Our September OSC of the Month is Jessie Greene with Mungo Homes. In this interview, Jessie, who was the BIA of Central SC OSC of the Year for 2018, discusses her go-to closing techniques, the challenge of maintaining a good work-life balance, and the support she’s received from her colleagues and DoYouConvert.
What is your company, role and location?
Mungo Homes, Online Sales Consultant. I work out of our corporate office in Columbia, South Carolina, but cover all markets for Mungo Homes which is Columbia, Greenville, Myrtle Beach, Charleston, Savannah, Raleigh, Beaufort, and Wilmington!
How long have you been in your role/or working in new home sales?
I have been in this position for about 2 years. I have been working in new home sales for around 3 years.
What was your career path to becoming an OSC?
I graduated from the University of South Carolina with a degree in Exercise Science and Chemistry. I ended up in the marketing department at Mungo Homes out of college,. I transitioned to online sales and the rest was history!!
How many online leads do you manage monthly?
Typically, around 250–300. (This has recently increased a bit with the addition of BDX leads.)
How have you seen online home sales change in the last few years?
Over the last few years, more people are using online resources to narrow down their search prior to getting out to purchase (in more than just the real estate market).
How do you see your role/or the OSC role evolving over the next few years?
In just a few months, I have found that a number of other builders in the area, small and large, have adopted this role in some aspect. I have seen this also in the car industry, so I see this position continuing to grow.
What’s the most challenging aspect of your job?
I have the hardest time maintaining a work/life balance. This is only because I LOVE my job. I overcome this by ensuring that I dedicate time to my friends/family and my hobbies, but like anyone else in this position knows, it’s all in the name of the position and I wouldn’t change a thing!
What is the most useful technology tool to your job?
The most useful technology tool would be #1 Lasso CRM (DUH!) and #2 CallRail, this gives some freedom with the position in being able to play the call back to ensure that your leads get the information promised.
What is your “go to” closing technique to get an appointment?
Typically, once I know that the lead has sufficient information and are a good fit I say something along the lines of “the next step would be to set up an appointment onsite in order to walk some of these floor plans and go over detailed pricing to find your new home!”
What/Who are your go-to resources for training and/or support?
Luckily, I have been blessed to be a part of a team of OSCs at Mungo Homes. Previous and current colleagues have created the environment to be able to ask questions as well as share successes and also failures. Do You Convert is also an absolute staple to the success of our OSC program with Mungo Homes, we would not be where we are without them. (Shout out to Jen and Mike—we adore you!)
Do you have any specific successes you’d like to highlight?
I was awarded with OSC of the Year by the BIA of Central SC (Building Industry Association) in 2018! It was such an honor.
Any tips or advice for fellow online salespeople and marketers?
Find what works best for YOU, but don’t become sedentary. Always try to find new ways to reach out, because as quickly as you see the market changing, so are prospective buyers wants/needs and expectations.
Favorite thing to do outside of work?
I enjoy exercising, hanging out with my pups, traveling, and spending time on any type of water!
Want to read more OSC of the Month features? View them all here.