Host Jen Barkan welcomes award-winning OSC Alex Neller of Dream Finders Homes into the studio, who shares her journey from bartending to online sales and the mindset and habits that have driven her success. The conversation covers what makes a great OSC from the inside out, touching on authenticity, AI adoption, realtor relationships, and the power of genuine human connection.

Housekeeping:

We are hiring for an Online Sales Coach! If you have a passion for the role and you want to take that passion into training, coaching, and leading, this is the job for you - apply today.

TITO Shoutout:

Natalie Smeby, OSC at DR Horton Houston Division - Natalie puts her training and knowledge immediately into action and has been seeing results right away.

Key Takeaways:

• Background and the Bartender-to-OSC Pipeline: Alex shares how her restaurant and bartending background gave her a natural edge in reading the room, adapting to different people, and building rapport. 
• AI Adoption and Overcoming Resistance: Alex was initially resistant when encouraged to use AI, worried it would make her communication feel transactional. She came around by treating AI as a baseline formatter rather than a replacement for her voice, and now uses it daily to operate at a higher level across all her relationships.
• Superpowers and Kryptonite: Alex names human connection as her superpower, knowing her leads' dogs' names and following through from first contact to close. Her kryptonite is a "buy or die" mentality that can lead to task fatigue from over-assigning follow-ups, though she shared a win of finally booking an appointment with a lead she had been nurturing since 2023.
• Realtor Relationships Challenge: In today's market, Alex says realtors are being flooded with emails and simply not reading them. Her approach is to get intentional: pick up the phone, text to flag an email, and position yourself as a one-stop resource. She also emphasizes treating realtor partners the way you treat leads, making them feel seen and valued.

Skills Check:

Check yourself, check your mindset, check your perspective. When you get up in the morning, pause and think about something you're grateful for. Start your day with that mantra, and write it down.

Take a moment before you roll into the craziness of the day, pause, look around, and reflect. That will set the tone and shape your mindset.