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Three must-ask questions when hiring an inside sales agent
Telemarketers. Virtual assistants. Lead scrubbers. There are many terms used to describe “inside sales agents,” an industry role that has taken off over the last few years. But few of these descriptors fully encapsulate the role of an inside sales agent (ISA), which is to:
 
Respond to inbound calls or online leads promptly — before they move on to another agent or real estate source
Talk with prospects and leads to determine their likelihood of buying and selling
Nurture these contacts until they are ready to talk directly with an agent
Track engagement and develop a deep relationship so the transition from ISA to agent is smooth, personal and conflict-free
 
As you may expect, not all ISA’s are created equal. Some have strict rules and limitations, while others work to become a part of your team’s culture. Some simply track their engagement while others make sure to alert you immediately if they talk to someone who they’ve determined is a “hot” lead.
 
Below are three questions to ask yourself when hiring an inside sales agent to work for your business or team.
 
1. Do I want to work with an established service, or hire my own ISA?
If you’re hiring a service that ... more

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