Why Real Estate Agents Need an ISA to Scale their Business
In this episode of the Real Estate Growth Hackers Show, Dale Archdekin joins me to share his expert knowledge about ISAs and why they are essential in scaling your real estate business.
Smart Inside Sales was founded in 2016 with a mission to motivate and support real estate business owners by providing them with a professional level of sales training rarely seen in the industry.
Here is a rundown on everything we talked about today:
Biggest Issues People run into when Hiring an ISA
The first issue most real estate businesses run into is thinking that the whole business of working leads and having to follow up over and over again is pretty shitty. So they are just going to pay somebody else to do it, somehow that person is going to come in and do it more than they do.
The second issue is thinking that the whole lead follow-up thing and conversion are really hard. So they’re just going to hire somebody off Craigslist for 13 bucks an hour, and they’ll be able to come in and do it better than them.
And the third issue is loving the idea of lead follow-up and conversion, but not wanting to do it by themselves. So they will just throw some money and hire someone from a done for you company and hope that it will turn out great.
In the real estate space, it is important to acknowledge that an ISA is a hard position to hire for. You have to find that person who somehow excels at it and is willing to do it for at least a year or two. It is also important to know that it’s something you have to take control of and that you can’t just delegate this to a done for you company because for the most part those done for you companies return at best marginal results.
Skills Based Assessment
Skills based assessment is a training that Dale has developed, it was called that way to fancily say, show me you can do what you say you can do.
In a nutshell, skills based assessment is a process where they require a potential candidate for sales to call into a recorded line and leave them a voicemail message, answering a certain set of questions, so that they could screen for language, grammar, phone voice, and presentation.
Now that process has also been advanced to video. Typically, with the hiring process, whether it’s inside sales, agents, administrative assistants, marketing directors, they have to shoot a video. Then after that, they also have a structured roleplay to measure sales experience and skill.
Other topics we covered on the show:
- Some markers that Smart Inside Sales look for in hiring an ISA (Inside Sales Agent). [00:09:42]
- How can someone be a successful ISA and what are some of the most important skill sets to look for in order to succeed in this space? [00:10:51]
- The particulars of skills based assessment roleplaying process. [00:19:53]
- Reasons why done for you ISA companies don’t work [00:28:36]
- The number breakdowns of applicants that’s needed in order hire the right ISA for your Real Estate business. [00:31:02]
- Specific details about the ISA Ascend Program. [00:31:02]
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Real Estate Growth Hackers Founder
Zach Hammer is the co-founder of Real Estate Growth Hackers. Over the last 36 months Zach and his team have managed ad budgets well over $100,000, generated over 25,000 real estate leads, and helped create over $50,000,0000 in business revenue for their clients. Zach is also a highly sought after speaker and consultant whose work has impacted some of the top Real Estate teams and brokerages across the country.