Training and Consulting
The Right Way to Handle Online Sales Leads: A Tale of Two Companies
I recently heard about a company whose Online Sales Counselors (OSCs) were instructed to stop following up with leads after just 15 days of no response. That’s right, if a lead didn’t respond within two weeks, it was essentially treated as dead, or it was moved over to a broad marketing drip with no further personal outreach. I have to say, that’s absolutely insane! When I heard this, I couldn’t believe it. Abandoning leads after…
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Conferences: Turning Great Ideas into Action
Hey everyone, it’s Leah here from Blue Gypsy Inc.! I wanted to take a moment to talk about something that’s been on my mind since I got back from the Women in Residential and Commercial Construction conference in Arizona. I had the honor of leading a roundtable on Creating the Ultimate Customer Experience, and let me tell you—it was an incredible experience engaging with builders, remodelers, and other industry professionals who are as passionate about…
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The Power of Cross Training: Harmonizing Online and Onsite Sales for a Seamless Customer Experience
In the fast-paced world of home sales, the harmony between online and onsite sales can be likened to a well-tuned orchestra. When each section knows its part and plays in sync, the result is a beautiful symphony that resonates with potential buyers. Cross-training between online sales, and onsite sales ensures that everyone is singing from the same sheet of music, leading to better teamwork, seamless handoffs, and ultimately, more sales. Understanding the Roles: Building a…
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Understanding Lead Traffic and Conversion: A Guide for OSCs, Marketing, and Leadership Collaboration
In the competitive world of new home sales, Online Sales Consultants (OSCs) play a pivotal role in converting website visitors into buyers. Understanding lead traffic and conversion rates is crucial for OSCs to optimize their efforts and collaborate effectively with the marketing team. By tracking key conversion points and analyzing lead behavior, OSCs can provide valuable insights to the marketing department. These real-world interactions can help drive strategic improvements in marketing spend and overall sales…
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Marketing in the Home Building Industry: Crafting Strategies for Effective Lead Generation
In the home building industry, marketing is more than just creating pretty brochures and planning events. It’s about developing a robust strategy to generate traffic to your website and convert visitors into viable leads. Effective marketing involves a blend of creativity, technology, and strategic thinking, all aimed at engaging potential buyers and guiding them through their journey. Here’s a closer look at the essential components of a successful marketing strategy for home builders. Beyond Brochures:…
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Getting Outside the Box and Hiring an OSC
I love it when a client says, “Honestly I would have passed over those two candidates’ resumes.” And then they see how strong they’d be for the OSC role when I vet them, and then we interview them together. This makes me happy. I’m genuinely happy when I can help a client cut through the stacks of paper and find a good fit for their company, culture, and someone who is willing to learn to…
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With Quality, You Only Cry Once
“With Quality, You Only Cry Once.” I think this was once a message in a fortune cookie, but it was one of my dad’s favorite sayings when he talked about the cost of services and programs. Never, in a million years, did I think I’d follow in my father’s footsteps. He was a nuclear physicist, and I was a vagabond backpacking, beach bum dive instructor, sailboat captain and bartender. When my dad was in his…
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Addressing Under Performance in OSC Programs
In our most recent Annual Homebuyer Mystery Shop Report it was disheartening to see that 4 OSCs never followed up. This points to significant issues within some OSC programs. While there are builders out there that know they need Online Sales Counselors they don’t always know how to set the program up successful, manage it properly, and create the proper expectations and oversight. These results don’t mean that OSCs need to be micromanaged, but it’s…
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In-House Online Sales Counselors — The Key to Deep Customer Connections and Sustainable Growth
The Hidden Value of In-House Online Sales Counselors In the home building industry, the significance of having a strong online presence is undisputed. The role of the Online Sales Counselor (OSC) is critical in this digital-first approach, acting as the frontline of your brand’s online interaction with potential homebuyers. While some might consider outsourcing their OSC team to manage costs and operational overhead, it is crucial to delve deeper into the value that an in-house…
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Spring into Success: A Comprehensive Guide to Improving Profitability in Online Sales Programs for New Home Builders – Part 2
In Part 1 of our blog, we focused on the digital components needed to have an effective and profitable online sales program. While digital tools optimize efficiency and scalability in online sales programs, it’s the human touch that adds empathy, understanding, and adaptability to the process. By leveraging both digital capabilities and human expertise, new home builders can create a sales experience that is not only well-organized and transparent but also personalized and engaging, ultimately…
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