The “Lowkey ISA” Secret for Building a Mini Sales Army (For Free)

Hey guys, have you heard of an ISA? An ISA is in the real estate world: an Inside Sales Agent.

Now, why should you care? Well, a lot of top teams hire an ISA to sit in their office or virtually and make calls into the marketplace. They could be calling their spheres of influence. They could be calling FSBOs, expireds, online leads, neighborhoods. Lots and lots of uses for ISAs.

Is it a good investment? It can be. But I want to talk to you about something else, which is related to ISAs in a different way, and that is treating your current sphere of influence as a low-key ISA.

And what I mean by that is you've got this little army around you, these 100, 200, 300, 400, 500 people in your sphere of influence that could be out in the marketplace acting as, kind of, your ISA. But you got to train them to do so.

You got to turn them into your little mini sales army. And what do I mean by that? I mean, you're going to let them know that the best way they can help you is just by watching and listening and seeing if anybody that they know is thinking about buying or selling real estate.

Now, there are some ways to do this the right way. And some ways to do this the wrong way.

The wrong way is just coming at people over and over and over again saying, "Who do you know that wants to buy or sell real estate?" People get tired of that. It becomes repetitive and it's actually too salesy, and it turns people off, in my opinion.

There's a lot of other ways to do this. I'm going to give you one example of that:

First, announce that you're rewarding the fact that they give the referral (within your state and your local community laws).

You can say:

"Hey, anybody that sends me a referral or is active and just endorsing me, I'm going to put you into what we call our VIP club. Our VIP club just means that we do some special events four times a year or twice a year, where we invite our friends that are referring our business to some special parties and some special things that we put together. We take you to concerts or baseball games or soccer games, or local wineries, local restaurants. We just have a great time. It's just a fun event. And I also give you a little gift every time you send us a referral as well."

Did you know that when you offer a reward of any kind, you get a 24% bump in the amount of referrals you receive? That comes from the American Marketing Association. So just by doing that, a quarter more referrals will be flowing to you.

And here's something else: It doesn't have to be a cash incentive. It doesn't have to be giving cash. And we're usually not allowed to do that anyway.

But when we say cash, it could also mean not giving a gift. It can be an experience. And that's why I say experiences are much more powerful.

When I say, "I'm going to invite you to a special event," that's an experience people can almost never forget. An experience.

They'll forget the bottle of wine. They'll forget the food you bought them. But they will not forget the experience.

So experience always trumps anything else that you're doing.

So that's one.

Number two is you need to give them an assignment.

What do I mean by that? An assignment.

What if every month you gave your sphere of influence an assignment?

Here's an example. Right now, during the summer, we're in garage sale season. So here's an assignment.

You send out a quick text that says:

"Hey, you've probably seen some garage sales happening in your local community. Often, a garage sale can be the first step in people getting ready to put their homes on the market. If you see one in your local community, take a quick picture of the address, if you wouldn't mind, and shoot it to me. I'll just send a quick email or letter out just to offer my services as a realtor if they're considering selling."

That's a simple thing that you could tell people. Give that little assignment to people. Some people will do it, some people won't.

But you're not top of mind. You're just asking for somebody to do something, asking for generosity.

Another example would be, "Hey guys, we're in a busy season right now, busy selling season, and we're always looking for more inventory. So if you drive by and you see a for sale by owner sign or a for rent sign on any homes, if you snap a quick picture and send it to me, I'm going to give you a free Starbucks gift card."

So it'll give them the opportunity to become a part of your success, but also they get a little reward for it.

You see the power of this? And we start doing this consistently over and over again, using different strategies around turning your sphere into your sales army. Low-key ISAs, guys, you can crush it with this technique.

Now, if you want more ideas like this, sign up for Path Performance Coaching here to get your first month for only $1.

It’s one of the most affordable coaching programs in the country, bar none. And we're going to give you hundreds and hundreds and hundreds of lead generation strategies, marketing assets, social media content, all kinds of fun things you can use to go out there and build your business.

Hope to see you over there soon.

Have a great day. Good selling.