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.

Whether you're hearing whispers of declining lead quality or just need a reminder that you're not alone in a tough cycle, this episode brings equal parts therapy and tactical advice.

TITO (Top Industry Talent Online) [3:00 ]

This week’s TITO shoutout goes to Cassie Hamilton at M/I Homes! Cassie just finished Online Sales Academy and instantly put it into practice. She created a workspace with process diagrams pinned up for quick reference. That’s a rising pro move. Way to go, Cassie!

Why Your Appointments Don’t Actually Suck

• Fact: Online leads convert 3x better
• Feelings aren’t facts: check the data

Reset the Narrative With Onsite Sales

• Ask: “Compared to what?”
• Tighten your notes and timing

Check Yourself Before You Wreck Yourself [24:35 ]

1. Know your numbers
2. Compare channels
3. Compare reps
4. Spot the trends

When you know your numbers, you can defend your impact.