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Lasso Webinar Series

Is it Time to Grow Your Online Sales Team?


Presenters: Sara Williams , Anna Hoffpauir , Cori Masters , Doug Whitford
Date: July 11, 2017

About the Presentation

Great Online Sales Counselors are worth their weight in gold to home builders. OSCs juggle hundreds of leads per month and can contribute up to a third of total company sales. A successful online sales program grows quickly, and can become more than what one person (no matter how good!) can handle.

How do you know when it’s time to add another OSC to the team? Is it dictated by lead volume? Workload? If it is time to grow your team, what’s the best approach?

In this live panel discussion moderated by Lasso CRM’s Sara Williams, three of the new industry’s top OSC team leaders will discuss their experiences with starting and growing an OSC team. Panelists are: Anna Hoffpauir with CBH Homes, Cori Masters with Royal Oaks Homes, and Doug Whitford with M/I Homes. They’ll discuss:

  • The reason for expanding from a single OSC to a team
  • The OSC hiring process
  • The most important skills for an OSC team environment
  • Compensation structure
  • And much more!

BONUS: Read the webinar Q&A blog post here!

Sara Williams

Sara Williams

Sara Williams is the Director of Sales, Eastern Region for Lasso Data Systems and is responsible for new business development, client relationship management, and industry alliances in the central and Eastern U.S. markets. Her 10-plus years of new home marketing and sales experience have included roles such as marketing director, marketing coordinator, new home sales manager, and senior new home consultant/online lead specialist. In January 2013, she won the NAHB National Sales and Marketing Council Gold award for Online Sales Counselor of the Year through her work at Heartland Homes. 

Anna Hoffpauir

Anna Hoffpauir

Anna Hoffpauir is the Online Sales Coach and Leader for CBH Homes in Meridian, ID. She has worked in new homes sales since 2004 in various roles, including sales team member and sales manager. In 2012 she was recruited to launch the company’s online sales department – now four consultants strong!
Cori Masters

Cori Masters

Cori Masters is the Online Sales Consultant for Royal Oaks Homes. Her two-person team handles approximately 350 leads a month, plus several hundred monthly phone calls for 14 communities in Raleigh and Cameron, NC.
Doug Whitford

Doug Whitford

Doug Whitford is the Online Sales Manager for M/I Homes of Tampa and Sarasota, FL. His team is responsible for online lead management, website content, MLS listings and marketing material for both divisions. Doug has been an OSC for six years and in new home sales since 2004.
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