Shane Leichty
May 2021
Papples and the Team were excellent. We got interviews, with very qualified candidates and now I'm ready to start our training with our new Team Member! Very satisfied & excited to build into an even better organization.
Fill Your Pipeline With Appointments
Real Estate Inside Sales Agent
Our real estate ISAs handle expired listings, FSBO outreach, circle prospecting, lead qualification, and follow-up so your agents can focus on closing deals and serving clients.
Understanding the Role
What Is a Real Estate ISA?
A real estate ISA (Inside Sales Agent) is a specialized sales professional who works the phones — not the field. Their sole job is to convert leads into appointments for your outside agents. ISAs handle inbound lead follow-up, outbound prospecting (expired listings, FSBOs, circle prospecting), lead qualification, and appointment setting.
ISAs are not admin assistants and not showing agents — they are trained salespeople who work inside your organization. As we've written in our ISA training guide: "Real estate ISAs are often misunderstood as receptionists or personal assistants. This is inaccurate and misleading, as a true RE ISA is so much more than that."
| MyOutDesk Inside Sales Agent | Outside Agent | Admin Assistant | |
|---|---|---|---|
| Primary focus | Lead conversion & qualification | Showings, negotiations, closings | Operations & paperwork |
| Work location | Phone, CRM, email | In-field with clients | Office/remote |
| Daily call volume | High-volume outbound outreach | Minimal (reactive) | Minimal |
| Client interaction | Phone/text/Zoom | Face-to-face | Minimal |
| Income structure | Base salary + performance bonuses | Commission-based | Fixed salary |
| Licensing required | State-dependent | Yes, always | No |
Real Estate Leaders Trust MyOutDesk
What Top Producers Say About Their ISAs
Hear from coaches, broker-owners, and team leaders who use MyOutDesk to keep follow-up consistent and appointment setting moving.
Bob Corcoran
WSJ's #1 Real Estate Coach
"Make the mindset shift to being your own CEO. Why are you still entering your listings yourself? Our best clients are using MyOutDesk virtual assistants to do all of this. Do you want to make $2,400 an hour prospecting or waste time entering listings? It's all about leverage."
Tom Ferry
#1 Ranked Real Estate Coach
"MyOutDesk is where you'll find real estate trained Virtual Assistants. When you hire them for 8 hours a day, they actually work a full 8 hours a day — without the meetings, calls, bathroom breaks & everything else. They work, work, work, which is why they get so much done."
Mark Spain
Broker/Owner, RealTrends Top 10
"Our experience with MyOutDesk has been amazing! They have provided us with hard working and dedicated virtual assistants with the skill sets that meet our company needs. We set high standards and they have met them all. They've saved our company time & money."
Rudy Kusuma
Broker/Owner, Team NuVision
"MyOutDesk adds so much value — they don't just provide the people, they train them! When you add a MyOutDesk virtual assistant to your sales team, that's how people like me grow from being a nobody back in 2007 to making over $10 million in GCI last year."
Patrick Ferry
Broker & Coach
"The truth is that top producers simply don't have the time to follow up with all of the abundant leads that are available, which is why virtual assistants make so much sense, especially considering the cost savings. I have a VA, and it's absolutely been a slam dunk for me."
Wanda Smith
REALTOR, BHHS Towne Realty
"People ask me how I can afford a virtual assistant. I can't afford NOT to have one! Since hiring a virtual professional, my business has increased 322%. My VA handles my emails, phone calls, transaction work, everything I need help with. She's like my partner."
322%
Business growth reported by Wanda Smith after hiring her MOD VA
$10M+
GCI achieved by Rudy Kusuma after scaling with MyOutDesk ISAs
8,500+
Businesses served by MyOutDesk across industries
Client outcome snapshots above come from attributed MyOutDesk customer stories and should be read as individual results, not universal averages. [3]
Why Real Estate ISAs
Never Let Another Lead Slip Through The Cracks
In real estate, speed to lead is everything. But when you're busy showing homes, negotiating contracts, and managing closings, following up on every lead is nearly impossible.
Our real estate ISAs specialize in inside sales for your team: qualifying inbound leads from Zillow and Realtor.com, calling expired listings and FSBOs, circle prospecting neighborhoods, and nurturing your database so no opportunity goes to waste.
MyOutDesk real estate ISAs are rigorously vetted and trained in real estate prospecting workflows, and many teams use the model to save up to 70% compared to hiring an in-house ISA. That structure keeps agents focused on showings, negotiations, and closings while the ISA owns response time and follow-up consistency.
Research-Backed Benchmarks
What the Best External Research Says About ISA Work
The strongest outside signals all point to the same operating model: respond fast, stay in follow-up, and make sure one person owns the appointment-setting motion.
Fast response wins
7x
Harvard Business Review reported that teams contacting online leads within an hour were nearly seven times more likely to qualify the lead than teams that waited even one hour longer.[1]
Follow-up takes time
10 weeks
NAR reports buyers spent a median 10 weeks searching for a home in 2025, which is why ISA follow-up needs persistence instead of one-and-done outreach.[2]
Buyer selection happens early
67%-76%
NAR found most buyers interviewed only one agent before deciding who to work with: 67% of first-time buyers and 76% of repeat buyers.[2]
Seller selection happens early too
80%
NAR also found 80% of recent sellers contacted only one agent before finding the right agent to work with.[2]
These are the benchmarks that make a dedicated ISA function valuable: quick response, repeated follow-up, and a consistent handoff to licensed agents.
Decision Framework
Signs You Need a Real Estate ISA
If any of these sound familiar, a dedicated ISA can transform your pipeline.
You're closing 1–2+ deals/month but can't grow past that ceiling
Your agents are maxed out serving current clients, with no bandwidth to prospect for new business.
You have 500–1,000+ leads that aren't being contacted
Leads from Zillow, Realtor.com, Facebook Ads, and open houses are sitting untouched in your CRM.
Your lead response time is measured in hours, not minutes
The qualification window closes fast. Harvard Business Review found teams that responded within an hour were nearly seven times more likely to qualify an online lead than teams that waited longer.[1]
Your agents spend 60%+ of their time prospecting instead of closing
Every hour your best agents spend dialing is an hour they're not negotiating, showing, or closing.
You're paying for lead sources but conversion rates are below 2%
Zillow, Realtor.com, and Facebook Ads generate leads — but without consistent follow-up, you're burning that budget.
You've hired admin help but they can't convert leads
Admin assistants keep your operations running, but they don't have the sales skills to qualify and convert prospects.
Built for Real Estate Teams
The #1 Virtual Assistant Provider in Real Estate
Over 18 years, we've partnered with 8,500+ clients, including real estate teams, brokerages, and expansion groups. Our ISAs integrate directly into your workflows, scripts, and CRM so agents can stay focused on licensed, revenue-producing work.
"Our experience with MyOutDesk has been amazing! They have provided us with hard working and dedicated virtual assistants with the skill sets that meet our company needs. We set high standards and they have met them all."
"MyOutDesk VA's can do almost everything. I cannot think of anything my Virtual Assistants CAN'T do except show properties themselves."
What We Handle
What A Real Estate ISA Can Do For You
Expired & FSBO Outreach
Reach out to expired listings and for-sale-by-owner leads daily to convert them into seller appointments.
Vulcan 7 & Your VA →
View details
Circle Prospecting
Target neighborhoods around recent listings and sales to generate new seller and buyer leads.
What Is Circle Prospecting? →
View details
Lead Qualification
Screen and qualify inbound leads from Zillow, Realtor.com, and your website so your agents only work with serious prospects.
View details
Warm & Cold Calling
Proactively reach out to purchased leads, past clients, and your sphere of influence to fill your pipeline.
View details
Lead Nurturing & Follow-Up
Keep leads engaged with targeted follow-ups and drip campaigns until they're ready to buy or sell.
The Lead Follow-Up Gap →
View details
Dialer & CRM Management
Manage your calling systems and CRM to keep data clean and workflows running smoothly.
Best Real Estate CRMs 2026 →
View details
Proven Methodology
How Our ISAs Qualify Leads: The LPMAMA Framework
Every MyOutDesk ISA is trained on the LPMAMA lead qualification framework — a 6-step methodology used by top-producing teams to assess buyer readiness and guide conversations toward setting appointments.
L
Location
Narrow the search area to understand where the buyer wants to live and which neighborhoods match their needs.
P
Price
Establish a comfortable price range and ensure the buyer's expectations align with market reality.
M
Motivation
Determine the urgency — relocation, lifestyle change, investment, downsizing — to prioritize high-intent leads.
A
Agent
Assess whether the prospect is already working with another agent, so your team can engage appropriately.
M
Mortgage
Confirm pre-approval status and financial readiness to ensure the lead is qualified and able to transact.
A
Appointment
Set the meeting. This is the goal of every ISA conversation — a qualified appointment on your agent's calendar.
Read the full framework with scripts and training checklists in our ISA Training Guide.
Cost Comparison
How Much Does a Real Estate ISA Cost?
Common In-House Cost Buckets
Compensation varies by market and pay plan, but the budgeting issue is consistent: the true cost of an in-house ISA is more than salary alone.
- Base pay Salary or hourly compensation
- Variable comp Appointment or production incentives
- Payroll costs Taxes, benefits, and paid time off
- Tooling CRM seats, dialers, data, laptop, headset
- Fully loaded cost Always higher than headline pay
The Hidden Costs
- Recruiting and replacement time whenever the first hire misses or leaves early
- Ramp time before scripts, objections, and CRM workflows are consistent
- Manager time spent on QA, coaching, reporting, and pipeline cleanup
Virtual ISA with MyOutDesk
The virtual model moves much of the recruiting, screening, and operating overhead into a monthly service structure:
- Flat monthly rate, all-inclusive — no benefits overhead, no payroll taxes, no equipment costs
- Save up to 70% compared to in-house hiring
- Lower fixed overhead than recruiting and tooling a full in-house seat
- Hiring and rematch support if your coverage needs or role definition changes
- Pre-vetted talent familiar with real estate CRMs and dialers
- SOC 2 & HIPAA compliant — enterprise-grade security
Training & Onboarding
How MyOutDesk ISAs Are Trained
Our ISAs arrive pre-trained with real estate experience. Here's what they bring and how your onboarding works.
Your Onboarding Roadmap
| Phase | Timeframe | Activities |
|---|---|---|
| Foundation | Week 1 | CRM setup, script training, market familiarization, shadow calls |
| Supervised Calling | Week 2 | Live calls with coaching, role-play sessions, objection handling |
| Independent Operation | Weeks 3–4 | Full calling schedule with weekly coaching check-ins and KPI reviews |
| Full Production | Month 2+ | Autonomous operation, performance optimization, ongoing feedback |
Watch: MyOutDesk CEO Daniel Ramsey on Virtual Team Onboarding
For the full training methodology, read our ISA Training Guide and Virtual Team Onboarding Guide.
Performance Metrics
How to Measure Your ISA's Performance
Track these KPIs to see whether your ISA is improving response coverage, appointment output, and closed business.
| KPI | What It Measures | Working Benchmark |
|---|---|---|
| Speed to lead | Time from lead inquiry to first contact | Minutes, not hours[1] |
| Daily dials | Total outbound call volume | Set by list quality and answer rate |
| Daily conversations | Connected calls with live prospects | Trend upward week over week |
| Call-to-appointment rate | Conversations that become booked appointments | Benchmark by lead source |
| Appointment-to-close rate | Set appointments that result in closed deals | Review monthly by agent and source |
| Cost per appointment | Total ISA cost divided by appointments set | Track monthly |
| Cost per closed deal | Total ISA cost divided by ISA-attributed closings | Track monthly |
| Lead-to-close cycle | Days from first contact to closing | Expect a multi-week or multi-month cycle by market[2] |
Compare Your Options
In-House vs. Outsourced vs. Virtual ISA: Which Model Fits Your Team?
In-House ISA
Pros
- + Maximum control
- + Cultural alignment
- + In-office collaboration
Cons
- - Highest fixed overhead
- - Longer recruiting and ramp cycle
- - Training and QA stay on your team
- - Harder to flex coverage quickly
Best for: Teams with 10+ agents and established training programs
Freelancer ISA
Pros
- + Lower upfront cost
- + Flexible hours
Cons
- - No vetting guarantee
- - Inconsistent availability
- - No oversight tools
- - No compliance certifications
Best for: Short-term projects or overflow support
Virtual ISA (MyOutDesk)
Pros
- + Save up to 70% vs. in-house
- + Pre-vetted talent
- + Built-in hiring support
- + Flat monthly rate
- + SOC 2 compliant
- + Dedicated remote execution
Considerations
- Remote (mitigated by oversight tools)
- Time zone scheduling (dedicated hours)
Best for: Solo agents through large brokerages seeking scalable, cost-effective lead conversion
"I started with an ISA first and it's been pretty amazing since then. Since then I've hired 2 more ISAs. Once I had the system down, I could see the return coming back very quickly. It's in a month. I'm paying for them for the whole year."
Tristan Ahumada
REALTOR, Lab Coat Agents Co-Founder, LA/Ventura County
Security & Compliance
Your data is protected by enterprise-grade security
Every MyOutDesk virtual professional operates within a security framework built for the world's most regulated industries. From SOC 2 certified operations to CIS Level 2 hardened devices, we go beyond industry standards.
SOC 2 Type I Certified
Verified controls for enterprise security
CIS Level 2 Hardened Devices
MyOutDesk managed endpoints secured to CIS Benchmark standards
HIPAA Compliant
Safeguards for protected health information
PCI-DSS Compliant
Payment card data handled with certified controls
See the Difference
How We Compare
| Feature | Full-Time Hire | Freelancer / Marketplace | MyOutDesk |
|---|---|---|---|
| Time to hire | 4–8 weeks | 1–2 weeks | As little as 1 week |
| Screening | You run it | Self-reported | 6-stage vetting, 0.7% pass rate |
| Education | You verify | Unverified | College degree required |
| Dedicated to you | Yes | Rarely | Yes, full-time |
| Cost structure | Salary + benefits + overhead | Hourly, unpredictable | Flat monthly rate, all-inclusive |
| If it doesn't work out | Start over | Start over | We rematch at no extra cost |
| Oversight tools | You provide | None | Productivity tracking included |
| Legal entity (US & PH) | N/A | No | Yes |
| SOC 2 compliance | Your responsibility | No | Third-party audited |
| HIPAA verified | Your responsibility | No | Yes |
Verified Reviews
What Our Clients Say
4.9 (306 reviews)
-
-
Amy Rivera
Dec 2023this company is fantastic! Very professional, kind and easy to work with. They even guide you through the hiring process and have resources to help your business succeed with their professionals.
-
Shawna Jones
Mar 2021MyOutDesk has consistently provided the talented leverage I need to grow my business in a scalable model. From the CEO to the placement team to virtual assistants, I have been impressed by their professionalism and desire to truly meet my needs!
-
Justin Richards
Sep 2019My company, Entegra Real Estate, has had a great interaction with MyOutDesk thus far. Great communication! High energy! Clear battle plan to ensure a positive roll out for us. Very pleased!
-
Jennie Landau
Apr 2019Jay was wonderful at finding us candidates to interview. He follows up regularly, and really listens to his client's needs. The interview process was a breeze, and we had many resumes to review prior to video-chatting with candidates. Can't wait for our newly hired Virtual Assistant to join our team! Highly recommend My Out Desk.
-
Charles Benton
Jul 2019My experience with MOD has been great, they are very professional and helped me find a VA within a week.
-
Prime 1 LIR
Jan 2020Great experience!
-
Lisa Earley
Aug 2019Fabulous experience. I have hired six virtual assistants in the past and this was the first time with this organization. Fabulous experience. Super easy and fast.
-
Jenny Duncan
Nov 2019Very personable, informative and helpful!
-
John Schamber
Oct 2019Wow. Outstanding. From my first contact with the folks at My Out Desk, through my interview process, they informed me, took away my fears, and inspired me. I'm now on the road to having a virtual assistant to help me shore up my business and grow in the coming months. They've energized me. I'm excited to work with them.
Legal & Compliance
Do Real Estate ISAs Need a License?
Licensing requirements vary by state. Here's what unlicensed ISAs can and cannot do in most jurisdictions.
What Unlicensed ISAs CAN Do
- Make introductory calls and set appointments
- Gather basic information (timeline, budget, motivation)
- Schedule showings on behalf of a licensed agent
- Follow up on inquiries and nurture leads via phone, email, and text
- Enter and update data in CRM systems
What Unlicensed ISAs CANNOT Do
- Discuss specific property details or pricing
- Quote market values or provide property evaluations
- Negotiate terms on behalf of buyers or sellers
- Show properties independently
- Provide real estate advice
MyOutDesk ISAs are trained to operate within legal boundaries in every state. Our scripts and processes are designed to maximize lead conversion while staying compliant with your state's regulations. Rules vary by state — check your local real estate commission for specific requirements.
Helpful Resources
Real Estate Articles & Guides
Tips, strategies, and insights to help you get the most from your real estate virtual assistant.
Real Estate, Virtual Assistants
The Best Real Estate CRM Software In 2026
Choosing the right real estate CRM can transform your business. This 2025 comparison guide reviews the top platforms, so you can scale smarter and serve clients better.
Read more
Real Estate
What is Circle Prospecting in Real Estate? (Benefits, Tips, and How to Use VAs)
Discover everything you need to know about circle prospecting in real estate! Learn how this powerful lead-generation strategy can help you secure more listings, build brand awareness, and keep your pipeline full. From essential tips to maximize your results to leveraging virtual assistants (VAs) for seamless execution, this guide covers it all.
Read more
Real Estate, Virtual Assistants
Boost Your Real Estate Business with Virtual Teams: Thriving in Tough Markets
In the ever-evolving real estate market, professionals face significant challenges. Today, realtors grapple with tripled interest rates, a one-third drop in transaction volumes, and record-low NAR membership since October 2022. The recent NAR settlement further complicates the landscape. Despite these hurdles, drawing on past experiences can provide valuable insights for navigating current and future uncertainties. … Read more
Read more
Build your perfect remote team
Explore More
Related Virtual Assistant Services
Not exactly what you need? These services pair well or cover similar tasks.
Transaction Coordinator
Contract to close management
Inside Sales Agent
Lead generation & qualification
Loan Processor
Document collection & pipeline tracking
FAQ
Common questions
What is a real estate ISA?
A real estate ISA (Inside Sales Agent) is a specialized sales professional who focuses on converting leads into appointments for your showing agents. Unlike admin assistants, ISAs are trained salespeople who handle cold calling, lead qualification, follow-up, and appointment setting — working the phones so your field agents can focus on closing deals.
How much does it cost to hire a real estate ISA?
Hiring cost depends on whether you build the role in-house or outsource it. An in-house ISA usually means salary or hourly pay, incentives, software, equipment, and manager time. A virtual ISA shifts more of that into a monthly service fee, which is why many teams use the model to reduce fixed overhead.
What does a real estate ISA do?
Our real estate ISAs handle the prospecting and lead qualification activities that fill your pipeline: calling expired listings and FSBOs, circle prospecting neighborhoods, qualifying inbound leads from portals like Zillow and Realtor.com, following up with past clients and your sphere of influence, nurturing leads through drip campaigns, and setting listing and buyer appointments for your agents.
How long before a real estate ISA starts generating closings?
Most teams should expect a ramp period before they see ISA-attributed closings. NAR reports buyers spent a median 10 weeks searching for a home in 2025, and the timeline from signed contract to close adds additional weeks after that.[2]
What is the LPMAMA framework?
LPMAMA stands for Location, Price, Motivation, Agent, Mortgage, and Appointment. It is a lead-qualification checklist many real estate teams use to assess readiness and move qualified prospects to the next step.
What dialer and CRM systems can your ISAs use?
Our ISAs have experience with popular real estate dialers including RedX, Vulcan7, Mojo, and PhoneBurner. For CRMs, they work with Follow Up Boss, kvCORE, Sierra Interactive, BoomTown, Chime, LionDesk, CINC, Wise Agent, and others.
Do real estate ISAs need a license?
It depends on your state. Unlicensed ISAs can set appointments, gather basic information (timeline, budget, motivation), and follow up with leads via phone, email, and text. They cannot discuss specific property details, quote prices, or negotiate terms. MyOutDesk ISAs are trained to operate within your state's legal requirements.
Can a real estate ISA call expired listings and FSBOs?
Yes. Expired listing and FSBO outreach are core ISA activities. Your ISA can pull data from RedX, Vulcan7, or your preferred source and call these leads daily to set seller appointments for your agents.
What's the difference between an ISA and an SDR?
An ISA is the real-estate-specific version of an inside sales role. SDR is the broader term used across B2B sales organizations. Both focus on qualifying leads and booking next steps; the ISA title is simply more common in residential real estate.
How quickly will my ISA follow up on new leads?
The goal should be minutes, not hours. Harvard Business Review reported that teams contacting online leads within an hour were nearly seven times more likely to qualify the lead than teams that waited even one hour longer.[1]
What ROI can I expect from a real estate ISA?
ROI depends on lead quality, speed to lead, follow-up discipline, and average commission per closed deal. The cleanest way to measure it is to track contact rate, appointments set, kept appointments, and ISA-attributed closings against total program cost.
Can I provide my own scripts?
Absolutely. Our ISAs follow your scripts and qualification checklists. Whether you use specific scripts for expireds, FSBOs, circle prospecting, or inbound leads, your ISA will follow your playbook.
Can a real estate ISA set appointments directly on my calendar?
Yes. Your ISA can book listing appointments, buyer consultations, and follow-up meetings directly on your calendar or your agents' calendars based on your team's assignment and routing rules.
Will my real estate ISA be dedicated or shared?
All of our virtual assistants are dedicated to a single client. Your ISA will learn your market, your scripts, your CRM, and your team's processes to deliver consistent results.
How quickly can we get started?
We can onboard a real estate ISA in as little as 7 days. We just need to understand your market, your lead sources, the tools you use, and your prospecting strategy to match you with the right ISA.
Can I bring my own non-disclosure agreement (NDA)?
Yes, we are happy to work with you to get an NDA between your virtual assistant and your company signed. We also provide a default NDA that protects all our clients.
Source Notes
Research and source notes
External benchmarks are cited inline with bracketed notes. Client outcome examples are attributed separately and should not be read as universal averages.