An Online Sales Counselor manages hundreds of leads per month by email and phone. Around 80% of these “people” won’t even respond. The ones that do, you will most likely never meet face-to-face. The sheer volume of rejection and lack of personal interaction can lead to apathy if you are not careful.

I must constantly remind myself that there are real people out there behind the emails and they need good information from someone they can trust. You must stay sharp, every day and every lead is a new opportunity to help someone with one of the largest investments they will ever make. In a digital age, personal interaction is happening all the time – online, on a cell phone, by email – it is not just in person anymore. So take heart and know that you are the first contact in one of the greatest decisions someone will make – building their new dream home.

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