Where Do We Get Our List to Call?

A common question clients ask me is: Where do we get our list to call? There are actually two options I want to talk about.

A common question clients ask me is: Where do we get our list to call?

There are actually two options I want to talk about. Most people are familiar with purchasing access to expired, canceled, or withdrawn listings. But there’s also a way you can purchase premium lists to get better results.

That being said, you are going to pay a premium rate for those lists. Depending on the type of list and the amount you’re purchasing, these can run anywhere from seven cents to 30 cents per record.

Premium lists will help you weed through to find people who are the most likely to sell their home in the next 12 months.

If you give us access to your expired service, we’ll pull from that list every two weeks. That way, your virtual assistant can give them a call.

However, we don’t want to contact any brand-new expired listings. Those homeowners are getting anywhere from 60 to 70 phone calls a day in some markets. We don’t want to compete with that.

We want to pick up calling where other agents have stopped. After that point we’re persistent, but aren’t going to be calling the same neighborhood multiple times per day or week.

If you have any other questions or would like more information, feel free to give me a call or send me an email. I look forward to hearing from you soon.

How We Keep Remote Employees Accountable

Here at 1000 Calls A Day, how do we keep our remote employees accountable?

Since most of our employees work remotely, I want to explain how we keep our virtual assistants accountable and help them with their time management.

First of all, we have a workforce monitor. We just hired our second workforce monitor, and she is amazing. She is in charge of all tech support for our auto dialer and sending performance audits to our clients every month.

All of our clients and VAs also have a Google chat thread running. The VA uses the chat to clock in for the day, and we keep track of their breaks from there, depending on which auto dialer we use. If you use some of the professional call center software, then the VA has to insert a reason code if they want to pause the auto dialer for any reason. For example, they can enter codes in for a huddle session, coaching session, or restroom break.

Unfortunately, there are times when a virtual assistant goes MIA. When that happens for the first time, we issue a verbal warning. If it happens a second time, the VA will be removed. We do not tolerate employees that aren’t accountable virtually. It’s a very fine line that you have to run.

The management staff has their own chat thread where they keep in touch with one another, team leaders, and the operations staff. They let us know if someone has texted or called in because they are going to be late.

In the event of a hurricane or typhoon, I will let you know why your VA isn’t available.

Sometimes, a large-scale event like a typhoon or earthquake can make VAs unavailable. If that happens, I will personally go on our Facebook page and email all of our clients to let you know that some of their VAs might be affected by this event.

That’s how we keep everyone accountable at 1000 Calls A Day. If you have any other questions or would like to learn more about 1000 Calls A Day, just give me a call or send me an email. I would be happy to help you!

The Best Ways to Create Predictable Revenue

What is the best way to build predictable revenue? According to one of my favorite books, it all boils down to systematizing your sales process.

“Predictable Revenue” is a fantastic book by Aaron Ross and Marylou Tyler. I recommend it to all of my clients. One of the main lessons I’ve learned from this book is how to systematize your sales process.

If you want to grow your business exponentially, you need to delegate certain duties and replace yourself in certain roles.

For example, if you don’t like prospecting, hire someone to do that for you. Not into lead follow-up? Find someone to take care of that for you. That way, you can dedicate all of your time to meeting with clients and closing deals.

Your lead follow-up system should be systematized to the point where it reads like a recipe.

A lot of clients have trouble letting go of managing every part of the sales process. However, it’s important that you trust your team members and hire people who will do the things you don’t like to really well. Look for a detail-oriented person who complements you.

If you don’t like cold calling and finding new opportunities, or you don’t enjoy following up with leads, find someone who is really good at following instructions and systematizing their day.

Again, it can be difficult for you to delegate at the beginning. However, once you see your calendar stacked with appointments and your business starts doubling—or even tripling—it will get easier.

We’ll handle outbound prospecting so you can focus on growing your business.

When you work with 1000 Calls A day, we handle the outbound prospecting for you. We call thousands of numbers a week to get those verbal opt-ins to add to your sales pipeline. I always recommend that you hire one person inside your office to take care of the lead follow-up. They will be more focused and able to convert leads at a higher level than you could on your own.

Ultimately, systematizing your sales process will give you more time to do what you do best.

If you have any questions or would like to learn more about 1000 Calls A Day, give me a call or send me an email. I would be happy to help you!

What’s the Difference Between a VA and an ISA?

What’s the difference between a VA and an ISA? Can’t one person handle both duties?

What is the difference between a virtual assistant, also known as your dedicated outbound prospector, and an inside sales agent?

I speak with a number of business owners who think that it’s best to combine the ISA and the VA role. However, there are a few reasons why that’s not the best idea.

It’s very common for people to get VAs and ISAs mixed up, but they are actually two very different roles.

Some business owners want to do their own lead follow up while producing, and others want the VA to handle lead follow up for them.

The problem is, neither of those options are sustainable if you want to systematize your sales process and create predictable revenue.

Your VA will identify opportunities to keep your ISA busy.

When you do lead follow up on your own or have your VA handle it, there is usually a point of diminished returns about three to six months later. Why? Your prospector isn’t prospecting because they do lead follow up 90% of the time, or you’re not doing your lead follow up because you would rather be out in front of consumers to grow your business.

In order to truly systematize your sales process, you need these two separate roles. VAs will identify the opportunity, add it to your sales pipeline, find the motivating fact, get them to verbally opt-in to be contact by an agent, and market-qualify the lead.

Your ISA is the person who spends the bulk of their time on the phone with your leads, teeing them up so that you can sign a contract with them.

The ISA’s job is to build rapport. They spend more time with your leads than anyone else in the sales process. I always recommend that our clients have an ISA in the office responsible for nurturing, educating, and converting leads. At 1000 Calls A Day, we take care of adding new opportunities to your pipeline and keeping your ISA busy.

If you have any other questions or would like to learn more about 1000 Calls A Day, just give me a call or send me an email. I look forward to hearing from you!

Only the Best Virtual Assistants Work With Our Clients

We put our virtual assistants through rigorous screening to ensure that we only provide the best help to our clients. Out of every 60 applicants, only about five will pass our test.

How do we at 1000 Calls A Day find the best virtual assistants for our clients?

First of all, we hold our applicants to a very high standard of quality. Out of the 60 applications we receive every day, only about five typically make it past this initial screening.

From there, we show the remaining applicants what to expect out of a typical day-in-the-life of one of our virtual assistants. By showing them what to expect, giving them basic scripts and roleplay assessments, as well as having them shadow our tenured virtual assistants, we do all we can to ensure that they are fully equipped to do the most for our clients.

We truly only take the best applicants to work for our clients.

Once applicants have made it this far, we like to make sure that they have updated software and computer systems as well as a stable Internet connection.

They then move on to a more difficult segment of our roleplay assessment. After they pass that, they become one of our virtual assistants.

We truly only take the best applicants to work for our clients.

To learn more about how to grow your business, or if you have any questions, feel free to give us a call or email. We look forward to hearing from you.

How the KW Family Reunion Inspired Our New Service

This year, I went to Family Reunion by Keller Williams.

When talking to some of the top agents around the country, I discovered that there is a real need to outsource recruiting calls.

As a result, 1000 Calls A Day is preparing to implement a recruiting campaign to help agents build their real estate teams. We couldn’t be more excited about this!

We are in the very beginning stages of starting this new service. Some of our VAs are being trained to make these extremely important calls.

If you are interested in learning more about our upcoming recruiting campaign, give me a call or send me an email. I would love to chat with you!

How Do We Define Success at 1000 Calls A Day?

How do we measure success at 1000 Calls A Day?

First of all, we want each one of our virtual assistants to pass over 40 to 60 nurturing opportunities a month to their clients. Our goal is to build you a balanced sales pipeline so that you have a ladder portfolio filled with opportunities to create predictable income. To achieve that, we are consistently adding short-term, mid-term, and long-term nurtures to your pipeline.

If you need to add more short-term or long-term nurtures to your sales pipeline, just reach out to us. We are in constant communication with our clients so that we can consistently add the leads you need to keep your income predictable. For example, if you need more short-term nurtures, then we will call more expireds.

Our goal is to build you a balanced sales pipeline.

One of the surest ways our clients can see ROI is to add additional VAs to your team to maximize that effort.

We also make sure we keep our VAs extremely happy, but we’ll go into more detail on that later. In the meantime, if you have any questions, please don’t hesitate to reach out to me. I would be happy to help you!

What Happens After Your VA Identifies a Lead?

What happens when your virtual assistant identifies an opportunity or a lead for your sales pipeline?

First of all, your VA will send you an email. Depending on the dialing system you choose to work with, that email is either sent out automatically or your VA will pause their dialer and manually send you an email. Either way, you get an immediate, real-time notification that a lead has been identified.

We also share a Google Sheet with you to keep track of every lead that you get once you start the program. These sheets start out basic but as the system and the program mature, they can get pretty complicated. You can integrate the Google Sheet with your ISA or inbound lead follow up person, who can then provide feedback to your VA within the spreadsheet.

What happens if you don’t have a CRM? You can use the tracker we provide as a rudimentary way to utilize and work the leads like you would in a CRM. However, we definitely recommend that you get a CRM as soon as possible to streamline your follow up process.

We definitely recommend getting a CRM as soon as possible.

Our VAs also send you a daily report explaining what they did for you that day and list your leads at the bottom of the email.

So, after your VA identifies a lead, you will get an immediate notification, the VA will add the lead to your Google Sheet, and your VA will make a list of all of the leads they identified in their daily report.

If you have any other questions about this process or if you would like to learn more about 1000 Calls A Day, please don’t hesitate to reach out to me. I would be happy to help you!

Are You Investing in Quality Data?

Are you investing in quality data? I cannot encourage you to do this enough.

I have a great partner, Cole Resource Realty, that provides lists for circle prospecting. These lists of landlines are only about $400 for the year. You can use these lists for your circle prospecting, just listed or just sold calls, or any of your basic prospecting campaigns that you need to run in order to build long-term nurtures for your sales pipeline.

Keep in mind that those are long-term nurtures, most of which will take six to 18 months before they come to fruition.

Think of circle prospecting as your post-workout shake or protein bar: it’s good, but it’s not dinner. If you want to build more immediate business, then you need to invest in quality data.

You need to invest in quality data.

I have great relationships with a company that provides predictive analytics, which tells you who is most likely to sell their home in the next 12 months.

On the call, you would still use your script for circle prospecting. The difference is that we have mathematical proof that these prospects are more likely to sell their home than the people you call in random neighborhoods.

You do have to buy these numbers in blocks of 25,000 to get the best price. These lists run about $2,000 to $2,500, depending on the type of list your are building. Still, this is a great way to add short-term leads to your sales pipeline.

Ultimately, circle prospecting and cold calling are great techniques to build your business. However, if you want to fast-track your ROI, you need to invest in quality data.

If you have any questions about where to get quality data, just give me a call or send me an email. I would be happy to help you!

How We Track Time Management at 1000CAD

Friends and clients,
Jessica Sanders
1,000 Calls a Day

What does time management look like at 1000 Calls A Day? How do we keep our employees accountable?

Since most of our employees work remotely, we have a workforce monitor on our team. Wanie uploads and scrubs lists into autodialers, pulls recordings, and assists our VAs if they have technical issues with their dialers. She also pulls productivity reports to make sure that our VAs are online when they are supposed to be.

We also use daily huddles, coaching calls, and weekly client check-ins to keep track of our VAs. Not only that, our VAs are in constant communication via a chat thread. Each team and each client has their own chat thread in Google Hangouts.

There is a management chat thread that keeps track of whether or not people have logged in. For example, one of our VAs recently changed shifts; if he forgets and logs in according to his previous shift, his manager will let the other managers know in the chat thread. If VAs need to log out of their dialer, there are certain codes they can enter so the managers know why the VA is offline.

Of course, sometimes VAs are simply MIA. If we cannot get ahold of them once, they get a verbal warning; if it happens again, they are fired. Time management is especially important when you have remote employees, and we have honed our system to keep our VAs accountable.

If you have any questions or would like to learn more about 1000CAD, register here or reach out to me with any questions you may have. I look forward to hearing from you!