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Básicamente, compramos terrenos a sus propietarios con un descuento, ya que estos ya no los desean, ya no los necesitan o simplemente ya no les interesan. A menudo, adquirieron la propiedad por algún motivo específico, por ejemplo, para construir una cabaña, pero ahora han renunciado a ese sueño y están dispuestos a venderla con descuento porque, al ser mayores, obtener el máximo precio posible ya no es su prioridad. Imagine que organiza una venta de garaje y está vendiendo una guitarra. Le ha puesto una etiqueta de precio de 10 dólares y entonces alguien se acerca y le dice: «Le doy 5 dólares ahora mismo». Es posible que no le entusiasme especialmente esa oferta, pero al fin y al cabo se trata de una venta de garaje, y esa persona tiene 5 dólares, así que acepta el descuento y sigue adelante. Eso es precisamente lo que hacemos con los propietarios de terrenos. La única diferencia es… que nosotros los contactamos primero para averiguar si desean vender. Si es así, les presentamos una oferta con descuento. Algunas personas aceptan; es un juego de probabilidades.\n\n**Sus responsabilidades:**\n\n* Realizará llamadas en frío para generar prospectos y también cerrará esas mismas ventas. Se trata de un puesto híbrido que combina llamadas en frío y cierre de ventas. (Aproximadamente entre 2000 y 2700 llamadas en frío al día).\n* Mantendrá conversaciones con los prospectos para calificarlos según su cronograma, motivación y precio esperado.\n* Una vez identifique un prospecto cálido o caliente, su trabajo consistirá en dedicarle tiempo de calidad por teléfono para comprender su situación, conocer los detalles del terreno, descubrir sus verdaderas motivaciones, determinar su precio de venta, formular una oferta y negociar hasta cerrar el trato.\n* Este puesto de ventas se asemeja a la pesca: una vez que encuentre un buen prospecto, debe dejar de hacer llamadas en frío y centrarse en cerrar la venta lo antes posible.\n* Normalmente se requieren entre 1 y 3 llamadas para lograr que un propietario firme un contrato (si está interesado en vender). El seguimiento es fundamental.\n\n**Indicadores clave de desempeño mensuales que deberá cumplir:**\n\n* Entre 20 000 y 40 000 llamadas al mes.\n* Entre 15 y 20 prospectos calientes al mes.\n* Entre 1 y 3 contratos firmados al mes.\n\n**Cómo será su jornada laboral:**\n\n* El 80 % de su jornada consistirá en llamar a nuevos propietarios de terrenos.\n* El 20 % restante se destinará a conversar con prospectos cálidos o calientes, gestionar objeciones de ventas, enviar contratos, revisarlos telefónicamente con los prospectos y realizar seguimientos por teléfono, mensaje de texto o correo electrónico.\n\n**Flujo típico de una llamada de ventas:**\n\n* Primera llamada / Llamada en frío: determinar si desean vender, cuánto desean obtener por ello, cuál es su verdadera motivación para vender, conocer el estado del terreno, etc. Programar una llamada de seguimiento para el día siguiente con una oferta definitiva sobre su propiedad.\n* Llamada de oferta: presentar al vendedor una oferta definitiva determinada por nuestro evaluador interno, basada en el estado de la propiedad y nuestro presupuesto interno. Negociar hasta alcanzar la Oferta Máxima Aceptable (OMA).\n\n**¿A quién buscamos?:**\n\n* Al menos 2 años de experiencia en ventas telefónicas o en entornos de centros de llamadas.\n* No se requiere experiencia previa en bienes raíces, solo habilidad para comunicarse con naturalidad. Si posee talento para las ventas y es un excelente conversador, tendrá éxito aquí. Le enseñaremos todo lo necesario sobre bienes raíces.\n* Sin acento extranjero (se aceptan acentos sudafricanos o británicos). Nuestros prospectos son muy sensibles a los acentos extranjeros, y usted deberá sonar como estadounidense durante las llamadas.\n* Prefiere seguir un marco de ventas en lugar de un guion rígido. Está manteniendo conversaciones reales con personas reales. Los guiones lo hacen sonar robótico. Por supuesto, deberá recopilar cierta información estándar de los prospectos, pero su capacidad para conectar con ellos y conducir las conversaciones de forma natural será lo que más lo diferencie.\n* Experiencia previa en llamadas en frío.\n* Capacidad para explicar los tipos habituales de objeciones y cómo superarlas.\n* Experiencia en el uso de sistemas de gestión de relaciones con clientes (CRM), como Follow Up Boss, GoHighLevel, etc.\n* Orgullo por tomar notas detalladas durante las llamadas y mantenerse organizado. Comprende que los ingresos se generan mediante el seguimiento.\n* Se considera una persona comprometida con la mejora personal y siempre busca formas de perfeccionar sus habilidades de ventas.\n* Será un plus contar con experiencia previa en ventas inmobiliarias.\n* Se prefiere fuertemente a candidatos que hayan vivido anteriormente en Estados Unidos y comprendan su cultura. Si no es su caso, aún puede postularse, aunque hemos observado que esto constituye un buen indicador de su capacidad para conectar culturalmente con los prospectos.\n\n**Herramientas que utilizará:**\n\n* CallTools (marcador triple línea)\n* Follow Up Boss (CRM)\n* DocuSign o similar para contratos\n\n**Horario laboral:**\n\n* De lunes a viernes, de 8:00 a. m. a 5:00 p. m. (hora central estándar, CST).\n\n**Compensación:**\n\n* Por hora: entre 5 y 8 dólares por hora, según experiencia y desempeño.\n* Comisión: entre el 1 % y el 5 % de la ganancia bruta por operación, según experiencia y desempeño.\n* Ingresos totales estimados (OTE): entre 12 000 y 45 000 dólares anuales, según desempeño.\n\n**Evaluaciones de desempeño:**\n\n* Recibirá una evaluación de desempeño al final del tercer mes. 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