Posts Tagged ‘phone sales tips’

Mojo’s new Lead Alert Service helps you avoid getting “turtled!”

Tuesday, June 22nd, 2010
When potential customers get bombarded with information overload, they will retreat into their shell to block out any additional sources.

When potential customers get bombarded with information overload, they will retreat into their shell to block out any additional sources.

My son, who just started Little League, is still getting used to the idea that baseball is a game of urgency.

It’s vital to sprint to first base before the ball gets there instead of a casual stroll. It’s kinda important to take the ball out of your glove and throw it to the appropriate base without taking the time to admire the cloud formations. Hey, he’s getting the hang of it!

Of course, in the sales world, taking your sweet time to respond to an Internet lead is like hanging a signboard around your neck that reads “PLEASE BRING YOUR BUSINESS ELSEWHERE.”

Here’s the reality about consumer behavior and this definitely applies to me when I am looking to connect with a new business for landscaping, plumbing, pest control, mortgages, home renovations, appliance repair and basically anything else I blow my paycheck on…. The first few companies to call me back are the ONLY ones who have a chance at my business. And if the first one to return my call or email gives me a reasonable quote, I’m taking it.

Here’s why. I hate shopping. A lot of guys hate shopping. Sure, I want the best price, but I am not going to spend a week playing phone tag to save 10 bucks. During holiday time at the shopping mall, I’m the guy who just parks far away from the get-go. I hate the idea of circling around a lot for 30 minutes looking for a parking space.

The marketing experts call this phenomenon “turtling.” After getting a few quotes from businesses, the savvy consumer will check out the Website or some references/testimonials and figure out which price is the best bang for the buck. Once the process has begun, and another business calls back a day or two later, it may as well be a bride or groom showing up eight hours late to their own wedding. Sealing the deal with you will be a tough sell after you’ve already “married” or liked the “proposal” from the competition.

Back to the turtle metaphor!  The customer will retreat into his or her shell and block out any additional information once they feel they have enough to choose from. In fact, they will even start to be annoyed when the phone rings from another company if they have already made up their mind.

So you gotta be first to call them back.

Here’s how Mojo can help!

Mojo's Lead Alert Service will contact you at up to three phone numbers (home, work, cell) the moment you get a new Internet lead!

Mojo's Lead Alert Service will contact you at up to three phone numbers (home, work, cell) the moment you get a new Internet lead!

When a potential customer fills out the contact form on your Website or at a referral Website, Mojo’s Lead Alert Service immediately calls you at up to three numbers (work, cell and home). You answer Mojo’s call and press “1″ to be connected to the prospect. Your call and lead’s contact information will also be automatically entered into Mojo’s lead management database.

Should you get an answering machine or if there is no answer, Lead Alert will contact you at preset intervals to still give you a shot at reaching them first. Remember, you can’t run casually to first base — and you can’t get information to a potential client who can’t hear you inside their shell.

Here’s something else that makes life a heckuva lot easier for sales reps.  At the same time you receive a text message notifying you about an Internet lead’s inquiry and their background information, your prospect will receive a text message announcing: “Hi, My name is ________ with So-and-So Company. Thanks for contacting us!  I am your assigned agent for your recent Internet inquiry.  I will be calling you in a few minutes to discuss your inquiry with you.”

Because they are the ones who initiated contact with you, AND you gave them a courtesy heads up that you would be calling, they are going to be far more welcoming when they answer the phone.  Remember, the customer is likely calling three or four or more places cold and we can’t assume they will immediately recognize your name.  This special Lead Alert feature gives you a leg up for being well received by the customer.

Best part of all, our Lead Alert Service will soon be included free with the Mojo Sales Engine!

Don’t let yourself be turtled ever again!

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Posted in Features, Hot Tips, Insurance Agents, Prospecting Tips and Tricks | No Comments »

Introducing Mojo Voice – your new personal secretary for inbound marketing

Friday, June 11th, 2010
Mojo Voice is like having your own personal secretary!

Mojo Voice is like having your own personal secretary!

If you’re running a successful business, chances are you have not put all your marketing apples in one basket.

In addition to prospecting for leads with outgoing phone calls, you likely have several other avenues to spread the word: brochures, face-to-face networking events, advertisements, Web site, blogs, etc. For those delightful occasions when people are knocking on your door, you naturally want to be there to answer it.

Now, no matter whether you are on a sales call, on the golf course or in the bathroom, Mojo has a tool for you to make sure your response is as swift and professional as possible.

It’s called Mojo Voice, and it’s the next best thing to a personal secretary who’s available 24/7.

When someone calls you, Mojo Voice will try to locate you at up to three additional phone numbers (office, cell and home — or anywhere you wish) and the caller will believe you have been reached at your desk. Or, if you choose the Domino setting, the caller will receive messages indicating they are being connected to second or third phone number. The message: Their call is your priority and you will stop what you are doing if possible to take care of their needs.

Best of all, if the incoming caller has already been in conversations with you, you’ll instantly be sent a text message indicating their customer history so you can personalize the discussion. If they are not already in your Mojo database, the call will automatically be cross-referenced with the white pages and their name and number will be entered into your prospective leads.

It doesn’t matter if consumers are shopping for roses, insurance or electronic widgets, if no one answers the phone, they’ll just hang up and move on to the next business they found on Google. Even if you can’t answer the phone at that moment, Mojo Voice keeps you in the game. Mojo instinctively captures and logs the phone number in your lead management program.

And the caller will be invited to record a voicemail, which will be immediately emailed to you or an assistant.

If a potential customer is calling you cold, you know they are calling some of your competitors cold, too. At this stage, if there is not a drastic variable in price or services, the winner is the first business to reply to their call.

mojo-voice

As a bonus, all users of Mojo Voice will receive free local phone numbers for your marketing needs. These local numbers will pop up on caller ID, making it more likely the prospect will pick up the phone. Also, the numbers can be used on all your marketing literature and Web pages. If you are licensed for real estate or insurance in multiple states, people are far more likely to respond to the local contact.

Mojo Voice is now in its Beta testing phase.  Drop us a line and let’s chat how you can be one of the first businesses to integrate our personal secretary into your Mojo lead management system!

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Posted in Features, Hot Tips, Insurance Agents, Prospecting Tips and Tricks, Realtors | No Comments »

Away from the mothership, Mobile Mojo recaptures wasted downtime

Thursday, April 1st, 2010
Think of your Mojo-loaded desktop as the Mothership and the Mobile Mojo-loaded iPhone as your roving Explorer Ship

Think of your Mojo-loaded desktop as the Mothership and the Mobile Mojo-loaded iPhone as your roving Explorer Ship

The wait has been worth it!

For the past eight months, we’ve been fine-tuning our first iPhone app for our lead management and power dialer software service — and now you are free to make your calls anytime and anywhere.

We don’t mean you are free to call prospects at 11 o’clock at night or on Thanksgiving Day.  Normal sales etiquette and protocol still apply.

But now you can use your Mojo Triple Line Power Dialer outside of your office without lugging around your laptop.  With Mobile Mojo, a totally free download at iTunes, you can look up the status of a sales lead, make follow-up calls or make fresh cold calls straight from the iPhone.

As Mojo founder Davis Mangold puts it, think of the Mojo on your desktop computer as the “Mothership,” and think of the Mobile Mojo as a “little rocketship with limited capability but carrying a lot of firepower.”

Currently, we offer the only iPhone app in existence that uses data and voice at the same time.  But more importantly, we’re first to the market to improve your sales lifestyle in this innovative way. No other lead management software or power dialer company enables you to operate a satellite office in the palm of your hand.

Mobile Mojo LogoWhen you should you use the Triple Line Power Dialer with your iPhone?

Let’s say you are a real estate agent showing a home and your client calls and says he is running a little bit late. Instead of staring at the walls, why not turn on the Mojo and turn those wasted minutes into a potential windfall?  Naturally, everything in the iPhone app is integrated with the Mojo “Mothership,” so you are truly squeezing more business opportunities out of the day.

How about when you are at the airport and the plane is delayed — or you are in the auto shop waiting room?

We know of plenty of Mojo users who use their laptops in their “car office” to make calls during downtime. Now you just need your phone. The process is so much more organic.

The application is free and the use is free for our customers — no extra charges or hidden fees to tap into the power of this new convenience.

If you’re a current Mojo customer, click on the iPhone below to give Mobile Mojo a try.  If you’ve been thinking about trying out Mojo to handle all your lead management and power dialer needs, check out our demo and know that you’ll have the freedom to use Mojo ANYWHERE!

Click on the iPhone for our free Mobile Mojo app that will revolutionize the way you make cold calls "on the go!"

Click on the iPhone for our free Mobile Mojo app that will revolutionize how you make cold calls "on the go!"

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Posted in Features, Insurance Agents, Realtors | No Comments »

Power Dialer Insanity: Pushing the limits of human endurance

Friday, March 26th, 2010
Successful phone sales requires the patience and endurance of a marathon runner

Successful phone sales require the patience and endurance of a marathon runner

California real estate agent James Festini is a recreational runner, about to compete in his fourth San Diego Rock and Roll Marathon.

For Festini, cardiovascular exercise is a great way to keep in shape to counter the sedentary nature of making cold calls — an activity he feels comfortable doing up to 12 hours a day. And San Diego’s R & R Marathon is more about fun than winning, featuring a course that runs through Sea World, that has up to 2,000 cheerleaders on the sidelines, has live music acts at each mile (past artists have included Smash Mouth, Hootie and the Blowfish and Pat Benatar) and offers free beer at the finish line!

You know what else is fun? Pushing the limits of the human brain and seeing how many sales calls you can make at once.

Festini, an 18-year-veteran of the real estate biz, recently rigged up special headphones to allow him to juggle four power dialers at once. You have to see it to believe it:

Let’s shove aside the technology for a moment. The most remarkable thing about this video is watching a seasoned pro handle the ebbs and flows of cold calls — a tide of rejection pushing in a few valuable seashells. Notice how calm he is when people say they are NOT interested in putting their home on the market. Without even changing his tone, Festini thanks them and moves on. The average live call takes about eight seconds. Why waste the energy getting upset over rejection when there are more numbers to try?

Festini is making cold calls to every homeowner not on the Do Not Call registry, and he really appreciates Mojo’s lead management software that organizes your phone numbers as you call them and categorizes them based on what your next step should be. We call it Advanced Call Logic and it automatically sorts your lists into redial calls, do-not-call results, hot and warm leads, while you focus on engaging potential customers on the phone.

But back to the amazing stunt of handling four power dialers at once. Festini put both ears on double duty, sticking ear buds in his ear canals and foam headphones on his upper outer ears. Just to make things interesting, he later stretched an old fashioned pair of studio headphones over all four audio sources so he could listen to a favorite movie as background noise.

With four autodialers going at once, he made about 1600 calls, and actually talked to 200 people in only three hours!

Real Estate, of course, is a pure numbers game. You can’t get sales without converting leads and even the best phone number list in the world (the ones without pesky fax machines, apartments and businesses) is useless if you don’t make those calls as efficiently as possible.

“If you are going to make calls,” Festini says, “you don’t have the option NOT to use an autodialer.”

Like Arizona Realtor Curt Stinson, another Mojo advocate, Festini is working in an especially tough market.  California’s Riverside County has one of the worst foreclosure rates in the country. “Working in the center of epicenter of the bad economy,” he says that Mojo Triple Line Power Dialers and lead management software help him stay competitive.

“I haven’t even scratched the surface yet of all the possibilities,” he says.

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Posted in Power Dialer Technology, Realtor Prospecting, Realtors | 4 Comments »

Bringing Mojo to San Jose

Tuesday, February 23rd, 2010

Every day I share with people what Mojo can do for them and ultimately, their business goals.  Altogether it’s not too difficult a job, relying on rudimentary sales principles: identifying needs, offering solutions and if the two jive, we walk away with a great business relationship.
On February 7, I had the opportunity to travel to the West Coast for the first time so I could share the Mojo experience in-person.  I took a plane ride from Manchester, NH to Chicago, IL and then I was off to San Jose, CA to Tom Ferry’s Business by Design 3-day event. Face-to-face, to the thousands passing by our booth, I had the responsibility of conveying  a software-based triple-line power dialing and lead management program capable of emailing, dropping prerecorded messages on answering machines, and CID substitution.
Regardless of how daunting of a task that sounds, I don’t think it could have turned out better.  With the help of everyone at the event, from those on Tom’s team to the staff at the San Jose Convention Center, the experience was certainly one worth writing home to Mom about.

On Facebook.
One fact I learned from Tom Ferry: the fastest growing demographic of Facebook users are women over 55.  Now it makes sense to me why my mom, sister, aunts, and their friends are all getting down on FB like they are.  Their lives are hectic so time is of value.  Social networking appeals to the busy lifestyle; texting ”hi” is easier than taking five minutes out of your day to try to catch a person by phone.  Our lives today require not just instant communications, but convenient and reliable ones.  That’s why Facebook and Twitter are becoming staples of our daily lives. That’s also why Mojo is becoming the experience thousands of people are counting on every day make their day-to-day operations more reliable and convenient.
While I’m not a real estate professional, I took away an enormous amount of insight in just the few moments I was able to catch what Tom had to share.  Not only was he able to keep my ear to the ground in regards to what’s going on in social media, I also gained knowledge from web design and internet practices to how choosing your interactions with those around you helps better enable you to become the master of the market you’re in, not a victim of it.
The highlight of the trip was meeting people who already had their Mojo.  Michaelangelo Guevara was attending the Business by Design event and I had set up a Mojo account with him a week or two prior to the San Jose event. He let me know that within the first two days of using Mojo, he landed a listing appointment for a house valued at $2.2 million.  The look of excitement was clear on his face; he knew what having his Mojo was all about.  His experience made me think, though, if that was the 79th call in a list and he became too frustrated with hand-dialing by call 78 of that day, would he still have had the same look on his face?
Michaelangelo is like most professionals out there - looking for solutions that will stand up in today’s business world and keep them on track to where they want to be in a year, as well as a decade, from now.  So many of the people at Tom Ferry’s Business by Design mega-event were looking for the same solutions.

They all walked away with that, and a little Mojo.

~ Josh

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Posted in Realtors, Uncategorized | No Comments »

Telemarketing gets an image boost

Wednesday, December 2nd, 2009

Telemarketing

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 more efficiently sell your products and expand your market base. If your product is exciting, if it solves a problem or even entertains your prospective client, the scripted call can easily transform into a fun conversation.

But back to the stereotype that phone sales is the kind of job that nobody wants, like say cleaning out a chicken coop (no offense to chicken coop cleaners). Turns out that now more than ever, telemarketing careers are becoming appealing to more college graduates and professionals in other industries.

This year, Time Warner Cable in Milwaukee built a huge call center dedicated to retaining the company’s TV, phone and Internet customers — and to convincing them to go for service upgrades. Here’s how the Business Journal of Milwaukee explains the decision to create a new state-of-the-art telemarketing center:

“Cable companies have been losing video service subscribers in recent years, but are capturing more revenue by selling profitable broadband and phone services, said Chris Marangi, an analyst with Gabelli & Associates, New York City. With satellite television and services like AT&T’s U-Verse taking cable customers, the cable firms have had to become creative in pursuing subscribers via telemarketing and other strategies, he said.

“They’re being aggressive about courting subscribers,” Marangi said.

While telemarketing jobs have a reputation of being low paid and their work force transient, Time Warner officials are proud of its benefits and workplace environment. The Time Warner positions require a high school diploma, but many of the new hires have college degrees and post-high school training, (TW vice president Bev) Greenberg said.”

When your company needs to be aggressive about courting new customers — and keeping the ones you have — it makes sense to give your phone sales team the sales tools they need to be most productive.

For starters, Mojo lead management software and power dialers ensure that your telemarketers are never wasting their time with busy signals, answering machines or hang-ups. Our power dialer technology ensures that your sales reps spend 100 percent of their time talking to live people. And after all, it is live people, and not answering machines, who make purchasing decisions!

And our Triple Line Power Dialer is so fast, it lets you hear the first “hello,” not the third or fourth, so your prospective customer isn’t turned off by those awkward delays that telegraph that a sales pitch is on the way.

Give your phone sales team a little Mojo!  Click here for a free Mojo software demo.

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Posted in Prospecting 101, Prospecting Tips and Tricks, Realtor Prospecting, 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 »

Mojo software builds sales confidence — even if you aren’t a shagadelic superhero

Monday, November 2nd, 2009
Although Mojo software was not named for the infamous "mojo" life source from the Austin Powers movie, our Mojo will energize your sales staff in the same way!

Although Mojo software was not named for the infamous "mojo" life source from the Austin Powers movie, our Mojo will energize your sales staff in the same way!

One of the most frequent questions we get here at Mojo Selling Solutions is “Did you guys take your name from the Austin Powers movie?”

No, we did not.

Here’s what the word means to sales manager David K. England: “When you’re at your best, thing just fall into place. When customers can’t tell you no… when everything is going as planned… when you are living in a ‘Yes World,’ you have Mojo!”

And here’s what Mojo means to Dr. Evil, the archnemesis of shagadelic spy Austin Powers… Click here or on the picture of Dr. Evil below to link to the video:

Dr. Evil had to steal his Mojo. You can get yours legally at Mojosells.com

Dr. Evil had to steal his Mojo. You can get yours legally at Mojosells.com

As Dr. Evil points out, Mojo is the “Right Stuff,” the “Life Force,” the “Essence” of who we are when we are at our best.

Mojo software is a telemarketing godsend, helping your phone sales staff be at their best.

Our auto-dialing and lead management software — ideal for professionals in the real estate, insurance and mortgage/debt services industries — boosts confidence by cutting through all the answering machines, wrong numbers and hang-ups and transferring only the live leads to you. Nothing sucks the life out of a sales pitch than being stuck in the muck of phone calls without live prospects.

Here are some core features of Mojo lead management software and why it will put an extra zing in your phone sales attitude. We’ll fully explore each feature in-depth in upcoming blog posts:

Triple Line Power Dialer: Dials at a blazing speed of 250 calls per hour. When a call is answered, our power dialer is so fast you hear the “first hello,” not the third or fourth.

Dynamic Deal Flow: Mojo has built-in business and sales intelligence; it tracks every call and qualifies the lead to dynamically move it to the next stage in your deal flow. You can easily track your leads through your sales pipeline, without any effort on your part.

Multiple Caller ID Broadcast: Don’t let your caller ID keep your customers from answering. People remember your caller ID from previous attempts and will not pick up because they know why you are calling. We have the solution… Simply change your caller ID inside of Mojo throughout the day and increase your chances of a live lead!

Live Lead Feed: Allows users to have their Internet leads either emailed in to Mojo or XML-posted in to the campaign of their choice by their lead vendor. This dramatically increases efficiency of prospecting versus having to manually enter data and spending less time honing your sales pitch on the phone.

Best news of all, unlike Dr. Evil, you don’t have to STEAL your Mojo. It’s available for sale right here.

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Posted in Power Dialer Technology | No Comments »

Phone Sales Tips #1

Tuesday, October 20th, 2009

A career in sales is challenging and takes a lot of determination, especially if all of your sales are made over the phone. Below are some tips to follow to ensure your sales presence is effective and strong:

  • Take advantage of CRM technology

All sales representatives should utilize Customer Relationship Management (CRM) technology to stay organized. It will allow you to keep notes on your prospects so you can continue building rapport as your leads flow through the sales pipeline. Schedule tasks for call backs and e-mails so you can keep on top of your prospects, as well as follow up with customers and reassure them they made the right choice.

  • Develop rapport quickly

You only have a few seconds to build rapport with a prospect on your initial call. It is critical you have a bright and cheerful personality during the initial contact as you are at a disadvantage in not being able to convey body language during your conversation. Use your personality to your advantage during your calls and try not to come across as being too salesy or scripted.

  • Schedule calls a week in advance

Plan your calls ahead and maximize your time, as it is extremely valuable. If you schedule your follow ups a week out, you will never run out of calls to make. Rank them by priority based on the nature of the call and call on them accordingly.

  • Recognize the importance of your clients time

Every time you call a prospect, you are interrupting their day so make sure they know you are aware of that. Ask if it is a good time to talk for a few minutes and let them know you will not take much of their time. If they say it is not a good time to talk, ask when would be a good time and schedule the call. More importantly, call them back at that time!

  • Be consistent in follow up

Follow up, follow up, follow up! It is a crucial part of the sales process, as it shows your prospects you in it for the long run. If you tell someone you are going to call at a certain time, follow through with it or you will begin to lose credibility with them. Once you lose credibility, you will not be able to regain it, especially on the phone.

Sales representatives must take advantage of the technology available to them in today’s marketplace. Your competitors are conducting business in the 21st century and you should too if you want to stay on top of the game. Use software to organize the data you have on prospects and provide reminders of tasks you have to complete. The rest of it is up to you, you are in charge of your own success!

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Posted in Insurance Agents, Prospecting Tips and Tricks, Realtor Prospecting, Realtors | No 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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Posted in Power Dialer Technology | No Comments »

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 »

Answering Machine Tips

Tuesday, October 20th, 2009

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 are some helpful tips for recording an effective answering machine message:

Keep it short and simple

Your message should not be more than 30 seconds, especially if you do not want the answering machine to cut off your words. Nothing is worse than giving a great pitch and having the machine cut you off!

Speak clearly and evenly

We all know that answering machines are not the most sophisticated recording devices out there, so make sure your message is clear and even. It might take a few tries but, once you get it right, you will never have to do it again!

Hit the ‘hot buttons’

Every word counts when you only have 30 seconds and some words carry more weight than others. ‘Free’ and ‘affordable’ are powerful words because they grab people’s attention, but these ‘hot button’ words may not apply to your business so use the right words for your audience. Other powerful words include: ‘low price’,'quick’, ‘easy’,'guaranteed’,and ‘trusted’.

Offer the solution

Make sure to mention how you can be the solution to a problem they have,  it may not look like a problem on the outside but you are calling because you have a solution to something in their life. A real estate agent is solving their problem of buying or selling a home. An insurance agent is solving their problem of lacking coverage or lowering high premium costs. A mortgage broker is solving their problem by providing them with a mortgage or a better rate. Think of how you can solve their problem and incorporate it into your message.

Leave them wanting more

You always want to leave prospects wanting more. It prompts them to call you to find out more information. Your message should convey what you can do for them but, if they want specifics, they will have to call and speak with you.

Own your words

Write a script incorporating everything you want to say and practice, practice, practice! You do not want to actually read from it, but you should know what you wan

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Posted in Hot Tips, Insurance Agents, Prospecting 101, Prospecting Tips and Tricks, Realtor Prospecting, Realtors | 1 Comment »