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!
Prospecting can be one of the more challenging parts of the job, but it’s still the most effective way to get new business. After all, real estate is a numbers game. The more people you contact, the more leads you will get. The more leads you get, the more properties you will sell. It’s just that simple.
Some experts say setting a time for prospecting first thing in the morning yields the best results, mostly because both you and your callers are still fresh and eager to go. While others swear by prospecting on the weekends and evenings–after the dinner hour– because that’s when people are home. No matter what time you choose, the important thing is that you do it.
While prospecting can be the most challenging part of the business and takes a bit of mental psyching to get in the mood, it’s a proven effective path to getting sales. According to the National Association of Realtors, for every 25 calls you get one lead on average. That doesn’t sound like much until you figure, you can make up to 300 calls per hour using the Mojo Power Dialer. Doing the math, that translates to 12 an hour! At the end of a two-hour block, you’ve got more than two dozen and more than enough to keep you busy.
Have a script and practice it with a colleague until it sounds natural and easy. Make sure the script has you using your best phone etiquette, such as asking the prospect if this is a good time to chat. Also, build enough flexibility into the script so you’re getting in your key points, but also remaining responsive to your prospect. If you are getting ready to call specific prospects, for instance an FSBO lead you received from one of Mojo’s real time or aged For Sale by Owner data services, use key words from the ad in your pitch, suggests Larson Educational Services in Fort Meyers, Fla. Additionally, lead with a hook such as, “I have some news you might be interested in.” Douglas Driscoll, CEO, of Starr Partners says this gets a prospect curious and hopefully captures their attention. Further, if you ask a prospect for five minutes of time, stick to it. End the call at five minutes, if they want to keep talking, you know you have a prospect worth following up on.
According to the National Association of Realtors it’s a good idea to decide pick an area you want to target–this can be by neighborhood, by market niche, or by price range– but make sure that it’s big enough to meet your income goals. Mojo’s Just Listed/Just Sold Neighborhood search has a mapping feature that allows you to do this easily. When you are setting your income goals and your territory, remember to take into account that there will likely be other agents in the area gunning for the same business. Using services like Mojo Expired Data, Real Time FSBO Data and Aged FSBO can help you get an edge on the competition however and help mitigate their effectiveness on your turf.
The prospects can’t see you, but that doesn’t mean they can’t sense if you are listening or if you’re excited about your pitch. First thing, close your email windows and put away anything else that might distract you from focusing on your potential client. Next, go hands free. This will allow you to walk around and keep your energy up. It will also allow you to use your hands while you talk. This may not seem like it’s important, but most people talk with their hands. Allowing yourself the freedom to do this while you are prospecting will help keep the pitch conversational and natural. Because, as Douglas Driscoll says, strong relationships are built on information not promotion.
From what they are looking for in a property to what their golf game is, keep good notes on the person that you are talking to. That way when they call back, Mojo ID will display all of their information, instantly prepping you for your call. It’s also important to track data and look for patterns such as which niches are the most responsive, which days work the best, your success rate, and adapt accordingly. This is easily done through Mojo’s cloud-based organization system. Remember, as Sales Guru, John Boe says, “It’s critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory is a very poor business decision that can cost you dearly. ”
(Want to find out how you can benefit from Mojo’s Real Estate Dialer and Real Estate Lead Service? Click here to learn more about how Mojo can help you be more productive, better organized and dramatically improve your real estate prospecting results!)
Marketing to folks in the sales industry bears resemblance to the style of marketing found in the weight loss industry. Think about it, if you’re in sales, you’re likely inundated with emails promising more sales, higher commissions and the fast track to owning the high-end supercar you’ve always dreamed of owning; all these sales ‘authorities’ pushing the ‘next best thing’ since sliced bread.
Sounds a lot like the magic pill for weight loss doesn’t it?
Do some of these products work? Sure, of course they can work, after all, even a blind squirrel finds a nut occasionally. To find real success though, you need to adopt a system of technology, hard work and persistence. And certainly, you NEED to know YOUR MATH.
Last week in the Mojo Mastermind group, a client posted the following:
“Ok after less than 2 weeks, I am getting 1 appointment for every 700 calls. How are other folks doing? These are pure cold calls.”
What followed from the Mojo community was surprising. A flurry of comments began to pour in the post from other mastermind agents. The takeaway from the comments was clear: many agents have no idea what their MATH is.
Additionally, the majority misunderstood what this agent meant by ‘cold calls’, they assumed she meant off-market dialing. She later explained her math was calculated from dialing on the Mojo Lead Store Neighborhood Search data, pure cold calling.
Those are some good numbers considering they are calculated calling publicly listed data and from a brand new agent; imagine the uptick when dialing on warm and hot off-market data using her growing skill set.
Let me digress for a minute and tell you about the first time I realized knowing my math was absolutely critical to being successful in sales, and to have a duplicable business model.
It was 1996 and I was just thrown to the sharks on the floor of a major automobile dealership. I was becoming an average salesperson, and while I liked my job, I was doing it like all the other sales people and my ‘average’ status was beginning to bother me.
Thankfully, one day when I was en route to grab a vehicle from another dealers inventory, I started a conversation with Ed the driver (retired fellow who drove cars around for the dealership) He began to tell me his life story, and how after WWII had ended, he started a small company to feed his kids, and turned it in to a successful regional business feeding many families and their children.
What was the business? Selling soap, door to door.
That’s right, Ed had learned door to door selling from his father in the Electrolux business and wanted to sell something people needed; not a fancy vacuum, but soap, bars and bars of soap. He would start in a small town and he and his wife would go door to door. Because so much was on the line, he learned fast how many doors he had to knock on before he got a sale; he learned his math.
Knowing his math helped him overcome the door knocking reluctance he had since pitching vacuums with his father. He knew how many ‘no’ answers he had to hear to get the yes, and this powered him through the process. He was eager to hear the no answer, it got him one more answer closer to YES.
Ed sold his business in the early 50’s to a couple of men who grew this concept in to a huge worldwide corporation still dominating the personal product market today.
Just like the agent who posted her numbers to the Mojo Mastermind Group, you need to figure out your math. With it, you can execute a decisive, measurable prospecting effort that will produce duplicable results.
Grab a pen and paper now, and figure out your math. How many calls do you need to set an appointment? How many appointments do you need to go on to close a listing?
Once you have this figured out, write it down where you will see it often, add it to the desktop image of your computer, and repeat it to yourself every morning.
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!)
When you find a professional you like and trust, why go anywhere else? Noting that many people have a family doctor and a family dentist who get to know them over the years, Century 21’s William May asserts that it is time for clients to think of their real estate agents in the same way.
“Having a family Realtor makes sense,” says May, of C-21 Amber Realty in Torrance, California. “You never know what’s going to happen in your life. Maybe you’ll need to move out-of-state and want to sell for top dollar, or you might be underwater. Or maybe you want to refinance. A lifelong relationship with a Realtor can guide you through almost any situation.”
Torrance, a coastal city of 145,000 in southwestern Los Angeles County, is home to the American Honda Motor Company, Robinson Helicopters, Alcoa, PC Mall and an Exxon Mobil Refinery that handles much of the state’s gasoline supply. May says the economy is robust based on what he’s been observing in the market: “Right now if you price a home correctly, it will sell quickly. It’s not uncommon to sell the same day I list the property. It’s been multi-offer madness. When someone puts a decent property on the market, you’ll be flooded with offers.”
In an ultra-competitive environment where inventory continues to be low, May credits Mojo’s Lead Management and Triple Line Dialing system for giving him an extra edge with his prospecting.
“With Mojo, I can prospect like a bulldog. I lock in every morning from 8 to noon and just stay on the phone. Mojo saves a tremendous amount of time. There’s no way I could ever call 600 people in two hours otherwise,” he says. “You just have to prospect, prospect, prospect and you’ll succeed.”
“Mojo gets me in the right mindset. When you’re cold calling, you come across a lot of negativity. You have to go through so many no’s to get one yes. But you know that’s the path to reach your goals. You just do it,” he adds.
May is a relative newbie to real estate, switching careers three and a half years ago after running his own school bus company for 12 years.
“When I first tried prospecting, it was like watching paint dry,” he recalls. “I’d dial 50 calls an hour by hand and was going crazy. Then I tried Skype where I was clicking numbers on the screen to dial. That was only a little better.”
May was inspired to try Mojo’s Triple Line Autodialer after hearing about it from his real estate mentor, James Festini, the celebrated Century 21 real estate sales trainer and coach. He regularly finds motivation in Festini’s “Your First Day in Real Estate” podcast. May also received hearty pro-Mojo recommendations from two other prospecting mentors, Colton Lindsay and Deric Lipski.
“Once you use Mojo you don’t ever want to think about going back to the old way. A lot of people wonder if the cost is worth it, but it more than pays for itself. My suggestion is to make a three-month commitment and be consistent with using it. If you sign up for Mojo and you don’t stick with it, then you can’t blame Mojo. In that case, it’s you,” he says.
Real estate aside, May has immersed himself in the community as the host of a weekly local affairs radio show on Inglewood News Radio. The host has provided a forum for city politics and market news, ranging from updates on street repairs to area developers turning the old Hollywood Park horse racing track into 3,000 high-end homes along with a 300-room hotel and 600,000 square feet of new retail space.
Not to mention the biggest news in May’s life: He’s a newlywed, marrying his bride Gwen May this past spring.
“Mojo also gives a boost to my social life. Being more productive with prospecting gives me more time to take my wife to the movies,” he says.
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.)
It’s a pretty easy question to answer, after all, using our Real Estate dialer is all you need to really maximize your prospecting time, but there are some things you can do to get the most out of it.
If you’re going to put the effort in to making hundreds of calls per hour, it makes sense you display a real caller ID number so interested parties can call you back. Sure, there is an argument among prospectors that spoofing (displaying bogey CID) your caller ID is the better method because ultimately, the goal is to land live contacts while dialing, so worrying about the call back shouldn’t be important and at a minimum, you won’t get all the angry people calling you back. Well, in some cases this is probably a valid argument but homeowners needing help listing their home WILL call you back and you WILL set appointments from it. Are you willing to risk the appointment going to someone else? There is an easy way to reduce the amount of folks calling you back that are angry, change up your caller ID. With the Mojo Dialer, this is simple to do, you simply enter one of your caller ID’s, we validate it in mere seconds and then it is in your account to be used while dialing. We STRONGLY suggest this method when calling on Expired listings right now, inventory is short and these lead types are being called on heavily. Rotating your office number, home number and cell number gives you a level of anonymity that will allow you to cycle the lead multiple times before showing up on their ‘irritation’ meter. Oh, and if you call a lead who is already irritated with you because of all the other agents calling them, simply let them know the calls will stop after you list their home!
There are folks who just don’t want their caller ID’s shown while calling leads and this is why we came up with Mojo Voice. Imagine the callbacks your cell phone would receive after a 500 call dialing session! Let us help you with the Math: Approximately 10% of your calls will call you back from the caller ID showing on their phones alone (plenty of curious spouses out there:). This means if you dial 500 calls, you’ll likely receive 50 call backs to your cell phone and these calls could be at 3pm or 1am, not very convenient. With Mojo Voice, you can get a virtual number in the area code you service and use it as your caller ID while you prospect. When a lead calls it back, it gets routed to any number you desire, giving you full control over where your leads are calling you back. Lastly, for total anonymity, subscribe to multiple Mojo Voice numbers so you have the ability to change up what your customers see when you call them.
Here is where it gets REALLY cool! So we’ve discovered its a good idea to display a valid caller ID and control where the callbacks are routed with Mojo Voice. Well, with Mojo ID, if you route the call back to your iPhone, Mojo ID will show you who is calling you back before you take the call. Yes, you heard it right, with Mojo ID, you KNOW which lead is calling you back and why. Mojo ID will display to you the contacts information as an image on your iPhone while your phone rings. You will see their name, listing status, any lists or groups they are in, your notes and when you last called them… completely preparing you for the incoming call.
Imagine you’ve prospected all morning calling expired, cancelled and FSBO properties. An hour after your session a call comes in from an unknown caller, you answer and say ‘hello’ and they say “yes you called me, why did you call?”. You can either start asking them questions to identify what type of lead they are,so you can pitch them correctly (very nerve racking and unprofessional) or you can be equipped with Mojo ID and start the conversation off with “thanks for calling me back Jim, I called you today to see if you know why your home didn’t sell?”
Real Estate agents are achieving great success using our Real Estate dialer, and these 3 tips take their prospecting to the next level. They contact more leads, they do it smart by leveraging callbacks and they out wit the most savvy homeowners by arming themselves with information before answering their call, making it known they are the most professional, resourceful agent for the job!
If your a prospective client wanting to know more about the Mojo Dialer or any other service we offer, continue checking out our blog or find more information at www.mojosells.com. We know you’ll like what you see!
I was almost convinced by the real estate community that the neighbors of your listings have no value to you and they are not interested in your listing and the price. Agents for the most part literally ignore the neighbors and the community of their listed homes. They just list a property and move on! YIKES!!! Early in my career as a prospecting trainer I was convinced by real estate agents there was no value in prospecting neighbors of your listings and it would take 100s of contacts to find a new listing. Thankfully after thoroughly investigating it, I discovered the truth. The simple script my Father Mike Ferry created, “when one home sells usually two more sell right away” and the strategy of talking to the neighbors and looking for the next one, works! The truth is, neighbors do want to know what’s going on, and you should be able to get another listing in that community if you do a good job after you sell the house.
Besides the misunderstood opportunity the neighbors present, the other reason why agents justify not talking to neighbors or doing anything for the community is most agents grossly underestimate the importance of what the home listed and sold for. It’s very strange. Now I’m not blaming you, I’m really blaming our industry for passing down this mindset. And this mindset has come at a very big cost. Think about it, guess who has provided the service real estate agents have mostly neglected to provide, have you heard of this website called Zillow? Last month if I remember the number correctly it $54 million people visited Zillow.com LAST MONTH! Why? Because homeowners want to know what’s going on with values in their community. To add a little bit more oomph behind that slap in the face, guess who is now selling real estate agents the leads of the people that are interested in the values and what’s happening in your communities? OUCH! The reality is the online game is over, Zillow.com has won and they did it first and have won over “the top mind” position for values in the country, as the resource for finding out what’s going on with values and prices. It’s comical that agents scream, “but their values are way off!” I simply reply, but at least they provide something! But more importantly, why don’t you step it up and let the neighbors know they can count on you? Zillow may have won the game online, but agents need to be the face-to-face local expert that provides the most up to date and accurate information about what’s going on with values and prices in the neighborhood.
The most powerful and effective way to communicate with the neighbors is either, door knock, phone calls (MOJO’s Neighborhood Search ROCKS), an open house, and marketing pieces. As a coach/trainer I would recommend all, the goal is to max out your opportunity to first provide great service to the neighborhood, second to build your reputation with the neighbors, and third to get the next listing in the community! I can just hear the excuses flying right out of a lot of agent’s mouth right now! This advice isn’t for the agent who is looking for excuses, this advice is for the agent who wants the next listing and gets excited about providing great service to the families in the communities they serve.
The goal is to create conversations with the neighbors about values and prices, don’t just look for the next homeowner who wants to sell! The #1 reason, time and time again, agents couldn’t generate business from this type of prospecting, was because they had “commission breathe.” Commission breath is when you are just looking for business and you are not trying to provide any service or actually give the neighborhood an update. This goes back to the original point, agents lost sight of the value of the service we should be providing. Give neighbors updates about values and prices in the neighborhood! When and agent is just looking for more business they actually become very repelling (a lot of agents were repelled by themselves too), and this lead sources got a reputation as being very weak and not worth it. Once I was able to get the agents’ mindset focused on service first, it leads to amazing results including: great conversations, grateful people, interested neighbors and in the end, another listing!
‘Patrick Ferry has been in the coaching and training industry for over 10 years. He has trained over 5000 agents from all over North America how to generate new business with their prospecting and marketing strategies and is now our guest Real Estate Prospecting Ideas blogger.’ Mojo Selling Solutions is the company behind the Mojo Dialer and Mojo Lead Store and Data Service. For more information on the Mojo Dialer and what Mojo has to offer, please contact us at 877-859-6656 or visit out website at www.mojosells.com for demonstration videos and other informative blog posts.
Follow up is one of the most overlooked pillars of lead generation. Everyone has excuses why they don’t complete it. Our favorite excuse is the notion leads either close on the first call or they are a waste of time. This is our favorite because we have seen agents ring the bell prospecting on the phone, setting appointments left and right, because two days earlier, another agent got the prospect primed but never followed up with them. Believing follow-up is a waste of time is something that costs people money and it is what keeps your competition busy with appointments that lead to appointments and sales. At Mojo, we understand how important lead follow-up is. When we designed the new Mojo Dialer, we wanted our customers to complete follow-up tasks as easily and effectively as possible, making it so simple there would be no excuse to ignore it.
Today’s activities overview is found on the Mojo home page and displays all activities due and completed for today. We display appointments, to do’s, follow-up calls and call backs not yet been completed. As you complete your follow up tasks, we indicate you have completed them. This is a great snapshot of your follow-up progress.
The phone calls action button prompts the user to create either a follow-up call or a call back.
1. Scheduled follow-up calls are placed on the users calendar on the day the call is due. Alerts do not pop for these calls as they are not time based. Users simply click on the follow-up calls link in Today’s Activities Overview and Mojo will present them with a list of follow-up calls due.
2. When a call back is set, the Mojo dialing system will automatically pause the users power dialing system and feed in the call back. Once the call back is completed, the user will automatically resume their power dialing session. If the call back is set when NOT logged in to the Mojo dialer, the user will receive a system alert when the call is due.
The appointments action button prompts the set appointment pop up where the user selects the date, time and duration of the appointment while also giving the appointment a title and description. When the appointment is set, the appointment is added to the users Mojo calendar and a system alert will notify the user of the appointment when it is due. Additionally, the Mojo on the Go! iPad application will also alert the user of their appointment.
The To Do’s action button initiates the Mojo task creation pop up where the user can create a new task, give it a description, assign it to any user on the Mojo dialing system and set the date for the task to be completed. These tasks show in the Activities Due Today console and show in the activities area of the contact associated with them, when due and completed .
That wraps up this post on the importance of lead follow-up and how Mojo makes it easy. If you’re in the market for a dialer, make sure you have all the tools necessary to ensure your success on the phone; make sure you subscribe to the Mojo Dialer!
After 10 years of training prospecting skills and strategies, I find the success rates to be very bad. Meaning the ratio of how many people decide to “try” prospecting and in the end quit, or the most common decision is the statement, “that’s just not my style”. As my ratio of training created more and more successful prospectors I notice 4 fundamentals to someone making the transition from “trying” to “success”, becoming a powerful prospector.
First is the recognition of the long term pay off of becoming a powerful prospector, second is the significant difference between the two words “try” and “commit”, third learning the three aspects (lead sources, what to say, and how to engage conversations), and finally simply having the mindset of being grateful for the opportunity everyday. Some of you may notice that 3 out of the 4 have everything to do with your mindset or attitude.
Let’s look closer at each one to discover where you are in this amazing and rewarding journey of becoming a powerful prospector.
First the recognition of the long term payoff. So many times salespeople try prospecting because they are looking to solve a short term financial problem or lack of leads/appointments in their business. And from that perspective it’s either ineffective or doesn’t serve you long term. The ratio is probably 90% of salespeople who just try out prospecting to solve their short term lead or income problem fail miserably. It’s simple, prospecting isn’t a short term fix for anything. It’s a long term solution for your business. The bottom line, a powerful prospector is someone that can set an appointment within 1-2 hours of prospecting or between 10-20 contacts. Imagine, what the rewards will be when you can get with those results over a year and then over your career. Multiple great leads or appointments every week, lead to multiple sales on a weekly basis … for almost all industries results in at least 6 figure income. Powerful prospectors recognize that this is a long term solution not a short term fix.
Second, simple yet critical fundamental is the difference between “trying” out prospecting vs “committing to” become a powerful prospector! I’ve had thousands of salespeople tell me they “tried” prospecting and it doesn’t work for them or their market. I always giggle inside because they are right! It doesn’t work if you TRY! It only works if you commit to “make it work.” It’s the same thing for some of the prospecting strategies out there. I “tried” that script. I “tried” that lead source. I “tried” MOJO. It’s the commitment to make it work for you and your market is how to win.
Third is the hard work, developing your understanding of the different lead sources in your market, your knowledge of what to say, and the skills to engage conversations with strangers who are not expecting it. This is what takes even the best salespeople so long to own and perform. Because you might have one aspect down but without all three your success is so sporadic which leads to the frustration of the ups and downs. When you combine contacting the best lead source in your market, with an ability to engage great conversations with strangers, with finally knowing what to say to guide that conversation to a result, you will win! But unfortunately depending on how much time you can dedicate to these skills it could take 18 months to 5 years to really get to the point where you are getting the results of a powerful prospector. I always challenge salespeople to first think about the long term benefit to them financially and for their family once they commit to becoming a powerful prospector, because that’s the motivation to drive you past all the hurdles along the way!
Fourth and final one is to start with gratitude! Most salespeople start in a state of “I need income” therefore i “must” prospect. Or start from “I hate this, but i have to do it.” Versus coming from a place being inspired by how incredibly wonderful it is to have the opportunity to help someone in your community and get paid for it. And that you have the opportunity at the touch of your finger tips. For example, a real estate agents has the opportunity everyday to dial 7 numbers, have a life changing conversation with someone in their community and they can earn anywhere from $2000 to $100,000 from that one conversation. WOW!!! With that in perspective it’s silly to start anywhere else other than grateful!
Finally are you in this for the long haul? Have you determined what the long term payoffs are going to be for you and your family once you master everything required to become a powerful prospector?
When you launch the MOJO Dialer next, start from a place of gratitude for not only what this prospecting session can do for you and your family, but also what you can do to help a family in your community today!
‘Patrick Ferry has been in the coaching and training industry for over 10 years. He has trained over 5000 agents from all over North America how to generate new business with their prospecting and marketing strategies.’ Mojo Selling Solutions is the company behind the Mojo Dialer and Mojo Lead Store and Data Service. For more information on the Mojo Dialer and what Mojo has to offer, please contact us at 877-859-6656 or visit out website at www.mojosells.com for demonstration videos and other informative blog posts.
Remember Mojo’s new mascot, Jim The Realtor? The last time we left him, he was shackled to his shabby desk, a self-imposed prisoner who never sees his family due to an inefficient work process. Jim, who could just as easily be a health/life/auto/home insurance agent or other sales professional, learned that the Mojo Dialer (up to 300 calls per hour) and lead management system could make his life less stressful.
And that discovery has created opportunity for Jim to continue to ignore his family in favor of getting out on the golf course. 🙂
We all know you need titanium nerves (not golf clubs) to make prospecting calls. Scoring a genuine conversation with a potential customer requires a lot of wading in the answering machine and hang-up muck. Ironically, we have discovered that many sales professionals are scared when their wishes come true — they get butterflies when prospects actually call them back.
It’s easy to understand why. When you make hundreds of phone calls every day, it’s impossible to remember most names and why you called them (expired listings, FSBO, withdrawn listings) in the first place. If you hesitate for a moment when your prospect says his or her name, they may get resentful. They may feel like a faceless number on the auto-dialer. And that’s when you lose them.
This nightmare scenario, however, is completely preventable. No matter if you are at your desk or in the field, the Mojo ID app for your iPhone (a free download on iTunes) syncs your contacts and call logs to your phone and automatically pops them up on your screen when someone calls back. No more guessing because the exact customer intelligence you’ve been gathering all along is now at your fingertips at the exact moment you need it.
In the hypothetical scenario above, Jim had previously made notes about the customer’s pacifist inclinations. He now knows to avoid praising the Pentagon, defense contractors, Middle East dictators or Somali pirates. Not that it’s ever smart to discuss politics on a sales call, but knowing where the landmines are can be critical for maintaining a natural flow of conversation.
Now that Jim — from just a glance at his iPhone — can instantly process who is calling, what they want and how much business they potentially represent, the nervousness is gone. Customers won’t feel ignored and are more likely to be open to developing a friendly rapport.
You can watch Jim The Realtor’s full golf course experience here Watch Video. Is there a specific business solution you’d like to see covered in the next Jim cartoon? Drop us a line or email us at email@example.com.
I recently stumbled across this Mojo-themed ad while flipping through some magazines at my dentist’s office, which leads me to share two critical pieces of life advice:
1. Always choose a dentist or medical professional who has the latest magazines in their waiting room instead of a tattered pile that looks like it came from a yard sale. If they can’t afford brand new magazines, what’s the quality of their X-Ray machines or other diagnostic equipment?
2. If you’re tired of flipping through magazines wasting your time on celebrity gossip in any waiting room, be sure to maximize your downtime with Mojo Mobile, the free iPhone app for our customers that allows you to make calls and manage your leads from anywhere!
But back to the orange juice ad. Or is it a lipstick ad?
We love seeing references to “Mojo” in pop culture and advertising — as we pointed out in this earlier homage to Austin Powers — but we weren’t inspired by the movie. As our company’s general manager, David England, eloquently puts it, “When you’re at your best and things just fall into place, when customers can’t tell you no, when everything is going as planned, when you are living in a ‘Yes World,’ you have Mojo!”
Now, unlike the OJ ad above, we can’t promise that the Mojo Triple Line Power Dialer or our Pitching Coach training tool will cause you to be smothered in kisses. But we can tell you that Mojo’s lead management system for Realtors, insurance agents, mortgage brokers and other phone sales professionals will feel as important as a good breakfast.
Mojo’s system already triples your productivity — proven results that make long-term commitments and contracts unnecessary on our end — but the breakfast is about to get tastier.
Based on customer feedback, we’ll soon be adding some exciting new features in Next Generation Mojo (stay tuned here for the big announcement). You’ll be starting your morning with the Mojo Daily Planner, an intuitive customizable prospecting planner that methodically tracks all of your opportunities and contacts and reminds you when to take the next step.
During each phone call, you’ll assign your opportunities, contacts and customers to an action plan. These action plans tell you when to call or email them again or just update them with a soft-sell newsletter with industry-specific consumer tips.
Mojo Next Generation will take even more stress out of your current daily workflow. When you show up to your desk, the Daily Planner will feed you your action plans to follow and there’ll be no need to overthink the sales process.
And that means more time to take your best clients out for breakfast and (hopefully) the budget for freshly squeezed juice!
How often in your private conversations with fellow Realtors do you say “That house is a real dump!” or “The previous owners really trashed the place?”
Well, you can now throw that real estate metaphor out the window with this property, an actual garbage Dumpster transformed into a small home for what the architect calls “luxury living.”
California performance artist Gregory Kloehn put hardwood floors, stainless steel appliances, electricity, plumbing, a six-gallon water storage tank, granite countertops, a stove and fuel storage for an outdoor barbeque into this sterile (we hope) trash bin. If his open house last weekend at the San Francisco Fringe Festival was a hit, could this become a new trend in economy living?
Whether you are selling a McMansion or a cozy lakeside cottage, every prospective buyer seems to covet natural light. With Kloehn’s home, you can crank the ceiling up and down like the roof of a pop-up camper. The design feature has two advantages: 1. It camouflages the home from curious onlookers at night; and 2. Sealing the unit lets you sleep even if the area is flooded with street lights or flashing neon signs.
Kloehn, who also makes office space and sound studios out of discarded shipping containers, calls this his “Elite Waste” model.
This “Dumpster of your Dreams,” snidely dubbed by critics as the ideal vacation home for Oscar the Grouch, challenges you to think about how much space people really need to live. What is most important to your prospective buyers when they are looking at a new property? Do they care more about location, the back yard, the neighborhood, the school district, sewer vs. septic, town services, the crime rate or access to shops and restaurants?
What impact do you think this trash-themed home would have on neighborhood property values?
When you are making prospecting calls for sales leads, regardless if it is from Expired, FSBO, Just Listed or Just Sold lists or a Sphere of Influence (SOI) call, do you REALLY know what the property really looks like?
OK, granted it would be tough to masquerade this Dumpster as anything else in the MLS listing, but we’ve all seen our share of creative descriptions. Here’s how this house is listed in the Fringe Festival Guide:
Welcome to Elite Waste’s new line of Urban Homes. You are about to witness the newest trend in 21st Century living. Would you like to live in a home and never pay mortgage again? Simplicity and luxury optimized in our High End Dumpster home, The future of urban living has arrived!
All things considered, living in a Dumpster might not be so bad the Kloehn way. Heck, you could decorate the inside and outside with refrigerator magnets. And there probably are Manhattan studio apartments much smaller than this.
The only thing that makes me a reluctant buyer is the bathroom situation. No matter how well hidden the toilet is or how sweet the air fresheners, this home definitely is at high risk of smelling like a Porta Potty.
Or as one insightful YouTuber put it: “How long before teenagers set fire to it?”
You can watch Greg Kloehn show off his home in this video tour.
(Do you have a Realtor prospecting horror story, or better yet, a dream-come-true property to share? Tell us about your sales victories and challenges at firstname.lastname@example.org)
Brockton, Massachusetts calls itself the “City of Champions” because it was the home of boxing greats Rocky Marciano and Marvin Hagler.
It’s also the turf of Keller Williams real estate agent Deric Lipski, a Mojo user and salesman who describes his prospecting calls with the hyperbolic language of a ring announcer. Consider the title of his most recent YouTube video, a sample of his phone rapping skills for other agents to observe and learn:
Deric Lipski vs. a Really Tough Expired Cold Call LIVE!!!
Yes, you can almost hear the announcer echoing throughout a packed arena.
In the video, in which we think Deric kind of resembles Adam Sandler if he were to star in a real estate prospecting comedy, the agent records a real call where he has reached a frustrated homeowner who has taken his unsold house off the market.
The prospect, a married Massachusetts man named Jim, is reached on his cell phone in his car. Jim tells Deric right away that he is sick of taking calls from annoying real estate agents hovering over his expired listing like vultures.
Deric is unfazed. In a confident, conversational tone, the Realtor keeps talking. He asks Jim about his previous agent and why he thought that person failed to close the deal. “Most good homes don’t sell the first or second time around,” he says. “You said that your wife picked the first agent? Is it fair to say it’s now your turn to pick the agent?”
Jim says he wants to get off the phone. He repeatedly says he doesn’t like to talk on his cell while he’s driving. He says he needs to talk to his wife before even considering putting his $475,000 house back on the market. During three or four times in the conversation, it seems certain that Jim will hang up.
But he doesn’t. The conversation lasts an astounding 10 minutes 53 seconds and it looks likely that Deric will land an appointment to go to the home and discuss strategies for making the property more appealing to prospective buyers.
Deric hones in on Jim’s motivation to sell in the first place and learns he and his wife dream of moving to North Carolina for a more relaxed retirement. The pace is less stressful than maniacal New England, there’s no snow and the cost of living is much lower.
Hoping to set the stage for a price reduction, Deric suggests that the lifetime goals of relocating to North Carolina are much more important than a few thousand dollars sacrificed during bad market conditions. Will the sales pitch succeed? Will Deric sign up Jim and live up to his nickname “Mr. Sold?”
We don’t know. But what we do know is that this phone call is a beautiful example of how to deal with call reluctance.
Yes, prospects get tired of “people like you” calling them all time. So don’t be like them. Focus on what they care about and your commission will follow.
Every agent has their own personality and style, but it’s very likely you’ll pick up a few tips by watching Deric’s demo:
WOW! Imagine commuting to work or doing your errands in this sweet car…
Aviation Week & Space Technology reports that legendary aircraft designer and engineer Burt Rutan has one more amazing surprise up his sleeve: a Flying Electric Hybrid Car.
Rutan, a former flight test engineer for the U.S. Air Force, has five of his creations on display at the Smithsonian’s National Air and Space Museum. He’s the brains behind SpaceShipOne, the world’s first privately developed spacecraft — and SpaceShipTwo, which is slated for private space missions in the age when NASA no longer has an active astronaut program. His aerospace company, Scaled Composites, just unveiled its prototype for a two-seat electric “roadable aircraft.”
The BiPod, which made its maiden test flight on March 30 in California’s Mojave Desert, can be driven like a car from the left cockpit and be controlled like an aircraft from the right seat.
To switch from plane to car mode, the wings are removed and stored between the dual fuselages. As a car, the BiPod will cruise at highway speeds. As a plane, it is designed to optimally soar at 200 miles per hour. Is it the fastest Flying Hybrid Car? Well, although there already is at least one competing flying car on the market (really), it’s not a hybrid, so its likely that Rutan owns the distinction for now.
Mojo cares a lot about speed — and we know how much our customers care, too.
Our Mojo Triple Line Power Dialer triples the number of calls you can make compared to a traditional auto-dialer, empowering you to zip through 250 numbers an hour. Take a tip from health insurance sales standout Ethan Selph and set your Mojo auto dialer to six rings instead of three, giving your prospects a chance to get off the couch and answer the phone without being out of breath.
“I used to get a lot of calls back right away, saying WHO’S THIS?” Selph told us. “I’m now getting a hold of a lot more people the first time.”
Of course, speed means nothing without results. Just as the Flying Car’s speed would be irrelevant if the wings weren’t aerodynamically sound, there are tons of features built into the Triple Line Power Dialer that make you a more effective sales person. Most important is our system’s “First Hello” capability. You talk to your lead the moment they answer the phone. There are no annoying clicks or delays, which telegraph the fact you are using an autodialer.
And with automated pre-recorded message drops, you only need to make your sales pitch ONCE to answering machines. The second you hear a voicemail message, just press your answering machine button and Mojo moves you on to the next potentially live call. Meanwhile, your upbeat pre-recorded pitch is left on the machine as crisp as if you were doing it live (because we insist on using superior copper lines).
For a full rundown on other time-saving and efficiency boosting features, click the link at the bottom of the Triple-Line Power Dialer box.
Power dialing and lead management software might not be as exciting as a flying car, but unlike the future world of the Jetson’s, Mojo is available to change your life right now.
Recognize these famous eyes? They belong to someone who could spot a cheap knock-off from a mile away.
American patriot Ben Franklin would thrive in today’s soundbite-a-second media environment. His Poor Richard’s Almanack — ripe with financial and life advice — is still hailed by Berkshire Hathaway’s Charlie Munger (Warren Buffet’s partner) as the blueprint for success. His quotes have also inspired novelty beer bottle openers and talking action figures.
One of my favorite quotes that applies to real estate prospecting and insurance prospecting is “He that would fish, must venture his bait.” Those eight words sum up the patience required to convert cold calls or qualified leads into sales — whether you are painfully still doing that fishing manually or taking advantage of the Mojo Triple Line Power Dialer.
Franklin is also widely attributed to another one of our favorite quotes, although the true origin of the words remain uncertain.
Here’s the wisdom:
“The bitterness of poor quality remains long after the sweetness of a low price is forgotten.”
We’ve recently become aware of a few unscrupulous knock-off companies who are offering cheap imitations of Mojo products at much lower subscription rates. We know this because inevitably these customers who thought they were getting a good deal were hoodwinked and shared their horrifying experiences with us. Some of these dishonest companies are slandering Mojo by name via social media sites and we feel it is better to give our customers the real scoop rather than get bogged down in the mud.
Beware: Those cheapo depot lead management software and auto-dialer companies are NOT offering the same features or technology deployed by Mojo. It’s the difference between an iPod and the cheap MP3 player you might win at a carnival or from one of those crane machines at the arcade.
So here’s what to watch out for when you are comparing Mojo with the cheap pretenders:
* THEY use VoIP technology because it is inexpensive to run and has inexpensive telco charges. But that savings also decreases call quality and first-hello technology, taking advantage of that critical moment when a human voice first answers the phone.
* MOJO uses copper line technology. This is a more expensive service for us because it requires many more servers versus a single voice and data server that our competitors use. We do this because the connection rates on ‘pickup’ are instant and users hear the first hello. Also, by dispersing our load over many servers, users take advantage of servers that are not overloaded.
* THEY use overseas technical support staff, leading to frustrating encounters with inexperienced help reading from a script. Not to mention occasional language and communication barriers. There is dramatically less problem resolution because there are no decision makers on the phone with the customer.
* MOJO insists on hiring American technical support, but not only that, ALL of it is in-house here at our New Hampshire company headquarters. We are able to strictly monitor quality control, escalate problem tickets and deal with level 3 issues promptly. We also have no communication issues due to language barriers.
* THEY have no online support. What else needs to be said? You work flexible hours based on your own schedule and needs. Without any after-hours support, your business is frozen if you have an issue with your system.
* MOJO offers a technical support portal and forums where users can easily find answers to their questions. Using our Knowledge Base articles, you can troubleshoot your issues and make sure that business continues as usual!
Whether you are purchasing a meal at a restaurant, tickets to the ballgame, or a lead management system for your phone sales operation, it all comes down to “You Get What You Pay For.”
And with no contracts or annoying hidden set-up fees, we’re confident that Mojo’s $149 monthly subscription is the best value in the industry by far. That’s why we have our No-Brainer 7-Day Money Back Guarantee — an offer by the way that very few new customers bother to cash in.
LOOK WHO’S GOT MOJO!
Agent: Andrew Beach
Business: Listed2Sold Team at Prudential NW Properties
Location: Portland, Oregon
Recent Dream Piece of Real Estate: “Ten acre scenic property on Bald Peak with mountain views, a total fixer-upper that was awesome to watch be restored and made new again.”
Recent Bust: “I had a total fixer, on a busy street, with no foundation, one bedroom, siding falling off, repaired siding with roofing shingles, commercial site next door with old tires, semi trailers, and debris everywhere. Wow, that one I had to give back to the owner as they would have had to cut the price in half.”
Job Satisfaction: “I love exceeding client expectations on sale price and time on the market. There’s nothing better than creating a satisfied customer.”
Andrew’s sales territory is gorgeous Northwest Oregon and Southwest Washington, a region defined by mountains, farms and a commitment to the arts. The cosmopolitan city of Portland, which was originally founded as a trading post in the Old West, is symbolized by Portlandia, the Neptune-like “Goddess of Commerce.”
A giant copper statue of Portlandia, sculpted with the same hammering technique used to create the Statue of Liberty, sits at the entrance of the downtown Portland Municipal Services Building (City Hall).
You might think of Mojo as a modern trading post for real estate prospecting.
Andrew, a top producer in his market, definitely does. He found out about our Triple Line Power Dialer and lead management system from Washington power agent Don Leske, who recommended it as a replacement for a competing product that went out of business with no warning.
“My sales philosophy is to do more than anyone expects,” he says. “That means that I’m not just out for a sale/transaction and a paycheck. I want to create a continual revenue stream of referrals from clients who have had an exceptional experience with me.”
“Mojo makes me way more efficient on the calls that I would normally make manually,” says Andrew, based on 18 months of results. “It keeps me focused for short periods of time to get the same results in half the time.”
“I love when I get a wrong number or make an unexpected connection because of the value represented by Mojo’s service,” he adds. “One time I was waiting near a house for a client to show up. I decided to pull up Mojo Mobile on my iPod Touch and made four contacts in 10 minutes and added one person to my sphere that is now going to send me leads.”
Andrew recommends the Mojo system for every real estate agent wishing to become more productive — with one notable exception. He “selfishly” wishes that competing real estate agents in the Pacific Northwest never find out about it.
“Get Mojo immediately and try it out,” he advises. “It’s money back if you don’t like it or won’t use it. Once you have it you’ll be hooked!”
If you’ve been doing phone sales for more than a day, odds are high that you have heard every possible excuse to get you off the phone as soon as possible:
“How DARE you call during ‘American Idol!'”
“How dare YOU call during my mid-morning snack!”
“How dare you CALL during the Super Bowl!”
“Would love to talk more about annuities, but my daughter’s dance recital starts in three minutes!”
“Can you try me back in a few weeks? I’m washing my hair right now.”
“I’m in the middle of sorting my baseball cards and Silly Bands. You caught me at a bad time!”
Well, timing is everything — DON’T call during the Super Bowl or Christmas or Thanksgiving (even if you have nothing else to do). But conversational tone means a lot, too. Very soon the Mojo dialer will be adding a “temperature” feature for you to label each cold or warm lead with a flame icon indicating their mood and attitude the last time you called.
Why is this important? Because HOW a customer says No or Maybe is often more important than the words themselves.
I know this is true and let me testify why from the perspective of an insurance policy customer. I despise my current home insurance company. Their rates are outrageous and they are still punishing me for a tiny stove fire that caused some minor smoke damage in my kitchen a few years ago.
About six months ago, a sales agent from Company B called me up and told me that they didn’t care about the burnt pasta pot and that it is time I stop being raked over the coals for it. They gave me a quote that would reduce my annual homeowner’s policy from $1,200 to about $800 annually. I checked the company’s references and it looks like they aren’t selling policies out of the back of a van. They have their name on a major sports stadium.
But in order to save that money, I would have to switch over my car insurance policy, too. I told the sales rep to call me back in a few weeks because I really was happy with my car insurance even though she could beat that quote, too.
Since that initial call, Company B has politely followed up three times — and due to some inexplicable sense of inertia, I told the sales agent that I wasn’t ready to make a move yet. But as I’m typing these words, I’m embarrassed. It is obviously in my best interest to switch insurance carriers, and only laziness has prevented me from doing so. Now, I’m going to call her back.
A quick sales lesson from my ridiculous experience: If customers don’t want you to call them and open their eyes to advantageous opportunities, they won’t be bashful about lecturing you. But if you don’t hear a hard “No,” you should keep calling back according to your sales action plan (sign up for our Facebook or Twitter feeds to learn how Mojo’s lead management software will soon help you STICK to your action plans).
John Petrowski, president of the Independent Health Insurance Agent Association (IHIAA), recently told Mojo that fear of being rejected or yelled at (“call reluctance”) is the number one reason why sales people fail.
“I can count on one hand the number of people who got upset at me,” says Petrowski.
That’s because many people have internalized the stereotype of the telemarketer who won’t take no for an answer, the caller who goes on and on with his sales pitch. Don’t be that person. If a prospect says they are not interested, take the hint and move on.
“You don’t get anyone mad with a ‘Have a Nice Day,’” he says.
The impact of “Call Reluctance” is so powerful that some psychologists have gone as far as calling it a “social disease.”
Sticking with the medical jargon, I’d say it is a disease closer to hypochondria. With a positive attitude, the frequency of rude responses you’ll get will be minimal. Because the reality is that MANY people really do want to hear from you even if they seem rushed or harried.
Now if you’ll excuse me, I have a phone call to make….
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.