How Many Transactions Will My ISA Produce?​ - Smart Sales Coaching
calendar September 5, 2018

ISA producing transactions

How Many Transactions Will My ISA Produce?

Hiring an ISA is one of the smartest things you can do when it comes time to scale your business. Having an ISA (or multiple) allows you and your agents to focus on your existing clients and existing income-generating activities while they focus on prospecting and capturing new leads.

Hiring and training an ISA is the only way to get you and your business in front of more qualified leads and listing opportunities while continuing to give your existing client base the necessary attention.

When are you ready to hire an ISA?

Hiring an ISA is a big step and a large investment. So how do you know if it is the right time?  Well, if you are already bringing in around 150,000+ in annual GCI, and you already have a solid and well-trained assistant handling your transactions for you, then you are ready for an ISA.  At this point you are able to scale and do more business.

This will allow you to leverage your lead generation while producing more appointments and contracts.  The other requirement is that you must have some type of lead generation platform or farm in place, or well-established online profiles where you can run advertising. You need to have leads coming in that your ISA can follow up with and set appointments with.

Among other things, you probably need an ISA if you meet the following conditions:

  • You have too many leads to deal with and are unable to follow up with them all.
  • You are so focused on existing clients and income-generating activity that you have no time for prospecting.
  • You have too little time available to properly prepare for listing appointments.
  • Once a client is finished with the inspection and appraisal process, they often don’t hear from you until right before closing.

How Valuable Will An ISA Be To My Business?

Once hired and properly trained, leveraging an ISA will allow your business to grow by leaps and bounds. Within their first 12 month, you can expect your ISA to produce between 50 and 60 transactions.

Though it varies, on average ISAs are compensated by a low salary and between 5%-15% commission. This may seem like a lot, but a well-trained ISA is more than worth it. According to a statistic from the Real Estate Trainer, real estate teams which utilize ISAs have found the income they produce to be at least five times the cost of employing them, amounting to a 5 to 1 return on investment.

ISAs will do this by establishing for you a consistent and predictable stream of seller and buyer leads. The key is to establish an effective training program, and clear expectations of what the ISA is supposed to accomplish.

If you do that, hiring an ISA may well be the most important new hire you make for growing your real estate business.


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