Why Delaware Realtor Jason Morris Puts His Cell Phone on Airplane Mode

delaware-house-morris

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!”

Delaware is a Fast-Growing Commuter’s Paradise

jason-morris-middletown-center

Downtown Middletown in North-Central Delaware, home of the annual Olde Tyme Peach Festival.

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.

Mojo Boosts Prospecting Productivity

Jason Morris Realty Team

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.)

zillow-jason-morris

“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:

  • If you were to make calls with a cell phone, you’d have to look up the phone number, manually dial the phone number, then wait for it to ring. You’re probably two minutes between attempts.
  • So if it takes two minutes to find a number, dial it and wait for a pickup or voicemail, and you have to do 10 of those to get a conversation, that’s 20 wasted minutes listening to the phone ring.
  • Mojo squeezes out the wasted time by finding the number for you, dialing the number for you and dialing multiple lines. Instead of spending most of your time twiddling your thumbs and waiting for a real person to pick up, you spend most of your time talking to prospects.

“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!”

Finding Motivation on YouTube

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!

WHY I USE MOJO – Florida Realtor Brad Kuhns on the “Sweetest Dialer Program He’s Ever Seen.”

Real Estate Prospecting with Brad Kuhns

Brevard County boasts some of Florida’s most scenic coastlines. (Courtesy of WeKnowBrevardHomes.com)

 

By Bob Montgomery

 

Like many top-notch real estate agents, Florida’s Brad Kuhns can rattle off his real estate prospecting statistics as quickly as a baseball fan who’s memorized their favorite player’s batting average or ERA. But there’s one number that stands above the rest: 100%.

 

That’s how many of the Realtors in his weekly Mastermind Group rely on the Mojo Dialer and its browser-based lead management system.

 

“I have a call every Wednesday from 2-3 p.m with 15 of the heaviest-hitting listing agents in the country,” says Brad, who sells residential property in Brevard County, on the outskirts of Cape Canaveral. “There’s three from California, two or three from Canada, one from Arizona, a few from Florida, one from South Carolina and we get on the phone and talk about what we can do as a group to help each other be better.”

 

“We have accountability partners and we make sure that we’re each doing what we said we’d do everyday,” he adds. “We encourage each other and it’s no accident that we all use Mojo.”

 

Mojo Helps You Stay Accountable

 

Now running the Brad Kuhns Realty Group of RE/MAX Elite, Brad has three buyer’s agents and two assistants on his team. However, when he was previously at Keller Williams Realty in Melbourne, he oversaw a team of 100 agents. It’s not so much the size of the team that determines success; it’s more about the way the team approaches each day.

 

“I set standards for my team and the people who work for me. Every time we do a buyer contract, there’s a list of 18 to 24 tasks that have to be done. I don’t like surprises. I don’t like deals falling apart,” says Brad. “And 99 percent of the time that can be prevented just by doing our jobs.”

 

“When you have your goals set up and you know there are certain things that you need to do everyday, that takes away the stress of trying to do it alone,” he adds. “I couldn’t be where I am today without organization. Mojo makes sure I stay focused. I couldn’t do what I do without Mojo.”

 

“Before Mojo, I had to use phone books and did everything manually. Our business is about getting on the phone every day. We have a goal for how many contacts we have to make per day to be successful. Mojo not only makes the call, but keeps track of how many calls we made, how long we’ve been on the phone, how many people had bad phone numbers, you name it.”

 

Brad’s Approach to Real Estate Prospecting: New School vs. Old School

 

 

Real Estate Prospecting pro Brad Kuhns

Here are Brad’s raw numbers for success. He aims to:

 

  • Prospect 5 days a week, 3.5 hours a day
  • Make 35 contacts a day (about 10 an hour)
  • Make 9,550 contacts per year
  • Get 95 listings per year (1 out of every 100 contacts)
  • Close 85 deals a year

 

“All we need to do is make one qualified listing appointment per day. Ever think about how simple that is?” he asks. “But to do that, you have to get on Mojo everyday and use it relentlessly through all the boredom. It’s kind of like fishing — you’re just waiting for that one fish to bite.”

 

“Mojo 2.0 has the sweetest dialer program I’ve ever seen!”” says Brad, who has been a Mojo customer for four years. “I used to spend the first 30-45 minutes of the day getting ready to dial. I can say now that I’m ready to dial in five minutes.”

 

“We have so much more control over our data. I can download my new expired listings from Vulcan, Top Producer and BoomTown into Mojo every evening. I can transfer those contacts with the click of a button. Previously, I would have to type in the names, addresses and phone numbers, emails and notes for each one,” he adds.  

 

Despite his love for Mojo’s technology, Brad’s business also depends on the old-school technique of tracking his prospects on 3-x-5-inch index cards.

 

The cards have the prospect’s name, phone number, where they came from, if they are a buyer or seller, the value of their property and what the commission would be. Brad always carries a stack of these cards with him so he can follow-up on calls when he is away from his office.

 

“When I am at my desk and have Mojo in front of me, I don’t like old school. I just like to get going and Mojo makes it easy. But when I’m in my car, for safety purposes and so I can focus, I want to slow down. I don’t want to be dialing three lines at a time.” (Note: If you’re not into index cards, Mojo Mobile tracks the same info and works for both Android and Apple phones.)

 

Brad’s rule is that after 3 or 4 calls – 75% of appointments are made from follow-up calls, not the initial contact – he throws the card away.

 

PROSPECTING ADVICE FOR NEW REALTORS

 

Brad, who credits real estate coach Steve Powers of the Mike Ferry Organization for much of his success, estimates that his teams have sold more than $150 million in property over the past 15 years. Here are some tips for those new to the business:

 

  • GET OUT OF YOUR CHAIR – “Take a 10-minute break every hour. Get up and walk around the building. You gotta get up!  You just gotta get up. Take a deep breath, get a glass of water or cup of coffee and then get right back at it again.”
  • YOU HAVE 90 SECONDS TO START A RELATIONSHIP – “Make sure when someone picks up the phone, you hit it hard with all the excitement and enthusiasm that you can. It’s a 90-second opportunity. You’re either going to convince these people to meet with you – or you’re not.”

 

  • MAKE YOUR CALLS EARLY – “Try to get all your real estate prospecting calls done in the morning when you are fresh and ready to go. If you wait until the afternoon, it’s going to be a disappointment. One of the keys is trying to figure out when are the best times to call. So don’t waste your time calling during when it’s not the best time to call. Why would you go fishing if you knew that the fish aren’t biting?”

 

  • DON’T BE DISCOURAGED BY JERKS – “It only takes one person to call you nasty things to get your mind off what you’re supposed to do. I remind myself that I’m not trying to bother anybody. I’m always very polite. If it’s something they say they are not interested in, I thank them for taking my call and politely move on. If you’re having a bad day, just call one of your friends and tell them what you’re going through. Hopefully, they’ll give you some encouragement. It’s all about surrounding yourself with motivated, goal-oriented people.”

 

Having Fun at Work

Space shuttle launching Cape Canaveral

Brad Kuhns’ real estate career has given him front row seats to history. (Public domain photo via Pixabay.com)

 

One of the fringe benefits of Brad’s job, that obviously doesn’t apply to Realtors in other parts of Florida or the country, is that he has box seats for all of NASA’s rocket and satellite launches at the Kennedy Space Center at Cape Canaveral. History is everywhere. The Best Western hotel in Cocoa Beach, a few steps away from Brad’s home, was once a popular hangout for John Glenn and some of the earliest astronauts.

 

“We’re just south of where they shoot the rockets off. I can stand on the beach in front of my condo and watch them shoot them off. They’ve had 4 or 5 different launches in the past two months or so. SpaceX (a private commercial space program) has pretty much taken over. I’ve been here since 2001, so I’ve probably seen 40 to 50 Space Shuttle launches and a ton of other rocket launches,” he says. “I have not sold a home to an astronaut yet, but have sold homes to lots of people who work for NASA!”

 

Space programs aside, Brad says he deeply enjoys the role of playing matchmaker. “When a deal falls through for a customer, I always say, ‘There’s a reason for that. It’s because we haven’t found you the perfect home.’ It’s amazing because 99 percent of the time, that’s accurate. I’ll find them a home and they’ll say, ‘I’m so glad that other place didn’t work out. This is the perfect home for us!’ That happens all the time.”

 

**

To learn more about the latest real estate prospecting features included in Mojo 2.0, click here or watch this video to find out how Mojo can also be a vital sales tool for the mortgage, marketing and insurance industries.

 

Send Prospecting Letters Easily through Mojo

Mojo Dialer is getting letter printing

Send Prospecting Letters from the Mojo Dialer

We’ve always advocated for the active marketing approach – promoting real conversations with real people.

While we know passive marketing strategies can work to some degree, proof’s in the pudding having conversations with prospects can reliably yield better results than print, social media and the like.

That being said, there can certainly be a synergy between active and passive strategies and we’re looking to give our clients ways to capitalize on the benefits it can have on prospecting.

Prospecting Letters & Envelopes

The latest feature to hit Mojo is letters and envelopes. With this new feature, clients can easily create prospecting letters using our letter creator and then print them, with or without envelopes, singularly or in bulk.

Prospecting letters

Here are some ways we think you’ll find this useful:

Just listed/Just sold and Circle Prospecting Letters

Sending letters to a list of just listed/just sold addresses you’ve downloaded from the Mojo Neighborhood Search prior to calling them is a good way to prime your prospects for your call in the coming days.

“Hello Mrs. Jones, this is Jon Doe from ABC realty, just following up on the letter I sent. Did you receive it? Great!” -Enter remaining pitch here-

Expired/Off-Market Prospecting Letters

It’s well-known that finding 100% of the contact information is not possible with off market data. This makes sending prospecting letters to those without phone contact information a great way to still make that critical contact. You can simply create a no-phone sub-list in Mojo (Mojo has this by default) and send these folks letters as they come in to your database. Don’t sweat it, we make sure you know who you’ve sent letters to and who you haven’t so you can avoid duplicate sends.

Another hurdle with calling off market leads is their being inundated with calls from other agents, sending them in to their ‘turtle shell’. So when people just aren’t picking up the phone, don’t discard the lead, make sure to hit them up with at least one letter stating your intentions and ambition to get their home sold!

Sphere and Past Client Prospecting Letters

Staying in touch with your database is critical to receiving lots of referrals. Even simple seasonal letters about home maintenance, current neighborhood happenings or just a quick ‘hello note’, can result in huge referrals.

Here’s an example circle-prospecting letter from our friends at Fearless Agent. If you don’t have any letter templates in your toolbox, don’t sweat it, your coach or even your colleagues, likely have templates that are proven to generate responses.

Example Circle Prospecting Letter

 

Dear XXNEIGHBORXX,

 

I am writing just to see if you may be thinking of selling your house.

 

Do you have any plans of moving in the future?

 

I want you to know that I do business completely differently that all other agents and it virtually guarantees you of two things:

 

One is that your house would actually sell, and two is that you would end up with way, way more money bottom line than you could get any other way.

 

If that is definitely what you’re looking for call me today at: 555-555-1212. I pride myself on having developed a marketing plan that includes securing everything that you want, both protecting your investment, and enriching you well beyond your expectations.

 

At this point, however, my only goal is to have an opportunity to show you an alternative to the way “traditional real estate salespeople” do business.

 

My unique marketing system assures that your property will sell, and you will get more money, bottom line, than you can get any other way.

 

I hope to have the privilege of meeting with you.

 

 

The bottom-line: Sending prospecting letters to your leads just got super easy with Mojo. You simply select who you want to send the letters to, which letter you want to send, and print! It’s really that simple:)

Of course, you may already have your letter needs covered and that’s okay because  Mojo is likely integrated with your provider, and while we won’t be printing the letters for you, we can certainly make the task of pushing your over a piece of cake!

We really hope our clients LOVE this new feature and we look forward to releasing more marketing features to make your prospecting efforts even more fruitful!

 

 

 

 

You Asked, We Delivered: The Power of the Mojo Dialer 2.0!

Why does Mojo's David England compare Mojo2.0 to a fighter jet? Read below to find out.

Why does Mojo’s David England compare the Mojo Dialer 2.0 to a fighter jet? Read below to find out.

By Bob Montgomery

 

Over the past month or so, we have slowly rolled out a bunch of new features and improvements to small groups of customers to doubly make sure they all worked the way we originally envisioned. Today, I’m delighted to announce that the Mojo Dialer 2.0 is available to everyone!

 

Some of the changes are dramatic and you will notice them right away. Some of them are more subtle and may take a bit longer to appreciate. However, the overall goal of this upgrade was to streamline our user interface – making the Mojo Dialer easier to navigate and your overall workflow more productive with fewer steps – and to specifically accelerate your daily dialing workflow.

 

Now, when real estate agents sit down and say they are going to call their expired leads, it’s literally two button clicks instead of six or eight. It’s like giving you built-in shortcuts without the hassle of having to remember shortcut keys.

 

Ultimately, the less time you spend setting up your calling sessions and the less you have to prepare, the quicker you will be on the phone prospecting. Many of you may have a team of callers working for you. Mojo 2.0 has a fast learning curve and will make all of your employees more productive out of the gate.

 

What’s New In Mojo 2.0?

Many of these new features were user-requested. The continuing evolution of the Mojo Dialer is a team sport. Only you can teach us how we can better help you rise above the daily grind. Here are some things you’ll find in the upgrade:

  • The ability to slice and dice data using our new Sublist Creator. You can strategically contact a subset of prospects, categorized by county, city, state, ZIP Code, or any other criteria you choose.

 

  • The “Select and Dial” feature lets you use Control/Shift to choose who from the list you want to dial and start calling them right away. You no longer have to create temporary calling lists. Previously, you had to visit multiple areas of Mojo to accomplish this. Now it’s all in one spot.

 

  • The new Dialing Bar centralizes all your dialing controls and calling stats in one area instead of you having to search around the screen for them.

 

 

  • In the Mojo Lead Store, our neighborhood search data is now matched against the federal Do Not Call list. You can now have peace of mind that your data is Do Not Call compliant.

 

  • The Activities area has been redesigned for a cleaner and more organized look. The new layout makes it easier for you to follow-up with your leads and incorporate a lot of the proven communication strategies that make salespeople successful.  

 

At the top of this blog is a picture of a fighter jet. Why? Because David England, Vice President of Mojo, pictures himself in the cockpit while staring at our new Dialing Bar controls.

 

“When our customers are prospecting on the phone withe Mojo, it’s kind of like being locked in like an F-16 pilot,” he says. “You’re locked in, it’s very easy to use, all the buttons are within close proximity. Some Mojo users lock-and-load dial for 3-4 hours a day. If you don’t have a friendly layout, it can cause real fatigue. When you’re using Mojo, we want you to only think about the target – not your dialing software.”

 

The best way to see all these changes, of course, is to stop reading this blog and dive into Mojo right now. However, I do have some more important things to share and want you to read to the end. So let’s take a look at one of the differences between the original Mojo and Mojo 2.0.

 

Here’s a screenshot of the old UI when someone picks up the phone. Note the split dialing controls on the left and right-hand sides of the contact form:

old Mojo UI

And here’s the new Live Answer screen, with dialing controls in the centralized Dialing Bar. (P.S. If you’re a lefty, you can switch the dialing bar to left-hand side!)

new Mojo UI

Realtor: “Mojo 2.0 has the sweetest dialer program I’ve ever seen.”

 

Here at Mojo, we can talk all we want about how much we love our new redesign, but ultimately, it really doesn’t matter what we think. We’re only successful if you’re successful. So I gave Florida Realtor Brad Kuhns, who has used Mojo for more than four years, a call for some candid feedback on the changes.

 

Kuhns’ territory is Brevard County, which is the gorgeous area surrounding Cape Canaveral. He’s seen dozens of launches from his front yard over the years and thinks that Mojo 2.0 is out of this world! (Sorry, I couldn’t resist the pun because it is not everyday I get to interview Realtors who rub elbows with NASA.)

 

“It’s an incredible piece of software,” he says. ”I really appreciate what we had before, but they’ve been able to simplify it and make it so easy to use. Mojo 2.0 has the sweetest dialer program I’ve ever seen!”

 

Kuhns says he especially values the new Sublist Creator and the new Activities section.

 

“If I want to target a subdivision with 150 names, I used to have to go through three or four different pages in Mojo for my phone numbers and scripts and voice messages. Now I can do it from the one dialer page and it’s just one button,” he says. “We have so much more control over our data.”

 

“The Activities page is sleek and crisp and I like how the calendar has different colors for who I have to call today, appointments, tasks, and follow-up calls. It really is a pleasure to use,” he adds. “I used to spend the first 30-45 minutes of the day getting ready to prospect with the Mojo Dialer. I can say now that I’m ready to dial in five minutes. It’s definitely saving me several hours a week if not five hours a week.”

 

Saves five hours a week? I don’t think we could possibly script a better testimonial.

 

Coming Soon: Better Marketing Tools For Email & Snail Mail

Mojo Dialer 2.0

As any savvy real estate agent knows, snail mail is far from extinct.

 

The marketing trifecta for successful real estate prospecting includes phone calls, email campaigns and old-fashioned snail mail. Coming soon in Mojo 2.0 will be new drip email marketing tools and also convenient tools for bulk mailing letters.

 

Ironically, in the digital age, the physical mailbox is holding its own against the email inbox to grab people’s attention. With an overstuffed email box, it’s easy to mass check marketing emails and delete them in one click. With a physical envelope, there’s a far more likely chance of being opened when it’s held in someone’s hand. Though certainly there is no guarantee.

 

So, if you have a list of For Sale By Owner properties in your area, and you want to send them an introductory letter about what added value you bring to the process as a Realtor, you’ll soon be able to bulk print letters and envelopes with Mojo. Then you could have an assistant stuff and seal envelopes as you get back to the phones.

 

Stay tuned….

 

What Do You Think of Mojo 2.0?

 

If you’re an existing Mojo Dialer or data customer, you’ll be pleasantly surprised at how such a productive platform can get even better. If you’re brand new to Mojo, welcome!  You won’t have the old Mojo as a comparison, but will enjoy the same productivity benefits from the moment you signed up. Check out the demonstration video here.

In either case, we’d love to know what you think of Mojo 2.0’s new features and redesign. Please drop us a line at info@mojosells.com, visit our Facebook page, or send us a tweet to share your thoughts!

 

The Mojo Dialer app for your iPad just got a facelift

The Mojo Dialer in use

 

It was six years ago when we released our first mobile prospecting app, and since then, we’ve been on a constant development cycle bringing new products and updates to the mobile market. What started out with the Mojo Dialer on the iPhone, has become a suite of products for both the iPhone and Android platforms, designed to make the modern prospector efficient on the go.

 

Today, we’re excited to announce that we’ve just released our latest mobile Mojo Dialer iOS application, Mojo on the Go! for iPad.

This new app borrows much of the user interface and functionality of our new Mojo 2.0 platform, making the learning curve virtually non-existent to those familiar with our new web-based platform. The backend has been completely overhauled, giving the user a faster more reliable app experience.

Navigation through the app has improved significantly, and we’ve included our new dialing bar in to the app, for a better dialing experience.

 

Synching of data throughout the Mojo cloud is much improved also, giving our new app a much ‘lighter’ feeling- with ‘smart’ synching, without the need to store data on the device- the app is blazing fast and has a minimal impact on the device resources.

Lastly, we’ve included the new Mojo 2.0 activities area in the new app, putting all of your follow-up activities (calls, tasks and appointments), in your hand, and on the go.

For more information about the mobile applications Mojo offers, please visit the corresponding store: iOS devicesAndroid devices .