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Jen is joined by Amanda Martin and Beth Russell to dive into the Q2 2026 Online Sales Benchmarks, which show a strong quarter despite declining lead volume. The conversation covers what's driving the national market trends, how top performers are pulling ahead of the pack, and practical takeaways for both leaders and OSCs.
View the full Q2 2026 Online Sales Benchmarks report.
Housekeeping
TITO Shoutout
- Jessica Myers at Caviness & Cates - She has been the CRM champion for her organization! Way to go!
Key Takeaways
- Market Pulse: Beth gives an overall read on traffic and lead volume trends across the industry, plus where that data comes from and what it means for OSCs day-to-day.
- Q2 2026 Benchmark Data: Online Sales is now driving the majority of total company sales industry-wide for the first time in a while, and the top online sales programs are only getting better.
- Aged Leads Still Matter: Even with a strong quarter driven by fresh-lead conversion, 20% of appointments still came from aged leads already in the database, reinforcing that the database remains a valuable asset worth working consistently.
- Prove You’re Human: Top builders aren't leaning on AI for first touch or prospecting. Their results come from personalized outreach and genuine database mining.
Skills Check
Go do some data storytelling with your marketer. If you're not meeting with your marketer, you absolutely should be meeting with them at least once a month. Look at year over year. Go back and look at what last year looked like during this time compared to what this year looks like during this time. What are the changes? Are there new lead sources? What are those conversions happening? And work with them together on what your data is telling you. What's the story behind it? That is your opportunity to make such a huge impact on your organization.
