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.
- 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.
- “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