Existing ISA Initial Introduction

Send email to each ISA and ask them to schedule a phone call with you.

Open the call with an introduction of BAB and your role. Give overview of BAB business model and 3 objectives in place to help every agent meet their goals of growing their pipeline and their business:

  • Focus unique talents
  • Delegate everything else
  • Stop Wasting Leads!

Additional information to review the business services of Best Agent Business can be found here: Best Agent Business - Business Team.

Provide overview and the goals of the project and explain that you are speaking with the Agents and ISA's to gather more information on current processes and their requirements of the system. It is helpful to spend some time in the database before your call familiarizing yourself with their calling account, all leads, and how they use the database. Record your findings.

Be prepared to review the basics of Lead Management. Review the Standard Contact Types and explain the importance of a consistent and clean database across a team to be able to manage and report on status and success. Standard Contact Types can be found here: Standard Contact Types

Key Assistant - Questions that KA should be comfortable Asking

  • Tell me about yourself/your background? Previous experience?
  • What 3 adjectives would your TL/Manager use to describe you?
  • What Database do you use?
  • Ask about Database if they like it or not? Why?
  • What Calling system do you use (Mojo, Google, other)?
  • Why do you want to work with this Team?
  • How many hours are you currently working?
  • How many hours would you like to work?
  • What are your goals?
  • Is this what you want to be doing in the future? or What do you want to do in the future?
  • What do you love about your job?
  • Do you work with only Buyers? What happens on the Seller Side?
  • What does your TL/Manager do?
  • Do you have any suggestions for your TL/manager that would help you in your role?
  • Ask to Chart Perfect day (break down all work into chunks and hours of the day)?
  • How many hours outbound calling? Which leads?
  • How many outbound dials do you make each hour?
  • How many hours inbound calling?
  • How many calls do you get per day (on average)
  • Break those inbound calls down (Zillow, sign calls, Agent inquiries, etc.)
  • How many non calling hours per day and what are you doing (saved searches, emailing, etc.)
  • How many appointments do you book per day/week (on average)
  • Out of 100 buyer leads that come in, how many will buy a home within a year with some agent?
  • Out of 100 buyers you have spoken to, how many escalate as a Buyer - A (appt. set)?
  • Any questions?

Send the following information for each interview in a separate email to Steve and copy your client. This information will be used as input into the Lead Management Plan for that team.

ISA Name:

Rating: (ABC based on responsiveness and following directions)

Date Started:

Hours Per Week:

Major Time Buckets: (summary of major areas time is split into)

Lead Summary: (summary database lead statistics and ISA description of the system and leads)

Personal/Background: (be specific and detailed)

Perfect Day:

Requirements/Opportunities: (needs, ideas, areas for improvement to be included in this Lead Management process…)

  • services/client_talent_management/agent_management_-_isa_initial_introduction.txt
  • Last modified: 2018/08/02 16:32
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