There’s a role in homebuilding that touches every lead, every inquiry, and every marketing effort… yet rarely gets the spotlight.

In this episode of Just Make It Pretty, Sarah sits down with Felicia Berry, Online Sales Counselor at Viera Builders, to unpack why the OSC role is one of the most strategic positions in the entire buyer journey.

Felicia didn’t step into a pre-built role. She helped create it.

From transitioning out of marketing and building the OSC function from the ground up, to navigating internal resistance and redefining what the role could look like, this conversation explores how OSCs truly bridge the gap between marketing, sales, and buyer trust.

They also dive into how AI tools like ChatGPT can support OSCs without replacing the human connection that makes the role so powerful.

If you work in marketing, sales, or online sales, this episode will challenge how you think about the buyer journey and the people who guide it.

The OSC role isn’t administrative. It isn’t just follow-up. It’s strategy. It’s trust. It’s growth.

🔗 Connect with Felicia Berry:
https://www.linkedin.com/in/felicia-berry-382376185/

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Builders put enormous effort into creating great experiences, yet many buyers still feel confused, overwhelmed, or disconnected once they’re under contract. Why does that gap exist?

In this episode of Just Make It Pretty, Sarah sits down with Nate Edwards, Co-Founder and Head of Strategic Partnerships at Virtuo, to explore the buyer experience builders don’t always realize they’re creating.

Drawing from Nate’s background in corporate relocation andhomeowner experience, this conversation looks at the homebuying journey through the buyer’s eyes. Together, Sarah and Nate unpack how internal processes, handoffs, and well-intentioned systems can quietly shape buyer trust,confidence, and perception often without anyone meaning to create friction.

This episode is less about fixing one big problem and moreabout noticing the small disconnects that compound over time and how empathy, alignment, and clarity can fundamentally change the ownership experience.

In this episode, we cover:

• What the homebuying process actually feels like for buyers after they’re under contract
• Where confusion and anxiety most commonly show up in the journey
• Why builders often underestimate the emotional weight of this phase
• How internal misalignment quietly shows up for buyers
• The small moments that have the biggest impact on trust
• Why clarity inside teams creates confidence for buyers
• How shifting perspective can improve the entire ownership experience

Connect with Nate:

LinkedIn: https://www.linkedin.com/in/nathan-edwards-54596519/

Virtuo: https://www.virtuo.com/

Email: nate@virtuo.com

In this episode of Just Make It Pretty, Sarah sits down with Nicole Curtis to talk about what actually makes builders stand out online. After 12+ years in corporate homebuilding, Nicole launched House of Influence and now helps brands build visibility with intention.

They cover:

• Why most builders are “posting to post”
• What buyers really notice when comparing builders online
• The story behind the “Girl Math” campaign
• How to use social to educate buyers on process, not just product
• The biggest missed opportunities in builder marketing

Plus a rapid-fire round on social media myths builders still believe.

This conversation reframes social media as a strategic business tool, not a box to check.

🔗 Connect with Nicole: https://www.linkedin.com/in/nicole-curtis-996a3664/
🎧 Listen to the full episode on Spotify and YouTube.
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