Real Estate Virtual ISA Service
Real Inside Sales Agents – Real Estate ISA Service
A Real Estate ISA or Inside Sales Agent is a kind of specialized term used in a very distinct way in the real estate industry.
What it means is a person who’s making calls, sending texts, and making emails to follow up and nurture your leads, any type of leads you have:
- buyer leads,
- seller leads,
- residential leads, or
- commercial leads.
A real estate ISA is a person that will get in place, already trained with scripts, ready to go to follow up and nurture your leads.
This is a U.S.-based person, and their primary objective is to
- get you more qualified sales appointments,
- get you more qualified listing appointments,
- and to keep your Sphere Of Influence engaged with a real-life human being.
Keeping your Sphere engaged with a real person is so essential because it brings a touch of personable outreach…
…which will build those relationships over time with real human interaction.
How It Works:
The ISA’s job is focused entirely around making follow-up calls, sending follow-up emails and texts with your business.
So the ISA’s responsibility will be heavily influenced by how many leads you have in your database.
In other words…how many people are there in your target market that we need to follow up with?
That will determine the ISA’s duties.
We’ve seen great results using a U.S.-based Virtual ISA to call back Internet leads from:
- Realtor.com, and
- PPC (Pay-per-click) ads.
They are also a great resource for calling back and following up with your inbound phone call leads.
AND they can even answer phones during their work hours, which makes them great for following up on direct mail and sign call leads.
So the ISA is going to be available during a set schedule, spending 100% of their time, focus, and attention on:
- calling back leads,
- making nurtures,
- and engaging with your Sphere Of Influence.
By far the biggest value of an ISA is that they help you generate more qualified listing appointments.
The ISA is going to do a lot of the legwork to build relationships and nurture your prospects and Sphere of Influence…
…so much so that they’re ready to sit down and talk about selling or buying their home.
Just imagine having one person dedicating their entire schedule to focusing on following up with potential leads and nurturing your close relationships.
Do you understand how much time you’ll save?
Then you can go back to doing what you do best instead of worrying about everyone you’ve already began the lead generation process with.
An ISA, backed by the REVAS proven process and training, will:
- make you more money by converting more leads,
- free up your own time,
- and allow you to spend less money on in-house staff.
There are two big challenges when you hire a virtual ISA.
The first challenge, of course, is the cost.
You’re going to be looking at:
- on the low end $800 per month, and
- on the high end, $3,000 per month…
In order to really have an effective U.S.-based ISA added to your team.
This cost is prohibitive for agents with minimal clients or for those who have a really small database.
So if you can’t afford it, then it’s definitely not your first priority since this is not about generating leads.
This is about nurturing and converting leads.
You’re still going to have to generate the leads for the ISA, on top of that cost.
The other con with working with a virtual ISA is making sure that their nurturing process actually leads to high-quality sales appointments for you.
It’s easy to have an ISA doing menial tasks (even generating appointments) only to not be able to close on those appointments when you show up for them.
That’s why it’s critical to this whole process that the ISA is not only working virtually and plugging in the hours…
…they also need to be a real part of your team.
They need to coordinate with you and your agents who are going on these sales appointments to be sure that the communication and hand-off process is smooth…
…and also to be sure if you need to do a hand-back (to send a lead back to the ISA for further nurturing) that that process is clear, well-defined and running smoothly.
That way, your clients are receiving a seamless communication experience and uninterrupted nurturing and customer support.
Now, there’s good news and bad news.
The good news:
Most of the setup costs we already have covered with proven templates that are working on the front lines of successful real estate brokerages around the country.
So it’s not going to require much of a setup process.
And it’s not going to require very many scripts or custom Standard Operating Procedures, if any.
The bad news is you never want to use an Overseas ISA for these kinds of activites.
This is much too important of a high-touch, customer-facing interaction that you need to make sure you’re using a well trained U.S.-based Virtual Assistant.
That means the cost is not going to be cheap.
The smallest ISA package we recommend is 40 work hours per month (This comes out to about two hours per day).
If the ISA is working Monday through Friday this would be in the ballpark of around $800.
And then, of course, the sky’s the limit. But for most small to mid-sized brokerages, one full-time U.S.-based ISA is enough.
The ballpark then is around $3,000 per month to get someone working full time, eight hours a day, five days a week, 40 hour work weeks…
….100% focus on building your pipeline, nurturing your leads and Sphere of Influence, and helping set qualified listing appointments for you and your Agents.