Making cold calls all day long is brutal, and those who hope to hire a calling assistant should be aware that it’s a role plagued by high turnover. However, that’s not to say that there isn't a smarter, more sustainable way to go about filling it. In this latest lesson, Frank breaks down the costs and benefits of hiring a full-time, dedicated assistant here in the United States or overseas, and explains how to find the right person without draining your funds or banging your head against the wall. You want a driven assistant willing to grind it out all day long on the phones and feed you legit leads that turn into appointments or fit nicely into your pipeline.
When you’re hiring somebody to make cold calls and get yelled at by homeowners all day (let’s be honest, that’s kind of what happens), the turnover rate is high; you’ll be constantly refilling and training for the role because it’s a very difficult, painful job.
If you are going to hire someone to do this cold call prospecting for you, they’ll need a lot of managerial guidance. What about hiring a foreign caller?
The obvious reason you’d outsource this job to another country is cost. A dedicated assistant here in the States will run anywhere between $2,000 to $3,000 base pay (plus a little bit of an upside) per month. That’s definitely a great way to go—there’s absolutely nothing wrong with hiring here at home.
However, in another country, a lower rate still translates to great pay. A full-time VA in the Philippines, for example, will cost about $640 to $800 a month (roughly $4 to $5/hour). So, how do you locate the person who really wants to do this job?
The truth is, searching for the right candidate will take a lot of effort, and you’ll get bogged down if you try to search on your own. Instead of trying and failing to reach the right people, hire a recruiter for a flat fee via Upwork instead; post the job in whatever country you’re targeting, and have an in-country recruiter run the ads, follow up with applicants, and conduct interviews based on the criteria you’ve provided. They’ll come back to you with only the most qualified, motivated, and informed candidates.
Also, consider asking other agents if they have VAs doing call work for them, as they could refer you to right people and resources as well. If you are hiring in the United States, here’s another important thing to know: On top of that $2,000 to $3,000 monthly base pay, you’ll also have to budget for a bonus for every listing appointment your VA sets.
Remember: You can’t pay them on the closed deal because they’re not licensed! Besides, your assistant won’t really be motivated by a closed deal anyway, as the “carrot” will be too far away from their perspective. You’re just trying to motivate them to get you appointments that are legit. Therefore, you’ll need to provide a bonus for every listing appointment that they set, and that you go on.
With someone calling your list of homeowners all day long (with a script), you can reasonably expect about one to two homeowners passed along to you per day, per foreign caller. If you hire in the States, you’ll have a few more leads per day.
For the most part, foreign VAs just pass the leads, they don’t set an appointment. So, when your outbound caller notifies you via email that they’ve found a lead (which they should be doing for every single lead), you stop what you’re doing and call this homeowner back. That’s a solid lead that needs to be followed up with.
“My assistant just gave me your name, and I understand you want an offer on your home. Is that correct?” In this callback, you’ll personally requalify the lead and make sure it’s legit. If it is, you then set the appointment, or accept it into your pipeline for further nurture. After that, you reach out to your caller and say, “Hey, good job on this! You’ll see another $25 on your check next week.”
As always, reach out to me if you have questions on this or any other Vyral topic. I’d be more than glad to go over these concepts with you in greater detail.