How Inside Sales Agents (ISA) Can Help Realtors Close More Deals


In the world of real estate, things can move incredibly quickly. One day you may be showing a potential buyer properties and answering general questions about your neighborhood. The next, they're signing a contract to buy your home and handing over a deposit check. For realtors, time is of the essence when it comes to closing a sale. So much so that many have begun working with inside sales agents—people who specialize in helping businesses get deals closed faster by focusing their efforts on the sales process rather than general inquiries about services. With an insider agent working for you, you’ll be able to cut down on your proofing time by sending contracts directly to your client. You’ll also be able to generate more opportunities by flagging clients who are interested in buying a home soon rather than later. Keep reading to learn more about how inside sales agents can help you close more deals as a realtor.

What’s the Difference Between an Inside Sales Agent and a Realtor?

An inside sales agent and a realtor are both members of your team who will help you close more sales. But as you can see, their roles are quite different. An inside sales agent is typically a call center rep who specializes in real estate deals. Rather than spending their time showing clients properties, they focus on making calls and setting appointments with prospective sellers. If a seller is open to a quick sale, they may close the deal with your inside sales agent over the phone. An inside sales agent also works with realtors, but their focus is different. They spend their time on the front end of the sales process and interact with people who are interested in learning more about real estate in your area. They may ask a buyer who they plan to buy a home from, type of property they’re looking for, and their budget. This front-end work helps you as a realtor by getting potential clients in your pipeline quicker, which allows you to spend less time finding clients and more time closing deals.

How Inside Sales Agents Help Real Estate Agents

Realtors who work with an inside sales agent have a different sales process than those who do not have one on their team. This means that if you work with an inside sales agent, you’ll be following a sales process that’s different from the one you follow when you work without one. You’ll be able to spend more time on the front end of the sales process, too. By using an inside sales agent, you’ll be putting the process of finding a buyer on auto-pilot. You and your client can both expect that the inside sales agent will reach out to the client and schedule a time for them to view properties. Your clients will also have a dedicated person to help them with their questions.

They’ll Find Prospective Buyers for You

Your inside sales agent will be making calls to potential clients every day to try to get them to view homes. Once they find someone who’s a good fit, they’ll introduce themselves and ask the client a few questions. If they ask them whether they’re in the market to buy or sell a home, they’ll likely say that they’re looking to buy a home. Your inside sales agent will ask the client what type of properties they’re interested in, how much they’re willing to spend, and when they plan to buy a home. You may also be able to ask your inside sales agent to flag clients who aren’t actively looking to buy a home now, but are interested in purchasing in the future. This will allow you to stay in touch with people who may not be ready to buy a home today, but who may definitely be ready to purchase in the future.

They’ll Help You Negotiate Lower Commissions

Inside sales agents have a lot of experience working alongside realtors. As a result, they’re able to help you negotiate lower commissions than you would be able to on your own. Your inside sales agent may be able to help you negotiate commissions with your top clients, too. They have the experience necessary to help you get the best possible commission deals for your services. Your inside sales agent will be able to help you negotiate a commission that’s fair for both you and your client. A commission that’s too high could cost you future business as clients may consider it to be too expensive. A commission that’s too low could make it difficult to cover your overhead.

They’ll Be Your Virtual Assistant While You Close Deals

When you’re working with an inside sales agent, you’ll be able to spend less time on administrative tasks. You’ll have the inside sales agent’s help with things like confirming client appointments and setting up showings for your top clients. Your inside sales agent will also help you flag clients who are ready to buy. But in addition to these tasks, your inside sales agent will also look for opportunities to help you close more sales. They may flag potential sellers who are interested in selling their properties quickly, for example. They may also flag potential buyers who are interested in purchasing a home in your area. These tasks will help you and your team stay focused on closing deals.

Conclusion

Working with an inside sales agent can help realtors close more deals in a shorter amount of time. An insider agent can help you find clients, negotiate better commission rates, and help you close deals faster. They’ll also be able to help your team save time by taking on administrative tasks like confirming client appointments and setting up showings for your top clients. When you’re working with an inside sales agent, you’ll be able to spend less time on administrative tasks and more time closing deals.

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