Inside Sales Rep for Real Estate Acquisitions - $80K-$100K First-Year Earnings

Junior Acquisitions Associate

Your Choice Home Buyer is a residential real estate investment company serving homeowners across the Indianapolis metro area. The company has been operating for approximately six years and has completed more than 200 real estate transactions. They help homeowners dealing with inherited properties, major repairs, foreclosure, liens, difficult tenants, divorce, relocation, vacant homes, or simply a timeline that does not fit the traditional listing process with a realtor. This is a small, high-trust team built around data-driven decision-making, efficient operations, and direct accountability. Their core values are Integrity, Innovation, Growth, Excellence, and Community Empowerment. Empathy with sellers is a real operating standard: the team expects people to tell the truth, raise problems early, question weak assumptions, and improve the process instead of hiding behind it.

Your Choice Home Buyer expects to need additional acquisition capacity within the next year. Instead of hiring someone straight into a closing seat and hoping they can handle the full seller cycle, the company wants to develop a future Acquisition Representative from the front of the funnel. This is a two-phase role. You are hired into the Junior Acquisitions Associate track, but Phase 1 starts in lead management. You will learn the seller journey, work new and aged leads, build trust, qualify opportunities, set appointments, and prove that you can run a disciplined pipeline. If you consistently hit the Lead Management standards and demonstrate acquisition readiness, you may transition into Phase 2 as early as the six-month mark. In Phase 2, you begin owning seller opportunities through appointment, offer, negotiation, pricing within approved limits, and signed contract. The transition is the intended path, but it is not automatic; timing depends on performance, skill readiness, company growth, lead volume, and an available acquisition seat.

This is not a permanent appointment-setting job disguised as an acquisitions role. It is a proving ground for someone who wants to become a high-performing closer and is willing to master the front end of the sales process first.

Critical Accountabilities

1. Convert Seller Conversations Into Qualified Acquisition Opportunities. You own the first meaningful conversation with many homeowners. Build real rapport, understand why the seller may want to move, uncover timeline and property context, clarify decision-making factors, and create a qualified next step for the acquisitions team. Winning means the closer receives seller opportunities with enough motivation, context, and commitment to have a productive conversation - not a calendar full of weak handoffs.

2. Turn Long-Term Follow-Up Into New Revenue Opportunities. A major part of the role is working older leads that did not convert the first time. Reopen conversations, stay present without becoming pushy, and keep following up until there is a clear yes, clear no, or future next step. Winning means valuable opportunities are revived instead of dying in the CRM because the timing was not right on the first call.

3. Run a Pipeline the Team Can Trust. The CRM must tell the truth. Every active seller should have current notes, a clear status, an accurate next step, and a follow-up date. Leadership and acquisitions should be able to open the pipeline and know exactly what is happening without chasing you for context. If it is not documented, it did not happen.

4. Earn Acquisition Readiness. Phase 1 is also your apprenticeship for the closing seat. You are expected to master the company's seller programs, improve through call review and role play, understand how seller motivation connects to the right solution, and develop the judgment to discuss offers, handle objections, and negotiate without sacrificing trust. Winning means leadership can see clear evidence that you are ready for more authority.

5. Convert Qualified Opportunities Into Signed Contracts After Promotion. Once you transition into Phase 2, your ownership expands from creating opportunities to closing them. You will work qualified seller opportunities through appointment, evaluation, offer, negotiation, pricing within approved limits, follow-up, and signed contract. Winning means signed contracts that fit the seller's situation and the company's acquisition standards.

What Success Looks Like: The first 90 days are a structured Lead Management ramp. Those standards remain the foundation of the role even as you begin preparing for acquisitions. The five core KPIs below are reviewed in writing at day 30, day 60, and day 90. Day 90 becomes the ongoing Lead Management standard.

First 30 Days - Developing

Month one progresses from shadowing in week 1, to supervised live calls in week 2, independent calling in week 3, and a half-volume version of the real job in week 4. You will learn the seller journey, qualification standards, call structure, objection handling, and core tools: REI Reply, Propstream, and Microsoft 365.

By day 30, you are expected to explain all four seller programs without notes - Cash Offer, Equity Protection (Novation), Flexible Finance, and Investor Network - and complete a comprehensive role-play from first contact through appointment set with a score of 80/100 or better.

Day 30 target outcomes:

• Speed to lead: under 10 minutes from new-lead alert to initial response
• Two-way conversations: 5 per day
• Qualified appointments set: 3 per week
• Call quality score: 80/100 on weekly recorded-call review
• CRM accuracy: 100% - correct tag and next-step task on every lead

Days 31-60 - Proficient Ramp

During days 31-60, you take full independent ownership of inbound leads. Your daily rhythm includes two hours of outbound activity and two hours of follow-up, while welcome emails, Day 2 calls, PPL compliance, and clean CRM follow-through become consistent habits. One recorded call is scored every week.

Day 60 target outcomes:

• Speed to lead: under 5 minutes
• Two-way conversations: 8 per day
• Qualified appointments set: 8 per week
• Call quality score: 85/100
• CRM accuracy: 100% - correct tag and next-step task on every lead

Days 61-90 - Proficient / Full Lead Management Standard

By day 61, the Lead Management ramp allowance is gone. You are expected to run the seat at full standard, pull and self-score your own calls before the weekly one-on-one, and flag any KPI that is trending toward a miss before leadership has to find it. Day 90 closes with a written performance review and next-quarter goals.

Day 90 target outcomes - the ongoing Lead Management standard:

• Speed to lead: under 3 minutes
• Two-way conversations: 10 per day
• Qualified appointments set: 12 per week
• Call quality score: 90/100
• CRM accuracy: 100% - correct tag and next-step task on every lead

Months 4-6 - Acquisition Readiness

You continue meeting the Day 90 Lead Management standard while proving that you can take on more of the seller decision process. The goal is not to stop doing the front-end work; it is to demonstrate that you can carry the same discipline into a closing role.

• Maintain the Day 90 Lead Management KPIs consistently

• Demonstrate strong judgment matching seller situations to the company's four seller programs
• Handle increasingly difficult objections and seller conversations without rushing rapport or losing trust
• Show working understanding of offer logic, property context, and the company's pricing guardrails
• Demonstrate readiness to negotiate and make decisions within defined authority
• Operate your pipeline without needing a manager to remind you what happens next

Phase 2 - High-Impact / Acquisition Representative Track (As Early As Month 6)

When leadership determines that you are ready and the business has sufficient acquisition opportunity, you can transition into the Acquisition Representative phase. At that point, your job expands from qualifying and creating opportunities to owning qualified seller opportunities through the close.

• Conduct seller appointments and discovery conversations
• Evaluate the seller's situation and match the right acquisition solution
• Present offers clearly and negotiate purchase terms
• Approve pricing within defined company limits once that authority is granted
• Follow opportunities until there is a signed contract, a clear no, or a defined future step
• Manage the acquisition