Episodes

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 receive...

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 pro...

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 cat...

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. Do...

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 “hol...

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...

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...

Mike Lyon joins Jen Barkan for a spicy and spirited episode that tackles a phrase every OSC dreads: "These appointments suck." When onsite teams start lobbing critiques, how should online sales pros respond? Jen and Mike dig into the dynamics behind those comments, the data that tells the real story, and how OSCs can stay centered and effective in a shifting market.

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 chall...

#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 r...

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...

Jen Barkan is joined by Jessie Suggs for a bittersweet episode, as it's Jessie's last week at Do You Convert. Jessie shares her incredible journey at DYC, and her what's to come for her next adventure. They also share the exciting news that Online Sales Academy tickets have been released for spring, and shout out Jessica Myers with Caviness & Cates for an amazing video she recently filmed, and her work in humanizing the online sales process. Jen and Jessie discuss: Jessie's time at Do You Conv...

Jen Barkan welcomed a very special guest to OPT this week, Ryan Taft, the Founder and CIO of Impact Eighty-Eight! They kicked things off sharing key takeaways from the 2025 International Builders' Show, recapping DYC's upcoming Online Sales Academy, and giving a shout out to Lena Burgin with Level Homes, who recently won OSC Rookie of the Year for 2025! Topic of Today: People Over Process (19:00): There is a lot of conversation happening right now surrounding "We need more sales!" The 2025 sp...

Jen Barkan is joined by Jessie Suggs, who just celebrated her four year "workiversary" at Do You Convert! And did you know Jen also just celebrated eight years?! They recap exciting Upcoming Events including their trip next week to the 2025 International Builders' Show! This episode starts out with a new celebration of OSCs, and touches on the scenarios of burnout and rust-out, identifying it as an employee or manager, and finding solutions in an honest and genuine way. Tito Shout-Outs (07:15):...

Jen Barkan and Jessie Suggs hosted an exciting LIVE episode this week celebrating National OSC Day today! This episode is jam-packed with special guests, stories, best-practices, words of wisdom -- a victory lap to celebrate all of the hard work OSCs have put into their roles the last year! 03:43 - Mike Lyon, "The OG" Mike enters the chat to share the history of OSC Day, and how this special celebration came to fruition. He celebrates all of the hard work that has been put into prospecting th...

Jen Barkan is joined by Jessie Suggs, who kicks off this week's episode with advice and lessons learned from her recent milestone -- running a marathon! Jen shares exciting announcements surrounding new training opportunities, including an available Online Sales Coach position with DYC.

For this week's episode, Jen Barkan and Jessie Suggs are joined by a very special guest, Adyanee Perkins with StyleCraft Builders An award-winning online sales counselor, Adyanee shares her best practices for prospecting, overcoming objections, and approaching the new year with preparedness and specific goals. She also talks about embracing the phrase "intrapreneur" and how it has shaped her career journey. Topic of Today: The Importance of Being Prepared and Setting Goals (07:35): Jen shares ...

Join us as Mike Lyon, Jessie Suggs and Amanda Martin take over OPT for a holiday episode! They cover ECI's Top New Home Sales Tips for 2025, the DYC 2024 Holiday Gift Guide items to check out, and share some important skills to check yourself on as we enter 2025!

Jen Barkan is joined this episode by special guest Rodrigo Segnini, Vice President of Sales and Marketing with Stylecraft Builders in Texas. Jen and Rodrigo discuss their unique journeys to the homebuilding industry, how Stylecraft has transformed its online sales team to now be on pace for a 70%+ contribution rate, and advice for sales leaders when it comes to expanding online sales. Jen and Rodrigo Discuss: Rodrigo's sales background, and incredible growth within Stylecraft Advocating for o...

Join us as we celebrate one year of OPT and releasing the 2024 Homebuilder Online Follow-Up Survey ("Secret Shop") results with a special live episode recorded November 6th. Jen Barkan is joined by Mike Lyon and Jessie Suggs to present key takeaways from our most comprehensive shop to date. The secret shop is designed to show homebuilder follow-up from the customer's perspective. Topic of Today: Secret Shop Results! (4:15) The origins of the online follow-up survey (and a fun fact about an aut...

Jen Barkan is joined by Amanda Martin (with an appearance from Jessie Suggs!) to recap the recently dropped Q3 Online Sales Benchmarks! Detailing data coming in from over 50,000 leads, they recap lead volume changes, what increased and what decreased, and new metrics that are in this quarter's Benchmarks! They also give actionable items for putting insights gained from the data into strategic plans. Topic of Today: The Q3 Benchmarks! (05:50)  Amanda discusses her passion for numbers and why ...

Jen Barkan is joined by Jessie Suggs for this episode, recapping their recent trip to Chicago for the 2024 Online Sales & Marketing Summit! They recap their first time at the event, and the trends they saw this year. They also welcome a very special guest, Jen's son, Sam Barkan! Sam attended Summit this year as a builder attendee, and shares his unique perspective. Sam works with Chesapeake Homes in Virginia, currently working as an online sales specialist, with experience as an on-site sales sp...

Jen Barkan and Jessie Suggs sit down for episode #24, and today's topic is embracing the transparency of online sales and shifting the focus from defensiveness to opportunity when a slower market can lead to finger pointing. Topic of Today: 5 Ways to Embrace Today's Challenges in Online Sales (5:03) Jen and Jessie have heard several stories about OSCs getting pushback, and going into defense-mode When things begin to slow and nervousness kicks in, finger pointing can ensue Instead of getting...