PROSPECTING FOR LISTINGS Marketing to folks in the sales industry bears resemblance to the style of marketing found in the weight loss industry. Think about it, if you’re in sales, you’re likely inundated with emails promising more sales, higher commissions and the fast track to owning the high-end supercar you’ve always dreamed of owning; all
Ten years ago, finishing up his service with the U.S. Marines and marrying his longtime girlfriend, Brian Kurtz was searching for the next phase of his career. He tried selling furniture, selling used cars and got his real estate license to partake in the “wicked stressful” practice of flipping houses in Metro Detroit. Feeling
Remember that famous “You Had Me at Hello” scene in that Tom Cruise and Renee Zellweger movie, “Jerry Maguire?” It turns out that those lovebirds were unintentionally sharing critical advice to real estate agents who depend on prospecting for new clients. A new study by Glasgow University in Scotland and Princeton University have
We’ve used this slogan for years and never has it rung truer than it does today. Prospecting by phone is a low-cost, high-yield alternative to glossy ads, mailers and social media marketing anyone can do from the comforts of their home, office or anywhere it is convenient. Real Estate agents are embracing listing calls like never and
After 10 years of training prospecting skills and strategies, I find the success rates to be very bad. Meaning the ratio of how many people decide to “try” prospecting and in the end quit, or the most common decision is the statement, “that’s just not my style”. As my ratio of training created more and
As sales professionals, if our phones aren’t ringing, it’s a problem. It could mean that we aren’t generating enough value proposition for our contacts or perhaps, we aren’t building the sense of urgency needed to get a response from our prospects. Either way, if our phones aren’t ringing, it means that we have far less opportunity
I recently stumbled across this Mojo-themed ad while flipping through some magazines at my dentist’s office, which leads me to share two critical pieces of life advice: 1. Always choose a dentist or medical professional who has the latest magazines in their waiting room instead of a tattered pile that looks like it came from
If you’ve been doing phone sales for more than a day, odds are high that you have heard every possible excuse to get you off the phone as soon as possible: “How DARE you call during ‘American Idol!’” “How dare YOU call during my mid-morning snack!” “How dare you CALL during the Super Bowl!” Or…
It might seem lonely on the phone sometimes, but you are not alone. Representing over 1,000 sales agents, the Independent Health Insurance Agent Association (IHIAA) is America’s premier support and training network for go-getters who want to improve their home-based businesses. The IHIAA focuses on generating exclusive leads where agents are not pitted against other
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.
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?
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,
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
Successfully prospecting on the phone requires three components: good leads, a quick method of calling and good sales skills. A power dialer is not the only key ingredient to a successful sales effort on the phone. If it was, anybody, with any level of sales skills, could easily make a six-figure income calling on Expireds,
We all know that prospecting doesn’t rate too high on the ‘fun’ list. It probably rates in the ballpark of public speaking or getting poked in the face with a sharp stick. Sometimes, it feels more like a chore than a positive action for your business. You need to approach prospecting with MOJO. MOJO means
Many agents do not find leaving a message useful but it can generate a call back from a lead you may never have reached otherwise. Mojo is best used for making live contact with your prospects, but you do have the option to leave voicemail messages when an answering machine gets connected to you. Here