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The Sales Guide: A deep look into Sales Development operating models

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 in this guide covers:

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 sales people–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.

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The Sales Development Cycle

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 the 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.

[Considering an SDR Virtual Assistant?]

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Recommendations for Improving Sales Development Effectiveness

Business models must change and adapt gradually over time 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 over time 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 sales people 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.

Sales Development Reps – The True Catalysts in Business

See also:
How to determine & hire talent – Link
Who do I hire? – Link

3. The last step is to prepare several call scripts angles to best serve leads and land the sale.

You can do this best by referring to our Lead Motivation, Fit, and Timeframe Framework, below.

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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 in 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?”

[Considering a Virtual Assistant?]

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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 aquisition, time-savings, and lowering overhead.

View and download our SDR resources guides, here.

ENVISIONING OF A NEW REALITY FOR YOUR BUSINESS

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 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! 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.”

See Also:

Marketing Virtual Assistants for Your SEO: Link

Explained: What is a virtual assistant? Link

Ultimate Guide to Find, Hire, Train a Real Estate ISA (Scripts Included) – Qualifying & Converting More Leads TODAY!

August 20, 2020/in Inside Sales, Property Management, Real Estate /by Jeremy

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.

Read this article, and you’ll find:

What is an ISA in Real Estate? (Inside Sales Agent)
LPMAMA (The ISA Mantra)
How to Find a Real Estate ISA
Hiring an ISA for Real Estate
Ultimate Guide to Effectively Train a Real Estate ISA
Listen to LIVE Calls, Examples, and Scripts!
Converting leads, sellers, buyers, and expired listings with a Real Estate ISA Virtual Assistant

For those who want the ultimate guide … We’ve compiled some of example 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 & hand off hot leads to agents
Submit daily reports on calls, conversations, and appointments set.

…and so much more.

[Considering a Virtual Assistant?]

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LPMAMA (The Real Estate ISA Mantra)

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.

[Considering a Virtual Assistant?]

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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 are 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 in 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, Its August and you made a call to a family who is looking for properties on 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 its already August and the school starts on September.

Here’s another scenario: You called the lead and he said that he is interested among 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 your work or you 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 you’re 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 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 login 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 appointment. Giving your Agent an opportunity to meet the lead face to face or to have them in 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. Majority of the Leads are First Time Home buyers and they are definitely in need of someone who will guide them in the process and to 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, 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 on what type of home you’re really looking for. I can have you booked at 3PM or 5PM, 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…”

Feel free to create your own questions on how to ask them about that specific information and contact us so we can also compile all those great questions for everyone to use, and click here to schedule your free business strategy call now!

[Considering a Virtual Assistant?]

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How to Find a Real Estate ISA

You’re not maximizing your real estate team’s potential without a Real Estate ISA/Prospector— each week up 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.

[Considering a Virtual Assistant?]

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Listen to LIVE Calls, Examples, and Scripts!

Buyer Leads

Your Real Estate ISA can do follow-up and appointment setting for your Buyer leads. 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 are 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 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.

[Considering a Virtual Assistant?]

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Download Our Script

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 cost

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.”

Speed For LEADS: Your PACE Makes Or Breaks Your Business!

August 6, 2020/in Accelerator, Inside Sales, MOD Virtual Assistants /by Jeremy

How fast is your lead followup? 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 contacting 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 business, 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, 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 cost
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 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 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 cost
Claim a free business strategy consultation & ‘Grow Virtual’ Guide

“Striking Oil” – Hire, Train, Manage a Real Estate Virtual Assistant

August 3, 2020/in Administrative, Inside Sales, Marketing, MOD Virtual Assistants, Property Management, Real Estate, Webinars /by Jeremy

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 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 cost
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 to 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.

Visit The Real Estate Trainer to learn more about real estate success & virtual assistants.

Grow Your Virtual Strategy Today!
Access the ‘Grow Virtual’ Guide
& Schedule a free consultation

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.”

If you don’t have an assistant then you are one: Managing Growth & Culture

August 3, 2020/in Accelerator, Administrative, Inside Sales, Marketing, MOD Virtual Assistants, Podcast /by Jeremy

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

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 strong culture among remote workers
Processes he uses to enforce accountability, engagement, work quality and oversight among global remote teams

“If you don’t have an assistant then you are one.”

– Daniel Ramsey

Connect with Daniel Ramsey:

Website: https://www.myoutdesk.com
LinkedIn: https://www.linkedin.com/company/my-outdesk
Twitter: https://www.twitter.com/myoutdesk
Facebook: https://www.facebook.com/MyOutDesk.LLC/

Connect with the hosts of Manage Smarter:

Website: ManageSmarter.com
Twitter: @ManageSmartPod
LinkedIn: Audrey Strong
LinkedIn: C. Lee Smith

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Facebook: https://www.facebook.com/salesfuel/

Disruptions Are Catalysts: The 4 Laws for FOLLOW-UP with Dr. Lee Davenport

July 24, 2020/in Administrative, Inside Sales, Marketing, MOD Virtual Assistants, Property Management, Real Estate, Webinars /by Jeremy

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.

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MyOutDesk Founder & CEO Daniel Ramsey sits with Dr. Lee Davenport for a special interview. A short backstory –– During 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 cracks.

#3 – Give away & Remove Your Inefficiencies

If it’s poor use of your time, get rid of it and give it away. Don’t be afraid to invest time on training. Think how much time you can save by removing inefficient work.

Tune in to Daniel & Dr.Lee 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 sales person, 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

Contact her at @learnwithdrlee (all socials) or visit http://www.learnwithdrlee.com/

Catalyze a New Reality for Your Business

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, 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.

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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.”

Erin McCormick-Torres: Focus On Your One Thing & Give The Rest Away!

February 21, 2020/in Administrative, Inside Sales, Marketing, MOD Virtual Assistants, Real Estate, Testimonials /by Tim

Erin McCormick-Torres is the Chief Operating Officer at Hergenrother Realty – the #4 top-ranked RealTrends team in America. What’s her secret to success? MyOutDesk virtual assistants! Her organization leverages them to dominate the Burlington, Vermont market with over 2,000 transactions a year.

“I actually don’t like personally the word delegate. I prefer leverage, because I think it speaks to opportunity. When you view it as I’m not giving this person a this task because I’m too good for it – I’m giving them them an opportunity to contribute. It’s a growth opportunity for someone else on my team, and it allows me to be freed up for things that are dollar producing.”

Erin believes that every successful agent has what Gary Keller calls their “one thing” – and if they’re wasting time on paperwork & repetitive administrative tasks, it takes them away from doing what really matters: the dollar productive opportunities that generate new business.

That’s why Erin has implemented MOD virtual assistants throughout the Hergenrother organization – supporting agents, brokers & executives with administrative expertise to allow them to focus on what matters. If you’d like to learn how to leverage virtual assistants in your business, learn how MyOutDesk can help boost your productivity for a fraction of the cost of in-house staff! Schedule your Double My Business Strategy Session now!

As Chief Operating Officer for Adam Hergenrother Companies, Erin oversees listing management, transaction coordination, finance, marketing, client care and agent services. She also works on branding and positioning, lead generation strategies, content development and overall marketing strategies for Adam Hergenrother Training, BlackRock Construction, Adam Hergenrother Foundation, and Keller Williams Vermont.

“Look really hard at your calendar, because if its filled up with tasks that aren’t actually income producing then it’s time for you to hire. By eliminating six hours of things on your calendar that don’t matter by hiring a virtual professional, you can use that time purposefully to generate more business – and you’re going to pay for that leverage many, many times over.”

Outside of her COO role, Erin is also a licensed Realtor, runs the popular Vermont blog Travel Like a Local: Vermont, just published her first book, and enjoys consulting with Vermont businesses on marketing, branding, and audience acquisition strategies. She handles a lot of tasks, but she doesn’t do it alone: her virtual assistants support her 100% of the way, giving her the ability to apply her expertise to top-level tasks that make a difference!

It comes down to leverage: if you don’t have it in your business, get it now! Schedule your Double My Business Strategy Session now, and drill down on doing your one thing to the absolute best of your abilities.

6 Stages to a 7 Figure Business, Part 2 – Outbound Prospecting

February 12, 2020/in Inside Sales, MOD Virtual Assistants, Scale The Series /by Abby

In Real Estate, Residential Services, Health & Wellness, and many other industries, Circle Prospecting entails making calls to people within a specific geographic area and asking them for an appointment for a consultation. It is one of the easiest methods of prospecting today. Circle prospecting offers a unique niche market that you might not reach otherwise. The goal of circle prospecting is to grow your database and set appointments that you may later covert into revenue.

Do you need someone to focus on your circle prospecting and demographic building? A MyOutDesk Virtual Assistant can do that for you! Schedule your Double My Business Strategy Session Today to find out how.

Using the right circle prospecting script is essential to getting those appointments set. In onboarding your ISA/Sales Development Representative (SDR) you should plan on 30 minute coaching and role playing sessions each morning for the first 2 weeks. These sessions will enable your ISA/SDR to gain confidence in delivering the script and help with objection handling. ISA/SDRs typically are equipped with a script that enables you to target neighborhoods where you have had success; i.e. draw a circle around the area you just closed a deal.

Demographic Dialing works the same way as circle dialing, but you target using other attributes such as age, income or gender.

For those looking to build an SDR team, utilizing Virtual Professionals integrated with multiple channels such as email, SMS, social media, and phone is a winning strategy. Start with a repeatable cadence across multiple channels to nurture leads and give SDRs the actionable data they need to reach prospects in context. While your process can and should be optimized over time, a perfect sequence of automated emails will never replace real-time insights on buyer behavior that allow SDRs to create a meaningful relationship with their prospects.

An SDR’s secret weapon is their own time. An SDR can do what a marketing automation can’t; namely, they can take the time to research prospects and then reach out with hyper relevant messages.

An SDR also has the advantage of using channels that can’t be automated, such as phone calls and social media actions. However, we know it takes several touches to convert a lead, and strategies that use four or more channels are 300% more effective.

Why Speed To Lead Will Make Or Break Your Business!

February 5, 2020/in MOD Virtual Assistants /by Abby

How fast is your lead followup? 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 contacting 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 business, 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, 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 a Double My Business Strategy Session today to learn more.