Posts Tagged ‘lead prospecting’

Happy Tax Day!

Thursday, 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

Wednesday, 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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Posted in Hot Tips, Realtors | No Comments »

Reduce real estate stress with the Mojo-REDX Dream Team!

Wednesday, 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 »

Telemarketing sales ethics no different than face-to-face business ethics

Friday, 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 »

The Mojo Sales Engine Thrives in Tough Real Estate Markets

Friday, November 6th, 2009
Tucson realtor Curt Stinson credits Mojo auto dialer and lead management software for QUADRUPLING his business

Tucson Realtor Curt Stinson credits Mojo lead management software for QUADRUPLING his business contacts

Take a look at the gorgeous landscape above. It’s Saguaro National Park in Tucson, Arizona.

But there’s also something intensely ugly going on in Tucson. Property values have recently plummeted by 45 percent, making the area one of the worst hit cities in America alongside Las Vegas and Phoenix.

Despite it all, real estate broker Curt Stinson, a 15-year industry veteran, is smoking with leads from cold calls. For the past four months, he’s operated a call center with five telemarketers using the Mojo auto dialer and Mojo lead management tracking program, which automatically qualifies prospects after a phone call and moves the data to the next stage of the deal flow.

“As more and more agents drop out of the business, we’re picking up their customers,” says Curt. “And all my business is coming from prospecting. I don’t pursue bank referrals because those will eventually dry up when the market comes back.”

Curt’s call team dials more than 2,000 numbers a night and goes with this basic script: “We recently just sold a home in your area and we’re checking if you might be interested in selling your home.”

“It’s amazing how many people say yes,” he notes. “It’s hard for me to follow up on all the leads I generate and that’s a great problem to have.”

The Tucson broker credits Mojo’s Triple Line Power Dialer, which minimizes downtime by never stopping its dialing and only giving you live calls, for boosting his results from generating 8-9 contacts per hour to 30-40 contacts per hour.

Real estate is a pure numbers game. Making more contacts = more appointments = more listings = more sales.

“Over the past year, our overall business has increased by 20 percent and a good portion of it is because of Mojo,” says Curt. “Next year should be even better!”

He adds that he is looking forward to exploring Mojo’s Live Lead Feed, our system of automatically tracking Internet leads without having to manually enter data, when he ramps up his Website side of the business.

For now, though Curt is too busy handling the business generated by phone and offers this advice for any industry peers considering adopting Mojo: “Be prepared for a huge boost and be prepared to follow-up!”

Perhaps Curt’s Mojo experience can be duplicated in your market. Find out more about how our lead management auto dialer software can dramatically impact YOUR real estate business!

(If coincidentally you happen to be hunkering for a piece of Southern Arizona real estate, you can contact Curt at www.homesbycurt.com)

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Posted in Realtor Prospecting, Realtors | 6 Comments »

First ‘HELLO’ Technology

Tuesday, October 20th, 2009

‘First hello’ is a term used to describe the predictive dialing feature in which a dialing system connects the prospect to the caller as fast as possible so the caller hears the first ‘Hello’ of the answered call.

‘First hello’ technology depends upon two main factors: the predictive dialer’s detection capabilities and the Telco pathway from the dialer to both the prospect and the caller. The second factor is crucial as the speed and reliability of the Telco pathways can significantly impact ‘first hello’ capabilities. The first pathway is from the prospect to the dialer. When the prospect answers, the Telco must pass the detection signals or voice immediately to the dialer. For some VoIP-based Telco services, this signal does not work with dialers or the voice is delayed while being relayed to the dialer, causing delays in the detection. The second pathway, from the dialer to the caller, is equally important. When the dialer detects an answer, the prospect’s voice is bridged to the caller. If the caller does not have a dedicated pathway back to them, the connection can be delayed. In order to maximize the effectiveness of ‘first hello’ technology, it is critical that both pathways are available for the dialers use.

With Mojo, ‘first hello’ technology is hosted on a dedicated copper line pathway. This provides superior call detection, which results in the caller successfully hearing the first ‘Hello’ when the prospect answers their phone, unlike VoIP-based dialing systems.

‘First hello’ technology creates an improved calling environment for both the caller and prospect. Companies can immediately see a positive impact on conversion rates using ‘first hello’. Callers also benefit since they experience less phone calls of a hostile nature, eliminating call anxiety.

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Finding Your ‘Mojo’

Tuesday, October 20th, 2009

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 getting in your groove, getting into a flow where you are alert, enthusiastic, and on top of your game. Nothing is worse than calling 20 numbers in a row and getting an answering machine or no answer for every single one. It puts a damper on your MOJO. When this happens, it zaps the energy right out of you. Calling number after number and not getting results changes your attitude rather quickly. Now, what if there was a way to turn the tables on prospecting and make it fun again? I am not joking about putting fun and prospecting in the same sentence. It can happen. MOJO gives you that edge. It cuts through all of your junk dialing and gets to the ‘good stuff’. When you are dialing 3 lines at the same time, you are tripling your speed and contacting three times the live leads. It is like hiring three telemarketers and having them transfer all the good calls to you. And, in these hard economic times, we know that hiring three people to do your calling is just not viable. For a fraction of the cost, you can have MOJO fill that position in your company. MOJO is a power dialer, not to be confused with a predictive dialer. With MOJO, you will not drop calls like you would with a predictive dialer. Save money, stay on your game, and triple your production. When you’ve got MOJO, sales happen.

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Posted in Insurance Agents, Prospecting 101, Prospecting Tips and Tricks, Realtor Prospecting, Realtors | No Comments »