Online Sales Counselor Training
Metrics Aren’t Everything…WHAT?
There, I said it. Metrics are not everything when it comes to a well-oiled Online Sales Counselor program. Especially in the Age of COVID. I just blew the minds of many people including all my perfectionist OSC’s. You know how I know this? I’m nominating several of my past OSC’s I’ve trained for National Awards through the NAHB, and that means getting all their current metrics to report for a 12 month-period. What are the…
Read More
Online Sales Counselors Need to be The CRM Expert for New Home Builders
I am a coach, a mentor, a trainer, a consultant. I am not technical support or here to set up your Customer Relationship Management tool (CRM.) Why? Because the only way to become an expert in your CRM is to dive in, learn it, break it, fix it, and as Nike used to say, Just Do It! When I work with builders, one of the most important foundational tools they will ever use with their…
Read More
Podcast: Kevin, Greg and I Chat About the Importance of Online Sales
Have you heard of The Home Builder Digital Marketing Podcast? Kevin Weizel at Outhouse – amazing interactive floor plans, digital renderings, and virtual tours for builders and Greg Bray at Blue Tangerine – incredible websites and marketing for new home builders, joined forces to bring you a great industry podcast chalked full of important information along with guests who can bring you insights into every aspect of the home building industry. It was a pleasure…
Read More
Roles, Responsibilities, and Expectations of the OSC and the Online Sales Counselor Program
Recently I needed to write up a detailed description for a client of the roles, responsibilities and expectation of the OSC. While this company already had an OSC program previously it wasn’t set up for optimum sales. It’s important to understand what an OSC is supposed to do – like make the appointment. And not set unrealistic expectations like – every lead will be wrapped up in a bow and ready to write so your…
Read More
Eat That Frog – Time Blocking for Online Sales Counselor Success
The other day I was in a mentoring session with one of my new trainees. She’s fantastic! She is a sponge and absorbs everything I teach her. She has been thrown into a very busy OSC program with lots of leads being generated. Already we are realizing that we are at 50 leads per week which really means we need a 2nd OSC. But I digress. One of the hardest things about an OSC’s job…
Read More
The Results Are In! Is Follow Up Your Weakest Link?
Blue Gypsy Inc. Partnered with Melinda Brody & Company and Denim marketing to shop 50 new home builders across the country. We spent 30 days tracking the follow up processes and examined speed, frequency of messaging and diversity of touch points. The results will shock you. Or maybe not. In our mystery shop we noted the follow-up behaviors of the group as a whole, as well as looking at those who did have online…
Read More
2020 Vision: It’s a Game Changer – Webinar September 11
Is your follow up your weakest link? I’m a guest this week on the 2020 Vision: It’s a Game Changer series – by Kimberly Mackey Founder and consultant at New Homes Solutions Consulting and Carol Morgan Founder of Denim Marketing. Myself, and Ben Marks – President of Melinda Brody & Company – in conjunction with Denim Marketing recently completed putting together the results from a 3o day mystery shop of 50 builders across the country!…
Read More
Quick Tip Tuesday Video – How To Optimize Live Chat
Today’s Quick Tip for Online Sales Programs in the Building Industry is about Live Chat. If you are going to have your OSC utilize Live Chat you need to make sure these 3 things are happening. I’ve always been on the fence about live chat because all too often I’ve seen this become a band-aid for a true online sales counselor program. If you only tend to your live chat leads you spend most of…
Read More
Don’t Burn Out Your Online Sales Counselor
Look, I’ve been doing this since 2007. Back when I began as an OSC we did not have the same kind of marketing and lead generation as we do now. I worked for a builder that sold about 350 or more homes per year, and back then we said if an OSC was doing 20-25% of overall sales for the company they were doing a great job. As a producer hitting 32% of overall sales…
Read More
What’s Happening: Events in September
September is always a busy time of the year! But lots of conferences, summits, webinars and podcasts have recently been released or are coming soon in the month of September, which is always great for learning and industry education. I’m lucky enough to participate in some of them! Now through the end of the year, SEBC – This year the Southeast Building Conference went virtual and has all their education available through the end of…
Read More