Keller Williams agent Ron Ferrara, who sells real estate in the Queens, NY area, remembers when he had a little too much “home” in his home office. Just starting out as a Realtor, following nine unsatisfying years working in the investment banking world, Ferrara downsized in every way he could. He moved back in with his parents and used his bedroom as his office.
“I had an air mattress blown up in it, and I would deflate the mattress and then go to work on my prospecting,” he recalls. “I pretty much didn’t make any money that year. It was hard. I lived off my savings. For the first month, I had no idea what I was doing. I was just calling random numbers by hand.”
“But it was all worth it,” he adds. “When I was in the corporate world, I had no control over my destiny. Owning my business is a dream. I can can work as hard as I want and get the results that I want.”
Focusing on selling single-family and multi-family homes in Queens, with prices generally ranging from $450,000 to $1,000,000, Ferrara has noticed a fascinating trend. Despite the crowded conditions (“houses are on top of each other”), very few people want to leave.
“Inventory is low and it’s been declining even further over the past few years,” he notes. “When you get a listing and you price it correctly, it will definitely sell within a few weeks.”
Many of Ferrara’s clients are working class retirees who have lived in the same house for 40 or 50 years. Some want to cash out on their highest-price asset and move down South where real estate is much cheaper. Some are moving in with their kids. But very few locals seem to be in a rush to leave.
“You know what it is? Queens is an immigrant community. Not just first-generation immigrants, but like me – my family is fourth generation. Once you come to Queens, you kind of get sucked in. A lot of people have extended family who live close by and a lot of friends who stayed here. They grew up here and sometimes it’s tough to break that chain,” Ferrara says.
Consequently, the New York Realtor has to have 200 phone conversations to meet one homeowner who is thinking about selling. Out of those rare people contemplating a move, only about 1 in 10 actually goes through with it.
To keep up with that lopsided equation, Ferrara needs to make 2000 prospect calls a day. And he does so with not one, but two Mojo Dialers running at full speed for four hours every day.
Every morning at about 8:30 a.m., Ferrara begins by importing his Expired leads from REDX into Mojo and then sits down to dial at his three computer screens. Two of the browsers are opened up to two Mojo dialers.
“I have two desk phones, and I have two headsets, and then I hit start on both dialers. Then it starts calling people. If someone picks up on the one, then I pause the other. And if both pick up the same time, I actually go into the same script with two different people. I’ll just toggle back and forth with my mute,” he explains. “The more people I reach, the more people I can help and the quicker I can reach my goals.”
Sound complicated? Ferrara says he quickly got the hang of it with just a little bit of practice.
He first learned about the Mojo Dialer from a Mike Ferry training conference and now recommends the all-in-one, cloud-based prospecting system to everyone he meets in the industry.
“Say you’re chopping trees for a living,” he says. “Mojo is like using a high-powered chainsaw versus a knife. You could try to use a knife to cut the tree down, it might take you a year to cut a tree, or you could use the high-powered chainsaw.”
“What I always tell people is if you’re dialing by hand, you’re just going to waste so much energy and effort just to dial, and check the numbers. The Mojo Dialer handles all that so you can focus on your conversations.”
Ferrara also highly recommends the “Mojo On The Go!” mobile app for enabling you to always have access to your customer database wherever you go. “I use it for my CRM as well. If I need somebody’s phone number, I can just log right in. I like how Mojo saves my login. I can get into Mojo in two seconds. I’m on the road a lot. If I have an extra five minutes, I can just go into that month’s lead folder and make a few more calls.”
With Ferrara’s inflatable mattress days being only three-and-a-half years ago, the contributing factors to building a successful real estate career from scratch are fresh in his mind.
“Connect with a great coaching organization like Mike Ferry, get the skills, and then just do it every single day as hard as you can,” he recommends. “And you will see the results. It might take you a year or so to even start seeing it, but you’ll get there!”
“I’ve also learned a lot of lessons on the phone,” Ferrara adds. “Having an upbeat attitude, voice and manner over the phone really translates into better results. Subtle things really make a difference. When I first started out, I was scared to make calls, but I never get call reluctance anymore. If you’re scared to talk to people, just go out and talk to 100 people. You’ll get over it very quickly. It just goes away over time.”
To learn more about the latest prospecting features included in Mojo, click here. If you’d like to share your real estate prospecting experience with the Mojo community, please email your story to firstname.lastname@example.org.
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!)
What are you afraid of? Everybody’s scared of something.
The fear of heights is called Acrophobia.
Fear of spiders is called Arachnophobia.
The irrational fear of the number 13 is called Triskaidekaphobia.
And fear of getting the phone slammed in your face is called “Call Reluctance.”
Web designer John Petrowski, owner of The Website Shoppe, has logged countless thousands of cold calls over the years using the Mojo Dialer. (He used to be a health insurance sales whiz and recently shared his experiences using the Mojo Triple Line Power Dialer.)
Petrowski says it’s now time to dispel the “Myth of the Telemarketer.”
“So the fear is that people will yell at you, they’ll scream at you and they’ll spit at you,” he says. “Maybe that will happen once a year. It’s never ever happened to me. If a local business owner wants to get their name out there, they might not be interested in your (B2B) service. But they are not going to yell at you.”
Whether you are a rookie or a veteran of phone sales, here are some tips that are worth considering:
JOHN PETROWSKI’S TIPS FOR MAKING PAIN-FREE COLD CALLS AND OVERCOMING CALL RELUCTANCE
1. Don’t Pretend to Be a Prospect’s Best Friend — Everyone’s suspicious of the too-eager-to-please car salesman who calls you “buddy” or “big guy” like you went to high school together. Don’t be that guy. Even saying “How are you doing today?” sounds disingenuous. The prospect knows you are a telemarketer. Pretending to be a friend is a turnoff. Just saying “Hi, I’m John from The Website Shoppe and the reason I am calling is that I noticed…” makes a huge difference.
2. Try to Talk to the Decision Maker — If you are making B2B calls, don’t waste your time calling banks, doctors, dentists or attorneys. Those are the businesses most likely to be answered by a gatekeeper. The gatekeeper’s job is to NOT patch you through. Don’t waste your time.
3. Almost All Your Fear is in Picking Up the Phone — Being nervous before starting your calls is normal. It’s the stage fright of our industry. But once your Mojo system starts dialing numbers and you start talking to people, it becomes routine and feels natural.
4. Don’t Use Other People’s Scripts Verbatim — If you don’t feel good about your script, don’t use it. Personalize it. Modify it to reflect how you would normally talk to somebody in a conversation.
5. Be Patient When Perfecting Your Script — Most people are willing to throw in the towel after three hours of calls. It takes at least five hours on the phone to develop a pitch you feel comfortable with. Change and adapt your approach based on how people respond to you. Try out a few different scripts to see which ones resonate the best.
6. Don’t Go For The Kill on the First Call — You think someone is going to buy a health plan right then and there based on a 30-second pitch? The purpose of my calls is to get my information in front of them. The interested people will always pipe up.
7. Forget About Being “Strong” on the Phone — Salespeople are often taught that you can’t take no for an answer. Actually, you can. No means “no” and it’s time to move on to the next call. If someone taught me I was weak, I would say, “Why should I be wasting my time on someone who says no when there are thousands of people out there who may desperately need what I am offering.”
How about you, Mojo users? What tips do you have to share with your fellow prospectors and phone sales professionals?
(Get a quick overview of how the Mojo system can help boost your sales confidence and productivity. Visit the Mojo YouTube Channel today!)
So when veteran independent insurance broker John Petrowski recently decided to take a 180-degree career turn and devote himself completely to web design services, it’s not surprising that he chose to stick with the same sales productivity tools.
Petrowski, who runs The Website Shoppe out of his South Carolina home, had long relied on the Mojo Triple Line Power Dialer to log 250-300 calls an hour to sell health insurance. As the founder of the Independent Health Insurance Agent Association (IHIAA), he shared his Mojo Math with us back in 2011, noting that he used to only be able to manually dial 40 prospects an hour. “I no longer have to spend half a week on the phone to land one deal,” he explained.
But drastic changes in the commission structure, enacted by the Affordable Care Act, motivated him to leave the health insurance field and devote all his efforts to his side business. Initially, Petrowski had helped mostly fellow insurance brokers upgrade their websites, but now he caters to all small business owners (four employees or less), including restaurants, beauty salons, florists, opticians, creative professionals and consultants.
“Cold calling is by far the most effective way to target small businesses,” says Petrowski. “If I could succeed with selling insurance, I was sure I could do it with websites. So far, it’s been working tremendously well. Many small businesses still have these ancient GeoCities websites from 15 years ago. And they’re not mobile or tablet friendly. They’re losing a lot of traffic and a lot of customers without even realizing it.”
Petrowski’s niche is designing WordPress themes — customizing layout, logos, colors, headers, graphics, etc. — so that businesses aren’t using cheap-looking, cookie-cutter sites. His major pitch is affordability, offering most design packages for $600-$800 with an average $1,200 rate for e-commerce sites.
“Most of my competitors advertise as if they were based in the United States or are U.S. companies that farm the work out to affiliates overseas,” he says. “They typically charge $2,500, pay about $300 for labor, and keep the rest.”
“Many clients want to meet with me face-t0-face because they have been burned in the past by their web designers. When you say you are local, it matters,” Petrowski adds.
As a one-person operation, The Website Shoppe does not have the luxury of having a huge marketing budget for outreach and advertising. Growing and sustaining the business means making cold calls, period.
“People think that when you run your own small business that your phone rings. It doesn’t. You have to call your customers,” he says. “And it’s easy to get clients from cold calling, believe it or not. I like working from home and being with my family. I’m a very independent thinker. I’m not a corporate person. I’d rather not have 3 or 4 people working over me.”
Petrowski started using the Mojo Triple Line Dialer back in 2007 after becoming extremely frustrated with the quality of the leads he was buying at $7 to $8 a pop. They were shared leads, meaning that he had to be the first to make the call.
“It used to be that 75 percent of the people I dialed would answer the phone and were real. It eventually dwindled down to where only 5 percent would pick up. Now if you buy 100 leads today, you’ll only get that same 5 percent. More customers are putting in their real email addresses and fake phone numbers when they visit a website now. I’d say that 70-80 percent of commercially available leads are completely fake,” he says.
When he was still in the insurance business, Petrowski would pay telemarketers $10 an hour to mine exclusive leads for him. With the help of the Mojo dialer, tripling the amount of their calls, his exclusive leads cost $5 each instead of $8 for a shared one. A meticulous keeper of records, Petrowski used to share his call and sales date on his personal blog.
Based on the lessons of his health insurance sales days, Petrowski now generates all his leads for free through ReferenceUSA.com, a service he accesses through his local public library. The “premier source of business and residential information for reference and research” requires that you enter your library card number through your library’s website. (Ask the reference desk at your library if they subscribe to the service.)
Petrowski uses ReferenceUSA to download all the small business listings in a particular town, filtered by business type, state and zip codes. Then he scrubs the list of all chain-stores, banks, supermarkets and doctor’s offices — places where is unlikely to get the chief decision maker on the phone. He then imports those cold leads into Mojo.
“Mojo is a very simple, user-friendly dialer,” says Petrowski. “And now that everything is web based, you can make calls from every computer instead of installing the software each time. You can go online and make calls from anywhere.”
“Everyone needs a marketing plan,” he adds. “If you’re one guy working out of your house, you don’t have the luxury of spending thousands of dollars on advertising and waiting for your phone to ring. For a very reasonable cost, you can pretty much control your own destiny.”
(Interested in redesigning your website? Check out The Website Shoppe. To learn more about the Mojo Dialer, watch our full demo video.)
Although it’s not often you see “movie reviews” for one minute promotional videos about boosting sales productivity, please humor me. The acting and cinematography in our Mojo Dialer animated shorts will give you cravings for buttered popcorn.
Jane, pictured above, is a phone “sales genius,” who makes a living from prospecting.
At first, she was frantically dialing her leads by hand, sending her “thumb mileage through the roof” and certainly increasing her risk of carpal tunnel syndrome. You can just see the anxiety spilling out of Jane’s eyes in the opening scene.
If you are in the groove and interruptions are kept to a minimum, making calls the old fashioned way results in up to 30 calls/hour and talking with three live people (on average, getting 10 percent of the leads to pick up the phone is considered the norm).
The endless ringing, hang-ups, wrong numbers and fax machines (yeah, they still answer) are enough to drive anyone batty — and Jane’s no exception. She’s starting to hear phantom rings and begins to hallucinate.
Even her dog is stressed out!
But when Jane tries out the Mojo Power Dialer, her fortunes quickly reverse.
With the Mojo Single Line Power Dialer, she is able to make 90 calls per hour and talk with an average of 9 prospective clients, tripling her previous productivity.
But leveraging the Mojo Triple Line Power Dialer, she can triple those tripled results! Now, we’re talking up to 270 calls per hour and up to 27 real pitch opportunities to prospects.
No matter how your Mojo Math shakes out, odds are that you’ll get more results in less time.
Let’s say hypothetically that you’re able to close on 10 percent of your prospects. That would leave you with almost 3 sales an hour on average. Of course, sales results do not rigidly follow any formula. The real point here is that more calls = more prospects = more chances to close the deal.
The beauty of the Mojo Power Dialer is that you only spend time with people who pick up the phone AND with our “First Hello” technology, you get connected the moment a human voice is detected. No more annoying delays that frustrate the prospect and cause him or her to immediately hang up.
Needless to say, now Jane’s life is a lot less stressful. And using “Mojo On the Go” on her iPad, she can make those autodialed calls pretty much from anywhere. Not a shabby looking office, huh?
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.)
Gotta love America — where else would a guy with a tape recorder and a silly idea become a cult recording star to home-based business people?
Until the picture phone catches on in the mainstream — and I don’t think it will to the extent of “The Jetsons” — the sales call can be a deceptive exercise. You can be sitting at home in your underwear or sitting in your car surrounded by fast food wrappers and the prospect on the other end pictures you in a bustling room of activity.
That is, until they hear the muffled loud speaker from the drive-thru window or your next-door neighbor’s obnoxious lawn mower.
San Francisco marketing executive Bill Freund introduced the “Thriving Office” CD soundtrack a few years ago to help home-based phone sales reps create the illusion that they are in the midst of busy cubicles with no dirty laundry strewn across the floor.
The sound effects album contains two 39-minute tracks — “Busy” and “Very Busy” — which includes soft co-worker background chatter, feverish computer typing, walking down the hall, ringing phones, shuffling paper and the rhythmic jazz of file cabinets being opened and shut.
Freund, who came up with the idea while he was a student at Harvard Business School, told Businessweek that he edited the office sounds together “like a symphony.” He describes the end result of background noise “controlled chaos.”
Although the original intent was to boost the impression of credibility to the person on the other end of the phone, Freund says many of his customers report an increase in work productivity once they get in the mood of a typical office setting.
“Thriving Office” got a thumbs up from Realtor Magazine, which wrote “When customers call, have your home office project the image of an established, successful company.” And the CD claims users who work for major insurance companies like Prudential and New York Life and real estate powerhouses like Cushman & Wakefield, Re/Max, Century 21, Coldwell Banker and Keller Williams.
What do you think? Can your call reluctance can be conquered with a little help from some ghost co-workers in the background? What about white noise in general — are you more prone to get things done with the harmonious sounds of waterfalls or thunderstorms streaming out your computer?
The San Francisco Chronicle jokingly suggests creating a Dysfunctional Office CD, in which a hyperactive boss screams at you to stop reading blogs like this one and start making some more sales!
Luckily, you’re your own boss and there’s no one to yell at you but yourself. But as far as work productivity goes, Mojo’s Triple Line Power Dialer has you covered. Three times as many prospecting calls — up to 250 an hour — than traditional autodialers.
And if you happen to be playing your office soundtrack on your car stereo, Mobile Mojo‘s got you covered, too. The client will have no idea you are waiting for another appointment to show up or dropping your kids off at school. Mojo’s always with you!
(Got a great working-at-home productivity tip? Share it with us at email@example.com)
LOOK WHO’S GOT MOJO!
Agent: Andrew Beach
Business: Listed2Sold Team at Prudential NW Properties
Location: Portland, Oregon
Recent Dream Piece of Real Estate: “Ten acre scenic property on Bald Peak with mountain views, a total fixer-upper that was awesome to watch be restored and made new again.”
Recent Bust: “I had a total fixer, on a busy street, with no foundation, one bedroom, siding falling off, repaired siding with roofing shingles, commercial site next door with old tires, semi trailers, and debris everywhere. Wow, that one I had to give back to the owner as they would have had to cut the price in half.”
Job Satisfaction: “I love exceeding client expectations on sale price and time on the market. There’s nothing better than creating a satisfied customer.”
Andrew’s sales territory is gorgeous Northwest Oregon and Southwest Washington, a region defined by mountains, farms and a commitment to the arts. The cosmopolitan city of Portland, which was originally founded as a trading post in the Old West, is symbolized by Portlandia, the Neptune-like “Goddess of Commerce.”
A giant copper statue of Portlandia, sculpted with the same hammering technique used to create the Statue of Liberty, sits at the entrance of the downtown Portland Municipal Services Building (City Hall).
You might think of Mojo as a modern trading post for real estate prospecting.
Andrew, a top producer in his market, definitely does. He found out about our Triple Line Power Dialer and lead management system from Washington power agent Don Leske, who recommended it as a replacement for a competing product that went out of business with no warning.
“My sales philosophy is to do more than anyone expects,” he says. “That means that I’m not just out for a sale/transaction and a paycheck. I want to create a continual revenue stream of referrals from clients who have had an exceptional experience with me.”
“Mojo makes me way more efficient on the calls that I would normally make manually,” says Andrew, based on 18 months of results. “It keeps me focused for short periods of time to get the same results in half the time.”
“I love when I get a wrong number or make an unexpected connection because of the value represented by Mojo’s service,” he adds. “One time I was waiting near a house for a client to show up. I decided to pull up Mojo Mobile on my iPod Touch and made four contacts in 10 minutes and added one person to my sphere that is now going to send me leads.”
Andrew recommends the Mojo system for every real estate agent wishing to become more productive — with one notable exception. He “selfishly” wishes that competing real estate agents in the Pacific Northwest never find out about it.
“Get Mojo immediately and try it out,” he advises. “It’s money back if you don’t like it or won’t use it. Once you have it you’ll be hooked!”
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…
Most Salespeople operate under the premise that “I treat everyone the way I would like to be treated”.
It’s an excellent measuring stick when offering great Customer Service. On the other hand, it does not take long to realize that… you can easily overdo it. When you do, you end up working 24 hours a day &/or your level of production suffers because you are “trying to please everyone”.
So what is the solution?
Here is your ACTION STEP… pleasing everyone is impossible. It wastes the time of our best customers. As author Seth Godin says… “The math here is simple. As soon as you work hard to please everyone, you have no choice but to sand off the edges”. The concept of “sanding off the edges” means that you decide to please some people less in order to please others more. It all boils down to your Definition of Service. In order to arrive at your particular Definition of Service here’s some questions you need to answer:
1. How many sales/how much revenue do I intend to make this year?
2. What is my definition of a HOT lead? ( will buy in 15 days, 30 days, 60 days, etc.)
3. How many HOT leads do I need to make that happen?
4. How many hours a day do I need to work to identify and service that many HOT leads?
5. Am I prepared to put in that much time?
The Big Question: Am I strong enough to SAY NO to all those who do not meet my criteria to qualify as a HOT lead? Am I able to recognize the danger of “serving everyone”? Once you are able to say a resounding YES and then it will be much easier for you to “sand off the edges”. Eliminate the Time Vampires. Now you can spend all your time serving people who really need you. NO Excuses.
There’s the East Coast, the West Coast, and the Space Coast. The latter is Mitch Ribak’s territory, officially known as Brevard County, Florida. It’s home, of course, to the John F. Kennedy Space Center, dozens of Florida’s best-kept-secret beaches, and about two dozen golf courses, which Ribak likes to frequent in between closing real estate deals—which isn’t often enough because Ribak’s Tropical Realty of Suntree in Melbourne, Florida, wrote $8.3MM in contracts during March 2011.
Ribak is somewhat unique in the realm of real estate agents. Whereas most agents practice a seller-based, cold-calling approach, Ribak’s business, thanks in large part to his phenomenal success as an Internet marketer, is buyer-based. His Internet marketing savvy generates inbound leads (about 43,000 and counting) of people looking to buy property along this prime piece of Florida coast.
To follow-up on all those leads, Ribak fields a team of 3 lead conversion agents (LCAs), agents whose job it is to do nothing but follow up on inbound leads and convert them into Brevard County buyers. To do that, since November 2010, Ribak uses Mojo’s Triple Line Power Dialer. The impact it’s had, Ribak says, has been nothing short of amazing.
“I was getting ready to hire three more LCAs because we weren’t making our numbers in terms of the daily contacts we wanted,” Ribak explains. “Then, I decided to try Mojo instead. The team of LCAs fought me tooth and nail, but I decided to go ahead and give it a try.”
Now, instead of being able to make 50 calls a day with 15 contacts and 35 messages left on voicemail, each LCA is getting 250 to 300 calls a day placed with 30-plus contacts using the Mojo Dialer, Ribak says. If you ask his LCAs how they feel about Mojo’s triple-line power dialer now, “They would never go back,” Ribak says. “Their productivity is through the roof, and instead of spending $1600/month plus commission per LCA, I’m spending just $450 a month with Mojo and doubling our contact results.”
And, maybe it’s no surprise, but now that Ribak has connected the Mojo Dialer into his CRM system and customized it to work the way he wants it to, that $8.3MM sales figure for March, well that’s double their average monthly sales of $4MM too.
Ribak didn’t shop around before he licensed the Mojo Dialer. “I’m the kind of person who knows exactly what he wants, goes into a store, buys it, and leaves. Mojo offered everything we wanted. I can put multiple agents on each LCA license. They use copper line technology that eliminates that annoying lag time other power dialers use that telegraph a sales call and the folks at Mojo are great to work with.”
“Mitch teaches brokers and agents all over the country via the Real Estate Success Network. Topics range from capturing more internet leads to effectively mining your current database for results. For more information, visit the Real Estate Success Network website www.therealestatesuccessnetwork.com”
We wanted to find out if sales people were still using scripts while prospecting by phone. We polled our customers and were surprised by how many of our users were on the fence about using them. We wanted to get to the bottom of why sales people often hesitate to use scripts while prospecting and who better to ask then the man who wrote the book on cold calling, Dirk Zeller. Enjoy!
In the last 10 years I have spoke to hundreds of thousands of sales people on 5 different continents. There are many differences but there seems to be one truth for most salespeople, they don’t like scripts. When faced with the question why, the answers are not different…
“They sound canned”
“They are not me”
I am sure you might have a few of your own you could insert. The list is longer for the people who are against scripts, than it is for those that are for them. The fascinating thing about salespeople is that it is not the case for other high paying professional careers. Most professional careers have some form of scripts they use to perform. My older brother for example, is a professional musician. He has a vast array of instruments he plays but his main instrument is his voice. His script is the vocal score that he is performing. He would never consider performing without having a script or musical score. He would always practice extensively that script or musical score, so much that he would internalize and memorize each note, tone, delivery, pace, volume and nuance of the performance.
How much practice have you done on your performance scripts? Your initial call scripts, ad call, sign call, website call, floor call, lead follow-up call, calling around listings and sales, referral call, expired calls, FSBO calls, qualifying calls. What about your listing presentation, price reduction, offer presentation, repair negotiation, buyer consultation, showing property presentation, contract writing, buyers remorse discussion, want to think it over or stall? I have just highlighted a few that happen with regularity to most real estate sales people if they are engaged in the business. I ask you again how much time do you invest in your performance scripts?
Professionals in all walks of life who are successful use and follow scripts to do their job with excellence. If a professional football team runs a play to get a touch down, the play is merely a script that they have practiced to win hundreds of times. The attorney, who crafts her arguments in advance before she goes to court, then delivers those arguments to win the case, that’s a script. The pilot that runs through their safety checklist before take off to ensure the plane is safe for all passengers is following a script to guarantee safety.
A sales person who either follows someone else’s proven scripted process of success to create sales or takes the time to craft, practice, test adjust, and perfect their own is truly a champion in the field of sales.
Next time that someone says the word script I would hope that rather than your body having the negative reaction that it has had in the past, this time it has the response that scripts are my friend! Sales scripts are the glue that a professional salesperson uses to hold onto a prospect, to make a sale.
Dirk Zeller- Real Estate veteran, coach and best selling author of ‘Telephone Sales for Dummies’
For more information about Dirk and how his company, Real Estate Champions, can make a dramatic impact on your business, please visit their website today www.realestatechampions.com
It might seem lonely on the phone sometimes, but you are not alone.
Representing over 1,000 sales agents, the Independent Health Insurance Agent Association (IHIAA) is America’s premier support and training network for go-getters who want to improve their home-based businesses. The IHIAA focuses on generating exclusive leads where agents are not pitted against other agents (as is the case with Internet leads that are sold over and over to competing sales people). Thus, the trade association believes that independent agents can meet and collaborate with each other about the best ways to get and retain new clients.
Mojo was recently pleased to sit down with IHIAA president and founder John Petrowski to chat about his personal sales philosophy and how he personally gets motivated before he gets on the phone.
Petrowski has been a Mojo client since 2007, when he got fed up with the poor quality of his Internet leads.
“For some reason in late 2006, I noticed that less people were answering the phone,” he says. “You can’t sell policies for people you can’t speak to!”
In the past, Petrowski had experienced about 50-60 percent of his Internet leads picking up, but the rate inexplicably plummeted to about 20 percent. He made up for the gap by buying twice as many leads, a practice he compares to “beating your head against the wall.”
The problem: The Internet lead often is an annoyed prospect because he or she likely has been already called by a competitor and likely will be called again by another competitor even after your call.
“Why in the world would you pay $7 for a shared lead when you can hire your own telemarketers and generate leads at $5 a lead that are exclusive to you?” he asks. “The answer is that people just don’t know how to go about it.”
Petrowski buys lists of small companies with no more than four employees — his target for independent insurance plans — and integrates his lists into Mojo. A meticulous record keeper, the IHIAA president used to manually call about 40 prospects an hour. Now, thanks to the Mojo Triple Line Power Dialer, he’s logging 250-300 calls an hour.
It still takes him about 250 calls to land a single client, but he “no longer has to spend half a week on the phone to land one deal.”
Not only that, but the Mojo-generated leads are hauling in an additional $1000 per client (or about $200 in commission) than before. The reason? Internet leads tend to be younger singles. His small business lists tend to include many more family plans.
Once he had the Mojo Triple Line Power Dialer, Petrowski hired three telemarketers at the reasonable wage of $10 an hour, and started generating 2-3 leads per hour — a significant savings over the $7 Internet leads.
But no matter where your leads come from, you need to feel comfortable talking with them — as well as the much larger number of people who aren’t interested in doing business with you. It’s formally called “Call Reluctance,” and it is to telemarketers what Kryptonite is to Superman.
Petrowski confesses being initially nervous and apprehensive every day he makes phone calls. When you stare at the phone for those few moments before getting started, there’s time for the mind to wander and “imagine all the scenarios that will never happen.”
Those fear-filled scenarios include getting the phone slammed in your ear, prospects yelling at you, people insulting you, etc.
“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.
According to Petrowski, getting people to trust you all comes down to developing a script/phone pitch that you feel you can make in a natural conversational tone. There are sample phone scripts in all the sales books and on all the Websites, but they need to be revised to fit your personality.
Just like the American Idol judges who tell singers how to adapt a popular cover song, you have to “make the script your own.”
Also, Petrowski advises not to get caught up in the myth of instant results. Before starting to calculate your sales metrics, give yourself at least 24 hours of calls before starting to track success. Be patient. It takes a while to get into the call flow and feel comfortable with your phone pitch.
“You can’t call for four hours and start doing math,” he says.
If you’d like to learn more about boosting your phone sales numbers, John Petrowski will be appearing on an upcoming Mojo podcast. Please stay tuned here for more details.
(To join the IHIAA, visit http://www.ihiaa.com. The first month’s membership is only $1, creating a no-risk opportunity to see if the trade association is a great fit for you).
My son, who just started Little League, is still getting used to the idea that baseball is a game of urgency.
It’s vital to sprint to first base before the ball gets there instead of a casual stroll. It’s kinda important to take the ball out of your glove and throw it to the appropriate base without taking the time to admire the cloud formations. Hey, he’s getting the hang of it!
Of course, in the sales world, taking your sweet time to respond to an Internet lead is like hanging a signboard around your neck that reads “PLEASE BRING YOUR BUSINESS ELSEWHERE.”
Here’s the reality about consumer behavior and this definitely applies to me when I am looking to connect with a new business for landscaping, plumbing, pest control, mortgages, home renovations, appliance repair and basically anything else I blow my paycheck on…. The first few companies to call me back are the ONLY ones who have a chance at my business. And if the first one to return my call or email gives me a reasonable quote, I’m taking it.
Here’s why. I hate shopping. A lot of guys hate shopping. Sure, I want the best price, but I am not going to spend a week playing phone tag to save 10 bucks. During holiday time at the shopping mall, I’m the guy who just parks far away from the get-go. I hate the idea of circling around a lot for 30 minutes looking for a parking space.
The marketing experts call this phenomenon “turtling.” After getting a few quotes from businesses, the savvy consumer will check out the Website or some references/testimonials and figure out which price is the best bang for the buck. Once the process has begun, and another business calls back a day or two later, it may as well be a bride or groom showing up eight hours late to their own wedding. Sealing the deal with you will be a tough sell after you’ve already “married” or liked the “proposal” from the competition.
Back to the turtle metaphor! The customer will retreat into his or her shell and block out any additional information once they feel they have enough to choose from. In fact, they will even start to be annoyed when the phone rings from another company if they have already made up their mind.
So you gotta be first to call them back.
Here’s how Mojo can help!
When a potential customer fills out the contact form on your Website or at a referral Website, Mojo’s Lead Alert Service immediately calls you at up to three numbers (work, cell and home). You answer Mojo’s call and press “1” to be connected to the prospect. Your call and lead’s contact information will also be automatically entered into Mojo’s lead management database.
Should you get an answering machine or if there is no answer, Lead Alert will contact you at preset intervals to still give you a shot at reaching them first. Remember, you can’t run casually to first base — and you can’t get information to a potential client who can’t hear you inside their shell.
Here’s something else that makes life a heckuva lot easier for sales reps. At the same time you receive a text message notifying you about an Internet lead’s inquiry and their background information, your prospect will receive a text message announcing: “Hi, My name is ________ with So-and-So Company. Thanks for contacting us! I am your assigned agent for your recent Internet inquiry. I will be calling you in a few minutes to discuss your inquiry with you.”
Because they are the ones who initiated contact with you, AND you gave them a courtesy heads up that you would be calling, they are going to be far more welcoming when they answer the phone. Remember, the customer is likely calling three or four or more places cold and we can’t assume they will immediately recognize your name. This special Lead Alert feature gives you a leg up for being well received by the customer.
Best part of all, our Lead Alert Service will soon be included free with the Mojo Sales Engine!
Don’t let yourself be turtled ever again!
If you’re running a successful business, chances are you have not put all your marketing apples in one basket.
In addition to prospecting for leads with outgoing phone calls, you likely have several other avenues to spread the word: brochures, face-to-face networking events, advertisements, Web site, blogs, etc. For those delightful occasions when people are knocking on your door, you naturally want to be there to answer it.
Now, no matter whether you are on a sales call, on the golf course or in the bathroom, Mojo has a tool for you to make sure your response is as swift and professional as possible.
It’s called Mojo Voice, and it’s the next best thing to a personal secretary who’s available 24/7.
When someone calls you, Mojo Voice will try to locate you at up to three additional phone numbers (office, cell and home — or anywhere you wish) and the caller will believe you have been reached at your desk. Or, if you choose the Domino setting, the caller will receive messages indicating they are being connected to second or third phone number. The message: Their call is your priority and you will stop what you are doing if possible to take care of their needs.
Best of all, if the incoming caller has already been in conversations with you, you’ll instantly be sent a text message indicating their customer history so you can personalize the discussion. If they are not already in your Mojo database, the call will automatically be cross-referenced with the white pages and their name and number will be entered into your prospective leads.
It doesn’t matter if consumers are shopping for roses, insurance or electronic widgets, if no one answers the phone, they’ll just hang up and move on to the next business they found on Google. Even if you can’t answer the phone at that moment, Mojo Voice keeps you in the game. Mojo instinctively captures and logs the phone number in your lead management program.
And the caller will be invited to record a voicemail, which will be immediately emailed to you or an assistant.
If a potential customer is calling you cold, you know they are calling some of your competitors cold, too. At this stage, if there is not a drastic variable in price or services, the winner is the first business to reply to their call.
As a bonus, all users of Mojo Voice will receive free local phone numbers for your marketing needs. These local numbers will pop up on caller ID, making it more likely the prospect will pick up the phone. Also, the numbers can be used on all your marketing literature and Web pages. If you are licensed for real estate or insurance in multiple states, people are far more likely to respond to the local contact.
Mojo Voice is now in its Beta testing phase. Drop us a line and let’s chat how you can be one of the first businesses to integrate our personal secretary into your Mojo lead management system!
The wait has been worth it!
For the past eight months, we’ve been fine-tuning our first iPhone app for our lead management and power dialer software service — and now you are free to make your calls anytime and anywhere.
We don’t mean you are free to call prospects at 11 o’clock at night or on Thanksgiving Day. Normal sales etiquette and protocol still apply.
But now you can use your Mojo Triple Line Power Dialer outside of your office without lugging around your laptop. With Mobile Mojo, a totally free download at iTunes, you can look up the status of a sales lead, make follow-up calls or make fresh cold calls straight from the iPhone.
As Mojo founder Davis Mangold puts it, think of the Mojo on your desktop computer as the “Mothership,” and think of the Mobile Mojo as a “little rocketship with limited capability but carrying a lot of firepower.”
Currently, we offer the only iPhone app in existence that uses data and voice at the same time. But more importantly, we’re first to the market to improve your sales lifestyle in this innovative way. No other lead management software or power dialer company enables you to operate a satellite office in the palm of your hand.
Let’s say you are a real estate agent showing a home and your client calls and says he is running a little bit late. Instead of staring at the walls, why not turn on the Mojo and turn those wasted minutes into a potential windfall? Naturally, everything in the iPhone app is integrated with the Mojo “Mothership,” so you are truly squeezing more business opportunities out of the day.
How about when you are at the airport and the plane is delayed — or you are in the auto shop waiting room?
We know of plenty of Mojo users who use their laptops in their “car office” to make calls during downtime. Now you just need your phone. The process is so much more organic.
The application is free and the use is free for our customers — no extra charges or hidden fees to tap into the power of this new convenience.
If you’re a current Mojo customer, click on the iPhone below to give Mobile Mojo a try. If you’ve been thinking about trying out Mojo to handle all your lead management and power dialer needs, check out our demo and know that you’ll have the freedom to use Mojo ANYWHERE!
For Festini, cardiovascular exercise is a great way to keep in shape to counter the sedentary nature of making cold calls — an activity he feels comfortable doing up to 12 hours a day with the Mojo Dialer. And San Diego’s R & R Marathon is more about fun than winning, featuring a course that runs through Sea World, that has up to 2,000 cheerleaders on the sidelines, has live music acts at each mile (past artists have included Smash Mouth, Hootie and the Blowfish and Pat Benatar) and offers free beer at the finish line!
You know what else is fun? Pushing the limits of the human brain and seeing how many sales calls you can make at once, especially with the Mojo Dialer.
Festini, an 18-year-veteran of the real estate biz, recently rigged up special headphones to allow him to juggle four Mojo Dialer systems at once. You have to see it to believe it!
Let’s shove aside the technology for a moment. The most remarkable thing about this video is watching a seasoned pro handle the ebbs and flows of cold calls — a tide of rejection pushing in a few valuable seashells. Notice how calm he is when people say they are NOT interested in putting their home on the market. Without even changing his tone, Festini thanks them and moves on. The average live call takes about eight seconds. Why waste the energy getting upset over rejection when there are more numbers to try?
Festini is making cold calls to every homeowner not on the Do Not Call registry, and he really appreciates Mojo’s lead management software that organizes your phone numbers as you call them and categorizes them based on what your next step should be. We call it Advanced Call Logic and it automatically sorts your lists into redial calls, do-not-call results, hot and warm leads, while you focus on engaging potential customers on the phone.
But back to the amazing stunt of handling four power dialers at once. Festini put both ears on double duty, sticking ear buds in his ear canals and foam headphones on his upper outer ears. Just to make things interesting, he later stretched an old fashioned pair of studio headphones over all four audio sources so he could listen to a favorite movie as background noise.
With four autodialers going at once, he made about 1600 calls, and actually talked to 200 people in only three hours!
Real Estate, of course, is a pure numbers game. You can’t get sales without converting leads and even the best phone number list in the world (the ones without pesky fax machines, apartments and businesses) is useless if you don’t make those calls as efficiently as possible.
“If you are going to make calls,” Festini says, “you don’t have the option NOT to use an autodialer.”
Like Arizona Realtor Curt Stinson, another Mojo advocate, Festini is working in an especially tough market. California’s Riverside County has one of the worst foreclosure rates in the country. “Working in the center of epicenter of the bad economy,” he says that Mojo Triple Line Power Dialers and lead management software help him stay competitive.
“I haven’t even scratched the surface yet of all the possibilities,” he says.
Every day I share with people what Mojo can do for them and ultimately, their business goals. Altogether it’s not too difficult a job, relying on rudimentary sales principles: identifying needs, offering solutions and if the two jive, we walk away with a great business relationship.
On February 7, I had the opportunity to travel to the West Coast for the first time so I could share the Mojo experience in-person. I took a plane ride from Manchester, NH to Chicago, IL and then I was off to San Jose, CA to Tom Ferry’s Business by Design 3-day event. Face-to-face, to the thousands passing by our booth, I had the responsibility of conveying a software-based triple-line power dialing and lead management program capable of emailing, dropping prerecorded messages on answering machines, and CID substitution.
Regardless of how daunting of a task that sounds, I don’t think it could have turned out better. With the help of everyone at the event, from those on Tom’s team to the staff at the San Jose Convention Center, the experience was certainly one worth writing home to Mom about.
One fact I learned from Tom Ferry: the fastest growing demographic of Facebook users are women over 55. Now it makes sense to me why my mom, sister, aunts, and their friends are all getting down on FB like they are. Their lives are hectic so time is of value. Social networking appeals to the busy lifestyle; texting “hi” is easier than taking five minutes out of your day to try to catch a person by phone. Our lives today require not just instant communications, but convenient and reliable ones. That’s why Facebook and Twitter are becoming staples of our daily lives. That’s also why Mojo is becoming the experience thousands of people are counting on every day make their day-to-day operations more reliable and convenient.
While I’m not a real estate professional, I took away an enormous amount of insight in just the few moments I was able to catch what Tom had to share. Not only was he able to keep my ear to the ground in regards to what’s going on in social media, I also gained knowledge from web design and internet practices to how choosing your interactions with those around you helps better enable you to become the master of the market you’re in, not a victim of it.
The highlight of the trip was meeting people who already had their Mojo. Michaelangelo Guevara was attending the Business by Design event and I had set up a Mojo account with him a week or two prior to the San Jose event. He let me know that within the first two days of using Mojo, he landed a listing appointment for a house valued at $2.2 million. The look of excitement was clear on his face; he knew what having his Mojo was all about. His experience made me think, though, if that was the 79th call in a list and he became too frustrated with hand-dialing by call 78 of that day, would he still have had the same look on his face?
Michaelangelo is like most professionals out there – looking for solutions that will stand up in today’s business world and keep them on track to where they want to be in a year, as well as a decade, from now. So many of the people at Tom Ferry’s Business by Design mega-event were looking for the same solutions.
They all walked away with that, and a little Mojo.