Posts Tagged ‘real estate marketing’

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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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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 »

Reverse Look Up phone number service has arrived in the Mojo Lead Store

Tuesday, April 2nd, 2013

Real Estate data serviceFinding the name and contact information associated with a property can be a lot like trying to find a ‘needle in a haystack’. This information is critical to anyone looking to call on off-market properties such as Expired, Cancelled and Withdrawn listings. This past year, we made the commitment to offer a service that would assist our customers with acquiring this hard-to-find data and created the new Mojo Reverse Look Up phone number Service.

We identified a need for a low-cost, high quality data source for Expired, Withdrawn and Cancel properties, so we came up with a solution, the new Mojo Reverse Look Up phone number service.

Our new reverse look up phone number service is ideal for those customers seeking an affordable, easy-to-use solution for acquiring contact information for their Expired, Withdrawn, Cancelled or any other property data or those customers who are happy with their current lead provider but would like the ability to append records they have deemed as bad number using the Mojo Dialer.

Affordability

Here at Mojo we know that price matters and we wanted to launch our new reverse look up service at a price that made it a no-brainer for customers that want to use it as a stand-alone service and for those that want to use it as a supplement to their current lead provider. The cost of the new reverse look up phone number service is only $25 per month and includes unlimited data look-ups. Also, it’s no secret that at Mojo we don’t like contracts so you won’t find any long-term contracts needed to lock in at this low rate!

Ease of Use

Accessing the power of our new reverse look up phone number service is as simple as logging in to the new web-based Mojo selecting a list of data and pressing a button. Want proof? Watch the video below. Never before has so much information been at our customers fingertips.

There are several ways to complete the reverse search:

1. One at a time:

Simply add a new contact and press the reverse look up button on the contact form.

2. Batch List:

Select a list from the data area of the new Mojo and select the reverse look up button. It will immediately begin to process your records and check your addresses against our huge database of residential data and real-time data sources.

3. Data Append: 

For those customers that use another company for their data, our reverse look up phone number service can easily append the data that is marked bad while dialing. With the Mojo Dialer, users who identify a bad number simply choose the last result ‘bad number’. Then, in the lists they are dialing on, they create a sublist for ‘bad number’ last result. As they dial and choose this last result, the bad number sub-list grows. At any time, users can simply highlight the bad number sub-lists and select ‘reverse look-up’ which will then process all the records in the sub-list and update the contact information accordingly.

Watch our new reverse look up phone number service in action!

If it is high-quality, low-cost data that you are looking for, Mojo’s new reverse look up phone number service might just be what you have been looking for. With no contracts and a low monthly cost, there is no-risk, sign up today!

T Short Code is: FY78JZVUZ8QQ

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What if there were an Olympics for Real Estate Agents?

Monday, August 13th, 2012
Real Estate Agent prospecting

Jamaican track star Usain Bolt just proved who the fastest man in the world is at the 2012 Summer Olympics. How important is speed in real estate prospecting and follow-up?

Whether you’re prospecting for new insurance clients, real estate customers or other business opportunities, those of us in sales tend to have ultra-competitive Type A personalities.  We want to win.  And when the stakes are our careers, salaries, homes and families, there’s no shortage of motivation.

Mojo’s prospecting and client nurturing software is built on the philosophy of “Work Smarter, Not Harder,” so like our Jim The Realtor mascot, you’ll have time to spend with your friends and family. There is no need to have an Olympic athlete’s training regimen.

Did you see any of the London track events with Jamaican sprinter Usain Bolt?  He wound up finishing so far ahead of his competition that for a moment, you might have assumed he was racing a few recreational jogger and not the world’s best runners. Mojo’s  Triple Line Power Dialer is a lot like that, making up to 300 calls an hour and leaving other autodialers in the dust.

Bolt, 25, now owns the Olympic record for the 100-meter sprint, crossing the finish line in an astounding 9.63 seconds

Now how fast is that in prospecting terms?  Well, if you’re using the Triple Line Power Dialer, you can make up to five calls a minute or one call every 12 seconds. Almost as fast as Bolt, but we’re proud to be in his class.

Jokes aside, if you were an Olympic athlete, would you rather come in second place or third place if the top spot was out of reach? Seems like a ridiculous question?  Not so fast: NPR reports that bronze medal winners tend to be much happier than silver medal winners.

Real Estate Agent Prospecting

There may be reason to smile if you come in second or third place in the Olympics, but in real estate, the agent who is the second or third to call a prospect may as well be 48th or 49th. Wouldn’t you’d rather be like Gabby Douglas?

Studying the competitors of the 1992 Barcelona Olympic Games, researchers Victoria Medvec, Scott Madey and Thomas Gilovich determined that bronze medalists are simply content that they made the cut and got recognition, while the silver ones were more likely to focus on what they lost.

Happiness, of course, is subjective. But after waiting their whole lives for one moment, athletes usually wear their hearts on their sleeves. Facial expressions combined with post-event interviews gave the researchers plenty of sentiment to work with.

The “I’m just glad to have tried my best” attitude is a healthy approach for many of life’s situations, but real estate prospecting is not one of them.

When a prospect returns one of your calls or asks for more information on your Website landing page, the clock is ticking. They likely have put in similar messages with other Realtors. The chances of you doing business with them often depends on whether or not you are first to respond.

That’s why we’ve introduced Mojo ID, an indispensable app for your iPhone that syncs your past call logs and contact lists to your screen so you know who is calling you and why the moment you hear your ringtone (Anyone have the Olympics theme as their tone?).

The free Mojo ID download makes you appear as if you are in the office at anytime and will help you build the instant rapport you need to start your customer relationships off right.

If you do come in second or third in the race to call them back, no worries. Unlike the Olympians, you’ll get to compete many times each day and be in tip-top shape to win.  Wouldn’t it be horrific if you had to wait another four years?

Another great thing about Mojo Selling Solutions: You don’t need to have killer abs or huge biceps to use our software. Just for kicks, check out the BBC’s Olympic Athlete Body Match by clicking the picture below.  You have an Olympic twin, regardless of whether there is wheat germ or donuts next to your keyboard.

Real Estate Agent Prospecting

Who’s Your Olympic Body Match? The tallest competitor is Chinese basketball star Zhaoxu Zhang, while the lightest is Japanese gymnast Asuka Teramoto. Luckily, it doesn’t matter what your body type is to tap into the power of Mojo! (Click the picture to enter your height and weight into the BBC’s Matchmaker)

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Leave It To Beaver’s Realtor: What happens when dream homes stop selling themselves?

Monday, June 11th, 2012
Mojo power Dialer

The real “Leave It To Beaver” house was on the Universal Studios lot.

The Los Angeles Times recently reported that an idyllic “Leave It To Beaver” neighborhood in the San Fernando Valley is suffering from real estate woes it thought it might be immune to under any economic conditions.

The desirable section of Van Nuys, California is called Cameron Woods. It is better known by Hollywood film producers as the “Leave It To Beaver neighborhood” because of its largely unmodified 1950s charm.  It’s seen as a quick solution to staging “Anywhere USA” in movies, TV and commercials, as there are no palm trees like much of Greater Los Angeles.

A production company once covered a home in artificial snow for a car battery commercial.

“It’s like being the prettiest girl in the class,” resident Susan Amedeo told the Times.

According to the Cameron Woods Homeowners Association, “For Sale” signs have been exceedingly rare over the years as residents have given first dibs on available homes to friends and relatives. It is not uncommon for children who grew up here to come back and restake their claim on the territory.

Mojo power dialer

The idlyllic Cameron Woods neighborhood is in Van Nuys, California (Click map to enlarge).

But one vacant house on coveted Orion Avenue has been on the market for more than a year with no takers. Neighbors are nervous that the old home might be torn down and replaced with a McMansion, ruining the vintage feel of the place.

The available home has not been upgraded since 1949. It’s on the market for $479,000, which Realtor Julie Bate described as a bargain to KABC-7 News.

Mojo Power Dialer

Picket Fence Americana — Movie and TV crews love this neighborhood for its “Anyplace, USA” look. This home at 6324 Orion Avenue advertises itself as available for rental (click for more info).

This mini-panic in Leave It To Beaverville when one home lingers unwanted might seem comical to real estate agents in other parts of the state and country – where it is not unusual for multiple “For Sale” signs on a street to be gathering cobwebs.

There’s no question that the depressed real estate market is making it tougher to close deals no matter where you live. But the reality is that people still need to put a roof over their heads and that houses still change hands all the time.

The Mojo Sales Engine makes your life easier by virtually putting your sales pipeline on autopilot.  Our Daily Planner lead management software and Triple Line Auto Dialer (makes up to 300 calls an hour) will streamline your workflow, tracking and scheduling your lead generation calls, follow-up with prospects and conducting ongoing drip email campaigns to keep you on your customers’ radar.

Thinking about dipping your toes in the Mojo waters?  C’mon in, it’s warm … contact us!

Back to the Golden State… Although interest in real estate might be leveling off in Cameron Woods, it still is the darling of Hollywood. The Times says that the neighborhood issued 36 production permits last year. To preserve their quality of life, they also have enacted strict filmmaking guidelines limiting any one residence to no more than 14 production days per year, restricting street parking and banning shoots on weekends and holidays.

Not sure about you, but my 1980s-style neighborhood doesn’t have such problems!

 

 

 

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