Online People Talking with Jen Barkan

Jen Barkan and Jessie Suggs are joined by Lisa Parrish, Chief Creative Chick with Team PMP - Peter Mayer Productions! Lisa has been producing industry award events for 35+ years, and the topic is all about The Nationals-- the NAHB's premier awards event! They dive into awards categories, benefits of applying, tips on the submission process, steps to submitting an entry and more! Entries are due October 7 for anyone interested in applying! Finalists lists will be announced the first week of December. 

Topic Of Today: The Nationals awards! (04:14)

• Jen and Jessie welcome Lisa Parrish, a national treasure in the new home industry
• Lisa explains The Nationals, and what categories of awards are covered 
• What categories of awards are available for Online Sales?
• Diving into who should apply for each category 
• Why should you consider applying?
• Characteristics the judges are looking for 
• Tips for bringing up The Nationals to upper management 
• Insider tips on the submission process -- clear, concise and digestible  
• Breaking down the entry submission two-step process 
• Planning for the submission deadline 
• Lisa's thoughts on letters of recommendation 
• Jen shares the importance of providing a story and context behind the data 
• Levels of entry fees - do you have to be a member of NAHB to apply?
• After submission, when do you find out if you've been selected?

Listener Question Of The Day: (26:04) 

"With the submission process, is there anything that stands out to you, and are applications more merit based, creativity, or a combination of both?"

• Lisa details it comes down to professionalism, dynamic and results 
• Creativity and passion for what you do are clear standouts 

Skills Check! (28:12)

• Jessie encourages you to research The Nationals, and have a discussion with your manager to see if this is something you are able to apply for! 
• Jen shares her experience applying and winning silver and gold 

Jen Barkan is joined by Jessie Suggs for Episode #22, and they're shaking things up! Jen interviews Jessie, who candidly shares how she entered into the real estate industry, and her journey to becoming an online sales counselor, and ultimately to a coach at Do You Convert. A big topic discussed in this episode is comfort zones, and how important it is to always be seeking opportunity for growth and learning. And finally, they give you a bit of homework so you can put the advice into action! 

Topic Of Today: Jessie Suggs! (05:58)

• Jen is interviewing Jessie as this episode's special guest! 
• It all started with teeth! 
• Jessie describes navigating her way through roles to pursue her true passion
• Jen asks what drew her to the online sales role 
• The two discuss the best, and most difficult things about being an online sales counselor 
• Jessie shares what her tenure within the industry has looked like 
• She also shares the ways that she plugged in, and grew within the industry 
• Jen asks Jessie to describe the moment she knew she wanted to be a coach 
• They discuss comfort zones, and how important it is to resist the urge to allow fear to keep you in the same place 
• Jessie shares a typical day-in-the-life of an online sales coach
• She also shares what her free time looks like! 

Skills Check! (30:23)

• What is one thing you could be doing to put yourself out there, and develop yourself professionally? 

Jen Barkan is joined by Jessie Suggs and Amanda Martin to recap the recently dropped Q2 2024 Benchmarks! Things have held very steady since last quarter, and in some instances, improved! Also discussed in this episode are upcoming opportunities for growth and recognition, and Amanda leaves you with some homework that will improve your funnel. 

Word On The Street: Do You Remember Your First Day As An OSC? (15:20) 

• Jen, Jessie and Amanda do! They reminisce on their first day as an OSC! The accomplishment, the excitement, the nervousness -- all the feels! 
• The team is onboarding new online sales specialists, and are loving the work ethic and eagerness to learn they are bringing! 
• Online Sales Academy dates have been announced (November 13-15) and limited spots are available! 
• Who should apply for The Nationals?

Question Of The Day: UTour (26:57)

• Great resource for onsite sales team 
• Ways to use it effectively and not bypass online sales 
• You should have a UTour follow-up process (light weight, soft selling)

Topic of Today: The Q2 Benchmarks! (13:33)

• What are the Benchmarks, and how do we calculate them?
• Pleasantly surprising key metrics!
• Are you tracking "show rate"? 
• Recapping top performers 
• Data you can add to your reports to tell the story about what is happening with your leads

Skills Check! (30:28)

• Amanda gives you some homework! 
• Correctly defining an aged lead 
• Discovering the why behind your data 

Welcome to Online People Talking with Jen Barkan! In this episode, Jen and Jessie Suggs are joined by Julia Holloman, a Dream Home Specialist at Red Door Homes! Julia explains what "On Your Lot" online sales specialists do and how its different (and similar!) to production online sales specialists. They go through the metrics between the two and speak to why that might be.

Word On The Street: On Your Lot (10:15)

• Build on customers land.
• Take care of everything from start to finish.
• You can build anywhere that Red Door Homes builds.

Topic Of Today: Metrics for OYL vs Production (24:26)

• OYL has to paint a picture, there's no model home, so it's helping the customer create a vision of the future.
• Your job is to get them excited at the possibility of a home.
• OYL is a longer buying cycle.

Skills Check! (40:27)

• You got to listen to your calls!
• How are you answering the phone?
• Determine what your areas of qualification are.
• "Did I ask for the appointment?"

Welcome to Online People Talking with Jen Barkan! In this episode, Jen and Jessie Suggs are joined by one of our very own marketing coaches here at DYC, Beth Russell! They have noticed an uptick in OSC's creating overly templated emails that look as though they came from marketing, so the three dig into the difference between marketing emails and follow up emails. Beth gives her expert insight on the purpose of both kinds of emails and shares her concerns if the line is blurred between the two. The three discuss the difference between live chat and a chatbot.

Word On The Street: OSC's emails looking like they came from marketing (08:03)

• Email marketing is not the same as email follow up.
• Follow ups should not have a template.
• You risk people unsubscribing when you make your follow up a newsletter.

Topic Of Today: The fundamentals - difference between email marketing and follow up from online sales (17:30)

• Marketing emails are there for awareness and engagement.
• Email follow up needs to be short and sweet.
• Follow ups are human centered communication.

Skills Check! (36:40)

• Go do an audit of your email follow up. Is it too templated?
• Talk to your marketing and see what is going out.

Welcome to Online People Talking with Jen Barkan! In this episode, Jen is joined by Jessie Suggs to talk all about how to get an appointment. Jen and Jessie have noticed a disconnect in Online Sales Specialists knowing the best method of making an appointment and in some cases, not even asking at all! So pull out your notepads and pencils for this free educational episode on how to get those appointments the correct way.

Word On The Street: How To Ask For an Appointment (05:32)

• People are struggling with asking for the appointment.
• Review the call path.
• Prepare mentally.
• Be better than the bot! Add your personality!
• 5 areas of qualifications.

Topic Of Today: The 6 Ways To Ask For an Appointment (16:44)

• Assumptive close
• Soft Close
• Trial Close
• Hard Close
• Tie Down Close
• Alternative Close

Skills Check! (30:35)

• Write these tips down.
• Try one of these methods!

Welcome to Online People Talking with Jen Barkan! In this episode, Jen and Jessie Suggs are joined by Elena Mora and Chelsie Glidden of Ideal Homes! This dynamic duo from ideal Homes created an out of the box approach to bettering their post appointment conversion and adoption of the handoff and follow up. They created a red team/green team system to help motivate their OSC's to make sure their conversion rates flourish! 

Word On The Street: Poor Practices (07:33)

• Jessie has seen some newer OSC's pushing some negative practices.
• Tracking follow-ups.
• Don't get caught up in the CRM policing.

Topic Of Today: Thinking Outside the Box (14:01)

• After noticing a loss of conversions with qualified appointments, they decided to take the issue to management.
• They created a red/green system. 
• To be on the green team you have to show a conversion of appointment to sale that is 30%.
• The green team gets priority appointment. 

Skills Check! (38:55)

• Observe and report!
• Get the concrete data. 
• Tracking appointment to sale conversions at the community level and sales person level. 

Welcome to Online People Talking with Jen Barkan! In this episode, Jen and Jessie Suggs are joined by Kelly Rushin, an award-winning Online Sales Specialist at Berks Homes! They talk all about team dynamics and stepping into the leadership/mentorship role when welcoming new teammates, urging OSC's to shift their negative mindset around it. It's an opportunity to grow as a person and grow the company! Jen and Jessie share what they think is best practice for lead ownership and Kelly shares what she loves most about being an OSC as well as who inspires her most!

Word On The Street: Team Dynamics (07:47)

• Seeing the growth opportunity in bringing in new team members!
• Someone to have your back.
• It's not about competition, it's about making sure all leads are nurtured. 
• Mentor and teach someone else!

Topic Of Today: Lead Ownership (21:44)

• Eliminate as many grey areas as possible.
• Don't let ownership cause a ripple in the customers journey.
• Make sure there's incentive to help out.
• Communication and respect are key.

Skills Check! (35:32)

•  Outbound calls: Get out there are call your leads!
• Make 20 outbound calls a day.
• Call from a call track platform, use a call log, and have your teammate cover inbound calls while you make outbound. 

Welcome to Online People Talking with Jen Barkan! In this episode, Jen is joined by Jessie Suggs and our very own, Amanda Martin! The Q1 2024 Benchmarks have just dropped and the team dives into the numbers and gives their thoughts on the results! There's been a shift in the lead volume so the three give tips on how to manage the lack of leads and advise OSC's to be careful not to use the "S" word. They suggest that "When leads go low, it's your time to grow!" and ask yourself if you've done everything you can with your current leads. 

Word On The Street: Everyone's been quiet! (04:03)

• The bad 4 letter "S" word: Slow
• "When leads go low, it's your time to grow!"
• Calm down, hit the phones.
• Are you doing everything you can with the current leads you have?
• Pro-active communication with sales and marketing.

Topic Of Today: The Q1 Benchmarks! (12:38)

• Everything is normal and steady.
• The numbers are looking great!
• Early Spring selling season this year.
• Things are stay pretty consistent.

Skills Check! (30:38)

• Challenge: Look at your follow-up process and figure out how to add your personalization. 
• Tell your leads where to go, where to look!
• Nurturing a VIP list.
• Add a video into the very first email outreach.
• Put your picture in your email signature.

Welcome to Online People Talking with Jen Barkan! In this episode, Jen and Jessie are joined by the incredible, Ronda Conger! Ronda hops on the podcast to share her knowledge and expertise and give her thoughts on why OSC's are an essential part of the company. They dive into the topic of A.I. and Ronda explains that A.I. is not about replacing the OSC but giving the OSC the opportunity to have better conversations with more information! The three tackle ways to resolve unhealthy competition between your OSC's and Ronda shares who and what inspires her! Ronda's mindset of positivity and curiosity continues to impact and transform the industry day by day.

Word On The Street: Everyone's been quiet! (00:35)

• OSC's haven't been chatty.
• Time for a motivation and attitude check!
• Hopefully it's a sign that everyone is in the zone.
• We need to find the passion in our role again!

Topic Of Today: Special Guest Ronda Conger! (03:03)

• Ronda's message of positivity has stayed the same over the years as she's pioneered the industry!
• Online Sales Specialists are one of the most important aspects of your company. 
• A.I. is a great resource but it will never replace you if you're human centered!
• The OSC can never be replaced, but A.I. can enhance the capabilities of the OSC by acting as an assistant.
• Your company needs to be set up as a team sport, not a house divided. 
• Ronda is inspired by the"doers" in the world!

Skills Check! (34:03)

• Mental skills check!
• What are you grateful for? Looking forward to?
• Ponder who inspires you!
• If you don't know what inspires you, go find it.