Archive for the ‘Realtors’ Category

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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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?’ Our friend and sales coach, Bruce Keith, offers a dynamite product called ‘All the Right Words’. We love it, we would use it in an instant if any of us sold Real Estate and we want to share a simple script found in his prospecting package: (Courtesy of Bruce Keith. Here’s a link to find out more about All the Right Words).

#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!

 

 

 

 

 

 

Want to hit paydirt? Fire up our Real Estate Dialer and Stop ignoring your most productive lead source!

Monday, September 30th, 2013

Real Estate prospecting tips

If you are struggling with growing your listing inventory, pay attention.

We recently held a Google+ Hangout where customers could ask us questions about Mojo workflow and data management when using the Mojo Real Estate Dialer. What started as a tutorial of sorts, soon turned in to a great discussion on the major mistakes Real Estate agents make when beginning to prospect for listings. Thankfully, Bill Gross, Productivity Coach for Century 21 Masters, was on the call and lent us a much needed helping hand on the topic. What we found was agents spend too much time focused on lead sources far less productive than the one in their back pocket, their past clients and SOI.

“I will say the most common mistake is NOT CALLING! Less than 5% of agents I talk to actually have a plan to call everyone they have met and actually do it. Of those that say they call, the biggest mistake is not calling often enough.” ~Bill Gross, Productivity Coach, Century 21 Masters

Now, this post isn’t about us regurgitating what real estate coaches have been teaching for years; that your past clients and SOI are a source you must cultivate to be successful in Real Estate, but we do want to share one statistic for you to focus on: 10% of your past client and SOI/COI database WILL do business with you annually. That is pretty impressive! It goes without saying, agents that continually produce above average results, continually cultivate a large past client and SOI database.

That being said, agents must put a lot of effort in to calling on these gold nuggets right? Well, no. Bill, who works with a ton of agents, had this to say, “Less than 5% of agents I talk to actually have a plan to call everyone they have met and actually do it. Of those that say they call, the biggest mistake is not calling often enough.” Bill points out that a big reason why agents don’t call enough is that they fear they come off too ‘salesy’, which might be true if calling to sell a product such as Insurance or widgets, but in the case of the Real Estate agent, he makes the point that you are selling your prospects that you are a great salesperson; you cannot call too often. What about leaving messages? Well, Bill recommends to his agents they call at least three times and if no contact is made, then go ahead and drop a message.

Don’t let the management of your database be a barrier to 10% more business!

One of the things Bill mentioned on the call is how technology and data entry are two things he tells his agents prevents them from efficiently prospecting their databases. Agents need a simple way to track who should be in their past client and SOI database, who they have contacted, and who they have not. For example, if your broker or coach wants you to touch your database every quarter, you will likely load up your database and start dialing from the top down. This is a great way to get started, but what happens if you do not call all the way through the first day? Or let’s say you do, how do you track who you actually made contact with so you don’t call them again the next day? Managing this task is one of the major barriers agents have to calling on their database.

Our real estate dialer is the ultimate past client and SOI touch machine!

Importing Data

Agents can export their databases out of their favorite contact management program and then easily import the resulting file into the SOI group inside the Mojo Dialer.  Top Producer users will enjoy updating their past client and SOI records in real-time while dialing thanks to our new Top Producer data push. Call, make contact, take notes and push the new data back to Top Producer with the push of a button. Additionally, Google users can set up our new Google Contact Sync to sync their contacts from the Google Cloud directly to Mojo, eliminating the need to export/import, and just like with the Top Producer data push, any updates you make to your contacts will be updated in Google.

Dialing Data

You’ve got options with the Mojo Dialer. You can call using 1, 2 or 3 lines (we recommended single line dialing for past clients and SOI) and you can call them from our web-based Mojo Dialer OR from our breakthrough iPad app, Mojo on the Go!. That’s right, imagine sitting in your favorite coffee shop, touching your past clients and SOI from our easy to use iPad application, no clutter, no distractions, just relationship building at its finest.

Advanced Dialing Filters

The ability to massage your past client and SOI database is super important, it makes the data entry involved simply disappear. Our array of filters are specifically designed to take all the guesswork out of who you should be calling and when.


Not Dialed:

The not dialed filter eliminates the need for our users to track who they have dialed and who they have not. By setting the not dialed filter, users can pick up right where they left off in the list. By choosing a time frame such as ever, today, this week, this month or this quarter, users can only load contacts not dialed based on their needs.

Example: Let’s say you wanted to call your database every quarter. On day 1, you dial through half of your list before moving on to other tasks. On day 2, you would simply choose Not Dialed> this quarter and the Mojo Dialer would only begin to call contacts you have not dialed this quarter, ignoring the contacts you dialed the day before.

Not Contacted: 

The not contacted filter is the ultimate calling filter. With our real estate dialer, we keep track of who you have and have not contacted and with this filter, you can manage your past client and SOI database calling like NEVER before! Using the same time frame options as the not dialed filter, users can filter out everyone they have contacted, and only leave the folks they have NOT contacted. This is the not dialed filter on steroids, we all know simply dialing people is not enough, you need to make contact and this filter allows agents to concentrate on those contacts they have not made contact with.

Example: Let’s say you wanted to contact all of your past client and SOI contacts each quarter. For the first 3 days of the quarter, you dial through your entire past client and SOI database and reach the end. Well, you’re not done; the chances of you actually talking to everyone in that list are very low. So, on day 4, you simply load the list again and this time you select the Not Contacted> this quarter and the Mojo Dialer ONLY calls the contacts you have not make contact with. A sure fire way to ensure you are penetrating your lists completely, and without EVER reimporting your data again OR keeping track of your contacts manually; pure prospecting euphoria.

Drop Message:

The drop message filter ensures you don’t drop the same message on a contact twice. Simply choosing this filter and the message you want to drop, the Mojo Dialer will eliminate anyone from your calling list you have already dropped this message on, eliminating the need for you to manually track this.

Example: Using Bill’s recommendation above, you can dial through your past clients and SOI easily using our not dialed and not contacted calling filters, sifting through your data until you have the contacts who are just not going to pick up the phone. You’ve called them three times and you are now ready to drop messages. You load up your past client and SOI calling list and choose the Drop Message>’touching base message’, the message you want to start dropping. When you choose ‘start dialing’, ONLY the contacts you have not dropped this message on will be called, giving you the level of comfort you need knowing you aren’t dropping duplicate messages.

These are just a sample of the dialing filters available in the Mojo Dialer but you can see how, by using just these three filters, you can easily and automatically, saturate your past client and SOI contacts. NO importing them over and over, no manually keeping track of who you’ve called, who you’ve contacted or who you’ve left messages for.

What are you waiting for? You’ve likely been leaving money on the table, fire up our real estate dialer and go claim it!

 

 

 

The Mojo Dialer for iPhone is coming back!

Wednesday, July 31st, 2013

Mojo Dialer for iPhoneUnless you’ve been sleeping for the past 6 months, you have seen us build up the Mojo Cloud with our new web-based Mojo Dialing system and family of mobility products, targeting busy salespeople who are on the go.

Prospect freely from anywhere, at any time.

Today, we are very excited to announce that the retired Mobile Mojo app so many grew to love is making a comeback next month. This new mobile product is the perfect compliment to the wide range of mobile products we now offer including Mojo ID and Mojo on the Go!. Now, with Mobile Mojo for the iPhone, our customers will be able to power dial their leads with the Mojo Dialer and manage their leads, contacts and Mojo Voice calls from their iPhone.

The Mojo Dialer is now available in the web, on the iPad and soon to be available on the iPhone.

Our mobile apps are lightning fast! Unlike other web-based dialing systems that suggest you can use them on your mobile device via a web browser, our dedicated mobile apps utilize your devices hardware to make the user experience faster, more streamlined and more user friendly. Our mobile cloud syncs with your web-based Mojo account in real-time over your internet connection, ensuring that all data and events are in sync across our entire platform, regardless of where you are using the Mojo Dialer.

An unbeatable service at an incredible value.

All of our mobile products are available from the iTunes store FREE to any subscriber of the new web-based Mojo Dialer. That’s right, our customers have access to the Mojo ID app, Mojo on the Go! iPad application and soon the Mobile Mojo iPhone app, at no extra cost!

We have a LOT more coming down the pipeline. Our development teams are in overdrive coding and testing the next round of feature releases and integrations designed to keep you on top of your game and ahead of your competition!

Watch the new Mobile Mojo app in action below

Mojo Mastermind Group – Learn, Share, Connect

Tuesday, June 25th, 2013

Mojo Dialer Mastermind GroupAfter what feels like a gazillion requests, we have finally chosen a social platform for our Real Estate customers to share and learn on. Utilizing the latest technologies available on the Google + platform, the new Mojo Mastermind Group offers our clients the best social platform for asking questions, attending best practice webinars (hangouts), sharing information and building relationships with other agents.

Most exciting is that some of North Americas most successful Real Estate agents use Mojo and their insight is a shortcut for new agents to set more appointments and list more homes.

Our plans include having industry experts moderate and lead hangouts where members of the Mojo Mastermind group can join, communicate and learn the latest Real Estate prospecting methods both on and off the phone. If you are a client of ours looking to learn, share and connect with other Real Estate agents, click here to join the new Mojo Mastermind Group on Google +.

If you have an interest in being a featured speaker at an upcoming hangout, please email us today!

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