Before hiring an Inside Sales Agent, use your existing buyer agents for prospecting and structure dedicated phone time like 8–11am. Wait until you have 3–4 high-producing agents, and focus on direct-response methods like expired listings outreach instead.
All right, so here's the one thing that I've actually started working with teams that had like six inside salespeople. And it's not that I don't think inside sales agents are good. They're just difficult to find, hard to train, unless you're a master at inside sales. I see a lot of agents that never were never phone warriors, they were never phone animals, right. And they're hiring like an inside salesperson in the Philippines. And the chances that you can get that to work where you don't own that skill set yourself, it's very, very, very, very, very, very low. I think that was like six varies. And I'm not gonna be the one to tell you you can't get it to work, but I will tell you that unless you're a phone animal yourself, it's just gonna be difficult, right, because it's hard enough to train a local isa. We just, I believe we just found a phone animal. And I'm using that term from, from Tim Heil. He runs a call center of like 75 inside salespeople. So he, he knows it, but he spent four or five hours a day outbound dialing circle prospecting and expires and FSBOs cold calling people for hours every day. That's how he built his real estate team for years. So unless you have that sort of in your DNA, it's gonna be tough to hire someone to do it. You definitely wanna leverage yourself completely before you hire someone to make your calls. Buyer agents, your buyer agents are your ISAs, your ability to structure their day and say, okay, listen, so I, you know, you're going to be successful. I promise you six figures. But it's not going to come without 8am to 11am structured time on the phone and don't allow entitlement to set in. If you get, if your third hire is an inside salesperson, it's like, what are you doing? You know, And I know a lot of you are struggling with listing inventory, but you've got to use direct response methods to get listings. Go back to 2014, January 2014, pull up all the expireds in your market and write them a note. Say, I've got a buyer for your home. Yes, they're going to call, they're going to be pissed off, but figure out how to deal with that pissed off call before you hire someone in the Philippines to call people for you. I believe that a buyer ISA comes when you have three to four highly productive agents. So when you've got three to four people, that are bought in that are selling two to three homes per month, you've got 10 sales coming in consistently from other agents in addition to your own production. That's when you should be thinking about inside salesperson. You got to have accountability in place for your buyer agents, daily activities and weekly tracking.
