Erik Hatch talks about the highest Return On Investment (ROI) in his business ... hiring an Inside Sales Agent (ISA) to convert leads into appointments, clients, and closings. An ISA can make you and your sales team exponentially more productive. His buyer agents are closing 36-90 homes per year and his listing agents are closing 65-115 homes per year. In the last 3 years, his ISA team has set 4,036 appointments that resulted in 1,226 closings and 8.1 million in GCI. Learn where to find an ISA, what DISC personality they should have (might surprise you), how to compensate (including how to get your buyer agents to pay for the cost), why he has a 90% retention rate, and what they should be saying on the phone (scripts). Erik Hatch is with Hatch Realty in Fargo, North Dakota. He sold 652 homes worth 150 million in one year.