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.
As sales professionals, if our phones aren’t ringing, it’s a problem. It could mean that we aren’t generating enough value proposition for our contacts or perhaps, we aren’t building the sense of urgency needed to get a response from our prospects. Either way, if our phones aren’t ringing, it means that we have far less opportunity to generate business.
The Mojo Dialer ensures that you will get the call backs you need to win. With our industry exclusive, copper-based multi-line power dialer that dials up to 300 calls per hour, it is no surprise that a single prospecting session can easily generate 20-30 call backs on the days following your session.
Now that we have that out-of-the-way, I think you will understand my surprise when we asked members of our inner circle, some of the top Real Estate and Insurance professionals in the country, how they handled incoming calls to their phones after a prospecting session.
Here is the #1 response that we received:
“I let it go to voicemail and hope that they leave a message so I can research why I called them (what kind of lead) and then I call them back when I can and hope they pick up the phone”
Probably the most shocking response we got was from a Real Estate agent that closes over 100 transactions a year, they told us that they do pick up the phone when they get a call back but that they ‘got butterflies’ in their stomach when they did because they feared sounding unprepared and disliked having to figure out ‘who’ the prospect was so they could pitch them correctly. Let me reiterate, this was from a seasoned Real Estate agent that closes over 100 transactions a year!
If a successful, professional Realtor gets butterflies when a prospect calls them back, there was clearly a need and opportunity for Mojo to come up with a feature that would make an impact on all of our customers and help ensure that they were prepared for every call back.
Mojo ID is our latest mobile application for the iPhone that syncs your contact and property data to your phone and lets you sync those records to your iPhones address book as their own group. Once you have synced your data, when someone calls you back from your prospecting session or someone you have worked with in Mojo, your iPhone will populate with their information and you will know who is calling you, when you last called them, what kind of property they have (if they are listing calls such as expired, FSBO, withdrawn, etc.), property address, listing price and a variety of other information that will help you answer your incoming calls with confidence.
Mojo ID is a no brainer for anyone that takes prospecting and lead generation seriously and wants to take their best shot with every contact. Having the caller’s information at your fingertips means that you spend seconds identifying the prospect before you pick up the call and all your talk time pitching and building your brand.
Mojo ID can be downloaded from iTunes and is used in conjunction with the Next Generation Mojo Dialer, Power Dialer and Lead Manager.
Stay tuned for an upcoming Mojo ID post where we get down to business on just how awesome Mojo ID really is!
If you’ve ever had the pleasure of working with our technical support department, you know that we proudly keep our staff specialists in house and don’t patch your call overseas where some robotic voice reads from a script. We love that we’re based in Small Town America, Littleton, NH, and that our world likely mirrors the communities of many of the Realtors and independent insurance agents who use Mojo to boost their business.
We encourage all of you to consider New Hampshire’s White Mountains as your next vacation destination, but realistically realize not all of you can make it. So, in the spirit of vicariously sharing our community with you, here are a few tidbits you’d discover as a tourist in Mojo’s backyard.
First, we’re delighted to share real estate with one of New Hampshire’s sweetest landmarks, the World’s Longest Candy Counter at Chutter’s.
It’s astounding that there is such a World’s Record, but if any enterprising retailer out there can extend their jelly bean turf beyond 122 feet, fame and fortune awaits you. For research purposes, I just examined each old-fashioned candy jar and was impressed with the variety of flavors of malted milk balls as well as their selection of “vintage” or “retro” candies like Wax Mustaches, totally un-PC but yummy Candy Cigarettes, Squirrel Nut Zippers, Black Jack gum and colorful Wax Bottles.
Did I say “yummy” Candy Cigarettes? Sorry, I got carried away with the nostalgia. They still taste like chalk.
Almost as fascinating as the candy is the store’s historical backstory:
“Chutters is named for its original owner, Frederick George Chutter, a Congregational minister who came to Littleton to preach but instead, resigned his ministry for the dry goods business, eventually becoming a well-loved and prominent member of the community. A brochure from the era claims, “Mr. Chutter is a warm-hearted, cordial, and enthusiastic man, of optimistic temperament, and much interested in the welfare of Littleton.”
“More than 100 years later, the shop retains his name, and the hospitality for which Chutter’s General Store was renowned still resonates throughout this delightful shop.”
Can you imagine your business lasting 100 years? Well, if you’re cultivating lifelong customer relationships with Mojo’s lead management software and Triple Line Power Dialer, you have a chance to build something that you can sell or pass on to the next generation.
There’s plenty of places to buy sugary sweets in the world. Chutters stands out because they have creativity and marketing spunk.
Just like the town of Littleton itself for embracing its history as the Birthplace of Optimism. Well, the birthplace of novelist Eleanor Hodgman Porter, who wrote “Pollyanna,” the inspiring story of an orphaned girl with a jubilant spirit and outlook on life. The book was a best seller in the 1910s and became a Broadway play and movie. The character was so popular that the term “Pollyanna” wound up in the English dictionary, meaning “a person characterized by irrepressible optimism and a tendency to find good in everything.”
The Pollyanna statue in front of the town public library has become a magnet for tourists, who find it irresistible not to pose for a photo-op doing the “Pollyanna Wave.”
Our contestant in the 2012 Miss America Pageant, Regan Hartley, hails from Littleton and she couldn’t resist either. Apparently, it is considered good luck to rub the feet of the Pollyanna sculpture. We’re optimistic that if enough tourists do this, America’s economic woes will disappear. There’s no Guinness Book of World Records entry for “Most Optimistic Town” in America, but there should be.
We’d also like to see an official Guinness Record for “Fastest Voice Connection for a Power-Dialed Prospecting Call.” Have you heard about the superior speed of our “First Hello Technology?”
So Jose Canseco, the man who brought disgrace (and honesty) to professional baseball and himself with the steroids scandal, was supposed to fight fellow tarnished star Lenny Dykstra over the weekend.
Dykstra, the former Phillies and Mets outfielder, was nicknamed “Nails” not for his beautiful manicure, but for his reported toughness — the kind of toughness that might delude you into thinking that you can fight someone twice your size.
Well, it didn’t happen. Nails didn’t show up.
He’s got other things to worry about though — like bankruptcy and cocaine, grand theft auto and indecent exposure charges. Prison time is almost certain when the authorities get around to it.
As for Canseco, the ex-slugger overinflated by illegal doses of human growth hormone, he’s been financially drained by two divorces and recently had his primary home foreclosed upon. In 2008, he walked away from his 7,300 square-foot mansion in California when he decided the $2.5 million mortgage was too much of a burden.
“You know my life, this financial thing, is a very complicated issue,” he told the TV show “Inside Edition” after the housing loss. “Obviously, when you make all that money, people think, `OK, let’s assume it is $35 million.’ People have to understand that $35 million, you’re paying the government 41 percent. That leaves you with about $17 or $18 million, not even. Then you’re taking care of your whole family.”
So how does this happen? How does “not even” $18 million become a tight budget to take care of your family?
But Canseco and Dykstra are hardly the only fame-starved celebs willing to get bruised for a few bucks.
If you’re the rubbernecked type who likes to slow down at car accidents, consider the “celebrity” fight staged over the weekend pitting Amy Fisher, a.k.a. “The Long Island Lolita,” against Nadya Suleman, a.k.a. “The Octomom.” Fisher is notorious for trying to kill the wife of her lover Joey Buttafuoco in the early 1990s and spent seven years in prison. The Octomom, of course, has made a mockery of fertility treatments, increasing her family size from six to 14 children with just one pregnancy.
We’re not going to tell you who won, because that’s not really the point.
The takeaway message here is “How do I NOT become them?” How do I not become so desperate for income that personal safety and integrity get sacrificed for short-term gain?
Of course, you know the answer is Mojo.
It doesn’t take courage to beat someone up or get beat up. It takes courage to overcome call reluctance, that butterlies-in-the-stomach feeling we all face when we do cold sales calls over the phone. Whether you are selling real estate, automobiles, insurance or financial services, The Mojo Mojo Power Dialer helps take the stress out of the process.
Blasting out 250 calls an hour, the system’s First Hello technology allows you to speak to a prospect when they first pick up the phone — meaning they won’t be agitated by the feeling they are talking to a robot.
Mojo’s lead management software automatically guides you through the process of following up with your qualified or targeted leads and turning them into customers. Each time you use Mojo or Mobile Mojo, there’s no guessing. The system tells you who you’ve already called, who you need to call, and who you need to follow up with.
It continuously separates your data stream into Hot Leads, Warm Leads, Cold Leads and Customers, so you can devote the appropriate resources to the prospects with the greatest potential for success.
With Mojo’s help, you’ll develop the discipline and persistence necessary to thrive in any kind of sales. There’ll be no need to have to fight for your lunch ticket — unless you really want to.
There are some sales pros who actually would be fun to watch in the ring. If you haven’t seen Keller Williams real estate agent Deric Lipski in action, for example, you owe it to yourself to see how endurance can be one of your greatest assets!
We here at Mojo Selling Solutions don’t wear our politics on our sleeves. It’s not just because our office is a harmonious blend of folks across the ideological spectrum. It’s all about the fact that the telephone sales gods don’t care if the prospect is Democrat, Republican, or Independent.
Nevertheless, we can’t ignore what happens at the White House or Capitol Hill. With the housing market so critical to our economy, every minor burp from Washington matters.
President Barack Obama just announced new changes in the mortgage refinance laws aimed at helping struggling homeowners get more affordable interest rates even if they are underwater borrowers.
The President revealed his plans in a speech in Nevada, one of the most badly bruised states in the recession. An estimated one out of every 118 homes there filed for foreclosure in September. On a pure humanity level, foreclosures ruin lives and dreams. On a Machiavellian level, they ruin neighbors’ property levels.
And on a macroeconomic level, foreclosures hurt America because people without homes or jobs not only can’t buy things, they are also more likely to turn to desperate measures.
Federal changes to the Home Affordable Refinance Program (HARP) will now allow homeowners to borrow up to 125 percent of their property’s value at a lower interest rate — instantly saving them thousands each year. HARP was supposed to expire in mid-2012, but it will be extended until the last day of 2013.
The Los Angeles Times reports that the current momentum of foreclosures will be tough to slow down.
“In the three months that ended Sept. 30, notices of default, the first formal step in the foreclosure process, jumped nearly 26% from the previous quarter, according to DataQuick, a San Diego real estate information service.
Additionally, a likely national settlement over complaints about banks filing faulty paperwork to take back homes should clear the way for an additional 400,000 foreclosures in coming months, according to Moody’s Analytics, an economics research firm.
Moody’s predicts that foreclosures will rise next year to a record 1.5 million, or a hefty 30% of all sales of previously owned homes.”
Meanwhile, President Obama’s critics charge that his sudden interest in Nevada stems from his election strategy for 2012. Glenn Cook, a conservative Las Vegas Review-Journal columnist, dismissed the new plan as “more taxpayer-backed swag.”
Nonsense, says the Philadelphia Inquirer, it’s better to do something than nothing and rescued homeowners would potentially save $2,500 a year — affecting up to 2 million American families. Those numbers translate to an increase of between $2.5 billion to $7.5 billion in consumer spending each year, the newspaper claims.
So who’s right?
You tell us. We’re not interested in hearing political rants of any persuasion.
Candidly tell us what really matters. How does the foreclosure rate impact the short-term and long-term real estate market in your community?
(Real estate, insurance and mortgage professionals depend on Mojo for productivity-boosting solutions. Mojo’s Triple Line Power Dialer allows you to contact up to 300 Expired, FSBO and Just Listed/Just Sold leads per hour.)
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…
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”
OK, so we all agree that there is no magic formula to improve your real estate sales performance.
It’s a simple equation:
MORE LEADS = MORE SALES CALLS = MORE APPOINTMENTS = MORE DEALS
If you’re on this blog, you likely already know how Mojo’s Triple Line Power Dialer makes your sales team three times more productive by ensuring ALL their time is spent chatting on the phone with no time wasted with hang-ups, wrong numbers or answering machines.
BUT let’s go back to the first part of the success equation. There’s no one to talk to if you don’t have the phone numbers in the first place. Where do all those expired listings and For Sale By Owner (FSBO) listings come from anyhow?
For FSBO listings, it requires checking newspaper and on-line real estate ads daily and then manually cross-referencing if it is a duplicate lead from weeks or months before. For each expired listing harvested from the MLS, agents have to monotonously repeat the following five steps:
1. Cross check against the MLS Actives and Solds to see if it is relisted or sold.
2. Look up homeowner information on tax records.
3. Go to online people search companies and do a search on homeowner’s name, property address, and mailing address. Some searches require fees for each piece of information.
4. Cross reference phone numbers against the National Do Not Call Registry.
5. Check their own note system to see if they previously connected with the homeowner.
Pretty dizzying, huh?
Real estate agents tell us it can take an average of 5 to 15 minutes to research contact information for each expired listing. That’s a lot of time and energy just to verify if the phone number is worth calling, especially since many of those calls may result in a 15 second conversation or hang-up.
When you are playing the numbers game, it makes sense to reduce the aggravation ratio. The less time you spend vetting numbers, the more time you spend talking to actual people. After all, phone numbers don’t make any purchasing decisions.
Real Estate Data X-Change (The REDX) is an expired and FSBO listing research company in the United States. They mirror our philosophy that sales people need to be spending their time selling, not pressing buttons or clicking the mouse.
Heck, you can’t get carpal tunnel syndrome from talking!
We recently caught up with Renita Dastrup, REDX’s director of business development. In this brief Q & A, she explains why REDX and Mojo are the best combination since peanut butter and chocolate.
Q: Have you gotten any feedback from real estate agents regarding their stress levels?
A: The most common feedback is how we make life so much easier by doing the menial task of look-up so that they can focus on making connections with people. Many agents say that after spending hours looking for information, they are drained of the energy needed to make the call. Many agents have a fear of dialing the phone (call reluctance) and having the REDX system allows them to focus on connecting with the homeowner on the other end.
Q: So how does Mojo fit in as a logical extension of REDX?
A: Mojo is a perfect solution when it comes to agents with call reluctance. It’s amazing how just the simple task of dialing the phone will cause procrastination. It’s like trying to give yourself a shot — it’s so much easier and quicker to give the nurse your arm and brace for the pain, and when it’s all over, it wasn’t that bad! For the agents that don’t have a problem with making phone calls, they can make so many more calls then if they were to just dial the phone.
Q: Why do you recommend Mojo to your clients versus other competing services?
A: We are already set up to export to Mojo so that makes it easy for the agents, plus Mojo has the ability to recognize when a lead has re-listed and stops the agent from making a call that won’t lead to a listing.
Sometimes we refer to prospecting like panning for gold. REDX narrows the mountain down to a manageable pile of dirt that has the highest potential for a golden return. Mojo would be like a sieve that would help you sift through the dirt faster!
Q: How does the bad economy play into the prospecting equation?
A: Many coaches and trainers are saying that in this economy back to basics is essential, and prospecting is the number one activity an agent can do to get business. REDX and Mojo both are productive tools that help get the agent out there in front of prospective clients and use their time wisely.
(To learn more on how Mojo can dramatically improve your real estate prospecting in this tough economy, click here.)
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.
What I learned at the Inman Connect conference
There is a BUZZ in real estate right now. Everyone I was lucky enough to meet was very optimistic about 2010 and their creative marketing juices were flowing! The exhibitor hall was filled with companies displaying the ‘next best thing’ in real estate marketing and work flow. I was quite impressed with the technology that is available right now for agents to market themselves, their websites and their properties.
Next to our booth was United Lane which easily had one of the most exciting booths at the conference. They sell software that allows agents to show off their properties floor plans in 3D and customize the home to the customers wants/needs. Nothing like painting a picture to help the sales process along! If you’re an agent, you really should check them out.
The conference had all kinds of great speakers and workshops. I was fortunate enough to sit in one workshop for us exhibitors by Greg Robertson, Co-Founder of W&R Studios. He outlined how to sell new, innovative products in to the Real Estate industry and I was pleasantly surprised to find out we are doing 75% of what we do right.
I also sat in on the “Duet” between Tom Ferry and Rob Hahn which addressed the up and downside to social marketing…Loved the title of the event, Social Media or Social Snake Oil. They presented their cases and debated the pros and cons of social marketing. I loved it when Tom started it out by stating he had research his opponent’s blog to get more info for the Duet! I left thinking that social media can be a very good passive marketing tool. Oh yeah…and both Tom and Rob are absolutely fantastic to watch! For more on Tom Ferry please visit www.yourcoach.com and take time to visit Rob Hahn’s blog at www.notorious-rob.com .
We had a great time, met tons of wonderful people and learned a lot about the industry that has helped shape our company in to what it is today. Prospecting by phone is still the single most effective form of marketing today. Fast results, real time ROI and one-on-one relationship building makes prospecting expired listings, FSBO leads and just listed/just sold a must do in 2010! Visit our site today to see just how we can make a dramatic impact on your business MojoSells.
The Federal Trade Commission is suing three companies that have been making automated recorded phone calls to sell “worthless” credit card interest reduction programs, charging customers an up front fee as high as $1,495 and delivering zilcho.
Here’s a snippet from the official government press release:
“According to the three FTC complaints, Economic Relief Technologies, LLC, Dynamic Financial Group (U.S.A.) Inc., and JPM Accelerated Services (JPM), and related defendants made illegal pre-recorded robocalls to consumers, using names like “card services,” “credit card services” or “account services.” The robocalls allegedly claimed the defendants’ services could lower the interest rate on consumers’ credit cards. In each case, consumers who pressed 1 after hearing the automated call were transferred to live telemarketers who allegedly misrepresented that consumers could dramatically lower the rates on their credit card.
The telemarketers also said consumers would save thousands of dollars in a short period of time by lowering their interest rates and would be able to pay off their debts faster – for an up-front fee ranging from $495 to $1,495. The defendants then falsely stated that if consumers did not save a “guaranteed” amount – typically $2,500 or more – they could get a full refund of the up-front fee. However, after securing the fee, the defendants allegedly did not negotiate lower rates on behalf of consumers and provided few refunds to those who were dissatisfied with the service.”
Here’s the deal. Every time consumers get ripped off by sleazeballs using telemarketing technology, it makes all of our jobs harder. Getting robbed on the phone is certainly preferable to getting mugged on the street, but that is little consolation to these scam victims.
What’s more astounding is that companies are still choosing to use pre-recorded sales calls at all. Since Sept. 1, 2009, recorded sales pitches have been illegal with the exception of a few rare instances — such as the customer previously requesting such calls in advance (like that’s gonna happen!)
The reality is that sales calls are about building personal relationships and talking to machines is a total turnoff.
The reality is that targeted leads often welcome telemarketing calls, such as is the experience of stellar Arizona real estate agent Curt Stinson.
With the Mojo Dialer lead management software and the Mojo Dialer power dialer technology, you project the friendly human interaction as your first impression — even on the first hello. No robotic recordings.
The Mojo Dialer wiith lead management will make 250-300 calls an hour, constantly feeding you the live customers as they pick up!
Moreover, with no robot interaction, your sales staff will encounter far fewer hostile responses — making their work shifts less stressful and more productive.
Now if we could just invent a device to weed out the unscrupulous scam artists!
Take a look at the gorgeous landscape above. It’s Saguaro National Park in Tucson, Arizona.
But there’s also something intensely ugly going on in Tucson. Property values have recently plummeted by 45 percent, making the area one of the worst hit cities in America alongside Las Vegas and Phoenix.
Despite it all, real estate broker Curt Stinson, a 15-year industry veteran, is smoking with leads from cold calls. For the past four months, he’s operated a call center with five telemarketers using the Mojo auto dialer and Mojo lead management tracking program, which automatically qualifies prospects after a phone call and moves the data to the next stage of the deal flow.
“As more and more agents drop out of the business, we’re picking up their customers,” says Curt. “And all my business is coming from prospecting. I don’t pursue bank referrals because those will eventually dry up when the market comes back.”
Curt’s call team dials more than 2,000 numbers a night and goes with this basic script: “We recently just sold a home in your area and we’re checking if you might be interested in selling your home.”
“It’s amazing how many people say yes,” he notes. “It’s hard for me to follow up on all the leads I generate and that’s a great problem to have.”
The Tucson broker credits Mojo’s Triple Line Power Dialer, which minimizes downtime by never stopping its dialing and only giving you live calls, for boosting his results from generating 8-9 contacts per hour to 30-40 contacts per hour.
Real estate is a pure numbers game. Making more contacts = more appointments = more listings = more sales.
“Over the past year, our overall business has increased by 20 percent and a good portion of it is because of Mojo,” says Curt. “Next year should be even better!”
He adds that he is looking forward to exploring Mojo’s Live Lead Feed, our system of automatically tracking Internet leads without having to manually enter data, when he ramps up his Website side of the business.
For now, though Curt is too busy handling the business generated by phone and offers this advice for any industry peers considering adopting Mojo: “Be prepared for a huge boost and be prepared to follow-up!”
Perhaps Curt’s Mojo experience can be duplicated in your market. Find out more about how our lead management auto dialer software can dramatically impact YOUR real estate business!
(If coincidentally you happen to be hunkering for a piece of Southern Arizona real estate, you can contact Curt at www.homesbycurt.com)
One of the most frequent questions we get here at Mojo Selling Solutions is “Did you guys take your name from the Austin Powers movie?”
No, we did not.
Here’s what the word means to sales manager David K. England: “When you’re at your best, thing 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!”
And here’s what Mojo means to Dr. Evil, the archnemesis of shagadelic spy Austin Powers… Click here or on the picture of Dr. Evil below to link to the video:
As Dr. Evil points out, Mojo is the “Right Stuff,” the “Life Force,” the “Essence” of who we are when we are at our best.
The Mojo Power Dialer is a telemarketing godsend, helping your phone sales staff be at their best.
Our Power Dialer and lead management software — ideal for professionals in the real estate, insurance and mortgage/debt services industries — boosts confidence by cutting through all the busy signals, wrong numbers and hang-ups and only connects you to live pickups. Nothing sucks the life out of a sales pitch than being stuck in the muck of phone calls without live prospects.
Here are some core features of Mojo lead management software and why it will put an extra zing in your phone sales attitude. We’ll fully explore each feature in-depth in upcoming blog posts:
Triple Line Power Dialer: Dials at a blazing speed of 250 calls per hour. When a call is answered, our power dialer is so fast you hear the “first hello,” not the third or fourth.
Dynamic Deal Flow: Mojo has built-in business and sales intelligence; it tracks every call and qualifies the lead to dynamically move it to the next stage in your deal flow. You can easily track your leads through your sales pipeline, without any effort on your part.
Multiple Caller ID Broadcast: Don’t let your caller ID keep your customers from answering. People remember your caller ID from previous attempts and will not pick up because they know why you are calling. We have the solution… Simply change your caller ID inside of Mojo throughout the day and increase your chances of a live lead!
Best news of all, unlike Dr. Evil, you don’t have to STEAL your Mojo. It’s available for sale right here.
We all know that prospecting doesn’t rate too high on the ‘fun’ list. It probably rates in the ballpark of public speaking or getting poked in the face with a sharp stick. Sometimes, it feels more like a chore than a positive action for your business. You need to approach prospecting with MOJO. MOJO means getting in your groove, getting into a flow where you are alert, enthusiastic, and on top of your game. Nothing is worse than calling 20 numbers in a row and getting an answering machine or no answer for every single one. It puts a damper on your MOJO. When this happens, it zaps the energy right out of you. Calling number after number and not getting results changes your attitude rather quickly. Now, what if there was a way to turn the tables on prospecting and make it fun again? I am not joking about putting fun and prospecting in the same sentence. It can happen. MOJO gives you that edge. It cuts through all of your junk dialing and gets to the ‘good stuff’. When you are dialing 3 lines at the same time, you are tripling your speed and contacting three times the live leads. It is like hiring three telemarketers and having them transfer all the good calls to you. And, in these hard economic times, we know that hiring three people to do your calling is just not viable. For a fraction of the cost, you can have MOJO fill that position in your company. MOJO is a power dialer, not to be confused with a predictive dialer. With MOJO, you will not drop calls like you would with a predictive dialer. Save money, stay on your game, and triple your production. When you’ve got MOJO, sales happen.