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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 deep, and sales being limited because we can’t keep up with the backlog as we sell more homes than we…
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Hiring 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 they will fit with the company culture. My father taught me long ago that when your values align with the…
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Change 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 can possibly put out there in the world. The first online sales counselor program I ever created was 14 years…
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Quick Tip Tuesday: Gratitude and Celebration
It’s been a difficult month over here at Blue Gypsy Inc. at least for me personally. In the month of March I lost two family members near and dear to me. first my most favorite cat and easy companion, Squirrel. (Yes we had a cat named Squirrel.) And then shortly on the heals, my mother passed away after a long battle with cancer. But yet in the midst of it all people showed up. My…
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Performance 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 wonderful insight in my own backyard. We were talking about the change in the market and how much more many…
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Online Sales Counselor Training Isn’t About the Hours or Canned Packages
I get asked all the time by builders if I have an hourly rate or an hourly package they can purchase. I also have builders that ask me if I have a recorded set of lessons. The thing is I can’t track hours, and I can’t feel good about putting together pre-canned “education.” If someone wants something that is only 30 days or 3 months… I can’t in good faith do it. That’s just not…
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No One is Dying: Ways to Manage Your Time as an OSC
With the onset of COVID and the current climate in the building industry, having time as an OSC is nonexistent. Homebuyers are forced to begin their search online whether they like it or not. Even prior to the pandemic, the internet has become the top source when searching for a new home. With the amount of volume that builders are seeing across the country, OSC’s are becoming more and more spread thin. Imagine you are…
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A Love Affair with CRM: An OSC’s Real World Ups and Downs with 3 Different Programs
In honor of Valentine’s Day, we give you a brief love affair with Customer Relationship Management tools (CRMs) and how one OSC describes her relationship with them. We will remove names to protect the innocent and the guilty – both the OSC’s name, and the CRMs. But let’s just call this a cautionary tale. CRMs are the foundation of everything for successful online sales counselors. We know in life just as with any romance…
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Engaging Questions that Make Your Job Easier
There are many facets to the role of an online sales counselor. OSC’s are the face of the company and are positioned to be that “guide” throughout the online sales process. The goal is to build trust, provide information and open up rapport with everyone who reaches out and shows interest. One aspect of that is being a great investigator. Investigation happens when the RIGHT questions are asked. OSC’s are trained to lead the…
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Quick Tip Tuesday – Getting the Most Out of Educational Opportunities
Both online sales counselors and leadership can benefit from opportunities like IBSx. It’s important to take the time to expand knowledge and explore new possibilities when trying to constantly refine and improve your online sales program. This year with IBS education being presented in an online format – IBSx (thanks Pandemic!) this is an opportunity for many more to attend what used to be only an in-person event. For more information on signing up for…
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