Archive for the ‘Realtor Prospecting’ Category

Mojo helps California real estate agent William May “prospect like a bulldog”

Tuesday, September 23rd, 2014
Real Estate Dialer: Century 21's William May uses Mojo to... Learn more about William at C21WilliamJMay.com

Century 21′s William May credits Mojo with tripling his prospecting productivity. Learn more about William at C21WilliamJMay.com

When you find a professional you like and trust, why go anywhere else? Noting that many people have a family doctor and a family dentist who get to know them over the years, Century 21′s William May asserts that it is time for clients to think of their real estate agents in the same way.

“Having a family Realtor makes sense,” says May, of C-21 Amber Realty in Torrance, California. “You never know what’s going to happen in your life. Maybe you’ll need to move out-of-state and want to sell for top dollar, or you might be underwater. Or maybe you want to refinance. A lifelong relationship with a Realtor can guide you through almost any situation.”

Torrance, a coastal city of 145,000 in southwestern Los Angeles County, is home to the American Honda Motor Company, Robinson Helicopters, Alcoa, PC Mall and an Exxon Mobil Refinery that handles much of the state’s gasoline supply. May says the economy is robust based on what he’s been observing in the market: “Right now if you price a home correctly, it will sell quickly. It’s not uncommon to sell the same day I list the property. It’s been multi-offer madness. When someone puts a decent property on the market, you’ll be flooded with offers.”

In an ultra-competitive environment where inventory continues to be low, May credits Mojo’s Lead Management and Triple Line Dialing system for giving him an extra edge with his prospecting.

“With Mojo, I can prospect like a bulldog. I lock in every morning from 8 to noon and just stay on the phone. Mojo saves a tremendous amount of time. There’s no way I could ever call 600 people in two hours otherwise,” he says. “You just have to prospect, prospect, prospect and you’ll succeed.”

“Mojo gets me in the right mindset. When you’re cold calling, you come across a lot of negativity. You have to go through so many no’s to get one yes. But you know that’s the path to reach your goals. You just do it,” he adds.

May is a relative newbie to real estate, switching careers three and a half years ago after running his own school bus company for 12 years.

“When I first tried prospecting, it was like watching paint dry,” he recalls. “I’d dial 50 calls an hour by hand and was going crazy. Then I tried Skype where I was clicking numbers on the screen to dial. That was only a little better.”

May was inspired to try Mojo’s Triple Line Autodialer after hearing about it from his real estate mentor, James Festini, the celebrated Century 21 real estate sales trainer and coach. He regularly finds motivation in Festini’s “Your First Day in Real Estate” podcast. May also received hearty pro-Mojo recommendations from two other prospecting mentors, Colton Lindsay and Deric Lipski.

“Once you use Mojo you don’t ever want to think about going back to the old way. A lot of people wonder if the cost is worth it, but it more than pays for itself. My suggestion is to make a three-month commitment and be consistent with using it. If you sign up for Mojo and you don’t stick with it, then you can’t blame Mojo. In that case, it’s you,” he says.

The California real estate market....

Luxury Market: This 5,000 square foot custom-built home with five bedrooms and four baths is listed by Century 21 Amber Realty. Double click for more information.

Real estate aside, May has immersed himself in the community as the host of a weekly local affairs radio show on Inglewood News Radio. The host has provided a forum for city politics and market news, ranging from updates on street repairs to area developers turning the old Hollywood Park horse racing track into 3,000 high-end homes along with a 300-room hotel and 600,000 square feet of new retail space.

Not to mention the biggest news in May’s life: He’s a newlywed, marrying his bride Gwen May this past spring.

“Mojo also gives a boost to my social life. Being more productive with prospecting gives me more time to take my wife to the movies,” he says.

(What could YOU do with a little extra free time in your life? Check out Mojo’s Real Estate Dialer and Lead Store for yourself and see how it can help you “prospect like a bulldog.”)

 

How South Florida Realtor Lee Rosa tripled his productivity and gave himself more time to enjoy the scenery

Wednesday, August 20th, 2014
Lee Rosa’s Keller Williams team closed 94 transactions last year, most them directly attributable to Mojo’s Triple Line Real Estate Dialer.

Lee Rosa’s Keller Williams team closed 94 transactions last year, most them directly attributable to Mojo’s Triple Line Real Estate Dialer.

If South Florida real estate agent Lee Rosa sounds overly dramatic about his Real Estate Dialer, you’ll have to forgive him. He still vividly recalls the clumsy days of dialing prospects by hand.

“You know that scene in ‘Pulp Fiction’ where they open the suitcase and there’s a shining bright light? Well, Mojo spoke to me. Everything came together at that moment,” recalls Rosa, of RGT Real Estate Services, a Keller Williams affiliate serving Broward, Dade and Palm Beach counties. “When I first started, I used to have two phone lines with two headsets and I’d cross names off my list with different color highlighters in each hand.” Continue Reading

A ROOKIE’S JOURNEY: How Truck Driver-Turned-Agent Allen Smith Conquered Call Reluctance

Tuesday, March 4th, 2014

Keller Williams Agent uses Mojo Dialer

Overcoming Call Reluctance

As strange as it sounds, when Georgia real estate agent Allen Smith first tried prospecting, he refused to pick up the phone.

“I’ve never met a stranger face to face,” says Allen, who joined the Keller Williams West Cobb office (suburban Atlanta) last November. “I’ll strike up a conversation with anyone. Most of my leads came from talking to people in grocery stores, parks, restaurants and from open houses.”

“Do you know anyone interested in buying a home, selling a home or investing in real estate who I can talk to today?” he would ask, carrying a stack of business cards. Calling his sphere of influence for referrals wasn’t an option because most of his friends and family are in South Carolina.

His mentors stressed the crucial importance of prospecting by phone but he “would think of every excuse in the book to avoid it.” He finally dove in this January, barricading himself in an empty KW conference room with his cell phone and a list of 965 Just Solds borrowed from a fellow agent.

“That took forever,” he recalls. “When you’re pushing buttons with your finger, there’s never enough time in the day to make your calls. Instead of calling 100 people in two hours, I was calling 100 people in two days.”

Dabbling with Power Dialers

“There is no failure for me. I have to succeed. I have nothing else to fall back on,” says Allen, whose previous jobs have included selling cars, being a police officer and driving freight trucks cross country. “I am committed to making real estate the last thing I do for the rest of my life.”

“Once you get your real estate license, the lead generation is all up to you. Our office is very helpful with advice and resources, but no one will hold your hand while you do it. You have to just go out there and do it,” he adds.

Finally relenting on the value of phone prospecting, he started cranking through his lists with the Mojo power dialer but soon switched to a competing dialer because it came free with one of his Keller Williams training classes.  Just as quickly, he changed right back to Mojo.

“The free dialer was a good dialer, but it didn’t have the functionality that Mojo had,” he explains. “Mojo makes it easier to organize my leads, to take notes and to put things into groups. My Mojo calendar keeps me up to date with everything, automatically telling me when I need to make follow-up calls.”

“With the free dialer, I was sitting here taking notes in a notebook and then retyping it in a database later – that’s time that’s being sucked away from my lead generation,” Allen adds.

By The Numbers

In a recent shift with the Mojo single-line power dialer, Allen made 172 prospect calls in 2 hours and 21 minutes, walking away with 24 good contacts. He had been using a competing service to provide Expired leads – because it, too, was free with his training class.  But frustration over incorrect phone numbers brought him to the Mojo Lead Store.

“I’d say that 75 percent of the phone numbers I got (from the competing service) were bad numbers,” he says. “I would rather have 200 good leads from Mojo than 1,000 leads from them. In terms of accuracy, Mojo just blows them away.”

Right now, Allen is closing one house a month. Based on his prospecting progress, he is optimistic that he will be closing five houses a month by the end of 2014.

“Nobody really likes change,” he says. “But in order to succeed you need to embrace change. You don’t want to be left behind.”

Taking Advantage of a Healthy Market

For the past four years, Atlanta has been at the top of Penske Truck Rental’s “Top 10 Cities People Are Moving To” list based on national one-way reservations data. Due to the city’s relatively strong job market, inventory is very low right now.

“We have lots of nice quiet suburban neighborhoods with homes ranging from $125,000 to $12 million,” Allen notes. “There’s also a lot of new construction here. We’re not out of land yet!”

“Keller Williams is the number one office in Cobb County and I’m grateful for the chance to do something that I’ve always wanted to do,” he says. We’re the best training company out there. There’s always something happening here every week and I want to learn as much as I can.”

Much of that learning happens every day on the phone.

“The number one job of a real estate agent is lead generation, not selling homes. Without the first thing, the second thing doesn’t happen,” he says. “Don’t be afraid of the telephone. Don’t be afraid to talk to people.”

“With Mojo, I don’t have to sit and dial numbers for 10 hours a day. I can get the same amount of leads in two hours,” he says. “Mojo makes my life so much easier. It just gives me my time back.”

Realtor who overcame call reluctanceAn avid Atlanta Braves fan since age 4 – when his dad took him to the old Fulton Stadium to see Hank Aaron play – Allen is also thankful for how his boosted work productivity will allow more time for ballgames this spring and summer.

 

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New Expired Lead Service Makes Mojo Your All-in-One Listing Solution!

Tuesday, January 28th, 2014

So why are we the “Swiss Army Knife of Real Estate Prospecting?”

Mojo Swiss Army Knife-revised

Over the past year, we’ve experienced a quantum leap in real estate prospecting technology. Consider our most recent upgrades:

* The Mojo Triple Line Auto Dialer, which one all-star Realtor credits for helping him list 83 homes in 90 days, shifted to a web-based platform.

* Mojo On The Go! became the industry’s first and only mobile power dialer app for the iPhone and iPad, allowing you to instantly access critical database information when making and answering incoming calls.

* The Mojo Lead Store, which began as a Just Listed/Just Sold data service in 2008, added real-time FSBO data, aged FSBO data and a reverse look up service.

Now in Stock at The Lead Store: Expired Lead Service

The Mojo Lead Store has allowed you to map out a neighborhood and automatically load your power dialer with matching phone numbers of prospects. As of January 2, we’ve been offering Expired leads automatically loaded into your power dialer every morning along with the Just Listed/Just Sold and FSBO data you received before.

Now there’s no reason to shop anywhere else. All of your real estate prospecting needs are in one place.

“For a long time, many Realtors knew us as only a dialer company and they’d purchase leads from various providers,” says David England, General Manager of Mojo Selling Solutions. “Now there’s been a paradigm shift. You get the data and the dialer in an all-in-one real estate tool.”

“Before you had two payments, two different vendors and you always had to keep everything synched,” he adds. “Our customers don’t want to waste time time with data entry and housekeeping. They want to list and sell houses.”

Getting your daily real estate data through the Mojo Lead Store also means you’ll be communicating with one tech support team instead of two or three.

An important distinction: If you’re happy with your current stream of real estate data, the Mojo system will still be compatible with any of Mojo’s approved data lead vendors.

Waking Up With Mojo

You’ve heard of breakfast in bed — how about prospecting in bed?

“If you wanted to, you could actually wake up, reach for your iPad or iPhone on your night table and start calling prospects without ever leaving,” says England. “There’s no data to import or files to upload when you’re ready to start your day.”

“Mojo is constantly updating your callable listings. We help improve your accuracy and make it far less likely you’ll accidentally call a property that’s active.”

Coffee  Save Time, Boost Productivity, Enjoy Breakfast

Our real estate community tells us they often spend 30-60 minutes just to get  their calling lists ready each morning. Your time is valuable, easily worth a couple hundred dollars an hour. What can you do with that extra hour?

Make more calls. Get more prospects. Earn the right to enjoy your morning coffee without the stress of knowing there’s monotonous prep work ahead.

Mojo is proud to be the first to combine lead management, power dialer and mobile apps all in the Cloud.

When you choose to get your real estate data from the Mojo Lead Store, there’s no need for your prospecting team to learn another software platform. You already know us. Why go anywhere else?

(For more information on streaming the most up-to-date Expired leads and other critical real estate data directly into your Mojo Dialer, visit our Pricing page or call 877-859-6656.)

 

Mojo Momentum: Oregon Realtor Overcomes “Fear” of Technology to List 83 Homes in 90 Days

Thursday, January 2nd, 2014
oregon map

Realtor Craig Reger credits Mojo for “completely turning my business around.” His office specializes in “every neighborhood and every price range” in Greater Portland.

For more than 16 years in the Portland market, Realtor Craig Reger depended entirely on walk-in business and sphere of influence marketing for listings. Not once did he ever dial a cold call.

That approach dramatically changed this past May, when Craig and his team at the Craig Reger Group launched their “90 in 90 Challenge.” Inspired by Keller-Williams coach Tony DiCello, the team sought to list 90 homes over the next 90 days.  At the time, they were averaging 5-6 listings per month.

“My first quarter numbers just weren’t where I wanted them to be,” Craig recalls. “I thought this was an impossible goal. But I figured if it motivated us to achieve even 10-15 listings per month, we would still be twice as successful.”

From May 1 to July 1, the Craig Reger Group listed 83 homes, just short of their one-per-day dream.

“To me, this was bigger than a grand slam,” Craig says. “This was winning the World Series!”

Now he teaches a national “90 in 90″ real estate class that shares his transformation. The 12-week coaching program includes group conference calls, weekly workbook assignments and homework. There are now 257 enrolled agents, many of whom may begin their own 90-day challenges.

Craig’s resurgence coincided with a huge uptick in the Oregon real estate market. “This summer was crazy, reminding me of the boom in 2005-2006 when it wasn’t uncommon to get three, four, five offers on the same house. Things have slowed down a bit, which typically happens as you head into the winter. But we’ve had low inventory for 10 months and foreclosures are down to being almost nonexistent.”

State of the Market: Quick snapshot of Downtown Portland Residential Real Estate (Source:   )

Quick snapshot of Downtown Portland Residential Real Estate (Source: PortlandHomesAndHousesForSale.com )

So how do you list 83 homes in 90 days, even when times are booming? How do you go from 5-6 listings in January, February, March to 28 listings in May?

For Craig, it all came down to changing his business culture. For years, he had depended on word of mouth referrals, repeat customers and only calling people he knew. It was time for some old fashioned door knocking. For the first time, he decided, he’d try expired listings, prospecting and circle prospecting.

For the first few weeks, Craig’s team dialed all their cold calls by hand. Craig says it was obvious that an autodialer would speed things up, but he was hesitant to rush in and invest in a new technology before knowing that his staff was fully committed and “in the groove.”

“Realtors are famous for buying the latest technology to solve all their problems and then not using it,” he says. “We wanted to create a culture of cold calling and lead generation first and that’s when we got Mojo.”

According to Craig, the immediate impact of using the Mojo Dialer was dramatic.

“Before Mojo, in a two hour period, we’d reach maybe 8-12 real contacts per agent. With the triple dialer, we’d get 40-60 contacts in the same amount of time,” he says. “Our results went up 5-6 times.”

Probably the best indicator of the Triple Line Auto Dialer’s success is the company payroll. When the “90 in 90″ challenge began, the Craig Reger Group had three people making calls and two administrative support staff. It ended with five people making calls and five support staff. Craig doubled his employees in just three months.

Craig cites three major reasons for crediting Mojo for his business turnaround:

  • The Mojo Dialer — “This is a complete game changer!”
  • The Mojo LeadStore — “We were getting a lot of dead ends, a lot of bad phone numbers when we were getting leads from our title partner friends. The LeadStore contacts are giving us exponential results.”
  • Mojo’s Integration with REDX – “We use REDX to pull expireds from the system and Mojo easily integrates with other programs. Without that, we’d be in trouble.”

“In the beginning, everyone was really intimidated by the idea of calling three people at once,” adds Craig. “But within a day or two, everyone on the team felt comfortable and confident using it.”

Listings and sales numbers aren’t the only tangible results, however. Building a more successful business has allowed Craig to focus more of his spare time on his family and his ultimate passion, freshwater and deep sea fishing. Most of his trips are salmon expeditions on Oregon’s majestic rivers. But he’s also trekked to Alaska, Honduras, and Christmas Island, an Australian territory in the Indian Ocean.

Early next year, he plans to be fishing for marlin, tarpon and bonefish off the coast of Cuba.

Follow Your Dreams: Realtor Craig Reger says working more efficiently with Mojo creates more opportunities to spend time with family and hobbies. Here Craig shows off a 45-pound salmon on Oregon's Trask River.

Follow Your Dreams: Realtor Craig Reger says working more efficiently with Mojo creates more opportunities to spend time with family and hobbies. Here Craig shows off a 45-pound salmon on Oregon’s Trask River. (Photo courtesy of Craig Reger)

Back to the “90 in 90″ challenge — housing, not fish — the Craig Reger Group is now averaging about 15-16 listings per month, or about 1 every other day. Craig believes those steady numbers are keeping his original momentum going.

“We’ve created habits and a system now where it’s almost impossible not to carry the momentum,” Craig says. “Mojo has helped me open up new career opportunities. I’m coaching now. If you use Mojo for 1-2 hours a day for 5 days a week, it’s tough not to see results.”

“When you set up a system in which your schedule matches your goals, you can achieve anything you want in real estate,” he adds.

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