What does an inside sales agent (ISA) actually do?

// The answer

An inside sales agent answers any inbound leads you have. They qualify your buyers and your sellers, they follow up, they respond, and ultimately they book qualified appointments that go directly on your calendar. They never negotiate, they never show property, and they never close on your behalf. That job stays the same, it's your job. But at this stage, you don't have to chase the leads down, and that really makes life a lot easier. They also make outbound calls as well. They'll call cold leads and warm leads, and their job and objective is to have a meaningful conversation by phone, make an impact, and once they've had that meaningful conversation and made an impact, that is when they look to form that relationship on your behalf and ultimately help you close the deal. And they do the closing of the deal through having that first high-level conversation, really figuring out the ins and outs, the why, and the motivation behind the prospect.