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Online People Talking with Jen BarkanAuthor: Jen Barkan
Welcome to Online People Talking hosted by Online Sales Coach, Jen Barkan! This is the only podcast that is dedicated to enhancing the careers and lives of the new home Online Sales Specialist. Well talk about real life challenges, stories, and solutions just for you! If you work for a homebuilder or are in the homebuilding industry, you'll want to tune in as we interview amazing guests and share best practices honed in the trenches. Powered by Do You Convert and the online sales dream team. Learn more at http://www.doyouconvert.com Language: en Genres: Business, Education, Marketing, Self-Improvement Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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#58: The Online Sales Manifesto
Monday, 23 March, 2026
Host Jen Barkan is joined by Online Sales Coach Melissa Fort to talk about the non-negotiables in online sales, from capturing leads to connecting with your on-site team.HousekeepingOnline Sales Academy – April 1-3, 2026: It’s not too late to join! Ideal for new OSCs or anyone that wants to level up their online sales.TITO SHOUTOUTJennifer Thilmany with Hartizen Homes - Brand new to the role, just went through her training, and she's kicking butt and taking names. Appointments and sales are flowing! Congrats Jennifer! The Online Sales Manifesto NotesAll new interest flows through online sales.Start with your website - CTAs - one voice - creating a better mousetrap will lead to higher conversion and better data integrity. For example: Web leads, signage, calls, Zillow, BDX, developer, realtors, Self Tour. Right size your program - one OSC manages 150-200 new leads/month. Take into account coming soon as well.Position the OSC as an extension of the sales team and it should be a performance-based role. Lean into speed to lead.Personalize the first email, text, and call with the community of interest and address any questions that came in the inquiry. Auto response doesn’t count.Make your messaging relevant and simple. And know your audience - one size doesn’t fit all on follow up templates.Develop and follow a process. You need a process for new leads, responsive leads, prospecting, coming soon communities, call path, and handoff. Be curious! Discover don’t info dump and set appropriately qualified appointments for your sales team.Know your numbers and the why behind them. Reporting is your responsibility. Leads, lead sources, conversion to appt, show rate, appt to sale, and overall contribution.Make the phone your best friend and make it a priority. Answer rate needs to be 80% or higher.Prospecting is a first priority. If you don’t have the bandwidth to make prospecting monthly emails and daily outbound calls, then consider a couple of things: how you manage your day and if you need a team member? With almost 20% of appointments coming from aged leads, you can’t afford not to do it.Come out from behind the screen and connect with sales. Whether this is sales meetings, in person at the community, or virtually.Stay up to date on your tech stack.Remember your value and the impact you have on your company. Know how to explain your role confidently. Skills CheckAnything on the manifesto that you're not following or don't have implemented, sit down with leadership and talk it through. Don't go with complaints, but with solutions.
