Archive for the ‘Realtor Prospecting’ Category

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.”

Rosa, a self-described “Numbers Guy,” was introduced to Mojo by his real estate coach four years ago and hasn’t looked back since.

In addition to tripling the number of prospect calls he typically can make in an hour, the Florida Realtor credits the web-based Mojo Calendar for keeping his team of four agents on track with their goals – regardless if they are at their desk or on their mobile phones/devices in the field. The calendar, which also can be synched with a Google calendar, automatically keeps tabs on call backs, scheduled calls and appointments with no software necessary.

“The key to running a successful real estate team is transparency. I expect that my agents are going to do what they say they are going to do,” he says. “If it is not on the calendar, then it doesn’t exist. With the calendar, everyone can be held accountable – including myself.”

“The Mojo Calendar motivates me,” Rosa adds. “If I’m not doing as well as I’d like, I know that it’s not that the system doesn’t work – it’s that I’m not working the system.”

In the real estate business since 2005, Rosa focuses primarily on the Orlando and Miami areas. “They’re completely different markets. Orlando buyers are really centered around the University of Central Florida and young professionals looking for work,” he reports. “There are a few people who want a piece of Mickey Mouse, but the theme park attractions aren’t what’s driving the market.”

“The South Florida market in particular is on fire right now,” Rosa adds. “It’s fueled with cash purchases, it’s very fast moving, high intensity with extremely high competition. Lots of agents and very little inventory. Miami sells year-round with lots of Northeastern snow bunnies and retirees looking for property.”

In those hyper-competitive market conditions, Rosa believes Mojo is absolutely essential for cold calling his daily Expired, FSBO and website leads.

“People in the business keep asking me if Mojo’s worth the money,” he says. “Well, if you are going to consistently prospect, it’s an absolute no-brainer. It makes my life a thousand times easier. It allows me to speak to as many people as possible in the shortest possible time and automatically stay organized in the process. What else could I ever ask for?”

Rosa’s team closed 94 transactions last year, a large portion of which he directly attributes to using the Mojo dialer. His boost in productivity translates to less time at work and more time at the beach.

“I love it here,” he says. “There’s no place in the world where I’d rather be.”

(Learn more about Mojo’s Triple Line Auto Dialer here. If you’d like to share how your real estate practice is more productive with Mojo, drop us a line at david@mojosells.com).

 

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.

Past Client and Center of Influence calling made easy with the Mojo Dialer

Monday, November 11th, 2013

Real Estate prospecting tips

Making the most of Past Client and Center of Influence Prospecting

2013 is winding down and the holiday season is fast approaching which means this is a great time to reach out to your past client and center of influence contacts. You’re armed with great information from the last year in Real Estate and unless you’re Ebenezer Scrooge, you want to wish your contacts all the best this holiday season. Of course, you are not just calling to ‘keep in touch’, there is a deeper goal here: to either identify their own upcoming Real Estate needs or gain a referral from someone else they know who is looking to sell or purchase a house in the future.

Before the Mojo Dialer, the task of touching your past clients and center of influence was a tedious one including a lot of hand dialing, note taking and trying to organize all of your calling results and touches, so you know who you have and have not spoken with. All of that cumbersome work is history now because you’ve got Mojo! In this post, we’re going to cover some tips and tricks you can follow to ensure you get the most out of your past clients and center of influence the remainder of this year and in to the next.

In a previous post, we filled you all in on a big statistic, 10% of your business as a real estate agent should and will come from your past clients and center of influence. This is important for a few reasons:

1.)  It’s a free lead source. You know a TON of people and they all like talking to you. Creating a list of people to call is a piece of cake and we would suggest taking the time to create a mind map of all the people you know including everyone you come in contact with in your business and personal dealings. Chances are you already have this list created AND it should (better) be already available in some sort of contact manager like Mojo, Google or Top Producer.

2.)  Your past clients and center of influence are the easiest group of people to call… They know you! Anyone suffering from call reluctance due to a bad experience calling on Expired or FSBO leads needs to understand calling on past clients and center of influence is a different animal, one you shouldn’t be afraid of. Additionally, it is a group which is always growing and becoming more and more of a productive lead source… you are always getting more past clients and certainly you are always meeting new people… FREE!

Think about it, if you are not already calling on your past clients or center of influence contacts, you are about to get a 10% raise just by working a lead source that is readily available to you, virtually free and looking to hear from you!

When we designed the new web based Mojo dialer, we wanted to make calling on your past clients and center of influence contacts as easy as possible. Here are just a few things we did to make this a no brainer for you:

1.)  Dialing Logic: Tracking who you have and have not made contact with is very important to successfully leveraging these leads. Additionally, it reduces call reluctance, knowing you are not ‘double calling’ someone relieves the anxiety associated with thinking we’re bothering someone. Our new calling filters are designed to manage your past client and center of influence calling, ensuring you are only calling those you haven’t made contact based on the time frame you wish to contact them i.e. 30/60/90 days.Top Producer integration

2.)  Mobility: Of all the prospecting Real Estate agents do, past client and center of influence calling is a perfect match for our family of mobile products like Mojo on the Go for iPad and soon, Mojo on the Go! for iPhone. Why? Well sitting back relaxing over a cup of coffee at your favorite WiFi café is hard when you are very concentrated on overcoming objections and concerns while dialing off-market leads. Dialing people you know is much more relaxing, it isn’t the cold calling experience so many are used to and when you are relaxed and out of the office, you will be more personable and it will be much easier to build rapport.

3.)  Making data access easy: Accessing your database to call on it is very important and the last thing we want you to do is have to keep duplicate lists in two different places. Our data sync with Top Producer and Google make calling and updating your past client and center of influence database a piece of cake! Of course, if you don’t utilize Top Producer or Google, you can easily import your records directly in to our pre-created past client lists in Mojo and manage them right there.

We are the technology people, not the ‘know what to say’ people and although calling on past clients and your center of influence is MUCH easier than with off market data, it is important to have an outline or easy script to follow when you get your ‘Hello?’

#start#

 

Hi Mr./Mrs.____________________________, this is ________________________ from _________________________ Real Estate. How are you today? (Great)

 

We haven’t talked in a little bit and I was just calling to touch base and see how you are doing. How is everything going? (Everything is great; it’s nice of you to call)

 

Sales Tip: This is where you regain the rapport you had when you spoke to them last.

 

How is Fred/Martha/the children? … blah blah blah…

 

May I ask you a business question? (Sure, what is it you need to know?)

 

As you know, I’m always looking for more people to help in real estate… and I was wondering, who do you know that needs my help to buy or sell a home this year?  (I can’t think of anybody right now)

 

Well, no problem… I appreciate y our thinking about that. Can you think of anybody at the church/school/neighborhood that has talked about moving?  (Not really but if I think of someone I’ll be sure to call you)

 

I really do appreciate that Mr./Mrs. ________________, it’s people like you that have helped me build my business so effectively. Now while I do have you on the phone, let me ask you… do you have any questions about the real estate market that I can help you with? (Not really)

 

Well if anything comes up, would you feel comfortable calling me? (Of course I would)

 

Fantastic… and before I hang up tell me, when do you suppose you will be moving next? (Oh not for a while I guess)

 

Good for you, it’s great to talk to you again, I’ll stay in touch and if there’s EVER anything you need… even if you just want to know about a recent sale in your neighborhood… please feel free to give me a call. Have a great day!

 

#end#

 

The goal is to let them know:

 

  1. You care.
  2. You sell real estate.

 

So there you have it, a simple script for you to use while you get your feet wet calling your past clients and center for influence. By calling these leads overtime, YOU will be the one that comes to mind when they or anyone within an earshot mentions real estate AND you will get real-time leads from anyone looking to buy or sell a home.

A win/win!

Lastly, we wanted to give you a few tips for using the Mojo Dialer to call your past clients and center of influence:

Past client prospecting

 Past Client Mojo Dialer Tips

Use a single line:

 By dialing with one line, you will not chance playing a call back message to someone you already have a relationship with. Multi-line dialing is GREAT for cold calling, but this isn’t cold calling.

Take good notes:

 Building rapport is critical when calling your past clients and center of influence. By taking great notes, you can easily regain the rapport you built previously and pick right up where you left off. Just think, if you were calling in to New England to someone you made notes on indicating they loved baseball… you could tell them just how great the Red Sox are ;)

Hot Notes:

 As a follow on to taking good notes, mark the very important/critical notes as ‘Hot Notes’ in Mojo. This will highlight them and you will spot them very quickly on a call.

Have not contacted filter:

 The have not contact filter is critical to organizing your lists by who you have and have not spoken to each month, quarter, year. For example, if you wanted to contact all of your past clients and center of influence contacts every quarter, you would choose your list to dial and select the ‘Have not contacted’ filter and set it to time frame ‘quarter’. In this example, this would ONLY call the people you have NOT made contact with. How easy is that?!

Drop a pre-recorded message:

This is a widely argued tip, but we’ve heard enough success stories to recommend it. By dropping a pre-recorded message on the answering message you reach, contacts will usually let you know, “hey, I got your message” the next time you reach them, this really warms the call up and gets you past any awkward moment you might have with a contact you are not staying in contact with enough.

Start using the Google Contact or Top Producer Sync:

This is a no brainer. If you are not already using these two features, stop what you are doing right now and set them up. This is the single best thing you can do to make sure your contact database stays updated in real-time while using the Mojo Dialer. Of course, if you don’t have Google Contacts or a Top Producer account, you can just use Mojo’s integrated contact manager.

Create email templates:

Unlike most off-market leads, your database and lists of past client and center of influence customers will most likely have an email address. While using Mojo, it just makes sense to send a follow up email to the contact whether you contact them or not. This can easily be done using our ‘click to send’ email feature from the main contact record. So, go ahead and set up your email templates and email signature, you will be happy you did!

 

 

 

 

 

 

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