Is Your Real Estate ISA Losing You Money?


By now, you’ve probably heard of or may even have a Real Estate Inside Sales Agent (ISA) on your team. The majority of Real Estate entrepreneurs tend to believe that an ISA’s primary responsibilities are limited to answer phones and handle the more fundamental aspects of prospecting.
It may come as a surprise, but the Real Estate ISA role has actually evolved into so much more — and if you’re not taking advantage of everything your inside sales specialist can provide, you’re losing out on a massive financial opportunity!

What is a Real Estate ISA?

An ISA is an inside person who handles lead follow-up, cold calls, and prospects new leads that come in online or over the phone and ensures that all of your new leads that come in are contacted immediately. Sadly, this skill and responsibility is overlooked in many businesses, and frankly not given enough importance.
According to studies, 47% of buyers identify responsiveness and speed of response as the #1 attribute they look for when searching for an agent.
If you are wondering if you should have an ISA in your team, ask yourself these questions:
  • What does my “speed to lead” look like?
If you are taking more than a day to get back to your leads, then that is definitely a problem. Studies show that the first five minutes are crucial when getting back to a lead. 78% of buyers go with the first responder.
  • What does my lead follow-up look like?
Are you able to stay on top of your lead follow-up? Are you able to ensure you are able to make your 33 touches?
  • What does my lead and database nurture look like?
How do you stay in touch with your past clients and sphere of influence?
If you find that you have not been keeping up as an answer to the questions above, then yes, you do need an ISA. You should not look at this as an additional expense; instead, see it as an investment because, as we mentioned earlier, these days, there are so many more roles an ISA could fulfill in your business.

What Does A Real Estate ISA Do?

So, whether you are considering hiring an ISA or already have one, here are a few things that they can do that you may not have thought of:
  1. Add a “human touch” to your follow-ups. — While your ISA’s impact on your business is significant, so is their impact on your leads and clients. Although emphasis has been on them being your “human call-centers,” we must remember that the bottom line is that ISA’s SPEND TIME WITH LEADS. There is nothing wrong with an automated system for lead nurturing; however, adding a personal touch can make a huge difference. Your ISA can add that personal touch in various ways and help in building and fostering relationships.
  2. Further the use of your data. — Inside Sales Teams can utilize data and analytics in previously unimaginable ways. Using their sharp eye and instincts, an ISA can zoom in on which leads are ready to buy, when, and why. A sharp ISA can track team activities and check against the correlated outcome of those activities, so you can adjust your strategies and re-focus your efforts. If you give your ISA that freedom, they can take on a large scale tactical role and become a data specialist for your business that can analyze market trends and convert your leads.
  3. Accountability Police. — Your ISA can hold you and the rest of the team accountable for their responsibilities when it comes to your leads. By setting up a tracking system, your ISA can go through your leads consistently and check on the progress being made to converting them.
  4. Increase Conversions. — ISAs are experts at generating and nurturing leads. Because of the general strengths of people who take on an ISA role, they are largely able to engage and draw out even the coldest leads. This is a great asset in their skill set. That is why their roles significantly differ from that of, say, a transaction coordinator. Giving your ISAs a chance to develop their skill sets will greatly benefit your business.
  5. Provide Stellar Customer Service. — How often have you closed a deal, never to hear from or speak to that client again? According to studies, 90% of buyers trust referrals from people they know. How can you expect repeat clients or referrals if you do not ensure that you are keeping in touch with your past clients? An ISA can also play a role in nurturing this part of your database. They can reach out to your past clientele and ask them how they are doing, greet them on special occasions like birthdays and holidays and even come right out to ask for referrals and also reviews.
These are only a few things that are out-of-the-norm that an ISA can do. Many top Real Estate teams attribute their success to having amazing ISAs on their team. Taking into account the skill-set and personality type you look for when hiring an ISA, what are other things within your business that they may be able to be a part of?
If you feel that a Real Estate ISA could be the missing piece to growing your business, visit us online and learn how a real estate virtual assistant can help your business grow!

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