Online Sales Counselor Training 7

Frequently Asked Questions About Online Sales Programs

There are many questions I get when we are looking at starting or evaluating an existing program, especially when it comes to hiring an OSC and setting them up for success. Frequently asked questions: Can’t we just move an agent from sales to online sales or hire a seasoned realtor? The answer is sometimes. Not…

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…

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…

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…

How to Grow Your Online Sales Department

By now, and if you’ve read my last two posts – Don’t Break The Process and Can’t an Online Sales Counselor Just Take the Lead Through Sale? NO! – then you may be starting to consider growing your online sales department. Before a little thing called COVID, most walk in traffic really was digital…

Can’t an Online Sales Counselor Just Take The Lead Through Sale? NO!

I saw this question recently asked in a forum. This goes right along with “Don’t Break The Process.“ You don’t want to take leads generated by marketing (The seed) and hand them off directly to the agents before they go through lead development for reasons discussed previously in Don’t Break The Process. Likewise, if your…

Quick Tip Tuesday: Don’t Forget About Proper Lead Nurturing

If we don’t do our lead nurturing correctly now, we will be regretting it later. While in the ever changing landscape of online sales, so much more has been thrown on the plate of an OSC, it’s important that we don’t forget the basics. The reasons why this position exists in the first place. To…

Hiring the Right OSC Requires A Social Media Check

In today’s digital world, it’s important to be careful about what you put out in the world, especially publicly. Time and again we see people removed from their jobs because they’ve expressed a stance that their companies cannot abide by, nor do they want to be held accountable for in society. As online sales counselors…

Quick Tip Tuesday: One Size Doesn’t Fit All in Online Sales Counselors Programs and Training

It’s important to understand that a one-size-fits-all approach for online sales counselor programs is not beneficial to new home builders across the industry. First it’s important to see that training doesn’t happen in a bubble. There is an entire program set up required in order to create a successful online sales program. Sometimes we think…

I’m Not Just an Online Sales Counselor Trainer, I’m an OSC Advocate

Look. This post COVID climate is crazy. First it was crazy when everything went online and builders FINALLY started to embrace the role of the OSC, and those that had them thanked their lucky stars that they were able to pivot quickly. And now it’s crazy with the rising cost of materials, interest lists 100’s…