A real estate team separated prospecting from lead qualification: junior VAs find prospects, in-house ISAs pre-qualify and nurture them, then senior agents get only hot leads. The team saw better contract rates within weeks by filtering out low-motivation prospects before they reached expensive salespeople.
I think there's some wisdom here. Hey, Thomas, you there?
I'm here.
All right, cool. So you were Talking about your VA ISAs in house ISAs, sort of good leads buried under bad leads. Talk more about that.
Yeah, we in May hired our first VAs through my out desk and they were purple prospecting all of our listings just listed under contract, just sold. That's all they were doing. And they were sending lead sheets through a Google spreadsheet, asked 10 questions, motivation, this and that, and they were sending them to our office and our lead, two lead agents were scrubbing the leads. And so I went to Austin back in September and I went and hung out with Tim Heil and Sam for half a day at the Heil Group. And what I found was that our senior listing agents should not be scrubbing these leads. That these leads should be being scrubbed by our in house ISAs first. And if they are motivated in the next 0 to 30 days, do something, then turn it over to the senior listing agent to call do another pre qual before they go on the appointment. And if they find out that they're not ready to do something the next year or 30 days, they turn it back over to the in house ISA and they nurture that lead. And we didn't understand the difference between a nurturer and a true lead. And since we've implemented that in the last three weeks, four weeks, it's been a game changer for us. So now the junior ISAs VAs are working for our in house ISAs, which has been a complete game changer for us.
Okay, cool. So basically just identifying like a potential opportunity and then having, you know, 10 potential opportunities come over to the in house ISAs to find the one or two that are ready to go.
Correct. Correct.
Awesome.
And. And that's caught. And that's caused our lead agents to really focus on the most motivated. 0 to 3 and their contracts written have gone up considerably. It was my fault. I threw a bunch of squirrels in the office. I didn't know what I did not know. But once I went to Sam and Tim's office and I said, so the junior ISAs are working for the in house ISAs and they're scrubbing the leads before they hand it over to the lead agents. That makes more sense than what I was doing. We were just handing it directly over to lead agents and they were just chasing a bunch of squirrels.
Awesome. Very cool. Good comment. Thanks.
