Competition in the real estate industry is practically on pins and needles. Most real estate companies or real estate sales teams generally have the same things to offer within specific areas. Not to mention dealing with the economy’s inflation, interest rates, fluctuating market value, and the usual supply and demand.
But there are ways to get ahead of the competition: proper management, insightful marketing, innovative advertisements, and of course, hiring and training Inside Sales Agents (ISA).
Behind every successful real estate company, there is an inside sales agent real estate team. Why is this so? Lead generation is very important in any sales-oriented industry, including that of real estate. That is why having a team of professional and driven inside sales agents (ISA) can increase potential sales tenfold.
Inside sales agents (ISAs), previously called “telemarketers,” are skilled, trained and professional sales agents whose primary responsibility is to generate leads. Their objectives are to obtain the contact information and buying requirements of prospect clients, collate the information and store them within the company’s client database management system, and classify them according to viability. Either they themselves make the necessary follow-up calls using the prospect client list, or distribute them to real estate field agents for a more personal approach.
Depending on specific company policies and procedures, ISAs can be classified as Inbound ISAs, Outbound ISAs, or a combination of both. Probably for larger real estate companies, it would be best to maintain an area of specialization among ISAs. That would entail training for either being an Outbound ISA or an Inbound ISA. Choosing to be both can be made possible for more experienced and senior ISAs. Why is this so?
Inbound ISAs take in calls and answer phone inquiries from prospective clients. They are skilled and trained professionals in the field of customer service. To provide the best customer experience for a prospective client, the Inbound ISA should first have adequate product knowledge. Satisfying the client with informative and timely responses will increase the chances of a future sale. Depending on how the conversation between the prospective client and ISA went, follow-up calls can be recommended.
On the other hand, Outbound ISAs should be more driven and aggressive, because they are the ones who are initiating the call. They should be well versed on “objection handling” since these are primarily “cold calls” and they should expect the unexpected responses from random prospect clients.
Here are the general functions of Inside Sales Agents (ISAs), they are not in any way comprehensive, but outlines general information on ISAs:
- Responsible for maintaining current and new client accounts for both the residential and business sectors
- Update client database, as necessary.
- Achieve consistency in attaining sales’ quotas/target market.
- Set daily and weekly goals. • Attend training and role-playing sessions
- Make sure to practice, memorize and internalize sales scripts
- Respond in a timely and professional manner.
- Be knowledgeable about the company’s product information and guidelines.
The following video presentation is about coaching and training tips for Inside Sales Agents (ISAs), as presented by Hatch Coaching