Housekeeping

TITO SHOUTOUT

The Online Sales Manifesto Notes

• All 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 Check