Inside Sales Agent Training & Management
ISA Goals & Expectations
40 Contacts Daily – A minimum of 40 conversations with “decision makers” (not kids, wrong numbers or house guests) must be made. This may not sound like that much, but dialing through various wrong numbers, answering machines and calls with no answer takes a while. Plus, inside sales agents have many other important responsibilities they must perform. These tasks include entering notes in a database, setting appointments with outside sales agents, lead follow-up or “nurtures”, interaction with outside sales agents, rescheduling appointments, accountability meetings, training, social events, role-play and staff meetings. Understand that all of these tasks are just as essential to an ISA’s success as making contacts.
2-10-40 Appointments – The expectation for appointments set by an inside sales agent is 2 per day, 10 per week, and 40 per month. An efficient ISA making 40 contacts a day should be able to establish conversion ratios that meet these expectations. Imagine how a real estate team’s production will increase with 40 extra listing appointments and buyer consultation appointments each month!
5 Contracts Signed A Month – Setting a standard of 5 contracts signed per month helps ensure the quality of the appointments that ISA’s set for outside sales agents. Also understand that 5 contracts signed is a minimum standard. Often times the appointments set by inside sales agents will result in 10 or 15 contracts signed during busier Spring and Summer months.
ISA Base Salary – $24,000 – $30,000 per year
ISA Bonus Structure – Bonuses are compensated on 5% of gross commission income (GCI) after closing.