Inside Sales Agent (ISA): Why Your Real Estate Team Needed One Yesterday
How often is this happening to you? You’re busy focusing on the deals you already have in motion. There just aren’t enough hours each day to consistently follow up on activities you know you need to be doing to keep growing.
- Are you missing calls from new leads?
- Getting voicemails when you do call back?
- Falling behind on your follow-ups?
Let’s face it— you can’t do it all by yourself anymore. There comes a time when every agent realizes their time is too valuable, but all your systems need to keep running. You have to be at listing appointments everyday, so naturally you will have less time to follow-up and nurture good leads.
You can’t do it all by yourself.
This is what your day would look like if you hired someone to take care of calls and follow ups:
- Following up on listing appointments set by ISA.
- Show 2 homes.
- Sales Meeting
- Attend a closing.
- Check up on marketing.
- Plan tomorrow’s showings.
- Work on new listing agreements.
- Calling expired listings and FSBOs.
- Outbound calls looking for seller leads.
- Sales Meeting
- Follow up calls to older clients.
- Nurture online leads.
- Outbound call session looking for seller leads.
What is an ISA?
A good ISA is someone who loves working with customers over the phone and excels at follow ups and setting appointments. Provide them with a list of leads and they’ll fly through it faster than you ever could because getting to the bottom of that list is their sole focus. Great ISAs handle rejection well and will get to a “no” quickly, so they can move onto your next lead. An ISA will keep you and your team busy and can typically help bring on 70 more transactions a year!
What’s the catch? You may think of a couple:
Catch #1 (⌛️): You will need to onboard them with your policies, culture, and expectations.
Solution #1: Block out some orientation time. One day spent now will pay you back in productive customer-facing time in just days! You can also leverage some great training programs.
Catch #2 (💸): You will need to pay them.
Solution#2: ISA’s work cheap. Set up a compensation plan with a small base salary that includes bonuses for each scheduled appointment. They’ll be motivated to keep you in the field and closing houses!
Catch #3 (⌛️): It takes time to hire.
Solution #3: Write a good job description, place ads in multiple job boards, and send DISC profiles to candidates so you can find the right people to interview. We know someone who can help with this :)
Wouldn’t you love to be in front of customers all day instead of making call after call? Hiring an ISA is likely the best next step for you.