A good ISA asks probing questions to qualify leads and set high-quality appointments. Most ISAs just give a home value and move on. The best ones figure out what the prospect actually wants, handle simple requests right away, and nurture them until they're ready to buy.
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The biggest thing is that ISA is actually asking questions. They're actually digging deep. They're not. Just because I've seen different ISA models. There's nothing worse than, like, just setting an appointment for somebody else. They go out to it and they're like, no, I really just want to know the value of my home. And that's it. And it's like, why did I just send my agent out to wherever it is? They just drove an hour, half hour, or whatever it is, and they just wasted all that time when my ISA could have just had that conversation with them based on their motivation and been like, hey, like, yeah, no problem. We'll just give your estimate value right now, and then when you're ready, we'll be here. And then just get them on a drip campaign and you do that. So to me, an ISA needs to actually dig deep and probe to give them a quality appointment. Because again, I want my agents to be out there converting appointments. The ISAs have those conversations, so they're setting very quality appointments up front.
Get tips to improve team profitability and per agent productivity. Check out Jonathan campbell on episode 55 of Real Estate Team OS.
