Real Estate Group Roleplay: Assure the Lead Your Can Manage the Process

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Real Estate Group Roleplay: Assure the Lead Your Can Manage the Process

In today’s roleplay video, the group goes over some of their actual past calls to prepare for a follow-up call. The key on any real estate or sales call is to understand what the lead’s goal is, and also be purposeful and mindful of what YOU are driving them to do.

Once you understand both of those things, then you need to prove that you can manage and execute the entire process, and help the lead actually achieve the outcome they are trying to achieve.

If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

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Real Estate Group Roleplay Video: The Lead Has Motivation, but Won’t Set Appointment

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Real Estate Group Roleplay Video: The Lead Has Motivation, but Won't Set Appointment

In today’s roleplay video, the agents and ISAs go over a situation in which they have a good conversation with the lead, the lead has good motivation, but they just won’t set an appointment with you.

Your job on the call is to lay out a path for them to achieve their goal and begin the home buying process. Give them a first step they can take with you.

If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

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CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Call Review: Asking Is More Powerful than Telling

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Call Review: Asking Is More Powerful than Telling

In today’s Call Review video, Dale goes over how to properly set up a close on your calls. It’s critical that you ask questions and get them to tell you things instead of you telling them things.

Instead of you telling them how having an agent works and the value you can bring, ask them if they know how real estate agents work, if they’ve worked with an agent in the past, or if they know what an agent can do for them.

By doing this, the lead is going to reveal to you how to close with them. They are going to let them know what they need and want.

If you like this coaching and want to have a highly trained coach listen to your calls or your team’s calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

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CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Real Estate Training: The Materials and Program You Need

real estate training materials
real estate training materials

Real Estate Training: The Materials and Program You Need

Real Estate Training

True success in the real estate industry comes with building a successful real estate team. You can be an awesome solo agent, make tons of money, and have a very comfortable life. But without developing a solid real estate team around you, you’ll always be in the trenches, you’ll always be turning over stones, you’ll always be knocking down doors.

True success, the kind that allows you to make money even when you’re on vacation, on the weekend, while you sleep, comes from hiring and training the right people to go into the trenches for you. Building a consistent and valuable team of real estate agents and real estate ISAs allows you the time to both focus on your business as a whole and to actually live the life you want to live.

But in order to do this, you need to do more than just hire good people, you need a solid real estate training program to bring your real estate business over the goal line.

Your Real Estate Agents and ISAs HAVE TO BE TRAINED

The problem with building a successful real estate team, though, is that there are often simply not enough hours in the day to dedicate the necessary time. Real estate training isn’t just about how to sell houses—in fact, the majority of it is sales training. Your agents and ISAs need to train in lead generation, lead conversion, how to talk on the phone, caller objection handling, closing techniques, and the list goes on.

As a real estate business owner or real estate team leader, you are busy running and managing all aspects of the operation. That’s in addition to focusing on the big picture, making sure processes are running as efficiently as possible, and constantly searching for growth opportunities.

But it’s also your responsibility to make sure your new hires are trained adequately enough to actually start producing value for the business. Because let’s face it, the cost of a new hire that doesn’t end up working out is too high.

What’s the cost of a bad a hire you might ask?

Well, let’s take a real estate inside sales agent for example. And let’s say it could take about 3-6 months until you can see definitely if they are a right fit or not. If you’re paying an ISA $2,000 – $2,500 a month base salary then that’s a loss of AT LEAST $8,000. Not to mention the time and energy spent recruiting, screening, onboarding, and training. That’s in addition to the lost opportunity cost of the transactions a GOOD hire could have created for you.

That’s time and money you won’t ever get back.

Real Estate Training Online

To mitigate the risk of a new hire failing to adequately meet standards and expectations, and to take some of the stress and time commitment off of their plate, real estate business owners and team leaders are increasingly turning to real estate training online.

And it’s not just about an online training course. What team leaders need—what really benefits their team—are real estate training materials that they can incorporate into their own weekly meetings or training sessions. I’m talking about group roleplay videos, call review sessions, articles, tips, strategies, etc. Real estate coaching materials that lay out the concepts, lessons, and examples that team leaders need to hammer home for their agents and ISAs.  

Those types of real estate training materials, in addition to an awesome lead conversion training program, is how you’ll take yourself out of the trenches and take your team from zero to one. With an online sales training like Smart Inside Sales’ Conversion University (excuse the shameless plug), you can be sure that your ISAs and agents are learning much more than scripts. They will master overcoming objections and learn how to have enjoyable, successful sales calls.

Smart Inside Sales Real Estate Training Materials

I know that adequate training and adequate training materials are essential to growing a successful real estate team. Over the past 10+ years, I’ve created the complete system to recruit, hire, and manage top producing ISA’s. I’ve used this system to double my team’s sales to over $200 million in less than 3 years. And I’ve helped dozens of other teams and agents do the same – or even better.

And over the time since I started my real estate coaching business, we have amassed a library full of coaching and training videos and materials. Everything from call reviews to group roleplays to coaching diary entries where I share problems and solutions my clients are going through.

I know how tough this industry can be and how valuable and knowledgeable help is difficult to come by. That’s why I started my real estate coaching business—so team leaders like you can have access to real estate training materials and courses to take some of the burden of training your team off of your plate. Training your team is a necessity, but you don’t have to go at it alone.

Check out our real estate training materials, courses, and coaching options at Smart Inside Sales.

Group Roleplay: Team Value Proposition

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Group Roleplay: Team Value Proposition

In today’s group roleplay video, the goal is to quickly and eloquently explain to the lead the value of working with a real estate team, and with your team in particular. The lead they are talking to says they worked with a single agent previously and it went well. So why should they work with a team this time?

This is where you bring in a type of elevator pitch. What value does your team bring to the table? Why is working with your team better than working with a single agent? Why is working with your team better than working with other teams? If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

Want to

CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Group Roleplay: How to Deal with Expired Leads

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Group Roleplay: How to Deal with Expired Leads

In today’s roleplay video, the agents and ISAs deal with an expired seller lead. Each lead source is going to be a different ballgame to deal with, and so you have to tailor your questions, tone, and general mood of the call to fit that particular lead source. In this situation, the lead is an expired who previously listed their home for their break-even price.

Since they weren’t able to sell the house at that price, they are immediately assuming they are going to have to bite the bullet and drastically drop their price in order to sell. Your job is to figure out if that is actually the case, or if there were other factors in play that prevented the house from selling the first time. If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

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Call Review: Be Suspicious if the Lead Agrees too Easily

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Call Review: Be Suspicious if the Lead Agrees too Easily

In today’s Call Review video, Dale goes over how it’s important to be somewhat skeptical if the lead is agreeing to meet with you too easily. It’s not that you should assume a negative outcome, but as an agent or ISA, you are investing your time and energy into each lead and potential client, and there are only many hours in the day.

That means that, even if they say yes right away to the appointment, you have to ask more questions to determine whether meeting with them is worth YOUR time. Are you able to help them reach their goal? What do they get out of working with you? Why do they need to meet with you? If you like this coaching and want to have a highly trained coach listen to your calls or your team’s calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

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What Can an ISA Do for your Real Estate Business?

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What Can an ISA Do for your Real Estate Business?

Inside sales agents (ISAs) are becoming increasingly popular. And not just for large real estate companies with massive teams, but for small teams and even highly successful single agents. But no matter the size of the operation, real estate teams hire inside sales agents so they can have a steady stream of highly qualified leads that will help them take their business to the next level.

Role of an ISA

I explain the role of ISAs to my clients in terms beyond the general view of appointment setters or lead scrubbers—ISAs are skilled real estate professionals who are highly trained, skilled, and dedicated to their craft in the same degree as an outside agent.  The advantage of the ISA is that they specialize in the initial tasks of lead generation, lead nurturing and setting listing and buyer consultation appointments.

Their goal is nurture the lead from start to finish, from prospect to client. Often they own the entire sales process. They do their own prospecting, reach out to potential leads, show the lead their intimate understanding of their needs and the product they are selling, and make follow up calls as necessary in order to set up an appointment.

Basically, you are hiring an ISA to be the first point of contact with potential business—representing your brand and the value you or your team can bring to clients, as well as ensuring the potential client is serious about buying or selling and worth your team paying attention to.

Why Hire an Inside Sales Agent

Once hired and properly trained, leveraging an ISA will allow your business to grow by leaps and bounds. Within their first 12 month, you can expect your ISA to produce between 50 and 60 transactions.

Though it varies, on average ISAs are compensated by a low salary and between 5%-15% commission. This may seem like a lot, but a well-trained ISA is more than worth it. According to a statistic from the Real Estate Trainer, real estate teams which utilize ISAs have found the income they produce to be at least five times the cost of employing them, amounting to a 5 to 1 return on investment.

ISAs will do this by establishing for you a consistent and predictable stream of seller and buyer leads. The key is to establish an effective training program, and clear expectations of what the ISA is supposed to accomplish.

If you do that, hiring an ISA may well be the most important new hire you make for growing your real estate business.

Are You Ready for a Real Estate ISA?

Among other things, you probably need to hire an ISA if you meet the following conditions:

  • You have too many leads to deal with and are unable to follow up with them all.
  • You are so focused on existing clients and income-generating activity that you have no time for prospecting. 
  • You have too little time available to properly prepare for listing appointments.
  • Once a client is finished with the inspection and appraisal process, they often don’t hear from you until right before closing.

If you are already bringing in around 150,000+ in annual GCI, and you already have a solid and well-trained assistant handling your transactions for you, then you are ready for an ISA.  At this point you are able to scale and do more business.  You can leverage your lead generation while producing more appointments and contracts.

In fact, at this point, if you are looking to sustain and grow your business then you have to hire an inside sales agent for your team. To not do so is to stagnate or decline. The essential problem that you can’t avoid is that there is only a limited amount of time in each day. Day in and day out, if you are knocking down doors, leaving no stone unturned, and asking for business from anyone and everyone, you will have no time to focus on overall direction and strategy.

Hiring ISAs Gives You Breathing Room

Having an ISA allows you to focus on your business. It means you can rest easy knowing that the leads are coming in and that you have the time and resources to help your agents or focus on your strategy for the future.

Real estate inside sales agents allow your business to thrive.

 

Real Estate Coaching Group Roleplay: Don’t Always Assume the Lead Will Object

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Real Estate Coaching Group Roleplay: Don't Always Assume the Lead Will Object

In today’s roleplay video, coach Shawn discusses the importance of entering the calls and conducting your calls with a positive mindset. It’s important to not come off as if you are on the defensive, because the lead will notice. Most of the time you have to deal with objections, but you have to be prepared to react when the lead is quickly on board.

If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale. Links below in the comments!

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

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Real Estate Coaching Group Roleplay: “I’m interviewing multiple agents”

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Real Estate Coaching Group Roleplay: "I'm interviewing multiple agents"

In today’s roleplay video, the agents and ISAs deal with a caller who says they are going to interview multiple agents and who basically wants to do a pre-interview with you over the phone.

Your job is to walk the line between showcasing your team’s value, framing your team’s strengths in a way that suits what you know they need, but not trying to oversell them. You want to get them to the appointment.

If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

Want to

CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.