In our last blog post about One Team, One Experience I talked heavily about alignment. If the move from online to onsite is done well, it should feel natural from the buyer’s perspective. Exciting, even. The OSC should be building anticipation, not creating confusion. It should sound more like: “I’d love for you to meet my good friend; they’re going to have a much better handle on those specific house questions and help you take the next step.” That is a handoff. Not:…
CRM – Should it Integrate with Your New Home Builder Software?
So, I get this question a lot! Or I get this statement… “We don’t want to change CRM’s because it integrates with our contract writing, purchasing, building etc… software we already have.” Here’s the thing. Some of the companies tack on an inferior Customer Relationship Management tool, (CRM) so that you will utilize their entire system. They think this is a value add. It’s not that they mean for it to be inferior. At least…
Quick Tip Tuesday Video – The Value Of Video Emails in Online Sales Programs
Today’s Quick Tip for Online Sales Programs in the Building Industry is about Video Email. Video email is a MUST when it comes to the online sales counselor role. According to 2020 marketing statistics compiled by SNOVio Labs, an initial email with a video receives a click through rate increase of 96%. Using the word video increases the open rates 19%. When we use video email we cut down unsubscribes by 26%. This is not…
Online Sales Counselor Training isn’t a Sprint, It’s a Marathon
If you are not a runner how far could you run and how fast, before you just collapsed? We often hear about training for marathons. Do we ever even talk about training for sprints? Yet all new things need training right? I mean could you be a great, healthy runner if someone just handed you a baton and said go? Then why would we do that to an Online Sales Counselor in the new home…
How Do You Set Up a Professional Online Sales Program?
For smaller builders adding a new person to their team is a big step. So it’s important to start it out on the right foot. A professionally and properly implemented OSC program will convert digital traffic into appointments for onsite agents but it’s more than just a call center. The key factors in setting up the program is to implement it with proper process, competence, and to resist short cuts. Proper Process – There needs…
Buyers Expectations Moving Forward – Choose Your Own Adventure
In episode 6 of our webinar I talked about Buyer’s Expectations moving forward. If you are more of a reader vs. a webinar listener this is the gist of what I talked about. I think that some things are going to be permanent changes in the way a buyer shops for a new home. It’s kind of like a buffet. Some people never thought twice about going to a buffet and touching all the utensils…
Webinars: Selling in a Time Of Uncertainty – Part 5: Energy, Optimism, and Action
We are continuing our FREE webinar series “Selling in a Time of Uncertainty.” In Part 5 myself, Carol Morgan Founder of Denim Marketing, and Kimberly Mackey Founder of New Homes Solutions will talk about Energy, Optimism, and Action. Register Here. Panelists: Carol Morgan, Founder, and President of Denim Marketing Leah Kaiz Fellows, Founder and Online Sales Counselor Trainer of Blue Gypsy, Inc. Kimberly Mackey, Founder, and Sales & Marketing Management Consultant of New Homes Solutions…
Selling in A Time Of Uncertainty Webinars
Over the past couple of weeks, life seems to be continually changing in the building industry. I’ve had the good fortune to have amazing industry friends who have pulled together to provide ideas and information during these unprecedented times. Myself, Carol Morgan, Founder, and President of Denim Marketing, Kimberly Mackey, Founder, and Sales & Marketing Management Consultant of New Homes Solutions Consulting, and MODERATOR: Kelly Ann Zuccarelli, SVP, National Builder, Renovation & Condo Program Manager…
What is Your New Home Sales Strategy for 2019?
As the real estate market cools, interest prices on the rise, and competition becomes more stiff there are several things that new home builders will need to do to stay on top of their game. One of the most important elements will be implementing or fine tuning their online sales programs. Having a dedicated Online Sales Counselor, who is there on the front lines, answering phones and emails quickly is the key to beginning successful…
20 Blind Men, An Elephant, and Your 360 Degree Evaluation
Have you heard that old parable about putting 20 blind people in a room with an elephant? Each person has a different experience with the elephant. The first leans against it feeling a sturdy wall. The second feels the tip of a tusk and believes it to be a spear. The next feels the trunk and thinks he has a snake in his hands. Yet another feels the substantial leg and mistakes it for a…
The Quick Response – Online Sales Training: Lead Management 101
Having a dedicated online lead manager is a good position to create, fill, and train. Whether you are a new home builder, a real estate broker, or a real estate team, online sales is a very important aspect for your business. 90% of new home buyers begin their search online. The majority of people are going to take information from the builder, company or individual that provides the quickest response. All too often frustration begins…