Scaling your business with an ISA team

ISA’s are a big term in the real estate business, and are frequently used to get ahold of potential buyers and sellers. They can also be used in many other forms of business as well. An ISA is short for internal sales agent. ISA’s are hired on to generate leads for a business. They make sales calls, outbound call, and they try to generate appointments with new and potential clients. In this article we will go over the who, what, where, when, and why of what an ISA can be used for.

Who

Who needs an ISA? The simple answer, any business that sells. Examples of businesses that would benefit from an ISA are businesses like mortgage lenders, car dealers, dentists, accountants, chiropractors, and contractors. Because the purpose of an ISA is to reach out to potential clients and gain new customers, an ISA is perfect for a business that provides a service or sells a product. A few examples would include chiropractors trying to talk to people who have been in an auto accident, who need help with their back. Or a mortgage lender trying to connect with real estates agents to get their clients funding.

What

An ISA is a type of marketing to reach more potential clients and customers. Instead of going out and drumming up your own business, an ISA will start the conversation off and get your message out there. An ISA will get you in front of new people and start a conversation, and 2 see who is interested in what you have to offer. It can generate immediate business, and also generate future business with customers not quite ready to use your services at this point in time, but will use your company in the future.

Where

Where should an ISA call? There are geographical farms you can set up, like a certain block radius or a certain zip code. You can achieve this by creating a geofence around a certain area and pulling all of the phone numbers in that area. You may have a social demographic that you want to stay in as well. For instance, a certain age group or a certain sex. Examples of a social demographic would be a contractor looking for home owners and not renters. Also, there are helpful sites that you can use when starting an ISA. Exactdata.com can get you addresses, business addresses, and other information needed to stay in contact with people. If you don't want someone in your office making phone calls, sites like Upwork.com is a great resource to use to find freelancers. You can interview multiple people and find someone that fits what you want and what you are looking for. Upcall.com lets you build a campaign with who you want to call and how frequently you want the calls made. You write a script and they take it from there. Upcall will then follow up with you about the results.

When

When is the best time for an ISA to call? We found that most people pick up the phone between 3 p.m and 8 p.m. This time frame is the time most people are getting off work and they are at home. This gives potential clients more time to answer the phone, and stay on the phone. 3 Another thing to keep in mind when planning on calling is if you are marketing to consumers, or businesses. If you are marketing to businesses, it's best to know their hours of operation so you can be sure you are not calling after they are closed for the day.

Why

Why do you need an ISA? The answer is simple. You are trying to find the most leads and opportunities that you can get in front of the fastest way possible. An ISA is also great for filling a business pipeline. A lot of businesses have a curve where they don't have much going on so they try and find more business and they get so busy that they have to shut off their lead gen. If you have an ISA member who is constantly on the phone generating business, they can constantly fill up your pipeline so you can continue to ramp up.

And remember, Stay in touch!

Following up with potential clients is also huge. If you contact someone and they are interested in your service, but they are looking for a different time frame, be sure to get their contact information and stay in touch. A great way to stay in touch would be weekly emails keeping them up to date. Staying in touch with potential clients is a great way to earn their business when the time is right for them. Also, this ensures that they always have you in mind and when they are ready, they will use your service over someone else's.

Try it yourself

I encourage you to try it out for yourself first and figure out what works best for you and your business. Try writing a few different scripts and seeing which ones people respond to the 4 most. It’s hard to teach someone something that you haven't done yourself before. Find what works best for you, and then you can better train someone to take on the task for you. ISA’s are a great way to market your business, and I highly recommend you look into an ISA team to take your business to the next level.