Online Sales Counselor Training 4

Bridging the Gap Between Digital Marketing and Your Online Sales Team

Online Sales can’t happen in a bubble. There are two areas where an online sales counselor does not have control of the customer journey and the sales process. The first is at the very start which is generating the leads. The last is at the very end which is closing the deal. This is why…

What Does No Lead Left Behind Really Mean?

While the online sales program has evolved a lot over the past 20 years since it first started to show up as a position for new home builders, there are some things that remain the same. Though we have gotten away from some of these things over the last couple of years. It’s time for…

Why Training Isn’t an Option No Matter Who You Are

Back in my college and immediate post college days I was a bartender. I actually fell back on bartending on and off for 15 years as I traveled around the world. I had the opportunity to work in a variety of settings from nightclubs to restaurants, to pubs, to bars, to comedy clubs… I even…

Sharpen Your Skills and Stay on Top of Changes in the Market

As the market normalizes and it takes more effort to make a sale, it’s more important than ever before to be on top of your game. For OSCs this means working on your phone skills, your follow-up skills, your database prospecting, your metrics, and your overall re-commitment to the duties of an OSC. What are…

How to Implement and Audit an OSC Program

In the last couple of years there has been an absolute scramble to get online sales counselor programs up and running. Some were done thoughtfully and strategically with proper goals, objectives, and training. Others were thrown together with a ball of twine and some duct tape. Now is the time the true programs will shine,…

Chat Girl: Ms. Marvel or The Marvelous Mrs. Maisel

Did I catch your attention? Are you wondering more about my TV watching and how this could possibly relate to Online Sales? Today I got a call from Chat Girl, and it was eye-opening and reinforcing why online sales training is so important and why you can’t just slap a Band-Aid on it. Some builders…

OSC Tools and Tech For A Changing Market – Here’s the Replay

If you missed the Anewgo webinar hosted by Anya Chrisanthon on jun 14th featuring myself, Heidi Schroeder, from Lasso ECI, and Cory Masters at Beacon Homes you missed a lot of fun and insights, We covered some great tools and tech you may want to be using on your website for customer engagement. These techniques…

I Bet You’re Kicking Yourself

As the market cools for some builders across the country, some builders are kicking themselves and upping realtor compensation. I feel like I’m having Deja Vu. I came into the new home sales industry in 2006, just as the last hot market in the early aughts began to cool. When I started to work in…

Don’t Kill Your Unicorn

“They Are Cutting My Pay!” The worst text ever to get from a friend who is an online sales counselor. I’ve been there. I know it’s a gut punch. I remember that punch. Back in 2009 when I was an OSC, after two years of fighting the market downturn, my pay got restructured and I…

New Home Marketing: Don’t Race to the Bottom Pricing

Recently as I was speaking with one of my online sales counselors, we were talking about community pricing and marketing. She told me the secret of creating happy buyers… Ask any OSC out there and 99% of the time they will tell you their communities are marketed based on the lowest possible price. What that…