How to Run a Successful, Driven & Dependable ISA Department w/ Nicolas Cendoya
A pain point that many people have with the ISA model is finding the right people to actually make the calls. How do we make sure we’re slotting the right people into the business? How can we build a feeling of camaraderie between ISAs and brokers? What are the things we need to consider when we’re building an inside sales department from scratch? On the episode, Nicolas Cendoya, the head of inside sales at The Brokerage House, shares insights on managing ISAs and how to keep things running smoothly.
Brokers are depending on us, we are the in trenches of everything that happens day-by-day –Nicolas Cendoya
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Three Things We Learned From This Episode
The 3 things we need to look for in an ISA
Attitude, effort, and attendance are important in an ISA. Reaching out to people on a daily basis is a grind, so we need people with the right attitude. They also need to be willing and able to show up everyday and make the effort to hit the numbers.
The importance of creating business for the next day
It should be a priority to care of our next day numbers so that every broker we have in the field has at least one listing opportunity for the next day.
Why brokers need to have confidence in the ISAs
It’s so important that the brokers never lose confidence in the ISA department, and know that they will always deliver the appointments. Our ISAs need to know that they support the brokers and are instrumental in how successful they are.
The ISA department isn’t an isolated island in your business. They are the driving force of what feeds the brokers on the team. Brokers depend on the ISAs, and it’s so critical to foster that feeling of camaraderie. ISAs have to understand the responsibility they have to the brokers, and brokers need to have confidence in them. This is why it’s important to bring in the right ISAs with the right attitude and willingness to meet the numbers, because those numbers affect everyone else in the organization. It’s not about the individual, but about the team.
Nicolas is the head of the inside sales department at The Brokerage House. Connect with him on LinkedIn https://www.linkedin.com/in/nicolascendoya/.