Posts Tagged ‘Prospecting Tips’

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Real Estate Prospecting Ideas: One listing should always lead to another in the same community

Wednesday, May 22nd, 2013

Just Listed Just Sold Prospecting

Real Estate Prospecting Ideas from Patrick Ferry

I was almost convinced by the real estate community that the neighbors of your listings have no value to you and they are not interested in your listing and the price. Agents for the most part literally ignore the neighbors and the community of their listed homes. They just list a property and move on!  YIKES!!!  Early in my career as a prospecting trainer I was convinced by real estate agents there was no value in prospecting neighbors of your listings and it would take 100s of contacts to find a new listing.  Thankfully after thoroughly investigating it, I discovered the truth.  The simple script my Father Mike Ferry created, “when one home sells usually two more sell right away” and the strategy of talking to the neighbors and looking for the next one, works!  The truth is, neighbors do want to know what’s going on, and you should be able to get another listing in that community if you do a good job after you sell the house.

 It’s probably one of the most over looked easy opportunities to build a reputation in a community quickly, get multiple listings, and build your database of homeowners who know you.

Besides the misunderstood opportunity the neighbors present, the other reason why agents justify not talking to neighbors or doing anything for the community is most agents grossly underestimate the importance of what the home listed and sold for.  It’s very strange.  Now I’m not blaming you, I’m really blaming our industry for passing down this mindset.  And this mindset has come at a very big cost.  Think about it, guess who has provided the service real estate agents have mostly neglected to provide, have you heard of this website called Zillow?  Last month if I remember the number correctly it $54 million people visited Zillow.com LAST MONTH!  Why?  Because homeowners want to know what’s going on with values in their community.  To add a little bit more oomph behind that slap in the face, guess who is now selling real estate agents the leads of the people that are interested in the values and what’s happening in your communities?  OUCH!  The reality is the online game is over, Zillow.com has won and they did it first and have won over “the top mind” position for values in the country, as the resource for finding out what’s going on with values and prices.  It’s comical that agents scream, “but their values are way off!” I simply reply, but at least they provide something!  But more importantly, why don’t you step it up and let the neighbors know they can count on you?  Zillow may have won the game online, but agents need to be the face-to-face local expert that provides the most up to date and accurate information about what’s going on with values and prices in the neighborhood.

I’m sorry, a post card isn’t going to do much for your business, even though it’s good marketing practice.

The most powerful and effective way to communicate with the neighbors is either, door knock, phone calls (MOJO’s Neighborhood Search ROCKS), an open house, and marketing pieces.  As a coach/trainer I would recommend all, the goal is to max out your opportunity to first provide great service to the neighborhood, second to build your reputation with the neighbors, and third to get the next listing in the community!  I can just hear the excuses flying right out of a lot of agent’s mouth right now!  This advice isn’t for the agent who is looking for excuses, this advice is for the agent who wants the next listing and gets excited about providing great service to the families in the communities they serve.

 For those who are ready to take action and give this a shot, let me give you one very simple bit of advice, FOCUS ON SERVICE FIRST.

The goal is to create conversations with the neighbors about values and prices, don’t just look for the next homeowner who wants to sell!  The #1 reason, time and time again, agents couldn’t generate business from this type of prospecting, was because they had “commission breathe.”  Commission breath is when you are just looking for business and you are not trying to provide any service or actually give the neighborhood an update.  This goes back to the original point, agents lost sight of the value of the service we should be providing.  Give neighbors updates about values and prices in the neighborhood!  When and agent is just looking for more business they actually become very repelling (a lot of agents were repelled by themselves too), and this lead sources got a reputation as being very weak and not worth it.  Once I was able to get the agents’ mindset focused on service first, it leads to amazing results including:  great conversations, grateful people, interested neighbors and in the end, another listing!

Your goal should be to provide a great service to the community, sell the house and get the next listing and repeat it over and over again!

 

‘Patrick Ferry has been in the coaching and training industry for over 10 years.  He has trained over 5000 agents from all over North America how to generate new business with their prospecting and marketing strategies and is now our guest Real Estate Prospecting Ideas blogger.’
 
Mojo Selling Solutions is the company behind the Mojo Dialer and Mojo Lead Store and Data Service. For more information on the Mojo Dialer and what Mojo has to offer, please contact us at 877-859-6656 or visit out website at www.mojosells.com for demonstration videos and other informative blog posts.

Just Listed Just Sold Advice from Patrick Ferry

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Posted in Realtor Prospecting, Realtors, Sales Coaching | No Comments »

Follow Up Made Easy with the Mojo Dialer

Monday, May 6th, 2013

Mojo Dialer features that promote strong follow-up habits

 

Follow up is one of the most overlooked pillars of lead generation. Everyone has excuses why they don’t complete it.  Our favorite excuse is the notion leads either close on the first call or they are a waste of time. This is our favorite because we have seen agents ring the bell prospecting on the phone, setting appointments left and right, because two days earlier, another agent got the prospect primed but never followed up with them. Believing follow up is a waste of time is something that costs people money and it is what keeps your competition busy with appointments that lead to appointments and sales. At Mojo, we understand how important lead follow up is. When we designed the new Mojo Dialer, we wanted our customers to complete follow up tasks as easily and effectively as possible, making it so simple there would be no excuse to ignore it.

 

When dialing your leads up to 300 calls per hour, the ability to set quick follow action is critical to your success on the phone. Here is a list of follow up features found in the new web-based Mojo Dialer.

 Today’s Activities Overview

Today’s activities overview is found on the Mojo home page and displays all activities due and completed for today. We display appointments, to do’s, follow up calls and call backs not yet been completed. As you complete your follow up tasks, we indicate you have completed them. This is a great snapshot of your follow-up progress.

Phone Calls

Mojo Dialer Phone Calls

The phone calls action button prompts the user to create either a follow-up call or a call back.

1. Scheduled follow-up calls are placed on the users calendar on the day the call is due. Alerts do not pop for these calls as they are not time based. Users simply click on the follow-up calls link in Today’s Activities Overview and Mojo will present them with a list of follow-up calls due.

2. When a call back is set, the Mojo dialing system will automatically pause the users power dialing system and feed in the call back. Once the call back is completed, the user will automatically resume their power dialing session. If the call back is set when NOT logged in to the Mojo dialer, the user will receive a system alert when the call is due.

Appointments

Mojo Dialer Appointments

The appointments action button prompte the set appointment pop up where the user selects the date, time and duration of the appointment while also giving the appointment a title and description. When the appointment is set, the appointment is added to the users Mojo calendar and a system alert will notify the user of the appointment when it is due. Additionally, the Mojo on the Go! iPad application will also alert the user of their appointment.

To Do’s

Mojo To Do's

The To Do’s action button initiates the Mojo task creation pop up where the user can create a new task, give it a description, assign it to any user on the Mojo dialing system and set the date for the task to be completed. These tasks show in the Activities Due Today console and show in the activities area of the contact associated with them, when due and completed .

 

That wraps up this post on the importance of lead follow-up and how Mojo makes it easy. If you’re in the market for a dialer, make sure you have all the tools necessary to ensure your success on the phone; make sure you subscribe to the Mojo Dialer!

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Posted in Auto Dialer Technology, Features, Power Dialer Technology, Prospecting Tips and Tricks, Real Estate Dialer, Sales Coaching | No Comments »

To Become a Power Prospector or Not?

Wednesday, April 10th, 2013

Patrick Ferry talks about success with the Mojo DialerAfter 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 more successful prospectors I notice 4 fundamentals to someone making the transition from “trying” to “success”, becoming a powerful prospector.

First is the recognition of the long term pay off of becoming a powerful prospector, second is the significant difference between the two words “try” and “commit”, third learning the three aspects (lead sources, what to say, and how to engage conversations), and finally simply having the mindset of being grateful for the opportunity everyday.   Some of you may notice that 3 out of the 4 have everything to do with your mindset or attitude.

“You are in this amazing and rewarding journey of becoming a powerful Prospector”.

Let’s look closer at each one to discover where you are in this amazing and rewarding journey of becoming a powerful prospector.

First the recognition of the long term payoff.  So many times salespeople try prospecting because they are looking to solve a short term financial problem or lack of leads/appointments in their business.  And from that perspective it’s either ineffective or doesn’t serve you long term.  The ratio is probably 90% of salespeople who just try out prospecting to solve their short term lead or income problem fail miserably.  It’s simple, prospecting isn’t a short term fix for anything.  It’s a long term solution for your business.  The bottom line, a powerful prospector is someone that can set an appointment within 1-2 hours of prospecting or between 10-20 contacts.  Imagine, what the rewards will be when you can get with those results over a year and then over your career.  Multiple great leads or appointments every week, lead to multiple sales on a weekly basis … for almost all industries results in at least 6 figure income.  Powerful prospectors recognize that this is a long term solution not a short term fix.

 Second, simple yet critical fundamental is the difference between “trying” out prospecting vs “committing to” become a powerful prospector!  I’ve had thousands of salespeople tell me they “tried” prospecting and it doesn’t work for them or their market.  I always giggle inside because they are right!  It doesn’t work if you TRY!  It only works if you commit to “make it work.”  It’s the same thing for some of the prospecting strategies out there.  I “tried” that script.  I “tried” that lead source.  I “tried” MOJO.  It’s the commitment to make it work for you and your market is how to win.

I “tried” that script.  I “tried” that lead source.  I “tried” MOJO.  The commitment to make it work for you and your market is how to win.

Third is the hard work, developing your understanding of the different lead sources in your market, your knowledge of what to say, and the skills to engage conversations with strangers who are not expecting it.  This is what takes even the best salespeople so long to own and perform.  Because you might have one aspect down but without all three your success is so sporadic which leads to the frustration of the ups and downs.  When you combine contacting the best lead source in your market, with an ability to engage great conversations with strangers, with finally knowing what to say to guide that conversation to a result, you will win!  But unfortunately depending on how much time you can dedicate to these skills it could take 18 months to 5 years to really get to the point where you are getting the results of a powerful prospector.  I always challenge salespeople to first think about the long term benefit to them financially and for their family once they commit to becoming a powerful prospector, because that’s the motivation to drive you past all the hurdles along the way!

“They can earn anywhere from $2000 to $100,000 from that one conversation”

Fourth and final one is to start with gratitude!  Most salespeople start in a state of “I need income” therefore i “must” prospect.  Or start from “I hate this, but i have to do it.”  Versus coming from a place being inspired by how incredibly wonderful it is to have the opportunity to help someone in your community and get paid for it.  And that you have the opportunity at the touch of your finger tips.  For example, a real estate agents has the opportunity everyday to dial 7 numbers, have a life changing conversation with someone in their community and they can earn anywhere from $2000 to $100,000 from that one conversation.  WOW!!!  With that in perspective it’s silly to start anywhere else other than grateful!

Finally are you in this for the long haul?  Have you determined what the long term payoffs are going to be for you and your family once you master everything required to become a powerful prospector?

When you launch the MOJO Dialer next, start from a place of gratitude for not only what this prospecting session can do for you and your family, but also what you can do to help a family in your community today!

 

Patrick Ferry talks about success with the Mojo Dialer‘Patrick Ferry has been in the coaching and training industry for over 10 years.  He has trained over 5000 agents from all over North America how to generate new business with their prospecting and marketing strategies.’
 
Mojo Selling Solutions is the company behind the Mojo Dialer and Mojo Lead Store and Data Service. For more information on the Mojo Dialer and what Mojo has to offer, please contact us at 877-859-6656 or visit out website at www.mojosells.com for demonstration videos and other informative blog posts.

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Posted in Auto Dialer, Auto Dialer Technology, Power Dialer Technology, Prospecting 101, Prospecting Tips and Tricks, Realtor Prospecting, Realtors, Sales Coaching | No Comments »

Mojo ID helps you perform in the clutch — never be taken by surprise again

Monday, July 9th, 2012

Mojo Dialer

Remember Mojo’s new mascot, Jim The Realtor?  The last time we left him, he was shackled to his shabby desk, a self-imposed prisoner who never sees his family due to an inefficient work process. Jim, who could just as easily be a health/life/auto/home insurance agent or other sales professional, learned that the Mojo Dialer (up to 300 calls per hour) and lead management system could make his life less stressful.

And that discovery has created opportunity for Jim to continue to ignore his family in favor of getting out on the golf course. :)

We all know you need titanium nerves (not golf clubs) to make prospecting calls. Scoring a genuine conversation with a potential customer requires a lot of wading in the answering machine and hang-up muck. Ironically, we have discovered that many sales professionals are scared when their wishes come true — they get butterflies when prospects actually call them back.

It’s easy to understand why. When you make hundreds of phone calls every day, it’s impossible to remember most names and why you called them (expired listings, FSBO, withdrawn listings) in the first place.  If you hesitate for a moment when your prospect says his or her name, they may get resentful. They may feel like a faceless number on the auto-dialer. And that’s when you lose them.

This nightmare scenario, however, is completely preventable. No matter if you are at your desk or in the field, the Mojo ID app for your iPhone (a free download on iTunes) syncs your contacts and call logs to your phone and automatically pops them up on your screen when someone calls back. No more guessing because the exact customer intelligence you’ve been gathering all along is now at your fingertips at the exact moment you need it.

Mojo Dialer

In the hypothetical scenario above, Jim had previously made notes about the customer’s pacifist inclinations. He now knows to avoid praising the Pentagon, defense contractors, Middle East dictators or Somali pirates. Not that it’s ever smart to discuss politics on a sales call, but knowing where the landmines are can be critical for maintaining a natural flow of conversation.

Mojo Dialer

Now that Jim — from just a glance at his iPhone — can instantly process who is calling, what they want and how much business they potentially represent, the nervousness is gone.  Customers won’t feel ignored and are more likely to be open to developing a friendly rapport.

You can watch Jim The Realtor’s full golf course experience here Watch Video. Is there a specific business solution you’d like to see covered in the next Jim cartoon?  Drop us a line or email us at sales@mojosells.com.

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Posted in Fun, Jim The Realtor, Mojo ID App, Mojo Videos, Realtor Prospecting, Realtors | 1 Comment »

Mojo for Breakfast: New Daily Planner feature as essential as OJ

Monday, September 26th, 2011

Jumping on the Mojo Bandwagon: We used the Mojo metaphor first, but who's counting? (Mojo Selling Solutions is not affiliated with Minute Maid Orange Juice or its subsidiaries).

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 a yard sale. If they can’t afford brand new magazines, what’s the quality of their X-Ray machines or other diagnostic equipment?

2. If you’re tired of flipping through magazines wasting your time on celebrity gossip in any waiting room, be sure to maximize your downtime with Mojo Mobile, the free iPhone app for our customers that allows you to make calls and manage your leads from anywhere!

But back to the orange juice ad. Or is it a lipstick ad?

We love seeing references to “Mojo” in pop culture and advertising — as we pointed out in this earlier homage to Austin Powers — but we weren’t inspired by the movie. As our company’s general manager, David England, eloquently puts it, “When you’re at your best and things 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!”

Now, unlike the OJ ad above, we can’t promise that the Mojo Triple Line Power Dialer or our Pitching Coach training tool will cause you to be smothered in kisses. But we can tell you that Mojo’s lead management system for Realtors, insurance agents, mortgage brokers and other phone sales professionals will feel as important as a good breakfast.

Mojo’s system already triples your productivity — proven results that make long-term commitments and contracts unnecessary on our end — but the breakfast is about to get tastier.

Based on customer feedback, we’ll soon be adding some exciting new features in Next Generation Mojo (stay tuned here for the big announcement).  You’ll be starting your morning with the Mojo Daily Planner, an intuitive customizable prospecting planner that methodically tracks all of your opportunities and contacts and reminds you when to take the next step.

During each phone call, you’ll assign your opportunities, contacts and customers to an action plan. These action plans tell you when to call or email them again or just update them with a soft-sell newsletter with industry-specific consumer tips.

Mojo Next Generation will take even more stress out of your current daily workflow. When you show up to your desk, the Daily Planner will feed you your action plans to follow and there’ll be no need to overthink the sales process.

And that means more time to take your best clients out for breakfast and (hopefully) the budget for freshly squeezed juice!

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Posted in Features, Prospecting 101, Working at Home | No Comments »

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