Jen

Hey, everybody! Jen Barkan here! Online sales coach with Do You Convert. Welcome to online people talking or opt as we like to call it. This is the only series dedicated to you, the new home online sales specialist, where we'll talk about real life scenarios, successes, challenges, all for you to enhance your career. So thank you so much for joining us.

Jen

We have a lot to talk about today. But before we introduce our first guest and get into it, I wanted to give you a couple of quick updates. We have our online sales academy virtually coming up starting on October 9th and 10th. Jesse Suggs, Amanda martin and myself are going to be hosting this. And again, it is virtual.

Jen

So if you are interested in attending, definitely go to the website DoYouConvert.com check it out there. And if you're wondering who should attend this, it is four brand new online sales specialists who are new to the role or if you've been in the role for a while, but maybe you need some more training, more structured processes put in place, this is definitely the event for you.

Jen

The other thing I want to encourage all of you out there this time of year, I start getting really sentimental. The Nationals are coming up, so a couple of dates to keep in mind. October 6th is when you need to have your entry fee paid application like initial application. And then October 23rd is when you have to have all of your credentials and supporting materials, your entry statement, all of that.

Jen

So we always encourage you this is your time to shine, apply, go for it. What do you have to lose? There's Rookie Sale online sales Person of the Year. There's online sales Person of the Year. If you've been in the role for a while and then there's online sales team of the year as well. And there's actually online sales manager there as well too.

Jen

So you use the same application as the sales manager form as well. So definitely go do it, go check it out, go for it. You know, it's it's such a great time for you to highlight all of the success that you've had and all the hard work that you do. Plus you get that hardware. So okay, now I am excited to introduce our first guest today, the one and only Mike Lyon.

Jen

And today we're going really good, telling.

Mike

Him we have good news. Our special our other special guest has made it to the feed. So Jen with Jen was freaking out. We're all freaking out. We are so good at doing art live. We got her here, so everybody chat out if you're watching. Great job, Jen. You did it. Now I'm just. I'm just letting you know we got that.

Mike

So we got our piece, so. Okay, here we introduce me and we'll go again.

Jen

Okay? Okay. All right. All right. Yes. This is live, folks. Authentic. Over. Perfect. Okay. Our first guest today is the one and only Mike Lyon. And today he is wearing his t c p a compliance.

Mike

Oh, yeah.

Jen

Expert hat. That's right. We're going to we're going to talk all about texting. So I know you all are here for that. If you are excited to talk about these new guidelines, comment cheer gives some hearts. Mike, what what are we seeing out there? What's happening?

Mike

Well, let me tell you what's happening. It's a real kerfuffle, folks. If you are having fun dealing with actually, this attendee LC registration is what's going on right now. That's caused everybody to get a little bit dusted up as it relates to texting and online sales as well.

Jen

And if you're like me, I was like, what is ten Delsea stand for this? I do is this I do bands.

Mike

Like your numbers actually use a tech. So I want to I want to back out and tell everybody what this is coming from. And then we're going to talk about how online sales specialists and builders can make sure they're staying in compliance as it's kind of written in the guidelines are out there right now. All right. So we want to simplify it.

Mike

You want to calm everybody down. And I just want to let everybody know I'm not a lawyer. So so check with the people who need to be checking on this.

Jen

And here's here's my here's my $0.10 on that. Just listen. Do your due diligence. We can put some links in here for you to go check out and read these things for yourself. Yeah, it is your responsibility to do that. Okay.

Mike

So as of September 1st, what you needed to do was if you're using a platform like call rail, if you guys are using call rail, give us a thumbs up just so we know who's using it out there on this feed. A lot of our builder clients use that. If you're using a tool like that to text people, you needed to make sure that that number was registered with the campaign registry.

Mike

And this was all put in place to reduce spam. So all very good things. We all hate spam, we hate those spam texts. We don't want to be a part of that. So by registering your number, they can monitor that closer and make sure you are staying in compliance, you are a real business, etc., etc.. So when this happened, there also was a new set of guidelines that they kind of just snuck out there.

Mike

And whenever we started making those shifts over, we, we were seeing other things that need to happen that were very similar to what you are used to in mass texting or SMS where there's opt out language and things like that. But it's starting to be required. Even when an individual is using a tool like call rail to text.

Mike

So we want to walk you through that piece of the puzzle. Yeah. So first things first. If you have not registered at the campaign registry, make sure you register any number that are using to text. Like if you're using a text back and forth, your signature number or a number on the website, it has to be registered in order for that to go through and get registered, you need to make sure that you have the consent on your form, on your website.

Mike

There's a lot of other guidelines too, but you got to have this little consent. Yes, please text me and we'll talk about what's needed there. I'm showing it up on the screen. You got to make sure that's on there, too, because that's getting some people hung up in that. Jen, you gave us a finish.

Jen

Yeah, that's what I was going to say is something we've learned in the last couple of weeks is you will not be approved and your texting will be like cut off right through Colorado, for example. If you don't have that web form updated with the checkbox, that's something that will that will deny you.

Mike

Yeah. So make sure you go to that process. Work with your marketing team and your web developer to get that done. And then obviously any for any submissions coming to the site that have that checked, you can text, you can do promotional texting, you can do transactional texting, you can do all that, you're covered. But the real question everybody's asked is like, what about people who are just texting me directly from the website or texting me directly from my signature or reaching out to me?

Mike

How do we stay compliant there? The good news is it's pretty simple. There's been the language in the guidelines are saying essentially you have implied consent for a reasonable period of time to text someone as long as you have opt out language in place and we'll talk you through what that looks like. So once your number is registered, there is opt out keywords that you can use.

Mike

And so when you start a brand new conversation with someone, you just need to make sure that you've got that opt out language in there. And we'll show you what that looks like right here. More show and tell, if you like. Show and tell, chat out that you love, show and tell. It's kind of hard to read here.

Mike

Yeah. At the top you've got that first outreach and you said if you'd like to no longer receive text messages from me, just please, please reply. Stop when you hit stop. What's cool about this and the tools that you're using or if you're using, call rail you're going to get stop, Right? And what you don't see here is a response.

Mike

So there's like an automatic opt out response that says, I forget the exact language, Jan, but it's basic. Like, you.

Jen

Know, I have it right here on my phone. We can show you that other screenshot. But basically we tested this out this morning. And when when the customer says stop, right, you have successfully been unsubscribed, you will not receive any more messages from this number of replies start to resubscribe. Right? This is built into Colorado. That's what we tested it on today.

Jen

And so you'll see here, I said start. Okay, I'm going to try Vanna White.

Mike

How's that.

Jen

Going? And then.

Mike

Add in a white makes.

Jen

No, I.

Mike

Saved Google that one. You guys are done or Google and now someone wants to link that article up.

Jen

I'm not good at I would fail. I would fail. Okay. So we played with this and as if you can, you flip it back to the other screen. So as The O.C., I tried to say thanks. And you'll notice right there, because the person had unsubscribed, it automatically says you cannot you can no longer text this number and then back to the other screen.

Jen

I said, Start. Hey. And you have successfully been resubscribe. Yay! Awesome, right? So then we can start texting again because they've now resubscribe back in. We even tested the help option and it basically sent us another opt out language like help here. You can opt out if you want to. So super simple and easy. We just want to make sure that you are using these tools, you know one thing and call all that or any platform that you're using.

Jen

If you set up just that quick, send template right there. Yeah, clicks and template, you have it ready to go. And one of the questions that we have gotten like, do we have to do this with every single text message that we're sending? We don't think so. We think it's just that initial one, right? Mike Like that.

Mike

And I would say for now you're covered when it's transaction texting back and forth, you're covered. If you're doing like appointment reminders or things like that. I would include that in the language, you know, Right. You know, reply stop to end. So something just very simple like that. As you're doing any other different types of messaging out there, Again, this is primarily for mass texting SMS, which we're not really talking about that or right now this is just for online sales.

Mike

So yeah, I think in the first after that first message, you have that quick send template ready to go, You communicate to the customer and then you put that opt out language in there, you should be covered. I think if you start a conversation again in six months for some reason or five months and it's a newer conversation, he noticed that and call real.

Mike

I don't think it's a bad idea to add it again, just to make sure you're compliant. Again, these rules are probably going to shift and change. They've shifted and changed in the last week, licenses rolled out. So we're just monitoring that and watching and making sure it's working for you. The other big, big thing you ought to do is make sure that in your CRM you're recording that's there whether to opted in or opted out.

Mike

So obviously if it comes to a form on your website that'll be automatic, make sure it works with your CRM and your website and your form. But if you're getting that consent, which if you read through the guidelines, which we'll link that up here. Jan, we got a couple of those things that they could read from Colorado. Well, if you read through that, they say verbal consent or written consent, Yeah, like text.

Mike

So again, it's squishy, but if you're not spamming, you're going to be okay. And if you got opt out tools in there, you're going to be okay. And if you register your number, you're going to be okay. And yes, you can still text worst case scenario. In the meantime, while you're sorting through the stuff, if for some reason you can't text, what can we always do?

Mike

Ladies and gentlemen, we can pick up the phone. We can call our prospects away. It still works.

Jen

This is. Sorry, This is what I. Yeah, this is the new. Yeah.

Mike

So that's what that's what's going on there. If this is working, if you guys are dealing with this right now, we want to see in the chat if you got it set up, everybody say I'm compliant. If you're compliant or say working on it. We got a lot of you on stream and I just want to see how many you guys are making it through this okay and unscathed and still with your sanity intact.

Mike

It's been a lot of emails back and forth as an agen now.

Jen

Oh, my goodness. Yes, we listen, we want to always bring you what we know and make sure that you guys have what you need out there. One thing that we didn't mention, though, to Mike said, you know, when in doubt, always just pick up the phone and call if this is something new that you're adding, like where you're you're just getting that consent form added to your website, like this is a new thing, then be really careful about going back to prospecting.

Jen

Older leads that had never opted in for testing, things like that. So, you know, sometimes we're doing that, we're prospecting, we're we're following up on text messages and things like that. So it's probably not a good idea to go back too far and be doing that. Just pick up the phone and call. But anything moving forward, you're fine.

Mike

Yeah. Gina Great question. She's asking what happens if they opt out from getting text? We'll call real. BLOCK Yes, they're in that image that we showed before of that or that example that was set up. You can try and text, but it'll come up red and says they bought it out. So there's nothing that even if they try and text you in inbound, it's not going to work.

Mike

So in that situation, if for some reason they've opted out before and they're trying to text again, you just have to pick up the phone and call. Yeah, that would be the best thing to do.

Jen

Or you can send them that, you know, to continue or to text or whatever. They've got to opt in, that they've got to opt back in or they've got to start.

Mike

Gregg's like Canada has had these regulations for years. Great job. And that's why we've all been so miserable, Gregg, with these spam texts. Right, But no spamming here. We're going to be good to go. Stay tuned. If there's any kind of changes or updates. Yeah we'll be sure to we'll let you know and well super fun will.

Jen

Include we'll include those articles in the comment section so that you can make sure that you go and read through that that information as well. But it's really, you know, it seems like a lot, especially when there's a change, you know, everybody, you freak out a little bit, but it's really it's fine. It's okay. And I don't and it's this is mainly just don't spam like that still mass text and spam and promotional and do all that stuff.

Jen

So as long as you're not doing that, you're going to be completely a okay.

Mike

All right. Hey.

Jen

Let's let's have some fun.

Mike

What's the one and only?

Jen

Yeah, let's have some fun. Mike Okay.

Mike

Can you who are you bringing up? And I'll I'll do the introduction. Yes, Jen, tell us.

Jen

Yes. So, you know, one of the OG online sales specialist, when I was back in the day when I was in the seat of online sales, she was in the seat as well, and we became instant friends. And so I'm so excited to have her on OTT today. Mike, please introduce the one and only Martha I delivered.

Mike

I get to work with her. I've been working with her since like she's a day one or two time silver Award Nationals winner, and she also won the Promoter Award at one of our first conference today.

Jen

I do remember that.

Mike

She is amazing. Why does she win that Promoter Award, Martha? Because you give back to this community whether you want to or not. She's a she. She's like the resource, right? If you guys look at this, Laura saying Martha is the goat.

Jen

We love martha the best.

Mike

Look at all this love martha coming in and streaming in and she figured out how to hack the system and get online. So she is here. Martha, we're so excited to have you.

Martha

Thank you. It almost didn't happen today.

Mike

Right? But you did it. You're here for.

Martha

A normal day as a life, as an online sales person.

Mike

That's right. All right. I'm going to let Jen interview because she's better interview. But Martha, I just want to look you in the eyeballs and let you know how awesome you are. I think you know that. But I want to make sure you know that from me, from the heart. It's been such a joy to work with you.

Mike

You have to retire from online sales. Well, go out with a torn Achilles like Aaron Rodgers, like one way or another. You got Roger in this role forever.

Martha

That's rough.

Mike

That's Rose.

Martha

Oh.

Jen

Bankruptcy to compliance officer Martha. Oh, my gosh. How are you doing, friend?

Martha

Oh, I'm here. Three parts. Three.

Jen

Right. Were you a little sweaty trying to navigate the tech?

Martha

No, actually, you know what? This was so much better because, like, I couldn't even think about the fact that I was coming on here, that I was just trying to get connected. So here we are.

Jen

You weren't even. You weren't even worried. Who cares? It's life. No big deal. Hey, that's what we do in online sales. We just figured it out, right? We figure it out. So what are your thoughts as an OG on the whole texting situation? Oh.

Martha

I mean, it's it's another fire drill. You know, I figured it was coming at some point. I just didn't know when or what. So I don't text a whole lot. I mean, I text a lot, but like, appropriately so, right? I'm never spamming people anyway. So it wasn't a huge concern of ours. I mean, we've done everything you guys have asked.

Martha

It's changed daily. I don't know. Yeah. So you're the rules compliant.

Jen

You're complying, you've done your due diligence.

Martha

You're almost compliant. We still have to do things on our website. Even had our, our director of sales added to one of our registration forms. We have it in Lasso. So, you know, we've done everything we can until there's something we need to do again.

Jen

Yeah. Okay. Well, we are done talking about texting, folks. So, you know, Martha, when I first met you, do you remember that 2015 Natural? No.

Martha

Oh, well, I'm not. Yeah, Before that, Yeah.

Jen

I met you at the Nationals, I think was the first time. Right. And then we met in Denver at the first online sales and Marketing Summit. So I get, I get all emotional and and sentimental this time of year. And when I think about how long you've been in the seat, you know, I said, you know, Martha is such a wealth of knowledge.

Jen

Let's have her on, let's have her talk through some things. So one of the first questions I have for you is, what are you hearing? I mean, you seen every market and how long just for people that don't maybe know you, How long have you been in the seat as an online sales?

Martha

11 and a half years.

Jen

11 and a half years. Holy cow. You and Olenna. So you've seen lots of different markets. What are you hearing right now from customers? What is the vibe in your market?

Martha

I mean, interest rates, of course, we're fortunate enough to be in a market where there's barely like a month's supply of homes on the market right now. So and people are getting 102% of the price of their houses. So there's not enough inventory. There's articles and articles about all of this. So, you know, we thought it got really quiet when the rates went up to five, and then a week later people forgot about that.

Martha

I think our biggest challenge is just educating buyers that waiting for the rates to come down may not necessarily be their best move in this market because most likely pricing is going to stay or even creep up. So we're just trying to, you know, educate our buyers that are active and ready. But we've been busy and honestly, our our awesome rockstar sales team hit their sales goal for the year already.

Jen

So that that makes things that.

Martha

We have never before. We have a teen sales goal that we're working towards that's above and beyond the company one. But we hit the goal I think, this week.

Jen

So fantastic. What have you have you had to shift your process or anything like navigating this challenge, this interest rate? Like, have you done anything different to overcome that or shift that or pivoted or.

Martha

And just, you know, be knowledgeable about what's going on in the market? I mean, believe me, I don't like to talk numbers like with people, you know, all that stuff is too much for me. But knowing, you know, enough about the market you're working and speaking to your preferred lender, knowing what the rates are, being able to educate your buyer on why it may be better to do something now than later.

Martha

It's like very powerful and for our sales team to do that. So then when they come out on appointment, they're echoing the same thing that I said. So, you know, we don't have enough inventory right now. So people that are secure with their jobs and other things are going to buy the home now. And it's the rate later.

Jen

Well, I love something that you just said I wanted to highlight is that, yeah, you're not going down this rabbit hole of like figuring out pricing or monthly payments or financing, like and no, we don't want to do that in online sales land. But what you said I think is so smart is go educate yourself, talk to your lender, like go talk to your lender and be like, what are some what is what are some good things to say?

Jen

What do I need to know as an online sales specialist that's on the front line that's talking with with customers to get them out, to get them to move forward, to even feel a little bit more certain about coming out and checking out the homes and getting the information. And that's really, I think, what we need to focus on right now in online sales.

Jen

Just get them to even come out and look and think about it. Right. So I love that you said that. Now, you know, like Mike said, you have been one of the biggest advocates for just the online sales role, the position, the impact that it can have on builders. So what have you what have you seen has been the biggest change in this position since you started your career?

Martha

Well, there's teams now. I mean, teams of people. I think that, you know, the role has gained more street credit. It's not like a luxury to have it's a necessity for your builder to have. And then the job changes from market to market, like one minute we're putting out fires, then it's like too many leads and it's not enough leads.

Martha

So you have to be able to just go with the flow and, you know, like this call real stuff This week starts getting on this webinar like I'm on this call. Like, I mean, everything's like always, like last minute, you know, fix it type thing. So I mean, the thing that it's just that more and more builders have online sales counselors now.

Martha

And it's not just like the junk drawer position of the organization. You know. So I mean, it really impacts the bottom line of your sales for the year.

Jen

Yeah, for sure. And we're seeing still, despite Martha, all the changes in the last it was just working on something for our sales and marketing summit that's coming up. And we look at conversions and metrics over the last since 2019 really with all the changes that have happened since 2019, those conversion metrics, our strong like there, that's consistent.

Jen

You know, I always talk about online sales is the consistent in the equation where the constant there's lots of other variables right that that are out there like you're talking about price, interest rate, sales people technology the.

Martha

Most transparent job in the company is the most. I like the accountability of it. There's never a day you can't say I did X, Y, Z to make this happen or you mean if you're not doing it, the numbers will show that. But if you are doing it well and consistently, I mean.

Jen

Okay, so you welcome. So I want to I want to talk about this a little bit. You're saying you welcome the accountability that this the transparency of this job brings. So as somebody that's been doing this a long time where some could say, you know, I'm good, like I don't like don't bother me, I'm doing my thing. You know, I don't need to be held accountable.

Jen

You're saying you welcome the accountability. So talk a little bit about that. What do you mean? What does.

Martha

It mean? Like it would be real clear real quickly if I wasn't doing my job, the numbers would just show that. And I'm a competitor by nature. So I you know, I like making lists. I like checking off things. So, you know, even if it's it's really myself, I'm being accountable to you, to be honest. But it's just like, all right, I made five extra phone calls today.

Martha

I did this, you know, things that, you know, directly impact, like your sales goals for the year. You can prove it on paper. Not this just like, oh, you know, maybe I did this or that. It's it's actual things that can be proven by data. You can call real. You can see and call real. Are you making calls or are you missing calls?

Martha

You know, all this stuff. I mean, so were you doing your emails or are you doing this? And the appointments people wouldn't be coming out and converting to sales if you weren't doing your job. Yeah. So, you know, I think that's super important. I like it.

Jen

So do you think you're former athlete is the reason why you are that way and how do you feel like coach ability comes into that?

Martha

I mean, doing sports in my previous life definitely is a lot of who I am now. It's a lot of why, you know, coach ability is an interesting subject. I mean, Mike is the my coach and he will hold me to fire when needed, right? He will push me outside of my comfort zone to think about different things and not just the day to day things like bigger picture things.

Martha

Right. So, you know, that aspect is great. I think in this role you have to be coachable, you have to be disciplined, you have to like discipline, like it's number one because if you're not doing the same things, the little like the little things that are boring and mundane every day, you're not going to see long term like success.

Jen

Yeah, I know, I know. You're big on picking up the phone and calling people. I can remember that. Like, you know this even back in the day, learning from you when when I was in, I was the only I can remember. You always being like, just got to pick up the phone and call them. Like, don't be afraid to do that.

Jen

So he stole that cell. Your philosophy?

Martha

Yeah. I mean, honestly, nothing has changed with the structure of this job. It's very simple at nature. And if you do it well and consistently every day, you'll see results. But if you if you you know, I've seen some people really excel at certain things, like maybe it's video or certain things or social media or all these little things, but they get real excited about this position for like two weeks at a time, like gangbusters.

Martha

And then crickets. And so and then they're like, Well, what's going on? And you know, so you have to show up every day, like every day, whether you like it or not. And it's doing the little things like keeping your CRM updated, fixing things and updating things that, you know, those little things, you know, there's days where it's like, Oh, I don't want to have this new community.

Martha

They're interested in, into the questions, but like you have to because, yeah, I'm that person. Two years from now, when they want to buy a house two towns over. So, you know, I'm very, very disciplined about that. And I try to I'm sure my director of sales, who's probably on this call, will know. I'm very intimated with this about like the sales team has to do it 100% of the time.

Martha

And that's how we are all successful together.

Jen

Love it. What do you think is the biggest misconception out there about the online sales specialist.

Martha

Role that you're just an appointment setter like you just pick a phone and somebody wants to come out, which can be true. On some days you'll get that one call or the other 20 calls that you make that you know, are. I've made appointments for people I was talking to for three years. In fact, actually a couple of sales ago, we I was looking at how long there were in the CRM and it was like it was like eight years.

Martha

Why not till the first appointment? But like, they've been with us that long. So, you know, I think it's just that it's that easy to set appointments. And I don't think people realize you're kind of like triage for customers. You're like, okay, what's wrong? Where do you need to go? Where do you want to be? Or that you're problem solving, You're prospecting, not just not just taking calls and that you're essentially almost like a quarterback for all the leads in your company, You know your heck yeah.

Jen

I like to think of you as like the goalkeeper goalie. You're like the most important part. Now. How how is for online sales specialist? How how do you overcome that misconception? What do you think? Like, how do we overcome that? How do we turn that misconception around?

Martha

I mean, prove your worth. First of all, in your company, the numbers will show it if you're doing what you're supposed to be doing from whatever level, it doesn't matter if it's your 30% contribution could be amazing versus maybe it was only 20 that your lungs are always doing something to, you know, progress that and, you know, show people what you're doing, show people the numbers.

Martha

Because again, that's the one thing you can't really hide, but you can't hide behind. You know.

Jen

Like don't just assume they understand, like, so so communicate what you're working on. Talk about the prospecting that you did. Like, Hey, I called 300 people this month and this was the results that we got and.

Martha

Try to track all of that. Like most people should be doing that anyway, but just show what you're doing, show your worth to the company, show your worth to yourself, and show how you can help them sell more homes. Do that with your realtors and anyone. I mean, you probably got into the job in the first place because you wanted to help people.

Martha

Most of these I know.

Jen

That's why. Do you why do you still 11 and a half years later, why do you still do what you do?

Martha

I, I literally am like, just passionate about it. I love helping people. I love problem solving. I don't know. I don't know what else. You know, It it fulfills like, probably like the closest thing I could like say to when I, like, did gymnastics and competed like, not against anybody else but like for myself. It yeah it has that you have to get up and do the certain things every day There's like consistency whether it it's well it's consistently always changing but the same, the day is always the same.

Martha

And you know, the goal at the end of the day is to make appointments and convert leads to sales. So that's never changed. But how we get there, that changes every week. Yeah, like this week it's like, don't text people next week, it'll be like.

Jen

So advice, advice for a new a newbie starting out.

Martha

You're going to have to be passionate about the job. I would say the one thing that paralyzed me at first was that I used to be so type-A and it was like perfection. I'd get paralyzed. And, you know, I think it's better to have the passion over like polish of things. You know, sometimes just being the first to make the phone call is better than like, thinking about, you know, a phone call.

Martha

So much so I've learned that I would say you're going to have to work hard. I mean, if you really want to truly see the success of it, it it's not mostly the glamorous job because you're you're behind the scenes a lot of times doing a lot of stuff to get, you know, like a hamster in a wheel.

Martha

It's a person like all these amazing results. But you have to do it over and over and over. So, you know, be prepared to work. YOUNG You really have to be passionate about it because if you're not, you're going to burn out right away. And we see that a lot in this job. I think it looks more glamorous than it does because I'm like, Oh, there's that person's picture on the website.

Martha

They're like, okay, well, you.

Jen

Got to have me. You got to work hard, you got to have hustle for sure. That is that is definitely you. Okay, now that's newbie advice. What about an OG, somebody that has been in this role a long time. What would your advice be?

Martha

I mean, again, back to The Passion. Continue to find it like daily and whatever you're doing make you know, find a way to contribute not only to your company but to the industry, to your peers. Because I know there's like so many of these awesome people around me, the OGs, which means like gangster, not like really.

Jen

So fun fact, Martha does like old school rap, just like me where she's.

Martha

Tupac.

Jen

On, mean come on hip hop if you like. Yeah, if you like old school rap chatted it out. Give us some love.

Martha

I mean, I'm fortunate enough I've been around you an elite level of online sales counselors for a long time now. I like Elena, Barb. I can name countless more people now, but like, it's an amazing industry to be a part of. I think as long as you're finding daily passion and what you do and you're able to somehow, like I said, impact your company first and you know, then the industry like giving back and, you know, sharing stuff with other people.

Martha

I've spoken to so many online sales counselors across the country that I may have never met in person, but I helped start their online sales programs and things like that. So, I mean, that.

Jen

That is I just love that about you because I think at some point you reach a certain part in your career and you're like, okay, like what's next? Giving back and mentoring another person is what? How you have filled your cup in that in that way.

Martha

But it's also it's like homebuilding. It's never the same day. Every day it's chaos. I mean, if you work work for a great company, it's easy, which I do. So yeah, that's what makes it easy.

Jen

Yeah. Okay, last question. Burning question I have. So are you going to give Nationals another go? I mean.

Martha

It almost sounds like a challenge, but.

Jen

That. Well, that's why I phrased it that way, because I'm challenging you to do the speaker, as I think you should. Don't. She thinks. Don't you think she should? Everybody like, come on, give nationals another go. You are two times silver award. Okay, Here comes Mike. Yes, New Times Silver Award winner. I'm thinking.

Martha

Suzy will achieve.

Mike

The Susan.

Jen

Lucci award. Come on.

Mike

That's your national.

Jen

Come on, let's go.

Mike

He's doing that. Everybody cheer on. Let her know. Oh, it's coming and it's streaming. And we're going to do a we're going to your fan poll. Was that what we do or, you know, the People's Choice Award? Let's do that.

Martha

I mean, I should have a good story to tell about at this point. It's been a decade. So.

Jen

Yeah, while we can. Thank you so much, Martha. Come on. I mean, you are you are absolutely just fantastic. And we appreciate you so much here at do you convert? Because like I said, you're out there. You're out there just talking the good talk about online sales and you are such an advocate and we appreciate you so much.

Jen

And I can't wait to see you in a couple of weeks at our summit. Yes, you have been every year, right?

Martha

Perfect attendance.

Mike

Perfect.

Jen

Perfect attendance. Oh, my gosh. We cannot wait to see you. Thank you so much for joining us. Thank you, my for coming on and talking through the texting for all of the latest information, definitely check out ConvertKit for blogs, resources. All that free training for you was on there and also market proof marketing podcast of course and we will see you next time on online people talking.

Mike

Thanks Martha! Thank you guys. Nailed it.