Oct. 26, 2026
#72: The Incentives Conversation
Jen is joined by Online Sales Coach Nicole to talk about incentives, which are now so common that buyers and realtors expect them and often lead with them on the first call. They share how online sales specialists can handle those conversations with a customizable, visit-first approach that keeps the appointment as the goal.
Housekeeping- Online Sales Academy - The fall Academy has moved to spring because of the number of conferences and trainings this fall. Dates are TBD.
- New for leaders - Something new for leadership is in the works for Q4 and will roll out at the start of next year. Stay tuned.
- Share what’s working - Email onlinesales@doconvert.com with what’s working for you, or to nominate an OSC for a TITO.
- Kim Linton - She scored a 96% on her secret shop!
- Incentive fatigue: Incentives are everywhere, so they’ve become white noise, and buyers show up expecting them. Nicole shares that leading with emotion works better than leading with the deal.
- Know yours, though: Learn what the incentives are for each community, including the back-pocket ones, and get clear on what you’re allowed to share - a shared document or community info sheet keeps everything in one place.
- Keep ‘em out of your outreach: Leading mass emails and texts with incentive language trains buyers to care only about the deal and can trigger spam filters.
Figure out the main incentive conversations you’re having right now, then work with your manager to build a talk track for them. Write it down, keep it on your desk, and practice it as those conversations come up. Go back to your responded leads that haven’t moved forward and practice pivoting those brush-offs there too.