014 More Deals From Your Database With (Or Without) An ISA with Travis Halverson
Jan 23, 2024
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Travis Halverson, ISA coach and consultant, shares insights on finding missed sales opportunities in your database. Topics include self-accountability, overcoming call center stereotypes, framing the ISA position as a sales role, speed to lead and response, leveraging AI, importance of database size for ISAs, benefits of working in a team, and personal anecdotes about relaxation and exploring topics through podcasts and magazines.
Accountability is crucial for a high-performing real estate team, as it ensures consistency and motivation among team members.
Effective communication and finding comfort in the Inside Sales Agent (ISA) role are vital for success in the real estate industry.
Prioritizing speed to lead, speed to response, and speed to relationship can increase the likelihood of converting leads for ISAs.
Deep dives
The Importance of Accountability for a High-Performing Team
To create a high-performing team, accountability is crucial. Without accountability, team members may lack the self-discipline to consistently meet their targets. This is especially important for independent contractors who may value the flexibility of their roles. Providing structure and setting expectations from the top-down can help foster accountability and ensure team members stay motivated and on track.
The Journey of Becoming an ISA
Travis Halverson shares his journey of becoming an Inside Sales Agent (ISA) in the real estate industry. Starting out in customer service roles, Travis discovered a passion for helping people and solving their problems. This led him to focus on the ISA function within the real estate business. Through his experience training call center teams and building relationships with clients, Travis recognized the value of the ISA role in supporting both clients and agents. He highlights the importance of effective communication and finding one's own comfort within the ISA position.
Speed to Lead, Speed to Response, and Speed to Relationship
Travis emphasizes the significance of speed in the ISA role. Speed to lead involves promptly reaching out to leads as soon as they come into the system through automated email or text messages. Speed to response emphasizes the importance of timely responses to any communication received from leads. Finally, speed to relationship focuses on building a strong connection with the lead by understanding their motivations and needs. By prioritizing these three aspects, ISAs can provide a positive customer experience and increase the likelihood of success in converting leads.
The role of AI in real estate
AI technology in real estate, such as human-like videos and chat GPT, is seen as an exciting development that can help agents sell more houses and reach more people. AI not only enhances agents' ability to convey information but also gives them more time for family and personal life. By leveraging AI tools and automation, agents can be in multiple places at once and effectively manage large databases, providing timely and personalized communication to potential clients.
The importance of ISAs and database management
ISAs (Inside Sales Associates) play a crucial role in real estate teams, especially as the database size and lead flow increases. The size of a team's database determines the capacity of ISAs to handle leads effectively. Segmentation of the database into different timeframes, such as leads older than six months and less than six months, allows for targeted communication strategies. Using automation for initial contact and follow-ups helps manage leads efficiently. Motivational questions are key in engaging leads, uncovering their timelines, and personalizing the conversation. Hiring ISAs with an entrepreneurial mindset and a curiosity to learn and grow can significantly contribute to the success of a real estate team.
The ISA. The inside sales agent. The “keeper of the leads.”
Travis Halverson is “just an ISA” in the very best way. He coaches and consults on the ISA function with Cheplak Digital and EZ Home Search. For years, he served in ISA and inside sales leadership roles with Keller Williams Oak and Ocean Group and the Anderson Hicks Group.
In this conversation, Travis shares a step-by-step process you can use today as a solo agent, team, or brokerage to find missed sales opportunities in your database. He also speaks to the three keys to success in engaging people: speed to lead, speed to response, and speed to relationship.
Listen to this episode of Team OS with Travis for insights into: 0:00 Intro and welcome 2:00 Self-accountability and team accountability 3:30 Staring his career taking calls in a DirecTV call center, then setting up call centers and training staff in Cost Rica and El Salvador 6:45 Overcoming the negative stereotypes about call centers and high-volume outreach, as well as the stereotype of the ISA role as a "stepping stone" role 11:20 The importance of framing the ISA position as a sales position (plus a fun, little hack to stay motivated) 14:58 Speed to lead and the reason NOT to call immediately 17:04 Speed to response and the idea of too much automation 21:18 Speed to relationship and the importance of connecting deeper than surface level before anyone else 23:30 AI as another point of leverage for agents and for ISAs 27:10 Why your database size tells you whether and when to hire an ISA or an ISA team (and the risk of lead exhaustion if you miscalculate) 32:25 A step-by-step process for any agent, ISA, or team to organize a database to create sales opportunities you’ve missed 36:45 Tips for solo agents who need to prospect on their own - without an ISA 39:15 Balancing quality and quantity in outreach - and automating the WAY you follow up and the WAY you work (rather than automating the follow up itself) 43:47 How timeline and motivation should inform client handoffs between ISAs and agents 49:00 What a team leader should look for (and avoid) when hiring an ISA 52:05 Why every agent should spend a little time in the ISA seat
53:35 At the end, hear about the Anderson Hicks team in Idaho Falls, a traveling coin collection, podcast apps as search engines, and the benefits of a balanced relationship.
