Host Jen Barkan and DYC Online Sales Coach Amanda Martin are digging into Q3 benchmarks on this episode! Tune in for a key conversation defining what really counts as a lead and how to measure your true contribution to your company’s revenue.

From aged leads to tracking, they uncover how top OSCs are keeping conversions strong and consistency high even as lead volume shifts. Amanda also shares insights from her latest article, “Playing the Long Game,” on how persistence and tracking pay off over time.

Special Announcements

• Online Sales Nation LIVE – November 19: Learn from the 2025 Home Builder Survey Shop Results
• Online Sales Academy – January 28-30, 2026: Ideal for new OSCs or anyone ready to sharpen foundational skills
• OSA Leadership Edition – February 20, 2026: An intimate, year long event that kicks off in-person after IBS designed exclusively for online sales leaders

TITO (Top Industry Talent Online) [08:10]

• Ruvam Yakimchuk at Holt Homes – Sending personalized video emails to every lead and seeing major results

Benchmark Breakdown

• The surprising share of total sales still coming from online appointments
• Prospecting that’s doubling the benchmark for aged lead conversions
• Count in dollars, not just sales, to highlight your true value

Know Your Numbers

• What truly counts as a lead and where “coming soon” communities fit in
• Handoff hygiene will make or break your paycheck
• Own your details, own your seat

Skills Check [29:40]

1. Track aged leads (because consistency compounds).
2. Share results in sales revenue, not just ratios.
3. Define what counts: leads, appointments, and sales.
4. Keep follow-up steady and strong.
5. Play the long game - it’s what builds your future pipeline.