Scale Your Business with PowerISA-with Gus Munoz Castro-EP89

During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer speaks with Gus Munoz Castro, the Founder and CEO of PowerISA. Gus’s company acts as Inside Sales Agents, turning outbound calls to leads and converting those leads into sales for companies who are looking to scale! Episode Highlights:  Gus was a former Microsoft engineer and became a real estate agent before starting PowerISA, where they make over 50K outbound calls a day. Born and raised in Mexico on the border of California, Gus had family on both sides of the border. After college, Microsoft recruited Gus to Seattle and gave him an opportunity to move to the US. In 2013, Gus decided to take a 6-month sabbatical to help his wife build her real estate team and never went back. Gus liked how scalable the inside sales role was and that’s why he decided to start his business. The challenge of the inside sales role is finding the right people who will stay accountable to the right standards. You have to go through a lot of people to find the one person that has the right value for your company. Most business owners know that they need someone but just don’t know how or where to find them. For his hiring in the US, Gus utilizes multiple platforms, such as Zip Recruiter and Indeed, to find great people. More people are open to remote work right now than ever before, making the sky the limit for bringing great talent to your team. Facebook groups are a great way to find like-minded people that would make great employees. Gus’s recruiting team is so well-trained that they are able to spot great talent after only 15 minutes of conversation. Fakers are not going to be able fake their abilities once you get them on the phone, the ultimate test. Gus emphasizes studying candidates’ behaviors and results in their first week of training. The fact of the matter is, you will have to hire and fire fast until you find the best people for the position. While the DISC profile of candidates plays a part in a candidate’s success, Gus uses it as a guideline more than a rule. It’s incredibly difficult to interview for values and those are best seen by a candidate’s performance on the job. Gus believes that right now, Facebook has the best ROI of all lead sources right now. There are two specific issues that cause people to hate the leads that they are contacting. Be realistic, know that most people are not going to pick up; it’s all about the follow-up game. PowerISA has different follow-up plans depending on the nature of the lead, that being short-term or top-of-funnel. Email, text messages, and phone calls are all viable follow-up methods with most conversions happening over the phone. VA loans are easy to target with Facebook ads and in 2020 you see a very high conversion rate for those ads. YouTube is coming on more and more in the realm of qualified real estate leads because of the low cost. PowerISA was built as a company to provide lead management to help companies get the most out of the leads they have. Approach the ISA as a role that you can hand off as you grow and develop, just like many other roles in your company. 3 Key Points: After deciding to take a break from the corporate world to help his wife build her real estate team, Gus fell in love with it and never went back. It’s important for business owners to know that finding the right person only takes a few steps, but you might have to go through a lot of people to find the right one. PowerISA is almost 90% Facebook-focused because that is where the market has led them for inbound leads. Resources Mentioned: Lab Coat Agents (website), (Facebook), (Facebook Group), (Twitter), (Instagram) Gus Munoz Castro: LinkedIn | Facebook PowerISA: website | Facebook | Deal for Lab Coat Agent Members Chime (sponsor) RedX (sponsor)