Level Up - From Agent to Entrepreneur

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How to Run the ISA Model Effectively w/Aaron Rian

The general industry looks at the ISA as someone who is only responsible for response time, but our guest has put a whole new twist on it. How can you elevate the ISA role so it can benefit your business even more? How can you run each department of your business like its own business? On this episode, we are joined by Aaron Rian who shares how he built a prospecting machine and a powerful internal sales team.

Just because you’re good at selling real estate doesn’t mean you can run your business or that you’ll be good at everything. - Aaron Rian

Takeaways + Tactics

  • You can use ISA's to do more than just scrub leads or increase response time.
  • ISA's can actually generate and set 98% of the appointments your virtual agents take.
  • To branch out into certain areas like running ISA teams or building side businesses, you need to build your entrepreneurial skill set, not just your sales skill set.

 

At the start of the show, Aaron shared his team’s structure and distribution of virtual agents and in-office agents. Next, we talked about how his team uses the ISAs as the front end of their prospecting process, how to run each department like a separate business and why it’s hard to out-recruit a team like Aaron’s.

We also discussed:

  • Why being good at real estate doesn’t translate to entrepreneurial prowess
  • Aaron’s team’s use of Transaction Coordinators
  • How Aaron built a digital media agency

By putting more training into your ISAs, you can get them to speak intelligently enough to the lead to get them interested in the company and interested enough in the agent that they want the appointment. Instead of seeing them as people who are in charge of your response time, think of them as the front end of your whole business. When you start to run each of your departments like they are standalone businesses, the performance, ROI and conversion rates will go through the roof.  

Guest Bio
Aaron is the Operating Principal at the Rian Group, Best Selling Author and Talk Radio Show Host. His clientele consist mostly of athletes, corporate executives and high net worth individuals from around the world. Go to http://theriangroup.com/ for more information or call 503-343-1666 with any referrals.

Resources

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

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When You’re Tired of the Grind: How to Create Come-List-Me Content w/Frank Klesitz

Most agents think the only asset their business needs is their skill. How does this set you up for a business that requires you to always be on the hunt? How can you use content to position yourself as an expert and attract business this way? Why is it dangerous to go into real estate only looking out for yourself? On this episode, we are joined by Frank Klesitz who shares his insights on the smart way to get out of the grind.

The asset is not how many people you know-- it’s how many people know you. - Frank Klesitz

Takeaways + Tactics

  • You can scale a message, but you can’t scale a relationship.
  • Attention is an expensive thing to earn.
  • Your content doesn’t have to be ground breaking-- it just has to come from you in an authentic way.

Resources

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

 

At the start of the show, we discussed how the word “grind” is just a perception, and the importance of starting to plan for your future right now. Next, we talked about how to define a real asset in business. Towards the end, we talked about how to go about finding content topics and what it takes to create valuable content.

We also discussed:

  • How to monetize the “no’s”
  • How to get people to spend time with you online
  • The drawbacks of one-to-one prospecting

When you go from agent to entrepreneur, one of the key things you realize is that you have to build an asset that goes beyond your skill. The real asset is how many people know who you are, spend time with you, and trust you. If you want to be successful, start scaling your message in some way, and get good at publishing and making people spend time with you online. Think about being an expert provider of really helpful content that’s so good that people would be willing to pay to receive it. The real asset in business is a thriving audience of people who want to buy what you sell.

Guest Bio
Frank Klesitz is the CEO and co-founder of Vyral Marketing. Go to getvyral.com for more details.

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