Your Real Estate ISA (Inside Sales Agent) is on front lines of your real estate business – making calls & qualifying prospects to set valuable appointments. This can be a challenging role, and it definitely requires the right person. Many real estate teams prefer to hire MyOutDesk Real Estate ISA trained virtual assistants for this role because of the intense personality & experience pre-screening required to find suitable candidates.
You need someone with flexible communication skills, who is able to adapt to different personalities that they may encounter all these talents plus a winning script are the formula to great success. Of course, following up or nurturing your leads that have high potential of becoming your clients is also important.
As real estate coach Brian Icenhower writes in Inside Sales Agents (ISA) on Real Estate Teams:
“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.”
While the volume of leads they are able to reach and the number of conversations they have is extremely important, there is one more key factor that will aid them in setting those appointments for you – scripts. A script can make or break your ISA while they are making their calls. Regardless of their number of dials, regardless of the number of conversations they are able to have, if your script is not good, it is all for naught.
A good script will have some if not all of these elements depending on the type of lead they are.
- A good and strong introduction.
- Benefits of acquiring your services.
- Questions with follow-up for possible answers.
- Gathering information-deeper probing.
- Solid closing statement-get the appointment.
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 professional just like you have employed our Real Estate Virtual Assistants to call out to their leads whether it is 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. Our pool of ISA Virtual Assistants’ have gone through a rigorous training program and have practiced successfully delivering all of our scripts.
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 a “Double Your Business” strategy consultation now!