Consistent Listings built this glossary to define the terms that come up when agents talk about YouTube seller ads, ISA calling and the 100-day guarantee. Each entry is 40 to 70 words and written the way we use the term in a client account. Start with ISA, speed to lead and intent targeting if you are new to the system.
- ISA means inside sales agent: the person who calls, qualifies and books your leads.
- Speed to lead is how fast a lead gets a call; our average is 48 seconds.
- Intent targeting reaches people by what they search, not by who they are.
- AEO means AI Engine Optimization: becoming the agent AI assistants name.
- The 100-day guarantee starts the clock on the day ads go live, not the day you sign.
The offer and the guarantee
ISA (inside sales agent)
An ISA is the person on our US-based team who calls, qualifies and books your leads. They are not licensed agents and do not sell real estate. Their job is speed to lead and qualification: calling fast, asking the right questions, and only booking appointments they are confident in.
GCI (gross commission income)
GCI is the total commission a transaction generates before splits, brokerage fees and taxes. When a case study reports GCI, that is the headline number before anything is taken out, and it is the figure we use across client results from other agents.
The 100-day guarantee
A signed listing in your first 100 days or a full refund. The clock starts the day your ads go live, not the day you sign the agreement. See how the 100-day guarantee works for the day-by-day version.
Speed to lead
Speed to lead is the time between a lead coming in and getting a call. Ours averages 48 seconds. A homeowner who watched your video and then waited three hours for a callback usually forgets why they raised their hand.
Show rate
Show rate is the share of booked appointments where the homeowner actually shows up. Ours runs at 95%, because the ISA team confirms the appointment before it lands on your calendar, not after.
YouTube Listings Call
the YouTube Listings Call is the one-hour Zoom conversation before you start: your pipeline, your market, whether your area is open, and what the first 100 days would look like. No deck, no script, no obligation.
YouTube Ads and targeting
Intent targeting
Intent targeting reaches people by what they are searching, such as "what's my home worth", rather than by demographic traits. It is the mechanism that lets YouTube Ads reach a homeowner in the research phase, before they have called anyone.
Housing category
The housing category is the set of restrictions Facebook and Google Search apply to real estate advertising, removing zip code, age and income targeting. YouTube is not classified the same way, which is why why YouTube ads work for real estate explains it as the exception.
Zip code targeting
Zip code targeting means the ad only shows inside the boundaries you choose, so your budget reaches your actual farm instead of an entire metro. It is the first layer of every campaign we build.
Household income bracket
Household income bracket is a targeting signal, not a personal question we ask; it filters the audience toward homeowners whose price point matches yours, without touching age, race or family status.
Exclusive lead
An exclusive lead is one that goes to you only. It is the opposite of a portal lead shared with 3 to 5 other agents, and it is the default for every lead our system produces.
AI Clone
An AI Clone is a video likeness built from your own recording session, used to produce more ad variants without more camera time. See AI Clones for real estate agents for what it can and cannot replace.
AEO and how AI assistants recommend agents
AEO (AI Engine Optimization)
AEO is the practice of making an agent's marketing retrievable and citable by AI assistants like ChatGPT, Gemini and Perplexity, so the AI names you when a homeowner asks who to list with. It works alongside, not instead of, a seller-ad campaign. Read AEO for real estate agents for the full picture.
Entity clarity
Entity clarity means an AI assistant can tell who you are, what market you serve and what you specialize in from a small number of consistent, structured mentions across the web.
Citation-worthy proof
Citation-worthy proof is a result an AI assistant is comfortable quoting: a named agent, a specific number, a dated source. Vague claims do not get cited; specific ones do.
FSBO (for sale by owner)
FSBO describes a homeowner attempting to sell without a listing agent. Some FSBO sellers eventually list with an agent once the process gets hard; the terms search phrases at that stage differ from the ones a homeowner searches before trying FSBO at all.
REO (real estate owned)
REO describes a property a lender now owns after foreclosure. REO listings usually come through bank relationships rather than a homeowner search, which is a different lead source than the one our system builds.
Seller situations and niches
Probate
Probate is the court process that settles an estate, including the sale of an inherited home. Executors search process questions for weeks before they search for an agent.
PCS (permanent change of station)
PCS is a military relocation order. A PCS seller usually has a fixed timeline set by orders, not by market conditions, which changes how urgently the listing needs to move.
STR (short-term rental)
STR describes a property operated as a short-term rental, such as through a booking platform. STR sellers often care about occupancy history and furnishings as much as square footage.
ADU (accessory dwelling unit)
An ADU is a secondary living unit on a residential lot, such as a converted garage or a backyard cottage. ADU potential is a selling point in markets where zoning allows it.
Pre-foreclosure
Pre-foreclosure describes a homeowner behind on payments before a lender forecloses. Messaging to this seller is about options and timeline, never about the homeowner's financial character.
Age-qualified community
An age-qualified community is a neighborhood or building with a minimum resident age, typically 55 plus. Campaigns targeting these sellers reach them by community name and search behaviour, never by the homeowner's own age.
Questions, answered
What is the difference between an ISA and a real estate agent?
An ISA is a member of our US-based calling team who contacts, qualifies and books your leads; they are not licensed to sell real estate and never give the homeowner advice about the transaction. The licensed agent is you. The ISA's job ends when a qualified appointment lands on your calendar with the homeowner's situation attached.
Does AEO replace YouTube Ads?
AEO does not replace YouTube Ads; it reinforces what the ad already said. The seller ad puts your face in front of homeowners in your zip codes, and AEO work makes sure an AI assistant confirms you when the same homeowner later asks who to list with. Agents with no ad campaign and no niche have nothing for AEO to make retrievable yet.
What counts as an exclusive lead versus a shared lead?
An exclusive lead is delivered to one agent only, with no other agent competing for the same homeowner. A shared lead, the kind portals sell, typically goes to 3 to 5 other agents at once, so the homeowner is fielding several calls from strangers. Every lead our system produces is exclusive to the one agent running that zip code.
Why does the 100-day clock start at ad launch, not signup?
The clock starts at ad launch because that is when the homeowner can first see your campaign and call in; a signup date measures paperwork, not marketing. Starting the clock at launch keeps the guarantee tied to something you can verify: the day the campaign went live in your zip codes.
Ready for your first listing?
Get 2 signed listings in your first 100 days. YouTube ads to homeowners in your zip codes, a US-based ISA team that books the qualified ones, and a full refund if you do not sign a listing in 100 days.