Inside Sales Agent (ISA) – Job Description

The following is a sample job description for an Inside Sales Agent (ISA) that converts both inbound and outbound leads to appointments for a real estate teams’ sales agents.

General Job Description

  • Prospect for new clients on a daily basis from various lead sources, such as 'for sales buy owner', 'expired' listings and 'cancelled' listings.
  • Respond to inbound leads from all internet lead sources, sign calls, and etc.
  • Schedule appointments for Listing and Buyer Specialists.
  • Input/manage client & lead databases.
  • Conduct lead follow up & nurture leads until appointments are set.
  • Assertively meet and exceed sales goals.
  • Conducts live internet chat sessions to qualify for buyer or listing appointments.
  • Utilizes 3 single line and multi-line dialers to complete as many as 300 to 400 phone calls per day.
  • Utilize call outlines, possesses superior questioning and listening skills.

Job Specific Skills & Traits

  • Communicates effectively with peers, superiors, customers, and vendors in written and verbal form.
  • Practices, memorizes, and internalizes scripts.
  • Ability to block out distractions and listen intently to the conversation that is occurring.
  • Creates a sense of comfort and familiarity through their ability to build rapport.
  • Excellent organizational and time management skills.
  • Organized, systematic, and detail-oriented.
  • Results oriented and high achiever.
  • Basic understanding of computers and navigating the Internet.
  • Excellent organizational and time management skills.
  • Career development and training focused.
  • Posesses a confident telephone voice.
  • Learn, utilize and perfect a system sales process.
  • Effectively deals with stress.
  • Refuses to get emotionally involved.
  • Is a master problem solver.
  • Continually learns, grows and changes.

Key Activities & Duties

  • Set weekly goals
  • Track all key business activities.
  • Measure conversion ratios and meet performance benchmarks.
  • Set up an “Ideal Week” that blocks time for activities designed to reach goals.
  • Attend training and establish daily role-play partners.
  • Willing to be held accountable for goals & results.
  • Call past clients and your sphere of influence to ask for referrals.
  • Manage contact database system.
  • Manage 50+ new leads each week & work existing leads to convert into buying/listing appointments.
  • Practice, memorize and internalize scripts at least 1-2 hours /week.
  • Prospect for new clients on a daily basis 1-2 hrs/day.
  • Do 5-10 hours of lead follow-up per week.
  • Make 50 to 100 contacts per week calling on:
  • Expired Listings
  • FSBOs
  • Center of Influence
  • Past Clients
  • Just Listed & Just Solds
  • Open Houses
  • Internet Leads - Various Sources


  • 1-3 year of previous, verifiable outbound inside sales, or customer service experience.
  • 1-3 years of database/CRM management.
  • 1-3 years verifiable use of Auto dialer programs.
  • A High School Diploma AA degree preferred.
  • Responsive to change.
  • Good communication habits/ability to listen and ask questions.
  • Good written communications.
  • High Self esteem.
  • Competitive, motivated, organized, open to change and willing to learn.
  • Sales/customer service experience.

Contact Us About This Position

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