Mojo’s new Lead Alert Service helps you avoid getting “turtled!”

June 22nd, 2010
When potential customers get bombarded with information overload, they will retreat into their shell to block out any additional sources.

When potential customers get bombarded with information overload, they will retreat into their shell to block out any additional sources.

My son, who just started Little League, is still getting used to the idea that baseball is a game of urgency.

It’s vital to sprint to first base before the ball gets there instead of a casual stroll. It’s kinda important to take the ball out of your glove and throw it to the appropriate base without taking the time to admire the cloud formations. Hey, he’s getting the hang of it!

Of course, in the sales world, taking your sweet time to respond to an Internet lead is like hanging a signboard around your neck that reads “PLEASE BRING YOUR BUSINESS ELSEWHERE.”

Here’s the reality about consumer behavior and this definitely applies to me when I am looking to connect with a new business for landscaping, plumbing, pest control, mortgages, home renovations, appliance repair and basically anything else I blow my paycheck on…. The first few companies to call me back are the ONLY ones who have a chance at my business. And if the first one to return my call or email gives me a reasonable quote, I’m taking it.

Here’s why. I hate shopping. A lot of guys hate shopping. Sure, I want the best price, but I am not going to spend a week playing phone tag to save 10 bucks. During holiday time at the shopping mall, I’m the guy who just parks far away from the get-go. I hate the idea of circling around a lot for 30 minutes looking for a parking space.

The marketing experts call this phenomenon “turtling.” After getting a few quotes from businesses, the savvy consumer will check out the Website or some references/testimonials and figure out which price is the best bang for the buck. Once the process has begun, and another business calls back a day or two later, it may as well be a bride or groom showing up eight hours late to their own wedding. Sealing the deal with you will be a tough sell after you’ve already “married” or liked the “proposal” from the competition.

Back to the turtle metaphor!  The customer will retreat into his or her shell and block out any additional information once they feel they have enough to choose from. In fact, they will even start to be annoyed when the phone rings from another company if they have already made up their mind.

So you gotta be first to call them back.

Here’s how Mojo can help!

Mojo's Lead Alert Service will contact you at up to three phone numbers (home, work, cell) the moment you get a new Internet lead!

Mojo's Lead Alert Service will contact you at up to three phone numbers (home, work, cell) the moment you get a new Internet lead!

When a potential customer fills out the contact form on your Website or at a referral Website, Mojo’s Lead Alert Service immediately calls you at up to three numbers (work, cell and home). You answer Mojo’s call and press “1″ to be connected to the prospect. Your call and lead’s contact information will also be automatically entered into Mojo’s lead management database.

Should you get an answering machine or if there is no answer, Lead Alert will contact you at preset intervals to still give you a shot at reaching them first. Remember, you can’t run casually to first base — and you can’t get information to a potential client who can’t hear you inside their shell.

Here’s something else that makes life a heckuva lot easier for sales reps.  At the same time you receive a text message notifying you about an Internet lead’s inquiry and their background information, your prospect will receive a text message announcing: “Hi, My name is ________ with So-and-So Company. Thanks for contacting us!  I am your assigned agent for your recent Internet inquiry.  I will be calling you in a few minutes to discuss your inquiry with you.”

Because they are the ones who initiated contact with you, AND you gave them a courtesy heads up that you would be calling, they are going to be far more welcoming when they answer the phone.  Remember, the customer is likely calling three or four or more places cold and we can’t assume they will immediately recognize your name.  This special Lead Alert feature gives you a leg up for being well received by the customer.

Best part of all, our Lead Alert Service will soon be included free with the Mojo Sales Engine!

Don’t let yourself be turtled ever again!

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Posted in Features, Hot Tips, Insurance Agents, Prospecting Tips and Tricks | No Comments »

Introducing Mojo Voice – your new personal secretary for inbound marketing

June 11th, 2010
Mojo Voice is like having your own personal secretary!

Mojo Voice is like having your own personal secretary!

If you’re running a successful business, chances are you have not put all your marketing apples in one basket.

In addition to prospecting for leads with outgoing phone calls, you likely have several other avenues to spread the word: brochures, face-to-face networking events, advertisements, Web site, blogs, etc. For those delightful occasions when people are knocking on your door, you naturally want to be there to answer it.

Now, no matter whether you are on a sales call, on the golf course or in the bathroom, Mojo has a tool for you to make sure your response is as swift and professional as possible.

It’s called Mojo Voice, and it’s the next best thing to a personal secretary who’s available 24/7.

When someone calls you, Mojo Voice will try to locate you at up to three additional phone numbers (office, cell and home — or anywhere you wish) and the caller will believe you have been reached at your desk. Or, if you choose the Domino setting, the caller will receive messages indicating they are being connected to second or third phone number. The message: Their call is your priority and you will stop what you are doing if possible to take care of their needs.

Best of all, if the incoming caller has already been in conversations with you, you’ll instantly be sent a text message indicating their customer history so you can personalize the discussion. If they are not already in your Mojo database, the call will automatically be cross-referenced with the white pages and their name and number will be entered into your prospective leads.

It doesn’t matter if consumers are shopping for roses, insurance or electronic widgets, if no one answers the phone, they’ll just hang up and move on to the next business they found on Google. Even if you can’t answer the phone at that moment, Mojo Voice keeps you in the game. Mojo instinctively captures and logs the phone number in your lead management program.

And the caller will be invited to record a voicemail, which will be immediately emailed to you or an assistant.

If a potential customer is calling you cold, you know they are calling some of your competitors cold, too. At this stage, if there is not a drastic variable in price or services, the winner is the first business to reply to their call.

mojo-voice

As a bonus, all users of Mojo Voice will receive free local phone numbers for your marketing needs. These local numbers will pop up on caller ID, making it more likely the prospect will pick up the phone. Also, the numbers can be used on all your marketing literature and Web pages. If you are licensed for real estate or insurance in multiple states, people are far more likely to respond to the local contact.

Mojo Voice is now in its Beta testing phase.  Drop us a line and let’s chat how you can be one of the first businesses to integrate our personal secretary into your Mojo lead management system!

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Posted in Features, Hot Tips, Insurance Agents, Prospecting Tips and Tricks, Realtors | No Comments »

Insurance sales star: “Mojo’s Triple Line Power Dialer replaced my entire call center!”

May 11th, 2010

ethan-selph

Over the years, Utah’s Ethan Selph has sold satellite dishes, cable TV packages, security systems, water filters and prepaid legal services on the phone.

Today, he’s one of the rising stars in the health insurance industry, sharing advice to other sales people how to maximize their chat time. To Selph, it doesn’t matter what you are selling as long as you don’t come across as the stereotypical sales guy.

“Don’t sound like a total marketer,” he suggests. “I don’t even mention the name of my company. I say, ‘Hey, it’s Ethan’ instead of trying to come across as some big corporation. I try to sound like the Joe down the street.”

Another tip to project confidence: Don’t think of yourself as “bothering” or “interrupting” the people on your prospect list.

“There are a lot of people out there who NEED your help, people who WANT to talk to you,” he says. “Everyone wants to save money. My philosophy is that every client is worth $20,000. My goal is to make a thousand dollars a year for 20 years. I want to service them for life.”

“Even with all the fuss over health care reform, the business really hasn’t shifted around much. Health insurance is a necessity. It’s not like going on vacation to Hawaii or going out to eat, the things that get cut back first.”

Selph swears by the Mojo Triple Line Power Dialer, which he has been using for the past 10 months. Before implementing the auto dialer, he hired a telemarketing call center to do the dialing for him. The call center was charging $10 a transfer and Selph was spending between $600 to $800 a week for the privilege to continuously talk with live human beings.

That’s now $800 more in his pocket each week thanks to the Triple Line Power Dialer, which ensures that you’ll never hear a busy signal, fax machine pitch or answering machine again when you are on your sales shift.

“It’s totally revolutionized my whole business,” Selph says. “If I didn’t have the Mojo Power Dialer, I’d really be up the creek.”

In addition to the money saved from not using a call center, the Triple Line Power Dialer has also totally eliminated Selph’s need to buy additional leads. Having built up a critical mass of 5,000 prospects, he now devotes each day’s 100-200 live calls exclusively to insurance renewals. Business is so brisk, he doesn’t even need to bother to tap into new leads, which were costing him a steep $16 each!

Given that insurance companies typically lure customers in with low introductory rates and seldom lower them the following year, it makes sense to check in on active clients at least once every six months.

Before using the Mojo power autodialer, Selph did not have enough time to even call all his renewal prospects within his window of opportunity.

“I was losing accounts,” he recalls. “After 9 to 12 months, they’d just switch insurance companies without me. And once you lose somebody, it’s tough to get them back. Basically, Mojo has tripled my business.”

And the increase in sales meant hiring three people to work out of unfinished basement and eventually moving everyone to an office near the University of Utah to take advantage of the college labor pool.

Selph said he has previously tried two other auto dialers, but was either unsatisfied by its slow pace (one call at a time) or the response time to his customer service calls rerouted to overseas call centers.

“With Mojo Technical Support, I can usually get someone on the chatline within two or three minutes,” he says.

Given our occasional role as frustrated consumers in our own personal lives, we can think of no greater testimonial.

One last tip from Selph: Set your autodialer at six rings instead of three rings. Give your prospective customers a chance to get to the phone without sprinting for it!

“I used to get a lot of calls back right away, saying WHO’S THIS?” he says. “I’m now getting a hold of a lot more people the first time.”

(Click here to find out more on why Mojo lead management software and power dialer technology is ideally suited for the competitive insurance industry.)

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Posted in Hot Tips, Insurance Agents, Power Dialer Technology, Prospecting 101 | No Comments »

Happy Tax Day!

April 15th, 2010

Happy Tax Day! Today is a GREAT day to be contacting your center of influence and past client lists on MOJO and reminding them to file their taxes today. If they bought their first home in 2009, remind them of the Tax Credit, and to include their IRS Form 5504. It’s available online for download. How about posting a link in and e-mail and sending it out after you talk to each of your COI with the hyperlink? This would be a great way to reach them by phone, and e-mail!

I haven’t seen the screen shot, but I am really excited for the MoJo-X program that is coming soon. This is going to be a GREAT tool for Real Estate agents, and other sales people, to really follow up with Leads. If there is one downside to the current program, it’s the ease of Lead Follow – Up, and setting up action plans. Guess what, with Mojo-X, that will change!

Mojo is such a powerful tool, and can be used in multiple ways. Feel free to call me on my cell phone, or e-mail me, just to get feedback about the system, I’d be happy to give you my honest opinion about the program, and why you should sign up for it!

~Bryan Washington

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Posted in Realtors | No Comments »

Starting FRESH With Mojo

April 7th, 2010

So, I’ve gotten settled in my new market, and FINALLY, my Real Estate License has come through. It’s about freakin’ time! Only took two weeks. Well…I log on to my MOJO this morning, and what do I see, but all my Pennsylvania names and numbers all still there. Yes, over 3,000 files clogging up my new Oregon business.

Here is one of the BEST and most DANGEROUS things about the MOJO dialer…it’s called…DATABASE MANAGER. Yes, this is your lifeblood of all your data, but if you don’t know what you’re doing, it can royally screw you. Say you delete someone out of a call list, or delete an entire list itself…most of the time, it is still in the Database manager. You can find hidden numbers, or numbers you incorrectly dispositioned. It really is a powerful tool.

Instead of having to delete list my list, one by one. I simply went into the DB Manager, and clicked search, didn’t fill any criteria in, and bam, all the names and numbers were there. I chose the DELETE SEARCH QUERY option, and just like that…I have started FRESH. As a hint, sometimes it’s good to get a fresh start, and just delete everything and start fresh…especially if you are one of those people that annoyingly keep EVERYTHING YOU EVER COME ACROSS.

Peace…oh, and feel free to reach out with any questions about the MOJO. You can call my Google Voice line at 541-658-0259. I’d be happy to give you a testimonial.

~ Bryan Washington

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Away from the mothership, Mobile Mojo recaptures wasted downtime

April 1st, 2010
Think of your Mojo-loaded desktop as the Mothership and the Mobile Mojo-loaded iPhone as your roving Explorer Ship

Think of your Mojo-loaded desktop as the Mothership and the Mobile Mojo-loaded iPhone as your roving Explorer Ship

The wait has been worth it!

For the past eight months, we’ve been fine-tuning our first iPhone app for our lead management and power dialer software service — and now you are free to make your calls anytime and anywhere.

We don’t mean you are free to call prospects at 11 o’clock at night or on Thanksgiving Day.  Normal sales etiquette and protocol still apply.

But now you can use your Mojo Triple Line Power Dialer outside of your office without lugging around your laptop.  With Mobile Mojo, a totally free download at iTunes, you can look up the status of a sales lead, make follow-up calls or make fresh cold calls straight from the iPhone.

As Mojo founder Davis Mangold puts it, think of the Mojo on your desktop computer as the “Mothership,” and think of the Mobile Mojo as a “little rocketship with limited capability but carrying a lot of firepower.”

Currently, we offer the only iPhone app in existence that uses data and voice at the same time.  But more importantly, we’re first to the market to improve your sales lifestyle in this innovative way. No other lead management software or power dialer company enables you to operate a satellite office in the palm of your hand.

Mobile Mojo LogoWhen you should you use the Triple Line Power Dialer with your iPhone?

Let’s say you are a real estate agent showing a home and your client calls and says he is running a little bit late. Instead of staring at the walls, why not turn on the Mojo and turn those wasted minutes into a potential windfall?  Naturally, everything in the iPhone app is integrated with the Mojo “Mothership,” so you are truly squeezing more business opportunities out of the day.

How about when you are at the airport and the plane is delayed — or you are in the auto shop waiting room?

We know of plenty of Mojo users who use their laptops in their “car office” to make calls during downtime. Now you just need your phone. The process is so much more organic.

The application is free and the use is free for our customers — no extra charges or hidden fees to tap into the power of this new convenience.

If you’re a current Mojo customer, click on the iPhone below to give Mobile Mojo a try.  If you’ve been thinking about trying out Mojo to handle all your lead management and power dialer needs, check out our demo and know that you’ll have the freedom to use Mojo ANYWHERE!

Click on the iPhone for our free Mobile Mojo app that will revolutionize the way you make cold calls "on the go!"

Click on the iPhone for our free Mobile Mojo app that will revolutionize how you make cold calls "on the go!"

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Posted in Features, Insurance Agents, Realtors | No Comments »

Power Dialer Insanity: Pushing the limits of human endurance

March 26th, 2010
Successful phone sales requires the patience and endurance of a marathon runner

Successful phone sales require the patience and endurance of a marathon runner

California real estate agent James Festini is a recreational runner, about to compete in his fourth San Diego Rock and Roll Marathon.

For Festini, cardiovascular exercise is a great way to keep in shape to counter the sedentary nature of making cold calls — an activity he feels comfortable doing up to 12 hours a day. And San Diego’s R & R Marathon is more about fun than winning, featuring a course that runs through Sea World, that has up to 2,000 cheerleaders on the sidelines, has live music acts at each mile (past artists have included Smash Mouth, Hootie and the Blowfish and Pat Benatar) and offers free beer at the finish line!

You know what else is fun? Pushing the limits of the human brain and seeing how many sales calls you can make at once.

Festini, an 18-year-veteran of the real estate biz, recently rigged up special headphones to allow him to juggle four power dialers at once. You have to see it to believe it:

Let’s shove aside the technology for a moment. The most remarkable thing about this video is watching a seasoned pro handle the ebbs and flows of cold calls — a tide of rejection pushing in a few valuable seashells. Notice how calm he is when people say they are NOT interested in putting their home on the market. Without even changing his tone, Festini thanks them and moves on. The average live call takes about eight seconds. Why waste the energy getting upset over rejection when there are more numbers to try?

Festini is making cold calls to every homeowner not on the Do Not Call registry, and he really appreciates Mojo’s lead management software that organizes your phone numbers as you call them and categorizes them based on what your next step should be. We call it Advanced Call Logic and it automatically sorts your lists into redial calls, do-not-call results, hot and warm leads, while you focus on engaging potential customers on the phone.

But back to the amazing stunt of handling four power dialers at once. Festini put both ears on double duty, sticking ear buds in his ear canals and foam headphones on his upper outer ears. Just to make things interesting, he later stretched an old fashioned pair of studio headphones over all four audio sources so he could listen to a favorite movie as background noise.

With four autodialers going at once, he made about 1600 calls, and actually talked to 200 people in only three hours!

Real Estate, of course, is a pure numbers game. You can’t get sales without converting leads and even the best phone number list in the world (the ones without pesky fax machines, apartments and businesses) is useless if you don’t make those calls as efficiently as possible.

“If you are going to make calls,” Festini says, “you don’t have the option NOT to use an autodialer.”

Like Arizona Realtor Curt Stinson, another Mojo advocate, Festini is working in an especially tough market.  California’s Riverside County has one of the worst foreclosure rates in the country. “Working in the center of epicenter of the bad economy,” he says that Mojo Triple Line Power Dialers and lead management software help him stay competitive.

“I haven’t even scratched the surface yet of all the possibilities,” he says.

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Posted in Power Dialer Technology, Realtor Prospecting, Realtors | 4 Comments »

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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Posted in Hot Tips, Prospecting 101, Realtor Prospecting, Realtors | No Comments »

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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Posted in Realtors, Uncategorized | No Comments »

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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Posted in Realtor Prospecting, Realtors | 2 Comments »

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

Posted in Realtor Prospecting, Realtors | 1 Comment »

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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Posted in Insurance Agents, Power Dialer Technology, Prospecting 101, Realtor Prospecting, Realtors, Uncategorized | No Comments »

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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Posted in Prospecting 101, Prospecting Tips and Tricks, Realtor Prospecting, Uncategorized | No Comments »

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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Posted in Realtor Prospecting, Realtors | 2 Comments »

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