Posts Tagged ‘real estate marketing’

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!

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

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

Tags: , , , , , , , , , ,
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

Tags: , , , , , , , , , ,
Posted in Hot Tips, 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.

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

What I learned at Inman Connect 2010- NYC

Thursday, January 21st, 2010

What I learned at the Inman Connect conference

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.

Next to our booth was United Lane which easily had one of the most exciting booths at the conference. They sell software that allows agents to show off their properties floor plans in 3D and customize the home to the customers wants/needs. Nothing like painting a picture to help the sales process along! If you’re an agent, you really should check them out.

The conference had all kinds of great speakers and workshops. I was fortunate enough to sit in one workshop for us exhibitors by Greg Robertson, Co-Founder of W&R Studios. He outlined how to sell new, innovative products in to the Real Estate industry and I was pleasantly surprised to find out we are doing 75% of what we do right.

I also sat in on the “Duet” between Tom Ferry and Rob Hahn which addressed the up and downside to social marketing…Loved the title of the event, Social Media or Social Snake Oil. They presented their cases and debated the pros and cons of social marketing.  I loved it when Tom started it out by stating he had research his opponent’s blog to get more info for the Duet!  I left thinking that social media can be a very good passive marketing tool. Oh yeah…and both Tom and Rob are absolutely fantastic to watch! For more on Tom Ferry please visit www.yourcoach.com and take time to visit Rob Hahn’s blog at www.notorious-rob.com .

Final thoughts…

We had a great time, met tons of wonderful people and learned a lot about the industry that has helped shape our company in to what it is today. Prospecting by phone is still the single most effective form of marketing today. Fast results, real time ROI and one-on-one relationship building makes prospecting expired listings, FSBO leads and just listed/just sold a must do in 2010! Visit our site today to see just how we can make a dramatic impact on your business www.mojosells.com.

- David

Tags: , , , , , , , , ,
Posted in Realtor Prospecting, Realtors | 2 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)

Tags: , , , , , , , , , , , , , , ,
Posted in Realtor Prospecting, Realtors | 6 Comments »

Expired Statistics

Tuesday, October 20th, 2009

Here are some statistics on Expired listings:

  • Only 28% will re-list with their current agent
  • 35% will leave their home off the market for a month or more (Statistics indicate that most of these will re-list with another agent within 90 days)
  • 37% will re-list with a new agent within 30 days
  • Over 70% chance YOU can get the listing
  • Most that re-list will do so with the 1st or 2nd agent that contacts them

(Source: The RedX)

Some facts related to Mojo:

  • Most agents do not leave a message when they call because it takes too long and doesn’t produce enough of a result to justify it. Mojo lets you leave a pre-recorded message specific to Expireds. Odds are that you are probably the only agent leaving a message. And there is a 5-7% average of homeowners that call back.  The chance of getting a 5-7% return on something that takes almost no time to do makes leaving a message valuable.
  • Most agents only call these Expireds on a daily basis for the first week it is off the market. With Mojo, you can keep trying the number for longer because it only takes a fraction of the time to call. You can call those leads every day for 90 days without wasting any time.
  • If you had 50 Expireds to call, it would take up most of your morning and you would only try calling the list once a day. With Mojo, you can call through the list in 15 minutes and you can call it multiple times per day. The more times you call, the better your chances of making contact.

So you can just go for the low hanging fruit or actually work your Expireds list to its fullest. With 35% leaving their home off the market for a month or more, why not be the only agent still calling them? With Mojo, very little effort is required on your end so your Expireds list is more valuable to your business. Mojo lets you prospect better than before because it doesn’t waste your time.

Tags: , , , , ,
Posted in Hot Tips, Realtor Prospecting, Realtors | No Comments »

Prospecting for Listings – The “Battle”

Tuesday, October 20th, 2009

Successfully prospecting on the phone requires three components: good leads, a quick method of calling and good sales skills.

A power dialer is not the only key ingredient to a successful sales effort on the phone. If it was, anybody, with any level of sales skills, could easily make a six-figure income calling on Expireds, FSBO’s and Just Listed/Just Solds. You and I both know, this is not the case.

The Battle

We can easily draw parallels from prospecting on the phone to battle on the battlefield. In battle, you would not just run onto the field guns blazing, right? No – if you value your life, you would get the proper training, come up with a plan of action, and educate yourself on your opponent and their strategies before engaging them. You would also make sure that you had the tools necessary to defeat your enemy – superior weapons and the right ammunition. Even the best plan of action will not succeed if you are not prepared or have the correct tools at your disposal to support your training.

This is exactly why having a power dialer does not guarantee your success. There are other things you need to have in order to win the battle and close the sale. If you have a power dialer, you have the machine gun. Now you need good leads, the ammunition for the machine gun. If your leads are not accurate or the phone numbers are no good, what sense does it make to shoot at the enemy? Get yourself a good lead provider that does their due diligence in getting you Expired listings with good numbers and accurate owner data. Find yourself a source of Just Listed/Just Sold leads; these are great ammunition for a power dialer due to the fact that they are plentiful and provide you with an untapped source for listings.

So, now you have a loaded gun that is lethal. Great! Now what? My advice would be to make sure you know how to aim and shoot it. Also, you will want to make sure you know when to start firing and how to position yourself so that you are not shot – this takes knowledge, skill and training. Your competition is knowledgeable and trained, so you better be as well, or else you will be lying on the battlefield wondering what just happened.

The best investment you can make is not in your leads or machine gun, it is in YOU! You create your own success and, therefore, your destiny. If you want to make a six-figure income, you need to be involved in ongoing training and take learning seriously. If you think you know everything already, then your battle is already lost. Some good advice if you take selling real estate seriously is to get a coach. Engage mastermind groups and learn from your peers. Our most successful users are those who belong to a coaching organization and who frequent mastermind groups to find out how others are being successful.  Ongoing training is necessary because the bulk of the things we learn are forgotten. Practice does not make perfect; it makes permanent! Role-play the skills your coach teaches you with your peers and you will become a machine. You will not have to think about what to say on the phone; you will be programmed and it will come to you naturally.

It might be wise to ask this question of yourself: do you want to go at selling on the phone with a BB gun full of plastic BB’s and no idea how to shoot it? Or do you want to attack phone sales after weeks of boot camp and specialized training, armed with an M-16 full of armor-piercing bullets? It is up to you… We’ve got the machine gun.

Tags: , , , , , , , , ,
Posted in 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

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