The real estate industry is cyclical. This means the growth of the industry depends primarily on macroeconomic factors like inflation, the current economic state of the areas concerned, population growth, and interest rates. There are also other factors to be considered such as increased supply (number of new properties within the area) and changing of demand. But whatever the risks may be, everything boils down to proper management and sound marketing approach.

So what is ISA and its importance to lead generation? Inside Sales Agents (ISA) remains to be vital cogs in the real estate industry. Otherwise known as “telemarketers,” their main function is to generate leads that can later be transformed to sales. They can be generally classified as either “Inbound” ISAs or “Outbound” ISAs. However, some real estate companies try to maximize their teams by having them perform both inbound and outbound calls.

The difference between the functions of an outbound to an inbound ISA is basically the attitude and approach. Outbound calls can be more challenging, simply because ISAs would need to be more driven and assertive especially when making “cold calls.” Outbound ISAs can produce leads by calling on past clients, seeking-out FSBOs (For Sale By Owner), COI (Center of Influence), expired and new listings, and referrals. Great care must be observed in order not to discourage, irritate or turn-off a prospect client. Inbound ISAs, on the other hand, are more of a customer service type of sales agent. They take in calls instead of calling out. Every inbound call or inquiry that is made can be prospective clients. They must be known to be able to answer all of the inquiries in a professional, precise and timely manner. Building rapport is also of main concern when taking inbound calls. The ISA should be wary of the caller’s main concern and must be able to react accordingly with empathy whenever necessary. The link in this video (Inside Sales Agents) summarizes what an ISA is, his general functions, and how he comes up as a sales agent in the real estate industry.

Real estate lead calling service may be the key to better sales and productivity. That is the reason why much emphasis must be put in training Inside Sales Agents so that they can hold accountability in every call that is made.

Part of the training and development of ISAs should include prospecting scripts, objection handling and role-playing. In cases like the prospect, clients would “like some time to think about it” or “would call back,” followup script techniques must be in place to make sure that the interest of the client stays intact, and raining the percentage of closing a sale will be higher. Different situations call for specific scripts, and these are the things that ISAs can learn either through training or through their calls in everyday experience. Bottom line is, how you can obtain all the necessary contact information and clientele requirements so that you may effectively add them to the company’s client database management system for future reference.