Overview
We are seeking a dynamic and strategic Lead ISA / Real Estate Business Development and Revenue Specialist to drive growth and maximize revenue opportunities within our real estate portfolio, focused primarily on seller lead generation, listings, expired listings, FSBOs, circle prospecting, database reactivation, investor leads, and relationship-based referral generation.
This is not a basic appointment-setter role. We are looking for a proven real estate ISA . Beginners or general SDRs will not be considered.
The person must be a strong outbound prospector first, with the ability to grow into a lead ISA / sales operations role over time.
The ideal candidate is excellent at cold calling, handles rejection well, sounds professional and natural with U.S. clients, and can switch between aggressive prospecting calls and warm relationship-based calls with past clients, sphere, and referrals.
The candidate should have 2-4 years of seller lead generation experience, expired/FSBO/database reactivation experience, strong CRM discipline, excellent English, and leadership potential.
Primary Goals and Duties
Generate listing appointments, buyer appointments, investor opportunities, and referral opportunities that lead to signed listing agreements, buyer representation agreements, and closed transactions.
The 12-month target is to help generate enough qualified opportunities to support approximately 40-50 closed transactions.
Candidate must have:
Minimum 2 years of real estate ISA, appointment setting, SDR, or outbound sales experience
Strong cold calling experience
Expired listing calling experience preferred
FSBO calling experience preferred
Circle prospecting experience preferred
Investor / cash offer lead calling experience preferred
CRM experience required
Excellent spoken English
Neutral or easy-to-understand accent for U.S. clients
Comfortable making high-volume outbound calls
Strong objection handling
Strong follow-up discipline
Ability to work U.S. Eastern Time hours
Full-time commitment preferred
Long-term position, not a side hustle
Strongly Preferred
Real estate experience
Experience calling seller leads
Experience calling homeowners
Experience calling old database leads
Experience with Landvoice, Mojo, Vulcan7, REDX, Follow Up Boss, Lofty, Chime, BoomTown, or similar platforms
Experience preparing listing agreements or buyer agreements
Experience creating or updating CRM records
Experience applying SmartPlans, workflows, tags, or lifecycle stages
Experience with appointment confirmation and no-show reduction
Training, leadership, SOP, or team lead experience
Personality / Communication Fit
Candidate must be able to:
Sound confident without sounding pushy
Handle rejection without becoming discouraged
Be warm enough for past clients and SOI calls
Be direct enough for expireds, FSBOs, and investor leads
Take detailed notes after every call
Follow scripts but not sound robotic
Ask good qualifying questions
Keep leads organized until they become clients
Core Responsibilities:
The ISA will be responsible for leads from the time they enter the system until they become a signed client.
A lead becomes a client once:
An appointment is completed, and
A listing agreement or buyer representation agreement is signed
Responsibilities include:
Cold calling expired listings
Calling FSBOs
Calling cancelled and withdrawn listings
Calling circle prospecting lists
Calling database contacts
Calling past clients and SOI for referrals
Calling online leads
Calling investor / cash offer leads
Following up with long-term prospects
Qualifying leads
Booking appointments
Confirming appointments
Reducing no-shows
Updating CRM notes
Updating lifecycle stages
Triggering or applying SmartPlans
Preparing listing agreements for appointments they book
Preparing buyer representation agreements for appointments they book
Preparing listing presentation templates
Preparing buyer presentation templates
Sending completed prep materials to me before appointments
Keeping all lead records clean and updated
Lead Types They Will Work
The ISA must be comfortable with:
Past clients
SOI / met contacts
Referral sources
Circle prospecting homeowners
High-equity homeowners
Expired listings
Cancelled listings
Withdrawn listings
FSBOs
Online buyer leads
Online seller leads
Investor leads
Cash offer leads
Old database leads
Long-term nurture leads
Workflow
The ISA owns the lead while the person is still a lead or prospect.
Once an appointment is booked:
ISA confirms the appointment.
ISA updates the CRM.
ISA places the contact on the correct lifecycle stage / SmartPlan.
ISA prepares the correct agreement and presentation template.
ISA emails the completed appointment package to me.
I take over the appointment and client conversion process.
After the appointment, the ISA may continue assigned follow-up tasks inside the CRM based on the SmartPlan or lifecycle stage.
Call Recording Requirement:
All calls must be recorded when legally allowed.
Before hiring, the candidate must provide:
Video introduction
Two real call recordings
One cold call recording preferred
One follow-up or relationship call recording preferred
If available, I would also like to hear:
Expired listing call
FSBO call
Investor lead call
Past client / referral call
Required Interview Screening
Candidate should be prepared to answer:
How many years of ISA, SDR, or outbound sales experience do you have?
Have you called expired listings before?
Have you called FSBOs before?
Have you done circle prospecting before?
Have you worked with real estate investors or cash offer leads?
What CRM systems have you used?
How many calls per day are you comfortable making?
How do you handle rejection?
How do you organize follow-up?
Have you ever prepared listing agreements or buyer agreements?
Have you ever trained or supervised another ISA, VA, or appointment setter?
Are you looking for a long-term role?
Workload Structure
This is not intended to be 8 straight hours of cold calling.
A sustainable daily structure may include:
4–5 hours calling
1-hour CRM updates
1-hour agreement/appointment prep
1-hour follow-up
30 minutes admin/reportings
The candidate must still be strong enough to handle heavy outbound calling when needed.
Compensation Structure:
Base pay plus bonuses
Bonus structure may include:
Appointment set bonus
Appointment kept bonus
Closing bonus
Quarterly KPI bonus
Target annual compensation for strong performance should be approximately $25,000-$30,000 if the ISA generates roughly 35 closings over 12 months.
Candidate Preference
Must have:
Excellent English
Professional phone presence
Reliable internet
Quiet work environment
Eastern Time availability
Long-term mindset
Qualifications
- Proven experience in sales, business development, or real estate within a fast-paced environment
- Strong proficiency with CRM software platforms
- Effective communicator with strong interpersonal skills to build rapport with diverse clientle
Join us as a Lead ISA / Real Estate Business Development and Revenue Specialist to energize our growth trajectory! Bring your strategic mindset, passion for sales, and expertise in CRM tools to make a lasting impact on our organization’s success.
Pay: $9,000.00 - $35,000.00 per year
Language:
Work Location: Remote
