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:…
How to Train Your Dragon… I Mean, Your AI!
I am a huge How to Train Your Dragon Fan. Not just because my husband loves animated movies and has bought me all the dragon stuffed animals that have been created from the original movies. But also, because dragons are amazing! And at the same time, they can seem scary. But when you try to get along with them, they can be your best friend! AI can feel a little dragon-like at first. There are…
From Click to Contract: Why Your OSC Can’t Do It Alone
Let’s set the record straight: Your Online Sales Counselor (OSC) is not a one-person army. They’re not a magician who can wave a magic wand over lukewarm leads and produce closings. And they’re certainly not a plug-and-play solution that runs on autopilot. If your online sales program is struggling—or worse, crashing and burning—it’s not just about the OSC. It’s about the system surrounding them. Too often, home builders invest in the idea of an OSC…
Evaluate Your Online Sales Counselor’s Performance with Precision
In today’s competitive homebuilding market, your Online Sales Counselor (OSC) program can make or break your lead-to-sale conversion rate. OSCs are often the first point of contact for prospective buyers, which makes their performance a crucial part of your customer journey. That’s why Blue Gypsy Inc. offers a comprehensive 45-day Mystery Shopping Solution designed specifically to evaluate, measure, and improve the effectiveness of your OSC team. This isn’t just a performance check—it’s a strategy-shaping experience…
What DiSC Can (and Can’t) Tell You About Finding a Great OSC
Hiring an Online Sales Counselor (OSC) is like finding a unicorn that can juggle fire while smiling at strangers and analyzing a spreadsheet—all at the same time. No one person is going to nail every skill on the wishlist: people skills, task management, analytical thinking, adaptability, emotional stability, and the drive to perform. That’s why tools like the DiSC assessment can be incredibly helpful—not as a crystal ball, but as a flashlight to illuminate learning…
Blue Gypsy Inc. Turns 15: Reflections, Realizations, and a Look Ahead
Time flies when you’re building dreams—and helping others do the same! As I sit down to reflect on Blue Gypsy Inc.’s 15th anniversary, I can’t help but chuckle at how this milestone snuck up on me, much like that epiphany I had years ago in South Africa. I was a dive instructor in Sodwana Bay, gearing up to celebrate my 33rd birthday with friends, when it hit me: I wasn’t beginning my 33rd year on…
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…
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…
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…
Enhancing Builder Efficiency Through Effective Online Sales Counselors
4th Annual Online Homebuyer Mystery Shop Report In the ever-changing arena of new home building, the role of Online Sales Counselors (OSCs) has proven indispensable. The 4th Annual Online Homebuyer Mystery Shop Report, a collaborative effort between Melinda Brody & Company, Denim Marketing, and Blue Gypsy Inc., sheds light on this crucial role. This annual report serves as a barometer for industry standards and practices, offering insights that help refine the strategies of home builders…
Can Onsite Sales Agents or Realtors Be Effective OSCs?
We often call OSCs unicorns. The number of onsite sales agents or realtors that can shift from their role as community manager or resale agent to the role of an OSC are unicorns basking on a rainbow, balancing a leprechaun’s lucky gold piece on the tip of their horn. The transition from an onsite sales agent or realtor to an Online Sales Counselor (OSC) involves more than just a shift in workplace or title; it…