Whether you are a new Real Estate agent just starting out or a veteran agent adding FSBO prospecting to your lead generation, the Mojo on the GO! app and the Mojo FSBO service are paired to offer you the most affordable FSBO dialer on the market.
Our Mojo on the Go! iPad application is the companion application to our Mojo Dialer, allowing you to power dial your leads over our multi-line copper-architecture from an iPad, just as you would in our hosted, web-based Mojo Dialer. There is one big difference though; with our web-based version of Mojo, agents must purchase a dialing license to dial, not the case with Mojo on The Go!. That’s right, when we developed our mobile app, we wanted agents to take full advantage of being mobile and included single line Touch-to-Call in our $10 hosted lead management licenses.
Earlier this year we released our new real-time FSBO lead service with the goal of offering quality data for our Real Estate agents to call on, and we nailed it! And at only $25 per month, our new FSBO lead service is a no brainer for any agent looking for the highest quality FSBO leads at the most affordable pricing.
When you put it all together, with our Hosted Lead Management license and our real-time FSBO lead service, you get a FSBO Dialer on the iPad with FSBO leads for only $35 per month. Best of all, you always have your data, notes and contact history with you everywhere you go. Watch the video below to see what it looks like in action!
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 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.
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.
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!
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 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.
For Real Estate agents, a solid listing inventory can make the difference between struggling to make ends meet or hitting pay dirt in the one of the most lucrative sales industries there is. It is because of this that a great listing inventory is the goal, the holy grail if you will, of all Real Estate agents wanting more than just an average income.
It takes more than just the ‘want’ though to be a top producing agent with a great listing inventory, it takes a blend of tools and traits, that when combined, create the recipe for success, even in the worst of markets.
At Mojo, we know that it takes three main ingredients to be successful prospecting on the phone; a tool that makes you more efficient, good data and the ‘know how’ to get the appointment once you get the lead on the phone. For years, the Mojo Dialer has been the tool of choice for Top Producers all over North America and Mojo’s Lead Store has been the popular Just Listed/Just Sold data source used by thousands of Realtors for growing their listing inventories. With the Mojo Dialer’s ability to dial out at up to 300 calls per hour and the almost unlimited amount of neighborhood data in the Lead Store, listings just come easier to our clients. Today, we are proud to announce a new data source integrated in to our Lead Store, For Sale By Owner data.
The decision to offer For Sale by Owner data was an easy one for a few reasons. The first reason is simply that for a Realtor to truly be successful prospecting for listings, they must leverage the many types of leads available. For Sale by Owner leads are plentiful and with the right approach, can easily be the low-hanging fruit that many Realtors are looking for. Additionally, many markets are seeing their Expired inventory dry up, making For Sale by Owner data that much more valuable to our Realtors. We knew we could take a new approach to the cultivation and delivery of the For Sale by Owner data. Let’s face it, we’re the dialer company, sort of like the ‘hair dresser’, we have heard everything there is to know about making data better and we have learned that more is better and that control is king.
Quality and Quantity
The first goal was to deliver more For Sale by Owner data than anyone. Seasoned Real Estate agents that have been prospecting For Sale by Owner data for years are reporting the delivery of more For Sale by Owner data from our service than any service they have used in the past!
Having a lot of data is not the only goal though, quality and control is just as important. Mojo’s For Sale by Owner data undergoes a very tedious approval and filtering process before it is ever delivered to our customer’s. We weed out incomplete ads, fake ads, out of area ads and anything that might make it a waste of valuable time for our customer’s to call on it.
We wanted the very best delivery methods available. We set out to have a service that delivered high quality For Sale by Owner data in real-time, as we approve it and we delivered. All of our For Sale by Owner data is delivered throughout the day as we get it and immediately inserted in to our clients For Sale by Owner data list inside the Mojo Dialer.
Finally, we learned that agents wanted control over the data that was delivered, they wanted to have say over what was inserted. For this, we created filters that our customers can set and forget or massage to get the most out of their data. Our filters include specific geographical area based on zip codes, price point and property type, ensuring that our For Sale by Owner customers only receive the data they want to list and nothing they don’t want.
We said in the beginning of this post that there were three things that make a person successful prospecting on the phone and you will have to wait to see what we have up our sleeve for the third component:) We can say this though, If you’re a Real Estate agent looking for the most complete prospecting package, there is only one company for you, Mojo!
‘Mojo’s For Sale by Owner data is only available in their new web-based platform available here. For more information, please contact Mojo at 877-859-6656′
With the launch of our web-based platform comes a new licensing structure sure to please any company looking to use the Mojo Auto Dialer in their businesses. Whether you are a single user, a team of individual sales agents or a call-center, our new licensing structure has some major advantages over the competition.
For years, our auto dialer licenses had been unique to each agent login. Meaning, if you wanted 5 agents to use our auto dialer, you needed to purchase 5 unique dialing licenses. For many companies, this was a good fit because their needs required that the 5 agent logins be able to dial at the same time. However, a growing amount of companies, looking to save money, began looking for the ability to have multiple agents on an account, staggering the use of a few auto dialer licenses. This need helped give birth to Mojo’s Rover Auto Dialing license.
Sharing a dialing license between agents is not that uncommon at Mojo, but it did come with its fair share of complexities. First, because the license was unique to an agent login, having more than one person using a agent login/license meant that the dialing reporting was not accurate. Manager’s did not have an easy way to determine which person was using the license at the time of the reporting. Additionally, by sharing a license intended to be used by one agent, agents setting appointments or creating hot leads were not able to work their leads efficiently as their hot leads and appointments were mixed in with whomever they were sharing the license with.
But that was then… Today, we offer the rover license and the ability for account owners to either dedicate auto dialer licenses to an individual agent OR leave it wide open so that many agents can share it among each other.
Let’s take a look at a real life example:
Meet Jim! Jim owns a Real Estate firm that utilizes appointment setters for their just listed/just sold campaigns and internet buyer leads. His appointment setters work for his licensed real estate agents, setting listing appointments throughout the day and distributing them to his real estate agents. Let’s say Jim has 5 part-time appointment setters in his office and 8 full-time real estate agents. He runs two shifts for his appointment setters, 3 agents from 9am-1pm and the other 2 from 1pm-5pm. His 8 real estate agents are in the office throughout the day but mostly work from home offices and on the go. With our new auto dialer license structure, Jim is going to get a ton of value and give his appointment setters and real estate agents the flexibility and tools they require to be successful.
13 $10 Lead Management Licenses
Jim requires all of his appointment setters and real estate agents to have access to the company Mojo account. They need to read and write hot notes on prospective clients, see their appointments and to-do’s and they need the ability to call out using the Mojo Auto Dialer.
3 $139 Triple Line Dialing License (Rover Enabled)
Jim’s appointment setters need to be as efficient as possible, therefore, he needs his appointment setters blazing away at up to 300 calls per hour over Mojo’s copper-based auto dialer system. Although he has a total of 5 appointment setters, he only needs 3 triple line auto dialer licenses because they can be shared and he only ever needs 3 dialing at the same time. Jim saves a TON of money here and Jim LOVES saving money.
1 $89 Single Line Dialing License (Rover Enabled)
Jim requires that his 8 real estate agents touch their past clients once a quarter and wants to make sure they have as many conversations with them as possible. For this, he purchases a single line auto dialer license to be shared between his 8 real estate agents. He has them communicate when they will be using it so they all get their time in.
With the above scenario, Jim has an office that completes the sales process from start to finish as economically and efficiently as possible. His appointment setters are making a high volume of calls and setting appointments for his real estate agents. His real estate agents are receiving their appointments in Mojo and following them up with click to call and email, ultimately acquiring new listings and closing more deals. They are touching their past clients on schedule and getting more referrals than ever.
All this for only $636 per month. Easily the best return on investment Jim will make this year which is exactly why we are very excited about bringing our new Rover Auto Dialer licenses to market!
For more information, give us a call at 877-859-6656 or get your Mojo Auto Dialer today by signing up here!
At Mojo, we have spent the past couple of years daydreaming of the day when we would put the power of the Mojo Dialer on to the iPad’s of every sales agent that owned one. It wasn’t until recently, when began developing our web-based Mojo Dialer platform, that we began production of the industries first and only, dedicated power dialing and lead management application for the iPad.
For most agents, prospecting requires them to be tied down to their desktop computers or their clunky laptops. Clunky laptops certainly get you mobile, but they leave performance at the mercy of your internet connection, which often leaves the user with slow connection speeds, latency in searching for records and an overall frustrating experience . We needed to get a solution in the hands of our customers that kept them mobile but that also gave them unprecedented speed and reliability, thus the dedication to developing Mojo On The Go!.
Mojo On The Go! is exactly the solution we were looking for; it gives agents the mobility they need and its performance exceeds our expectations. With a dedicated iPad application, we are able to utilize the resources of the iPad to complete data intensive tasks such as querying records for starting a call session, for searching data and for general contact management duties. Unlike using a web-based service from a laptop or iPad browser, which depends on a centralized web-server for its resources, the dedicated iPad application gets the job done locally and so fast, it might very well replace the desktop!
Mobility means many things for our customers but our domain is dialing and setting appointments so we wanted it to be a straightforward, streamlined process for our customers to make their follow-up and appointment calls using Mojo On The Go!, even if they weren’t subscribed to a Mojo Dialer ‘dialing’ license. That’s right, a $10 lead management-only license gets you the keys to our ‘touch to dial’ functionality in the iPad that
allows you to effortlessly call contacts by simply clicking on their contact record. This simple action, initiates a call back to our customer, once connected, the line automatically dials the contact. Heck, if the user doesn’t hang up the phone, they can actually call through a list of records in a row, one at a time which is still much more efficient than hand dialing and these calls can be completed from anywhere, using Mojo On The Go!. Those looking to save a little money, can drop a dialing license for a few months, keep the $10 lead management license and still auto dial through their leads/follow-up using Mojo On The Go! and ‘touch to dial’.. Now that is value!
We’re so confident that this app is going to make a measurable difference in your business, we are offering it on iTunes free of charge with any license purchase. To get your hands on the future of prospecting, go here and download it today!
“Mojo On The Go! is only available for customers of the web-based Mojo Dialer platform. Existing customers using legacy platforms will be contacted by the staff at Mojo Selling Solutions when the data migration tools are in place to convert over to the new web-based platform”
For years, the Mojo Dialer, has been helping Real Estate Agents, Insurance Agents, Financial Services sales professionals and a variety of other industries, maximize their time on the phone by allowing them to dial out at a high rate of speed, professionally, over our exclusive copper-line infrastructure. The focus has always been on the outbound call, how to make more contacts, how to use filters to maximize list penetration and how to intelligently stay in contact with those that need your services.
Recently, we released our new iPhone application, Mojo ID, which puts focus on the inbound call, the call back you receive after making hundreds and thousands of calls. It let’s you know who is calling you back and presents to you the critical information you have on the lead in your Mojo Dialer software, before you take the call. As a result, you end up sounding more professional and you have the tools to take control instantly, without muddling around with trying to figure out who it is that is calling you back.
When we first began testing the Mojo ID app, we reached out to our good friend and Top Producing Realtor, Manish Chanda, to test Mojo ID. Manish was handpicked as one of our beta testers because we know Manish has very strict processes and has an engineered prospecting routine, heck, this year, he was even a featured agent in the very popular MFO Magazine. Below, you will find a video that Manish kindly made for us talking about the new Mojo Dialer and Mojo ID application and how they work for him.
Need more proof that the Mojo ID application will make a dramatic impact on your business? Mojo ID is a free application for the iPhone that is available to all of our customers that are using the Next Generation Mojo Dialer. Check it out here!
Don’t be surprised when you are watching the Oscars or Golden Globes next year if Mojo winds up scoring one of those gleaming statues. We’ve already bought our tuxes and designer gowns.
OK, so maybe we’re not expecting to beat out Disney Pixar, but we ARE now in the animated movie business.
To celebrate the launch of Next Generation Mojo, we’re introducing Jim The Realtor, a mild-mannered guy who loves his customers, his family and his country (not necessarily in that order).
But there is a problem, and perhaps you recognize it already.
Jim, who could just as easily be a health/life/auto/home insurance agent or other sales professional, feels imprisoned by the office bureaucracy of managing and growing his business. There are messages to return, hot leads to follow up, cold calls to make, marketing materials to write, lukewarm leads to keep engaged, and hopefully, deals to seal.
It never ends. The organization and busy work are 24/7 shackles.
Using the old file-hidden-in-the-cake trick, Jim’s wife gives him the tools necessary for escape from the daily drudgery. Mojo’s prospecting and lead management tools include:
The Triple-Line Power Dialer – Make up to 300 calls per hour and spend your time talking to more humans and fewer answering machines and endless rings.
Automated Email Campaigns – Using our Action Plans, send out a series of scheduled drip emails reminding your prospects why your services best meet their needs.
Nurture Calling – It can be a nightmare tracking when you last followed up with a potential client and when you should do so next. Our Daily Planner handles all that for you, eliminating the organizational stress from your ongoing tasks.
Not sure which one of those tools he used to dig a tunnel underneath the prison, though.
My favorite part of the new Mojo movie is when Action-Adventure Realtor Jim converts the Mojo logo into scuba diving equipment. Absolutely ingenious how the “J” doubles as a snorkel!
Who knows what other adventures our Realtor will find himself in next? Perhaps he will be selling luxury condos in the jungles of Africa or trying to corner the market on FSBO and Expired Listings in the Mt. Everest area.
The creative masterminds at Mojo are keeping the plot of the sequel very hush-hush, but I can assure you, there will be a sequel.
If you haven’t seen our first “Jim The Realtor” movie, visit our home page (and please share the Youtube link with your colleagues). But more importantly, don’t live in his prison any longer.
Like every successful real estate agent, Seth Jenson faces a cloning problem.
He can’t be everywhere at once. And he can’t do everything at once.
And every precious minute spent on essential administrative tasks is another minute he’s not doing what he does best: Selling.
Instead of hiring a full-time assistant, Seth took a novel approach and hired five of them. Each part-time assistant works between 5-10 hours a week out of their homes and fulfills a unique niche. Most are mothers balancing hectic family schedules and appreciate the flexible work schedule.
After those leads are uploaded into Mojo, she looks on Craigslist and Zillow.com for additional FSBO leads and enters those into Mojo as well.
By 8 a.m., Seth is ready to rip, making hundreds of calls on his Mojo Triple Line Power Dialer (up to 250 calls an hour) and culling about 30-35 contacts from the pool.
“My goal is to get one great qualified appointment each day, a seller who is motivated and realistic,” he says.
“Before I hired my assistants, I’d average about 20 sold homes or less a year,” Seth says. “I’ve been able to double my business by using Mojo and leveraging myself by focusing on what I do best. For 2012, the sky’s the limit. I can see myself selling 70 homes. I already closed on four homes in January and have another 10 houses under contract, so I’m off to a good start!”
Here’s how Seth roughly delegates his administrative and support tasks amongst his assistants:
Jeanette: Downloads daily leads from the RedX and loads them into Mojo. Puts up signs and installs lockboxes.
Meredith: Processes leads, creates contacts, pays bills and handles other administrative duties.
Robin: Does competitive market analyses for properties and sets up buyers’ searches.
Karla: Enters listings into the MLS, writes ad copy for brochures and all the major real estate websites.
Emily: Handles monthly mailings to sphere-of-influence contacts and does graphic design.
“It’s not working more time that will make me money,” he says. “I personally need to spend as much time meeting with clients as possible.”
Seth, who has been in business since 2004 in the metro Denver area, is both a seller’s and a buyer’s agent. He’s a strong believer in using a real estate coach so he doesn’t “reinvent the wheel” and credits his mentor for helping him track his time according to three productivity categories:
1. P-Time: Productive face-to-face time with clients.
2. I-Time: Indirectly productive time prospecting and making appointments.
3. E-Time: Everything else that is required, including administrative, management and maintenance tasks.
“My P-Time is worth a whole lot more than my I-Time and my I-Time is worth a whole lot more than my E-Time,” he says, noting that he’s been able to dramatically reduce the latter category with his part-time help.
According to Seth, many real estate agents are Type-A personalities who feel more comfortable trying to do everything themselves rather than deal with the headaches of worrying about whether someone else is productive.
“It’s a scary proposition. You have to find and screen candidates, interview them, hire them, train them, manage them, motivate them and keep them focused. But you just have to jump in and do it. Managing people is all about trial and error,” he says. “The challenge, of course, is how do you find good help that doesn’t get bored or distracted with Facebook all the time?”
Seth’s personal experience is that part-time employees who work from home are more reliable than some full-timers, who eventually want to move on to the next job once they have been trained.
“A lot of people in this business are like leeches,” he says bluntly. “They just want to learn everything about your business and learn everything you know. Those people are a waste of my time. I’m not paying them to start their own businesses. I’m just looking for someone who wants a little extra income.”
Seth has found his dependable help by posting informal notices on Facebook, emailing fellow agents and putting free ads on Craigslist. One of his most recent job postings attracted more than 150 applicants.
“I think that people who work from home actually work harder than people working in an office. My staff tends to work in little bursts, for a few hours at a time but they are really focused in those few hours,” he adds. “I don’t ever have to worry if they’re working or not because I know when the job is done. It’s nice to not have to worry about trust.”
(Have any suggestions on how to make working from home more efficient? We’d love to share your story with fellow Mojo users. Drop us a line here!)
Sure, the golden time for giving gag gifts is now over — anyone get stuck with anything insane from your family’s holiday Yankee Swap?
However, there’s really no bad time to amuse your Realtor friends or employees with some MLS listings for extraterrestrial house plots.
In the same spirit of buying and naming a star after someone, the Lunar Embassy will sell you a one-acre moon lot for the bargain price of $22.49 (plus a $1.51 “Lunar Tax” and $12.50 for shipping and handling of the deed).
Hey, if you look at NASA’s fact sheet on the moon, there’s now approximately 14,647,439.75 square miles of open space ready for developers! And thinking about New Year’s Resolutions, you weigh a lot less up there, too.
There are many reasons to be skeptical that your Lunar property deed might not ever be graced with that dream vacation home (with a great room and sauna) you have been planning in your imagination. The “real estate” company itself starts off its FAQ in defensive mode, giving you its assurance that you are not taking part in a fraudulent transaction.
But here’s why I don’t trust the validity of their property claims: They don’t even bother to use spell check!
A quick example from their FAQs:
“Whilst we are on the subject, we would like to take this opportunity to give you some useful tips to avoid fraud on the Internet: Beware of pyramid shemes, sites that say you have won a prize but they want money up front before you can collect it, some business opportunity shemes, “get rich quick” shemes, work at home shemes and sometimes, even sales of computer equipment (you pay, and the computer equipment never arrives). These are the most common types of fraud to be found on the Internet according to recent statistics. Don’t give your bank account number or social security number to just anyone, unless you know the company that you are dealing with.”
C’mon, Lunar Embassy, are you not familiar with the word “scheme?” How can I buy into a scheme even for fun, if you call it a “sheme” four times?
Credibility is vital for all real estate prospecting, of course, especially the Earth-based homes you likely specialize in. When you are calling your Expired, FSBO, SOI and just listed/just sold leads, having the Mojo Triple Line Power Dialer will ensure that when an autodialed call is answered, you will hear the first “hello” and not the third, fourth or fifth.
Nothing is worse than representing yourself with the impression of a robo-call, an instant turnoff for most potential customers.
You may as well be doing cold calls for lunar real estate.
Which reminds me to leave you off with an invaluable piece of Realtor advice: Definitely avoid the Lunar Embassy’s Venus property, no matter how tempting the price. Surface temperatures on Venus can reach up to 860 degrees Fahrenheit. And in that climate, there won’t be cold calls of any kind!
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 at the White House or Capitol Hill. With the housing market so critical to our economy, every minor burp from Washington matters.
President Barack Obama just announced new changes in the mortgage refinance laws aimed at helping struggling homeowners get more affordable interest rates even if they are underwater borrowers.
The President revealed his plans in a speech in Nevada, one of the most badly bruised states in the recession. An estimated one out of every 118 homes there filed for foreclosure in September. On a pure humanity level, foreclosures ruin lives and dreams. On a Machiavellian level, they ruin neighbors’ property levels.
And on a macroeconomic level, foreclosures hurt America because people without homes or jobs not only can’t buy things, they are also more likely to turn to desperate measures.
Federal changes to the Home Affordable Refinance Program (HARP) will now allow homeowners to borrow up to 125 percent of their property’s value at a lower interest rate — instantly saving them thousands each year. HARP was supposed to expire in mid-2012, but it will be extended until the last day of 2013.
The Los Angeles Times reports that the current momentum of foreclosures will be tough to slow down.
“In the three months that ended Sept. 30, notices of default, the first formal step in the foreclosure process, jumped nearly 26% from the previous quarter, according to DataQuick, a San Diego real estate information service.
Additionally, a likely national settlement over complaints about banks filing faulty paperwork to take back homes should clear the way for an additional 400,000 foreclosures in coming months, according to Moody’s Analytics, an economics research firm.
Moody’s predicts that foreclosures will rise next year to a record 1.5 million, or a hefty 30% of all sales of previously owned homes.”
Meanwhile, President Obama’s critics charge that his sudden interest in Nevada stems from his election strategy for 2012. Glenn Cook, a conservative Las Vegas Review-Journal columnist, dismissed the new plan as “more taxpayer-backed swag.”
Nonsense, says the Philadelphia Inquirer, it’s better to do something than nothing and rescued homeowners would potentially save $2,500 a year — affecting up to 2 million American families. Those numbers translate to an increase of between $2.5 billion to $7.5 billion in consumer spending each year, the newspaper claims.
So who’s right?
You tell us. We’re not interested in hearing political rants of any persuasion.
Candidly tell us what really matters. How does the foreclosure rate impact the short-term and long-term real estate market in your community?
(Real estate, insurance and mortgage professionals depend on Mojo for productivity-boosting solutions. Mojo’s Triple Line Power Dialer allows you to contact up to 300 Expired, FSBO and Just Listed/Just Sold leads per hour.)
How often in your private conversations with fellow Realtors do you say “That house is a real dump!” or “The previous owners really trashed the place?”
Well, you can now throw that real estate metaphor out the window with this property, an actual garbage Dumpster transformed into a small home for what the architect calls “luxury living.”
California performance artist Gregory Kloehn put hardwood floors, stainless steel appliances, electricity, plumbing, a six-gallon water storage tank, granite countertops, a stove and fuel storage for an outdoor barbeque into this sterile (we hope) trash bin. If his open house last weekend at the San Francisco Fringe Festival was a hit, could this become a new trend in economy living?
Whether you are selling a McMansion or a cozy lakeside cottage, every prospective buyer seems to covet natural light. With Kloehn’s home, you can crank the ceiling up and down like the roof of a pop-up camper. The design feature has two advantages: 1. It camouflages the home from curious onlookers at night; and 2. Sealing the unit lets you sleep even if the area is flooded with street lights or flashing neon signs.
Kloehn, who also makes office space and sound studios out of discarded shipping containers, calls this his “Elite Waste” model.
This “Dumpster of your Dreams,” snidely dubbed by critics as the ideal vacation home for Oscar the Grouch, challenges you to think about how much space people really need to live. What is most important to your prospective buyers when they are looking at a new property? Do they care more about location, the back yard, the neighborhood, the school district, sewer vs. septic, town services, the crime rate or access to shops and restaurants?
What impact do you think this trash-themed home would have on neighborhood property values?
When you are making prospecting calls for sales leads, regardless if it is from Expired, FSBO, Just Listed or Just Sold lists or a Sphere of Influence (SOI) call, do you REALLY know what the property really looks like?
OK, granted it would be tough to masquerade this Dumpster as anything else in the MLS listing, but we’ve all seen our share of creative descriptions. Here’s how this house is listed in the Fringe Festival Guide:
Welcome to Elite Waste’s new line of Urban Homes. You are about to witness the newest trend in 21st Century living. Would you like to live in a home and never pay mortgage again? Simplicity and luxury optimized in our High End Dumpster home, The future of urban living has arrived!
All things considered, living in a Dumpster might not be so bad the Kloehn way. Heck, you could decorate the inside and outside with refrigerator magnets. And there probably are Manhattan studio apartments much smaller than this.
The only thing that makes me a reluctant buyer is the bathroom situation. No matter how well hidden the toilet is or how sweet the air fresheners, this home definitely is at high risk of smelling like a Porta Potty.
Or as one insightful YouTuber put it: “How long before teenagers set fire to it?”
You can watch Greg Kloehn show off his home in this video tour.
(Do you have a Realtor prospecting horror story, or better yet, a dream-come-true property to share? Tell us about your sales victories and challenges at email@example.com)
LOOK WHO’S GOT MOJO!
Agent: Andrew Beach
Business: Listed2Sold Team at Prudential NW Properties
Location: Portland, Oregon
Recent Dream Piece of Real Estate: “Ten acre scenic property on Bald Peak with mountain views, a total fixer-upper that was awesome to watch be restored and made new again.”
Recent Bust: “I had a total fixer, on a busy street, with no foundation, one bedroom, siding falling off, repaired siding with roofing shingles, commercial site next door with old tires, semi trailers, and debris everywhere. Wow, that one I had to give back to the owner as they would have had to cut the price in half.”
Job Satisfaction: “I love exceeding client expectations on sale price and time on the market. There’s nothing better than creating a satisfied customer.”
Andrew’s sales territory is gorgeous Northwest Oregon and Southwest Washington, a region defined by mountains, farms and a commitment to the arts. The cosmopolitan city of Portland, which was originally founded as a trading post in the Old West, is symbolized by Portlandia, the Neptune-like “Goddess of Commerce.”
A giant copper statue of Portlandia, sculpted with the same hammering technique used to create the Statue of Liberty, sits at the entrance of the downtown Portland Municipal Services Building (City Hall).
You might think of Mojo as a modern trading post for real estate prospecting.
Andrew, a top producer in his market, definitely does. He found out about our Triple Line Power Dialer and lead management system from Washington power agent Don Leske, who recommended it as a replacement for a competing product that went out of business with no warning.
“My sales philosophy is to do more than anyone expects,” he says. “That means that I’m not just out for a sale/transaction and a paycheck. I want to create a continual revenue stream of referrals from clients who have had an exceptional experience with me.”
“Mojo makes me way more efficient on the calls that I would normally make manually,” says Andrew, based on 18 months of results. “It keeps me focused for short periods of time to get the same results in half the time.”
“I love when I get a wrong number or make an unexpected connection because of the value represented by Mojo’s service,” he adds. “One time I was waiting near a house for a client to show up. I decided to pull up Mojo Mobile on my iPod Touch and made four contacts in 10 minutes and added one person to my sphere that is now going to send me leads.”
Andrew recommends the Mojo system for every real estate agent wishing to become more productive — with one notable exception. He “selfishly” wishes that competing real estate agents in the Pacific Northwest never find out about it.
“Get Mojo immediately and try it out,” he advises. “It’s money back if you don’t like it or won’t use it. Once you have it you’ll be hooked!”
The Redx sync was born over 7 months ago, today it remains a must-have efficiency tool for Realtors
Picking up listings from For Sale by Owners (FSBOs) and expired listings (Expireds) is common practice among real estate agents. After all, these often-frustrated home sellers are prime candidates for a good real estate agent. But, while they’re a sort of low-hanging fruit, FSBO’s are sometimes just out of reach.
FSBOs, by their very nature, are out of the MLS loop. Expireds, well, like outdated milk in the supermarket, they’ve been taken off the shelf. So, where do you find these juicy leads chock full of home sellers mired in limbo?
So Much Fruit, So Little Time
Many agents are familiar with REDX (the Real Estate Data X-Change), the digital masters of the FSBO and Expired data. They’ve got the golden fruit. All that stands between an orchard full of FSBOs and Expireds and you is the “ginormous” task of syncing up that data with your customer database and power dialer. Unless you have Mojo.
The Mojo 3-Line Power Dialer is the only power dialer that—with the push of a button—automatically synchronizes all the REDX data to your prospect database. And, the Mojo/REDX sync feature comes standard with Mojo. No extra charge.
Now, as powerful a tool as REDX is, it’s not perfect; it’s only as good as the data it receives. So, yes, John or Jane Smith are an Expired or FSBO trying to sell their home in Anytown, USA. But there are 10 John Smith and 9 more Jane Smith in Anytown.
So, using Mojo, you call the first one and inquire, “Are you the John Smith selling your home at 123 Easy Street?” If the answer is no, click “Not Owner” in Mojo and those Smiths are gone from your database.
Call on, and let’s say on the fourth or fifth call, you track down the right Smiths, just click “Owner” in Mojo and two things happen: All the other prospective FSBO/Expired Smiths are deleted from the database and, now that you have the right FSBO or Expired, you can click on the Property Tab in Mojo and boom—there’s the full MLS agent listing giving you everything you need to mold your pitch to Mr. and Mrs. Smith. You can talk intelligently about the property itself, reference the previous listing agent if there was one, and explain why you are the best agent to find the Smiths, the buyer they so very much want to have.
Want to learn more? Pick up the phone and give us a call (877-859-MOJO) or click here and we’ll call you to let you know how to marry up Mojo with REDX and get the job done for the Smiths and the Joneses and any other FSBO or Expired in your territory.
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 deals—which isn’t often enough because Ribak’s Tropical Realty of Suntree in Melbourne, Florida, wrote $8.3MM in contracts during March 2011.
Ribak is somewhat unique in the realm of real estate agents. Whereas most agents practice a seller-based, cold-calling approach, Ribak’s business, thanks in large part to his phenomenal success as an Internet marketer, is buyer-based. His Internet marketing savvy generates inbound leads (about 43,000 and counting) of people looking to buy property along this prime piece of Florida coast.
To follow-up on all those leads, Ribak fields a team of 3 lead conversion agents (LCAs), agents whose job it is to do nothing but follow up on inbound leads and convert them into Brevard County buyers. To do that, since November 2010, Ribak uses Mojo’s Triple Line Power Dialer. The impact it’s had, Ribak says, has been nothing short of amazing.
“I was getting ready to hire three more LCAs because we weren’t making our numbers in terms of the daily contacts we wanted,” Ribak explains. “Then, I decided to try Mojo instead. The team of LCAs fought me tooth and nail, but I decided to go ahead and give it a try.”
Now, instead of being able to make 50 calls a day with 15 contacts and 35 messages left on voicemail, each LCA is getting 250 to 300 calls a day placed with 30-plus contacts using the Mojo Dialer, Ribak says. If you ask his LCAs how they feel about Mojo’s triple-line power dialer now, “They would never go back,” Ribak says. “Their productivity is through the roof, and instead of spending $1600/month plus commission per LCA, I’m spending just $450 a month with Mojo and doubling our contact results.”
And, maybe it’s no surprise, but now that Ribak has connected the Mojo Dialer into his CRM system and customized it to work the way he wants it to, that $8.3MM sales figure for March, well that’s double their average monthly sales of $4MM too.
Ribak didn’t shop around before he licensed the Mojo Dialer. “I’m the kind of person who knows exactly what he wants, goes into a store, buys it, and leaves. Mojo offered everything we wanted. I can put multiple agents on each LCA license. They use copper line technology that eliminates that annoying lag time other power dialers use that telegraph a sales call and the folks at Mojo are great to work with.”
“Mitch teaches brokers and agents all over the country via the Real Estate Success Network. Topics range from capturing more internet leads to effectively mining your current database for results. For more information, visit the Real Estate Success Network website www.therealestatesuccessnetwork.com”
When the going gets tough, it’s said, the tough get going.
Jeff Silva, nice guy that he is, knew that as the economy—and along with it, real estate sales, in particular—began to tumble, it was time to get tough and turn up the heat on cold-calling. If he was going to continue to produce listings and close sales anywhere near the volume he did in the ‘good old days’ when selling houses was more akin to shooting fish in a barrel than today’s challenging environment, something had to change in the way he conducted business: He got the Mojo dialer.
One of the tools Silva enlisted to help him prevail where others floundered or failed was Mojo’s dialing and lead management software applications. A nine-year real estate veteran, whose territory includes Blue Bell and King of Prussia, Pennsylvania, and the Philadelphia area on the Pennsylvania-New Jersey border, Silva averaged about 140 units in sales both this year and last. He used to cold-call using two phones and two hands. The process was tedious at best, and tough on the dialing fingers, at worst. His two-fisted approach yielded about 100 calls a day.
About two years ago, Silva decided to try an auto-dialer. He cycled through two other applications before finding his “Mojo.” One application, talked a good game but never really got off the ground, Silva remembers. The other application was so complex, he quickly abandoned it. “What I found with Mojo was that it was easy to implement, easy to learn, and easy to use,” Silva explains. “I didn’t have to load lists, create campaigns, or take time to set up a bunch of weird settings. With Mojo, I was up and running in a day.” A day for Silva and his team (he takes a team approach, using full-time assistants to handle marketing, listings, closings and office management) now nets 300 to 400 calls generated by Mojo’s three-line dialing system. “We are literally three to four times more efficient now at cold calling. If I had to go back to manual dialing, I don’t know what I would do,” Silva says.
Not only does Mojo increase cold-calling volume, but Silva also leverages the host of features the application provides. “If I get a voice mail or answering machine,” Silva explains,” I just click a button and Mojo leaves a prerecorded message for me. If I need to send someone a follow-up email, the system has the templates pre-loaded. I just load my email settings into Mojo. Then, all I do is click the email button and Mojo merges the data, inserts the client’s name, addresses the email, and sends it off.”
Mojo Voice gives Silva his own set of local dial-out numbers making it more likely people with caller ID will answer the call and, it lets him automatically delete numbers of those who want to opt out. “No point in calling people who don’t want to talk to me,” he says.
Mojo has made the difference, Silva explains, between sustaining pre-recession volume and, as happened to less-fortunate real estate agents, falling off a proverbial cliff. Silva even uses Mojo’s mobile app. “I’ve set appointments, gotten listings and made sales; all while driving around or out-and-about town.
“The people at Mojo have been great to work with,” Silva says. “They’ve been extremely responsive to our unique needs in real estate. They listened to us and develop the products based on our input and feedback.” Consequently, Mojo delivers and delivers promptly. “It’s simpler than it looks,” Silva explains. “If you just take a little time to figure out how it works, you’ll be up and running the first day.”
We asked our friend Neil Schwartz to get candid with us about why some Real Estate agents prosper and why some flounder. We knew it took dedication and the willingness to ‘go after it’ but it’s more than that, Neil has passed us along 5 of the traits that don’t help you succeed in Real Estate and gives great advice about ‘Going to work to work’. ~Enjoy!
Most agents come into the real estate business with energy, enthusiasm, and high hopes; some do great, while others leave the business disappointed and depressed. It is very disheartening to see agents leave the business. In my over 30 years in the business I have learned that working as a real estate agent is very different from a “normal” job. I have noticed that many of the agents who leave the business share some “traits;” below I discuss those which are most prevalent and costly.
1. No Structure and Lack of Discipline
If you had a conventional sales job paying you eight thousand dollars a month how much would be expected of you? What activities would your boss expect of you? Would you have to work 5 days a week, at least 8 hours a day? Would you have to come in on time? Would you need to know your product, the competition and what to say to get things sold?
Some agents come into this business and forget that they have a “job.” Because they don’t have a “boss” telling them what to do and holding them accountable, they do not set a schedule and/or fail to stick to it. Successful agents keep in mind that they are their own bosses, they set a schedule for themselves and abide by it, just as they would if they worked in a “conventional” job. Successful agents make sure that they preview properties and prospect. They follow up with their leads and know their scripts, dialogues and how to handle objections. Since you don’t have a “boss” other than yourself, you need to be disciplined and self motivated. You have to let others know that just because you don’t punch a time clock, you still need to be at work, you cannot always be available to pick up the dog food or take Aunt Sally to the doctor.
2. No Systems
Successful businesses have one thing in common, systems. Systems allow a person or a company to create predictable and “duplicatable” results, because agents don’t have a boss who tells them what to do to earn money, they need to set up their own systems. Successful agents have a structured outline of their day, week, month and year. The more detailed the plan the more effective and efficient they are.
Real estate agents must create systems for:
• Lead generation
• Lead Follow up
• Listing appointments
• Buyer appointments
• Negotiating contracts
• Pending Transactions
• Tracking Numbers
• Practicing/ Role-play
3. No Accountability
Without a traditional “boss” there is no one to hold you accountable; oftentimes this causes agents to be easily distracted, confused, unsure and uncertain about getting work done. Agents need to stay focused on their goals and hold themselves accountable for working their schedule. If you’ve committed to making 40 contacts during a prospecting session, hang in there, don’t stop at 39, and remind yourself that quitting is not an option. Many successful agents “make bets” with themselves or other agents to keep them on-track. Some write multiple checks to their least favorite cause, competitor, or rival political party, place them in a preaddressed and stamped envelope and send it out if they fail to complete what they set out to do.
4. No Ability to Anticipate the Market
Wayne Gretsky was one of the greatest hockey players of all time. While everyone else skated toward the puck, Wayne separated himself the rest and skated toward where the puck was going to be next. In a market that constantly fluctuates, successful agents pay attention to what will happen a few weeks or months from placing themselves in a powerful position. Anticipation is a skill that gives you the confidence you need to close more of your appointments and get homes sold.
5. Not Being Honest with Themselves
Successful agents are honest with themselves. If you only make a few calls during your prospecting hour, but you tell your broker/coach that you’ve done more, who are you really hurting? If you find yourself telling yourself what you want to hear, you can’t expect improvement. Remember, you are where you are because it is okay with you.
This market is difficult and competitive, in order to survive; you need to work harder than your competition. In order to do this, you need have structure and discipline, powerful systems in place, strong accountability, skills to anticipate the market, and to be honest with yourself. Every agent who walks in the door is capable of doing the work necessary to succeed, the ones who succeed work harder than those who fail.
What do you need to work on? Make the commitment to start working on it today, put it in your schedule for tomorrow, and the next day, and the next day…
What 2 or 3 things will you commit to change before the year ends?
Neil Schwartz has been in the real estate industry for over 30 years. He is the broker of Century 21 Masters, the #2 Century 21 office in the Nation. He blogs on neilschwartz.net, providing valuable information to agents regarding sales training, real estate marketing, social media, and technology.
We wanted to find out if sales people were still using scripts while prospecting by phone. We polled our customers and were surprised by how many of our users were on the fence about using them. We wanted to get to the bottom of why sales people often hesitate to use scripts while prospecting and who better to ask then the man who wrote the book on cold calling, Dirk Zeller. Enjoy!
In the last 10 years I have spoke to hundreds of thousands of sales people on 5 different continents. There are many differences but there seems to be one truth for most salespeople, they don’t like scripts. When faced with the question why, the answers are not different…
“They sound canned”
“They are not me”
I am sure you might have a few of your own you could insert. The list is longer for the people who are against scripts, than it is for those that are for them. The fascinating thing about salespeople is that it is not the case for other high paying professional careers. Most professional careers have some form of scripts they use to perform. My older brother for example, is a professional musician. He has a vast array of instruments he plays but his main instrument is his voice. His script is the vocal score that he is performing. He would never consider performing without having a script or musical score. He would always practice extensively that script or musical score, so much that he would internalize and memorize each note, tone, delivery, pace, volume and nuance of the performance.
How much practice have you done on your performance scripts? Your initial call scripts, ad call, sign call, website call, floor call, lead follow-up call, calling around listings and sales, referral call, expired calls, FSBO calls, qualifying calls. What about your listing presentation, price reduction, offer presentation, repair negotiation, buyer consultation, showing property presentation, contract writing, buyers remorse discussion, want to think it over or stall? I have just highlighted a few that happen with regularity to most real estate sales people if they are engaged in the business. I ask you again how much time do you invest in your performance scripts?
Professionals in all walks of life who are successful use and follow scripts to do their job with excellence. If a professional football team runs a play to get a touch down, the play is merely a script that they have practiced to win hundreds of times. The attorney, who crafts her arguments in advance before she goes to court, then delivers those arguments to win the case, that’s a script. The pilot that runs through their safety checklist before take off to ensure the plane is safe for all passengers is following a script to guarantee safety.
A sales person who either follows someone else’s proven scripted process of success to create sales or takes the time to craft, practice, test adjust, and perfect their own is truly a champion in the field of sales.
Next time that someone says the word script I would hope that rather than your body having the negative reaction that it has had in the past, this time it has the response that scripts are my friend! Sales scripts are the glue that a professional salesperson uses to hold onto a prospect, to make a sale.
Dirk Zeller- Real Estate veteran, coach and best selling author of ‘Telephone Sales for Dummies’
For more information about Dirk and how his company, Real Estate Champions, can make a dramatic impact on your business, please visit their website today www.realestatechampions.com
OK, so we all agree that there is no magic formula to improve your real estate sales performance.
It’s a simple equation:
MORE LEADS = MORE SALES CALLS = MORE APPOINTMENTS = MORE DEALS
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?
For FSBO listings, it requires checking newspaper and on-line real estate ads daily and then manually cross-referencing if it is a duplicate lead from weeks or months before. For each expired listing harvested from the MLS, agents have to monotonously repeat the following five steps:
1. Cross check against the MLS Actives and Solds to see if it is relisted or sold.
2. Look up homeowner information on tax records.
3. Go to online people search companies and do a search on homeowner’s name, property address, and mailing address. Some searches require fees for each piece of information.
4. Cross reference phone numbers against the National Do Not Call Registry.
5. Check their own note system to see if they previously connected with the homeowner.
Pretty dizzying, huh?
Real estate agents tell us it can take an average of 5 to 15 minutes to research contact information for each expired listing. That’s a lot of time and energy just to verify if the phone number is worth calling, especially since many of those calls may result in a 15 second conversation or hang-up.
When you are playing the numbers game, it makes sense to reduce the aggravation ratio. The less time you spend vetting numbers, the more time you spend talking to actual people. After all, phone numbers don’t make any purchasing decisions.
Real Estate Data X-Change (The REDX) is an expired and FSBO listing research company in the United States. They mirror our philosophy that sales people need to be spending their time selling, not pressing buttons or clicking the mouse.
Heck, you can’t get carpal tunnel syndrome from talking!
We recently caught up with Renita Dastrup, REDX’s director of business development. In this brief Q & A, she explains why REDX and Mojo are the best combination since peanut butter and chocolate.
Q: Have you gotten any feedback from real estate agents regarding their stress levels?
A: The most common feedback is how we make life so much easier by doing the menial task of look-up so that they can focus on making connections with people. Many agents say that after spending hours looking for information, they are drained of the energy needed to make the call. Many agents have a fear of dialing the phone (call reluctance) and having the REDX system allows them to focus on connecting with the homeowner on the other end.
Q: So how does Mojo fit in as a logical extension of REDX?
A: Mojo is a perfect solution when it comes to agents with call reluctance. It’s amazing how just the simple task of dialing the phone will cause procrastination. It’s like trying to give yourself a shot — it’s so much easier and quicker to give the nurse your arm and brace for the pain, and when it’s all over, it wasn’t that bad! For the agents that don’t have a problem with making phone calls, they can make so many more calls then if they were to just dial the phone.
Q: Why do you recommend Mojo to your clients versus other competing services?
A: We are already set up to export to Mojo so that makes it easy for the agents, plus Mojo has the ability to recognize when a lead has re-listed and stops the agent from making a call that won’t lead to a listing.
Sometimes we refer to prospecting like panning for gold. REDX narrows the mountain down to a manageable pile of dirt that has the highest potential for a golden return. Mojo would be like a sieve that would help you sift through the dirt faster!
Q: How does the bad economy play into the prospecting equation?
A: Many coaches and trainers are saying that in this economy back to basics is essential, and prospecting is the number one activity an agent can do to get business. REDX and Mojo both are productive tools that help get the agent out there in front of prospective clients and use their time wisely.
(To learn more on how Mojo can dramatically improve your real estate prospecting in this tough economy, click here.)
Here are some statistics on Expired listings:
(Source: The RedX)
Some facts related to Mojo:
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.
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 Sold’s. You and I both know, this is not the case.
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.