Online Home Specialist, Online Sales Counselor Full Time

Be the first voice. Be the difference. Drive the sale.

Online Home Specialist (OHS) – This is a full-time, on-site role. This is not a remote role.

Are you energized by high volume, high accountability real estate, love connecting with buyers, and thrive on turning online leads into kept appointments that convert to contracts? We’re looking for an Online Home Specialist who lives at the intersection of speed, service, and repeatable process.

This role is the heartbeat of our De Young Properties sales operation. You will be the first point of contact for future De Young homeowners and the bridge between online interest and onsite success. If you love structure, follow through, and winning on the scoreboard, you will thrive here!The Online Home Specialist acts as the welcoming voice of our company, building trust by listening to each lead’s story. You’ll engage prospects via live chat, email, phone and video, helping them find homes that fit their budget and lifestyle. By matching buyers to the right homes, you bridge the gap between online interest and in-person tours.

Typical Day and Collaboration

A typical day might start by checking overnight leads and messages. You may join a brief team huddle to align on priorities. Most of your day is spent chatting with prospects: answering questions, qualifying needs and sending information. Each interaction is logged in the CRM. You then schedule tours with on-site colleagues and share customer insights. By balancing structured tasks with personal outreach, you ensure every lead is followed up promptly.

Career Progression

Strong performers often advance to Senior Online Sales Counselor or Sales Team Lead roles. With experience, there are opportunities in sales management, marketing or other leadership positions within real estate sales.

Assumptions: This description assumes a mid-sized real estate or homebuilding company. Specific location, company name and exact compensation are not specified and can be filled in as needed.

What You’ll Love Doing:

• Respond to online and phone leads within minutes, every time, using a defined contact sequence

• Engage buyers via website chat, calls, email, text, and short personal video

• Qualify buyers and match them with the best fit community based on needs, timeline, financing, and urgency

• Set, confirm, and follow through on appointments with onsite agents, including reminders and outcome verification

• Nurture aged and unresponsive leads, with disciplined persistence and clean notes

• Own the CRM as our go to expert and trainer, with exceptional data hygiene and task discipline

• Support marketing, email campaigns, and reporting, as assigned and on schedule

• Use follow-up videos to create personal, memorable buyer experiences

An Online Home Specialist is the friendly first point of contact for homebuyers in the digital age. The role involves responding quickly to online inquiries, understanding each customer’s needs with empathy, and guiding them to the next steps of the home-buying process.

You’re a Great Fit If You:

• Have a California Real Estate Sales License (not a requirement)

• Love lead management, follow up, and staying organized, and you naturally run checklists and systems

• Are tech savvy with CRM systems, email, and marketing tools, and you enjoy being held to metrics

• Communicate clearly, confidently, and enthusiastically, while staying calm and consistent under pressure

• Thrive in a Monday to Friday, 8am to 5pm on call environment

• Enjoy being proactive, accountable, and highly collaborative, without needing constant supervision

• Prefer process over improvisation and consistency over chaos

How You Will Be Measured

:

• Speed to first response and speed to live contact

• Appointments set, appointments kept, and kept appointment rate

• Appointment to contract contribution

• CRM accuracy, notes quality, and follow through consistency

Key Responsibilities

• Prompt Lead Response: Quickly answer web and phone inquiries (chat, email, calls, social media) within minutes. Qualify each lead by asking about their budget, timeline and home preferences.
• Appointment Scheduling: Set up home tours or calls with on-site sales reps. Confirm and remind prospects about appointments to ensure a smooth handover.
• Lead Nurturing & Outreach: Follow up diligently with all leads, including those that go quiet. Use phone, email, text or video messages to keep prospects engaged, share new listings or events, and offer virtual tours when helpful.
• CRM Management: Keep the customer database accurate and up-to-date. Enter every inquiry and interaction into the CRM, track each step of the sales process and schedule follow-ups. Exceptional data hygiene ensures no prospect is forgotten.
• Collaboration: Work closely with marketing and on-site sales teams. Provide feedback from customer conversations to shape marketing campaigns. Attend sales meetings and events to stay aligned with the wider team.

• Performance Metrics (KPIs)

  Success is measured by how effectively you turn leads into tours and sales. Key metrics include:

  • Response Speed: How quickly you contact new leads (ideally within minutes).
  • Conversion Rates: Percentage of leads converted into appointments and tours.
  • CRM Quality: Accuracy and completeness of customer records and consistency of follow-ups.

Compensation:

• Base hourly pay plus performance bonuses

• Bonuses tied to kept appointments and appointments that convert to contract

• Top performers can earn into the 75k range annually

Why This Role Rocks:

You’re not just answering leads. You’re creating momentum, building relationships, and directly impacting sales success. Your follow through is the difference between a missed opportunity and a signed contract. If you want to be at the center of a high performing real estate team where your process and persistence truly matter, this is your seat at the table.

This is a full-time, on-site role. This is not a remote role.

Applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.

Featured benefits

Medical insurance, Vision insurance, Dental insurance, 401(k)