Page 18 - The Nationals - 2017 Gold WInners

ONLINE SALES COUNSELOR OF THE YEAR

Shari Morton
Dorn Homes

Prescott, AZ

Generally, Shari is actively working with approximately 2,500 prospects at any given time. Over the past 12 months, Shari was assigned 1,526
new online & phone leads. Of these leads 368 came in to a sales office by appointment, and 105 purchased a home.

Of the leads acquired during this Sales Period, she scheduled 21% of them to come in and tour one of our model home centers. Shari has an
excellent track record of scheduling appointments that stick, 98.2% of appointments scheduled keep their appointment. From there, 33.8% of

those appointments ended up writing a contract. Shari’s efforts over the past year have attributed to 46.7% of the Dorn Homes’ total sales,

contributing to over $36 million in revenue.

This year, the company hired a second Online Home Advisor and Shari was the primary person responsible for training the new hire on the

follow up processes. Additionally, Shari helped to launch an “Onsite Referral” program within the company. The prospects that walk-in to

the models, but are not ready to purchase are now assigned to an Online Home Advisor and placed into a follow-up or nurture process.

Approximately 70 “onsite referral” leads are transferred to the Online Home Advisor Program each month. Through the use of templates and
follow up processes developed by Shari, 5.3% of these leads come back and purchase a home within a few months.

Shari has built seven follow up processes tailored to different stages of the sales cycle. Each process is a combination of template emails,
phone calls, personal email reminders, and reminders to send a personal video message. The messaging varies by the sales cycle stage but she

has developed multiple informative emails about our product and the local area. The main follow-up process lasts for 3 months and contains 19

points of contact. From there, a prospect can be assigned to an extended process where they receive monthly messages for one year.

On average, Shari responds to all incoming leads within 1.98 minutes, consistently beating our company goal of 5 minutes. We started tracking

Engagement Rate this year, meaning the percentage of the total incoming leads that Shari is able to start and active conversation with. So far

this year, 68% of Shari’s incoming leads have been engaged in conversation with her.

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