquarters on Wednesday the 22nd between 8:30 – 9:30am at the Las Vegas Convention Center, there are always so many amazing educational sessions to attend and it’s hard to get in and do and see everything you want! Even my local HBA in Denver is well represented…
20 Blind Men, An Elephant, and Your 360 Degree Evaluation
Have you heard that old parable about putting 20 blind people in a room with an elephant? Each person has a different experience with the elephant. The first leans against it feeling a sturdy wall. The second feels the tip of a tusk and believes it to be a spear. The next feels the trunk and thinks he has a snake in his hands. Yet another feels the substantial leg and mistakes it for a…
Prequalfying Leads and Safety for Real Estate Agents
Recently the tragic kidnapping and murder of Beverly Carter, a prominent real estate agent in Jackson, Tennessee has placed a renewed focus in on job safety for real estate agents. The sad fact is that real estate agents feel they need to be available 24/7 at the drop of a hat to show a home both for the sake of their sellers, and the buyers who call with the desire for instant information on properties.…