Ahhh spring. That magical time of year when the birds are chirping, the flowers are blooming, and home builders suddenly realize… they needed an OSC yesterday.

Let’s be real—when the spring selling season ramps up, it’s like someone flipped a switch. The leads are pouring in, the phones are ringing, and suddenly, builders everywhere have a lightbulb moment:
“We need an Online Sales Counselor!”
…To which I say, “No kidding. And let me guess—you wanted them last week. Or last month. Or maybe even last quarter?”

Here’s the thing: you can’t just post a job, toss the resume dart at a board, and expect to find gold. Hiring the right OSC is both an art and a science—and it’s definitely not something you can rush.

Not Just Any Warm Body Will Do

The person who succeeds in this role? Nine times out of ten, they’re not the person you would’ve picked out of the resume pile. You’re not looking for someone who just knows real estate. (Spoiler alert: we can teach you real estate.) You’re looking for someone with a very particular set of skills. The right person for this job can:

• Juggle a crapload of tasks and not mind doing it.
• Follow up with tenacity, persistency and consistency.
• Build genuine relationships through a screen.
• Emotionally connect with people over the phone.
• Deal with a variety of personalities and take it all in stride.
• Be okay with not closing the deal.
• Understand technology and how to make it work for you, not against you.
• Analyze the data, the metrics with an eye toward conversion.

And that’s just the beginning…

Let me paint you a picture from a recent recruiting spree:
In just four days, I got 130 resumes. That’s not a typo. 130.
I combed through every one of them and asked 50+ people to answer my trusty set of 14 screening questions. That’s where things got interesting.

Some people gave me long, rambling essays that you just knew were AI-generated fluff. (Yes, I see you, ChatGPT fans.) Others wrote answers so short and incomplete; it was like reading a toddler’s text message. One guy even asked me for coaching on his resume, and then when I told him I was knee-deep in interviews, he accused me of having a time management problem. Bold move, sir.

In the end?
30+ questionnaires reviewed
24 phone interviews
Hung up on twice
‍♀️ Stood up once
Found 5 amazing candidates

And honestly? That’s a pretty fabulous two weeks in my book.

What Makes a Great OSC Interview?

Let’s get down to the nitty-gritty. Here’s what I’m looking for when I recruit an Online Sales Counselor:

✅ Someone who can handle a mountain of tasks and doesn’t whine about it.
✅ A pro at building rapport on the phone—warm, friendly, and real.
✅ Excellent writing skills. Not just “I passed English class,” but actual, persuasive, clear communication.
✅ A sense of urgency. If you’re not following up with me about the job, how am I supposed to believe you’ll follow up with leads?
✅ And most importantly: I need to hear you. Your authentic, human, non-salesy self. If you’re too busy pitching yourself, talking over me, or not asking me any curious questions about the role—how do I trust that you’ll actually listen to your buyers?

This Job Ain’t for Everyone

I’ve been helping hire and train OSCs for over 12 years. I’ve seen rockstars soar and a few folks crash and burn. This isn’t about finger-pointing—it’s about learning what works and what doesn’t. At the end of the day, this job is not the same as being an onsite sales agent or your average real estate pro.

People often assume, “Well, I’ve been in real estate forever, so I’ve got this.” Nope. The hard part isn’t the real estate. It’s finding someone with the character, the hustle, the mindset, and the values to really succeed in this role.

You won’t succeed just because you know sales.
You won’t succeed because you’ve got a friend in the company.
You’ll succeed if you are the right person for the job—period.

It’s a Labor of Love (and Unicorn Hunting)

Whether you’re launching a brand-new OSC program, reviving one that’s been gathering dust, or expanding your existing team, remember this: Hiring the right person makes all the difference.

Recruiting isn’t easy—it takes time, patience, a finely tuned BS detector, and a serious desire to help your company succeed. But when you finally find those unicorns in the sea of resumes? It’s all worth it.

So, if you’re feeling the spring hiring crunch, don’t panic. Just take a deep breath, grab your resume-sifter, and remember—you’re not just hiring a position, you’re hiring your future customer experience. Choose wisely.

And if you need help? You know where to find me.

Ready to hire your unicorn OSC? Let Blue Gypsy Inc. help you find the real deal—not just someone who talks a good game. ✉️