A Fresh Approach to Online Lead Management

Your sales team is a vital part of your process. But if all the parts don’t work together, that process grinds to a halt. Your online sales counselor (OSC) is the very first interactive contact that your prospective buyers have with your company, your homes, your brand. And, as we all know, first impressions are everything. 

Whether your OSC is brand new and looking to get up and running quickly, or has been in the role awhile and needs to overhaul the way they operate in order to keep up with demand, this program is for you. If you’re thinking of expanding your online sales team and need more consistent processes and follow-up in order to scale productivity, this program is for you. Give your OSCs the tools they need to:

  • Convert website users to leads, appointments, and sales
  • Better track, report, and manage leads
  • Help reduce overall costs per lead and sale by capturing prospects sooner and more frequently
  • Give your onsite sales team relief in lead management (whether they realize they need it or not)
This is where Group Two comes in.

Successful online sales counselor training requires a combination of hands-on, interactive skills and sales training. Our experienced team at Group Two has developed a comprehensive, effective, and FUN program based on years of experience and proven real-world strategies. We give your OSCs the tools and skills they need to successfully communicate with, and convert, prospective homebuyers. The program includes a 90-day, intensive, foundation course plus ongoing coaching to make sure team members are applying learned skills and reaching their goals. A coordinating, 45-page manual is included that features detailed lessons, proven scripts and templates, and interactive assignments.

Program Highlights

Defining Roles and Expectations

  • Prioritizing and maintaining focus on lead-generating activities
  • Setting priorities that align with sales goals
  • Managing expectations from others
  • Lead response time requirements / On-call hours


  • Weekly, bi-weekly & monthly calls with OSC Team 
  • Evaluations and reviews 
  • Ongoing recommendations based on market conditions and lead sources
  • CRM usage and accountability check-ins

Proper Reporting and Metrics in CRM/Dashboard

  • Understanding the lead funnel and which metrics are important
  • Reporting format and frequency

CRM Follow-Up System and Set-Up

  • OSC-specific follow-up process build-out
  • Phone tracking system & automated drip email integration

Lead Management

  • Qualifying and converting leads
  • Handling objections
  • Go-to scripts for every scenario