Inside Sales Agent (ISA) — Real Estate Cold Calling

Company Overview
The clients are a two-agent real estate team built around direct lead generation rather than relying on a brokerage's referral pipeline. Client 1 works primarily as a buyer's agent with a large personal sphere of influence, while Client 2 focuses on the listing side and maintains his own book of clients in Follow Up Boss. The team invests directly in leads — including tax record data, expired and withdrawn listings, for-sale-by-owner leads, and open house leads — so they can keep more of what they earn on each deal instead of splitting it with a brokerage.
Role Overview
Client 1 is running lead generation and client-facing transactions largely on his own and doesn't have the bandwidth to consistently work the volume of leads coming in. This role is an Inside Sales Agent (ISA) whose sole purpose is the investment side of the business: working through roughly 840–850 existing leads sitting dormant in the team's CRM, following up on batch-purchased leads (expired, withdrawn, FSBO) and open house leads, and keeping people warm until they're ready to meet.
The ISA will also spend time in Client 2's Follow Up Boss account, which holds a number of warm leads that go untouched while he's out on showings and listing appointments. Success in this role means booking qualified appointments — in person or by phone — where Client 1 or Client 2 can take over the conversation.
Key Responsibilities
• Make outbound calls to existing and newly purchased leads (old database leads, expired/withdrawn listings, FSBO leads, and open house leads) to re-engage and qualify them.
• Follow up consistently with leads over time to keep them warm until they're ready to transact.
• Gather buyer criteria on qualifying calls — target areas, price range, home style, bed/bath count, must-have amenities (e.g., proximity to a train station), and timeline.
• Book appointments or phone consultations for Client 1 (and occasionally Client 2) with qualified leads, and confirm they show up.
• Work leads inside the team's CRMs (HighLevel and Follow Up Boss) — logging call outcomes and moving leads through the pipeline.
• Spend part of the time managing and following up on warm leads already sitting in Client 2's Follow Up Boss account.
• Aim for a high volume of outbound activity — target is roughly 125–150+ calls per shift, working toward ~900 calls per week.
Skills & Tools
• Minimum 3–4 years of experience specifically in real estate cold calling / ISA work — general call center, pharmaceutical, or other consumer sales experience does not meet this requirement.
• Comfortable working in CRMs such as HighLevel and Follow Up Boss (training available, but prior CRM fluency is a plus).
• Strong phone presence — confident, personable, and persistent without being pushy.
• Well organized and consistent with follow-up; able to manage a high volume of leads without letting any go cold.
• Able to gather and accurately record buyer criteria and lead details.
• Reliable, self-directed, and comfortable working independently once given a lead list.

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