Real Estate Inside Sales Agent Leverage

A real estate manager understands that time is money. So your in-house 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 agent services, 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 agency is likely to see more sales closings, increased revenue, profitability, and ROI.

Skin In The Game

Your sales are the lifeblood of your real estate agency’s long-term success. So, how can you trust this with an external real estate inside sales agent?

From a different perspective, is your real estate ISA really your partner in the sales battlefield?  That is, do you want to share your foxhole with your real estate ISA?

This only makes good business sense when YOUR agency’s success translates into THEIR success. In brief, you both need to have skin in the game, with a major stake in the success of the relationship.

Consequently, your outsourced real estate inside sales agent needs to be incentivized to ensure your long-term success. Also, your outsourcing provider must consistently demonstrate the importance of retaining your agency’s business as a client, just as winning new customer business is for you.

Is The Price Right?

Outsourcing real estate inside sales agent services has a variety of tangible and intangible costs. So, you will need to know whether they are proportional to the benefits gained by your agency. Basically, is the price right and fair to both parties?

You may find outsourcing ISAs to be economical or expensive depending upon your agency’s present situation. While there will be a price tag each billing period, your focus should be whether the investment provides the return your agency requires.

Due Diligence

Your due diligence should estimate the value of outsourcing real estate inside sales agent services and ROI for your company. For example, you will need to measure the cost of services provided for the value received:

DISCLOSURE: Nexus Teleservices is a Nearshore Real Estate Inside Sales Agent Services Business Provider.

Your real estate agency is constantly being challenged to improve its performance. For instance, this might be sales growth, profitability, competitiveness, or other metric. Consequently, to respond to these challenges, outsourcing real estate inside sales agent services is a business strategy you should consider.  So, let’s discuss the key benefits of this in greater detail.

1 – Lower Costs For Sales Function

For most real estate agencies, the sales function is a major cost component. When considering personnel salaries, benefits, employment taxes, recruiting, training, turnover, and facilities, the inside sales team is a major investment.

Real estate ISAs are expensive and in high demand, with an average turnover rate of approximately 30%.  Consequently, your agency’s management will need to take time away from the hiring process, adversely affecting business development. Also, after an initial ten-month period, less than one-half of your ISAs will be profitable.  Finally, when you need to replace an ISA, it will cost your company over 1.5 the annual salary.

It should be clear that building and maintaining a real estate inside sales agent team is expensive and will strain your agency’s budget.

Personnel Strategy

An outsourcing strategy of ISA services allows your agency to significantly lower costs related to hiring, training, and maintaining sales personnel. Because the outsourcing provider has already hired and trained ISA personnel for other clients like you. So, your agency has rapid access to these ISAs, particularly when starting up new activities.

Your agency’s risk of personnel turnover using an outsourcing provider is also much lower. Additionally, your outsourcing provider assumes the financial risk for the replacement and training of their ISA personnel, not you. Finally, by outsourcing real estate inside sales agent services, the investment in infrastructure and technology is also assumed by the provider.

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

2 – Increases Sales Function Flexibility

Outsourcing real estate inside sales agent services allows your agency to leverage the provider’s resources and experience to increase the flexibility of sales operations. Generally, it takes time for an agency to set up the in-house sales resources for a new product, market, or growing sales program. Conversely, by outsourcing, your agency can respond much faster to these market opportunities.

Sales flexibility will be determined by how quickly your outsourcing partner can adjust to new business demands and how well your agency leverages the relationship. So, let’s discuss this in greater detail.

Adaptability

Business planning often requires your agency to make a mid-course correction. So, outsourcing real estate inside sales agent services can offer additional resources, as well as changes in the sales process to adapt to the unanticipated business demands.

Scalability

Your agency’s marketing and sales activities will vary (up or down) for many reasons. Consequently, your outsourcing provider gives your agency the resources to support new markets, seasonality changes, or a varying business cycle.

Strategy

Your outsourcing provider should help teach your agency how to be better at sales. Correspondingly, they will assess and provide feedback on the sales process and what changes need to be implemented for success. For example, the sales pitch, customer needs, market reaction, and other elements needed for improvement.

Processes

Your agency’s sales processes can always be improved upon. Despite what worked well before, changes will be needed moving forward. So, by leveraging your outsourcing provider’s expertise and perspective, your agency can adjust and refine its sales processes.

Technology

Outsourcing real estate inside sales agent services implies that your service provider specializes in SELLING. Consequently, they provide superior selling tools and technology to improve your agency’s flexibility, speed and competitive standing.

3 – Reduces Sales Function Risk

Any business decision your real estate agency makes entails some level of risk. Outsourcing inside sales to an external provider is no different. However, outsourcing to the provider also implies a transfer of risk, which needs to be balanced and managed differently.

When you outsource real estate inside sales agent services, it needs to be a virtual extension of your in-house sales team. Consequently, both groups need to share the risk of failure as well as the glory of success. In short, both need to have skin in the game.

Your real estate agency will need to understand and define the risks for both parties in the outsourcing relationship. Specifically, where the risks are likely to be found and who will be held responsible. Generally, the party that has the resources allocated defines the area of responsibility and related risk. In other words, if you have the power, you have the responsibility, and you have the risk if you don’t perform.

Metrics And Transparency

Your real estate agency will likely structure a performance-based contract with your outsourcing provider. Accordingly, if your outsourcing provider fails to perform to expectations, there is a loss of revenue for them as well as your agency. So, it is important to have a well-defined set of performance expectations and goals, plus the transparency of how the metrics used are determined.

The decision to outsource your inside sales team is to reduce your company’s risk of failing to take advantage of new business opportunities. Specifically, outsourcing real estate inside sales agent services reduce 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.

Outsourcing real estate inside sales agent services is a strategy for your agency to prioritize and dedicate its in-house sales agents for the best ROI. Specifically, in-house sales agents focus on what it knows best: the company, its products, services and customers. Conversely, outsourced inside sales agents prioritize front-end sales development (prospecting, lead generation, and appointment setting) to feed your company’s sales pipeline.

So should you outsource and use ISAs? Unquestionably as this speeds the sales cycle, keeps the pipeline full, is flexible, affordable, and offers measurable results. In brief, your real estate agency will reduce risk, lower costs, increase revenue, profitability, and ROI.

Please call us at (888) 339-6699 to discuss how our real estate inside sales services will serve your business needs or Contact Us.

Skin In The Game

Your sales are the lifeblood of your company’s long term success. So, how can you trust this with an external outsourcing provider?

From a different perspective, is your outsourcing provider really your partner in the sales battlefield?  That is, do you want to share your foxhole with your outsourcing inside sales provider?

This only makes good business sense when YOUR company’s success translates into THEIR company success. In brief, you both need to have skin in the game, with a major stake in the success of the relationship.

Consequently, your outsourcing provider’s compensation plan needs to incentivize them to ensure your long-term success. Also, your outsourcing provider must consistently demonstrate the importance of retaining your company’s business as a client, just as winning new customer business is for you.

Is The Price Right?

Outsourcing inside sales has a variety of tangible and intangible costs. So, you will need to know whether they are proportional to the benefits gained by your company. Basically, is the price right and fair to both parties?

You may find outsourcing inside sales to be economical or expensive depending upon your company’s present situation. While there will be a price tag each billing period, your focus should be whether the investment provides the return your company requires.

Due Diligence

Your due diligence should estimate the value of outsourcing inside sales and ROI for your company. For example, you will need to measure the cost of services provided for the value received:

DISCLOSURE: Nexus Teleservices is a Nearshore Outsourcing Inside Sales business provider.

Your company, like most companies, is constantly being challenged to improve its performance. For instance, this might be sales growth, profitability, competitiveness, or other metric. Consequently, to respond to these challenges, outsourcing inside sales is a business strategy you should consider.  So, let’s discuss the key benefits of this in greater detail.

1 – Lower Costs For Sales Function

For most companies, the sales function is a major cost component. When considering personnel salaries, benefits, employment taxes, recruiting, training, turnover, and facilities, the inside sales organization is clearly a major investment.

Sales Development Representatives (SDRs) are expensive and in high demand, with an average turnover rate of approximately 30%.  Consequently, your existing management will need to take time away from the hiring process, adversely affecting current sales development. Additionally, after an initial ten-month period, less than one-half of your sales representatives will be profitable.  Finally, when you need to replace an SDR, it will cost your company over 1.5 the annual salary.

Obviously building and maintaining an inside sales team is expensive and will strain your company’s budget.

Personnel Strategy

A strategy of outsourcing inside sales allows your company to significantly lower costs related to hiring, training, and maintaining sales personnel. Because the outsourcing provider has already hired and trained sales personnel for their clients like you. As a result, your company has rapid access to these personnel, particularly when starting up new activities.

Your company’s risk of personnel turnover using an external outsourcing provider is also much lower. Additionally, your outsourcing provider assumes the financial risk for the replacement and training of their sales personnel, not you. Finally, by outsourcing inside sales, investment in infrastructure and technology related to personnel are also assumed by the provider.

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

2 – Increases Sales Function Flexibility

Outsourcing inside sales allows your company to leverage the external provider’s resources and experience to increase the flexibility of sales operations. Generally, it takes time for a company to set up the in-house sales resources for a new product, market, or growing sales program. Conversely, by outsourcing, your company can respond much faster to these market opportunities.

Sales flexibility will be determined by how quickly your outsourcing partner can adjust to new business demands and how well your company leverages the relationship. So, let’s discuss this in greater detail.

Adaptability

Business planning often requires your company to make a mid-course correction. So, outsourcing in-house sales can offer additional resources, as well as changes in the sales process to adapt to the unanticipated business demands.

Scalability

Your company’s marketing and sales activities will vary (up or down) for many reasons. Consequently, your outsourcing provider gives your company the resources to support new markets, seasonality changes, or a varying business cycle.

Strategy

Your outsourcing provider should help teach your company how to be better at sales. Correspondingly, they will assess and provide feedback on the sales process and what changes need to be implemented for success. For example, the sales pitch, customer needs, market reaction, and other elements needed for improvement.

Processes

Your company’s sales processes can be improved upon. Despite what works well before, changes will be needed moving forward. So, by leveraging your outsourcing provider’s expertise and perspective, your company can adjust and refine its sales processes.

Technology

Outsourcing inside sales implies that your service provider specializes in SELLING. Consequently, they provide superior selling tools and technology to improve your company’s flexibility, speed and competitive standing.

3 – Reduces Sales Function Risk

Any business decision your company makes entails some level of risk. Outsourcing inside sales to an external provider is no different. However, outsourcing to the provider also implies a transferral of risk, which needs to be balanced and managed differently.

As previously mentioned, when you outsource inside sales it needs to be a virtual extension of your in-house sales team. Consequently, both groups need to share the risks of failure as well as the glory of success. In short, both need to have skin in the game.

Your company will need to understand and define the risks for both parties in the outsourcing relationship. Specifically, where the risks are likely to be found and who will be held responsible. Generally, the party that has the resources allocated defines the area of responsibility and related risk. In other words, if you have the power, you have the responsibility, and you have the risk if you don’t perform.

Metrics And Transparency

Your company will likely structure a contract with your performance-based outsourcing provider. Accordingly, if your outsourcing provider fails to perform to expectations, there is a loss of revenue for them as well as your company. So, it is important to have a well-defined set of performance expectations and goals, plus the transparency of how the metrics used are determined.

The decision to outsource your inside sales team is to reduce your company’s risk of failing to take advantage of new business opportunities. Specifically, outsourcing inside sales 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.

Outsourcing inside sales is a strategy for your company to prioritize and dedicate its in-house sales resources for the best ROI. Specifically, in-house sales resources focus on what it knows best: the company, its products, services and customers. Conversely, outsourced inside sales prioritize front-end sales development (prospecting, lead generation) to feed your company’s sales pipeline.

So should you outsource inside sales? Unquestionably as this speeds the sales cycle, keeps the pipeline full, is flexible, affordable, and offers measurable results. In brief, your company will reduce risk, lower costs, increase revenue, and profitability.

Please call us at (888) 339-6699 to discuss how our call center inside sales services will serve your business needs or Contact Us.