Meet Lauren Rosafort: Online Sales Counselor of the Month

We’re excited to feature Lauren Rosafort, Online Sales Counselor with JTB Homes located in Wyoming, Mich. In her interview, Lauren shares her path to becoming an OSC, her go-to resources, and tips for those who are also new to the industry.

ECI: What was your career path to becoming an OSC?

Lauren Rosafort (LR): I graduated college with a degree in hospitality business from Michigan State University. I spent about ten years in social and corporate event coordination, butI got burnt out from the hospitality industry and decided to try something a little different. This prompted a change and a position with the Home Builders Association of Greater Grand Rapids. I then decided I'd like to dabble in sales, which led me onto four years in sales for Pella Windows and Doors; after many hours of driving on the road for in-home sales, I saw the OSC opportunity open up with JTB Homes and decided it would be a great fit! I started over a year ago and manage about 90-100 leads a month.

ECI: How do you see your role/or the OSC role evolving over the next few years?

LR: I think it will only get busier as the younger generations want tech-friendly ways to find information

ECI: What's the most challenging aspect of your job?

LR: Being educated on every one of our communities (we have 39 and counting)! What do you do to overcome that challenge? Staying in the know as best I can, communicating with each department for updates and accurate information

ECI: What are the most important technology/tools you use in your role?

LR: Our website and phone are a huge resource for me daily—we use the Call Rail service to record each of my calls.

ECI: What is your "go-to" closing technique to get an appointment?

LR: Letting the clients know that we have model homes in each of our floor plans that they are welcome to go see. It gets them excited about the potential of a new home.

Leah Fellows with Blue Gypsy Inc trained me and is always available for questions I may have. Lasso support team has been an amazing tool to have in my back pocket as well!

ECI: Do you have a productivity hack you'd like to share?

LR: Phone calls come first, emails second, and then follow-up for older leads.

ECI: Do you have any specific successes you'd like to highlight?

LR: I have exceeded the national averages for all of my metrics for 2024!

ECI: Any tips or advice for fellow online salespeople and marketers?

LR: Let the clients drive the conversation and ask them questions to find out their "WHY" put notes into Lasso to remember significant things about that person so you can reference it back and they know you were listening.

ECI: What are your favorite activities to do outside of work?

LR: I stay pretty busy with our two kiddos, who are three and five years old; we like to be outside all summer long! Reading, training for endurance events, home decor/design, and dabbling in TikTok affiliate marketing. 🙂

ECI: What are you reading/watching(binging)?

LR: I just finished “Onyx Storm,” the third book in the “Fourth Wing” series. I don't watch a ton of Netflix—but I do enjoy “Bridgerton.”