ISAs have been around for a long time, but they’re having a resurgence in popularity among solo realtors and teams. Here, we’re breaking down how to decide if you need to hire an ISA, how to find the right one, and how to get the most ROI out of this hire.
Do You Need an ISA?
If you find yourself too busy to follow up with your leads, it may be time to hire an ISA. While the typical agent can handle around 100 nurtures at any given time, excellent ISAs can handle twice as much. So, if you’re dropping the ball, handing that job over to an ISA would be beneficial.
Should They Be Licensed?
There are both licensed and unlicensed ISAs, and both can be extremely effective. A licensed ISA can also be paid commissions when they close sales which is a great value. They can also move into a sales role on the team eventually!
How to Hire a Great ISA
First, to get the best ROI, make them a permanent member of your team. Include them in your work chart and ask them to commit to one year.
Second, previous sales experience is a must as it will save you so much time. Hiring someone who does not understand sales and conversions will require twice the training. However, it doesn’t necessarily need to be real estate sales experience.
Third, they should be high-energy, outgoing individuals who are ready to hustle.
We suggest the parameters of this role include six hours on the phone per day; have at least one that is available for work until 8 PM on weekdays and have weekend availability. It’s all about reaches and conversions.
How to Train an ISA
It is critical that you invest in effective training for your new ISA. You may want to hire a professional ISA training coach or a third-party training program. It will take around six months for an ISA to be fully trained.
Here’s what their training should include (among other things):
– DISC training for consumer behavior
– Seller and buyer consultations
– One script to master before learning others
– One lead generation method at a time.
Communication with Your ISA
ISAs are a critical part of your team, so treat them as such. Include them in your Slack or Asana channels and team meetings. When you have company culture events, include them. Give immediate feedback to ISAs on how appointments went. And, when a deal is secured, congratulate them.
Set Goals for Your ISA
Our most successful teams report their ISAs to be converting at 60% or higher. So, if your ISAs fall below 60%, assess where they and your team can improve.
Here are some goals our top teams set for their ISAs:
– Dial to Contact around 12-20%
– Contact to Set Appointments at 5-15%
– Set tot Hold at 70%
– Held to Sign at 80%
Remember, this hire is about getting ROI for you and them. If they’re doing a stellar job but your team is floundering, they aren’t getting what they deserve. Ensure both sides are working at their optimal levels so everyone wins.
Need Help Expanding Your Team?
ISAs are an important part of a successful team and Red Apple Coaching can guide on you making great hiring decisions. Learn more in this Facebook Live on the Red Apple Coaching page.
