Are you ready for an ISA?Jan 05, 2023
Real Estate ISAs Are Key to Scaling Your Business
As a real estate agent, your time is valuable so you want to be working with clients who are ready, willing, and able to purchase. How much time do you have for qualifying and prospecting? You know that it takes a lot of hard work and dedication to succeed in the industry. From finding the perfect home for a client, to coordinating the financials and closing arrangements, it takes a significant amount of time and effort to ensure that a successful sale is made. Having an inside sales agent on your team can be an invaluable asset to ensure your success.
An inside sales agent is a professional that specializes in helping real estate agents with their sales efforts. Through their specialized knowledge and expertise, they can help with marketing, prospecting, appointment setting, and client management. This type of support can be critical for a real estate agent to maximize their productivity and results.
Having a dedicated inside sales agent to help manage the day-to-day tasks associated with the sales process can save a real estate agent valuable time and energy. They can help with the tedious tasks required to win a sale, such as qualifying leads, securing appointments, and nurturing leads who aren’t ready to buy right away
As we move forward into 2023, leads will dry up so you need to take advantage of every lead you can get your hands on. That means that you need a real estate ISA that consistently qualifies and nurtures new business. As I spoke about in my ISA seminar, a skilled ISA will bring you a 10 to 1 return on investment.
Leads sign up on the website but never answer the phone. You could spend 8 hours a day calling leads to find the gold in your database, and guess what, that’s what your new isa is going to do. The average ISA can call 200-400 leads per day as well as nurture and “check in” on your warm prospects. You just don’t have the time to do that, you need to be focussing on your highest dollar-per-hour activity, showing homes to buyers and attending listing consultations. You need a sales professional who is trained specifically for converting leads over the phone. If an inside sales agent can get someone on the phone, they have the skills to actually set the appointment, which is very important because it’s hard to get people on the phone in the first place.
Here’s what a real estate ISA can do for your business:
- ISAs receive inbound leads and strategize outbound prospecting to uncover new leads.
- ISAs qualify leads. They can find out the lead's price, location, area, motivation etc.
- ISAs set listing and buyer consultation appointments for you or your agents.
- ISAs nurture the database of leads and work that database to produce future appointments.
When Should I Hire an Inside Sales Agent?
But wait, you don’t want to just run and hire an isa yet. That is definitely the strategy if you are ready but you have to make sure your business is actually ready for an ISA. I’ve seen real estate companies hire inside sales agents with high hopes, only to be disappointed when the ISA doesn’t work.
In most of those situations, the company wasn’t ready for one. They didn’t have the isa structure and training in place. They didn’t have good leads for the ISA to work with. They didn’t have enough agents to work all the new business the ISA was generating. They didn’t have realistic expectations for the ISA they hired.
Is Your Business Ready for a Real Estate ISA?
Essentially, whether or not you’re ready to hire a real estate ISA comes down to five major things:
- You are bringing in around 100,000+ in annual GCI
- You are losing business because of nurture or follow-up?
- You have a well-trained assistant who is handling your transactions.
- You have solid inbound lead sources for your ISA to work.
- You have the plan to either train your ISA.
If this is the case, you are most likely ready to hire a real estate ISA for your company.
I'd love to talk to you about our struggles and achievements when experimenting with ISAs. Feel free to reach out with any questions that you have.