Jen
Hey, everybody. We are we are fresh back from the summit. Molly and Melissa, have you recovered yet?
Molly Adams
Hi Jen!
Melissa Fort
Hello?
Emily Tucker
Hello?
Molly Adams
getting there.
Melissa Fort
No.
Emily Tucker
You
Molly Adams
on my way.
Melissa Fort
No, I'm still trying to get caught back up on real life and come back from, you know, was a great week, phenomenal week. So now it's like getting back up and back into the normal schedule.
Jen
Here's it here.
Yes.
Molly Adams
It's hard to come down like back into reality when you come from summit and like the world is summit. It's like so great. And then you have to like settle back down in the real world. It's hard.
Jen
Yeah. I call it like, you know, going from my like summit butterfly, just flying high into my summit cocoon mode when I get home. My my husband, when I, when I landed and I told him, was like, okay, I landed, on the way home. He's like, okay, are you going to be a zombie for two days? Like what am I working with here? And I was like, yes, I have to go hibernate.
Colleen Sagan
Hmm.
Jen
now for a couple of days and recharge. Yeah, here's a question for you though. So your significant others were manning the fort at home. When you come home, is it like, what the heck has been going on here? Or do they have the house clean? Everything's taken care of?
Molly Adams
Melissa had homemade soup.
Melissa Fort
Yeah, yeah, grocery shopping done, pasta fagioli, homemade soup, which is good because like the last couple hours of my drive were in the rain. So it was like the perfect cozy I needed.
Jen
Shut up.
Jen
yeah, there was none of that over here. In fact, it was like, what are we doing for lunch when I got home? Emily, what about you when you came home? Was everything spick and span and just all in order?
Melissa Fort
Ha
Emily Tucker
Hell yeah, it was and so my significant other you know I just moved to the Wilmington area and part of that reason is to be with him and so this is a relatively new thing and he watched my three sons my three dogs and That was a big okay. That was a big deal. I was like, okay I'm gonna let you watch my three dogs So he stayed at my place and I came back and the place was spick and span just I mean like Melissa like what do we do? I was speechless
Jen
Wow, you've trained him well.
Emily Tucker
I know. I guess. I didn't even know.
Jen
My husband totally screwed me and he was fixing the dog's gourmet food while I was gone. that then when I came home and I went to feed them, they were like, turn their nose up at it. I'm like, are you trying to get them mad at me? Like, what the heck? Ugh.
Emily Tucker
Absolutely not.
Melissa Fort
I think my dog missed me more though. He has been like literally attached to me since I returned. So dog missed me the most for sure.
Emily Tucker
my goodness.
Emily Tucker
babies.
Jen
Well, let's just keep this summit high going. We just had the biggest online sales party, so let's just keep it going. Welcome to episode 47 of Online People Talking. Today I am joined by coaches Melissa Fort and Molly Adams, and we have some special guests, Colleen Sagan and Emily Tucker, both online sales specialists. Woo-hoo!
Molly Adams
Mmm... Please.
Emily Tucker
Yeah.
Melissa Fort
Yeah
Jen
Like I said, they were at the summit and we were like, let's just keep this rolling. I was missing everybody. So we're gonna hear from them here in a second, but we've got some, couple of housekeeping items we need to take care of first. First of all, we have just announced our next online sales academy, Molly and Melissa. It is coming up the end of January, January 28th through the 30th.
So if you are an online sales specialist listening, you've never really had any formal training, this is the Academy for you. So it is on our website. You can go check it out. Join the VIP list. We'll be launching registration soon. And then we got to do our Tito shout out. Tito stands for top industry talented OSC. And I think that this Tito shout out goes to Colleen and Emily.
Molly Adams
Woohoo! Yay!
Jen
Let's give them a round of applause. And listen, it's a combined award here because Colleen and Emily, which we'll get into in a minute, they were at the summit and they took some time to share some really great examples of things that they're doing on their end for follow-up. And we had them stand up.
Melissa Fort
Yes!
Emily Tucker
Whoa!
Colleen Sagan
Thanks!
Jen
We had them, we put a mic in their hand. We had them talk to a room of 150 online sales specialists about what they're doing. And they did such a great job.
Emily Tucker
Aw, Jen.
Colleen Sagan
thanks.
Jen
Yeah, yeah, no, so you guys are Tito's. You get the Tito shout out this episode.
Emily Tucker
Thank you.
Emily Tucker
Hey, that's a small dream realized. I've been listening for a while now.
Jen
Ha
Melissa Fort
Hahaha!
Emily Tucker
This is exciting times. Thank you.
Jen
Yeah, well, listen, we, you know, like like we were saying in our opening, we are just back from the summit. And in case you're wondering what's the summit, if you don't know what I'm talking about, the Do You Convert Online Sales and Marketing Summit is an annual conference that the team at Do You Convert puts on every year. It's where we gather all of the brightest and best industry marketers, online sales specialists, leaders.
They ascend onto a place. Sometimes we have it in Texas, sometimes we have it in Chicago. This year was in Chicago. We've even done it in Denver before. We've done it in Phoenix. This next year will be in Austin. But everybody comes together and it's 300, 400 of the brightest people that get together and...
We have two different tracks. We have an online sales track where we can gather OSCs. We have a marketing track and we have a leadership track. And it's just such a great, it's the best. I know I'm biased, but it's the best conference there is in the industry. And so we wanted to bring on Colleen and Emily because they are first time attendees to the summit. And I want to...
hear what they thought, I wanna get their insights, their takeaways and such. let's kick that off. Molly, what do you wanna know?
Molly Adams
I guess I just want to know, well, let's start. What was your favorite part, Emily? What was your favorite part of Summit?
Emily Tucker
man, no this is a cliche. like there were so many parts, but there were, there really were though. I think my absolute favorite part though is that I was in a room full of people a lot like me. So I don't know how familiar you guys are with like the disc. I know you guys are very familiar with disc personality.
Molly Adams
Hmm.
Jen
Yeah, you talking about the personality disc? huh.
Emily Tucker
Yes, yes. And so I know that I am a high eye, which means I'm very outgoing, very people oriented. And I will say I am usually one of the few high eyes in the room. You know, and so to be surrounded by so many people that have that same sort of mindset and same sort of energy was crazy. And I loved it and I fed off of it so much. There was a gentleman that I met. He was an OSC named Michael, who's actually on my roundtable and
Molly Adams
Mm-hmm.
Colleen Sagan
Ow.
Jen
huh.
Jen
Yeah.
Emily Tucker
I don't think I've ever sat and spoke with someone where we were just feeding off of each other. I was like, wow, there's more people out there like me. So that was 100%. And I didn't quite understand what that meant until I got there, genuinely. So I think that was my favorite part if I had to pick.
Jen
Right. It's like you're in a room full of your people. Yeah.
Molly Adams
Mm-hmm.
Jen
That's awesome.
Molly Adams
Ugh, I love that.
Melissa Fort
That makes me want to tear up. That's my, like watching those connections. That was the best, the best.
Emily Tucker
yeah, it was so cool. It was so cool. Yeah.
Colleen Sagan
That's awesome.
Molly Adams
Colleen, what was your favorite part?
Colleen Sagan
For me, I think it was more the through line in terms of, you know, it didn't matter if it was Jen talking or Ryan or Rhonda, or even the online sales consultants who were up there. The through line of that this is what I make of it. It's up to me. It's up to my attitude that I do what I'm supposed to do and just reiterating that and really having a positive attitude can make such an impact. And I really do try to do that, but it's nice to hear it.
from somebody else saying it to me and be like, yeah, really do need to keep that positive attitude going.
Jen
I love that attitude is everything. think that that was definitely something that I took away too, just mindset. And we hear all the time that online sales specialists enjoy the summit so much because they get recharged, you know, like, and in a market where it's harder, I think everybody needed that recharge right now. And
Molly Adams
Mmm. Ugh.
Emily Tucker
Mm-hmm.
Emily Tucker
Mm-hmm.
Emily Tucker
Mm-hmm. 100%.
Colleen Sagan
Absolutely.
Jen
Molly, Melissa, myself, Mike, everybody on our team, we get recharged too at the summit being with you guys. It's like that little boost that we need as well.
Molly Adams
Mm-hmm.
Melissa Fort
for sure.
Colleen Sagan
Mm-hmm.
Emily Tucker
Mm-hmm. yeah.
Jen
Melissa, what do you want to know from these fabulous people?
Melissa Fort
Yeah, we'll go back to Emily. So what was from all the different speakers you listened to and all the content, what was your key takeaway?
Emily Tucker
Well, it would be easy for me to go right to Rhonda. So there was a fabulous speaker, Rhonda. She was just very high energy and I took a lot from her. But I think if I go there, it'll be very much in line with what Colleen just said, which one of the big things she said was the attitude you have is the house you build your foundation, or the foundation you build your house on. So I really did love that and I loved a lot.
Jen
Mm-hmm. Yeah.
Molly Adams
Mm-hmm.
Emily Tucker
that she had to say. But another thing I really loved was the AI aspect. We really got some awesome insight into how we can best use AI to be the best OSCs we can be. Not that AI takes our jobs. AI won't take your job, but an OSC who uses AI might.
Jen
Mm-hmm.
Jen
Right.
Molly Adams
Mm-hmm. Mm-hmm. Mm-hmm.
Jen
Right, exactly. Mike Lyon quote.
Colleen Sagan
Hmm.
Emily Tucker
Yeah, so yes, my Glyon quote. So I thought that was great.
Melissa Fort
He was cracking me up too. Like the AI isn't going to replace something that has hair on it. So that is still the best asset. He was cracking me up with that. What about you Colleen? What was your key takeaway?
Emily Tucker
He said, you gotta have hair.
Molly Adams
I really liked that he took the time.
Colleen Sagan
My key takeaway is that little things mean a lot. You know, the one person who talked about saying hi-ya instead of hi and it impacted her response rate, I was floored by that. Texting before you call for, you know, calls that you haven't talked to in a while, that's small. Like those are small things, but all of those things kind of stack on each other and they really have a huge impact on...
Jen
Right.
Colleen Sagan
response rates and connecting and all of those things. So that to me is so important.
Jen
I love that. Molly, were you getting ready to say something?
Molly Adams
Mike just, yeah. He just spent a, I was just, I really appreciate the whole AI thing and the whole presentation that he put on, and the effort that he put into letting OSCs know, that a good OSC using AI is so important. And then sharing the tools that you can do.
Jen
You said something about Mike, you loved Mike something.
Colleen Sagan
Mm-hmm.
Emily Tucker
Mm-hmm.
Molly Adams
It just shows like what a great leader he is and like sharing that the tools that like wanting to equip our OSC's with good tools. And I just, it was such a powerful session. I just wish everybody could have had just a chance to sit in that session. It was so good. I'm just so thankful for the people that got to sit and listen to that because it was just, it was just so knowledge packed.
Jen
Yeah.
Emily Tucker
Mm-hmm.
Jen
Yeah. And going back to what you were saying, Colleen, about the like texting before you call and just some little like tips and things that work. That was Trista that gave that example. And what she did was like A B testing with her partner. Right. It was like, OK, I'm going to try it this way and see what the results are. And her partner, Marilyn, tried it a different way.
Molly Adams
Mmm.
Colleen Sagan
Mm-hmm.
Jen
And, you know, they tested it for 30 days and Trista got better results from texting first and then calling, right? Cause it pops up like maybe it's Trista calling you from Braun Homes. So I like that too. And like you said, it's just like little, little tips and little techniques that you can do. on the AI front, you know, online sales gets a little nervous, right? Sometimes about AI.
and is it gonna replace us or is my builder gonna try to move forward with this and it's your responsibility, right, to learn it and be able to talk about it and don't be afraid of it, right, just use it and invest, know, research it and see how you can implement it. So I agree, that was a great session.
Molly Adams
Mmm.
Emily Tucker
use it to make your life easier. But yeah, like, like Matt said, you got to have hair. Nothing replaces human interaction. Nothing replaces that. So I feel pretty confident in that.
Jen
Yeah.
haha
Melissa Fort
Hahaha!
Jen
Colleen, what is one thing that you have either implemented right away or you plan to implement right away that you learned about?
Colleen Sagan
Well, I'm gonna say two. One is intentionality. And then I think for me specifically the time blocking, think that would be, cause sometimes I feel like I just, I know that I have all these things to do during the day and I get them done, but it's not with intentionality. So I think that that'll help with everything really, just to kind of plan my day more than my day planning me, I think would be the way I would say it. And I think.
Jen
Mm-hmm. Yeah.
Colleen Sagan
You know, I'm relatively new in the role, so I think, you know, there were some challenges for me to like learn the role and all that, but now I think I've gotten where being more intentional and doing the time blocking, I think I'm really kind of ready to do that.
Molly Adams
Mm.
Jen
That's amazing. loved, so Kristen Butler with Tripoint Homes was on the panel talking about, I love that sticky note of affirmation. You guys remember that?
Emily Tucker
Yes. Yes!
Colleen Sagan
Yeah.
Molly Adams
Mm-hmm.
Melissa Fort
her mantra, morning mantra.
Emily Tucker
I have that written down to do for sure. Yeah.
Jen
Morning mantra. She puts that on her computer, morning mantra, to remind herself of what she's gonna accomplish and the attitude and mindset that she's putting forth every day. I love that. Emily, what are you going to implement that you learned?
Emily Tucker
Mm-hmm.
Emily Tucker
So a lot of what Colleen just said kind of hit the nail on the head with intentionality and time blocking. That's a big one for me too. But another thing I would say that I can implement pretty right away has to do with my agents and how I connect with them and how I can best be an asset to them. Also, I really appreciated learning how I can best phrase certain things.
to where you can be the most productive and receive the most positive response from agents, if that makes sense. And so simple, but very, very important advice as to how to really go about that. Like you're not the CRM police, it's not your job.
Jen
Mmm.
Molly Adams
Mmm.
Jen
Yeah.
Melissa Fort
Yeah.
Emily Tucker
You know, your job is to observe and report and be an asset to the agents and just things like that, that it's one thing to maybe read about. It's another thing to hear in person and hear from other OSCs that do what you do every day was huge. So I'm definitely taking that.
Jen
Yeah, I love that. And just for those listening, what Emily is speaking about is connecting with her sales team, not necessarily like outside, like realtors, although your sales team happens to be realtors, right? Your sales team that you're working directly with happen to be realtors also.
Emily Tucker
Mm-hmm.
Emily Tucker
Correct. Yep. Yep.
Molly Adams
Mm-hmm.
Emily Tucker
Mm-hmm.
Jen
But yeah, making that connection with sales is huge. Are you likable? Right? Are you damn good? If you know, you know. So I'm gonna say about that, buttered roll, buttered roll. Now we featured, I hinted at the beginning, we featured you guys in the one session we did about follow-up. And we always like to show some examples of
Emily Tucker
Mm-hmm.
Emily Tucker
Right. Yes.
Like a buttered roll, baby.
Yeah.
Jen
what online sales specialists are doing. And I just loved how this session went. And I loved being able to highlight you guys along with some other people and standing up and speaking yourself about it instead of somebody else talking about it. I thought it was awesome. So Melissa, what's your question for Emily?
Molly Adams
Mm-mm.
Melissa Fort
Yes, Emily, I loved when you shared your little trick about texting. So why don't you talk us through a little bit what that trick was like and what your responses were.
Emily Tucker
haha
Emily Tucker
Sure, Melissa, I would be happy to. So I feel as though my little trick, as you would call it, it's not really rocket science. It was just something that I thought to myself, if I was getting a random, seemingly random text message, what would I respond to versus is something a little too professional sounding? Does it seem a little too robotic? What would I actually respond to? I might not respond to booking an appointment just via
Jen
Haha
Emily Tucker
a text, but I can respond to this little phrase. just say, hey, you know, hey, Sally, this is Emily with Roebuck Holmes. I got a request from you for some information about XYZ community. Does that sound right to you? Literally does that sound right to you? And it has, in my experience thus far, really elicited a lot of response because someone can very easily say, yeah, for sure. For sure.
Melissa Fort
Yeah, I like that. It's casual, not jumping from first to fifth gear, just the point of engagement.
Molly Adams
Mm.
Emily Tucker
Yeah. Yup. It's not a whole paragraph of how I'm there to help them. It's literally, does that sound right to you? Yeah. Or no, what are you talking about? Either way, they responded. Okay. And I can move forward from there. And, So that's my little trick initially.
Jen
Right.
Melissa Fort
Yeah.
Jen
Mm-hmm. Yeah.
Jen
The other thing that I liked about what you did was in the texting, which we see as a big opportunity for online sales specialists right now to do a better job of is continuing the conversation, like answering, then asking, then answering, then asking, you know, and not just providing information, but you did a great job of answering their question and then asking something else.
Emily Tucker
Mm-hmm.
Molly Adams
Hmm.
Emily Tucker
Mm.
Jen
and then they answered you and then you asked something else. And so that was really a great framework to show like, here's how you can be responsive but also make a connection while you're doing it. So I really love that.
Molly Adams
Mm.
Emily Tucker
Yes. Thank you. I think it's important to always operate from a place of curiosity with people. Otherwise, you're just somebody reaching out that is an appointment center. And they're like, god. Here's another one. If you operate from that place of curiosity and get them to answer, for the most part, they'll answer. And some people are a little more quiet. But at least if they answer, you're going to surpass the spam.
Molly Adams
Mm-hmm.
Jen
Right.
Emily Tucker
the spam notification. So when you say, I'm going to give you a quick call, if that's what is, you know, I'm going to give you a quick call. Okay. And then you can call them and it, won't be spammed. And, you know, at least it's another way for you to just move that conversation on.
Jen
Yeah.
Molly Adams
Mm-hmm.
Melissa Fort
Molly, what's next?
Colleen Sagan
That's right.
Melissa Fort
You
Molly Adams
Yeah, so Colleen shared during this video email and Colleen is really good at video email. But I guess like the question that came up was Colleen, why do you send so many video emails? Like how does that help you in a role in your role? And why should OSCs send video emails?
Emily Tucker
I know.
Colleen Sagan
think it's super interesting because I think the crux of what Emily said is the crux of the reason why I send video. It's all about making a connection. It's all about somebody realizing that I am a real person and that I really do actually care and I want to help them, whatever that means. So I think if I send it after I've talked to them, but I haven't heard from them, I tend to
information from the conversation that we had so that they know I was listening and that I am trying to help them figure out a solution for their home buying purposes.
Molly Adams
Yeah, no, it's
Melissa Fort
I know I was so impressed with the quantity of videos you have sent in the time you've been in the role. Like that was such a great visual to share with the audience. I know there's even some like OG OSCs that were there who avoid video. So watching a new person come in and rock it, that was awesome.
Emily Tucker
my goodness.
Colleen Sagan
Well, and I think too, I yeah, I think you just like do it. What's that?
Emily Tucker
my gosh, was like 179 of them.
Molly Adams
Mm-hmm.
Jen
Emily has the number.
Emily Tucker
I looked at I said dag one a hundred and seventy nine videos. I was Lord mad props and respect
Jen
Emily wrote down.
Colleen Sagan
Did you really?
Colleen Sagan
Yeah. Thank you. Yeah.
Molly Adams
in less than 6 months. That's what's impressive.
Melissa Fort
You
Colleen Sagan
Well, and you just do them one after the other. And then it's not hard. I mean, it is hard at first and you know, you kind of go by the one and done, but like, just, sometimes I do redo it because I'm like, that was just horrible. But for the most part, I do do one and done and then just send it off and then you just have to go with it. And it's again, authentic over perfect. and I think it shows and I think people like that and they respond to it and it helps build connection, which is really like.
Emily Tucker
Okay.
Emily Tucker
yeah.
Emily Tucker
Mm.
Colleen Sagan
the bottom line of what I'm trying to do with those videos.
Molly Adams
Mm hmm. Yeah, I really what Emily's texts and Colleen's video, like the similar similarity is like, it really shows your personality, like, hey, I'm here to help. But I'm a real person. And this is my personality. And Hiya, I want to help you. And this is the community you're interested in. And let's let's just talk about it because I'm interested and I'm curious about what you have to say. So
Emily Tucker
Mm-hmm.
Molly Adams
It's just so great to watch you guys stand up and command the room and tell them what they need to do.
Jen
Were you nervous? Were you nervous?
Melissa Fort
Thank
Emily Tucker
Colleen, you want to go?
Colleen Sagan
No, you know, I don't really. I don't really like being in front of people, but no, I I'm not really nervous. I just I do it, but it's not my preference, so no, it was OK. Thank you for asking.
Jen
Ha
Emily Tucker
See, I'm the opposite. It's very much my preference. I wasn't nervous at all. Yeah, hand me the microphone. Let's go
Jen
You're like, give me the mic. Give me the mic, I got something to say here.
Melissa Fort
He's like, me on stage.
Emily Tucker
You know, my mom would agree with that, yes. I very much appreciated being asked. What's that?
Molly Adams
Hehehehe
Colleen Sagan
My mom would probably agree that too. would say I like it when talk. I said my mom would probably agree too that I'm a talker, I, know, that's just with my mom.
Melissa Fort
Hahaha.
Molly Adams
Hehehehe
Emily Tucker
Which is also so cool that there are so many different, I say that everyone has similar energy, but not necessarily. We all have a goal in mind and we all have certain, I think, pillars of who, of how do I say that? Like a pillar of what really makes a great OSC, but there really are so many different personalities as well, which is so cool.
Jen
Yeah, everybody has a superpower, right? Superpower. So now that you guys, you've been to your first summit, what would you tell an online sales specialist that, you know, wants to go, has to convince their leadership to send them? Like, what should they say?
Molly Adams
Hmm.
Emily Tucker
Yes, I love how you phrased
Colleen Sagan
You go first, Emily.
Emily Tucker
Okay, well for me, I knew the importance of this summit for the past year. I've been in OSC for a year now and last summit, my team was in the process of hiring me when that summit occurred. And so I was stalking them on social media prior to being hired. So I knew, man, next year I'm gonna be at that summit. I'm gonna be there.
Jen
huh.
Hahaha
Emily Tucker
And so I knew how important it was, if it was me having to, and my leadership knew how important it was, most importantly. And so if I had to do some convincing, I would, I would just say, if you want me to be the absolute best I can be at my job for you, then this is a no brainer. It's a no brainer because it's not just about meeting a bunch of people that are a little bit like you and connecting. is about the
Molly Adams
Mmm.
Emily Tucker
the resources that you obtain when you're here, when you're at that summit and the invaluable information that you obtain. I mean, it was amazing hearing from successful people in this industry. It really just makes you say, know, I'm gonna be that, I'm gonna do that. It gives you something to reach for. And yeah, you really do, you come back more fired up than ever. You come back with resources you never would have had. For me, and personally in my area,
I don't, have yet to actually connect with other OSCs and I'm the only OSC in my company and I'm the first OSC for my company. And so having to pioneer that role, having to, I've had to learn the ropes, just kind of doing this with, do you convert and with myself. And so without, you convert? I mean, come on, it's, it's just saying it might've been a little bit of a different result. And so if you want to be successful at your job, then.
Jen
Yeah.
Right.
Melissa Fort
You
Emily Tucker
like above and beyond successful, then go to Summit and invest the money to be able to send me and people off. Yeah. Send them off.
Jen
love that. Any other thought? I mean, I have chills. Any other thoughts, Colleen? Gotta follow that.
Molly Adams
Love it.
Melissa Fort
I talked to another.
Bye!
Molly Adams
Hehehehe
Colleen Sagan
Yeah, I know it's rough, right? I should have said, go first. Okay, so someone said, sharpen steel, think during the summit. And I think that's the same thing. And as we mentioned, I haven't been doing the role for that long, but still Jen, with you going through the process again, like all the things you're supposed to do. I did that, what, six months ago, and it was still beneficial for me, even having done that just a few months ago, just to hear it again.
Melissa Fort
You
Emily Tucker
Yeah.
Emily Tucker
Mmm.
Jen
Mm-hmm.
Colleen Sagan
It's just so important to think about the process and not just, as I mentioned, like sometimes my day rules me rather than me ruling the day. And I think that this really made me take a step back and say, okay, am I really doing all the things that I know that I need to be doing? And then planning and then time blocking and all those things. So it was so amazing to see all of these really talented people.
and to say, okay, I'm doing okay, but I've got a long way to go. I mean, I've got a lot of room. There's a lot of runway for me to improve.
Jen
Yeah. Gosh, that's such great insight from you both because it's so true. Like, you know, if you do go through some sort of training, whether it's our training or whatever training there is that you go through, your company has onboarding and you go through it. Like, then you get into the job and you're just in it and you're doing it and you just kind of get into this cycle.
Molly Adams
Mm-hmm.
Jen
taking a couple of days to step out of it and to hear even different perspectives or just reminders of like, yeah, I was supposed to be doing that or yeah, I totally forgot about that. Just like when my son Sam was like.
Emily Tucker
literally about to say just like Sam. Hey, virtual round of applause for Sam for being vulnerable.
Melissa Fort
Yeah.
Jen
Bless his heart. Can we just give a shout out for Sam? Yes. He's like, I was like, you know, you've seen this handoff training like five times and you know what you're supposed to He's like, yeah, I just forgot I was supposed to do that, right? I just don't do it. And so it's like, yeah, I mean, it's good reminders of things for sure, right? Okay, Molly, Melissa, anything?
Molly Adams
Ugh.
Melissa Fort
Heh.
Molly Adams
Hmm.
Jen
to add to this conversation with these superstars. Any other questions on your end?
Melissa Fort
Yeah, no, I just think like my favorite part this week is like all the follow up emails and texts and you know comments that we're getting people didn't just go to summit and then you know fall back into the rut they are using this to empower themselves and like really make connection and come up with some action items for themselves. So that's why I feel like I'm not like back to normal yet. I like still on the summit high and that's so exciting.
Jen
Yeah.
Molly Adams
Mm-hmm. Mm-hmm.
Jen
Yeah, it is. Molly, any other thoughts from you?
Emily Tucker
Definitely, definitely.
Molly Adams
Yeah, I mean, this is my first summit on the DYC side last. Yes. So, you know, last year I sat as an attendee and I took a totally different perspective than I did this year. And this year I got to be, you know, I was in it, but I saw more of a bird's eye view of the OSCs and watching.
Emily Tucker
Woo!
Jen
Yes, you and Melissa both!
Emily Tucker
Yeah!
Melissa Fort
Yes.
Molly Adams
OSCs want to connect with people that are a little bit better than them to be a mentor. Like, hey, can you find somebody that's a little bit better than me? Because I want somebody that can push me a little bit harder. That to me just, it made me feel so good to know that there are people out there that want to be better and are taking what their company is giving them and like so appreciative of that. And like there are people out there that just are pushing to be better. And like that is what Summit is all about.
Emily Tucker
and then.
Emily Tucker
Mm-hmm.
Jen
Mm.
Emily Tucker
you
Molly Adams
So if you're going to come to summit, there are people there that you can surround yourself around that are just hungry and there and there's like what 150 of us online sales specialists. That's so cool. Yeah. Come next year and be around 150 hungry online sales specialists and surround yourself around people that are better than you that you can work towards that for next year. So it was cool to watch. It was cool to see.
Jen
Mm-hmm. At least. Yeah.
Emily Tucker
Yeah.
Jen
Preach.
Molly Adams
and I am stoked for Austin. Like let's go!
Jen
Yes
Melissa Fort
Hahaha!
Emily Tucker
Woohoo! Because what do they say? They say, you know, if you're the smartest person in the room, find yourself another room, right?
Jen
Yep, that's true. That's so true. Okay, it's time for a skills check because you better check yourself before you.
Melissa Fort
Exactly. I love that.
Molly Adams
Yeah.
Emily Tucker
Wreck yourself!
Molly Adams
Wreck yourself.
Colleen Sagan
you'll see.
Jen
wreck yourself yes okay so Emily what was a no I gotta check myself on this moment that you had
Emily Tucker
Hmm.
Well, I was definitely prospecting. I was mind blown at the panel that we had the privilege of listening to. The panel of four phenomenal OSCs. They've been doing this for four plus years. forgive me, I can't remember her name. she has the, thank you, Savannah, had the most impressive process that she has for her age.
Jen
Mm-hmm.
Jen
Yeah. Yeah.
Jen
Savannah.
Jen
huh.
Molly Adams
Mm-hmm.
Emily Tucker
for her prospecting and how she color codes everything and makes it into a game. I was like, I love games. And what did she say? She said, if I don't get X amount of calls in by lunch, I don't get a diet Coke.
Jen
Mm-hmm.
Yeah. Yeah.
Molly Adams
Mm-hmm.
Melissa Fort
Hahaha!
Jen
Right, I was like, that is hardcore.
Melissa Fort
That's discipline.
Molly Adams
Yeah, she's hardcore.
Emily Tucker
I was literally, Molly, was sitting there and I was like, I need to be more hardcore. I've got to be more hardcore. my God, what am I doing? So hugely the prospecting, I know I can level up my prospecting and really get my numbers to be much more aligned with what I know they can be. And so again, it's one thing to hear it and to be trained about it. It's another thing to really be in the room surrounded by people who are
Melissa Fort
HAHAHA
Emily Tucker
phenomenal at what they do and it was just inspiring to hear. So I'm ready for that.
Jen
Mm, okay, we're gonna hold you to it. We're gonna hold you to it. Yep, Colleen, what about you?
Molly Adams
Love.
Emily Tucker
Please do, please. Please do.
Colleen Sagan
Discover not dump, I think is a big one. Yep.
Jen
Ooooo
Melissa Fort
That's a good takeaway.
Colleen Sagan
So.
Emily Tucker
See, I had this word salad and she just came and mic dropped.
Melissa Fort
Hahaha!
Colleen Sagan
Because it was so interesting to me. Well, I just thought it was so interesting when you were showing the numbers about what everybody was doing and what they weren't doing, you know, that there was some room for opportunity. And the one thing that everybody did super well is they gave a lot of information. So I was like, huh. So again, like check yourself because I was like, I got to think about, I got to think about this. Am I saying more than I'm getting? And so that for me is.
Jen
So expand on that a little bit. Like what do mean?
Molly Adams
you
Jen
Right.
Emily Tucker
I'm
Jen
Yeah.
Jen
Yeah.
Colleen Sagan
something that I'm really gonna pay attention to and watch.
Jen
Yeah.
Yeah, asking questions, like that balance, right, of answering, asking, answering, asking. And one way you can check yourself on that is if you were using a call tracking system like CallRail, it will, when you look at the talk time, you'll see how much, what percentage you talk versus what percentage the customer talks. And if it's, you know, 70 %...
Molly Adams
Mmm.
Emily Tucker
Mm-hmm.
Colleen Sagan
Mm-hmm. Yes, yes.
Emily Tucker
Mm-hmm.
Jen
OSC talking versus 30 % customer. That's when you know, okay, like I need to check myself on this and pull back and, and let them talk more. You know, I love that. Okay. Emily Tucker from Robuck homes and Colleen Sagan from McGuinn homes. It was one such a pleasure meeting you both in person. You guys shine like diamonds superstars. It was so great having you and thank you for taking your time.
Emily Tucker
Mm-hmm.
Molly Adams
Mmm.
Jen
post-summit to join us on Opt and chat with us and give us your insights. Last question for you both, are you down with OPT?
Emily Tucker
Yeah, you know me, baby!
Jen
Yes, woohoo!
Melissa Fort
Yes, she understands the drill. Woohoo! Thank you. Woohoo!
Molly Adams
WHA-
Jen
Rap is coming soon. Rap is coming soon. Stay tuned.
Colleen Sagan
Great.
Emily Tucker
Please drop that rap. We're ready. People be so excited about T-Swift's album. I'm like, where's Jen's rap, man?
Colleen Sagan
I cannot wait, honestly.
Melissa Fort
Yeah.
Jen
I'm gonna have to do a big reveal, big party, big launch. I don't know, we gotta think about this. All right, thank you guys so much. You're awesome.
Emily Tucker
gotta do it up. Thank you so much for having us. Thank you guys so much.
Colleen Sagan
What's your rap name?
Colleen Sagan
Yes, that was it was fun. It was really fun. Thank you for asking.
