OSC of the Month: Kelly Rushin

Lasso’s October OSC of the Month is Kelly Rushin, an online sales consultant for Berks Homes in Mohnton, PA. In her role she serves Southeastern, South Central and Central PA. In this interview, Kelly shares her go-to closing technique, her path to becoming an OSC, and shares tips for other online sales and marketing professionals.

ECI: What was your career path to becoming an OSC?

Kelly Rushin (KR): I worked in the salon and spa industry for many years and was ready for a change. I have always had an interest in home design and real estate and started looking at all my options. I came across Berks Homes and felt the company's core values matched mine. When I interviewed with the Berks team in 2021, I wanted the job even more! I took the dive into online sales and have never looked back.

ECI: How many online leads do you manage monthly?

KR: I am averaging around 144 leads a month, not including VIP registrants.

ECI: What's the most challenging aspect of your job? What do you do to overcome that challenge?

KR: I think avoiding burnout is the most challenging thing for me. I may repeat the same information four times in one day, but I make a conscious effort to remember that although I’ve spoken about something multiple times, it’s the first time my potential home buyer is hearing it. If I start to feel burnout, I’ll take a break to reset, listen to some music or take a quick walk around the office and come back recharged and ready to match their excitement.

ECI: What’s the most important tool you use in your role?

KR: You’ll always find our website, Lasso, CallRail, email and tracking sheet open on my desktop!

ECI: What is your "go to" closing technique to get an appointment?

KR: I always talk as if the prospect will be meeting onsite with the new home specialist. I give them initial information and explain what to expect when they meet with my teammate onsite. They have enough information to feel like our homes could be a fit for them but are left wanting more. Also, offering different forms of communication help. Let's set up a phone call if someone is not ready to go onsite!

ECI: What/Who are your primary training and/or support resources?

KR: My marketing team is the best support! We check in with each other weekly to make sure our numbers are where we need them to be and adjust accordingly. Do You Convert and Lasso Support Center have been amazing resources for training!

ECI: Do you have any specific successes you'd like to highlight?

KR: Any of my leads that go to agreement of sales are success stories for me! It’s the best feeling to see your contribution to the company.

ECI: Any tips or advice for fellow online salespeople and marketers?

KR: Be yourself and talk to your prospects as if you have known them forever. Let your personality shine through and keep customer service at the forefront. You are the first impression of your company and hold that responsibility high!

ECI: What are you reading/watching(binging)?

KR: Currently diving deep into Colleen Hoover books. I'm not currently binging anything but just finished the “Lioness” on Paramount +, so good!