How do you convert leads into actual business? This is a question that plagues every Realtor’s mind constantly. Smart technology has expanded and developed so rapidly that innovations have actually changed the landscape of the Real Estate industry. With home searches right at the fingertips of buyers and quotes available for sellers via their smartphones, Real estate agents now have access to a much broader audience, but in turn, gives potential clients so many options, sometimes, too many.
How do you find a way to get that edge over everyone else? How do you capture these potential leads? How do you determine what buyers are serious now, or need to be revisited in another 6-12 month? More importantly, how do you nurture these leads without taking your time away from selling homes to your current clients? That’s where your inside sales agent (ISA) comes in.
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First of all let’s address what an Inside sales Agent is exactly. An ISA is a representative who takes over the responsibilities related to your leads. How? Well, they maintain contact with your leads until the time that they are ready to make a move. They can also call cold lists and nurture existing ones.
Here are some other responsibilities they could take on for your business:
LEAD GENERATION, ADVERTISING, & PROMOTION:
- Lead Tracking and Coordination
- Database Management
SELLER PROSPECTING & SERVICING:
- Prospect for Listings – General
- Prospect – Expireds
- Prospect – For Sale by Owners
- Prospect – Geographic Farm
- Prospect – Past Clients & Allied Resources
- Lead Follow-up
- Lead Nurturing
BUYER PROSPECTING & SERVICING:
- Prospect for Buyers
- Follow-up on Buyer Leads
- Set Buyer Appointments
- Obtain Testimonials & Referrals
- Answer Phones
- Take and Deliver Messages
- Check Voice Mail
- Return Calls
While reading through this list, you may find that these are things you can and most likely already are, doing yourself. This is the secret of many top performing real estate agents! They delegate these tasks and focus on other aspects of the business. They find leverage with their ISA’s and are able to work on the areas in their business that only they can work on, because they have more freedom to do so. By delegating these responsibilities to your ISA you not only guarantee that you have a dedicated team member who ensures that none of your leads go to waste but you also get to focus on what you do best: closing deals and building relationships.
Retain your Internet Leads
Your inside Sales Agent could stay on top of your incoming internet leads and ensure that your speed to lead is impeccable. Studies have shown that your chances of converting a lead decreases the longer you wait to reach out to them. Having an ISA on your team means that you can act quickly once you receive an online inquiry and increases your chances of converting them.
Increase Your Sales
When you find the right ISA you will see an increase in business. Research shows that Real Estate agents who use ISAs in their business have seen at least a 300% return on investment. The simple fact that you have a trained and knowledgeable team member to focus on your leads will pay off in of itself. Furthermore, if you are able to put other strategies in place that will utilize your ISAs talent in hand with your business plan, your business could sky rocket. You could also have your ISA’s boost your referral business by asking for referrals or reviews.
Research provides much proof that an ISA can be a huge game changer for your business. We have a multitude of success stories that we’ve heard from our clients as well.