Online Sales Counselor Training
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…
Read MoreHow 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…
Read MoreCan’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…
Read MoreQuick 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…
Read MoreHiring 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…
Read MoreQuick 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…
Read MoreI’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…
Read MoreHiring is a Value Driven Proposition: Adding New Online Sales Programs or Revamping Old Ones
Lately, as I have been helping builders hire online sales counselors – either growing their teams, starting new ones, or revamping old programs – we are not only matching the right skill sets that are needed to become an OSC (Hint, it’s not the same as your site sales people.) We also are making sure…
Read MoreChange Isn’t Easy – But It’s An Important Part of Growth
Recently, I’ve undertaken a huge task. I’ve been updating all of my training materials and my online sales counselor training program. From the way it flows, to the way it’s presented – it’s undergone a complete refresh. But most importantly the content is the most up to date and progressive online sales training program I…
Read MorePerformance Vs. Stress: How to Create Peak Performing Online Sales Programs
I was talking with my father the other day and Performance vs. Stress is one of the topics he discusses with his mentees. My father has spent several decades mentoring CEOs of companies and provides great insights to help them improve their company culture and grow their businesses. So, it’s great that I have this…
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