← Day in the Life — Choose Your REVA Role Lesson 5 of 5 · ~7 min

Inside Sales Agent (ISA) — a real day

What an ISA actually is

An ISA is on the phone: 80–100 outbound dials a day, 3–5 appointments set. The deliverable is not calls made or leads tagged — it's qualified appointments on the agent's calendar that actually show up. Highest upside of the coordinator roles, lowest base pay, and the seat most people quit within 60 days. The people who survive the first 90 days tend to out-earn everyone who quit.

80–100dials per day

3–5appointments set daily

70%+show-rate target

<5 mininbound response, non-negotiable

The 5-minute rule and the morning

The sweep: Slack, new CRM leads, the power dialer (Mojo, Vulcan7, PhoneBurner), your script library in a tab, the agent's calendar. Inbound leads (Zillow, Realtor.com, website forms) get called within 5 minutes — leads contacted that fast convert several times higher than leads called after 30 minutes; speed-to-lead is the entire economic reason a human ISA gets paid to sit on a dialer. Your brief is one line: "Morning. 4 inbound overnight, calling now. 6 expireds from yesterday's pull. Target: 95 dials, 4 appointments. KPIs at EOD."

For each inbound: 30 seconds of CRM research, dial, run the qualification framework if they answer, and if they don't — a 20-second voicemail plus a text within 2 minutes.

NBABOME — the qualification spine

Every real conversation runs the same skeleton: Need (what's driving the move) · Budget (range + lender status) · Authority (who else decides) · Backstory (current living situation) · Other agents (already working with someone?) · Motivation timing (when they must move) · Engagement (ask for the appointment). Qualified → appointment on the agent's calendar, confirmation text inside 5 minutes, Slack handoff. Not ready → "Long-term Nurture" tag with notes and a follow-up date. Junk → tagged and gone.

Say this — expired-listing opener

"Hi Jennifer, this is Paolo calling about your home that was previously listed. I noticed it didn't sell — and I'm not sure if you still want to sell or decided to stay. Quick question: are you still considering selling, or did you take it off the market?"

Say this — FSBO opener (works because it offers value, not a pitch)

"Hi Mike, I saw your home for sale by owner. I'm not calling to take your listing — I'm calling because when owners sell on their own, there are three things that almost always go wrong. Want me to share them? No obligation."

The shape of the day

Two hours of morning dials (~50: about 25 dials an hour, 3–5 conversations, roughly one appointment per hour on a good day). A real 15-minute break — walk, water, no phone scrolling. Then midday: confirm tomorrow's appointments, return anything that came in during the block, and send 20+ long-tail nurture touches — today's appointment pays this week; today's nurture touch pays in two months. After lunch, the harder 90-minute block: expireds, FSBOs, cold lists — lower connect rates, more rejection, steel yourself. Last hour: CRM hygiene (every call logged) and handoffs.

Slack — #handoffs

Paolo (ISA) 2:47 PM @Mike — appt set Fri 6pm Zoom: Sarah Johnson, buying in Highland Park, $450–550K, pre-approved with First National (LO: Mark, 651-XXX). Both spouses on the call. Needs to be in by August (school start). Full NBABOME notes: [link]. Want anything gathered before Friday?

Mike 2:52 PM this is a perfect handoff. pull the 3 newest Highland Park listings

Objections — the twelve you'll hear this week

The moves that matter: "I'm just looking" → "Totally fine — what's making you look right now?" · "I already have an agent" → "Got it — are you happy with them?" · "Just send me listings" → "Can do. Mind two quick questions so I send the right ones?" · "Not selling for 6 months" → "Perfect — start the homework now; 15 minutes Tuesday?" · "What's my house worth?" → "Honest answer: depends on a few things. Four quick questions and I'll give you a real range." · "I want to think about it" → "Of course — what specifically?" · "Take me off your list" → "Done — you're off the list today, permanently. Thank you for telling me straight. Take care." Tag DNC, move on, never argue. Commission questions go to the agent — never your call.

Pro move: Keep a personal swipe file. Every new objection gets written down the moment the call ends, with the reply you'll try next time. Six months of this and you're the calmest voice on the team.

Voice, environment, and the graveyard reality

You're competing with US-based ISAs, and three things decide whether a Filipino accent wins or loses: clarity beats accent (a light accent is fine; making someone ask "what?" twice is fatal), pace (slow down 15–20% from natural Filipino English; use deliberate pauses), and warmth (smile while you dial — it audibly changes your voice). Free training: shadow 5 hours of US podcast hosts for pacing.

Environment is non-negotiable: a quiet room with a door, wired internet, a real noise-canceling headset ($80–150, worth expensing), backup power and backup data — no roosters, no traffic horns, no mid-call children. US calling hours mean 9pm–6am Manila shifts; protect your sleep on the other side or you'll be the burnout statistic. This is the role most sensitive to environment quality.

What kills ISAs — and what makes great ones

Great ISAs

Sound like a friend, not a script — 60% listening, 40% talking
Review their own call recordings weekly
Know their funnel math: dial→conversation→appointment→show→contract rates
Nurture the long tail for 6–12 months

Fired ISAs

Miss the 5-minute inbound window while a competitor answers
Let CRM logging rot until hot leads vanish
Read the script audibly instead of internalizing it
Grind 80 dials × 5 days with no breaks — burnout by day 90
Hide bad weeks instead of surfacing them for coaching

Pay — the role where skill compounds

Junior ISA (0–6 mo)$4–6/hr base (~₱37k–56k/mo) + $50–100 per converted apptlearning scripts + tempo

Mid–Senior (6–36 mo)$6–10/hr base + $100–500 per converted appt + bonusesseniors add 0.5–1% on closed deals

ISA Lead / Lead Manager (3+ yr)$15–22/hr equivalent (~₱139k–204k/mo) + team overrideowns pipeline strategy

Good ISAs out-earn weak ones 1.5–2.5× on the same base — the bonuses are the career. Milestones: 6 months = KPIs stable, 70%+ show rate; 12 = senior pay; 18 = training new ISAs; 24–36 = Lead Manager.

Do this now

Record yourself. Take the expired-listing opener and the FSBO opener above, personalize them with your name, and record both on your phone plus a 60-second NBABOME qualification of an imaginary buyer. Listen back once for clarity, once for pace (slower than feels natural), once for warmth. Re-record until you'd book a meeting with yourself. Save the best take as isa-voice-sample.

You've now read all five roles — so pick your lane: LC, MC, AC, TC, or ISA. Write three sentences on which role fits your wiring and why, add it to your voice-sample doc, and register for a live training on the PHVA events page to pressure-test the choice. Your recording plus your pick is the portfolio starter every later course builds on.

Tip: use your ← → arrow keys.