There will come a point in the career of any successful real estate agent when they will have done all they can do alone. That doesn’t mean they can’t keep growing, it just means they’ll need some help, and that help should come in the form of a talented Inside-Sales Agent.
Alright, so the last video we talked about hiring an inside sales agent in so many teams they jump into this hiring of an inside sales agent before they’re ready because they’re just overwhelmed with business and so the last video I talked about some strategies and some tactics you need to look at before you jump into the water of hiring an inside sales agent. Today, I want to dive a little deeper into the systems and structure. What you want to make sure is that you have systems and structures in place to make sure that your inside sales agent is really efficient because if you don’t have these in place you’re gonna end up hiring an ISA and they’re gonna turn into an admin for your business and that’s not why you hired them. You hired them to get on the phone, to make cold calls, to do the things that you don’t want to do anymore for the most part and so you need to make sure you have the systems and structures in place to make it happen.
Have a CRM.
The first tip is you need to have a CRM. Do you have a way to manage the contacts, the leads, the prospects, that are coming in? Do you have a way to manage them a system to manage them to make sure your ISA is efficient?
Get a dailer.
Second is, do you have a dialer? I’m telling you definitely get a dialer for your business you can hand-dial, but trust me the dialer is just gonna make your ISA so much more efficient and able to just go from one call to the next.
Look at your business development process.
The third that you want to look at is your business development process. How are you getting your leads? How are you keeping track of them? How are you gonna want your a ISA to, you know structure their day? What leads are they going to be calling? For my real estate agents out there, you should be looking at FSBOs, expired listings, just listed/just sold campaigns, your past clients, your sphere of influence, this should be the structure of your ISA’s day.
Determine the KPIs.
And then the fourth tip that I’ll give you is the KPIs. What are you gonna measure the ISA’s performance against? One should be the phone time. Your ISA should be on the phone three hours a day minimum. You should be doing 15-20 hours a week as an ISA on the phone, that’s why you’ve hired them. Another would be the appointments What’s your go-off rate of appointments?Make sure they’re actually hitting the benchmarks that you have set because you are predefined the KPIs and the expectations of that ISA.
Prepare for social selling.
And then a last tip that I’ll give you is that selling has really changed because we have social media now, so so many buyers are making their decision before they even talk to somebody on the phone so make sure your ISA is prepared for social selling and that you’ve included that into your system.
So there you have it guys. There are some tips to help you with your system and structure that you need to be thinking about. If you like these tips subscribe to our YouTube channel, of course comment below, let me know you know the experience you’ve had with hiring an ISA and the systems and structures you’ve put in place. Check us out on Instagram and Facebook, but most importantly guys take action on this today.