Online People Talking with Jen Barkan

Host Jen Barkan welcomes award-winning OSC Alex Neller of Dream Finders Homes into the studio, who shares her journey from bartending to online sales and the mindset and habits that have driven her success. The conversation covers what makes a great OSC from the inside out, touching on authenticity, AI adoption, realtor relationships, and the power of genuine human connection.Housekeeping:We are hiring for an Online Sales Coach! If you have a passion for the role and you want to take that passion into training, coaching, and leading, this is the job for you - apply today.TITO Shoutout:Natalie Smeby, OSC at DR Horton Houston Division - Natalie puts her training and knowledge immediately into action and has been seeing results right away.Key Takeaways:Background and the Bartender-to-OSC Pipeline: Alex shares how her restaurant and bartending background gave her a natural edge in reading the room, adapting to different people, and building rapport. AI Adoption and Overcoming Resistance: Alex was initially resistant when encouraged to use AI, worried it would make her communication feel transactional. She came around by treating AI as a baseline formatter rather than a replacement for her voice, and now uses it daily to operate at a higher level across all her relationships.Superpowers and Kryptonite: Alex names human connection as her superpower, knowing her leads' dogs' names and following through from first contact to close. Her kryptonite is a "buy or die" mentality that can lead to task fatigue from over-assigning follow-ups, though she shared a win of finally booking an appointment with a lead she had been nurturing since 2023.Realtor Relationships Challenge: In today's market, Alex says realtors are being flooded with emails and simply not reading them. Her approach is to get intentional: pick up the phone, text to flag an email, and position yourself as a one-stop resource. She also emphasizes treating realtor partners the way you treat leads, making them feel seen and valued.Skills Check:Check yourself, check your mindset, check your perspective. When you get up in the morning, pause and think about something you're grateful for. Start your day with that mantra, and write it down.Take a moment before you roll into the craziness of the day, pause, look around, and reflect. That will set the tone and shape your mindset.

Josh Selleck from TriPointe Homes joins host Jen Barkan to talk mindset, motivation, and the tools that keep you sharp when the market gets messy. Before stepping into the OSC role, Josh built a career in real estate, helping him deepen his understanding of where customers get stuck in the complex process of buying or building a home. In this episode, he shares how consistency, curiosity, and care make all the difference, especially in a tougher market.Special AnnouncementsRegistration is now open for the next Online Sales Academy! If you’re brand new to online sales or have been in the role without any formal training, this event is tailor-made for you! The Online Sales Academy gives you proven systems, expert guidance, and a solid foundation to build your success. Space is limited, so register now to reserve your spot.That’s a rap - Listen all the way to the end of this episode for a very special OPT musical debut…TITO Shoutout [04:32]TriPointe Homes team made 30,000+ outbound calls in six weeksFrom Politics to ProspectingJosh shares his industry storyHow to stay positive when it gets toughThe 3 skills an OSC needs to be successfulWisdom from Josh’s Perfect-Secret-Shop-Score-Earning PracticesStart where your influence actually livesHow do winners use the CRM? Together.The three qualities it takes to succeed in this marketThe mindset Josh brings to every single leadSkills Check [26:31]Make a two-column listFill the first column with everything you can control: attitude, follow-up, processFill the second column with everything you can’t control: interest rates, cranky buyersStay motivated - focus on what you can control

In this episode, Jen Barkan welcomes guest Kendall Pashak, Online Sales Manager for Hartford Homes to talk about what it really takes to be a standout performer even in a slow market.Kendall shares priceless insights from her award-winning results in the OSC seat to help you prospect, nurture, and track even the longest leads so you can communicate your full value. TITO [4:01]Danielle Evans with Bishard Homes - Danielle made 908 outbound calls in 30 days; way to go! Key TopicsIntentional prospecting efforts: how to do it and why tracking results makes a differenceTexting vs. phone convos - what's the difference?How Online Sales can be a forecasting resource well beyond the 30 day window - when done rightThe what, how, when, and why of communicating value to other departmentsRetrospective advice Kendall would give her past self on Day 1 Skills Check [41:44]Email your leadership and on site sales weeklyInclude prospecting efforts and resultsKeep a running list throughout the week for easy compiling later

In this episode of Online People Talking, Jen Barkan hosts DYC rockstar, Kevin Oakley, on his first-ever OPT appearance. Listen in to find out how many hours Kevin puts in daily to stay on top of his game, how he sees Marketing and Online Sales finding alignment in this market, and whether or not Kevin wants to see golden retriever puppies present at this year’s Online Sales and Marketing Summit. Housekeeping Jen is getting excited for the Online Sales & Marketing Summit Oct 2-3 in Chicago. Don’t miss the special contest to win a free ticket. Listen to both MPM or OPT, leave a review, and send a screenshot to rachel@doyouconvert.com before Aug 29th to enter; the winner will be announced September 2nd. TITO Shoutout Colleen Sagan at McGuinn Homes - Colleen is crushing it with her phone skills. Keep up the great work!In This EpisodeHow many hours it takes to get to the top vs. how many hours it takes to stay thereWhy down-funnel efficiencies are the only ways to win the market and the moment It takes an “insanely (what) kind of follow up” to turn leads into sales right now?Kevin’s unfiltered take on chatbotsSkills CheckMeet with your marketer - have a mini-agenda plannedRevisit follow up messaging and explore unresponsive leadsSchedule meetings for once a month, more if you have new communities comingOutline for your marketer what objections you’re willing to have sent your way

Jen shares the mic with Cassy Williamson, a strategic performance coach at Impact 88 and author of the upcoming book Unapologetic. They talk about thriving in chaos, building real collaboration with sales teams, and showing up fully yourself while driving results.TITO Shoutout [12:24]Cindy Salinas at Esperanza Homes – crushing it with prospecting, with 23% of her June appointments coming from aged leads.Episode Highlights with Cassy WilliamsonCollaboration that sticks: Cassy’s phrase “hold hands, not step on toes” becomes a powerful lens for online sales specialists and sales teams.Culture belongs to everyone: Leadership sets the tone, but you can lead without a title.Be unapologetically you: Cassy’s new book, Unapologetic, is about showing up fully yourself while pursuing impact. She shares where and when to find it in the episode.Skills Check [44:18]1. Identify someone whose toes you’ve stepped on (or vice versa)2. Reach out first with coffee, text, or a quick call3. Take one specific action to rebuild collaborationListen now and start holding hands, not stepping on toes.

Lacy Warburton, Online Sales Manager for Stylecraft Builders in Texas, joins Jen Barkan for Episode 40 and shares how naming her inner critic helped her break through self-doubt and step into leadership. From making turkey subs to managing a top-performing OSC team, Lacy’s story is proof that continual growth happens when you lean into discomfort and track your numbers like your success depends on it. Because it does.She opens up about her journey, challenges with outbound calls and video, and the motivation behind her recent LinkedIn posts. This episode is a masterclass in self-awareness, team leadership, and owning your voice. One “Bye Felicia” at a time.