In this episode of Online People Talking, Jen Barkan is joined by Chesapeake Homes’ superstar OSC team: Stephanie Moffett and Danielle Ross. These two powerhouses are not only crushing it on the lead front, they’ve also built a seamless backup system for time off, extended leave, and everything in between. Whether you're a solo OSC or working with a partner, this episode is full of practical tips to help you unplug without dropping the ball.

Jen, Stephanie, and Danielle get real about the challenges of stepping away from the OSC seat and how to ensure every lead is still handled with care, even when you're not around. They share how they structured their team, developed emergency coverage plans, and even trained a temporary OSC for extended leave.

#37: Real Talk on Benchmarks and Market Trends with Our Newest Sales Coaches

In this episode, Jen, Amanda, and new team members Melissa Fort and Molly Adams, bring energy, insights, and just the right amount of pet hair talk to the mic. From behind-the-scenes snafus to deep dives on sales benchmarks and market shifts, this episode is packed with relatable moments and practical takeaways for online sales pros.

You’ll hear about:

• DYC's Newest Coaches: Meet Melissa and Molly

• Melissa and Molly reflect on joining the online sales coaching team and share their impressions of the Online Sales & Marketing Summit in Chicago—whether attending as a first-timer or a seasoned leader.

• Online Sales Benchmarks Revealed

• Amanda breaks down six years of performance data, uncovering:

• A slight uptick in lead-to-appointment conversions

• A dip in appointment-to-sale conversions

• Stable online sales contribution rates

• Navigating a Hesitant Market

• Market uncertainty and buyer hesitancy are real, but the team has winning strategies to help you succeed

• Travel, Transitions & Backup Plans

• Sharpening Sales Strategy & Behavior

Don’t miss this conversation that blends data-driven strategy with real-life stories from the front lines of online sales. Whether you're a seasoned OSC or new to the role, there’s something here for you.

Thanks for tuning in!

Questions? Email: show@doyouconvert.com

More at doyouconvert.com

Kicking Off with the Lyon Life: Mike Lyon is deep into basketball dad life, supporting his son Nate on the Puma Pro 16 circuit—beating Nike teams and getting college looks. Jen’s hoping to see Nate at Old Dominion someday!

Upcoming Events & Opportunities

• Online Sales Academy – Kicks off May 20th with three half-days + eight weeks of on-demand training. Not everyone graduates—but if you do, you earn official certification!

• Online Sales & Marketing Summit – Back in Chicago this year with an epic speaker lineup:

o Rhonda Conger

o Steve Shoemaker

o Ryan Taft

o Brian Boero

…and more DYC pros!

Pro Tip from Mike: If you want to attend, ask your boss. Plead your case. Or invest in yourself.

Welcome to the newest DYC superstars:

• Melissa Fort – 20 years in new home sales, former TriPointe Homes.

• Molly Adams – OSC and HubSpot wizard, full of real-world experience and energy.

* Tito (Top Industry Talent OSC) Shoutout

Main Topic: When Leads Are Down, Here's What to Do

• Always start with fresh lead follow-up and appointment details.

• Then tackle prospecting: older leads are converting more than new ones!

o Q4 saw up to 24% of appointments from aged leads.

o Dedicate 2+ hours a day to prospecting.

o Expect 40–60 calls per appointment in today’s market.

"You want us to stop talking about prospecting? Start prospecting." – Mike Lyon

Skills Check

• Pick one area (prospecting, content, CRM, AI, etc.) and commit to growing it.
• Talk to leadership about how you’ll lean in.
• Bonus: Subscribe, rate, and review the podcast!

Thanks for tuning in!

Questions? Email: show@doyouconvert.com

More at doyouconvert.com