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Our Online Sales Counselor of the Month is Ashlee Locklear with Chesapeake Homes in Virginia Beach, VA. Learn her best practices for managing 350 new leads per month, tips for staying connected to the onsite sales team, plus her must-have tech tools for the job.

How long have you been in your role/or working in new home sales?

I started March 1st of 2018, I came right off maternity leave straight into a new role!

What was your career path to becoming an OSC?

I worked for The Virginian Pilot for six years in advertising (very difficult industry). I left and went to work for a real estate brokerage as the marketing manager for their new homes division. After two years of working for a broker that represented several different builders I knew I was ready for a change and go back into sales.

How many online leads do you manage monthly?

My partner (the amazing Stephanie Clark) and I manage on average about 350 depending on the month.

Chesapeake Homes New Home Specialists

Ashlee (L) with Stephanie Clark

How have you seen online home sales change in the last few years?

In our area we have seen more and more builders start an online sales program. Buyers are the most educated they have ever been and to have a designated person they can call (and who will answer) and get all their questions answered is key.

What’s the most challenging aspect of your job? What do you do to overcome that challenge?

Sometimes it’s easy to feel like you’re alone in your role and have a disconnect with your site team. Stephanie and I try to visit our sites often and when we do we come bearing gifts of Starbucks or lunch.

What is the most useful technology tool to your job?

Lasso CRM, CallRail, Dropbox, Google Drive, BombBomb

What is your “go to” closing technique to get an appointment?

“It sounds like you’re very excited about the community, let’s schedule a time to get you a VIP tour!”

What/Who are your resources for training and/or support?

The amazing Jen Barkan with Do You Convert, she’s the bee’s knees.

Any tips or advice for fellow online salespeople and marketers?

Make sure you have days off! It’s so needed in this role to have a day to re-energize.

Favorite thing to do outside of work?

Spend time with my husband, two daughters and our overweight cocker spaniel. Wine night with my girlfriends and binge watch BRAVO. 🙂

Ashlee Locklear

Ashlee and family


Want to read more OSC of the Month features? View them all here.

Learn more about Lasso CRM for online sales

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