The ISA Position: Inside Sales Agent in Real Estate | When to Hire an ISA

The ISA Position: Inside Sales Agent in Real Estate | When to Hire an ISA


The ISA. What’s that? Today on ICC TV, we’re going to be talking
a little bit about the ISA position on the real estate team. Hi, my name’s Brad Baldwin with Icenhower
Coaching and Consulting and a lot of the real estate teams that we work with here at ICC. Have what we call an ISA or an inside sales
agent? It’s really the buzz word right now. A lot of people are very interested in this
position on a real estate team. Let me tell you a little bit about what ISA
actually does and what we should hire that person. If you like what you see, go ahead and hit
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free content. Week after week. If there’s a particular topic that you want
us to talk about just comment below on this channel and we’ll make sure that we’d make
a video of it. And ISA is someone who, um, is inside that
sales office says Ashley making out bound contacts to circle prospecting, perhaps calling
your database expire listings for sale by owners. And that sort of thing is somebody that is
actually making calls on your behalf, on your real estate team, booking appointments and
getting leads that we can put through our sales funnel. When should you hire an ISA? Well, here’s what not to do. Don’t hire an ISA if you just don’t like making
calls. I don’t think that that’s the proper way to
go. Now, here’s the reason I say that. A lot of times I’ve seen people say, well,
I’m just going to hire ISS to do that. They don’t have it in their budget. They’re not necessarily hiring the right ways
so they hire the wrong person. So now we’re overpaying the wrong person to
make outbound calls and give leads. The most important thing that we need on a
real estate team, and it doesn’t seem to work out. You hire an ISA Hart, any piece of leverage
for that matter when you’ve done as much as you can possibly do. That means, Hey, I can only lead generate
so much. I’ve got so many leads coming in and I’m on
appointments all the time. There is no possible way that I can lead generate
anymore. I can go on more appointments and I might
shorten my lead generation down just a little bit. Okay. And replace that with a pizza of leverage
called an ISA. And then ISA might be booking listing appointments
for you. They might be booking online lead conversions
for your buyer agents so that outside sales agents, the listing specialists, you may be
the Rainmaker, your buyer agents are doing what they’re doing best. They’re getting belly to belly with their
prospects. They’re on appointments, they’re selling homes,
they’re at the listing table. That’s what an ISA is for, is to put leverage
into your world to make sure that you’re doing the top thing that you need to be doing. And that’s going on listing appointments. You’re going on buyer’s consultations and
selling and listing homes. And so next week, I’m Brad Baltimore with
ICC TV live fierce.

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