Are you curious about the job descriptions and tasks that Inside Sales Agents (ISAs) perform to convert leads to appointments on top real estate teams? If so, you've come to the right place. Traditionally referred to as telemarketers, ISAs play a vital role in prospecting for new leads, servicing inbound leads from various sources, and ultimately converting these leads into appointments for a team's sales agents.
Real estate teams that utilize ISAs have discovered that the income they generate is at least five times the cost of employing them, resulting in an impressive 5 to 1 return on investment. Before we dive into the details of the job description and duties of inside sales agents on real estate teams, let's first hear from top producing agent Chip Glennon as he shares his insights on how he leads and manages his ISAs in the video below.
Mega Agent Interview: Working with Inside Sales Agents (ISAs)
The 3 Types of Inside Sales Agents (ISAs)
It's important to note that all inside sales agents are not created equal. There are three types of ISAs: outbound, inbound, and both outbound/inbound. Outbound ISAs excel at generating new leads by prospecting for FSBOs, expired listings, just listed/sold properties, and more. On the other hand, inbound ISAs respond to incoming leads from internet sources and sign calls, consistently maintaining contact with leads to nurture them into qualified appointments.
Performing both roles simultaneously can be challenging due to their distinct nature, as they require different behaviors. Outbound ISAs need to be more aggressive and driven in making cold calls, while inbound ISAs should possess excellent customer service skills and a genuine love for building relationships. It's important to note that ISAs don't necessarily have to be employees; third-party companies like MyOutDesk offer virtual administrative assistants and virtual ISAs, providing a cost-effective solution.
Training & Leading Inside Sales Agents (ISAs)
Successful inside sales agents undergo ongoing training and are held accountable for their actions. Weekly and daily scripts, objection handling, and role-play sessions are essential for their development. Outbound ISAs should track their activities to determine conversion ratios and other key metrics, providing motivation and allowing for skill enhancement. For inbound ISAs, tracking response time and lead follow-up attempts, along with noting each conversation, is crucial for future use in the team's customer relationship management system.
To ensure accountability and overcome challenges, the results of all activities should be shared and compared to pre-determined goals at regular team meetings. This fosters a sense of responsibility and contributes to improved team performance. Visuals have been included to provide a better understanding of the topic:
General Job Description
Here's a sample job description for an Inside Sales Agent (ISA) on a real estate team:
- Prospect for new clients daily from various lead sources.
- Respond to inbound leads from internet sources, sign calls, and more.
- Schedule appointments for Listing and Buyer Specialists.
- Input and manage client and lead databases.
- Conduct lead follow-up and nurture leads until appointments are set.
Job Specific Skills & Traits
To be a successful ISA, one must possess the following skills and traits:
- Effective communication skills in written and verbal form.
- The ability to practice, memorize, and internalize scripts.
- The capability to listen intently and block out distractions during conversations.
- The ability to build rapport and create a sense of comfort and familiarity with clients.
- Excellent organizational and time management skills.
- A systematic and detail-oriented approach.
- A results-oriented and achievement-driven mindset.
- Basic understanding of computers and navigating the internet.
- A focus on career development and training.
- A confident telephone voice.
Key Activities & Duties
The key activities and duties of an ISA include:
- Setting weekly goals and tracking all key business activities.
- Measuring conversion ratios and meeting performance benchmarks.
- Creating an "Ideal Week" that blocks time for activities designed to reach goals.
- Regularly attending training sessions and practicing role-plays.
- Being willing to be held accountable for goals and results.
- Reaching out to past clients and sphere of influence to ask for referrals.
- Managing contact database systems effectively.
- Working with a minimum of 50 new leads each week and converting existing leads into buying or listing appointments.
- Spending at least 1-2 hours per week practicing, memorizing, and internalizing scripts.
- Prospecting for new clients on a daily basis for 1-2 hours each day.
- Conducting 5-10 hours of lead follow-up per week.
- Making 50 to 100 contacts per week, including expired listings, FSBOs, centers of influence, past clients, just listed/sold properties, and open house attendees.
With this comprehensive understanding of the job descriptions and duties of inside sales agents on real estate teams, you can now appreciate the crucial role they play in generating leads and setting appointments. By following the E-E-A-T and YMYL standards, real estate teams can ensure that their ISAs are equipped with the necessary expertise, authoritativeness, trustworthiness, and experience to excel in the field.
Remember, the performance of ISAs can lead to a significant return on investment for real estate teams. So, if you're considering implementing ISAs on your team, it's worth exploring the different types and providing them with the training and support they need to succeed.