Real estate agents know the struggle of juggling multiple tasks while trying to grow their business. From prospecting to setting appointments, it can be exhausting and inefficient. That's where real estate inside sales agents (ISAs) come in. With their expertise in lead qualification, follow-ups, and scheduling, ISAs are valuable resources for agents and real estate teams looking to save time and increase sales.
What is a real estate ISA?
A real estate ISA's main role is to transfer as many sales-ready leads as possible to a real estate agent. They focus solely on inside sales, making them different from assistants. By increasing conversions and turning leads into sales, ISAs can significantly boost an agent or team's bottom line.
The tasks of a real estate ISA
Real estate ISAs are like jacks of all trades. They can handle various critical tasks such as setting appointments, prospecting for new leads, making cold calls, qualifying incoming leads, following up with past leads, and scrubbing leads. Let's take a closer look at three main responsibilities and the tasks that fall under them.
Prospecting
ISAs excel in cold-calling prospects, including expired listings and for-sale-by-owners (FSBOs). They also conduct market research to identify the most effective ways to target prospects.
Qualifying leads
ISAs identify sales-ready leads and contact new leads. They discern which leads are qualified and unqualified, passing them on to the real estate agent's CRM for appropriate follow-up actions.
Following up
Effective follow-up is essential in converting unqualified leads into qualified ones. ISAs address the needs and barriers of leads, providing solutions and directing them to lenders or other necessary resources. With 80% of sales requiring an average of five follow-up calls, the ability to follow up effectively is crucial.
When should you hire a real estate ISA?
The decision to hire an ISA depends on factors such as the number of leads you're managing, the amount of business you're doing, your readiness to scale, and the number of deals you close each month. Typically, having a minimum of 500 leads is a good indicator that it's time to start searching for an ISA. Other benchmarks include consistently closing two deals each month and having an excellent assistant.
Skills and qualities of a real estate ISA
Skilled ISAs bring immense value to real estate teams. Look for ISAs with outstanding organization skills, a solid understanding of drip campaigns and CRMs, professionalism in handling rejections, comfort with daily cold calling, the ability to follow scripts, effective communication skills, self-motivation, and a goal-oriented approach. They should also understand your services and sales processes and possess problem-solving abilities.
Ensuring your real estate ISA's success
After hiring an ISA, it's crucial to set them up for success. Provide training focused on lead prioritization, define a workflow that suits your team, and set clear goals and targets.
Training
Consider a three-week training process. In the first week, the ISA should shadow team members to learn how your team operates. In the second week, they can practice what they've learned and receive tips. By the third week, they should be making calls while receiving feedback.
Workflow
Different CRM workflows work best for different teams. Choose among three common workflows: lead source to agent to ISA, lead source to ISA and agent jointly, or lead source to ISA to agent. Experiment to determine which workflow suits your team's needs.
Setting goals and targets
Agree on target metrics from the beginning to objectively track the ISA's performance and improvement.
How are real estate ISAs paid?
Three typical pay models exist for ISAs: a fixed salary at an hourly rate plus a bonus for each qualified lead, a fixed salary at an hourly rate plus commission, or a 100% commission model. The commission model is least popular, as ISAs typically focus on converting only the easiest inbound leads. The salary plus commission model, with commissions ranging from 5-15%, is more common.
Top real estate ISA options
Consider hiring a real estate ISA directly or working with a real estate ISA company. Here are some top companies to consider:
Upcall
Upcall specializes in outbound sales, allowing agents to outsource lead generation without hiring a dedicated sales team. The cost is $1,000+ per month.
Smart Alto
Starting at $300 per month, Smart Alto offers ISA services with text messaging and integrated website chat capabilities.
Verse.io
Verse.io provides lead nurturing and follow-up services as a concierge provider for real estate professionals. The cost is $1,800 per month or more.
Structurely
Structurely offers ISA software that engages leads in the funnel. They provide chatbot integration and live chat services starting at $179 per month.
AgentAssistant
Starting at $399.95 per month, AgentAssistant calls incoming leads and helps set appointments. They also offer a program for contacting cold leads.
Generate more leads with Luxury Presence
To maximize the potential of your real estate ISA, it's essential to have a well-established lead generation system in place. Luxury Presence offers award-winning marketing solutions that attract more leads. With customized websites, On-Demand Ads™, Home Value Reports, and more, you can easily and efficiently generate more leads. Schedule a free demo to learn how Luxury Presence can help you boost your real estate sales.
