Hire an ISA when you have an admin plus four to five productive agents generating 12 sales monthly. Before that, you risk building bad lead-gen habits. The ISA needs a structured role with clear time blocks (8-11 AM suggested) and daily tracking of 16 key measures.
8–11 AM
Four to five productive buyer agents
About 12 sales per month on average (example math leading to 11–14/12)
16 measures
I want to quickly talk about inside sales real quick. There is this, you know, it was, it felt like it was a little worse last year and where everyone was offshoring their inside sales and everyone, even if they were solo agent, they were getting an inside salesperson. In my opinion, you want to leverage yourself completely before you hire someone to make calls. And that includes having an admin and having four to five buyer agents. I just still believe that that's the formula, you know. Yeah, you could bring in buyer agents and have them spend three to six months just inside sales to cut their teeth. But to have that, have your inside sales be that 8 to 11 time block every morning where you're time blocking, giving them structure and accountability that sales are happening as a result of that. You know, I said three to four here, but I think four to five is really the number. You know, when you have four to five productive agents that means you're doing eight to ten sales outside of your own production every month. So if you're doing four sales per month or three or four sales per month, that's 11 to 14, 14 sales. So call it 12 sales a month on average. I think that's when you need an inside salesperson. I think doing it before that, I mean you could do it and it'll work. But you're just training your agents to have bad habits and not lead generate for themselves. And team leaders think, well, if I teach my agents how to lead generate, they're going to leave and do it on their own. They don't have the capacity to hold themselves accountable. That's the whole reason why they're, they're going to be successful on your team and they don't have the mental sort of capability to realize that, you know, a fifteen hundred dollars a month platform or whatever, two thousand with lead gen or whatever it is that they could do that on their own, you know, and ultimately if you can master this lead gen conversion management, that, that process, you control the game. You know, there's all the accountability metrics and measures in place. Daily tracking, we've gone to daily tracking on the 16 measures in KDNA and we have the same for our ISAs as well.
