Category Archives: Sales

Three Quick Tips Every Onsite Salesperson Can Learn From OSCs

Three Quick Tips Every Onsite Salesperson Can Learn From OSCs

Let’s welcome, Leah Fellows, from Blue Gypsy, Inc. (be sure to put those earbuds in, so you can watch this helpful short video):

Leah’s 3 main tips:

  • Sharpen your listening skills so you can ask buyers plenty of deep questions
  • Know your website so you can direct buyers around it
  • Follow up multiple times and multiple ways

Video transcription:

Hi everyone, thank you for joining me today to talk about how site agents can adopt some of the techniques OSCs use, as more and more sales are happening virtually and online. With these crazy times, we are in right now, I’d rather be here, (on a gorgeous open-air patio overlooking a beautiful blue ocean) but instead, I’m working from home like so many other people are. And when you’re used to working in a model home, how can you utilize some of the online sales counselor techniques to connect with prospects, build rapport and close the sales the way OSCs close that appointment? As an online sales counselor trainer, there are specific skills and tools that I teach OSCs to utilize in order to get that appointment. But now that more and more sales are happening online, it’s important to re-emphasize how this can be used virtually to complement your sales.

Let’s talk about one of the simple principles of sales – listening. Now, in some cases, we aren’t meeting people in person to walk and talk buyers through our models anymore. That’s important to fine-tune those listening skills and really ask the deep questions. When I say ask questions, I mean get several whys deep as to what is really driving their mood, their wants, and their needs in a new home. This is pretty much standard operating procedure for OSCs, so they can set the appointment on your sites. And while it’s always been a part of the site sales process, without a model home to help you demonstrate and dive deeper, you need to be creative opening up those questions over the phone or in videos, so that you can better understand what your buyer wants.

Another important aspect of being an OSC is knowing your website. Now more than ever before as a site agent, you need to know the website and know exactly where to find things. Where are your virtual tours? Where are your pictures, your pricing, and your floor plans? These are places where you can easily direct someone to find things that you’re trying to explain during a phone or video appointment. If you’re utilizing video software to hold a live virtual appointment. Make sure to load yourself to the floor plans, the pricing, and the virtual tours. Have those all loaded up on tabs beforehand and know how to share your screen, so that you can switch between these during your virtual appointment.

Lastly, my third tip for site agents to adopt and be like an OSC is to utilize follow up. If there’s anything that an online sales counselor has drilled into them from day one, that sometimes slips through the cracks on-site, it’s following up with prospects and utilizing a process. When I say follow up, I don’t just mean one email or one phone call after their visit. I truly mean a process. If you’ve always been winging it before, now is the time to build out your follow up plan. Utilize at least four tools to keep the follow-up, interesting and engaging, and set those touchpoints up. Make sure you’re prepared to send emails, make phone calls, send text messages, and the dreaded video emails. Video emails are open far more often than regular emails, and it furthers your ability to build rapport with your clients. Ditch any shyness you may have, and start using the video email

These are just three quick skills you can sharpen that OSCs use every day while working towards setting appointments for site agents. These principles and ideas will help you virtually engage in more of an online sales process with your buyers, build rapport, and close more sales. I hope this was helpful, and good luck with your virtual tours and sales. I know you can do it.

 

Leah Kaiz Fellows, founder and owner of Blue Gypsy Inc. is a national online sales counselor trainer for the new home building industry.

After graduating with a degree in communication from Boston University, Leah chose the unconventional path of a wanderer as she gained insights into different cultures, places, and people. Her Gypsy years allowed for crazy adventures and unique jobs giving her the skills and confidence to work in any setting and relate to a multitude of personalities and professionals.

In 2006 Leah started working in the new home sales industry and in 2007 began managing leads, setting appointments, and assisting with new home sales for a large local builder in Virginia Beach. It was here that she developed her first online sales program with strong metrics for her builder representing nearly a third of overall sales.

Leah then went on to start Blue Gypsy Inc. in 2010 working with builders, developers, and real estate related businesses as she developed a proven Online Sales System along with her very own Online Sales Process. Since 2014 the she has focused on training by helping builders across the country, hire, train and improve their online sales counselor programs.

Giving back to the industry is important to Leah and she is an active member of both her local home builders association and NAHB. She holds leadership roles locally as a board member of Professional Women in Building Council at the HBA of Metro Denver, and serves as the Chair of the Mentoring Committee, as well as a member of the Sales and Marketing Council. Nationally, she is a member of the Board of Trustees for the National Sales and Marketing Council. In addition, she serves as the vice chair of the Education and Communication Sub-committee for the National Professional Women in Building Council.

 

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2020 Vision Webinar: Stop Majoring in the Minors and Focus on What Matters

2020 Vision Webinar: Stop Majoring in the Minors and Focus on What Matters

Do you ever feel like all you do is react? Let’s talk about proactive sales and marketing! On Friday, August 14, 2020 at 2 p.m. ET, we recorded WEBINAR: 2020 Vision – It’s a Game Changer–Stop Majoring in the Minors, Focus on What Matters. If you missed it, or you just want to go backContinue Reading

NEW WEBINAR SERIES: 2020 Vision–It’s a Game Changer

NEW WEBINAR SERIES: 2020 Vision–It’s a Game Changer

*Our first webinar of this series was recorded live on June 12, 2020 at 2 PM ET.  Mark your calendar, and be sure to register for our next webinar on July 10, 2020. REGISTER HERE FOR THE SERIES OR A SINGLE WEBINAR It isn’t just the rules that have changed; we are playing a completelyContinue Reading

FREE WEBINAR Part 5: Selling in a Time of Uncertainty-Energy, Optimism, Action

FREE WEBINAR Part 5: Selling in a Time of Uncertainty-Energy, Optimism, Action

Join us next Friday, April 24, 2020, at 1:00 PM EDT/10:00 AM PDT, when our special guest will be Melissa Morman, Client Experience Officer of Builders Digital Experience (BDX). REGISTER HERE FOR NEXT FRIDAY’S WEBINAR Until then, please enjoy the recording of the April 17, 2020 webinar. On April 24, 2020, we continue our journeyContinue Reading

FREE WEBINAR Part 4: Selling in a Time of Uncertainty-Chart Your Course

FREE WEBINAR Part 4: Selling in a Time of Uncertainty-Chart Your Course

This webinar was recorded live on FRIDAY, APRIL 10, 2020 at 1:00 PM EDT/10:00 AM PDT Last week, our audience asked us about managing the here and now. The focus was more on getting it right and getting it right for NOW. So, we have prepared a whole new session for you. We are bringingContinue Reading

FREE WEBINAR Part 3: Selling in a Time of Uncertainty-Is This Our ‘New Normal?’

FREE WEBINAR Part 3: Selling in a Time of Uncertainty-Is This Our ‘New Normal?’

WEBINAR RECORDED LIVE ON FRIDAY, APRIL 3, 2020 at 1:00 PM EDT/10:00 AM PDT With those goals in mind, our topics this week are: Keeping your branding and messaging on point while still encouraging interaction on your social channels Ideas to help rebuild or support your community during the crisis Managing the virtual appointment settingContinue Reading

FREE WEBINAR Part 2: Selling in a Time of Uncertainty-Ramping up in a Time of Uncertainty

FREE WEBINAR Part 2: Selling in a Time of Uncertainty-Ramping up in a Time of Uncertainty

When: Mar 27, 2020, 01:00 PM Eastern Time (US and Canada) REGISTER HERE FOR THIS WEBINAR (After registering, you will receive a confirmation email containing information about joining the webinar.) With the constantly changing landscape and different protocols from state to state, it’s important that we stay calm, safe, and healthy while still doing whatContinue Reading

COVID-19: Simple Steps Every Builder and On-site Salesperson Can Do Right Now

COVID-19: Simple Steps Every Builder and On-site Salesperson Can Do Right Now

In summary: Telephone calls and video messages keep the public informed yet allow you to remain personal Relay the measures you are taking to minimize transmission Have a sense of humor Video transcription: Hi everyone, Kimberly Mackey here with New Homes Solutions. I know that SOLUTIONS is normally brought to you twice a month, butContinue Reading

Parade of Homes Traffic. You Can Connect.

Parade of Homes Traffic. You Can Connect.

Three main takeaways from today’s topic and challenge: Think of “looky-loos” as opportunities and not as time wasters Connect with “looky-loos” by asking questions not about homebuying They will remember your geniune interest when they are actually ready to buy Hi everyone, Kimberly Mackey here with New Homes Solutions. Normally, our program for SOLUTIONS isContinue Reading

I Was Wrong! Version 2.0–Building Brokerage Relationships

I Was Wrong! Version 2.0–Building Brokerage Relationships

  LINK TO THE ORIGINAL ARTICLE, “I Was Wrong! There, I Said It (And You Might Be Making The Same Mistake)” Three important takeaways to build relationships with the brokerages as a whole instead of the indivual REALTOR®: Educate the brokerages on selling new construction Partner on sponsorships to carve out a niche Incentivize withContinue Reading

Marketing vs Sales. Whose Job is it Anyway?

Marketing vs Sales. Whose Job is it Anyway?

  Kimberly Mackey summarizes the valuable topics below from the “Marketing vs Sales-Whose Job is it Anyway?” program with her co-presenters at IBS 2020. Who should make sure you are represented properly on your website? Who should post on social media? Provide marketing content that is relatable – pets and people – rather than justContinue Reading

Bring The Customer Experience Funnel Workshop to Your Organization

Bring The Customer Experience Funnel Workshop to Your Organization

Customer Experience Flyer  Download the full flyer above.  Are you looking for something your builders want to attend? It may be a little out of the box, meaning that it is a 3-hour Workshop, but those who attend it come away with an armload of information to help them to grow their business and provideContinue Reading

Finish the Year Strong

Finish the Year Strong

Recently, I was honored to be invited back to the New Construction Marketing Podcast, hosted by Anya Chrisanthon. The topic is timely as we finish out 2019. If you aren’t familiar with the New Construction Marketing Podcast, I encourage you to check it out. Anya has an incredible line-up of guests, from CEO’s of majorContinue Reading

Using LinkedIn to Grow Your Sales with Guest Vlogger, Adam Van Bavel of O’Neil Interactive

Using LinkedIn to Grow Your Sales with Guest Vlogger, Adam Van Bavel of O’Neil Interactive

Grab those earbuds and click the video above to take you to the full playlist.  The following transcript is from the abridged version of this video, not the full playlist. The information provided by Adam was so good, we decided to offer it as a full training session, broken down into 2 videos for yourContinue Reading

My Top 5 Discovery Questions to Ask

My Top 5 Discovery Questions to Ask

Video transcription (we recommend you put your earbuds in and watch the video though): Hi everyone, Kimberly Mackey with New Homes Solutions here to bring you another installment of our SOLUTIONS e-Training series. Today we’re going to talk about one of my favorites, “Discovery” and “Discovery Questions.” Specifically, I’m going to share with you myContinue Reading

The Secrets to Converting Leads Who Aren’t Ready to Buy Today–Spencer Powell, from Builder Funnel Radio is our Guest Vlogger

The Secrets to Converting Leads Who Aren’t Ready to Buy Today–Spencer Powell, from Builder Funnel Radio is our Guest Vlogger

  Most builders I talk to have the same complaint and that is there are not enough leads that are ready to buy today. I’m going to show you how to solve that problem, but in order to do that, we have to go back in time a little bit. The best time to buildContinue Reading

The New Home Sales Critical Path Explained in Under 15 Minutes

The New Home Sales Critical Path Explained in Under 15 Minutes

Recently, I was asked, as part of a much larger training series, to explain The Critical Path for New Home Sales to a group of smaller volume home builders. While, as a new home salesperson, you should regularly practice your use of The Critical Path through much more in-depth training, this shortened version can helpContinue Reading

Guest Vlogger: John Palumbo on Unlocking Your Personal Charisma

Guest Vlogger: John Palumbo on Unlocking Your Personal Charisma

TRANSCRIPT: This week I am going to share some insights with you on charisma, and what you can do to unlock your personal charisma. You know, that state of mind – that attitude, if you would – that helps you influence and persuade people. That’s really what charisma is about; Your ability to influence andContinue Reading

Register Everyone, Every Time

Register Everyone, Every Time

TRANSCRIPT: Every business needs to know who its customers are and how they found out about them.  Builders are no exception. However, I so often hear how difficult it is to gather registration information. One of the essential items I track for my builders each week is total traffic versus registrations. Traffic is a buyingContinue Reading

Builder Funnel Radio Podcast: Episode 43: The Customer Experience Funnel (CEF) w/Kimberly Mackey

Builder Funnel Radio Podcast: Episode 43: The Customer Experience Funnel (CEF) w/Kimberly Mackey

  In this May 2019 episode, Spencer Powell hosts Kimberly Mackey of New Homes Solutions Consulting. Kimberly talks us through the Customer Experience Funnel (CEF): Where it starts How it works The different stages of the CEF How to master yours to improve your homebuyer customer experience If your business thrives on new and repeatContinue Reading