As you’re growing and scaling a real estate practice, what you realize is the number one leading indicator to revenue is more listings and more buyers. Once you discover that as a real state person, and you start measuring how many calls and conversations you’re having you realize you need more people. More people calling and having conversations. The number of conversations you’re having is always the lead indicator to success. Enter… a real estate ISA(Inside Sales Agent). The problem the ISA is solving comes after you already have enough leads, and your team is scaling up. Meaning the ISA should come after all of your other roadblocks have already been overcome, and your last problem is how to keep that sales success going. Now the number one tool your ISA is going to need, is a solid script. Because the script can make or break your ISA during all of these calls.
Here are the basics for an ISA script. What you need to have, and need to know:
CRM connected to the phone is most important, from the start.
Some semblance of numeric scorekeeping for leads – measure not only time frame but motivation
When do they wanna buy, and how motivated are they to follow through? Motivation and timeline.
How much education do they still need, prior to purchase?
An objection handler document and a position document.
A clear buyers journey, broken down so it’s clear to your team when somebody is ready to be handed off to a salesperson, versus being kept and nurtured more.
Once you have these things set up, you can start working in the lead space and start calling leads together. Keep in mind, this works in any industry, not just real estate. That is how invaluable this knowledge and level of preparation can be to you. Hiring an ISA can be tough as the ideal fit would have flexible communication skills who can adapt to different personalities that they may encounter. All these talents plus a winning script are a formula to great success. Of course, following up or nurturing your leads with a high potential of becoming your clients is also important. Many real estate teams prefer to hire MyOutDesk Real Estate ISA virtual assistants for this role because MyOutDesk has mastered the talent matching process over the past 13 years through intense personality & experience pre-screening required to find suitable candidates and training.
“All inside sales agents are not created equal, and it’s important to know the differences if you are looking for guidance from the ISA models that other teams are actively implementing. There are 3 types of ISAs: 1) Outbound; 2) Inbound or 3) Both Outbound/Inbound.”
“Outbound ISAs generate new leads by prospecting for FSBOs, expired listings, just listed/sold, COI, past clients, geographic farms and etc. Inbound ISAs respond to incoming leads from internet sources and sign calls while repeatedly maintaining contact with leads over time to ultimately foster them into qualified appointments.”
“Performing both roles at once can be challenging since they are very distinct roles that require two different types of behavior. An Outbound ISA should be more aggressive and driven to make cold calls, where an Inbound ISA should be more of a customer service orientated individual that loves people and building relationships.”
CONCLUSION
If you’re not already utilizing an ISA Virtual Assistant, You may want to consider one. They can be leveraged to take care of this part of your business. Many real estate professionals just like you have employed our Real Estate Virtual Assistants to call out to their leads, whether to nurture their warm leads or cold calling.
MyOutDesk knows how important it is to have a good script in place for your ISA Virtual Assistant. This is why MyOutDesk has a complete library of Real Estate ISA call scripts developed by the best minds in the real estate industry, which we’ll share with you should you choose to hire one of our outstanding Real Estate virtual assistants.
We highly recommend that you have a direct hand at improving your ISA’s skills by scheduling regular role play and objection handling sessions with them. If you do not have the time, we can help you out with those as well.
Interested in hiring a Real Estate ISA? Schedule your Double My Business Strategy Session today and find out how a MyOutDesk Virtual Assistant can your business grow as a Real Estate ISA!
https://www.myoutdesk.com/wp-content/uploads/2014/10/real-estate-isa-1920.jpg10801920Abbyhttps://d2lwtl2ul2srdf.cloudfront.net/assets/mod_wide_header.pngAbby2021-07-20 10:04:412021-07-21 16:19:49The Secret Weapon of a Great Real Estate ISA
Inside sales and sales prospecting are essential parts of any business. These departments can be the key to your success if you know how to hire them from the right sources.
This article is specifically about what sales development, inside sales, and prospecting are. We’ve also included a few pointers on where these roles overlap with each other and some of the success stories of people who have excelled at them.
The role of sales development is to find companies who may be interested in our product or service. This can be done by cold calling, emailing, sending a postcard, and even attending trade shows, conferences and meetings.
One might think that sales development is a simple job. But in reality, it’s not. Selling your product over the phone can sometimes be extremely difficult as most people don’t hold their calls very well on the phone, which makes this job tense and nerve-wracking; especially if the business you are calling is huge or something big that may affect your project in one way or another.
But what if the business you are calling is actually interested in your product? Well, then you would need to build a relationship with them. You would need to tell them more about your product and services, the value it offers, and what it can do for their company.
Once they are interested in your product, you would have to introduce them to someone who can actually close the deal on your end, such as a salesperson or a business development manager.
The role of the inside sales is to book appointments with leads over the phone. This requires you to have a very friendly and optimistic voice that can directly influence the potential customer in a positive way. Inside sales usually require a lot of communication with various departments inside their companies.
The inside sales usually work from a customer relationship management platform or CRM. However, you can also find them in various different departments inside of their companies such as the technical support or even a marketing department.
Opportunities: Inside sales often talk and communicate with other departments inside of their companies which makes it easy for them to introduce customers to other departments inside of their company. They may also possess certain skills that would allow them to influence certain departments to make more sales for the company, such as finance and development.
Because they have access to more information than other people who work outside of their company, they can easily pitch products or services that are related to the department they are talking about over the phone.
Famous inside sales professionals:
Dave Ramsey, Ramsey Solutions
Dave Elkington, InsideSales.com
Prospecting
Definition
The role of a prospect is to find customers that may be interested in buying our product or service. This can be done by cold calling, emailing, sending a postcard, and even attending trade shows, conferences and meetings.
We’ve been taught from an early age that it’s best to stay away from strangers and to only talk to people you know rather than strangers. In a perfect world, this would be true. But in real life, we make mistakes and it’s important that business owners learn from our mistakes rather than learn from the mistakes of others.
This is why developing relationships with people before you approach them is of utmost importance for any type of sales job. People you go to school with can introduce new clients to you which may soon lead to new opportunities for your business not only through that relationship but also through that person’s friends and family members as well.
Communicating in writing is effective because you can show people how enthusiastic you are about your product or service while also setting expectations regarding what your product or service was made for and what their needs are.
Every sales job has a different degree of prospecting that needs to take place. Some jobs might require a lot of prospective calls or emails while others might require the customer to do it. Prospecting is an art all in itself and takes years to perfect.
Prospecting is a continuous process and the more you can stick to your plan, the better your results will be in the long run. As I mentioned above, an email is the most effective way to communicate for a sales job.
You just have to make sure that your prospecting process is set up properly and that you don’t get sucked into the trap of spending too much time on one person.
If you’re sending out hundreds of emails and only getting one response, then you must think about how you can improve your process so that more people respond.
#2: Have a clear target market for new prospects.
Think about who your ideal customer is and write it down on paper. Are you looking for older women, young girls, middle-aged professionals? Write down as much as you can about your target demographic. If you need some help with this check out this article here.
#3: Tie your dream into some larger ambition.
A lot of people who are starting a business have dreams of quitting their day job and using their business to retire early or travel more. When I started my first business I was single and living with my parents, but I knew that having an online business would allow me to build some financial independence for the future.
How virtual assistants can help in sales development
Virtual assistants can manage day-to-day tasks that don’t require specialized knowledge or experience. This allows the sales team more time for their primary responsibilities. They can fill in the gaps of the team and help to make sure that all the details are covered.
MyOutDesk offers relentless talent matching for career-oriented virtual assistants — with proven track records & digital expertise — at up to 70% less than the cost of a traditional employee. Add a new hire to your team— without the headaches of payroll, taxes, insurance, retirement, office & equipment costs.
Calls:
Virtual assistants can conduct research for calls or appointments, making it easier to answer specific questions that prospects may have. They should have experience with customer service call Scripts and be able to create presentations for each call. Virtual assistants can schedule calls using online scheduling tools, such as Google Calendar or Outlook Calendar. They should be able to handle appointments with prospects via email or phone. This includes reminding them of upcoming meetings, sending directions and parking information, and organizing files that need to be reviewed ahead of time. Virtual assistants can also help in organizing and managing documents that need to be reviewed or sent to prospects during the sales development process.
Presentations:
Virtual assistants can help with the organization of presentations. This includes scheduling, sending reminders, and helping with collecting information from the prospect via phone calls or e-mails. Virtual assistants can also maintain the database, or CRM, that will be used for reference during calls.
Other factors:
Companies that want to outsource their sales development team can save time and money by hiring a virtual assistant. Sales development professionals can focus on creating sales for the business while outsourcing the other details to this team member. Virtual assistants can create calls or appointments automatically, saving valuable time. They also have experience with researching useful information online. They would be able to provide research that would be relevant to the conversation during a call or appointment.
Persuasive
Persistent
Excellent communicator and listener
Good at reading/understanding people
Prospects on a regular basis
A virtual assistant working with SDRs will make calls and send emails to prospects. This can include sending emails to companies directly and making calls to decision-makers when necessary. This person should also be able to confirm appointments via phone or email and manage appointment schedules for follow-up purposes. It is also important for this person to be able to track contacts through a CRM system like Salesforce. So, they can provide updates on the current status of sales leads when needed.
So, you should be asking yourself if virtual assistants can help you grow your business & team.
“Outsourcing makes the hustle better — because you’re not burdened with many/growing expenses that you’ll need to figure out how to cover and hit profit”
Focus on your growth & scale your operations
ENVISIONING OF A NEW REALITY FOR YOUR MARKETING BUSINESS
Simply put, MyOutDesk equips entrepreneurs & marketing agencies owners with tools, strategies, and virtual employees – and when combined, businesses have a competitive edge and find growth while efficient systems and processes are put in place.
MyOutDesk proudly provides additional free business growth guides, books, and strategy calls.
See what we are about, and schedule a free consultation with us. We’ll take the time to learn more about your business and offer solutions to foster top talent and lower operational costs for your company.
Experience The Difference
MyOutDesk can save you up to 70% on the employment cost
Claim a free business strategy consultation & ‘Grow Virtual’ Guide
Did You Know? MyOutDesk’s origin story is set during the last global financial crisis of 2008. Yes, that’s right — our business started by scaling businesses with virtual assistants during a recession! Our first client in 2008 went from five to seventeen VAs with a completely revamped organizational model in short order, and he told MyOutDesk, “Our virtual professionals have shaved $250,000 off our monthly overhead.”
https://www.myoutdesk.com/wp-content/uploads/2021/06/inside-sales.jpg456972Jeremyhttps://d2lwtl2ul2srdf.cloudfront.net/assets/mod_wide_header.pngJeremy2021-06-17 14:52:092021-07-22 11:01:35(Accelerate Business) How it works: Sales development, inside sales + prospecting
Providing e-commerce virtual assistants has helped businesses THRIVE this year. From 1 to 10 virtual assistants in a matter of WEEKS, learn how Belami Ecommerce Solutions has scaled its operations with MyOutDesk Virtual Assistants!
MyOutDesk CEO Daniel Ramsey sits down with President of Belami, Inc. Mihran Berejikian.
Tell a little bit about how MyOutDesk fueled your e-commerce company with talent?
It’s done in a couple of ways. First, we were able to meet the unprecedented demand surge that we had due to the pandemic—which has been terrible for the country and the world—but has definitely been good for e-commerce home retailers.
The demand surge created an environment where we needed to bring a lot of bodies in immediately and MyOutDesk provided that.
We have great people who ramped incredibly quickly, actually, one of the great benefits that we didn’t expect to occur is—not only did they ramped up quickly…
Virtual assistants were able to the job that the local people were able to do … AND they actually raised the bar!
Because on average, at least for the jobs that we were hiring, they were more mature, more experienced, more grateful, and more committed to what they do. We can now expect to get the same from our other employees, and its given us a really good benchmark as to what we should be expecting from other employees.
So now we’re able to meet the day-to-day demand for what we hired them for and it gave us a great big benchmark to compare to and it raised the bar across the board.
What positions do you think are appropriate for an eCommerce company to hire in the virtual assistant world?
For us, it’s entry-level accounting, accounts receivable, accounts payable, some amount of reconciliation work that is repetitive but still requires some level of accounting skills
On the customer service side is chat management. So virtual assistants are answering chats from customers, fielding basic questions about availability, order status, as they mature we think we’ll actually be able to let them ask product-related questions.
And then, Virtual Assistants are also doing order management.
We live in a dropship world, so order management for us means we get the order from the customer, we transfer it to the manufacturer, and we have to work with the manufacture to make sure that they’re shipping it on time, and they’re notifying us
So there’s a whole host of activities that occurs all the way across the funnel from when a customer places an order to when it arrives. For the percentage of times when it arrives and there are issues, there’s a whole other set of workflows that needs to occur to solve those issues.
… And all of that is an opportunity for a good outsource provider!
One of the things that are unique about your eCommerce business, is that you went from 1 virtual assistant to 10 virtual assistants very quickly!…
What surprised you about the hiring process?
How easily the hiring process went.
How quick and smooth the interviewing went.
And, the overall success rate of the candidates was pretty darn close to 100%!
What would you tell an e-commerce leader in your space who has never considered using virtual assistants?
We shied away from it for many years due to fear of culture. Given the current environment with everyone working remotely, that concern is no longer there. So this is really the right time to try it, implement it, and think about blending it back with the culture.
What e-Commerce Virtual Assistants do for eCommerce Businesses
Research & Administrative Support: Any type of research on the web, maintain spreadsheets & any other information or secretarial tasks, coordinating with other staff or getting any other work done or organized at your workplace.
Marketing Management: Coordinating your social media pages with updates, CPC & PPC coordination, news or article sharing, setting up email campaigns, creating marketing materials (flyers, brochures, etc).
MyOutDesk has been in the industry for over a decade, helping all types of businesses grow. We have providing e-commerce virtual assistant services for years, becoming one of the top virtual assistant providers available. After serving more than 5000 clients and employing over 4000 professionals, we have seen firsthand how this investment supports business growth. Because of this experience, MyOutDesk, currently caters to other industries as well such as professional services, mortgage, and insurance to name a few.
Simply put, MyOutDesk equips entrepreneurs & business owners with tools, strategies, and virtual employees – and when combined, businesses have a competitive edge and find growth while efficient systems and processes are put in place.
MyOutDesk proudly provides additional free business growth guides, books, and strategy calls.
See what we are about, and schedule a free consultation with us. We’ll take the time to learn more about your business and offer solutions to foster top talent and lower operational costs for your company.
Experience The Difference
MyOutDesk can save you up to 70% on employment costs
Claim a free business strategy consultation & ‘Grow Virtual’ Guide
Did You Know? MyOutDesk’s origin story is set during the last global financial crisis of 2008. Yes, that’s right — our business started by scaling businesses with virtual assistants during a recession! Pioneers of virtual assistant services, our first client in 2008 went from five to seventeen VAs with a completely revamped organizational model in short order, and he told MyOutDesk, “Our virtual professionals have shaved $250,000 off our monthly overhead.”
https://www.myoutdesk.com/wp-content/uploads/2020/11/Mihran-Berejikian-Blog-NL-Banner.jpg456972Jeremyhttps://d2lwtl2ul2srdf.cloudfront.net/assets/mod_wide_header.pngJeremy2020-11-16 15:33:032021-07-09 16:22:39From One to TEN Virtual Assistants: An E-Commerce Success Story During COVID Times
Sales development is a broad term that covers many different tasks. The success of each initiative depends on the unique needs and goals of every company, so a good sales development representative must be able to adapt to the specific needs of his or her team.
The contents of this guide cover:
Sales Development Models & Goals
The Sales Development Cycle
Recommendations for Improving Sales Development Effectiveness
Examples of SDR (Sales Development Representative) Calls
Recruiting the right SDR to my team
Converting leads using the right angle (Motivations, Fit, Timeframe)
Sales Development Operating Models & Goals
There are several key operating models that sales teams use to reach their goals. The ultimate goal of sales development is to increase revenue. Of course, it’s not a simple task to achieve this goal even for seasoned salespeople–it takes a strong team.
In terms of operating models, some companies focus on growing their top line by acquiring new customers and keeping existing ones happy with good service. Other businesses concentrate on increasing customer lifetime value (CLV). Although there are countless ways for businesses to generate more leads, they all fall into one or more categories:
Introducing new products or services;
Cross-selling or existing clients;
Turning prospects into paying customers.
The job of a sales development team job is to do whatever it takes to achieve these objectives & goals. For example, they may need to conduct market research and analyze the results.
In some cases, a company might require its sales development reps to carry out lead generation campaigns. This relationship-building process is called the lead generation cycle and it consists of four steps:
Prospect Identification – This step involves finding potential clients or customers that are interested in a product or service from the company. The goal here is to build relationships with these organizations by contacting them directly through emails, phone calls, and even face-to-face meetings.
Lead Nurturing – In this step, sales executives try to get potential clients or customers engaged in a conversation about their product or service. The goal is to build enough trust and credibility so that they will open up about why they need the company’s services or products.
Lead Qualification – The sales executives use this step to qualify the potential clients or customers based on their need and desire for a product or service. They want to ensure that they will get a positive response if they offer them an opportunity.
Lead Closing – In this step, the sales executives try to convert potential clients or customers into actual buyers by providing them an opportunity for a product or service that they want.
After that, the sales development representative (SDR) works with members of their team to follow up on leads to allow sales reps to close actual buyers. The sales development cycle is a continuous ongoing process.
Recommendations for Improving Sales Development Effectiveness
Business models must change and adapt gradually overtime to stay afloat. Your business, as it exists now, will look different 10 years from now. Therefore, your current activities must be oriented toward what the future holds for your present company and others like it.
1. The first thing we recommend you do when considering sales development effectiveness is to define your goals.
You’ll need to focus on measurable and trackable outcomes. Business models must change and adapt gradually overtime to stay afloat. Your business, as it exists now, will look different 10 years from now. Therefore, your current activities must be oriented toward what the future holds for your present company and others like it.
2. The second step to ensure continual improvement to your operation is to hire the right people for your sales team. You should aim to recruit people for their talent, over their skills. Find those who are trustworthy, hard-working, and have a strong sense of responsibility.
For long-term success, the purpose of sales development personnel must be considered.
If employees are frantically running around trying to get as many leads as possible so that they can close as many deals as possible, there is no time for quality. The problem, of course, is that this approach is counterproductive. The harder you push to close deals and get leads the more resistance you encounter from potential customers. This in turn reduces your conversion rate, which means that salespeople are getting fewer leads per hour than they were before.
In order to increase your sales, you should not be trying to force leads and close deals. Your company needs to develop a new business model based on value creation for the customer rather than profit generation for yourself.
Virtual Assistants for Sales Development
Consider virtual assistants (up to 70% less than the cost of a traditional employee) as your Sales Development Representatives. You can save time and focus on closing deals, while the assistants help handle prospecting, nurturing, and service.
Understanding Your Leads’ Motivations, Fit, and Timeframe
We’ve garnered a lot of experience about how best to prepare virtual professionals for sales development roles—and we have created a concrete system to ensure that you have success with yours too.
When leading prospective buyers through your nurturing processes, consider the lead’s motivations, fit, and timeframe.
Motivations:
Ask: What’s the reason for your call?
Locate the urgency of what they need in the tone of their voice
Figure out whether they are ‘in pain’ or ‘in opportunity’ while considering your product and service as a remedy to the issue.
Usual ‘pain’ responses:
“I’m not reaching my goals”
“I’m dropping the ball in some way. I’m overwhelmed.”
“I’m losing a lot of opportunities, Can’t keep up with our leads or paperwork.”
Usual ‘opportunity’ responses:
“My business has grown. I’ve had this opportunity”
“We’re super busy. No time”
“Have looked into this before and now I and ready”
“I would like to learn more about how you can help me”
Quantify the pain or sense of opportunity. Is it motivated by time? money? growth?
Questions to ask:
What exactly is being missed/dropped and what is that costing you?
How much business are you losing, are you able to put a dollar amount around it?
How many hours are you spending on non-productive activities?
What are you leaving on the table, and how are missing those opportunities costing you?
If you could fix this problem today, what would that be worth to you?
The Fit:
Consider their responses and identify how your product and service and best serve (or best ‘fit’ into) your lead’s background & experiences.
This is the right time to deliver more value to the lead. If you have a free giveaway or resource, now is the time to offer it: “I have a free resource, can I send it to you?”
Timeframe:
Look into seeing their timeframe to buy. When the lead expresses interest, this is the time to figure out if they are considering other competitors and the urgency of responding to them.
Typical motivated responses:
“I’m talking to other companies right now, but I like you.”
“How soon can we buy?”
“I don’t need more calls. I just want to sign up”
“I already know how this works, I just want to sign up”
Typical not motivated responses:
“Not ready”
“Not sure”
“Exploring options”
“I want to see what you guys do”
“I don’t know how you can help me”
“Send me an email of what you guys do, pricing, list of your services”
“Doing research for future reference”
“Who else do you work with? Specifically around [area]”
If you’re far into the call and still unsure about the lead’s motivations, ask this question:
“On a scale of 1-10 on [the value you provide, i.e. buying a home], how much do you move quickly on this?”
The last important key factor to good sales development is: You know what the best sales development is? The one which has the best product.
You want to generate leads? Then you must have a great, well-tested product for your target market. If you have a great product, and if you can explain it brilliantly, then people will want it. When you make it really easy for people to find your product, and then lead traffic will come to you. [Considering a Marketing Specialist Virtual Assistant?]
Example SDR Calls, Scripts & Recruitment Tips
We’ve compiled all the tips and strategies you need to easily recruit & implement the perfect Sales Development Representative. Focus on talent acquisition, time savings, and lowering overhead.
Simply put, MyOutDesk equips entrepreneurs & business owners with tools, strategies, and virtual employees – and when combined, businesses have a competitive edge and find growth while efficient systems and processes are put in place.
MyOutDesk proudly provides additional free business growth guides, books, and strategy calls.
See what we are about, and schedule a free consultation with us. We’ll take the time to learn more about your business and offer solutions to foster top talent and lower operational costs for your company.
Experience The Difference
MyOutDesk can save you up to 70% on employment costs
Claim a free business strategy consultation & ‘Grow Virtual’ Guide
Did You Know? MyOutDesk’s origin story is set during the last global financial crisis of 2008. Yes, that’s right — our business started by scaling businesses with virtual assistants during a recession! Pioneers of virtual assistant services, our first client in 2008 went from five to seventeen VAs with a completely revamped organizational model in short order, and he told MyOutDesk, “Our virtual professionals have shaved $250,000 off our monthly overhead.”
https://www.myoutdesk.com/wp-content/uploads/2020/11/Scale-Your-Business-and-Grow-Profitability.jpg456972Jeremyhttps://d2lwtl2ul2srdf.cloudfront.net/assets/mod_wide_header.pngJeremy2020-11-04 16:07:392021-07-12 11:20:12The Sales Guide: A deep look into Sales Development operating models
This is the ultimate way that Real Estate Virtual Assistant ISAs convert leads and increase business for our clients. Last year our Virtual Assistants generated over $50 million in Gross Commission Income (GCI)! Over the last 13 years, MyOutDesk has been instrumental in the success and growth of over 6,000 clients.
For those who want the ultimate guide … We’ve compiled some examples of recorded calls from our ISAs in action as they generate revenue for our clients and we wanted to share them with you so you can get a direct look into what they can do and how they convert buyers and sellers into commission for our clients.
What is an ISA in Real Estate? (Inside Sales Agent)
A Real Estate ISA may be the solution to your problems, no matter what kind of prospecting you do. Circle prospecting, geo-farming, expired & FSBOs, calling past clients & working referrals – MyOutDesk ISA virtual assistants ensure that you’re generating all the leads you need and not missing opportunities for more business.
A Talented Real Estate ISA, like ours, can help you:
Lead Generation through calling expired listings, neighborhoods around just listed/just sold houses, agent spheres with information of value and asking for referrals, geographic farms to prospect for sellers.
Contact all leads through phone/text/email within 5 minutes of registration
Check with agents at least once a day on the status of their respective leads, as this will help the agents do their follow-ups.
Nurture prospects, follow up, record data, screen & qualify leads
Move leads through the funnel, set appointments & manage communications
Email outreach, research market trends, prepare business reports
Track and measure conversion ratios & meet performance benchmarks
Practice, memorize and internalize scripts
Manage contact database system & handoff hot leads to agents
Submit daily reports on calls, conversations, and appointments set.
Does it happen that you’re in the middle of the call and the flow of conversation doesn’t follow the script that you’ve posted on your wall? Suddenly you find yourself at a loss for words and completely unsure what to say next.
When you work with clients this can happen – but no need to worry, as you can use LPMAMA to guide you through each of your calls so you can make sure that you always complete the details that you need, matched with a superb quality of call with our leads as you sound more conversational and free-flowing.
Ultimate Guide to Effectively Train a Real Estate ISA
Let’s define exactly what LPMAMA stands for…
LPMAMA helps convert leads, sellers, buyers, and expired listings (with a Real Estate ISA Virtual Assistant)
L – Location
Prior to your Real Estate ISA’s calls, have the address of the property that your lead is interested in already handy. But is this the only one?
In their training scripts, make sure that you ask the lead if they will be open to other properties within the area or if there would any other areas that may also have their interest. (We have example scripts for you further down this article.)
Examples:
“Aside from this property, Would you be open to other properties as well in the area? As we will also try to find you other properties similar to this one that you’re interested in.”
“Aside from this City; do you find yourself interested on nearby Cities as well?”
P – Price
Price range is very important as this will help your real estate team to narrow down the search among the thousands of properties that are listed on the MLS. This is also the right time for your ISA to ask if they are already pre-approved or if they would be willing to be re-endorsed to the Realty’s in-house Lender.
Also, take note that location and price should be compatible with each other. For example, The lead’s pre-approved amount is only $90,000.00 but he wants a property located within Brooklyn, NY wherein the least prices of homes are around $250,000.00. This will give you a signal to pitch to the client the possibility of changing their preferred location since the Budget is not feasible within the Brooklyn Market.
Examples:
“I see that the house you’re interested in is priced at $110,000.00. Is this the amount that your lender pre-approved you for? What would be the price range that you’ll be more comfortable with?” (Take Note: Not all buyers are willing to max out their Pre-approved amount as this will bring them in a tight financial status)
“How much cash do you have in hand to purchase homes?”
M – Motivation
Gauging the Lead’s intent to moving in can also be done by knowing their motivation. Are they transferring to this area because it is closer to family members? Work? or Children’s School?. With all the different reasons that they might have, it also comes with a timeframe suited for every need.
For example, It’s August and you made a call to a family who is looking for properties in a specific area. You asked them for their reason for choosing that location and they said that their children will be transferred to a school near that area. This gives you an idea that they are moving in really soon because it’s already August and the school starts in September.
Here’s another scenario: You called the lead and he said that he is interested in the properties you have in the area. Then he mentioned that he is from another state. So you would ask, Why are you transferring to this area?
He then said, “I’m being relocated by my company to that state due to our expansion and would really need to find a property really soon since we’re opening in the next two months.” From a simple question, you were able to identify what is their timeframe as well as their urgency and you can use this as a negotiating tool by making them realize that you will cover everything for them and you’ll make sure that you’ll be meeting their timeline.
Example:
“You seem to be really interested among the properties in Brooklyn, is this actually closer to your work or your children’s school? I did ask because we can use that information to prioritize which properties would actually fit you best.”
A – Agent
This is one of the most important questions that you need to ask. You should be able to identify how is the lead looking for properties. Is it through the internet? Driving around the Area? or They are being assisted by an agent. Make sure that they are not working with an agent, and if they do, go ahead and ask if they have signed an Exclusivity Agreement with them. It is very important that you identify this in order for you to know if you can continue working with that lead or not.
While asking this question, you may encounter someone saying that he is already working with an agent and he is just searching for homes in the area. If this is the case, you might want to ask how is their agent assisting them in the process. Also, try to feel from the lead’s voice if there is any dismay from their agent as you can use this to negotiate with them to use your services instead.
How will you offer your services if they have a contract? In some states, it is mandatory for them to have an Easy Exit Clause for the contract wherein they can cancel at any time the services of their agent and it’s effectivity will take place after 48 hours.
Key Questions:
“How do usually look for homes in the area? Is it through the websites? Driving around the area? or are you being assisted by an agent?”
“That’s great that you already have an agent working with you, however, did you sign an exclusivity agreement with them?”
“Can I ask an honest question? If your agent is so good and he is assisting you very well in the process, how come he is letting you to look for homes by yourself?”
M – Mortgage
One of the key factors during a home search is how are they planning to purchase the property? Will they be buying it through cash or financing? In order for a lead to go to the next steps of the process, they should be able to secure at least a pre-approval from their preferred lenders. These approvals can give you an exact amount on what price will your lead be eligible to thus improving your home search. A follow-up question for this will be how much cash do they on hand to proceed with the purchase. How much can they give for the down payment and how much will they be putting in the mortgage.
Most of the agents do require at least 20% down payment for the home. And in some cases, pre-approvals are used by the Agents to prioritize which lead should be attended to ASAP. But in cases that your lead has not gone through the process yet, endorse them to your preferred lender so they can give them a call and provide them an estimate for their pre-approved amount. Just make note of the minimum credit score accepted by your lender so you can also check if your lead qualifies among their standards or not. If your lead does not know their credit score. Have them log in to annualcreditreport.com but remind them that pulling up their records will have a negative impact on their scores.
Key Questions:
“How are you planning to purchase your home? Is it through Cash or Financing? – How much cash do you have on hand to purchase homes?”
“How much down payment can you make?”
A – Appointment
Last but most important of them all is the date of the appointment. Giving your Agent an opportunity to meet the lead face to face or to have them on the phone will definitely be an advantage as they can now use their negotiation skills with the lead thus making them inclined to have a contract with your agent in buying or selling homes. Remember that setting up an appointment should be done assertively as you need to make them feel that you are guiding them in the process. The majority of the Leads are First Time Homebuyers and they are definitely in need of someone who will guide them in the process and show them what their next steps will be.
Another key to having them agree to have an appointment is to let them know what will be the benefits that they can have when they choose to meet up with the agent. Always emphasize the “WIIFMs” What’s In It For Me? And there are a lot of things that you can offer to them which they will not get by simply looking at the homes available via the internet or by walking in inside an Open house event to talk to the listing Agent. Offers may come as Special listings with great offers and discounts which are never posted on the internet, the Ability of your Agent to further understand the type of home they’re looking for to narrow down or expand their search, Prioritization when it comes to Inquiries and Showing appointments and many more.
Examples:
“Let me schedule you for an appointment tomorrow with my Agent so he can have a better understanding of what type of home you’re really looking for. I can have you booked at 3 PM or 5 PM, which one will work for you?”
“Why don’t I have the best local agent in the area call you at 5:30 this evening and provide you with more details about this listing as well as pre-approvals and more options for some of the top listings in this area? There’s no commitment at this point. It’s just over the phone with my agent — who really listens…”
You’re not maximizing your real estate team’s potential without a Real Estate ISA/Prospector— each week up to 60% of your team’s time is wasted on busy work (pre-qualifying leads, cold-calling, nurturing, etc.) It’s time to get more efficient AND lower operational costs. Hire a Real Estate Inside Sales Agent (ISA) so that you and your agents can dedicate your time to the more important, dollar-productive tasks (a.k.a. closing the deal!).
You can find Real Estate ISA candidates, with varying talents and capacities through your own recruitment efforts, or with a cost-effective partnering service that specializes in affordable full-time virtual assistant ISAs, like MyOutDesk.
Hiring an ISA for Real Estate (Inside Sales Virtual Assistant)
Focus on the bigger picture — close more deals & grow your business. How? With an experienced Real Estate ISA virtual assistant to operate a more efficient funnel, MyOutDesk cuts your costs (up to 70% on employment costs) all while helping you to scale business. To book an interview with those in our talent pool, click here.
Your Real Estate ISA can do follow-up and appointment settings for your Buyer lead. In the call below, our ISA is calling to follow up on an inquiry on a specific property. She is able to ask the lead some qualifying questions and ask about some details that they need as well. In this call, she is able to set up an appointment so they can visit the property. Click below to listen.
Seller Leads
Find more sellers and earn more commission with our Real Estate ISA’s. Our Virtual Assistants help our clients with this every day. Here’s an example:
Expired Leads
We know that one of the best lead sources is Expired Leads. After your sphere of influence, expired leads are a great source because they are people raising their hands and saying “I actually want to sell but the last guy couldn’t.” Your Real estate ISA can be a huge help in closing these deals. We’ve got people trained to make these calls for you, listen to one such example below.
These are just a few of the thousands of calls our ISA’s make in a day. We have over 500 Real Estate ISA’s, each one hitting about 20-50 dials per hour having 20-30 conversations a day. That is at least 2,800 dials and conversations EVERY DAY. Are you able to focus on your prospecting as much? Do you want to be able to prospect at this level for your business? Would you like to “duplicate” yourself?
Our talented and motivated Real Estate ISA’s always have great scripts that they practice and role-play on a regular basis. One of the tried and tested scripts we have is the LPMAMA. LPMAMA stands for Location, Price, Motivation, Agent, Mortgage, and Appointment. This simple little script has led to many a closed deal. This is how it works.
To help you out, we’d like to give you this script! You can download it HERE (2018 version).
Stay up-to-date >> We have MANY MORE timely & helpful scripts + downloadable strategy guides on our free consultation signup page, below.
Gain more leverage and time to work on your business instead of in it. Hire your Real Estate ISA and keep your pipeline flowing while you focus on your revenue-producing activities to grow your business!
Experience The Difference
MyOutDesk can save you up to 70% on employment costs
Access a free business strategy consultation & ‘Grow Virtual’ Guide (+ Instant access to MORE scripts & real estate strategies)
Did You Know? MyOutDesk’s origin story is set during the last global financial crisis of 2008. Yes, that’s right — our business started by scaling businesses with virtual assistants during a recession! Our first client in 2008 went from five to seventeen VPs with a completely revamped organizational model in short order, and he told MyOutDesk, “Our virtual professionals have shaved $250,000 off our monthly overhead.”
https://www.myoutdesk.com/wp-content/uploads/2019/01/lead-qualification-1920.jpg10801920Jeremyhttps://d2lwtl2ul2srdf.cloudfront.net/assets/mod_wide_header.pngJeremy2020-08-20 14:30:272021-07-12 16:04:26Ultimate Guide to Find, Hire, Train a Real Estate ISA (Scripts Included) – Qualifying & Converting More Leads TODAY!
How fast is your lead follow-up? If it’s more than 5 minutes, you’re losing business — and you’re losing a lot of it. Believe it or not, while many companies still cling to the belief that it’s good to “wait a few hours” so they don’t seem desperate, the truth is that if you don’t follow up within the first 5 minutes, you won’t make the sale.
In the Lead Response Management Study, Professor James Oldroyd performed an in-depth study of response times & contact rates and found that for every 5 minutes you wait, there’s roughly a 4x reduction in your chance of contacting the lead. If you wait more than an hour, your chances of contracting the lead are 10 times lower than if you’d called them in the first 5 minutes!
Keep in mind that 75% of prospects do business with the company that contacts them first. However, the average response time to an online lead is 44 hours and 50% of online leads never get a response! Why is there such a large disparity? In small businesses, the issue is usually that you’re busy with task-work and don’t have time to jump on new leads. With all the responsibilities on your plate, the lead response often falls to the bottom of the list when in fact it should be a priority.
Improve your speed to lead time and never miss an opportunity again. MyOutDesk Real Estate ISA Virtual Assistants can give you the leverage you need to boost your business. Schedule your ‘Grow Virtual’ Strategy Session to find out how.
MyOutDesk can save you up to 70% on employment costs Claim a free strategy consultation & downloads
According to studies, the odds of calling to contact a lead decrease by over 10 times in the first hour.
The odds of qualifying a lead in 5 minutes versus 30 minutes drop 21 times. And from 5 minutes to 10 minutes the dial to qualify odds to decrease 4 times.
Online leads are a great source to grow your business and yet, they are extremely underutilized. Many leads get resold over FIVE TIMES mostly because business owners like you don’t call them. Many leads prospect several Realtors before settling on one but keep in mind that the first statistic we shared, 75% of prospects do business with the company that contacts them first!
A study by the Harvard Business Review revealed that contact within an hour of inquiry, you have 7x more of a chance to have a productive conversation compared to reaching out after over an hour, and compared to someone who waits 24 hours to contact a lead, you’re 60 times more likely.
In real estate, 64% of buyers and 66% of sellers end up working with the agent they speak with first, according to the National Association of Realtors. Those who are first-to-the-draw have a tremendous advantage.
As an example, let us tell you about one of our clients Amy and her ISA Virtual Assistant Rex. Rex is in charge of calling leads as soon as they enter their system. His speed to lead is extremely important and this sense of urgency was instilled in him from his first day with Amy. Aside from being tasked to make at least 100 calls a day, he is also given new leads that he must reach out to within 5 minutes of their query. Rex set 199 appointments in his first year alone and out of those, Amy has closed 142 transactions. This is 7 million in trackable sales volume and over $200,000 in GCI!
Amy, like many business owners we work with, simply could not take everything on herself. She realized that her team needed someone who could focus on their speed to lead time. So she hired and trained a Virtual Professional who could pick up the slack so she and the rest of her team could focus on what they needed to accomplish.
This is only one part of the whole speed-to-lead game, stay tuned as we will explore more strategies such as the best times of day to call leads, etc.
If you want to improve your speed to lead but know you can’t do it all yourself, book your ‘Grow Virtual’ Strategy Session with us today so we can have a conversation about how a MyOutDesk Virtual Assistant can help.
Experience The Difference
MyOutDesk can save you up to 70% on employment costs
Claim a free business strategy consultation & ‘Grow Virtual’ Guide
https://www.myoutdesk.com/wp-content/uploads/2019/10/speed-to-lead.jpg456972Jeremyhttps://d2lwtl2ul2srdf.cloudfront.net/assets/mod_wide_header.pngJeremy2020-08-06 11:12:582021-07-12 16:14:10Speed For LEADS: Your PACE Makes Or Breaks Your Business!
Brian Icenhower of Icenhower Coaching & Consulting with Daniel Ramsey
Brian Icenhower is the founder of Icenhower Coaching & Consulting (ICC) and an owner of many of the largest and highest-producing real estate companies in the United States. Brian has been coaching and training real estate agents for more than 25 years. ICC is one of the largest real estate coaching companies with more than five hundred clients that include 31 of the Real Trends Top 500 list.
It’s time to maximize your productivity: Leverage virtual assistants!
Today we talk about how virtual assistant services produce TOP real estate teams. Real estate agents who are tapping into admin, marketing, and ISA virtual assistant services are the biggest gainers in market share.
MyOutDesk helps to onboard virtual assistants with quick and easy service. It only takes 3 steps.
1) Sign up.
2) Thorough Interviews To Find Your Perfect VA.
3) Virtual Assistants are ready to work for you!
COMPOUND LEVERAGE
If you understand compound interest, then you can apply that same principle to leverage. Once you delegate a task and create a process and a procedure, you are able to recover your time. And get this, since you have now developed a repeatable process that someone else can handle … you get that time back for the rest of your career! That’s compound leverage! Training means stepping back and expecting a decline before you bust through the plateau and grow.
MyOutDesk can save you up to 70% on employment costs Claim a free strategy consultation & downloads
How to keep your virtual assistant (VA) busy
You don’t need to do this directly—when you integrate them into your business, they become part of the business and tasks will come in naturally. Have systems in place for your VA success.
The Grow Virtual Guide helps give you a deep understanding of how to align many important facets of your business within your growth strategy.
Did You Know? MyOutDesk’s origin story is set during the last global financial crisis of 2008. Yes, that’s right — our business started by scaling businesses with virtual assistants during a recession! Our first client in 2008 went from five to seventeen VPs with a completely revamped organizational model in short order, and he told MyOutDesk, “Our virtual professionals have shaved $250,000 off our monthly overhead.”
https://www.myoutdesk.com/wp-content/uploads/2020/08/Brian-Icenhower-BLOG_NL_BANNER.jpg456972Jeremyhttps://d2lwtl2ul2srdf.cloudfront.net/assets/mod_wide_header.pngJeremy2020-08-03 08:47:282021-07-12 16:17:41“Striking Oil” – Hire, Train, Manage a Real Estate Virtual Assistant
Manage Smarter is the podcast for today’s managers and emerging leaders. Each episode is a frank, fast-paced, and sometimes humorous discussion of the challenges facing managers from the front lines to the C‑Suite. We address the metrics, strategies, and solutions needed to improve team performance, company culture, and overall productivity.
Manage Smarter 132:
Managing Growth and Culture with Virtual Assistants
MyOutDesk can save you up to 70% on employment cost Claim a free strategy consultation & downloads
A podcast of SalesFuel, their mission is to provide our clients with the competitive insight that enables them to acquire, develop and retain their best employees and customers.
Daniel Ramsey is the founder and CEO of MyOutDesk, the highest-rated virtual assistant company in the marketplace with over 500 verified 5‑star reviews, and over 13 years of experience, serving more than 6,000 clients across industries. He is also the author of the bestselling book, Scaling Your Business with MOD Virtual Professionals.
Daniel is going to share a Grow Virtual Guide to help businesses and executives how to effectively transition to a fully remote or blended organizational model, how to reinvent the value we provide in this changing market, and how to grow virtual all while reducing operational costs.
Manage Smarter listeners can get a FREE copy of this Grow Virtual Guide by texting MOD to 31996
In this episode, Audrey, Lee, and Daniel discuss:
How to expand in the current sales climate and sell more
How using virtual assistants can free up valuable time and reduce operational costs
Tips for creating a strong culture among remote workers
Processes he uses to enforce accountability, engagement, work quality, and oversight among global remote teams
https://www.myoutdesk.com/wp-content/uploads/2020/08/manage-smarter-podcast.jpg456972Jeremyhttps://d2lwtl2ul2srdf.cloudfront.net/assets/mod_wide_header.pngJeremy2020-08-03 08:12:082021-07-12 16:18:36If you don’t have an assistant then you are one: Managing Growth & Culture
Recognized by Inman News and numerous real estate organizations as one of the top 25 U.S. real estate coaches, Dr. Lee Davenport is a nationally-respected real estate educator, celebrated author, and blogger (with features in Inman News, Realtor Magazine, and Huffington Post to name a few). She trains real estate agents and brokerages on how to work smarter with technology.
MyOutDesk can save you up to 70% on employment costs Claim a free strategy consultation & downloads
MyOutDesk Founder & CEO Daniel Ramsey sits with Dr. Lee Davenport for a special interview. A short backstory –– During the recession in 2007-2008, Dr. Lee went against the flow and chose Facebook as her main mode of social media marketing, instead of the popular site Myspace at the time. This move boosted her business so much that she had to build a team later in the year just to keep up with demand and sales.
Disruptions Are Catalysts
Daniel & Dr. Lee discuss how to take the mentality of disruptions and turn them into catalysts, bringing things back full circle. At times, buyers will not want to keep paying for your service. What you provide to them might be threatened & interrupted, while customers attempt to build DIYs to replace the service. This concept is not sustainable — and eventually, buyers will realize again that they need someone who has expertise.
The coronavirus (COVID-19) pandemic has people with no choice but to adapt to virtual work and use more video.
4 Laws of Follow-up
Universal and evergreen rules for any business at any industry
#1 – Offer Items of Value
Having something to give. It can be a link, a download, an article, as long as its an item of value in every piece of communication. You can have only one item of value — but you can keep repurposing it!
Pull snippets & excerpts, small chunks that make people know that you are an expert. It’s truly an item of value when people take your material and say, “Tell me more!”
#2 – Automate What You Can
You don’t have to go crazy and keep repurposing the materials from the #1 rule manually. Automate texts, website posts, video content to provide, emails, and social posts. Remember, relationships can’t be automated, so the initial steps to nurturing can be automated before the sale.
If you are not automating, then you’re being inefficient. If you’re working solo and you’re not automating, then you’re more than likely to let things slip through the cracks.
#3 – Give away & Remove Your Inefficiencies
If it’s a poor use of your time, get rid of it and give it away. Don’t be afraid to invest time in training. Think how much time you can save by removing inefficient work.
Tune in to Daniel & Dr.Lee to explain more about this important rule!
It’s time to maximize your productivity: Leverage virtual assistants!
#4 – Be A Time Block Blocker!
Block time to save yourself time. Guard your precious time against interruptions that keep you from focusing, and be ruthless about it! This will keep doing what you’re best at, so you can produce the best dollar-productive results. So, if you’re a salesperson, just use your time to sell! The rest of the work can be managed by those who are good at those tasks! (Virtual assistants are key!)
Learn with Dr. Lee: Real Estate Coaching and Consulting
Simply put, MyOutDesk equips entrepreneurs with tools, strategies, and virtual employees – and when combined, businesses have a competitive edge and find growth while efficient systems and processes are put in place.
MyOutDesk proudly provides additional free business growth guides, books, and strategy calls.
See what we are about, andschedule a free consultation with us. We’ll take the time to learn more about your business and offer solutions to foster top talent and lower operational costs for your company.
Did You Know? MyOutDesk’s origin story is set during the last global financial crisis of 2008. Yes, that’s right — our business started by scaling businesses with virtual assistants during a recession! Our first client in 2008 went from five to seventeen VPs with a completely revamped organizational model in short order, and he told MyOutDesk, “Our virtual professionals have shaved $250,000 off our monthly overhead.”
https://www.myoutdesk.com/wp-content/uploads/2020/07/Dr-Lee-Davenport-FB-AD-1.jpg10801920Jeremyhttps://d2lwtl2ul2srdf.cloudfront.net/assets/mod_wide_header.pngJeremy2020-07-24 15:53:142021-07-12 16:19:31Disruptions Are Catalysts: The 4 Laws for FOLLOW-UP with Dr. Lee Davenport
This is the ultimate way that Real Estate Virtual Assistant ISAs convert leads and increase business for our clients. Last year our Virtual Assistants generated over $50 million in Gross Commission Income (GCI)! Over the last 13 years, MyOutDesk has been instrumental in the success and growth of over 6,000 clients.
For those who want the ultimate guide … We’ve compiled some examples of recorded calls from our ISAs in action as they generate revenue for our clients and we wanted to share them with you so you can get a direct look into what they can do and how they convert buyers and sellers into commission for our clients.
What is an ISA in Real Estate? (Inside Sales Agent)
A Real Estate ISA may be the solution to your problems, no matter what kind of prospecting you do. Circle prospecting, geo-farming, expired & FSBOs, calling past clients & working referrals – MyOutDesk ISA virtual assistants ensure that you’re generating all the leads you need and not missing opportunities for more business.
A Talented Real Estate ISA, like ours, can help you:
Lead Generation through calling expired listings, neighborhoods around just listed/just sold houses, agent spheres with information of value and asking for referrals, geographic farms to prospect for sellers.
Contact all leads through phone/text/email within 5 minutes of registration
Check with agents at least once a day on the status of their respective leads, as this will help the agents do their follow-ups.
Nurture prospects, follow up, record data, screen & qualify leads
Move leads through the funnel, set appointments & manage communications
Email outreach, research market trends, prepare business reports
Track and measure conversion ratios & meet performance benchmarks
Practice, memorize and internalize scripts
Manage contact database system & handoff hot leads to agents
Submit daily reports on calls, conversations, and appointments set.
Does it happen that you’re in the middle of the call and the flow of conversation doesn’t follow the script that you’ve posted on your wall? Suddenly you find yourself at a loss for words and completely unsure what to say next.
When you work with clients this can happen – but no need to worry, as you can use LPMAMA to guide you through each of your calls so you can make sure that you always complete the details that you need, matched with a superb quality of call with our leads as you sound more conversational and free-flowing.
Ultimate Guide to Effectively Train a Real Estate ISA
Let’s define exactly what LPMAMA stands for…
LPMAMA helps convert leads, sellers, buyers, and expired listings (with a Real Estate ISA Virtual Assistant)
L – Location
Prior to your Real Estate ISA’s calls, have the address of the property that your lead is interested in already handy. But is this the only one?
In their training scripts, make sure that you ask the lead if they will be open to other properties within the area or if there would any other areas that may also have their interest. (We have example scripts for you further down this article.)
Examples:
“Aside from this property, Would you be open to other properties as well in the area? As we will also try to find you other properties similar to this one that you’re interested in.”
“Aside from this City; do you find yourself interested in nearby Cities as well?”
P – Price
Price range is very important as this will help your real estate team to narrow down the search among the thousands of properties that are listed on the MLS. This is also the right time for your ISA to ask if they are already pre-approved or if they would be willing to be re-endorsed to the Realty’s in-house Lender.
Also, take note that location and price should be compatible with each other. For example, The lead’s pre-approved amount is only $90,000.00 but he wants a property located within Brooklyn, NY wherein the least prices of homes are around $250,000.00. This will give you a signal to pitch to the client the possibility of changing their preferred location since the Budget is not feasible within the Brooklyn Market.
Examples:
“I see that the house you’re interested in is priced at $110,000.00. Is this the amount that your lender pre-approved you for? What would be the price range that you’ll be more comfortable with?” (Take Note: Not all buyers are willing to max out their Pre-approved amount as this will bring them in a tight financial status)
“How much cash do you have in hand to purchase homes?”
M – Motivation
Gauging the Lead’s intent to moving in can also be done by knowing their motivation. Are they transferring to this area because it is closer to family members? Work? or Children’s School?. With all the different reasons that they might have, it also comes with a timeframe suited for every need.
For example, It’s August and you made a call to a family who is looking for properties in a specific area. You asked them for their reason for choosing that location and they said that their children will be transferred to a school near that area. This gives you an idea that they are moving in really soon because it’s already August and the school starts in September.
Here’s another scenario: You called the lead and he said that he is interested in the properties you have in the area. Then he mentioned that he is from another state. So you would ask, Why are you transferring to this area?
He then said, “I’m being relocated by my company to that state due to our expansion and would really need to find a property really soon since we’re opening in the next two months.” From a simple question, you were able to identify what is their timeframe as well as their urgency and you can use this as a negotiating tool by making them realize that you will cover everything for them and you’ll make sure that you’ll be meeting their timeline.
Example:
“You seem to be really interested among the properties in Brooklyn, is this actually closer to your work or your children’s school? I did ask because we can use that information to prioritize which properties would actually fit you best.”
A – Agent
This is one of the most important questions that you need to ask. You should be able to identify how is the lead looking for properties. Is it through the internet? Driving around the Area? or They are being assisted by an agent. Make sure that they are not working with an agent, and if they do, go ahead and ask if they have signed an Exclusivity Agreement with them. It is very important that you identify this in order for you to know if you can continue working with that lead or not.
While asking this question, you may encounter someone saying that he is already working with an agent and he is just searching for homes in the area. If this is the case, you might want to ask how is their agent assisting them in the process. Also, try to feel from the lead’s voice if there is any dismay from their agent as you can use this to negotiate with them to use your services instead.
How will you offer your services if they have a contract? In some states, it is mandatory for them to have an Easy Exit Clause for the contract wherein they can cancel at any time the services of their agent and it’s effectivity will take place after 48 hours.
Key Questions:
“How do usually look for homes in the area? Is it through the websites? Driving around the area? or are you being assisted by an agent?”
“That’s great that you already have an agent working with you, however, did you sign an exclusivity agreement with them?”
“Can I ask an honest question? If your agent is so good and he is assisting you very well in the process, how come he is letting you look for homes by yourself?”
M – Mortgage
One of the key factors during a home search is how are they planning to purchase the property? Will they be buying it through cash or financing? In order for a lead to go to the next steps of the process, they should be able to secure at least a pre-approval from their preferred lenders. These approvals can give you an exact amount on what price will your lead be eligible to thus improving your home search. A follow-up question for this will be how much cash do they on hand to proceed with the purchase. How much can they give for the down payment and how much will they be putting in the mortgage.
Most of the agents do require at least a 20% down payment for the home. And in some cases, pre-approvals are used by the Agents to prioritize which lead should be attended to ASAP. But in cases that your lead has not gone through the process yet, endorse them to your preferred lender so they can give them a call and provide them an estimate for their pre-approved amount. Just make note of the minimum credit score accepted by your lender so you can also check if your lead qualifies among their standards or not. If your lead does not know their credit score. Have them log in to annualcreditreport.com but remind them that pulling up their records will have a negative impact on their scores.
Key Questions:
“How are you planning to purchase your home? Is it through Cash or Financing? – How much cash do you have on hand to purchase homes?”
“How much down payment can you make?”
A – Appointment
Last but most important of them all is the date of the appointment. Giving your Agent an opportunity to meet the lead face to face or to have them on the phone will definitely be an advantage as they can now use their negotiation skills with the lead thus making them inclined to have a contract with your agent in buying or selling homes. Remember that setting up an appointment should be done assertively as you need to make them feel that you are guiding them in the process. The majority of the Leads are First Time Homebuyers and they are definitely in need of someone who will guide them in the process and show them what their next steps will be.
Another key to having them agree to have an appointment is to let them know what will be the benefits that they can have when they choose to meet up with the agent. Always emphasize the “WIIFMs” What’s In It For Me? And there are a lot of things that you can offer to them which they will not get by simply looking at the homes available via the internet or by walking in inside an Open house event to talk to the listing Agent. Offers may come as Special listings with great offers and discounts which are never posted on the internet, the Ability of your Agent to further understand the type of home they’re looking for to narrow down or expand their search, Prioritization when it comes to Inquiries and Showing appointments and many more.
Examples:
“Let me schedule you for an appointment tomorrow with my Agent so he can have a better understanding of what type of home you’re really looking for. I can have you booked at 3 PM or 5 PM, which one will work for you?”
“Why don’t I have the best local agent in the area call you at 5:30 this evening and provide you with more details about this listing as well as pre-approvals and more options for some of the top listings in this area? There’s no commitment at this point. It’s just over the phone with my agent — who really listens…”
You’re not maximizing your real estate team’s potential without a Real Estate ISA/Prospector— each week up to 60% of your team’s time is wasted on busy work (pre-qualifying leads, cold-calling, nurturing, etc.) It’s time to get more efficient AND lower operational costs. Hire a Real Estate Inside Sales Agent (ISA) so that you and your agents can dedicate your time to the more important, dollar-productive tasks (a.k.a. closing the deal!).
You can find Real Estate ISA candidates, with varying talents and capacities through your own recruitment efforts, or with a cost-effective partnering service that specializes in affordable full-time virtual assistant ISAs, like MyOutDesk.
Hiring an ISA for Real Estate (Inside Sales Virtual Assistant)
Focus on the bigger picture — close more deals & grow your business. How? With an experienced Real Estate ISA virtual assistant to operate a more efficient funnel, MyOutDesk cuts your costs (up to 70% on employment costs) all while helping you to scale business. To book an interview with those in our talent pool, click here.
Your Real Estate ISA can do follow-up and appointment settings for your Buyer lead. In the call below, our ISA is calling to follow up on an inquiry on a specific property. She is able to ask the lead some qualifying questions and ask about some details that they need as well. In this call, she is able to set up an appointment so they can visit the property. Click below to listen.
Seller Leads
Find more sellers and earn more commission with our Real Estate ISA’s. Our Virtual Assistants help our clients with this every day. Here’s an example:
Expired Leads
We know that one of the best lead sources is Expired Leads. After your sphere of influence, expired leads are a great source because they are people raising their hands and saying “I actually want to sell but the last guy couldn’t.” Your Real estate ISA can be a huge help in closing these deals. We’ve got people trained to make these calls for you, listen to one such example below.
These are just a few of the thousands of calls our ISA’s make in a day. We have over 500 Real Estate ISA’s, each one hitting about 20-50 dials per hour having 20-30 conversations a day. That is at least 2,800 dials and conversations EVERY DAY. Are you able to focus on your prospecting as much? Do you want to be able to prospect at this level for your business? Would you like to “duplicate” yourself?
Our talented and motivated Real Estate ISA’s always have great scripts that they practice and role-play on a regular basis. One of the tried and tested scripts we have is the LPMAMA. LPMAMA stands for Location, Price, Motivation, Agent, Mortgage, and Appointment. This simple little script has led to many a closed deal. This is how it works.
To help you out, we’d like to give you this script! You can download it HERE (2018 version).
Stay up-to-date >> We have MANY MORE timely & helpful scripts + downloadable strategy guides on our free consultation signup page, below.
Gain more leverage and time to work on your business instead of in it. Hire your Real Estate ISA and keep your pipeline flowing while you focus on your revenue-producing activities to grow your business!
Experience The Difference
MyOutDesk can save you up to 70% on employment costs
Access a free business strategy consultation & ‘Grow Virtual’ Guide (+ Instant access to MORE scripts & real estate strategies)
Did You Know? MyOutDesk’s origin story is set during the last global financial crisis of 2008. Yes, that’s right — our business started by scaling businesses with virtual assistants during a recession! Our first client in 2008 went from five to seventeen VPs with a completely revamped organizational model in short order, and he told MyOutDesk, “Our virtual professionals have shaved $250,000 off our monthly overhead.”
https://www.myoutdesk.com/wp-content/uploads/2019/04/lpmama-2.jpg456972Jeremyhttps://d2lwtl2ul2srdf.cloudfront.net/assets/mod_wide_header.pngJeremy2020-07-20 14:30:482021-07-12 16:23:29Listen to Real Estate ISA Live Calls today
