An Inside Sales Agent (traditionally referred to as a telemarketer) is an industry-secret used by many top-producing real estate brokers and agents, AND the people filling this role can be virtual! If you’ve been relying on your salespeople to call prospects & past clients directly, then implementing a full-time ISA VA Team model can be what pushes your business to the next level. What does an ISA VA do? Well, mainly this is your team or person who stays on top of all your lead generation and follow-ups. Leveraging an ISA VA in your business might be your missing ingredient!
Do you want a MyOutDesk ISA VA who can bring you leverage to help you focus on the core of your business? Schedule your Double My Business Strategy Session today to find out how!
What is a Real Estate ISA & What Do They Do?
A Real Estate ISA is a highly talented salesperson who is not only comfortable but productive in spending a majority of their time (80-90%) on the phone, taking care of leads. This individual (or team) would handle all leads that come into your system for immediate follow-up and scrubbing.
ISA VA’s are responsible for:
- Prospecting for new leads
- Servicing inbound leads from sign calls and other internet sources
- Converting leads to appointments for a team’s sales agents
Sometimes bigger teams have Outbound and Inbound ISA VAs as the team and business grows.
An outbound ISA VA would be focused on making outbound cold calls while an inbound ISA VA would be more suited towards taking incoming calls focused on customer service and building relationships.
An Outbound ISA VA generates new leads by prospecting for FSBOs, expired listings, just listed/sold, COI, past clients, geographic farms, etc.
Inbound ISA VAs respond to incoming leads from internet sources and sign calls and nurture them into qualified appointments.
How do you know if the ISA model is right for your Real Estate Business?
As you build your business, you will begin to feel stretched thin and your team may have a tough time finding the bandwidth to stay on top of prospecting and even inbound inquiries, causing your pipeline to suffer. Hiring an ISA VA gives you a guaranteed “guard” so to speak of all said leads and inquiries while you and the rest of your team focus on your responsibilities within your business. Nothing slips, no opportunities are lost.
This hire allows you and your team members to focus on your core roles, and they are typically charged with uploading all of the contact information and conversation notes into your database. This frees your team up from most admin tasks—so, for example, buyers agents don’t have to worry with anything administrative other than writing up a contract. The trickiest part about this is finding exactly the right people or persons to cover this task effectively. Not to mention additional expenses that will incur in adding to your team. This is why going virtual can be the best move for your business. When it comes to licensed professionals, you will have to check your State’s laws on what a non-licensed Virtual Assistant can and cannot say over the phone—however, an ISA VA can get a lot of the preliminaries done until your agents or you are available to make a call. They can pre-qualify or simply set an appointment for said call or even a meeting. They can also help you in nurturing your leads and start laying the foundation for you to build a great relationship with them.
How to Hire an Inside Sales Virtual Assistant:
There’s a lot of noise about what personality types work best for ISAs, but it’s critical to make your search specific to your team’s unique needs and your company’s culture. A good rule of thumb for the position is to find out who’s jazzed about prospecting and lead generating. You need candidates that are comfortable with the rigors of cold calling and skilled at communicating your team’s value. While there may be some trial and error in the search, as Tom Ferry says, “Rome wasn’t built in a day and neither will your team. This is a learning process. You will quickly learn what and who works best for you.”
At MyOutDesk, we use a tool called Market Force. This is a tool that measures one’s working personality and strengths and weaknesses. Coupled with the needs of your business, we determine which talent is the best match for yours and only send candidates that we feel will provide true value to your business.
How to Train Your Real Estate ISA:
Successful ISAs should train on a regular basis with things like daily scripting, objection handling, and role-play sessions. Tracking activities and determining conversion ratios for key metrics like contacts-to-appointments are good ways to motivate your ISA and help them hone their skills. On the nurturing side, response times, follow-up attempts and conversations must be tracked, with notes, in the CRM for future use. All the activities you’re tracking should be compared to preset goals, so you can maintain accountability and address any issues.
If you want to find out more about ISA VAs for your Real Estate business make sure to schedule your Double My Business Strategy Session!