In this episode, Jason Will interviews Tim Ferry coach, Coldwell Banker Residential Broker, and outsourcing expert Ann Rudd of the Ann Rudd Group at The Tim Ferry 2018 Success Summit. Ann has just recently opened up an Inside Sales company, Real Assist Pros, and graciously shares her perspective on the use of third-party lead generation sources and models for supporting high producing agents and real estate teams. Learn about some of the newest ISA models that agents are using across the country to increase overall sales conversation rates and close the common gaps in which our industry loses those all-important and expensive leads. What’s better, inbound or outboard, or some kind of hybrid? Do you hire an oversees virtual assistant or hire someone in-house to make these sales phone calls? Ann deep dives and explains the costs, pay structures, processes, staffing ideas, training and all the big questions concerning the ISA model and if it's right for you and your team.
> Third party Inside Sales Assistant (ISAs) can be a highly effective way to maximize to assist real estate agents in converting leads into significant sales number.
> There are many ways to implement this ISA model: in-house, outsourced, or some type of combination of the two. Find what is right for your needs.
> Inside Sales Assistants are full-time salespersons trained to spend their day on the phone with existing and new leads to make appointments, follow-ups, and sales conversions.
> Leads are by their nature an expensive investment. An ISA and virtual assistant model might be a way to get the most return on this investment.
Inside Sales Associate (ISA) is defined now as someone that's specifically trained to spend their day on the phone. - Ann Rudd
Agents have to juggle more and more. Our ISA business is evolving and becoming more and more sophisticated, but it's cost-prohibitive for so many agents. - Ann Rudd
Nobody makes good calls. It's all video. So nobody makes phone calls, because it's hard. - Ann Rudd
I'm flexible with people because I know that there's not a one-size-fits-all in our business... - Ann Rudd
I do not see the difference between ISA in-house and outsourcing, except for one thing, the pay scale, and the burnout factor. - Ann Rudd
I talk to our customers every week about what's going on with their VA and ISA and what can we do to make things better for them, so I feel like, across the board, we're treating people well. - Ann Rudd
I think that the biggest challenge I have is getting people to understand that you can have someone work offshore, and it's just like they're next door in your office, without taking up space. You have to get your head wrapped around it. - Ann Rudd
It's not that I disrespect my agents, because I don't, but the agents need backup, and I feel like it's a disservice to my investment by not having someone there to continue to nurture, nurture. - Ann Rudd
We would like to know what you think about the Agent 251 podcast, especially this episode. Do you agree with Jason? Did any of these ideas help you? Do you disagree with any? Let us know by contacting Jason at email@example.com.
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Agent 251 is recorded and produced at Deep Fried Studios. Producer: Johnny Gwin