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
If you’ve ever had the pleasure of working with our technical support department, you know that we proudly keep our staff specialists in house and don’t patch your call overseas where some robotic voice reads from a script. We love that we’re based in Small Town America, Littleton, NH, and that our world likely mirrors
So Jose Canseco, the man who brought disgrace (and honesty) to professional baseball and himself with the steroids scandal, was supposed to fight fellow tarnished star Lenny Dykstra over the weekend. Dykstra, the former Phillies and Mets outfielder, was nicknamed “Nails” not for his beautiful manicures, but for his reported toughness — the kind of
We here at Mojo Selling Solutions don’t wear our politics on our sleeves. It’s not just because our office is a harmonious blend of folks across the ideological spectrum. It’s all about the fact that the telephone sales gods don’t care if the prospect is Democrat, Republican, or Independent. Nevertheless, we can’t ignore what happens
Two of the most powerful pitches any real estate agent can make are the Just Listed and Just Sold calls. When you present someone with the opportunity to “pick their own neighbor” because you’ve just listed a property next door, down the street, or around the corner, it’s a proposition too good for most people
There’s the East Coast, the West Coast, and the Space Coast. The latter is Mitch Ribak’s territory, officially known as Brevard County, Florida. It’s home, of course, to the John F. Kennedy Space Center, dozens of Florida’s best-kept-secret beaches, and about two dozen golf courses, which Ribak likes to frequent in between closing real estate
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?
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.
There is a BUZZ in real estate right now. Everyone I was lucky enough to meet was very optimistic about 2010 and their creative marketing juices were flowing! The exhibitor hall was filled with companies displaying the ‘next best thing’ in real estate marketing and work flow. I was quite impressed with the technology that is available right now for agents to market themselves, their websites and their properties.
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,
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
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
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