Online People Talking with Jen Barkan

Jen Barkan
  • 5.0 (23)
  • MARKETING
  • UPDATED SEMIWEEKLY

Welcome to Online People Talking hosted by Online Sales Coach, Jen Barkan! This is the only podcast that is dedicated to enhancing the careers and lives of the new home Online Sales Specialist. We’ll talk about real life challenges, stories, and solutions just for you! If you work for a homebuilder or are in the homebuilding industry, you'll want to tune in as we interview amazing guests and share best practices honed in the trenches. Powered by Do You Convert and the online sales dream team. Learn more at http://www.doyouconvert.com

  1. #56: Benchmarks, Brightspots, & Beef

    FEB 24

    #56: Benchmarks, Brightspots, & Beef

    Host Jen Barkan and DYC Online Sales Coach Amanda Martin dig into the 2025 year end benchmarks on this episode! Jen and Amanda discuss how steady conversion rates and strong online sales performances that prioritize personalization, disciplined prospecting, and strong relationships with onsite teams will drive success in 2026.  HousekeepingOnline Sales Academy – April 1-3, 2026: Registration is open! Ideal for new OSCs or anyone ready to sharpen foundational skills TITO SHOUTOUTKelly Rushin at Berks Homes - Coming in HOT in 2026 with the highest number of appointments and sales than any month in 2025, a 66% contribution, and a 22% aged lead-to-appointment prospecting number.  Key TakeawaysYear End Benchmarks: Overall leads were down but conversions stayed steady2026 Focus Points for Excellence: Personalization, Prospecting, and PartnershipsQualification > Convenience: Self-scheduling tools remove the human touch and hurt conversion qualitySkills CheckYou should be tracking your lag time from your lead create date to the appointment date, and track lag time from the appointment date to the sale.

    33 min
  2. #55: Celebrate Your Power, OSCs!

    FEB 17

    #55: Celebrate Your Power, OSCs!

    It’s the most wonderful day of the year! The DYC Team gathered with some of the best in the industry this past Monday for National OSC Day to celebrate and reflect on all the ways our Online Sales teams make an impact on their builders and the industry overall.  Listen in to hear insights, encouragement, and recognition from some of the best Online and Onsite pros in our industry, celebrating all you do from the Online Sales seat to keep buyers excited and engaged.  Key Moments & Takeaways The Evolution of Online Sales - Mike Lyon reflects on how the role has evolved from a flexible add-on to a critical piece of the buyer journey, and what hasn't changed: the human element. Why Online Sales Work Matters So Much - Lena Burgin, Online Sales Consultant at Level Homes and last year’s National’s Rookie of the Year, shares what makes the role meaningful: the opportunity to help people navigate one of the biggest seasons of their lives, every single day. The Onsite-Online Partnership in Action - Sydney Palmer, Onsite Sales Consultant at Tilson Homes and nominee for Rookie Salesperson of the Year at Nationals, explains how strong OSC relationships directly impact sales success – keeping buyers informed, excited, and confident. Setting the Stage for the Entire Customer Journey - Cassy Williamson, Sales Trainer at Impact EightyEight and author of Unapologetic, reminds us that OSCs often create the first impression – holding the customer’s hand without stepping on toes and proving that when teams work together, everyone wins. The Unseen Work Behind the Scenes - Tameka Hughes, Strategic Account Manager at CallRail, highlights the unmatched effort OSCs put in every day – from power-using platforms to shaping better tools through constant feedback. The Frontline Perspective - Cassie Smith, Director of Sales and Design at Chesapeake Homes, calls OSCs the engine of the operation and the calming force for buyers early in the process. She offers a clear message to builders still on the fence: buyers are already online, but are you meeting them intentionally? Why Marketers Should Care Deeply About Online Sales - Kevin Oakley frames online sales as the ultimate attribution method – positioning the OSC as one of the most trusted sources of insight in the entire marketing ecosystem.

    45 min
  3. #54: Finding Gold in the Old

    JAN 27

    #54: Finding Gold in the Old

    Jen Barkan is joined by Savannah Lynn, Senior Online Sales Specialist at Main Street Homes and 2024 Online Sales Counselor of the Year, for a deep dive into what it really takes to grow in today’s online sales role.  From personalizing outreach in today's ever-changing market to building a scalable online sales program, Savannah shares real-world strategies for standing out, improving conversions, and stepping confidently into leadership. If you’re ready to elevate your mindset, sharpen your follow-up, and think beyond just a role, this episode is for you. HousekeepingFebruary 9th is National OSC Day! Get ready to celebrate with us.  TITO ShoutoutMartha Clifford – OG Online Sales Specialist at Tuskes Homes, crushing December with top appointment-to-sale conversion and highest lead-to-appointment-kept rate. Nice work, Martha! Key TakeawaysWhy personalization is the fastest way to prove you’re not a chatbotHow shifting from “order taker” to true lead qualifier changes everything in today’s marketWhat really changes when online sales becomes a program, not just a positionHow tracking prospecting behavior reveals where your best ROI actually lives Skills Check1. Identify one person in your organization you need to have clear, kind, and direct communication with and commit to having that conversation.

    35 min
  4. #53: The Year Leads Come Back to Life?

    JAN 13

    #53: The Year Leads Come Back to Life?

    Jen Barkan is joined by OPT fan favorite Mike Lyon to talk about what we know is working as we head into 2026.  From steady benchmarks and buyer behavior to why prospecting, personalization, and real human connection still win, this conversation is equal parts practical and motivating. If you’re wondering where to focus, how to stay confident, and what really moves the needle this year, this episode is for you. HousekeepingFebruary 9th is National OSC Day! Get Ready! TITO ShoutoutBrooke Bails at Trumark Homes – Consistent prospecting powerhouse who led her team in daily outbound calls and total call volume Don’t Miss These InsightsWhat you are and aren’t responsible for in this marketNumber of appts from aged leads account for WHAT percentage right now?!Failure is fertilizerWhy your mind is your most valuable asset in online sales this year Skills CheckBlock 30 minutes of intentional time this week to sharpen your mental edgeCommit to one learning habit (podcast, audiobook, article) and make it consistentBreak your 2026 goals into clear weekly and daily outreach actionsIdentify one backend task AI can streamline so you can spend more time with customersAdd one personalized touch to your follow-up that you’re not currently using

    37 min
  5. #52: SWOT It Out

    12/23/2025

    #52: SWOT It Out

    Jen Barkan is joined by Melissa Fort to talk all things end of year goal setting! Jen and Melissa share a rock-solid framework to help Online Sales Specialists improve performance, mindset, and strategies for success in the new year. This is your chance to pause and reflect on all the good from this year and all the goals worth pursuing in 2026. HousekeepingOSA and OSAL are here! These one-of-a-kind training opportunities are your game changer. Don’t start 2026 without signing up. Holiday voicemail - set it to set expectations. TITO ShoutoutOur Shout-out this week goes to all the fabulous Nationals’ Silver Award Winning OSCs for 2025 - congratulations on this outstanding achievement! Jen & Melissa’s Framework Includes:Take a Victory Lap - Don’t leave your best work in the past unexamined and unappreciated. Celebrate before you accelerate. Here I Grow Again… - Focus on the metrics that matter and assess how you measured up.Secret Shops and Self Audits - Take an objective look at your program.You reap what you SOW - Think in terms of Self, Others, Work. Skills CheckFollow the framework: victory lap, skills assessment, SWOT, consider the shop, SMART goals, meet with your manager, SOW goals. Re-evaluate every quarter.

    31 min
  6. #51: Leading Your OSC Program From the Inside Out

    12/09/2025

    #51: Leading Your OSC Program From the Inside Out

    Jen Barkan is joined by Meagan Baker, Senior Marketing Manager for Boise Hunter Homes, to explore what it really takes to build and lead a successful online sales program.  From launching an OSC role inside a busy organization to rebuilding trust and structure within a sales team, Meagan shares the leadership moves, mindset shifts, and operational systems that lift performance. This is your chance to hear how strong management becomes the secret sauce behind a thriving OSC team. TITO ShoutoutLeah Russell – top producer of the year for the entire Gulf Coast region at DR Horton and a champion for heart, patience, and perseverance in the OSC seat Key TakeawaysWhy the OSC program fails without clear leadership alignmentHow Meagan won buy-in from a skeptical onsite teamThe critical early steps for launching a new OSC programWhat leaders should prioritize when hiring their first or second OSC Skills Check1. Schedule a weekly standing meeting with your manager to review numbers and needs. 2. Build your agenda before that meeting so you lead the conversation with clarity. 3. Send proactive updates to sales leaders, especially when communication feels siloed. 4. Strengthen your dotted line by sharing quick video updates with sales teams. 5. Ask the questions you need to succeed, especially when you are new to the role.

    47 min
  7. #50: Key Insights from the 2025 Homebuilder Secret Shop

    11/25/2025

    #50: Key Insights from the 2025 Homebuilder Secret Shop

    Jen Barkan and Melissa Fort break down the results of Do You Convert’s latest secret shop, a comprehensive benchmarking effort evaluating online sales programs across the homebuilding industry nationwide. From initial outreach to follow-up and personalization, they share expert insights on where online sales specialists are excelling and where there’s opportunity to improve. Listen in to fine-tune your strategy based on what the numbers reveal. HousekeepingOnline Sales Academy is coming up in January 2026! Don’t miss out. OSA Leadership Edition in person in sunny Orlando, FL coming in February - reach out to Jen to save your spot! TITO ShoutoutNicole Arms at Empire Homes – Earned a five-star Google review for outstanding customer experience. Way to go, Nicole! Key TakeawaysHow personalization is shaping buyer trust (plus the one detail most OSCs overlook)A crucial change in your discovery that leads to more engaged buyersHow to make prospecting a daily habit without burning outHumans still outperform bots: what does that mean for your program? Skills CheckDownload the full secret shop report to benchmark your program.Set up holiday voicemails to manage customer expectations.Review and improve personalization and follow-up strategies.Prioritize prospecting daily.Focus on discovering customer needs, not just sharing builder info.

    41 min
  8. #49: Playing the Long Game

    11/11/2025

    #49: Playing the Long Game

    Host Jen Barkan and DYC Online Sales Coach Amanda Martin are digging into Q3 benchmarks on this episode! Tune in for a key conversation defining what really counts as a lead and how to measure your true contribution to your company’s revenue. From aged leads to tracking, they uncover how top OSCs are keeping conversions strong and consistency high even as lead volume shifts. Amanda also shares insights from her latest article, “Playing the Long Game,” on how persistence and tracking pay off over time. Special AnnouncementsOnline Sales Nation LIVE – November 19: Learn from the 2025 Home Builder Survey Shop ResultsOnline Sales Academy – January 28-30, 2026: Ideal for new OSCs or anyone ready to sharpen foundational skillsOSA Leadership Edition – February 20, 2026: An intimate, year long event that kicks off in-person after IBS designed exclusively for online sales leadersTITO (Top Industry Talent Online) [08:10]Ruvam Yakimchuk at Holt Homes – Sending personalized video emails to every lead and seeing major resultsBenchmark BreakdownThe surprising share of total sales still coming from online appointmentsProspecting that’s doubling the benchmark for aged lead conversionsCount in dollars, not just sales, to highlight your true valueKnow Your NumbersWhat truly counts as a lead and where “coming soon” communities fit inHandoff hygiene will make or break your paycheckOwn your details, own your seatSkills Check [29:40]Track aged leads (because consistency compounds).Share results in sales revenue, not just ratios.Define what counts: leads, appointments, and sales.Keep follow-up steady and strong.Play the long game - it’s what builds your future pipeline.

    34 min
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5
out of 5
23 Ratings

About

Welcome to Online People Talking hosted by Online Sales Coach, Jen Barkan! This is the only podcast that is dedicated to enhancing the careers and lives of the new home Online Sales Specialist. We’ll talk about real life challenges, stories, and solutions just for you! If you work for a homebuilder or are in the homebuilding industry, you'll want to tune in as we interview amazing guests and share best practices honed in the trenches. Powered by Do You Convert and the online sales dream team. Learn more at http://www.doyouconvert.com

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