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Be sure sure to like and subscribe on your favorite platforms! Welcome to Online People Talking with Jen Barkan! In this episode, Jen is joined by Jessie Suggs and very special guests The Nationals Gold Award Winners Terrell Turner and Amberly Mioduszewski! Jen and Jessie talk all things International Builders' Show from close calls to their key takeaways and what topics took center stage for most conversations and sessions. Amberly shares what winning the Rookie of the Year award meant to her after a tough year and shares what she learned from IBS! Terrell won OSC of the year and encourages every to keep applying even when you get discouraged! He shares that his goal for 2024 took inspiration from Jessie's word of the year "less" and is implementing it in conversations with leads to talk less and listen more. To shake things up Jen and Jessie let the top OSC's in the nation give their skills check for the week: adaptability and coachability! Word On The Street: The International Builders' Show & The Nationals (03:57)ChatGPT and AI were HUGE topics!A lot of marketing and leadership conversations.Talking about AI as a human assistant not a replacement. Thinking about how online sales can use it!Topic Of Today: Gold Award Winners Amberly & Terrell! (08:10)Amberly shares more about her recent wins and why it meant so much to her to receive so many awards this year!Terrell reminds us why it is so important to never give up!Skills Check! (36:29)Adaptability: You've got to bend with the wind, not break from it.Coachability: There's always something to learn and you have to be ready to take insight. The next Online Sales Academy is happening April 3rd-4th! Be sure to secure your spot now by registering here!Online People Talking · #11 - Gold Award Winners: OSC & Rookie of the Year!Transcript:JenJesse, why is it that every time we travel together, some weird Uber situation occurs? Either somebody tries to abduct you. You get lost. I don't know. We even got, like, a gun pulled on us one time in an Uber in Austin.JessieIt's a true story.JenWhat in the world happened in Las Vegas last week? I don't know.JessieThere's a common denominator here it's me.JenJessie Suggs.JessieI listen to too many crime podcasts, too. So I'm like, you know, paranoid. I don't know. We left dinner and, you know, they took forever to get there. Jenn and Mike's Uber was coming up. Mine was coming up. They ordered it 15 minutes after me. There shows right up and I'm like, Okay. And then I'm texting in general like, okay, we're going in the wrong direction.JessieShe's like, What? Jenn comes out, she calls me. She's like, What do you need me to do? You need me to come get you? And I'm like, No, no, I just had to plug it in my the maps were crazy.JenLike, I'm going to just stay on with you until I know you are safe at your hotel.JessieI'm telling you, man.JessieLot of crazy stuff didn't happen.JenListen, stay safe out there, please. I don't need another kid to be worrying about. I my gosh. Well, me is on a cruise somewhere. I don't know. Like, Well.JessieShe was in my neck of the woods. She was just in Charleston.JenI know. It's like buddy system. Hold hands. Don't go nowhere alone. All right, let's. Let's get this party started. Okay. Today with me is the one and only Jesse Suggs, online sales coach extraordinaire. And, Jesse, we are back from International Builder Show. Well.JessieYes.JenHoly cow. Have you recovered?JessieYou know, that three hour time difference really didn't used to bother me, and I'm still catching up. So I'm finally there, I think. But it's like the the body tired and also all of the information that we got and all of the conversations that we had, you just kind of have to decompress from that. So, yeah, I'm finally caught up.JenWell, listen, five days in Las Vegas is like ten day. It feels like ten days in Las Vegas. And listen, let me just give you Jesse and I, we had a we had a debrief afterwards and we said, okay, what would we do differently? We would get there early on the first day versus coming in late at night and starting off.JenTired, right, Jesse?JessieYeah, I don't know. I booked my own flight. That was a terrible mistake. Got in late, left really early.JenYes. We need we need Kim Boykin. He's a former you know, Kim Boykin on our team. She actually was a flight attendant. We really should just have we should get her advice on whenever we have to book anything, because I feel like I screw it up every single time at the time, like, well, that's a good idea. We'll just get in Monday night.JenNot a problem. Right. And then we get to the show already exhausted. Okay. What are online people talking about? Well, they're talking about the Boehner show. This week. They're talking about the Nationals, which wait for it. We got some special guest. Yeah, but Jesse. What? So you attended. You know, several sessions. You were in sales Central listening to be talking with people.JenWhat were the buzzwords? What were your key takeaways.JessieYou know? Well, first of all, I forget not everybody's in our world. And so when I tell people that I just got back from IBS, they look at me funny. So now I feel like I have to say it all the way out. But since it's this podcast.JenYou weren't at the Bowel Syndrome convention.Jessiemy gosh. Buzz words. Jackie on our team was like, If we took a shot every time they said it, we would all be twisted. So chat tvt was the word on the street. Yeah, a lot of marketing conversations and more of leadership types of conversations and how to manage your team less on the online sales side of things.JessieA little bit different than years previous. But for me it was great to be able to make sure that I attended sessions that I wouldn't have otherwise been in. So that was a positive for me. So Chhatrapati marketing leadership were my kind of big take. Yeah.JenYeah, I agree. First of all, it was I think they said the most attended International Builder show in 15 years. Yeah. So that was cool. Saw lots of people that hadn't really seen in person in quite some time. Definite buzz words were a I chat see but one thing that stood out to me with regards to that was talking about a I as a human assistant, not a replacement.JenSo when we think about online sales, how can online sales use chat GPT as an assistant, use A.I. as an assistant? I think like that was a big like that hit home with me. And then also my son who is newly into in this industry. It was his first time attending and so me seeing it through his eyes, Jesse was so cool, like seeing Vegas for the first time.JessieI know.JenSeeing the show for the first time, shout.JessieOut to Sam because he paid his own money to come. So pito to come and to see younger professionals investing in themselves, to to be there and to learn and to meet people early on is just so impressive. It was really.JenWell, thank you for saying that. It was so cool and it just reminded me like back the first time that I attended the show, probably it's been probably ten plus years ago now that I went for the first time and just that feeling of, my gosh, I want to I want to implement everything right away. Like you're just a sponge and you go back and, you know, Jesse, he left with 15 pages of notes and came back and and had to work the next day.JenSo he was on site the next day, and he came home Saturday evening and he goes, while I'm pretty sure pretty sure I sold three homes today stock and I saw he goes, he goes, Mom, I helped them decide, not helped them. Look, that was a key takeaway I had from the sales rally that Jim Smith said, you know, like we got to help people decide to buy him, not just help them look.JenYeah. And he came home. I was telling me this and I was like, man, Sam, that's just awesome. You're just making me proud. So. All right, definitely. Listen, online sales, you know, if you have an opportunity to attend the Builder show, you absolutely should. You know, they are working on getting more education around the topic. I spoke on how to work with realtor partners from an online sales perspective, the very last session of the very last day.JessieSo I told and I said they did that because they needed to keep the best speaker for last to keep it cold.JenJessie, You know, that's why I love Jessie. She has such a great perspective on the way that she looks at things that a lot of it. my gosh. Jessie, we have some exciting guest.Jessiemy.JenGosh. So one of the our favorite things to do when we go to the builder show is attend the Nationals. And Jessie, what are the Nationals In case we have listeners listening that don't know what they are.JessieThe Nationals is an award ceremony nationally, recognizing just the top players or the top performance or the top websites or just across the industry, the top people and they award the top of the top, the silver. And then this award ceremony announces the gold. So the number one winner of that small selection of those. And so, you know, I myself, along with Dan and many other people, have been in the seat, you know, receiving or up for the award.JessieAnd it really is different when it's your people like it is.Jenmy God.JessieI mean it is. I could have cried. I didn't care about myself back in the day. But when I hear names that I see and I know and I watch their hard work, my gosh, it's amazing. So I can't wait for you guys to meet who we have on here.JenYeah. So we actually ran gold. The gold winning online sales rookie of the year and the gold winning online sales counselor of the year. On to this podcast today so they can drop some knowledge bombs and share their wisdom with you. So Jessie, let's let's introduce first Amber Lee Myo do sheskey I phonetically wrote it down Amberley my agent Sheskey from Malia homes Rookie online Sales Special list of the year.JessieI see that heard weekly back.Jenmy gosh. Show us your hardware. Come on, let's see it. Put it in the camera. Okay, guys, you can't if you're listening, you can't see this. But she has this beautiful gold award. It's like. It's like a it's like an Oscar.AmberlyYeah, it really is so funny, because when I got home and showed it to my younger siblings, they were like, What are you an actress now? What did you create music? And I'm like, I'm an online sales. Obviously it's it's truly an honor, though.Jenmy gosh. Did people look at you like you were like some famous person when you were walking through Caesar's Palace with joy?AmberlyBecause I got lost and started walking towards the forum shops. So I wasn't walking out of the palace. I was walking straight into the palace with people just cheering like congratulations and stopping me and saying, I just have to ask what is what is this for? You deserve it. I'm thinking you don't even know me, but thank youAmberlyCan I get a picture? Isn't like, I'm so. It was. It was so awesome. It was an amazing night.Jenman. Well, like Jesse said, we were so excited that you won. It was cool to be there and see you get this award at. First of all, rookie online sales. When I think a rookie, I think like, okay, brand new baby in the seat. How long have you been in this role?AmberlyI've been in this role for a year now. In February. Yeah. Yeah. A whole brand.JenNew brand new in the seat. One year. Really? Probably just figuring out what the heck is going on right now.AmberlyYeah, it's been quite the journey for sure. I mean, it's not a typical online sales first person a year in the seat either. And so I can dive into that a little later. But yeah, it was quite a journey and a beautiful one at that.JenYeah. So what has winning this award like meant to you in the last week since you won? I.AmberlyWell, I mean, winning this award was just such a monumental moment for me because, like I mentioned, this past year was the most challenging year that I've ever faced. And many may not know this, but for the first six months, I actually maintain all previous responsibilities as escrow and marketing. As I began my online sales journey. So that meant still managing over 100 escrows, trying to strategize for marketing efforts, training new salespeople or new team members, and even covering the sales for two.AmberlySo it was a lot. And then add online sales on top of that, it was it was a journey and different things. Yeah. Yep. Drinking from a firehose. And that's where it felt kind of like the story of David versus the Goliath, just because I'm like, I'm just this one person and all these things. And anyone knows who has had to implement an online sales process or one has not existed.AmberlyIt takes a lot of dedication and a lot of effort. So it was it was an exciting year for sure. There are some definite awesome moments. I mean, this award was incredible, but what others may not know is this is actually my fourth one this year, which is insanity.JessieAnd that.JenGives me so I.AmberlyKnow I did not I did not see any of this happening, especially just.JenRacking up awards over.JessieThere in the presence of greatness. What can we say?AmberlyThat's where it was. It was just truly an unforgettable year. And I have to give so much of all of the successes this year had to offer to being determined, having grit, perseverance, and most of all, for me, was having faith that God had a greater plan than what I could see, because there were some moments when I was like, this is too much.AmberlyI don't know if I could handle all of this. And instead of cowering and getting overwhelmed, I would just pray and just pray to be uplifted and pray that I could see in his perspective. And so that helped me tremendously. And that allowed me to smile through the pressure and be joyful in the chaos and to keep going.AmberlySo it's this award. It's just astonishing to me still. I'm a little bit in disbelief of how amazing this you are.JenThank you for sharing that. That's that's amazing. Now, I saw you not only at the Nationals, but I actually saw you sitting in some educational sessions, which is very cool. Do you have any key takeaways that you learned and that you were going to go back and implement?AmberlyYes. So there is so much that there was to learn at IBS, I think. I mean, you guys already know this, but real partnerships, they are realtors are out full force and inventories low for them. So really cultivating those partnerships with them is such a key opportunity for me. And it's just learning how to teach, connect and business with them, which I know is from your.AmberlyYes. To Jenn Burgundy.Jenmy gosh, guys, I swear. I swear. I did not tell her to say that.AmberlyNo, you're real good, you know. So, yeah, that was really incredible to take it. And there was a lot of talk. So learning how to harness AI and utilize it in our roles because it's here as well. So yeah, the more that you know how to utilize that, the easier, smaller tasks that can be handled by a personal assistant could be taken care of.AmberlyAnd to the rally with Jeff Shaw was really fun.JenYeah.AmberlyAlong with there was another seminar and I know it was about making the full VIP experience and it was just we take what we do so passionately. We were so on top of making sure that our leads feel as important as they are because we want to build that trust. But it was about building trust through every single department in our company.AmberlySo we should be cultivating that from the beginning with online sales, with sales, with construction just everywhere. And even after the home is sold and they're moved to making sure that their experience and their reputation with us or our reputation with them is something that is memorable and meaningful to them. It was huge. So I can't wait for me and my VP of Sales and Marketing Amber to discuss with our team just to really implement this new VIP experience all around.JenMan. Love it. Now, Jesse, you work pretty closely with Amberly. Do you have any questions for her?Jessiegosh, you put me on the spot. No, you know, I really. I don't have questions. I've watched her grow both personally and professionally every single time we meet, it's like, okay, noted, noted. Let me work on that in those steps. Or what leads you to being an award winner? That's what. Yeah, it's the next generation of the O.C. of the year or the team of the year if it grows.JessieAnd I just think, you know, if you position this as we've talked about this before, but if you position this as a career and not just a job, your opportunity, the path is straight. And if you put your mind to it, you can do it. And so it's just really fun. I mentioned this earlier, but it's just fun to watch the people grow and be rewarded for it.JessieSo I don't have any questions. No.JenI think. Well, yeah, Thank you. Amberly. The other thing I was thinking as you were talking was, okay, rookie new program, you know, in the scheme of things, right? Starting starting this from scratch, winning this award gives you so much street cred.Jessieyeah.JenWith your with your company, with your sales team. Like I am a national award winner. Like, check it four times. Double done it. Yeah. I mean, like, you're bringing it. So kudos to you. It's exciting to watch it.JessieIt is fun and it's fun to watch the last name. An ad is not everything goes perfectly like you are first launching a coming soon community and you've done it once and you go, okay, what worked? What didn't work? Now let's implement this for the next one. Let's fine tune it for the next one. And that's what just continues to sharpen your skills.JessieSo kudos to you.JenOkay, let's let's bring on Amberly. I have a special this is exciting. I going to bring on our special guest and next guest and you actually met him at the d convert online sales and marketing Summit.AmberlyNot only did I meet him, but I also sat next to him that.Jenokay, this is cosmic. You know, I did not know that it's magnetic. It's magnetic. Does greatness upon greatness is just coming together today. Okay. Our next guest, online sales specialist of the Year, National Association of Home Builders Sales and Marketing Council. Gold winner Tyrrell Turner, bring it all. Here is here. Yeah. Lower low. man. How. How are you feeling today?JenZero.TerrellLike it's now starting to like, sink in. It's been awake, like, my gosh. Like, this is real. I'm on online. People talking with these are incredible, incredible industry, ladies. And I could not be more excited and humbled. It's amazing.Jenman. When I saw you one, I was like, jumping up and down. So exciting because you actually won silver last year.TerrellI won silver last year. Yep.JenYeah. Okay. And so some people go, Well, I won silver, right? I'm not going to like, what's the point, Right. And trying again. I mean, seriously. Sure. The first year I won silver too, and I was mad as hell for about a month and then I got over myself and applied again. So why did you decide to apply again?TerrellCome the same thing, you know, I heard it's I mean, it is it's very, very difficult to being receiving silver is like, you know, celebrate that because it's such a momentous award and achievement. But, you know, gold is the top. That's the tier epsilon. And I'm like, you know, that's a goal of mine. It's the top. I want to go for it.TerrellAnd why not? So, you know, I had a great year, I thought, and put everything together, filled out the application, submitted myself again and, you know, keep going forward and keep going forward. I'm still not done right. Like we got to keep, keep improving, keep getting better, keep going, not settling. So absolutely.JenWell, I think it's absolutely fantastic. I think I think that's a great that's great advice for anybody that's listening that has applied previously and you're wondering, should I apply again? Absolutely. Absolutely.TerrellAbsolutely.JenAbsolutely. You should keep going for it. And we're not competitive, are we? Now? Not we're not we're not humbled by.JessieSo I'm just not going to answer.Jenyeah, we don't like awards or anything. Of course not. Well, I totally screwed up and forgot to tell everybody, like, where you're from, you know, and released from Williams Turell, tell everybody which company you're with, where in the world you are.TerrellYeah. So I work with Icon communities. We built a luxury style ranch home. We target that 55 plus demographic. I am based out of Charlotte, North Carolina, the QC, and but we're headquartered in Columbus, Ohio, so I've been with everyone for four years. But this month actually is my ten year anniversary as an online sales consultant. I've felt more wrinkles come on my face, thought about that.TerrellSo it's ten years. It's been an amazing journey.JenAmazing. So we got a ten year veteran and a rookie. Okay.AmberlySo your way of magic, Let me tell you, there's.TerrellAnother wrinkle here.JenBack and listen before we hopped on guys one when we were just just chatting, the two of them, Amberly and Tara, literally were having like a moment where they were like, I knew when I met you.Amberlyyeah. You know, I knew first. I know you think you probably knew. The moment I saw down, I was like, This guy is special. I can tell. I need to talk to him. I need to get to know him. And he called me out for saying totally, because I'm from I'm not from Southern California, but I live in Southern California.AmberlyAnd so you were like, I don't even know when I got my silver nomination. I want to say that on LinkedIn, you were like, I totally knew. Throw in that. And I'm like, I know you got to get it out of my vocabulary. Well, I've worked on it. It's not there anymore, but I'm totally proud of you.TerrellI'm sorry. I remember. No, because, Jenny, we're doing this session, and Amber is like, giving answers. I'm like, there's no way this girl, the rookie, like this girl, has got her stuff together, so it's really cool. And when I saw she, I'm like, Of course, you know, it's really cool again to be you see peers, you meet people, you make these connections.TerrellAnd even as I was here, you talk, you know, for those listening, you're not alone. You know, we all experience these ebbs and flows and the fire hose and, you know, I can't do this and all these down. So you're not alone and having the resources I do convert in Jen and Jesse, my, you know, that's why they're here to help us sift through it and and keep going and achieve our best.JenWell, I got chills when you said because I didn't even remember that you guys met at the. The summit.TerrellYeah.JenAnd I will tell you, like, I'm still friends with people. The first summit that I went to as an online sales specialist, I'm still friends with those people. So, you know, it is a big industry, but it's really small too, right? So connect with people, hang on to them. You know, they're your people that you can learn from them.JenYou can commiserate together. Martha Clifford and I, we we used to have this, you know, hashtag see problems. You know, we'd be working on something and like, you know, we'd, we'd text each other, like, problem, you know, like it's it's so good to have that support and community, which is what we're trying to create here with online people talking.JenOkay. So back to you tomorrow. What are you now as got this award? Okay. Like you're cream of the crop. What are you focusing on for 2020 or what's next? How are you going to get better? Like.TerrellAll right.JenHow are you doing?TerrellWhat am I doing? So I actually coincide with Jesse's word of less for the year. And it came from a coaching session with Jen, and that was the last one where you were like, you look in your call rail, look at your waveforms and are you talking, are you listening? And, you know, I'm known for creating great engagement on the phone and these relationships and connections.TerrellAnd I'm like, you know what? I'm talking way too much. And sometimes I'm giving information that you didn't ask for. And that's something that as I've been on the phone this past week, Jen, it's I've really focused on be quiet, let them talk, let them give me the goods and then use that for my appointments and.JenSee, I love that. Less. Less is more. Strip it down. Get naked. Right? Like, do the basic things really, really well. Right? And if we're talking, we're not listening and we're, you know, we get in that info dump mode, been there, done that actually had actually had a customer at one time say to me can you please be quiet?JenSo I can.TerrellI watch.JenYou? And I was like, you burn. I'm going to shut up now. I hate my life. I suck at my job. Okay, let's do this. We got a video mailbag. Guys, I would love for you to be a part of this. So we got somebody. Her name is Whitney with Level Home. She sent in a question and I think would be great if we if we listen to it together.JenYou guys up for that?TerrellLet's do it.JenThank you. Let's do it.JessieHydrate And Jesse. I'm Whitney Level Homes, one of the recent nominees for online.JenRookie of the year.JessieIn sales with the NAHB. I'm so excited. Just coming off my first year, I do want to ask this question for your podcast. Once you've finished your daily tasks and you're following your processes and you feel kind of caught up, what can an online sales counselor.AmberlyDo for the greater good to.JessieMaybe help.AmberlyStrategize with.JessieOnsite or your manager to kind of shake things up or maybe assist with conversions? What are some strategies you guys use to do in this seat in this role that would kind of bring back some new energy.AmberlyOr get.JessieA.AmberlyPositive motivation going.JessieTo kind of push the.AmberlyWheel forward? I would love to hear what you guys.JessieDid in addition to your normal processes and tasks. Thanks for doing online. People talking. I'm loving it so far. Keep being amazing.JenLove her and love that. Great question. Jesse, we'll start with you. What are your thoughts?Jessiegosh. Do you have like 4 hours? Okay, let me think about the two that come to mind. Things that are kind of outside of the box, something that maybe you're not expecting to hear. But one thing when you've truly caught up. So we know our first priorities. We know our second priorities. And then if you still have time with some of you are like, wait, you guys can catch up.JessieYes, you can catch up if you're efficient and you manage your time. But one thing that really helped me in the seat was shadowing different divisions within the organization to build my confidence and knowing what I can say to the customer, whether I relay that information to them or not, most of the time not. I'm not going to tell them what happens, you know, post contract and when their meetings are and how long that takes.JessieBut knowing that equipped me to feel like the expert that they were coming to to be able to disclose that. So my first one would be shadow the divisions like don't try and do them all at once Maybe pick one a month over the year and just kind of go in the order in which your buyer would experience that so that you can speak with confidence, because that's one of the biggest things is when a customer comes to you and they say, hey, you know, is this the right time to buy?JessieIs this the right market for me? Are you the right builder for me? And if you don't come with that confidence and that aura about you, if you seem a little bit uncertain, they go, okay, not for me, not the right time. I'll call you back when I'm ready. So that's one and then the second thing that I would say is pull like your smart lists in the CRM.JessieSo we all know prospecting is a first priority. It's not new lead engagement, it's older lead engagement, but it is quick and easy to feel like you're on the hamster wheel if you're calling, calling, calling and not getting anything in return. And so taking the time to learn how to use your systems so that you can create a list that will get you better engagement, that will then make you money, that will then get your company sales starts to light this fire that encourages you to want to do it as opposed to going, my gosh, now I got to go do that for you.JessieProspecting again for 2 hours today. So learning how to create smart lists and then the efficiency behind doing that. Yeah.JenSo I'm going to I'm going to chime in here real quick on something, but then I want to see if Terrelle and Amberley have any thoughts. You know, I think there's a way what Whitney was talking about. Yes. Like you guys should always do your first priorities first. And then if you have time, like what are some other things you can do?JenAnd I love Jessie Spot and getting out on site and doing some things out there is always good and content and helping marketing and things like that. But I think there's also a way that you can incorporate something that you're passionate about in to your work on a daily basis. You know, like even your first priorities, like if you're really passionate about writing, then beef up your follow up process.JenLike go like, take a look at what you're doing, get creative with what you're sending for prospecting, like add some, you know, jar it up, add some passion back into it if you're good. Like Terrell I know is really good at video like incorporate that into your first priorities when I was an online sales specialist, you know you guys probably no surprise anybody super passionate about animals animal rescue.JenSo I figured out how to take that passion and incorporate it into my work. Right. I would feature a dog from the SPCA with a new home of the week and I would do, you know, social content and post. And if the dog was adopted, I would the builder would pay the adoption fee. And that was a way that took, you know, like you can feel sometimes like day in and day out, you know, I'm doing my process of doing my thing.JenIt was a way that I could incorporate that passion into what I was doing. But that meant that I had to get really good and efficient with my day, my time, my process. I couldn't be in a bunch of meetings, you know, that's a time suck. Like, you got to really look at everything that you're doing and make sure that you're always doing lead conversion first and then how can you incorporate some passion into that?JenAmberly Any thoughts?AmberlyYeah, actually, piggybacking off of what you said, if you're passionate about writing or anything like that, when I began with Malia and I started as as grown marketing, I didn't realize that I had a passion for marketing. I didn't quite know what it included, but I love being creative. So that's where I found extra time. I would try to figure out different ways to make creative video content for video email just so it would be more fun during the time of year.AmberlySo for example, the holiday, how crazy it gets during December, I went to It's so embarrassing actually, now that I'm saying it out loud, but I went to a competitor's nearby community just to utilize the amenities and I was just going from scene to scene basically of, I'm here to help you find somewhere for the kids to play a spot that you can have or host a barbecue.AmberlyAnd I literally put my phone in the barbecue and like shut it for the transition. And it was a bit cringeworthy not going to lie, but it was so fun to send that out. And then the response back was even more exciting when they're like, that was really cool. Thanks for extending. We're going to wait until January, but I'll definitely be in touch.AmberlyYou're like looking forward to speaking with you soon. So that was a fun way if I had the extra time to do so. Yeah. And to I would say I love being able to connect with my on site sales just to make sure that we're speaking the same language, that whatever they're utilizing is benefits for inventory homes or for the community as a whole that I'm mirroring or complementing that before they get there.AmberlySo those are my two fun. We love it.JenTerrell, what about you?TerrellOkay, I'll do two things. The first one is, as you mentioned, I'm very passionate about video and I've got a background in production. So bringing that passion to this position and marketing is great. It's a great way to make connection. One of the ideas I came up with was on my outside of my work hours typically be like a 6 p.m. on a Sunday afternoon.TerrellI do a zoom call with my lead, so I would do a Zoom call where I would go over high level information about the builder, who we are, what we do to the communities in our city, whether it was the different divisions we have. And that wasn't a way for me to present, get on camera, and then typically I would get appointments out of that.TerrellSo that's the whole point is to get some response from that. So that's a great way to increase those conversions. And the question that was my buzzword, the greater good that means to me sales and then conversions. So to Jess's point, if you've caught up and you've got that, I guess spare time, the best list you can pull is your recent appointments.TerrellGo back through that. Who have come out in the last 30 days or last 60 days, who has the contract yet? Call them where are you in your process? How are you doing? You know what other questions you have, What's preventing you from moving forward that's going to help increase those conversions? What your company obviously is wanting get more.TerrellWe're trying to get better conversion. So that would be my most immediate thing of the greater good.JenLove it, love it. Now let's let's keep this party going in this direction because. Okay, now listen, Terrell, you guys can't see I'm okay. We're dancing. We're dancing when we sent Terrell an email and said, Hey, let's can you hop on online? People talking you awesome gold. When are you? He was like, Heck yeah, hands in the air raging anthem So we're we're party and and like my my homie Ice Cube says you got to check yourself before you reckless self so going to do a skills check and skills check we're going to do something fun.JenTerrell and Amberly as our guest. Here's the question what is rapid fire What is the one skill, utmost important skill that you have to have as an online sales specialist? Go.TerrellTERRELL gosh. Okay. Whole lot. But I would say the most important is to be adaptable. You know, the market's going to change. Your communities are going to change, your teammates are going to change. You know, environment is going to change. But you got to be adaptable. You can't be stuck in one mode of doing things, but you have to be able to bend with the wind and not break under the wind.TerrellSo if you're able to adapt and quickly change, I believe that's going to make you very, very successful.JenLove it and be dancing the whole time around. Reyna. Reyna Estrada just got to dance. Keep dancing. All right, Amberly, what about you? Go.AmberlyI would say coach ability is such a huge skill to have because there is always something to learn. Yeah, you're never going to know it all. And you have to have an open mind to just soak in all of the knowledge, all the insight that you can. Because even like with the online sales summit where we met, there were so many just key bombs dropped and I was like, I'm taking them back.AmberlyI'm taking them back. And I'm so excited because there's so many just extraordinary people in this industry and in our roles as well that want to share their insight, that want to show their wisdom. So taking in as much as you can and being coachable and being able to hear what someone that you value has to share the things that you can work on, things that you may not have known before.AmberlyIt's a huge asset to have.JenYou've heard it guys. You've heard it from the top online sales specialist in the country. Coach ability and adaptability. You can see you guys can see why they're so awesome, right? You can take it in, soak it in, soak it in. Terrell Soak it in and really enjoy, enjoy it, enjoy it. And we're just so proud of you.JenIt's it's so awesome. Last question as we wrap up, are you are you guys down with.JenYou guys got to say yeah. You know.JessieNo. Yeah.TerrellYou know me.JenHi. Thanks for joining, guys.TerrellThanks for having me, you guys. Someone.AmberlyThank you so much. Yeah.

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