Real Estate Inside Sales

The U.S. real estate sector has historically been and continues to be highly supportive of the economy of the country.   Overall, 5.64 million homes were sold in 2020, up 5.6% from 2019.  Consequently, for a real estate agency, how well your sales team finds and converts prospects into closings determines your slice of this large pie.

Inside Sales is a process of acquiring sales prospect information, contacting, pre-qualifying, and setting up appointments for follow-up by a company’s in-house direct sales personnel.  Generally, a company uses the inside sales process to maximize the time and efficiency of its in-house sales team, to increase sales conversions.

An inside sales agent (ISA) is part of the inside sales function of a real estate agency.  Basically, an ISA serves as a business development representative, specifically to increase the productivity of the in-house real estate agents. Generally, the ISA does not visit prospects in person, unlike the in-house agents who are constantly attending buyer appointments or walking the client through the selling process.

Traditionally an ISA conducts business with prospects over the telephone (i.e., telesales).  However, the technology allows and is now expected by real estate prospects, to be accessible via email, text, Skype, Zoom, and other forms of online communication services.

Sales Lead Generation Process

Most real estate companies have a formal sales lead generation process, where appointment setting is the final stage before passing off to the in-house sales team. Generally, real estate agencies do this via an inside sales staff or outsource real estate inside sales services to an external provider. Accordingly, the latter option is usually a better investment, offering lower costs, greater flexibility, and less risk. Consequently, the strategy to outsource real estate inside sales services is an effective way to identify qualified prospects, educate them, determine needs, and schedule sales appointments for the in-house sales agents.

Outbound telemarketing, email, and texting are primary methods for real estate inside sales appointment setting. Basically, appointment setting is all about finding interested buyers and sellers, with the financial means, need, and interest for your real estate services.

Streamline Sales Process

When you outsource real estate inside sales services you streamline your company’s sales process. For example by outsourcing, your real estate company scales by lead demand, reduces costs, improves sales productivity, and produces more property closings. Also, a real estate company manager understands that in-house sales agents are better suited to sales closings rather than doing lead prospecting.

Given the investment, it’s important that real estate appointment setting results in closing new business. So, instead of simply trying to talk to as many people as possible, our real estate inside sales services focus on talking to the right people, pre-qualified with the need, interest, and means to buy or sell a property. Consequently, the sales appointments we set are of high quality and your in-house sales agents have better opportunities to close more business.

Business Development

A real estate manager understands that time is money. So your in-house sales agents have limited time and are constantly trying to keep up with the demands of their schedules and closing deals. Consequently, when you outsource real estate inside sales services, (prospecting, qualifying, and appointment setting), you address a key challenge of business development.

The purpose of outsourcing and having real estate ISAs as part of your sales team is for leverage.  In brief, a real estate agency is faced with a never-ending list of demands.  So, by using ISAs, you leverage prospecting, lead generation, follow-ups, and scheduling appointments.  Consequently, your real estate business is likely to see more sales closings, increased revenue, profitability, and ROI.

Prospecting

Your real estate company needs a constant flow of sales leads and appointments for your in-house sales agents. While your in-house sales agents follow up on leads and appointments, they also have to divide their time generating new prospects, qualifying them, setting appointments, etc. Consequently, since the closing of a sale (i.e., commission) won’t happen without meeting the prospect, your in-house sales agents will always prioritize meetings and closings over prospecting.

You outsource real estate inside sales services to dedicate a specialized staff (ISAs) to focus on the prospecting of sales leads. Conversely, your company’s in-house sales agents do NOT spend time on prospecting leads. Instead, their specialized sales skills focus on nurturing these pre-qualified sales opportunities into new customers. In brief, by specializing in the production of sales prospects, you improve the overall efficiency of your company’s sales process.

The lessons to be gained are that your in-house sales agents should focus on what they know best: your company, products, and services. Conversely, when you outsource real estate inside sales services you focus on what they know best, leveraging their expertise in prospecting, lead generation, and appointment setting.

Your Sales Pipeline

Outsourcing real estate inside sales services (B2B or B2C) is a solution to this dilemma.  Specifically, this is the “front-end” of the sales development process: prospecting, lead generation, and appointment setting. Basically, our real estate ISAs search for prospects in a variety of listing sources (MLS, Zillow, FSBO, classifieds, etc.), perform outreach activities to qualify potential property sellers, and schedule sales appointments. Accordingly, this feeds your sales pipeline and allows your in-house sales agents to focus on sales closings rather than sales prospecting.

All of these factors reduce your company’s total sales costs, while allowing your in-house sales agents to focus on generating opportunities quickly, efficiently, and cost-effectively.

Outsource Inside Sales Services From Us

Inside sales strategies are designed to help your real estate company narrow down the universe of potential sales prospects. However, sales prospecting and qualifying leads using your in-house sales agents can be very difficult and unproductive. Because of technology, personnel profiles, data sources, and conflicting sales priorities, your in-house sales agents are not the right fit to daily reach new customer prospects. Rather, the better solution is to outsource real estate inside sales services to Nexus Teleservices to generate sales prospect leads and appointments for your in-house sales agents.

When you outsource real estate inside sales services, your company leverages our resources and experience to increase the flexibility of sales operations. Generally, it takes time for a real estate agency to set up the in-house sales resources for a new market or growing sales program. Conversely, by outsourcing to us, your company can respond much faster to these market opportunities.

Additionally, your decision to outsource real estate inside sales services allows your agency to significantly lower costs related to hiring, training, and maintaining sales personnel. Because we have already hired and trained sales personnel for our clients. As a result, your real estate agency has rapid access to this personnel, particularly when starting up new activities.

Finally, the decision to outsource real estate inside sales services reduces your agency’s risk of failing to take advantage of new business opportunities. Specifically, this strategy reduces lost revenue, taking advantage of new market opportunities, or scaling to meet additional demand. Basically, you are mitigating the risk of not being flexible and adaptable to changing market conditions.

How We Can Help

When you choose to outsource real estate inside sales services from Nexus Teleservices, we can help you in the following ways:

If your real estate company is struggling to generate the level of sales opportunities you desire, we encourage you to outsource real estate inside sales services from us. Because of our experienced and trained ISAs, we will help you streamline your sales process to be more productive. Basically, if the your in-house sales agents can sell to pre-qualified sales appointments, then we will both be successful.

Company Resources and Risks

A dedicated inside sales team for any company is an investment of resources and entails risks. Consequently, we take a consultative approach in its real estate inside sales services to minimize your company’s investment and risk. Accordingly, our staff reviews with your company throughout each step to assess results and, if necessary, make adjustments. Finally, we offer your company low minimums, flexible pilot programs, and customized pricing methods to help your success.