Real Estate prospecting time is precious, and if you don’t zealously protect that time, there’s no shortage of people who want to take it away from you.
That’s why Keller Williams Realtor Jason Morris developed the habit of not looking at his phone or email every morning, when he has a standing appointment with his Mojo Dialer. He sets his phone on airplane mode every night when he goes to bed so none of his emails, texts or voicemails pop up on his screen as a distraction.
“You have to teach yourself to protect your headspace,” says Morris, who sells homes in the Middletown, Delaware area. “You have to be mentally present to talk to strangers with confidence. I no longer let anybody have access to my time prior to noon. That time is 100 percent reserved for the primary task of the day – prospecting.”
“I don’t check my messages until my prospecting is done. This freaked me out early on because I was afraid I was going to miss something. But the reality was that there was seldom anything to miss to begin with. The habitual checking only served to foster stress and procrastination,” he says. “If you don’t have any drama bombs dropped on you first thing in the morning, it frees up your mindset to do these calls. By cutting yourself off from those information sources, you’ve already won most of the battle!”
The Middletown, Delaware area is a fast-growing market driven by the state’s affordable home prices (the same $300,000 house here fetches $500,000 or $600,000 in New York), low property taxes and no sales tax. It has become a very desirable area for new retirees and commuters to Philadelphia, New York and Baltimore (otherwise known as ‘Super Commuters’ who want higher salaries and cheaper homes).
“Traffic is pretty light here,” Morris says. “From Middletown, you can take a 20-minute car ride to get to the Amtrak and take the rail into the city. You can get to New York in an hour and a half. A lot of nurses do it. They do four 10-hour shifts and spend three days here. Philly’s only a 45-minute commute.”
“Much like the national trend, our market bottomed out around December 2012 – that was the turning point – and it’s been coming up since then. We’re seeing bidding wars and rapid price increases. It’s definitely becoming a stronger and stronger seller’s market. Inventory is low and we’re having a tough time finding houses for the number of buyers who are in the market,” he adds.
Morris runs a core 5-person Keller Williams team that includes himself (listings side), his wife Nancy (oversees buyer team), two buyer’s agents, and a closing coordinator. The team also is supplemented with outsourced help from receptionists, marketing assistants and additional phone salespeople.
The team currently sells about 100 homes a year in the $225,000-$400,000 range and 80 percent of its business is within a 12-minute drive of the office. (Here’s an interactive Zillow map of the homes they’ve sold over the past year.)
“We’re now at a plateau,” explains Morris. “When we first started Mojo (in 2012), we were adding 20 to 25 sales a year. We went from the low 20s to the mid-40s to close to 70 and then we hit 100. But we just haven’t been able to get beyond the 100 pace. The reason is staffing. We have some bottlenecks in terms of efficiency. So we’re changing things to fix our efficiency issues.”
Morris now hires a second company (that also uses the Mojo Dialer) to do all its circle prospecting calls – looking for sellers aiming to sell their homes over the next 12 months. This allows his internal team to focus primarily on follow-up nurturing calls.
“This will allow us to ramp up again,” he says. “We have an in-house person do all of the nurturing – the warm interaction – up until they are ready for an appointment and only pass those leads off to an agent once they’re ready to sell the house. That way we can actually have our agents doing three listing appointments a day versus three a week.”
Using Mojo for their nurturing calls, the team has found that the Mojo Dialer “squeezes out all the dead time” from working the phones. Here’s a breakdown of why:
“The huge firepower that Mojo brings to the table allows us to have such an abundance of leads each morning that we don’t have to chase people in the evenings or the weekends,” Morris says. “I never have to work on the weekends. Our staff on the buyer’s side does, but on the listings side, I can work a regular 9-to-5 day and be home everyday by 6 to be with my family.”
On the buyer’s side, the team also uses BoomTown for web lead generation and their primary CRM – a business practice that predates the team’s use of Mojo. Now that Mojo is fully integrated with BoomTown, the team can instantly import their live leads into the Mojo Dialer as they come in.
“This was the change that got my entire team using the Mojo dialer,” says Morris. “It was kind of a ‘teaching old dogs new tricks’ thing. They had been reluctant to try the Mojo Dialer because they were so attached to Boomtown and didn’t want to have to manually copy over the data. They found it easier to dial those calls on their cell phone. But once Boomtown connected to the Mojo dialer, it was a no brainer!”
No matter how successful or accomplished they may be, every professional occasionally hits a rut and finds it challenging to maintain his or her peak performance everyday.
According to Morris, finding inspiration is a skill that has to be practiced and developed just like any other job skill. “There’s motivation all around you. If you go into YouTube and type in “motivational videos,” you’ll find thousands of these short 3 to 5 minute clips that are amazing for getting pumped up about your day.”
The video doesn’t need to be directly about real estate. One of his favorites is called Mindshift, a montage of quotes about pushing yourself and tapping the most out of your talents:
Whether it’s images of people enjoying a luxury lifestyle or training scenes from the latest Rocky movie, make your own YouTube playlist so you can keep going back to the videos that you find most inspiring.
“Once you’re in the right mindframe, you’re ready to make that first call,” Morris notes. “And once you make that first call, momentum takes over!”
Would you like to share your real estate prospecting stories? Send us a note at Info@MojoSells.com and let us know how Mojo is helping you be more successful!
Remember that famous “You Had Me at Hello” scene in that Tom Cruise and Renee Zellweger movie, “Jerry Maguire?”
It turns out that those lovebirds were unintentionally sharing critical advice to real estate agents who depend on prospecting for new clients.
A new study by Glasgow University in Scotland and Princeton University have determined that it takes only 500 milliseconds (or a half-second) to make a positive or negative impression on the telephone. Researchers have found that people will judge how trustworthy you are — whether you are worth their time — within the first syllable of the word “Hello.”
According to the London Daily Mail, researchers played recordings of different voices saying “hello” and asked study participants to rank them on 10 personality traits including trustworthiness, dominance, attractiveness and warmth.
From the Daily Mail:
“The study found that males who raised their tone and women who alternated the pitch of their voices are seen as more trustworthy.
Dominance is partly indicated by lowering the pitch, but more so by changes in ‘formant dispersion’, which are adjustments of your voice caused by the structure of your throat.
The fact that the human mind is capable of coming to these conclusions so quickly and irrespective of visual cues implies that this is an ability that may have evolved in our recent history when decisions on who to trust and approach were crucial to our species’ survival.”
Researchers say their results may influence how businesses approach communicating with strangers who are not face to face, even in the situation of a train conductor making announcements to passengers over a loud speaker. Of course, the implications for anyone who makes sales calls are tremendous.
While it might be common sense that using an upbeat tone of voice versus a deep authoritative one is more friendly and engaging, there may be other factors determining how you are judged that are not immediately obvious.
Some popular auto dialers on the market today have a brief but awkward delay between the moment a person picks up the phone till they hear your friendly voice. From the other end of the phone line, that silence is considered annoying and instantly telegraphs this undesirable message: “I am being called/bothered by a robot.”
In the words of New York real estate broker Ray Cooper — whom we recently featured for his success using a treadmill desk for prospecting — those technical lags in your daily calls should be unacceptable.
“That One-Mississippi delay throws everything out of synch,” he revealed. “If I’m going to dance with you for the first time, I want to make sure that I’m not stepping on your toes.”
Mojo’s Triple Line Power Dialer makes sure that real estate agents aren’t stepping on potential customers’ toes. Homeowners hear your voice the instant they pick up the phone.
Mojo first pioneered “First Hello” technology in the power dialer market. In fact, we’re the only copper-line, analog multi-line power dialer on the market today — maximizing your prospecting efficiency with up to 300 dials per hour while helping you make the absolute best first impression.
As for how you say “Hello,” that’s totally up to you!
(Learn more about how Mojo can help you talk with more prospects, better nurture your leads, stay organized and be more productive!)
If you’re a successful real estate agent — or on your way — you probably treat all your prospects and clients like celebrities. But admit it: Wouldn’t it be fun to occasionally help a famous client sell their home?
For starters, check out baseball star Randy Johnson’s palatial three-story Mediterranean-style home in Arizona, where he helped lead the Diamondbacks to their first World Series victory in 2001. Johnson, nicknamed the “Big Unit” because of his 6’10” height and menacing pitching style, also likes big living spaces to stretch out his arms.
Here’s how the Wall Street Journal describes a few customized features of his dream home, which is about to go on the market for $25 million:
“The room that currently serves as Mr. Johnson’s office has wood-paneled walls, an adjoining poker room and a window that overlooks a three-car display garage for collectible cars. (There is also a separate eight-car motor court.) Other amenities include a sports-memorabilia display room, a pet suite with a washing station and a play area and a game room with a Western-themed billiards parlor and bar.
On the lower level of the home there is a 20-seat movie theater with stadium-style seating, a working ticket booth and a marquee. The home also has a recording studio, a separate stage with lighting and sound equipment and a collector’s musical instrument showroom, which currently displays guitars.
The property includes a 1,746-square-foot separate fitness facility with a locker room and showers as well as a tennis court. There is also a swimming pool with a two-story water slide.”
Realtor Robert Joffe of the Joffe Group (Berkshire Hathaway HomeServices) told the Journal that the Johnson family was looking to downsize now that two of their four children have grown and moved away from home.
If you’re looking for more modest baseball-themed quarters, All-Time Hit King Pete Rose just sold his six-bedroom digs in Sherman Oaks, California:
Rose, a star for the Reds, Phillies, and Expos, who is best known for his gambling problems, made a handsome profit on the property. He bought it with his second wife, Carol, in 1999 for $913,500, and sold it last month for $1.96 million with his new fiancee Kiana Kim.
Land, of course, is more scarce in California than Arizona. Rose’s 4,700 square foot home sits on only a quarter acre (compared to Randy Johnson’s five acre yard). The Big Unit probably has less tolerance for nosy neighbors, as he did not star in his own reality show.
Lastly, if you’re a real estate agent who always wanted to be a professional athlete, the good news is that this also happens the other way around. There are baseball stars who want to be you!
According to Forbes, former Red Sox, Angel and Mets slugger Mo Vaughn has found a second chapter of success as a real estate mogul.
Vaughn, the 1995 American League Most Valuable Player, started his real estate investment and management firm, Omni New York, with three employees and has turned it into a team of 400 employees overseeing 8,000 properties.
The secret to success, he told Forbes, is surrounding yourself with smart people. “You are who you are around,” he says.
Sage advice. We’re in the technology business and know that no matter how powerful our real estate productivity tools are, they can only be as good as the people using them.
(You’ve heard of the Triple Crown in baseball? Check out the Triple Line Autodialer, the Mojo calling productivity tool that will make you the MVP of Real Estate Prospecting!)
If South Florida real estate agent Lee Rosa sounds overly dramatic about his Real Estate Dialer, you’ll have to forgive him. He still vividly recalls the clumsy days of dialing prospects by hand.
“You know that scene in ‘Pulp Fiction’ where they open the suitcase and there’s a shining bright light? Well, Mojo spoke to me. Everything came together at that moment,” recalls Rosa, of RGT Real Estate Services, a Keller Williams affiliate serving Broward, Dade and Palm Beach counties. “When I first started, I used to have two phone lines with two headsets and I’d cross names off my list with different color highlighters in each hand.”
Follow up is one of the most overlooked pillars of lead generation. Everyone has excuses why they don’t complete it. Our favorite excuse is the notion leads either close on the first call or they are a waste of time. This is our favorite because we have seen agents ring the bell prospecting on the phone, setting appointments left and right, because two days earlier, another agent got the prospect primed but never followed up with them. Believing follow-up is a waste of time is something that costs people money and it is what keeps your competition busy with appointments that lead to appointments and sales. At Mojo, we understand how important lead follow-up is. When we designed the new Mojo Dialer, we wanted our customers to complete follow-up tasks as easily and effectively as possible, making it so simple there would be no excuse to ignore it.
Today’s activities overview is found on the Mojo home page and displays all activities due and completed for today. We display appointments, to do’s, follow-up calls and call backs not yet been completed. As you complete your follow up tasks, we indicate you have completed them. This is a great snapshot of your follow-up progress.
The phone calls action button prompts the user to create either a follow-up call or a call back.
1. Scheduled follow-up calls are placed on the users calendar on the day the call is due. Alerts do not pop for these calls as they are not time based. Users simply click on the follow-up calls link in Today’s Activities Overview and Mojo will present them with a list of follow-up calls due.
2. When a call back is set, the Mojo dialing system will automatically pause the users power dialing system and feed in the call back. Once the call back is completed, the user will automatically resume their power dialing session. If the call back is set when NOT logged in to the Mojo dialer, the user will receive a system alert when the call is due.
The appointments action button prompts the set appointment pop up where the user selects the date, time and duration of the appointment while also giving the appointment a title and description. When the appointment is set, the appointment is added to the users Mojo calendar and a system alert will notify the user of the appointment when it is due. Additionally, the Mojo on the Go! iPad application will also alert the user of their appointment.
The To Do’s action button initiates the Mojo task creation pop up where the user can create a new task, give it a description, assign it to any user on the Mojo dialing system and set the date for the task to be completed. These tasks show in the Activities Due Today console and show in the activities area of the contact associated with them, when due and completed .
That wraps up this post on the importance of lead follow-up and how Mojo makes it easy. If you’re in the market for a dialer, make sure you have all the tools necessary to ensure your success on the phone; make sure you subscribe to the Mojo Dialer!
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!
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.
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.
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.
So Jose Canseco, the man who brought disgrace (and honesty) to professional baseball and himself with the steroids scandal, was supposed to fight fellow tarnished star Lenny Dykstra over the weekend.
Dykstra, the former Phillies and Mets outfielder, was nicknamed “Nails” not for his beautiful manicure, but for his reported toughness — the kind of toughness that might delude you into thinking that you can fight someone twice your size.
Well, it didn’t happen. Nails didn’t show up.
He’s got other things to worry about though — like bankruptcy and cocaine, grand theft auto and indecent exposure charges. Prison time is almost certain when the authorities get around to it.
As for Canseco, the ex-slugger overinflated by illegal doses of human growth hormone, he’s been financially drained by two divorces and recently had his primary home foreclosed upon. In 2008, he walked away from his 7,300 square-foot mansion in California when he decided the $2.5 million mortgage was too much of a burden.
“You know my life, this financial thing, is a very complicated issue,” he told the TV show “Inside Edition” after the housing loss. “Obviously, when you make all that money, people think, `OK, let’s assume it is $35 million.’ People have to understand that $35 million, you’re paying the government 41 percent. That leaves you with about $17 or $18 million, not even. Then you’re taking care of your whole family.”
So how does this happen? How does “not even” $18 million become a tight budget to take care of your family?
But Canseco and Dykstra are hardly the only fame-starved celebs willing to get bruised for a few bucks.
If you’re the rubbernecked type who likes to slow down at car accidents, consider the “celebrity” fight staged over the weekend pitting Amy Fisher, a.k.a. “The Long Island Lolita,” against Nadya Suleman, a.k.a. “The Octomom.” Fisher is notorious for trying to kill the wife of her lover Joey Buttafuoco in the early 1990s and spent seven years in prison. The Octomom, of course, has made a mockery of fertility treatments, increasing her family size from six to 14 children with just one pregnancy.
We’re not going to tell you who won, because that’s not really the point.
The takeaway message here is “How do I NOT become them?” How do I not become so desperate for income that personal safety and integrity get sacrificed for short-term gain?
Of course, you know the answer is Mojo.
It doesn’t take courage to beat someone up or get beat up. It takes courage to overcome call reluctance, that butterlies-in-the-stomach feeling we all face when we do cold sales calls over the phone. Whether you are selling real estate, automobiles, insurance or financial services, The Mojo Mojo Power Dialer helps take the stress out of the process.
Blasting out 250 calls an hour, the system’s First Hello technology allows you to speak to a prospect when they first pick up the phone — meaning they won’t be agitated by the feeling they are talking to a robot.
Mojo’s lead management software automatically guides you through the process of following up with your qualified or targeted leads and turning them into customers. Each time you use Mojo or Mobile Mojo, there’s no guessing. The system tells you who you’ve already called, who you need to call, and who you need to follow up with.
It continuously separates your data stream into Hot Leads, Warm Leads, Cold Leads and Customers, so you can devote the appropriate resources to the prospects with the greatest potential for success.
With Mojo’s help, you’ll develop the discipline and persistence necessary to thrive in any kind of sales. There’ll be no need to have to fight for your lunch ticket — unless you really want to.
There are some sales pros who actually would be fun to watch in the ring. If you haven’t seen Keller Williams real estate agent Deric Lipski in action, for example, you owe it to yourself to see how endurance can be one of your greatest assets!
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 firstname.lastname@example.org)
Brockton, Massachusetts calls itself the “City of Champions” because it was the home of boxing greats Rocky Marciano and Marvin Hagler.
It’s also the turf of Keller Williams real estate agent Deric Lipski, a Mojo user and salesman who describes his prospecting calls with the hyperbolic language of a ring announcer. Consider the title of his most recent YouTube video, a sample of his phone rapping skills for other agents to observe and learn:
Deric Lipski vs. a Really Tough Expired Cold Call LIVE!!!
Yes, you can almost hear the announcer echoing throughout a packed arena.
In the video, in which we think Deric kind of resembles Adam Sandler if he were to star in a real estate prospecting comedy, the agent records a real call where he has reached a frustrated homeowner who has taken his unsold house off the market.
The prospect, a married Massachusetts man named Jim, is reached on his cell phone in his car. Jim tells Deric right away that he is sick of taking calls from annoying real estate agents hovering over his expired listing like vultures.
Deric is unfazed. In a confident, conversational tone, the Realtor keeps talking. He asks Jim about his previous agent and why he thought that person failed to close the deal. “Most good homes don’t sell the first or second time around,” he says. “You said that your wife picked the first agent? Is it fair to say it’s now your turn to pick the agent?”
Jim says he wants to get off the phone. He repeatedly says he doesn’t like to talk on his cell while he’s driving. He says he needs to talk to his wife before even considering putting his $475,000 house back on the market. During three or four times in the conversation, it seems certain that Jim will hang up.
But he doesn’t. The conversation lasts an astounding 10 minutes 53 seconds and it looks likely that Deric will land an appointment to go to the home and discuss strategies for making the property more appealing to prospective buyers.
Deric hones in on Jim’s motivation to sell in the first place and learns he and his wife dream of moving to North Carolina for a more relaxed retirement. The pace is less stressful than maniacal New England, there’s no snow and the cost of living is much lower.
Hoping to set the stage for a price reduction, Deric suggests that the lifetime goals of relocating to North Carolina are much more important than a few thousand dollars sacrificed during bad market conditions. Will the sales pitch succeed? Will Deric sign up Jim and live up to his nickname “Mr. Sold?”
We don’t know. But what we do know is that this phone call is a beautiful example of how to deal with call reluctance.
Yes, prospects get tired of “people like you” calling them all time. So don’t be like them. Focus on what they care about and your commission will follow.
Every agent has their own personality and style, but it’s very likely you’ll pick up a few tips by watching Deric’s demo:
Recognize these famous eyes? They belong to someone who could spot a cheap knock-off from a mile away.
American patriot Ben Franklin would thrive in today’s soundbite-a-second media environment. His Poor Richard’s Almanack — ripe with financial and life advice — is still hailed by Berkshire Hathaway’s Charlie Munger (Warren Buffet’s partner) as the blueprint for success. His quotes have also inspired novelty beer bottle openers and talking action figures.
One of my favorite quotes that applies to real estate prospecting and insurance prospecting is “He that would fish, must venture his bait.” Those eight words sum up the patience required to convert cold calls or qualified leads into sales — whether you are painfully still doing that fishing manually or taking advantage of the Mojo Triple Line Power Dialer.
Franklin is also widely attributed to another one of our favorite quotes, although the true origin of the words remain uncertain.
Here’s the wisdom:
“The bitterness of poor quality remains long after the sweetness of a low price is forgotten.”
We’ve recently become aware of a few unscrupulous knock-off companies who are offering cheap imitations of Mojo products at much lower subscription rates. We know this because inevitably these customers who thought they were getting a good deal were hoodwinked and shared their horrifying experiences with us. Some of these dishonest companies are slandering Mojo by name via social media sites and we feel it is better to give our customers the real scoop rather than get bogged down in the mud.
Beware: Those cheapo depot lead management software and auto-dialer companies are NOT offering the same features or technology deployed by Mojo. It’s the difference between an iPod and the cheap MP3 player you might win at a carnival or from one of those crane machines at the arcade.
So here’s what to watch out for when you are comparing Mojo with the cheap pretenders:
* THEY use VoIP technology because it is inexpensive to run and has inexpensive telco charges. But that savings also decreases call quality and first-hello technology, taking advantage of that critical moment when a human voice first answers the phone.
* MOJO uses copper line technology. This is a more expensive service for us because it requires many more servers versus a single voice and data server that our competitors use. We do this because the connection rates on ‘pickup’ are instant and users hear the first hello. Also, by dispersing our load over many servers, users take advantage of servers that are not overloaded.
* THEY use overseas technical support staff, leading to frustrating encounters with inexperienced help reading from a script. Not to mention occasional language and communication barriers. There is dramatically less problem resolution because there are no decision makers on the phone with the customer.
* MOJO insists on hiring American technical support, but not only that, ALL of it is in-house here at our New Hampshire company headquarters. We are able to strictly monitor quality control, escalate problem tickets and deal with level 3 issues promptly. We also have no communication issues due to language barriers.
* THEY have no online support. What else needs to be said? You work flexible hours based on your own schedule and needs. Without any after-hours support, your business is frozen if you have an issue with your system.
* MOJO offers a technical support portal and forums where users can easily find answers to their questions. Using our Knowledge Base articles, you can troubleshoot your issues and make sure that business continues as usual!
Whether you are purchasing a meal at a restaurant, tickets to the ballgame, or a lead management system for your phone sales operation, it all comes down to “You Get What You Pay For.”
And with no contracts or annoying hidden set-up fees, we’re confident that Mojo’s $149 monthly subscription is the best value in the industry by far. That’s why we have our No-Brainer 7-Day Money Back Guarantee — an offer by the way that very few new customers bother to cash in.
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!”
If you’ve been doing phone sales for more than a day, odds are high that you have heard every possible excuse to get you off the phone as soon as possible:
“How DARE you call during ‘American Idol!'”
“How dare YOU call during my mid-morning snack!”
“How dare you CALL during the Super Bowl!”
“Would love to talk more about annuities, but my daughter’s dance recital starts in three minutes!”
“Can you try me back in a few weeks? I’m washing my hair right now.”
“I’m in the middle of sorting my baseball cards and Silly Bands. You caught me at a bad time!”
Well, timing is everything — DON’T call during the Super Bowl or Christmas or Thanksgiving (even if you have nothing else to do). But conversational tone means a lot, too. Very soon the Mojo dialer will be adding a “temperature” feature for you to label each cold or warm lead with a flame icon indicating their mood and attitude the last time you called.
Why is this important? Because HOW a customer says No or Maybe is often more important than the words themselves.
I know this is true and let me testify why from the perspective of an insurance policy customer. I despise my current home insurance company. Their rates are outrageous and they are still punishing me for a tiny stove fire that caused some minor smoke damage in my kitchen a few years ago.
About six months ago, a sales agent from Company B called me up and told me that they didn’t care about the burnt pasta pot and that it is time I stop being raked over the coals for it. They gave me a quote that would reduce my annual homeowner’s policy from $1,200 to about $800 annually. I checked the company’s references and it looks like they aren’t selling policies out of the back of a van. They have their name on a major sports stadium.
But in order to save that money, I would have to switch over my car insurance policy, too. I told the sales rep to call me back in a few weeks because I really was happy with my car insurance even though she could beat that quote, too.
Since that initial call, Company B has politely followed up three times — and due to some inexplicable sense of inertia, I told the sales agent that I wasn’t ready to make a move yet. But as I’m typing these words, I’m embarrassed. It is obviously in my best interest to switch insurance carriers, and only laziness has prevented me from doing so. Now, I’m going to call her back.
A quick sales lesson from my ridiculous experience: If customers don’t want you to call them and open their eyes to advantageous opportunities, they won’t be bashful about lecturing you. But if you don’t hear a hard “No,” you should keep calling back according to your sales action plan (sign up for our Facebook or Twitter feeds to learn how Mojo’s lead management software will soon help you STICK to your action plans).
John Petrowski, president of the Independent Health Insurance Agent Association (IHIAA), recently told Mojo that fear of being rejected or yelled at (“call reluctance”) is the number one reason why sales people fail.
“I can count on one hand the number of people who got upset at me,” says Petrowski.
That’s because many people have internalized the stereotype of the telemarketer who won’t take no for an answer, the caller who goes on and on with his sales pitch. Don’t be that person. If a prospect says they are not interested, take the hint and move on.
“You don’t get anyone mad with a ‘Have a Nice Day,’” he says.
The impact of “Call Reluctance” is so powerful that some psychologists have gone as far as calling it a “social disease.”
Sticking with the medical jargon, I’d say it is a disease closer to hypochondria. With a positive attitude, the frequency of rude responses you’ll get will be minimal. Because the reality is that MANY people really do want to hear from you even if they seem rushed or harried.
Now if you’ll excuse me, I have a phone call to make….
Two of the most powerful pitches any real estate agent can make are the Just Listed and Just Sold calls.
When you present someone with the opportunity to “pick their own neighbor” because you’ve just listed a property next door, down the street, or around the corner, it’s a proposition too good for most people to ignore. When you follow up “I just listed the Jones’s house,” with “Do you know anyone looking to buy a home in this neighborhood? Would you like to pick your own neighbor” you have everyone’s attention.
Similarly, nothing sells like success, especially local, close-to-home real estate success. So, calling a prospect and telling them “I just sold the Smith’s house down the street—and I got 90 percent of the asking price—is music, and money, to a prospective home seller’s ears and the Mojo Dialer with Lead Store makes this a reality for Real Estate agents all over North America.
But, without the right tools like the Mojo Dialer, the number #1 Triple Line Dialer available to Real Estate agents and access to the right data, calling into a neighborhood can be daunting task. That’s why Mojo developed, then perfected, The Lead Store with Neighborhood Search. For a one-time $199 fee, you not only get access to all the publicly listed White Pages and Yellow Pages telephone directory data in the U.S. and Canada, you can hone in on any neighborhood you choose.
The Lead Store with Neighborhood Search plugs right into your Mojo application and you can instantly find the phone numbers within a ½ mile radius of any Just Listed or Just Sold property you choose. Better still, for homes in the U.S., you can free-form plot any customized zone you want.
Is there a several block area of apartments on the fringe of your zone? Just cut it out of the search. Want to search the neighborhood by business code or some other customized cross-cut version of the data? Tell The Lead Store with Neighborhood Search and it will populate Mojo with all the numbers instantly.
In real estate sales, there’s no such thing as too much information; there’s only too much information and too few ways to access it. With Mojo and The Lead Store with Neighborhood Search, that’s no longer an obstacle to breaking your own personal best sales records with Just Listed and Just Sold calls. Now, if we could just come up with a way to let people pick their own relatives…
It’s true. Every once in a while someone calls you and says, “Let’s talk.” They want to buy a house, sell a house, take out an insurance policy, invest in their future via the financial instruments you sell.
But, no matter how good you are, how long you’ve been in the business, those calls are too few and far between to make a living at it. To succeed, in good times and bad, you’ve got to get up in the morning and start beating the bushes with the Mojo Power Dialer in search of those people who need your services but just don’t know it yet.
You can get by using a manual lead management system you’ve devised especially for you—that organized chaos you call a filing system where only you know where everything is…sort of, most of the time. Or, you could do what the best brokers and agents do—implement a lead management software application to power up your performance.
Here are 5 ways to make the most of managing your leads:
1. Automate, Accelerate
Paper has it place. It’s served mankind well for thousands of years, ever since the Pharaohs put their policies down on papyrus for most people to despise. But, paper is also extremely inefficient, especially when it comes to managing and growing a thriving sales practice. Jotting notes on pieces of paper, filing them (hopefully where you can find them later), shuffling them from one sales call to the next, doesn’t make sense (or cents) when you can automate your sales calls records, connect it to a power dialer and actually manage and cultivate your leads the way you can with lead management software applications.
2. Lose the Losers
With a robust lead management software application, you’ll be able to jettison those folks who do not now, nor will they likely ever, want to talk to you. Unqualified leads don’t do anyone any good. They’re a waste of your time and the people you’re needlessly calling. Using lead management software, you can parse your call results and file those dead leads away in a safe place, out of your way, yet, still close at hand should you ever decide you need to increase your odds in some bizarre game of telephone number poker and pull a couple of aces out of your electronic sleeve.
3. Make the Most of Your Data
Too much information, you’ve heard the phrase before. And, it’s true, we are inundated with information. But some of it, a lot of it, is valuable in your quest for the next hot prospect—if you can find it when you need it. Use lead management software to mine the gold nuggets in your data. Slice and dice the information to maximize the results of your time spent slogging it out cold calling. Lead management software lets you work efficiently; act on hot leads right away and follow up on the leads you’ve flagged as warm next.
4. Flex Up, Flex Down
Use a power dialer—up to three lines at once—when you’re casting a wide net; use a single line dialer and Click to Call capabilities when you’re nurturing your hottest opportunities. The best lead management software lets you customize your sales calling process to best suit the type of work you’re doing at any given moment.
5. Organize, Optimize
One thing the Mojo Power Dialer with Lead Managment does better than almost anything else is give your workflow logic. Organize your calls into categories: Hot lead, warm lead, not yet, dead lead. You’ll never sell to everyone, that’s a given. But, the ability to optimize the fruits of your labor to eliminate bad numbers, remove people who are on the Do Not Call list, or who otherwise will simply never lead to a sale is time saved. Time is money. And money is why you keep showing up and doing what you do, right?
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.
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.)
The Federal Trade Commission is suing three companies that have been making automated recorded phone calls to sell “worthless” credit card interest reduction programs, charging customers an up front fee as high as $1,495 and delivering zilcho.
Here’s a snippet from the official government press release:
“According to the three FTC complaints, Economic Relief Technologies, LLC, Dynamic Financial Group (U.S.A.) Inc., and JPM Accelerated Services (JPM), and related defendants made illegal pre-recorded robocalls to consumers, using names like “card services,” “credit card services” or “account services.” The robocalls allegedly claimed the defendants’ services could lower the interest rate on consumers’ credit cards. In each case, consumers who pressed 1 after hearing the automated call were transferred to live telemarketers who allegedly misrepresented that consumers could dramatically lower the rates on their credit card.
The telemarketers also said consumers would save thousands of dollars in a short period of time by lowering their interest rates and would be able to pay off their debts faster – for an up-front fee ranging from $495 to $1,495. The defendants then falsely stated that if consumers did not save a “guaranteed” amount – typically $2,500 or more – they could get a full refund of the up-front fee. However, after securing the fee, the defendants allegedly did not negotiate lower rates on behalf of consumers and provided few refunds to those who were dissatisfied with the service.”
Here’s the deal. Every time consumers get ripped off by sleazeballs using telemarketing technology, it makes all of our jobs harder. Getting robbed on the phone is certainly preferable to getting mugged on the street, but that is little consolation to these scam victims.
What’s more astounding is that companies are still choosing to use pre-recorded sales calls at all. Since Sept. 1, 2009, recorded sales pitches have been illegal with the exception of a few rare instances — such as the customer previously requesting such calls in advance (like that’s gonna happen!)
The reality is that sales calls are about building personal relationships and talking to machines is a total turnoff.
The reality is that targeted leads often welcome telemarketing calls, such as is the experience of stellar Arizona real estate agent Curt Stinson.
With the Mojo Dialer lead management software and the Mojo Dialer power dialer technology, you project the friendly human interaction as your first impression — even on the first hello. No robotic recordings.
The Mojo Dialer wiith lead management will make 250-300 calls an hour, constantly feeding you the live customers as they pick up!
Moreover, with no robot interaction, your sales staff will encounter far fewer hostile responses — making their work shifts less stressful and more productive.
Now if we could just invent a device to weed out the unscrupulous scam artists!