The most successful real estate salespeople are prospecting machines who effectively generate leads and convert them into appointments. If we want to grow a business, we have to replicate our prospecting efforts. One of the most powerful ways we can do that is through an ISA. 

A thriving inside sales machine is the key to future growth, and it can be the most profitable piece of marketing and the pinnacle of a real estate business.  

How do we hire and train ISAs who can replicate our prospecting results? How can we turn the skills we gained in previous careers into unique value in real estate? 

In this episode, I’m joined by Real Estate Uncensored co-hosts Greg McDaniel and Matt Johnson to talk about how to run the ISA model at a high level.

 

Three Things We Learned From This Episode

• The importance of knowing our numbers:
  
  When you run the ISA model, you have to give yourself a cushion to account for the leads that don’t go anywhere. You can expect anything from 25% to 30% of those leads to be cancels, reschedules, and no-shows. Tracking and understanding those percentages can make our results more predictable. 
  
  

• How to train our ISAs for success:
  
  If we want our ISAs to successfully reproduce the results we get on the phone, we have to set expectations from day one and create clarity around the benchmarks they have to reach to have a successful day. When they know what number they need to hit in order to be successful for that day, they can go towards that goal. 
  
  

• How our previous jobs can set us apart in real estate:
  
  Bring your past experience into real estate. It allows us to capitalize on something we know really well to enhance our real estate business. Many people have background skills in other areas that they are ignoring because they are trying to follow what other people are doing. If we leverage those skills, we can create unique value.