Reduce real estate stress with the Mojo-REDX Dream Team!

March 3rd, 2010
You'll feel like 500 pounds has been taken off your shoulders with the stress-reduction real estate prospecting tools from Mojo and RedX

You'll feel like 500 pounds has been taken off your shoulders with the stress-reduction real estate prospecting tools from Mojo and REDX

OK, so we all agree that there is no magic formula to improve your real estate sales performance.

It’s a simple equation:

MORE LEADS = MORE SALES CALLS = MORE APPOINTMENTS = MORE DEALS

If you’re on this blog, you likely already know how Mojo’s Triple Line Power Dialer makes your sales team three times more productive by ensuring ALL their time is spent chatting on the phone with no time wasted with hang-ups, wrong numbers or answering machines.

BUT let’s go back to the first part of the success equation. There’s no one to talk to if you don’t have the phone numbers in the first place. Where do all those expired listings and For Sale By Owner (FSBO) listings come from anyhow?

For FSBO listings, it requires checking newspaper and on-line real estate ads daily and then manually cross-referencing if it is a duplicate lead from weeks or months before.  For each expired listing harvested from the MLS, agents have to monotonously repeat the following five steps:

1. Cross check against the MLS Actives and Solds to see if it is relisted or sold.

2. Look up homeowner information on tax records.

3. Go to online people search companies and do a search on homeowner’s name, property address, and mailing address. Some searches require fees for each piece of information.

4. Cross reference phone numbers against the National Do Not Call Registry.

5. Check their own note system to see if they previously connected with the homeowner.

Pretty dizzying, huh?

Real estate agents tell us it can take an average of 5 to 15 minutes to research contact information for each expired listing. That’s a lot of time and energy just to verify if the phone number is worth calling, especially since many of those calls may result in a 15 second conversation or hang-up.

When you are playing the numbers game, it makes sense to reduce the aggravation ratio. The less time you spend vetting numbers, the more time you spend talking to actual people. After all, phone numbers don’t make any purchasing decisions.

Real Estate Data X-Change (The REDX) is the largest expired and FSBO listing research company in the United States. We highly recommend REDX to all our real estate clients because quite frankly, REDX supplies the “bullets” for the Mojo “machine gun.”  They mirror our philosophy that sales people need to be spending their time selling, not pressing buttons or clicking the mouse.

Heck, you can’t get carpal tunnel syndrome from talking!

We recently caught up with Renita Dastrup, REDX’s director of business development. In this brief Q & A, she explains why REDX and Mojo are the best combination since peanut butter and chocolate.

Q: Have you gotten any feedback from real estate agents regarding their stress levels?

A: The most common feedback is how we make life so much easier by doing the menial task of look-up so that they can focus on making connections with people.   Many agents say that after spending hours looking for information, they are drained of the energy needed to make the call.  Many agents have a fear of dialing the phone (call reluctance) and having the REDX system allows them to focus on connecting with the homeowner on the other end.

Q: So how does Mojo fit in as a logical extension of REDX?

A: Mojo is a perfect solution when it comes to agents with call reluctance.  It’s amazing how just the simple task of dialing the phone will cause procrastination. It’s like trying to give yourself a shot — it’s so much easier and quicker to give the nurse your arm and brace for the pain, and when it’s all over, it wasn’t that bad!  For the agents that don’t have a problem with making phone calls, they can make so many more calls then if they were to just dial the phone.

Q: Why do you recommend Mojo to your clients versus other competing services?

A: We are already set up to export to Mojo so that makes it easy for the agents, plus Mojo has the ability to recognize when a lead has re-listed and stops the agent from making a call that won’t lead to a listing.

Sometimes we refer to prospecting like panning for gold.  REDX narrows the mountain down to a manageable pile of dirt that has the highest potential for a golden return.  Mojo would be like a sieve that would help you sift through the dirt faster!

Q: How does the bad economy play into the prospecting equation?

A: Many coaches and trainers are saying that in this economy back to basics is essential, and prospecting is the number one activity an agent can do to get business.  REDX and Mojo both are productive tools that help get the agent out there in front of prospective clients and use their time wisely.

(To learn more on how Mojo can dramatically improve your real estate prospecting in this tough economy, click here.)

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Mojo Moves with you

February 23rd, 2010

One of the most challenging things you can do in the real estate business is move markets.  It can take a lot of time, energy, money, and effort, to start over in this business.  Imagine, what if you could work your old market for referrals, and tackle your new market at the same time?

With MoJo, you can.  Check this out.  Get a Google Voice number, it’s FREE, and you can use it in your MoJo for caller ID.  Another alternative is to contact your wireless company, and have them turn your old number into a forwarding account (most should be able to do this).  Then, simply set time out each day to dial your old marketplace, and use that number as your caller ID.

To the consumer, you’re still as active and present as you’ve ever been.  Simply refer the business out to colleagues, and earn a nice supplemental income while you are building in your new market.

I will be personally experiencing this feat in a few weeks as I relocate from Philadelphia, to Eugene, Oregon.  Fun!

~ Bryan Washington

bryansphoto

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Bringing Mojo to San Jose

February 23rd, 2010

Every day I share with people what Mojo can do for them and ultimately, their business goals.  Altogether it’s not too difficult a job, relying on rudimentary sales principles: identifying needs, offering solutions and if the two jive, we walk away with a great business relationship.
On February 7, I had the opportunity to travel to the West Coast for the first time so I could share the Mojo experience in-person.  I took a plane ride from Manchester, NH to Chicago, IL and then I was off to San Jose, CA to Tom Ferry’s Business by Design 3-day event. Face-to-face, to the thousands passing by our booth, I had the responsibility of conveying  a software-based triple-line power dialing and lead management program capable of emailing, dropping prerecorded messages on answering machines, and CID substitution.
Regardless of how daunting of a task that sounds, I don’t think it could have turned out better.  With the help of everyone at the event, from those on Tom’s team to the staff at the San Jose Convention Center, the experience was certainly one worth writing home to Mom about.

On Facebook.
One fact I learned from Tom Ferry: the fastest growing demographic of Facebook users are women over 55.  Now it makes sense to me why my mom, sister, aunts, and their friends are all getting down on FB like they are.  Their lives are hectic so time is of value.  Social networking appeals to the busy lifestyle; texting ”hi” is easier than taking five minutes out of your day to try to catch a person by phone.  Our lives today require not just instant communications, but convenient and reliable ones.  That’s why Facebook and Twitter are becoming staples of our daily lives. That’s also why Mojo is becoming the experience thousands of people are counting on every day make their day-to-day operations more reliable and convenient.
While I’m not a real estate professional, I took away an enormous amount of insight in just the few moments I was able to catch what Tom had to share.  Not only was he able to keep my ear to the ground in regards to what’s going on in social media, I also gained knowledge from web design and internet practices to how choosing your interactions with those around you helps better enable you to become the master of the market you’re in, not a victim of it.
The highlight of the trip was meeting people who already had their Mojo.  Michaelangelo Guevara was attending the Business by Design event and I had set up a Mojo account with him a week or two prior to the San Jose event. He let me know that within the first two days of using Mojo, he landed a listing appointment for a house valued at $2.2 million.  The look of excitement was clear on his face; he knew what having his Mojo was all about.  His experience made me think, though, if that was the 79th call in a list and he became too frustrated with hand-dialing by call 78 of that day, would he still have had the same look on his face?
Michaelangelo is like most professionals out there - looking for solutions that will stand up in today’s business world and keep them on track to where they want to be in a year, as well as a decade, from now.  So many of the people at Tom Ferry’s Business by Design mega-event were looking for the same solutions.

They all walked away with that, and a little Mojo.

~ Josh

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What I learned at Inman Connect 2010- NYC

January 21st, 2010

What I learned at the Inman Connect conference

There is a BUZZ in real estate right now. Everyone I was lucky enough to meet was very optimistic about 2010 and their creative marketing juices were flowing! The exhibitor hall was filled with companies displaying the ‘next best thing’ in real estate marketing and work flow. I was quite impressed with the technology that is available right now for agents to market themselves, their websites and their properties.

Next to our booth was United Lane which easily had one of the most exciting booths at the conference. They sell software that allows agents to show off their properties floor plans in 3D and customize the home to the customers wants/needs. Nothing like painting a picture to help the sales process along! If you’re an agent, you really should check them out.

The conference had all kinds of great speakers and workshops. I was fortunate enough to sit in one workshop for us exhibitors by Greg Robertson, Co-Founder of W&R Studios. He outlined how to sell new, innovative products in to the Real Estate industry and I was pleasantly surprised to find out we are doing 75% of what we do right.

I also sat in on the “Duet” between Tom Ferry and Rob Hahn which addressed the up and downside to social marketing…Loved the title of the event, Social Media or Social Snake Oil. They presented their cases and debated the pros and cons of social marketing.  I loved it when Tom started it out by stating he had research his opponent’s blog to get more info for the Duet!  I left thinking that social media can be a very good passive marketing tool. Oh yeah…and both Tom and Rob are absolutely fantastic to watch! For more on Tom Ferry please visit www.yourcoach.com and take time to visit Rob Hahn’s blog at www.notorious-rob.com .

Final thoughts…

We had a great time, met tons of wonderful people and learned a lot about the industry that has helped shape our company in to what it is today. Prospecting by phone is still the single most effective form of marketing today. Fast results, real time ROI and one-on-one relationship building makes prospecting expired listings, FSBO leads and just listed/just sold a must do in 2010! Visit our site today to see just how we can make a dramatic impact on your business www.mojosells.com.

- David

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Welcome 2010..accountability time! – by Bryan Washington

January 11th, 2010

2009 is over!  At least for me, I’m saying THANK GOD!  If I look at my first three years in business, I’m like a freaking Star Trek movie.  Odd number years suck, and even number years are awesome.  For those of you that are not geeks…you’ll probably never get what that means.  Rather than look at my mistakes of the past year, and challenges in and out of business I have had to overcome, I’ve decided to be pro-active, and plan my business for 2010.

I am in the process of planning out my year, how much money I want to make, how many deals I have to do, etc.  This goes all the way down to how many contacts per hour I need to make.  The best part about Mojo, is that I average more contacts on days that I actually use the program.  My New Year’s resolution is to use it on a daily basis, and really move forward.   They are constantly updating the program to make it better for everyone, even real estate agents.  I can’t wait for some awesome features to be released in 2010.  BTW, Mojo is now compatible with Landvoice and Red-X.  So make sure you get your stuff updated.

Anyway…back on track, Adderol taken.  The point of business planning is to make sure that you can perform at a consistently high level, without the ups and downs that this business can take a person through.  I would suggest blocking out prospecting time…and noting what times you need to check Mojo throughout the day…especially if you use it for lead follow up, etc.  Put it into your calendar that at 11:30, 2pm, and 5pm you need to “check your mojo.” Or…use whatever times work for you.

Hope that pointer helps, and here’s to a phenomenal 2010!

Bryan Washington

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Telemarketing sales ethics no different than face-to-face business ethics

December 18th, 2009
One disreputable telemarketer tarnishes us all.

One disreputable telemarketer tarnishes us all.

The Federal Trade Commission is suing three companies that have been making automated recorded phone calls to sell “worthless” credit card interest reduction programs, charging customers an up front fee as high as $1,495 and delivering zilcho.

Here’s a snippet from the official government press release:

“According to the three FTC complaints, Economic Relief Technologies, LLC, Dynamic Financial Group (U.S.A.) Inc., and JPM Accelerated Services (JPM), and related defendants made illegal pre-recorded robocalls to consumers, using names like “card services,” “credit card services” or “account services.” The robocalls allegedly claimed the defendants’ services could lower the interest rate on consumers’ credit cards. In each case, consumers who pressed 1 after hearing the automated call were transferred to live telemarketers who allegedly misrepresented that consumers could dramatically lower the rates on their credit card.

The telemarketers also said consumers would save thousands of dollars in a short period of time by lowering their interest rates and would be able to pay off their debts faster – for an up-front fee ranging from $495 to $1,495. The defendants then falsely stated that if consumers did not save a “guaranteed” amount – typically $2,500 or more – they could get a full refund of the up-front fee. However, after securing the fee, the defendants allegedly did not negotiate lower rates on behalf of consumers and provided few refunds to those who were dissatisfied with the service.”

Here’s the deal.  Every time consumers get ripped off by sleazeballs using telemarketing technology, it makes all of our jobs harder. Getting robbed on the phone is certainly preferable to getting mugged on the street, but that is little consolation to these scam victims.

What’s more astounding is that companies are still choosing to use pre-recorded sales calls at all.  Since Sept. 1, 2009, recorded sales pitches have been illegal with the exception of a few rare instances — such as the customer previously requesting such calls in advance (like that’s gonna happen!)

The reality is that sales calls are about building personal relationships and talking to machines is a total turnoff.

The reality is that targeted leads often welcome telemarketing calls, such as is the experience of stellar Arizona real estate agent Curt Stinson.

With Mojo lead management software and power dialer technology, you project the friendly human interaction as your first impression — even on the first hello.  No robotic recordings.

The Mojo power dialer with lead management will make 250-300 calls an hour, constantly feeding you the live customers as they pick up!

Moreover, with no robot interaction, your sales staff will encounter far fewer hostile responses — making their work shifts less stressful and more productive.

Now if we could just invent a device to weed out the unscrupulous scam artists!

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Telemarketing gets an image boost

December 2nd, 2009

Telemarketing

Deserved or not — and we think NOT — the telemarketing professional is burdened with many negative stereotypes. Particularly the image of the telemarketer as a short-term, unfocused employee who is just biding time for another “better” job to come along.

The reality is that telemarketing is simply a sales tool — a way to more efficiently sell your products and expand your market base. If your product is exciting, if it solves a problem or even entertains your prospective client, the scripted call can easily transform into a fun conversation.

But back to the stereotype that phone sales is the kind of job that nobody wants, like say cleaning out a chicken coop (no offense to chicken coop cleaners). Turns out that now more than ever, telemarketing careers are becoming appealing to more college graduates and professionals in other industries.

This year, Time Warner Cable in Milwaukee built a huge call center dedicated to retaining the company’s TV, phone and Internet customers — and to convincing them to go for service upgrades. Here’s how the Business Journal of Milwaukee explains the decision to create a new state-of-the-art telemarketing center:

“Cable companies have been losing video service subscribers in recent years, but are capturing more revenue by selling profitable broadband and phone services, said Chris Marangi, an analyst with Gabelli & Associates, New York City. With satellite television and services like AT&T’s U-Verse taking cable customers, the cable firms have had to become creative in pursuing subscribers via telemarketing and other strategies, he said.

“They’re being aggressive about courting subscribers,” Marangi said.

While telemarketing jobs have a reputation of being low paid and their work force transient, Time Warner officials are proud of its benefits and workplace environment. The Time Warner positions require a high school diploma, but many of the new hires have college degrees and post-high school training, (TW vice president Bev) Greenberg said.”

When your company needs to be aggressive about courting new customers — and keeping the ones you have — it makes sense to give your phone sales team the sales tools they need to be most productive.

For starters, Mojo lead management software and power dialers ensure that your telemarketers are never wasting their time with busy signals, answering machines or hang-ups. Our power dialer technology ensures that your sales reps spend 100 percent of their time talking to live people. And after all, it is live people, and not answering machines, who make purchasing decisions!

And our Triple Line Power Dialer is so fast, it lets you hear the first “hello,” not the third or fourth, so your prospective customer isn’t turned off by those awkward delays that telegraph that a sales pitch is on the way.

Give your phone sales team a little Mojo!  Click here for a free Mojo software demo.

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Real Estate:Tax Credit Extended and Expanded, Now What?- Bryan Washington

November 17th, 2009

So we have the information, now we need to figure out what to do with it…  Yes, there is an $8,000 First Time Home Buyer Tax Credit and a $6,500 Existing Homeowner Tax Credit, if you’ve been under a rock the last few weeks.  The question is…what do you we do to get the information out to our clients?

Well, you could mail a postcard, you could send an e-mail, better yet…why not MOJO it over to them.  On the Mojo dialer screen there is an option called AM-Email.  This is where you can set a default e-mail template and send it when you get an answering machine.  How about recording a brief greeting for your COI/Past Clients that talks about the tax credit, and asking them to check their e-mail  for complete details.

Then, close for the referral within the e-mail.  It’s an easy way to add value to your prospecting time without taking up money while Mojo dialing!

business card pic 2

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The Mojo Sales Engine Thrives in Tough Real Estate Markets

November 6th, 2009
Tucson realtor Curt Stinson credits Mojo auto dialer and lead management software for QUADRUPLING his business

Tucson Realtor Curt Stinson credits Mojo lead management software for QUADRUPLING his business contacts

Take a look at the gorgeous landscape above. It’s Saguaro National Park in Tucson, Arizona.

But there’s also something intensely ugly going on in Tucson. Property values have recently plummeted by 45 percent, making the area one of the worst hit cities in America alongside Las Vegas and Phoenix.

Despite it all, real estate broker Curt Stinson, a 15-year industry veteran, is smoking with leads from cold calls. For the past four months, he’s operated a call center with five telemarketers using the Mojo auto dialer and Mojo lead management tracking program, which automatically qualifies prospects after a phone call and moves the data to the next stage of the deal flow.

“As more and more agents drop out of the business, we’re picking up their customers,” says Curt. “And all my business is coming from prospecting. I don’t pursue bank referrals because those will eventually dry up when the market comes back.”

Curt’s call team dials more than 2,000 numbers a night and goes with this basic script: “We recently just sold a home in your area and we’re checking if you might be interested in selling your home.”

“It’s amazing how many people say yes,” he notes. “It’s hard for me to follow up on all the leads I generate and that’s a great problem to have.”

The Tucson broker credits Mojo’s Triple Line Power Dialer, which minimizes downtime by never stopping its dialing and only giving you live calls, for boosting his results from generating 8-9 contacts per hour to 30-40 contacts per hour.

Real estate is a pure numbers game. Making more contacts = more appointments = more listings = more sales.

“Over the past year, our overall business has increased by 20 percent and a good portion of it is because of Mojo,” says Curt. “Next year should be even better!”

He adds that he is looking forward to exploring Mojo’s Live Lead Feed, our system of automatically tracking Internet leads without having to manually enter data, when he ramps up his Website side of the business.

For now, though Curt is too busy handling the business generated by phone and offers this advice for any industry peers considering adopting Mojo: “Be prepared for a huge boost and be prepared to follow-up!”

Perhaps Curt’s Mojo experience can be duplicated in your market. Find out more about how our lead management auto dialer software can dramatically impact YOUR real estate business!

(If coincidentally you happen to be hunkering for a piece of Southern Arizona real estate, you can contact Curt at www.homesbycurt.com)

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Mojo software builds sales confidence — even if you aren’t a shagadelic superhero

November 2nd, 2009
Although Mojo software was not named for the infamous "mojo" life source from the Austin Powers movie, our Mojo will energize your sales staff in the same way!

Although Mojo software was not named for the infamous "mojo" life source from the Austin Powers movie, our Mojo will energize your sales staff in the same way!

One of the most frequent questions we get here at Mojo Selling Solutions is “Did you guys take your name from the Austin Powers movie?”

No, we did not.

Here’s what the word means to sales manager David K. England: “When you’re at your best, thing just fall into place. When customers can’t tell you no… when everything is going as planned… when you are living in a ‘Yes World,’ you have Mojo!”

And here’s what Mojo means to Dr. Evil, the archnemesis of shagadelic spy Austin Powers… Click here or on the picture of Dr. Evil below to link to the video:

Dr. Evil had to steal his Mojo. You can get yours legally at Mojosells.com

Dr. Evil had to steal his Mojo. You can get yours legally at Mojosells.com

As Dr. Evil points out, Mojo is the “Right Stuff,” the “Life Force,” the “Essence” of who we are when we are at our best.

Mojo software is a telemarketing godsend, helping your phone sales staff be at their best.

Our auto-dialing and lead management software — ideal for professionals in the real estate, insurance and mortgage/debt services industries — boosts confidence by cutting through all the answering machines, wrong numbers and hang-ups and transferring only the live leads to you. Nothing sucks the life out of a sales pitch than being stuck in the muck of phone calls without live prospects.

Here are some core features of Mojo lead management software and why it will put an extra zing in your phone sales attitude. We’ll fully explore each feature in-depth in upcoming blog posts:

Triple Line Power Dialer: Dials at a blazing speed of 250 calls per hour. When a call is answered, our power dialer is so fast you hear the “first hello,” not the third or fourth.

Dynamic Deal Flow: Mojo has built-in business and sales intelligence; it tracks every call and qualifies the lead to dynamically move it to the next stage in your deal flow. You can easily track your leads through your sales pipeline, without any effort on your part.

Multiple Caller ID Broadcast: Don’t let your caller ID keep your customers from answering. People remember your caller ID from previous attempts and will not pick up because they know why you are calling. We have the solution… Simply change your caller ID inside of Mojo throughout the day and increase your chances of a live lead!

Live Lead Feed: Allows users to have their Internet leads either emailed in to Mojo or XML-posted in to the campaign of their choice by their lead vendor. This dramatically increases efficiency of prospecting versus having to manually enter data and spending less time honing your sales pitch on the phone.

Best news of all, unlike Dr. Evil, you don’t have to STEAL your Mojo. It’s available for sale right here.

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Real Estate- As the year winds down by Bryan Washington

October 26th, 2009

4th Quarter is upon is in Real Estate, which means one of two things for real estate agents.  You either work your hardest this time, to get inventory built up for next year, and generate a few sales in between…or…you take off from Halloween to Martin Luther King Day.   Unfortunately, I made the mistake of the latter last year, by not working harder than ever, and my production this year has suffered because of it.

Well, this year, I refuse to let that happen.  Now is the time to contact every For Sale By Owner, Expired Listing, and Past Client/Center of Influence in your marketplace.  Mojo has made that easier, at least for me.  One of the things that I’ve done is import my entire Database into the dialing system.  So…rather than leaving 200+ people messages, I can record one message and leave several at a time if no one answers.

Set your clients up on an action plan, and schedule SEVERAL calls throughout the year ahead of time.  Touch base with them every quarter.  If you’re using the MoJo system to its full potential, you can add notes about previous conversations, to get the rapport generating part of the call out of the way, and get back to business!

Oh…and be sure always include that call to action when you’re speaking with them, ask for the business, keep track of the notes in the dialer, and work hard every day!

-Bryan Washingtonbryansphoto

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Introducing Mojo’s Resident Real Estate Blogger

October 20th, 2009


Hi, I’m Bryan Washington, a Real Estate agent with Coldwell Banker Preferred, just outside of Philadelphia, PA. For some reason, the folks at MOJO find me amusing, entertaining, and informative; guess I have them fooled. They’ve asked that I help contribute to an ongoing blog just kind of highlighting what I do, and how I do it. They just said, put what is in your head on paper, or… I guess, on cyberspace?

So, to date, you’ve seen a few videos of me, one from my car talking about MOJO and how I use it, and the other a segment of one of my more entertaining prospecting sessions. You see, I don’t want to create a bunch of fake videos or awesome testimonials like all the other sites out there have; instead, they asked me to simply keep it real.

I’ve been practicing real estate since 2007, and have been actively involved in Mike Ferry coaching since 2008. For those of you that know the Mike Ferry system, prospecting is key! In 2009, one of my colleagues in the market shared this great tool with me, and I’ve been able to leverage my time and results ever since. They key of course is consistency – doing it every day – which, truthfully, I don’t. But, could you imagine if I did?

Last year, I averaged about 6.2 contacts per hour. With MOJO, I’ll easily hit 12 contacts an hour (being that some conversations in real estate are a little longer and can last up to 5 minutes or more) and, in some cases, have hit as high as 20! MOJO allows you to triple your results without really changing your daily routine.

One great idea is to use the MOJO Lead Store and look up street names that have a lot of apartment complexes, and call them to remind that the First-Time Buyer Tax Credit is expiring soon. Might be a good way to pick up some new buyers… as affordability is at an all-time high!

- Bryan Washingtonbryansphoto

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Tips for Prospecting

October 20th, 2009

No matter what industry you are in, the key to increasing sales is to make contact with your target audience. Not all contact is good contact, so make sure you are prepared before you get on the phone and start trying to sell. It would be better to make no contact than make a bad impression, and your business is all about making people trust you enough to get on board with what you are offering. There are some key things you can do to make sure you are driving sales your way and not to the competition!

1)  Stick to a schedule

Prospecting is a daily venture if you hope to be successful, prospect every day to get the most positive results. Block off time on your calendar and dedicate that time every day to prospecting, even if it is only an hour or two. It can make a world of difference for your bottom line. Stay focused during this time and do not brush it aside, take your prospecting seriously if you want your prospects to take YOU seriously!

2)  Develop a system

The more organized you are, the better off you will be. Stop using paper leads and keeping records in print form, get software that will help keep you organized. People lose track of things, but taking advantage of the technology out there will keep you in better control of your business. Keep detailed notes on prospects and clients so you are not grasping at straws to remember their information, you will make a much better impression.

3)  Be prepared

Many salespeople have an aversion to using scripts, but the only thing worse than reading from a script is having nothing prepared. Of course, you should not literally read from it, but have something in place that you can build from and get it down to a science. Role-play with your colleagues until your pitch is smooth and practiced so when you get a prospect on the phone, you sound like an expert. If you have confidence in what you are saying, they will too.

4)  Call, call, call!

Make your calls as soon as you get a new lead. Prospects are not going to be around forever, you are not the only agent in your marketplace hungry to close the deal. If you get to them first and contact them often, they will remember you. Build a relationship by calling quick and calling often.

5)  Be positive

Avoid attacking your competitors. The majority of prospects are wondering one thing, why should I choose you over the next guy? What makes you better? Take caution that you focus on what makes you and your product great when answering those questions while avoiding negative comments about your competition. Emphasize the benefits of your product and play on your strengths when making comparisons. Allow the prospect to draw their own conclusions.

6)  Get up and brush yourself off

Rejection is a normal part of the sales process,  get used to it and learn from it. Sales is a numbers game; the more prospects you have lined up, the more deals you will close. Even the best salespeople cannot close every sale. Every prospect is looking for something a little different than the last and you will never be able to meet everyone’s needs. Every rejection can be used constructively to improve your skills and motivate you to close the next one. It’s all about perseverance!

Using Mojo, which combines dialing and lead management into one program, can assist you greatly in your sales efforts. Load your list of leads into the dialer, maximize your time by speed-dialing them, and keep notes on the prospects you are able to reach. Schedule tasks on your calendar to call prospects at a later time or date and have it remind you. Set scripts to appear on your screen so you have a base to draw from while speaking with your prospect. Avoid anxiety while calling by being in total control of the dialer and having the ability to see who is being dialed as well as having all of their information right in front of you when they answer. Mojo can greatly help you increase your sales but, remember, there are still things you need to do as a salesperson to guarantee the close. Stay focused and be positive!

Posted in Power Dialer Technology, Prospecting Tips and Tricks | No Comments »

Expired Statistics

October 20th, 2009

Here are some statistics on Expired listings:

  • Only 28% will re-list with their current agent
  • 35% will leave their home off the market for a month or more (Statistics indicate that most of these will re-list with another agent within 90 days)
  • 37% will re-list with a new agent within 30 days
  • Over 70% chance YOU can get the listing
  • Most that re-list will do so with the 1st or 2nd agent that contacts them

(Source: The RedX)

Some facts related to Mojo:

  • Most agents do not leave a message when they call because it takes too long and doesn’t produce enough of a result to justify it. Mojo lets you leave a pre-recorded message specific to Expireds. Odds are that you are probably the only agent leaving a message. And there is a 5-7% average of homeowners that call back.  The chance of getting a 5-7% return on something that takes almost no time to do makes leaving a message valuable.
  • Most agents only call these Expireds on a daily basis for the first week it is off the market. With Mojo, you can keep trying the number for longer because it only takes a fraction of the time to call. You can call those leads every day for 90 days without wasting any time.
  • If you had 50 Expireds to call, it would take up most of your morning and you would only try calling the list once a day. With Mojo, you can call through the list in 15 minutes and you can call it multiple times per day. The more times you call, the better your chances of making contact.

So you can just go for the low hanging fruit or actually work your Expireds list to its fullest. With 35% leaving their home off the market for a month or more, why not be the only agent still calling them? With Mojo, very little effort is required on your end so your Expireds list is more valuable to your business. Mojo lets you prospect better than before because it doesn’t waste your time.

Posted in Realtor Prospecting | No Comments »

Prospecting- The good, bad and the ugly

October 20th, 2009

We recently asked one of our customers in the real estate industry if he would be interested in recording a session of himself using Mojo so others could get an idea of how it makes an impact on prospecting. Bryan Washington, a Coldwell Banker real estate agent out of Pennsylvania, made the following video for us to showcase his personal use of the system.

As you will see, prospecting by phone can be cumbersome and not always a fun activity, but using Mojo to do so allows you to call more people in less time and quickly move through calls that might otherwise take up quite a bit of time. Of course, there will still be negative responses while calling (as you will see in Bryan’s video), but that rings true in any calling situation.

Posted in Power Dialer Technology, Prospecting Tips and Tricks, Realtor Prospecting | No Comments »

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