Advertise on podcast: Online People Talking with Jen Barkan

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.

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

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. 

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.

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.

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.

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

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.

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

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.

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 [email protected] 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

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.

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.

Elvis said TCB. Jen makes it OPT. Jen Barkan and fellow DYC Online Sales Coach Melissa Fort take on the most misunderstood business relationship in new home sales: OSCs and Realtors. Packed with straight talk, roleplays, and real-life coaching moments, this episode helps online sales pros show up with clarity, confidence, and that signature lightning-bolt energy. Jen redefines the King of Rock and Roll’s TCB (Taking Care of Business) as Teach, Connect, Business, offering a smarter way to serve realtors while keeping control of the conversation. From what to say, when to say it, and to how to collect buyer info without the awkward pause, this one’s full of sharp lines and sharper strategies. Listen in and start treating realtors the way Elvis would: with purpose, presence, and a little swagger. TITO Shoutout [3:10] - Monica Fikany - Embracing AI in her role at New Home Inc. Key Topics - Realtors are leads too. That means CRM, follow-up, and relationship-building rules still apply - Why pushing back (nicely) earns trust, sets expectations, and protects your builder’s time - How to turn incentive chasers and vague referrals into real conversations that move things forward Skills Check [31:51] Can you answer each of these for realtors? - Why buy new vs. used - Why the appointment matters - Why OSCs need the buyer’s info - Why buy my builder - Why they go in the CRM, too

Lacy Warburton, Online Sales Manager for Stylecraft Builders in Texas, joins Jen Barkan for Episode 40 and shares how naming her inner critic helped her break through self-doubt and step into leadership. From making turkey subs to managing a top-performing OSC team, Lacy’s story is proof that continual growth happens when you lean into discomfort and track your numbers like your success depends on it. Because it does. She opens up about her journey, challenges with outbound calls and video, and the motivation behind her recent LinkedIn posts. This episode is a masterclass in self-awareness, team leadership, and owning your voice. One “Bye Felicia” at a time.