To Become a Power Prospector or Not?

Patrick Ferry talks about success with the Mojo DialerAfter 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.

“You are in this amazing and rewarding journey of becoming a powerful Prospector”.

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.

I “tried” that script.  I “tried” that lead source.  I “tried” MOJO.  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!

“They can earn anywhere from $2000 to $100,000 from that one conversation”

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 talks about success with the Mojo Dialer‘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.

Do you get butterflies when you receive a callback? You need Mojo ID!

Mojo sellsAs 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.
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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!

Record Breakers: World’s longest candy counter, America’s most optimistic town and the quickest sales call connections!

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Sharing the same downtown mill building as Mojo, Chutters is home to the World’s Longest Candy Counter as verified by the Guinness Book of World Records.

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.

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(Click picture for larger image)

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.”

Amazing.

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.”

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Doing the “Pollyanna Wave” in downtown Littleton, NH — Is the economy about to get better?

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?”

 

Mojo helps achieve financial security without any punches to the face

After making millions as a professional baseball player, why does Jose Canseco still agree to cheesy “celebrity” fights??

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.

Celebrity boxing bout between tabloid headliners Amy Fisher and Nadya “Octomom” Suleman.

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!

 

Saving Underwater Homes: How will the White House foreclosure plan affect Realtors?

Republicans and Democrats are pointing fingers as to who's to blame for the nation's foreclosure crisis.

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.

What do you think of the changes to the HARP program?

The Los Angeles Times reports that the current momentum of foreclosures will be tough to slow down.

Consider:

“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.)