On this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Peter Applegate, an inside-sales-agent-turned-OUTSIDE-sales-agent. Listen in as Peter discusses what he’s done to make that transition, the differences between the two roles, and what you need to do in order to succeed in each.
Episode Highlights:
- Peter joined the Keri Shull team in January, 2016, as an inside sales agent (ISA).
- Peter had been interested in real estate for a while, and was attracted to the consistent salary associated with being an ISA, instead of the “hunt what you kill” aspect of being an agent.
- Peter transitioned to an outside sales agent (OSA) in February, 2020.
- Dan explains the difference between an ISA and OSA within his organization.
- Being an ISA isn’t difficult to figure out, but it takes consistency in time spent calling and learning how to overcome objections.
- Dan and Peter outline some of the pros and cons of being an ISA.
- A guaranteed base salary is a huge pro of being an ISA for Peter.
- Dan thinks an additional pro of being an ISA is skill building due to the repetition of calls, and learning how to engage with potential clients.
- Not having to do open houses, show homes, complete paperwork at all hours are other benefits of being an ISA versus an OSA.
- Peter thinks the biggest challenge to being an ISA is not knowing what to say.
- Figuring out the client’s pain points, and how to solve them, is the best way to overcome objections.
- Peter describes the most difficult client objections he encountered, and how he overcame them.
- Transitioning from an ISA to an OSA made Peter more critical of how the ISA team pre-qualifies potential clients.
- Being able to land off-market properties is a great solution for overcoming objections for both ISAs and OSAs.
- Keeping clients engaged is a very different process for ISAs and OSAs. ISA’s have to keep them engaged for a short period of time, while OSA’s need to stay in touch with their clients until the deal is complete.
- Peter’s biggest challenge is trying to stay in front of his clients whose buying process is more drawn out.
- The higher income potential of an OSA is the major appeal to Peter.
- Peter’s biggest piece of advice for a new ISA is to not get dejected, and be able to laugh stuff off.
- Peter’s biggest piece of advice for a new OSA is to have a plan.
- Peter’s biggest challenge as an agent was getting hung up on the details.
- He enjoys snowboarding in his down time.
- In 5 years, Peter sees himself running a team within the organization.
3 Key Points:
- Being an ISA isn’t difficult, but it takes consistency in time spent calling and learning how to overcome objections.
- Consistent effort over time will produce results.
- Figure out where your business is going to come from, and focus your energy accordingly.
Tweetable Quotes:
- “Consistent effort over time is going to produce results no matter what you’re doing.” - Dan Lesniak
- “You need to figure out what the pain points are, and how you can solve the problem.” - Peter Applegate
- “Figure out where your business is going to come from, and focus your energy accordingly.” - Peter Applegate
- “Don’t project your concerns on others.” - Peter Applegate
Resources Mentioned:
