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Jen is joined by repeat guests Lacy Warburton and Ady Perkins from Stylecraft Builders to talk through their recent CRM implementation. The conversation covers what it's really like to change systems mid-career, from the initial fear of losing years of built-up processes to the practical tactics that made the transition manageable.

Housekeeping

• Online Sales Academy - Oct 28-30 - Live Virtual - The Academy is for new OSCs, seasoned OSCs that want formal training, or OSCs that just need a refresher. Join the VIP list!
• Summit is SOLD OUT! It’s coming up soon - join the waitlist if you want to be the first to know if tickets become available.

TITO Shoutout

• Ana Garcia, OSC with Smith Douglas Homes - She created an awesome video to send to her Realtor sphere about her new role and how she can help them.

Key Takeaways

• Change is Scary, but Necessary: Both Lacy and Ady admit their first reaction to the CRM switch was fear and resistance. Lacy was concerned about losing momentum with long-term leads after 5 years in the old system, while Ady had to gear up to lead the transition with optimism.
• Pro Tips That Made the Difference: Clean up your old CRM before migrating leads, build a terminology "translation" list between the old and new systems, give your OSC team early access to test workflows before the full sales team goes live, create org-specific how-to videos instead of relying only on generic training, and avoid launching during your busiest selling season.
• Ongoing Support Matters: Lacy still runs regular manager trainings and pairs new hires with "CRM ninjas," teammates with prior experience on the new system, so every sales team has a built-in resource.

Skills Check

If you're going through a CRM transition (or even if you're not), get your house in order: clean up your current CRM, update your ratings and follow-up process, and do a refresh. Most importantly, check your mindset. As a leader, your team feels your energy, so staying positive and optimistic keeps momentum going for everyone below you.