Our March OSC of the Month is Madison Putnam, Online Sales Consultant with Hunter Quinn Homes in Charleston, South Carolina. Madison shares her go-to closing technique, experience launching an OSC program, and tips for other online sales and marketing professionals.
How long have you been in your role or working in new home sales in general?
I started working in new home sales in 2017 with another builder. I joined the Hunter Quinn Homes’ team in 2018 and helped create the OSC program, which launched January 2019. I currently manage about 100-150 leads a month.
What was your career path to becoming an OSC?
I graduated from the University of Central Florida with a degree in Communications. New Home Sales was my first career out of college. I couldn’t imagine doing anything else! I have always had an interest in real estate and helping others so this job could not be a better fit.
How have you seen online home sales change in the last few years?
Over the last few years, online sales has grown exponentially and has become a more accepted and valued position. Realtors and prospects utilize OSCs to get quick and accurate answers, which helps save them time.
We could not have implemented our OSC program without Madison’s help. She stepped in and helped build our program from the ground up, and has since taken it to a whole new level. Our sales team loves getting appointment notifications from Madison. They know their chances of getting a sale are a lot higher.
How do you see your role or the OSC role evolving over the next few years?
I think the OSC role in new home sales will continue to grow and evolve in the upcoming years. Especially in Charleston many families relocate to the area. These out of town buyers are doing their research and shopping online for new homes. OSCs are often their first point of contact in the home search process.
What’s the most challenging aspect of your job? What do you do to overcome that challenge?
The most challenging part of being an OSC is that it can be hard to shut off. It’s a 7-day a week job, so taking time to recharge and refresh is crucial. However, it is also the most rewarding job, so it makes the hard work worth it.
What is the most useful technology/tool to do your job?
Lasso CRM is by far the most useful tool for me. It keeps leads organized, manageable, and generates a follow up process to help stay on track. CallRail is another great tool that I use daily to call and text prospects.
What is your “go to” closing technique to get an appointment?
“It sounds like we have found a community that would be a great fit for you and your family. The next step would be to schedule a tour at the community to see our homes and what Hunter Quinn Homes is all about. Are weekdays or weekends better for you?”
What/Who are your “go-to” resources for training and/or support?
Hunter Quinn provided the opportunity for me to go to the Online Sales Academy in Denver with Mike Lyon and Jen Barkan. It was a wonderful learning experience and I enjoyed meeting other OSCs who have similar experiences. Mike and Jen are great resources when it comes to online sales and marketing! I also work with an incredible sales team and have a very supportive Sales Manager.
Do you have any specific successes you’d like to highlight?
Being awarded Rookie of the Year at Hunter Quinn Homes was an exciting and humbling accomplishment! I worked with my Sales Manager to develop and launch the online sales program from the ground up–implementing BombBomb, creating Lasso sales processes, email templates, and model home video tours.
Any tips or advice for fellow online salespeople and marketers?
Be genuine, transparent, and quick in your response. These are valuable traits that prospects and REALTORS® appreciate. Also, make an effort to get to know your sales team. Having a good relationship and being on the same page with each of them is so important in making the online sales program successful.
Favorite thing to do outside of work?
I enjoy anything outdoors. There’s so much to do in Charleston, boating, trying new restaurants, the beach, and walking my dog Marley downtown are a few of my favorite things to do outside of work.