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. #49: Playing the Long Game

    1D AGO

    #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

  2. OCT 28

    #48: Fast. Thoughtful. Professional.

    Josh Selleck from TriPointe Homes joins host Jen Barkan to talk mindset, motivation, and the tools that keep you sharp when the market gets messy. Before stepping into the OSC role, Josh built a career in real estate, helping him deepen his understanding of where customers get stuck in the complex process of buying or building a home.  In this episode, he shares how consistency, curiosity, and care make all the difference, especially in a tougher market. Special Announcements Registration is now open for the next Online Sales Academy! If you’re brand new to online sales or have been in the role without any formal training, this event is tailor-made for you! The Online Sales Academy gives you proven systems, expert guidance, and a solid foundation to build your success. Space is limited, so register now to reserve your spot. That’s a rap - Listen all the way to the end of this episode for a very special OPT musical debut… TITO Shoutout [04:32]TriPointe Homes team made 30,000+ outbound calls in six weeks From Politics to ProspectingJosh shares his industry storyHow to stay positive when it gets toughThe 3 skills an OSC needs to be successful Wisdom from Josh’s Perfect-Secret-Shop-Score-Earning PracticesStart where your influence actually livesHow do winners use the CRM? Together.The three qualities it takes to succeed in this marketThe mindset Josh brings to every single lead Skills Check [26:31]Make a two-column listFill the first column with everything you can control: attitude, follow-up, processFill the second column with everything you can’t control: interest rates, cranky buyersStay motivated - focus on what you can control

    32 min
  3. #47: From Summit Glow to Daily Flow

    OCT 14

    #47: From Summit Glow to Daily Flow

    On episode 47, Jen Barkan joins Melissa Fort, Molly Adams, and some special online sales guests - Emily Tucker from Robuck Homes and Colleen Sagan from McGuinn Homes - to discuss highlights from the recent Online Sales and Marketing Summit in Chicago. The crew is back, but they’re keeping the party going on this special episode!  Housekeeping [3:36]Our next Online Sales Academy is coming up January 28-30. If you’re new in the role, managing someone who is new in the role, or simply never received a foundation of solid Online Sales training, don’t miss this opportunity. TITO Shoutout  Today’s guests: Emily and Colleen - they stood up at the Summit and shared with everyone some cool things they are doing for follow up!   Key Takeaways Reflecting on why “AI isn’t going to replace something that has hair on it”Subtle shifts to transform your relationships with on site agentsSteal Emily’s little trick when sending a text to get a response and make a connectionWhy these two think every Online Sales specialist should attend Summit Skillz Check [32:46] Level up your prospecting.Discover, don’t dump.

    38 min
  4. #46: Passion Above Perfection

    SEP 22

    #46: Passion Above Perfection

    In this episode, Jen Barkan welcomes guest Kendall Pashak, Online Sales Manager for Hartford Homes to talk about what it really takes to be a standout performer even in a slow market. Kendall shares priceless insights from her award-winning results in the OSC seat to help you prospect, nurture, and track even the longest leads so you can communicate your full value.  TITO [4:01]Danielle Evans with Bishard Homes - Danielle made 908 outbound calls in 30 days; way to go!  Key TopicsIntentional prospecting efforts: how to do it and why tracking results makes a differenceTexting vs. phone convos - what's the difference?How Online Sales can be a forecasting resource well beyond the 30 day window - when done rightThe what, how, when, and why of communicating value to other departmentsRetrospective advice Kendall would give her past self on Day 1  Skills Check [41:44]Email your leadership and on site sales weeklyInclude prospecting efforts and resultsKeep a running list throughout the week for easy compiling later

    44 min
  5. #45: The Nationals are Coming

    SEP 8

    #45: The Nationals are Coming

    Jen Barkan is here with a remix! Drawing on last year's interview with Lisa Parrish, Chief Creative Chick with Team PMP - Peter Mayer Productions, Jen reminds listeners that the Nationals are upon us! The Nationals is the NAHB's premier awards event. Jen dives into all the insider details that will help you shine when submitting for this prestigious award. Note: last year's deadline is referenced in this episode, but the current 2025 deadline to apply is October 6th.  Key Points includeWhat categories of awards are available for Online SalesWhy you should consider applyingInsider tips on the submission process Skills Check! Research The NationalsHave a discussion with your manager to see if this is something you are able to apply for!  For more resources and information on the NAHB National awards, visit www.thenationals.com.

    29 min
  6. #44: Increase Curiosity and Increase Your Impact with Kevin Oakley

    AUG 26

    #44: Increase Curiosity and Increase Your Impact with Kevin Oakley

    In this episode of Online People Talking, Jen Barkan hosts DYC rockstar, Kevin Oakley, on his first-ever OPT appearance. Listen in to find out how many hours Kevin puts in daily to stay on top of his game, how he sees Marketing and Online Sales finding alignment in this market, and whether or not Kevin wants to see golden retriever puppies present at this year’s Online Sales and Marketing Summit.  Housekeeping Jen is getting excited for the Online Sales & Marketing Summit Oct 2-3 in Chicago. Don’t miss the special contest to win a free ticket. Listen to both MPM or OPT, leave a review, and send a screenshot to rachel@doyouconvert.com before Aug 29th to enter; the winner will be announced September 2nd.  TITO Shoutout  Colleen Sagan at McGuinn Homes - Colleen is crushing it with her phone skills. Keep up the great work! In This Episode How many hours it takes to get to the top vs. how many hours it takes to stay thereWhy down-funnel efficiencies are the only ways to win the market and the moment It takes an “insanely (what) kind of follow up” to turn leads into sales right now?Kevin’s unfiltered take on chatbots Skills Check Meet with your marketer - have a mini-agenda plannedRevisit follow up messaging and explore unresponsive leadsSchedule meetings for once a month, more if you have new communities comingOutline for your marketer what objections you’re willing to have sent your way

    52 min
  7. #43: Benchmarking the Bright Spots

    AUG 19

    #43: Benchmarking the Bright Spots

    Don’t be fooled by doom and gloom narratives. In this episode of Online People Talking, Jen Barkan and DYC Sales Coaches Amanda Martin, Melissa Fort, and Molly Adams gather to show and tell how individuals are still meeting and exceeding goals. With reminders of benchmark bright spots, process best practices, and how to stay positive when nobody else seems to be, these pros are here to remind you: you can’t know what you don’t track.

    31 min
  8. #42: Hold Hands, Don't Step on Toes

    JUL 21

    #42: Hold Hands, Don't Step on Toes

    Jen shares the mic with Cassy Williamson, a strategic performance coach at Impact 88 and author of the upcoming book Unapologetic. They talk about thriving in chaos, building real collaboration with sales teams, and showing up fully yourself while driving results. TITO Shoutout [12:24] Cindy Salinas at Esperanza Homes – crushing it with prospecting, with 23% of her June appointments coming from aged leads. Episode Highlights with Cassy Williamson Collaboration that sticks: Cassy’s phrase “hold hands, not step on toes” becomes a powerful lens for online sales specialists and sales teams.Culture belongs to everyone: Leadership sets the tone, but you can lead without a title.Be unapologetically you: Cassy’s new book, Unapologetic, is about showing up fully yourself while pursuing impact. She shares where and when to find it in the episode. Skills Check [44:18] 1. Identify someone whose toes you’ve stepped on (or vice versa) 2. Reach out first with coffee, text, or a quick call 3. Take one specific action to rebuild collaboration Listen now and start holding hands, not stepping on toes.

    48 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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