Long ago, the Mojo Dialer was merely list dialer – agents would load their data files into Mojo, select which list to call and begin smiling and dialing. The Mojo Dialer worked superbly for this kind of lead generation and it put us on the map for salespeople looking to prospect with a hosted power dialer. Since then, we have evolved into something much more.
Mojo is no longer just a list dialer. It has grown into a suite of powerful tools including action plans, designed with one goal: Contact, Contact, Contact!
Over the years, our clients’ wants and needs have also evolved, and with each turn in the marketplace, we’ve made the necessary improvements and adaptations to meet their ever-changing challenges.
Today, Mojo is the central sales tool for many of our clients. It’s a single platform where they grow, nurture and profit from their database using simple contact tools like the Mojo Dialer, Action Plans, drip and blast email, as well as marketing tools like newsletters and letters.
A salesperson without leads is like a fisherman casting his line in the bathtub. He will never, ever catch any fish. Any healthy database has a steady stream of new leads such as Expired, FSBO and web-generated leads. Leads are a great way to keep the pump primed and the pipeline full.
The long-term benefit of subscribing to a Real Estate lead service like Mojo’s or one of our preferred vendors, is that your database will continue to grow, making leads a force multiplier in the transactions you get from your database annually. It’s a no-brainer.
Another major contributor to our clients’ databases are Just Listed/Just Sold data from the Mojo Neighborhood Search. We don’t call them leads, because technically, it is data. Data, that when used correctly through Mojo’s many tools (like the Mojo Dialer) become high-value leads. These leads are proven to have a higher ROI than any other lead source and come without the drudgery often associated with Expired and FSBO prospecting!
The short-term benefit of subscribing to a lead service is the low-hanging fruit, those leads that quickly convert to appointments and listings without much effort. However, depending too much on low-hanging fruit can be dangerous. Trying to build repeatable business this way will result in certain disappointment.
To be truly successful, you need to actively reach out to your database using a variety of methods for the most penetration. Before we explore those methods, though, let’s answer the question “What should be in my database?”
The answer won’t be the same for every client, but here are the core components of a productive databases (in no special order):
Most of our clients actively work their SOI/COI inside Mojo. This group consists of everyone they know, including friends, family, barbers, insurance agents, soccer coaches, etc. You get the idea.
This is a simple one. This category is anyone who has done business with you in the past. Now, if you’re brand new to the industry, relax! You will begin building this side of your database in no time. Be patient.
Referrals are the backbone to almost every salesperson’s success. There might be some overlap in your database between your SOI/COI, past clients and referrals, but don’t worry. The main thing is to figure out a system for your referrals, such as categorizing them into A, B and C referrals. It’s pretty common to have a ‘C’ group for anyone who has committed to sending you referrals verbally; a ‘B’ group for anyone you know has sent you at least one referral, and an ‘A’ group for those gold-level contacts who have sent you multiple referrals.
This is another big income-producing category. When salespeople finally give up on a lead differs from agent to agent, but one thing is certain: few salespeople go the extra mile and nurture their leads fully. This means a lead that you have in your database that seems cold just might convert when you least expect it (and with less effort), because the competition has given up on them!
There are many categories in a well-rounded database. The ones mentioned above are just a few of the popular ones which our clients actively target. Always remember that your database is not stagnant. Your goal should be to constantly update it with new opportunities, regardless of the category when you are prospecting your leads. A lead that doesn’t convert today might be a great referral maker over time.
There’s a saying that Fearless Agent Coaching’s Bob Loeffler always uses which we love: “Become the celebrity in the household.” It paints such a simple approach to working your database: Keep contacting, touching, and reaching out so that when anyone in your database thinks real estate, they instantly think of YOU.
Mojo has the tools to help you “become the celebrity” in your prospect’s mind. Here are a few ways that Mojo customers are truly putting their databases to work for them:
Clients load these leads (along with any previously received leads which haven’t been contacted yet) into the Mojo Dialer each morning. While prospecting, they categorize the leads they contact into the appropriate group of their choice. Any leads they haven’t contacted get assigned to an Action Plan with drip email and marketing letters. Any leads with emails immediately receive the first of a series of drip emails that the user has created. At the end of the session, the client does a mass letter printing and mails the letters out.
This workflow offers total penetration, leveraging multiple contact points. Mojo’s Action Plans lets you focus on building relationships with prospects and not worrying about managing routine tasks.
Clients call their various grouped leads two ways. The first is they load the group into the dialer and call leads they’ve contacted before but haven’t converted or set appointments with yet. The conversation is different because they’ve spoken with them before and the goal is to set the appointment or keep the dialogue and rapport going.
The second method is via our follow-up call workflow, driven by Action Plans. When grouping leads into groups during prospecting, our clients will assign the various Action Plans they have created, which include actions such as drip email, marketing letters, tasks and follow-up calls.
This is the preferred method because it leaves no chance of leads falling through the cracks. Mojo literally leads you by the nose to complete your follow-up, something most salespeople need and appreciate. The typical workflow here is that after clients prospect their new leads, they will enter the Activities planner and begin their follow-up calls. It’s a seamless workflow that makes following up via the phone a breeze!
These leads are getting prospecting calls; drip email, marketing letters and follow-up calls, all pre-scheduled by Mojo’s Action Plans – the ultimate lead generation dream team.
Web leads that come into Mojo almost always get set to an Action Plan immediately. The popular Action Plan used is the “10 Days of Pain.” This is a pre-created plan available in Mojo, and it includes the popular steps used by many of the top agents in the country. Mojo even includes the popular 8×8 and 33 touch plans for those contacts that don’t convert during the 10 Days of Pain.
A general rule of thumb here is to call/contact these contacts every quarter. Our clients leverage our last contacted dialing filters and call through these contacts every 90 days. The filter only serves up people not contacted during this time frame, so you never end up calling the same person twice in the same time period. It’s epic!
Clients assign a customized Action Plan to these contacts to make sure that between calls these contacts are getting emails, letters and items of value at certain intervals. Once assigned to the Action Plan, Mojo does the rest and reminds the agents of the tasks and actions they have to do. It takes the burden off our clients. They just sit back and do what Mojo reminds them to do.
Our clients love our fully responsive HTML5 email editor because it empowers them to create great-looking email templates for market updates, home buying tips, DIY tips and much more.
Many of our users use a similar approach to the SOI/COI workflow on these contacts because the goal is the same: Make contact, check needs and get referrals. They will use the same Action Plan, but keep the contacts in their separate categories inside their database.
Most clients have their referrals separated (as mentioned earlier) into A, B and C groups. They will create Action Plans based on these groups and assign them accordingly. Referrals are such a huge income producer that automating your follow-up and communication with this audience ensures that you’re taking full advantage of all the upside.
Popular Action Plans for these include follow-up calls, tasks for sending items of value, and drip emails with templates and letters.
Our clients actively prospect these using the Mojo Dialer. However, in parallel, they also have them in Action Plans such as the 33 touch. A two-pronged approach to these contacts using the Mojo Dialer in conjunction with a long-term drip plan like the 33 touch is very popular and used by many of our clients.
While this not an exhaustive list of the many ways agents leverage Mojo, hopefully you now have an idea of how agents are using Mojo to crush their database.
The Mojo Dialer, Action Plans, follow-up calls, tasks and letters work together to extract all the available gold nuggets and opportunities from your database in one, easy-to-use, web-based platform.
Ready to venture beyond calling with the Mojo Dialer? If you’d like help setting up an Action Plan or any of the other prospecting tools discussed in this blog, please call our Customer Support team at 877-859-6656. We’d be happy to walk you through any of our tools and recommend strategies for your business!
Keller Williams agent Ron Ferrara, who sells real estate in the Queens, NY area, remembers when he had a little too much “home” in his home office. Just starting out as a Realtor, following nine unsatisfying years working in the investment banking world, Ferrara downsized in every way he could. He moved back in with his parents and used his bedroom as his office.
“I had an air mattress blown up in it, and I would deflate the mattress and then go to work on my prospecting,” he recalls. “I pretty much didn’t make any money that year. It was hard. I lived off my savings. For the first month, I had no idea what I was doing. I was just calling random numbers by hand.”
“But it was all worth it,” he adds. “When I was in the corporate world, I had no control over my destiny. Owning my business is a dream. I can can work as hard as I want and get the results that I want.”
Focusing on selling single-family and multi-family homes in Queens, with prices generally ranging from $450,000 to $1,000,000, Ferrara has noticed a fascinating trend. Despite the crowded conditions (“houses are on top of each other”), very few people want to leave.
“Inventory is low and it’s been declining even further over the past few years,” he notes. “When you get a listing and you price it correctly, it will definitely sell within a few weeks.”
Many of Ferrara’s clients are working class retirees who have lived in the same house for 40 or 50 years. Some want to cash out on their highest-price asset and move down South where real estate is much cheaper. Some are moving in with their kids. But very few locals seem to be in a rush to leave.
“You know what it is? Queens is an immigrant community. Not just first-generation immigrants, but like me – my family is fourth generation. Once you come to Queens, you kind of get sucked in. A lot of people have extended family who live close by and a lot of friends who stayed here. They grew up here and sometimes it’s tough to break that chain,” Ferrara says.
Consequently, the New York Realtor has to have 200 phone conversations to meet one homeowner who is thinking about selling. Out of those rare people contemplating a move, only about 1 in 10 actually goes through with it.
To keep up with that lopsided equation, Ferrara needs to make 2000 prospect calls a day. And he does so with not one, but two Mojo Dialers running at full speed for four hours every day.
Every morning at about 8:30 a.m., Ferrara begins by importing his Expired leads from REDX into Mojo and then sits down to dial at his three computer screens. Two of the browsers are opened up to two Mojo dialers.
“I have two desk phones, and I have two headsets, and then I hit start on both dialers. Then it starts calling people. If someone picks up on the one, then I pause the other. And if both pick up the same time, I actually go into the same script with two different people. I’ll just toggle back and forth with my mute,” he explains. “The more people I reach, the more people I can help and the quicker I can reach my goals.”
Sound complicated? Ferrara says he quickly got the hang of it with just a little bit of practice.
He first learned about the Mojo Dialer from a Mike Ferry training conference and now recommends the all-in-one, cloud-based prospecting system to everyone he meets in the industry.
“Say you’re chopping trees for a living,” he says. “Mojo is like using a high-powered chainsaw versus a knife. You could try to use a knife to cut the tree down, it might take you a year to cut a tree, or you could use the high-powered chainsaw.”
“What I always tell people is if you’re dialing by hand, you’re just going to waste so much energy and effort just to dial, and check the numbers. The Mojo Dialer handles all that so you can focus on your conversations.”
Ferrara also highly recommends the “Mojo On The Go!” mobile app for enabling you to always have access to your customer database wherever you go. “I use it for my CRM as well. If I need somebody’s phone number, I can just log right in. I like how Mojo saves my login. I can get into Mojo in two seconds. I’m on the road a lot. If I have an extra five minutes, I can just go into that month’s lead folder and make a few more calls.”
With Ferrara’s inflatable mattress days being only three-and-a-half years ago, the contributing factors to building a successful real estate career from scratch are fresh in his mind.
“Connect with a great coaching organization like Mike Ferry, get the skills, and then just do it every single day as hard as you can,” he recommends. “And you will see the results. It might take you a year or so to even start seeing it, but you’ll get there!”
“I’ve also learned a lot of lessons on the phone,” Ferrara adds. “Having an upbeat attitude, voice and manner over the phone really translates into better results. Subtle things really make a difference. When I first started out, I was scared to make calls, but I never get call reluctance anymore. If you’re scared to talk to people, just go out and talk to 100 people. You’ll get over it very quickly. It just goes away over time.”
To learn more about the latest prospecting features included in Mojo, click here. If you’d like to share your real estate prospecting experience with the Mojo community, please email your story to email@example.com.
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!
It was this time last year when we sat down with our design team and asked this question: What can we do to make the Mojo Dialer more user-friendly, easier to use, more feature packed… and most of all, appeal to a broader audience?
Since releasing the Mojo Dialer and Prospecting System on the web 3.5 years ago, we’ve collected a TON of user feedback. We captured input from heavy users, casual users, hard-core prospectors and the weekend warriors. All of this feedback spilled on to paper, then in mock-ups, and finally, in the web-browser.
We began testing the new platform this past December, and began our soft-launch to clients in April. At this moment, about 1/5 of our clients are using, and loving the new platform!
We ‘trimmed the fat’ from the entire platform, streamlining the user interface at every corner. We made the dialing workflow more intuitive, added new dialing features such as our new Dialing Bar, and select-to-dial calling mode.
We revamped the follow-up activities area, making it cleaner, easier to use – giving you every reason to start making more follow-up calls, and setting more appointments.
We’ve added new integrations, we’ve integrated with Zapier so you can connect Mojo to hundreds of other apps like Bomb Bomb, Sales Force, Infusionsoft, Contactually and many, many more.
We’ll save the rest for our official announcement, stay tuned!
We expect to have all of our clients on the new 2.0 platform over the next six weeks, slowly releasing to groups of clients until complete. This is the approach we took to make sure we could offer the necessary support during the transition. We will be releasing to new clients soon and look forward to a more detailed blog post then.
Craig Reger has been selling real estate in Portland, Ore. for nearly 20 years. For the past fifteen years, he has been consistently recognized as one of Oregon’s top-producing Realtors and coach of the KW Maps Coaching 90-in-90 listing challenge.
Best known for his understanding and knowledge of the market, Reger served as the 2011 President of the PMAR Million Dollar Club (MDC) and was honored as the 2008 PMAR MDC Broker of the Year. In addition to running the Craig Reger Group, he is the Operating Principal of the Keller Williams Sunset Corridor brokerage office and Keller Williams Eugene- Springfield brokerage. He also coaches and trains other real estate brokers throughout the Portland area.
He recently shared some of his tips, tricks and insights about prospecting with Mojo.
In a nutshell it’s consistency in your business. I feel many agents do some form of prospecting, they get some business, then they work on that business, they wake up with some paychecks and then they’re out of business and they more or less repeat that process.
And it’s just not a very good quality of life. The importance of prospecting is if you can time block and commit, one hour a day, two hours a day, three hours a day, whatever it is, commit to reach your goals, the business becomes so consistent. It’s not perfect, but it’s consistent.
If you get in front of enough candidates, you’re going to get someone who is a 10 to buy or list this weekend and you’re going to find somebody else whose motivation is a 2 or a 0. So prospecting allows you to work with the people you enjoy working with at a price point you enjoy working with at a motivational level you enjoy working with. And geographic areas you enjoy working with. All of that becomes controllable through prospecting. And without prospecting, you’re kind of just at the whim of, ‘Hey I got this one lead, and whether it’s good or bad I guess I have to work on it.’
I think there are more roadblocks than there are open lanes sometimes. I think it’s our mindset, I think it’s fear of rejection, a lack of confidence or a lack of knowledge about what we’re going to say. I think those are the biggest reasons we feel intimidated. The mindset that it won’t work. Those are the most common roadblocks I see with my team or with people around the country.
I think script practice is key, I really do. I use sports analogies to explain this. Imagine if your favorite football team just showed up on Sunday to play the 49ers– they had no practice, they didn’t work on their positions, they didn’t work on their plays, didn’t watch game tape– they just showed up and hoped to have a good game against the 49ers. That would not be a very good situation for them.
Yet in our business we don’t take 15, 20, 30 minutes a day to really master what we do. We go to work, which is basically like playing the game on Sunday. We don’t take any time prior to going to work to, or most of us don’t take any time, to feel extremely confident and knowledgeable in what we’re going to say or do at work.
So I think script practice is a really big one that can take away those fears and to give us confidence in what we’re going to say.
Personally, I think you dive in. My take on it is, so often people do what I call getting ready to get ready to get ready and they never actually do anything. So in some cases they are spending days and weeks or months or years, coming up with a plan, which is a form of work I guess.
They are making a plan for, wow this is going to be the best conversation and the best phone numbers and the best scripts and the best everything and that’s all they’re working on and they never actually pick up the phone.
To me at its simplest form, if Mojo Dialer can give me even just 500 numbers, and if I have zero scripts, I simply call up 500 people and I say, ‘Hi, I’m Craig and I’m a real estate agent have you thought about selling your home?’ which is not the most powerful script, right? At its most basic form, any one of us can say those 10 words.
And, if I call 500 people and say those 10 words, odds are that two or three or five or seven or worse case, if it’s just horrific, one, is going to say yes. If you want to be successful at it, you pick up the phone and maybe you have a slightly better script than, ‘Hi, I’m Craig do you want to sell your home?’ But at the end of the day, that script would work if you did it 6 hours a day. There’s no gray in my mind it would work.
I think that over time you develop your scripts, you develop your confidence, then you grow towards mastery, and at that point certainly your closing ratios and conversion ratios and appointment ratios will go up exponentially.
Recognize it’s a numbers game. I think a lot of people get frustrated, of, ‘Oh I called up 30 or 50 or 70 people and I didn’t set an appointment.’ So they stop. But what if the next three were the three that would have said yes?
It comes back to consistency. If you want to find motivated buyers and sellers, then you have to go through a bunch of non-motivated buyers and sellers. It’s consistency and it’s also in the quantity. And that’s what I love about the Mojo dialer. It gives my team an opportunity to dial thousands, if not literally tens of thousands of numbers a week.
And if we get in front of that many people, then we are going to find people who have some level of motivation.
They don’t do it, they don’t do it, they don’t do it. I mean, seriously.
Another is, they give up too soon. They just feel like, ‘I did it for a day or a week or three weeks and that’s good enough.’ They give up too soon on that expired, and they give up too soon on the for sale by owner.
It’s like, if I go to the gym for two weeks and work out really hard, and I haven’t done that before, I’m going to be in a bunch of pain- my body’s not going to change that much in two weeks. But if I go to the gym every single day or even four days a week for the next 90 days- tell me I won’t look and feel totally different 91 days from now.
I think prospecting and lead generation is the exact same thing. A lot of people will do it for a day or a week or two weeks and, just like going to the gym, they’re not seeing those immediate results. They are like, ‘Well this sucks and oh by the way it’s painful,’ and they stop right as it’s going to get really good.
To me that’s the biggest mistake, it’s not consistent they only do it when they are at a place of, ‘Oh my gosh I just woke up with no or few deals in Escrow,’ and they do it and it’s not always an immediate results. It has to be consistent and they need to stick with it. I think those are the one and two biggest mistakes that people make with lead generation.
[Interview has been edited for length and clarity]
We know how busy Craig is with coaching and running his real estate business and we’d like to thank him for sharing his knowledge. Keep an eye out for more real estate agent Q&A:)
People who list their homes themselves don’t want to talk to you. Well, they do, but they just yet don’t know it. So your challenge is to explain why they need you and the value you bring. In this post, we discuss taking the right approach to FSBO lead prospecting.
This is going to take time, research, effort and some leads from Mojo’s real-time and aged FSBO lead services, or your preferred real estate lead provider. It might sound like a lot of work, but remember the work you put in ahead of time will be worth it since this is sometimes a neglected niche in the market. According to the most recent statistics from the National Association of Realtors, FSBOs accounted for nine percent of the more than 5 million homes that sold in 2013. If you weren’t on top of FSBOs that year, that amounted to 458,100 missed opportunities.
A key thing to remember when you are trying to convert a FSBO to a listing is to not be pushy. These folks may have already had a bad experience with an agent, which is why they are going it alone. Or they believe they are doing the right thing financially and don’t need a pushy agent.
People selling their houses themselves often don’t know what they are getting into. They think they can put up a sign and place an ad and someone will buy the house the next week. They aren’t familiar with the intricacies of contracts, negotiations and closings. They don’t know that it takes more than a sign to sell a house.
With that in mind, FSBOs typically fall into two categories: those who give selling a try, but their hearts aren’t in it; and, those who don’t want to pay a commission.
The first group is a nice bunch because they really aren’t committed to it. You usually can convince them to meet because at the end of the day, they don’t want to do the legwork. They just thought they’d give it a go to save money. Again, it’s a numbers game, and if you’re calling enough FSBOs, every morning, you are going to find a bunch of those who think twice about going it alone.
The other group can be pricklier. They are listing themselves because they don’t want to pay a commission or perhaps because a previous agent let them down. Right out of the gate, this group probably believes real estate agents don’t bring much to the process of listing or selling property. They think they can make their own fliers, put up a sign in the yard and hold an open house and be in business.
With this type of homeowner, you want to prepare for the long game. On the first call, just focus on building a relationship. Offer to bring them signs for the open house, throw in a brochure box, and ask if they have any questions you could answer before their first sale weekend. Then wish them luck and wait, until the following Monday when you call back.
On the Monday call, ask how the open house went and if they got any offers. Mention you sold three houses over the weekend and are seeing a shortage of inventory. Once again, ask if they need anything or have any questions.
Do this every Monday for the next few weeks. These conversations are great opportunities to build a foundation for a positive working relationship. Here’s an approach you can consider using: You may know that, according to NAR data, in 2013 the typical FSBO home sold for $184,000 compared to $230,000 for agent-assisted home sales. As you and the homeowner get to know each other, diplomatically drop that data into the conversation. The idea with a FSBO, or really any prospect, is to be helpful while not treating the homeowner like he or she is a complete idiot who’s making a huge mistake.
You could even try saying something like this:
“Look, I get it. You want to sell the house on your own; you want to save money. If I wasn’t a real estate agent, I’d do the same thing. I’m not going to try to sell you a thing, but what I would like to know is if you sold the house, where are you going?”
Or something like this:
“I don’t know if you know, but if something is going to happen with your house, it’s going to happen within the first 30 days. After 30 days, are you thinking about getting an agent? Again because, I get it, you want to try to save the six percent. If it doesn’t work out, is your plan B to hire an agent? If so, I’d like to talk to you about it. But right now, I’m going to respect your wish to try to sell it on your own, and, if you’re eventually interested, I may have a buyer for you.”
Have conversations on what the house could net. The most common reason people list the home themselves is because they think they will save the six-percent commission. That said, most homeowners would pay three percent to the buyer’s agent if you brought them a buyer.
So that conversation may go something like this:
Agent: If I was willing to bring you a qualified buyer would you be willing to pay three percent?
Agent: I’d love to come out, say Tuesday or Thursday, to see your home and see if it works for the buyer. I’d also like to show you what we do to get more homes sold in less time for more money.
By shifting the focus from how it benefits you, the agent, to how it can benefit them, you are highlighting a way out that will let them save face and money. You’ve created a realistic win/win scenario and proven your value as an agent.
If you continue this type of dialogue, somewhere around the six-week mark you should notice a change in the homeowners. They are starting to get frustrated that what they are doing isn’t working. They have lost their motivation and they want their free time back.
You want to be there when this happens. You want to be the agent who offered help, guidance and support when it seemed as though there was nothing in it for you. Because when they give up, who will they call? You. Because you stuck it out. You didn’t insult their intelligence to do it on their own. You put in the work and have earned the reward of their business.
Have more questions on how engage a FSBO lead? Our friend Bob Loeffler, owner of the Fearless Agent, shares some quality tips below.
Real Estate Agent Bernie Gallerani has spent years building a successful real estate firm in Hendersonville, Tenn. One of the secrets to his success has been prospecting. In fact, Gallerani has built a team and tailored a business model that has him prospecting as much as six to eight hours a day, while the rest of his people handle the other aspects of the business.
We were introduced to Bernie back in 2008 when he opened the doors for us in the Real Estate industry. It is rumored within the walls of Mojo that Bernie just might be the first Real Estate agent to ever leverage the Mojo Dialer in Real Estate! We recently chatted with Gallerani to find out why this is his winning strategy.
A: In my opinion, it’s the only true way to predict your business. When I say it’s the way to predict your business, it’s also the best cost. It’s something you can get up and do every day, and you can have a specific time and a specific list of people to call. And that effort of an hour or two hours or three hours a day creates a certain result.
Some forms of prospecting can be the least cost effect way to generate a lead. Some of us go out and do a lot of marketing, post cards, radio ads, billboards and mail out farming, whatever it is. And there’s a cost associated to all of that– a big one. With phone prospecting, you are spending your time, which is a very important commodity, but your cost of developing a lead is low.
So I will give you just an example of my particular business. Through prospecting, I must have a dialer, so I have a dialer. It’s $150 for a dialer and $150 for a numbers search. So I have $300 invested in my monthly expense. For that, I will list anywhere from 12 to 15 homes every 30 days.
In my market, at $8000 commission, I sell between 12-15 homes a month. Therefore, I spend about 300 hours to earn $96000.
If I relied on post cards, and sent out 2500 a month, I would spend the same $300, but that same $300 is $3,600 for the year. And that $3,600 per year produces about 8 sales per year.
So we’ll take the same $8,000 commission times 8– $64,000 in income. So you have $64,000 for the year, versus, $96,000 for the month, so you have $1,152,000 million in income on 12 sales per month in a year, versus $64,000. So clearly, the amount of money you earn is so much greater with phone prospecting.
A: Because they don’t know what to say and they can’t handle rejection. Because they think when people are rejecting them, they think they are rejected. They are not being rejected. They’re not rejecting you. They are just rejecting the service. And if you can get your mind around the idea that they are rejecting the service–life’s a numbers game. You drive a car enough times, you’re going to get in an accident. Everything at some point, at some level, is a numbers game. You take a risk and there’s going to be a result of some sort.
So let’s take the risk of rejection. If you call enough people, you are going to get the majority of people who are going to reject what you’re offering. But the gain outweighs the faults. The gain is if I get enough people to say no, eventually I’m going to get enough people to say yes. If somebody says yes, if I get somebody to say yes, I get $8,000.
So think about this, if for every 60 people you talk to, you get $8000, would you call 60 people in five days or would you try to call 60 people in one day? One-day right? Because if you call 60 people in one day and you sold a house every single day, five days a week, that’s $40,000 a week. So for $40,000 a week would you be okay with hearing a little rejection? So that’s why people don’t prospect. They don’t know what to say and they can’t handle rejection.
A: There are a lot of great scripts out there available for telephone prospecting. Every lead type is going to have a different approach just based on what kind of lead they are and what motivations they have. The key to prospecting and asking good questions, is making the questions all about them.
How does that make you feel? Ultimately what will that do for you? If this happens, what’s going to happen then? –See? These are all questions about them– How would your spouse feel about that? How would your wife feel about that? How would your children feel about that? How are you going to feel if this particular thing happens? How would that make you happy if X happened?
A: I can go through a whole script from start to finish and never tell them about me, the only thing I might ever say– and it’s a good close for us—is, ‘So what I hear you saying is if you had a good marketing plan that was proven and you knew there was a hundred percent chance that the home would sell in say the next six weeks, you’d want to use it, right? So what I would like to do with you is walk step by step by step and show you exactly what I’ve done already in the last 90 days to sell 87 properties. So if we could assure you one of those sales, would you want to use it?’
Everything is about them, how could we help you, how can this benefit you, is this something you’d be interested in, and I’d like to show you how we’ve been able to make this happen with 90 other homes in the last 3 months.
A: Think about this, wouldn’t you rather have people interested in you? Doesn’t that make you feel good? If I started asking you about your life, your relationships with other people, your home life and your dogs–you’re going to feel good that I’m interested in you, right? And that’s all it is. They say the greatest sound that you’ll ever here is the sound of your own voice. Which means people like talking.
If we can get them to tell us about them it makes them feel good because we’re not only digging into who they are, but also they get to talk. So as a telemarketer, as a prospector, I am always about trying to help them identify their goals and encouraging them to keep moving forward.
My goal when talking to them is to get an objection. There’s a saying called Failing Forward. I want to fail forward. So every time someone says no and I know it’s a numbers game, I just need to keep calling until I hear a yes, because if I hear a yes, I just made $8000.
A: The biggest mistake people make in prospecting is that they are okay or satisfied with setting a follow up call. Which means that they don’t work hard enough for an appointment, they settle for a follow up call.
‘I’m not doing anything right now, but call me back in a week then we’ll set some time.’ Why would I as an agent be okay with calling you back next week versus setting an appointment with you right now? Why wouldn’t I just set the appointment?
Here’s why. People believe the client has to like them. So they feel like they have to build a better rapport with them, and it’s not true. So to answer your question what’s one of the biggest mistakes is
[Conversation has been edited for space and where clarification was needed.]
It’s hard to argue that we owe much of Mojo’s cult-like following to Bernie and we’d like to thank Bernie for his straightforward approach to this interview, his willingness to share what works and what doesn’t, and finally, his continued support for our company and products.
Stay tuned for more upcoming Q&A:)
Call Reluctance is the number one reason agents give for not prospecting. It can be easy to get bogged down in the challenges, roadblocks and fears we build up around prospecting. We reached out to three of Real Estate’s top professionals to get a few tips to help you get you past it.
What if you start prospecting using the Mojo Dialer and everyone says no? What if no one wants what you’re selling? What if they laugh, swear, scream at you?
This fear of rejection is by far the biggest reason for call reluctance. And the only way to overcome it is by accepting this fact: they are not rejecting you. They are rejecting a service. If you can accept that, the no’s and prospecting become much easier.
The majority of people you call with or without Mojo, are going to reject what you’re offering. But there will be plenty more who say yes and every yes is potential money in your pocket. And with the Mojo Dialer, getting to the yes answers happens faster and more often than any other dialing system.
“I mean had one guy last week who just said, ‘F-You.’ You know real calmly,” says James Festini, coach and top producer with Century 21 in Temecula, Calif. “And I just said, ‘Well thank you very much for your time.’ It’s not like they are going to reach through the phone or slash your tires, so physically there’s no threat, so it’s the emotional and psychological threat that you go through.”
That being the case, he adds, why is it we still put more weight into a complete stranger saying no, than we do our spouses or significant others being mad at us, for instance?
“I should care more that my wife just hung up on me than the jerk I just got hung up on,” he says. “There’s always another one when it comes to the phone numbers. If you go to the Mojo lead store and you download your entire town, and you scrub with the do not call list and you’ve got 20,000 or 30,000 phone numbers. If you have that, then there’s no reason why when you get a no, you can’t just say, ‘next.'”
Not to mention, you don’t know these people. They don’t know you. Outside of the context of this very brief exchange, this person has no bearing or weight on your life, your worth or your abilities as an agent. All they did was say no, they weren’t selling their house. Okay. In the grand scheme of things, what does one or one hundred simple no’s matter? They don’t. This person is just not selling his or her house. They are not rejecting you.
Again, it’s a numbers game. You are going to get a weirdo, you are going to get a jerk, if you do a hundred contacts a day for a year like Festini does, you are going to walk a numbers path that will ultimately lead you to at least one that will rattle your cage. But by the same law of numbers, you will have those sweet moments of success. But not if you don’t try.
First of all, know this, you are going to sound terrible on your first day of prospecting. You will get flustered. You will get bored. You will get rejected. And someone, eventually, will tell you where to stick your just sold and likely insult your mother in the process. These things will happen. And when they do, be assured, the world will not end. Your job will still be there, you’ll go back to your real life when you hang up and your kids will still love you.
One of the biggest fears you need to overcome is not knowing who to call. But that’s really an easy one. Start with your sphere of influence and past clients. They know you, they like you and if interested, they will go with you for the listing.
Once you’ve done that, expand your sphere. This is equally easy since you have an opportunity to do this every time you go out into the world. Strike up conversations with the person cutting your hair, servicing your car or sitting next to you at a kid’s dance recital. Consider coaching a local team or joining clubs and civic organizations in your area; sometimes just being a member of the same organization can give you a leg up or at least a second thought from the person on the other end of the phone.
Now that you’ve got your list, keep it in the Mojo Dialer and prospecting system and set up recurring follow-up calls for them. Whether you decide to call them every quarter, every six months or even just once a year, keep your name in front of them. That way even if they don’t have something cooking, when they hear of someone else who does, you are top of mind. The best part, Mojo automates the entire process, all you do is call in to our system, and technology does the calling- ensuring you’re calling the right contacts, when you want to call them.
Next, fill your lists with contacts from our Neighborhood Search. There are a myriad of contacts waiting at your fingertips, with a few strokes of your mouse, they are organized in individual calling lists, ready to be called.
“That’s what I love so much about the Mojo,” says Brett Tanner, agent and industry leader with the Brett Tanner Home Selling Team in Mesa, AZ. “Because they’ve solved the who. You can go to the Lead Store and you can get expireds, get just solds, you’ve got options there that will tell you who to call.”
The Mojo Expired Data Service has complete off-market data including expired, cancelled and withdrawn properties. These leads are delivered daily. This service also updates the listing status of your properties so you are working only callable properties. Similarly, Mojo’s For Sale by Owner service includes real time and aged data gathered from more than 30 sources.
Furthermore, if you have one or a batch of addresses and zip codes, Mojo’s Reverse Data Look Up service will retrieve the numbers for you to fill up you database. Likewise, you can create a call list with Mojo’s Free Form Geographical plotting webpage. This is great for circle prospecting neighborhoods awash in just listeds and just solds or gathering data for an entire municipalities a few thousand numbers at a time.
Prospecting can be stressful and unpleasant, but it doesn’t have to be the boogeymen we all make it out to be at times. The first step to wrapping your mind around that concept and believing it is understanding that everyone has these fears. You are not unique. The call reluctance, the conversation going on in your head telling you that you can’t do this, the temptation of distraction–everyone has these challenges. Just understand that the ones who succeed are the ones who don’t use it as an excuse.
Remember the first time you talked to your significant other? Or maybe even your best friend? At first, you may have worried about what to say or how to approach that person. But then you just did it. You launched into it and before too long, you slipped into conversation and it just flowed. It seemed almost, effortless.
Prospecting can be that way too. Really. Yes, there are initial doubts and reservations, but if you just start, just jump in, your training will take over and the conversation can be just like talking to an old friend.
It’s just a conversation. Let’s break it down.
To start with, there are literally thousands of scripts out there you can use to help you get the basics down. We offer dozens in our upcoming book Prospecting: The Art and Science of A Winning Strategy, we also preload the Mojo Dialer with a few scripts for each lead type. Practice them, do a little role-playing and then get on the phone and do it for real. Because truly that is the only way to get good on the phone; the only way to master the art of prospecting.
Sometimes though, you can start with something as simple as “Hi, I’m Jane Doe, I work for XYZ Realty, are you interested in selling your house?”
It’s not a sexy script, granted. But push comes to shove, when your brain goes fuzzy and you find yourself at a loss for how to start or where to go your script can be that simple. And what’s more, if you ask 500 people that simple question, someone will say yes.
Nobody sounds good on their first day. But if you call three hours a day after 90 days of calling you’re going to sound like a pro. It will seem effortless. You will have heard most everything you are going to hear and will know how to handle it, so there will be few if any surprises to shake you.
Furthermore, over time you develop your scripts, you develop your confidence, and in that way you grow towards mastery,” says industry leader Craig Reger, with Craig Reger Group Realtors.
“And at that point, certainly your closing ratios and conversion ratios and appointment ratios will go up exponentially,” he says.
It’s all about confidence. And by doing it a lot, you’re going to get good at it. Reger likens it to going to the gym. If you just start going to the gym after you haven’t been for five years, you aren’t going to be the guy squatting 600 lbs. and knowing how to use every machine because there’s a lot of complicated stuff there. But say instead, you just go on the treadmill, and you do that for a half hour for 30 days straight; at day 31, likely you’re looking pretty fit and feeling pretty proud of yourself and oh by the way you’ve probably learned a couple other pieces of machinery just from watching other people or doing it and you’ve added to your arsenal- using the Mojo Dialer is no different.
“And that’s how I look at lead generation,” he says. “Just start. Have one or two scripts. And as you get consistent– and I don’t mean you do it once and then you don’t do it again for three more weeks, it’s like do it for 60 days in a row, Monday through Friday 9 to 11, and tell me on day 61 you haven’t internalized the script, added to it and by the way have success and confidence.”
We hope you these tips helpful. The difference between being successful on the phone and giving up, has always been being able to accept no for an answer, knowing who to call and what to say when you call them. Once you’re solid in these three areas, it’s a matter of firing up the Mojo Dialer and pressing the start calling button.
A big thanks to Brett, James and Craig for being part of the contributing team behind our upcoming prospecting book Prospecting: The Art and Science of A Winning Strategy.
Mojo Selling Solutions has been the industry leader in Power Dialer technology in Real Estate since first introducing the Mojo Dialer in 2007. Since then, Mojo has added many prospecting tools to the Real Estate agents arsenal including Real Estate lead data, hosted web-based lead management tools and a suite of mobile products designed to keep agents productive on the go.
People who list their homes themselves don’t want to talk to you. Well, they do, they just don’t know it yet. So your challenge if you choose to accept it is to explain to them why they need you and the value you bring.
This is going to take some time, research, effort and leads from Mojo’s real time and aged FSBO data service, to be successful. But the work you put in will be worth it since this is sometimes a neglected niche in the market. According to the most recent statistics from the National Association of Realtors FSBOs accounted for 9 percent of the 5,090,000 homes that sold in 2013. That translates to 458,100 missed opportunities.
A key thing to remember when you are trying to convert an FSBO to a listing is don’t be pushy. These folks may have already had a bad experience with an agent which is why they are going it alone. Or, they believe they are doing the right thing financially. Whatever the reason, and this might sound nuts, try to help them. Give them some selling tips. Real Estate expert Ron Quintero even suggests offering to send them some open house and for sale signs, throw in a brochure box. When they eventually realize how hard it is to sell a house on their own, you are going to be the one they call because you were genuinely helpful.
The person listing his or her own house is, number one, trying to keep as much of their equity as they can, which is understandable. So acknowledge you understand that and then show them how selling a house by themselves doesn’t actually save them money. Start out by asking them what their plan is if the house doesn’t sell right away. Ask them to consider the money it will take to cover the mortgage, insurance and utilities for a month. Then have them multiply that by six months if the house doesn’t sell right away. The number they will be looking at will be the same or greater than the 6 percent they’d have to pay you to sell their house quicker.
You also may want to point out that according to NAR data, in 2013 the typical FSBO home sold for $184,000 compared to $230,000 for agent-assisted home sales.
Folks selling their houses themselves often don’t know what they are getting into when they decide to sell themselves. They think they can stick out a sign and put an ad on the internet or local paper and someone will come and buy their house the next day or the next week. They aren’t familiar with the intricacies of contracts, negotiations and closings. They don’t know that it takes more than a sign to sell a house. (According to NAR statistics, when it came to advertising 36 percent used a sign; 32 percent didn’t actively advertise.)
Now, you know if given the chance, you could easily handle these things. They don’t know this, so you need to tell them. So you call an FSBO up on your mojo power dialer, and being more helpful than solicitous, ask them a few questions about their plans when it comes to advertising, holding open houses, what they will do if a potential buyer wants to use some creative financing to buy the house, contracts, addendums to those contracts, closings, etc. The more details they learn about that they didn’t realize were part of selling the house, the better you are starting to look to them.
Now since you will have already done some research on the property from the fresh Mojo FSBO and Expired leads you received that morning, it’s also a good idea, once you’ve established rapport to talk about the property itself. Pitch how you could advertise it and offer an opinion as to what some of pluses and minuses of the property.
“By watching and waiting, you can target FSBO sellers with properties that have been on the market longer than the average for listings,” says Real Estate Business Expert James Kimmons. “You can study their property using Mojo’s FSBO data before initial contact, do a CMA, and determine if a price adjustment must be made. Once you’re ready to contact them, you come armed with solutions to their marketing dilemma.”
The best part about this says Kimmons, is that you will not be competing with nearly as many agents as in other real estate niche markets.
“Your conversion percentage from FSBO to listing will become quite high as you gain experience,” he says. “You’ll be able to give examples and references of previous FSBO properties you’ve taken to closing. This can be a great real estate marketing niche for those who take the time and effort to perfect their approach. ”
(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 and their FSBO data can help you be more productive, better organized and dramatically improve your real estate prospecting results!)
“If it wasn’t for Mojo,” he says. “I’d have no Mojo.”
And that’s saying quite a lot since Ben Kinney, who is an entrepreneur, professional speaker, author and real estate agent with Keller Williams in Bellingham, Washington, has been listed in The Wall Street Journal and REAL Trends’ top 1,000 agents for three years running. Kinney is also the founder of NVNTD, Home4Investment and a co-founder of Brivity.
And he likes us. We will try to stay humble. Check out the video below for some great tips.
Since the end of the Great Recession, the market has slowly but surely started straggling back from the brink. However, noticeably absent from the table in recent years have been first time homebuyers. Yet, there’s good reason to believe that’s about to change. The biggest driver of that change? The Millennials are finally ready to leave the basements and Pretty -Pony -clad bedrooms of their childhood nests and when they do, research shows they want to buy a house from you.
While nothing is a sure thing, industry leaders are confident that a perfect storm of factors is taking shape that will nudge this demographic–at 77 million strong– into the market. In fact, the Joint Center for Housing Studies of Harvard University found that “the number of households in their 30s should increase by 2.7 million over the coming decade, which should boost the demand for new housing.”
Millennials–defined as those born between roughly 1981 and 1999– are a funny bunch. In the wake of the great recession anywhere from 30 to 50 percent–depending on the year– went back home to live with their parents to save money. They had seen firsthand the effects of the housing and crash and vowed they’d do two things: save up and never own a house. And many kept these promises often leaving their childhood home to live the carefree life of a renter. And since many of them delayed marriage and children in favor of career, they could.
But now, they are getting older, with the oldest of the generation just turning 34 this year. The rings are on the fingers and babies are on the way. Their careers are taking shape and becoming more stable. They want roots. They want community. They want for their kids what they had, but better. In short, they want a home. Ninety-three percent of them anyway, according to Trulia.com.
And now is the time. Rents are rising faster than home prices and if nothing else, this generation likes a value. They see the benefit of paying themselves with a house payment instead of someone else with rent. Furthermore, where credit might once have been an issue, it will be less of one in 2015 and beyond since lenders Fannie Mae and Freddie Mac released new, more relaxed lending guidelines aimed at the first-time homebuyer late last year. Combine all this with an increase in new construction of smaller starter homes, a stronger job market, and still-low interest rates and you have the makings of a significant new, untapped market.
Not only that, but when millennials start buying it’s going to have a ripple effect. Those who’ve been wanting to sell but fearful no one was buying will start to feel more confident that there is a large group of potential homebuyers champing at the bit to get into a home and will start to look to get theirs on the market.
So what does this mean for you? It’s going to be critical to have the systems you need in place to seek out and accommodate all this potential business. For instance, Millennials are a social generation. They want their communities and neighborhoods to reflect that. When they aren’t living in densely populated urban villages, according to Nielsen Research, they are seeking out “urban burbs.” These are suburbs that have the feel and amenities of more urban areas. To find these neighborhoods, use the Mojo Just Listed Just Sold Neighborhood search. This tool allows you to map out a calling area right in the middle of a hot ticket area or an up and coming neighborhood that might meet any Millennial’s must have list. It’s instant, it’s targeted, it’s perfect for this purpose.
Now, this trend is not a secret. People have been talking about it for months. That said, Mojo–with tools like Real Estate Expired Data, Real Time FSBO Data and Aged FSBO — will stock your call lists with the most effective and most up to date information, allowing you to catch millennials and prospective sellers quicker than the competition.
And don’t forget the Triple Line Real Estate Dialer. For while millennials may not have landlines, their parents likely do. This creates not only a great opportunity to enlist the parents’ as allies in your quest for their millennial’s business while real estate prospecting, but also presents yet another market to tap. After all, with their millennial gone, it may be time for mom and dad to begin thinking about their own new chapter.
(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!)
There’s something to be said about “staying under the radar,” operating in a place where the threat of your presence in the marketplace is unknown. It’s a great place to be: Trust us, we were under the radar for years. Everyone leaves you alone and no one assaults your brand online where you cannot defend yourself.
Unfortunately, we’re not under the radar anymore. In fact, we’re the beacon everyone is now targeting.
It wasn’t until about 2011, when the first “micro sites” began popping up targeting our company with bogus data – including fake reviews, incorrect feature information and outright lies about our company. It was a shameless attempt to harm the brand we’ve spent so long creating.
Who would do such a thing? Well, we’re not going to point fingers, but let’s just say it is those most threatened by Mojo, the ones who want a piece of what our company has created. Instead of innovation, their only way to get some of the action is to operate in the mud.
Some of the site creators are obviously our competitors and some are hired guns operating offshore, those who specialize in quickly creating one or two-page sites using various “targeted” URLs and keywords.
Not all are completely anonymous. I mean really, when you include 10 companies on your bogus review sites, and include nine pixellated (obviously cut and pasted from the original website) logos and one high-resolution, high-quality company logo, it doesn’t take a rocket scientist to figure out the mystery source! 🙂
We don’t mind legit online review sites, of course. It’s just that they don’t exist for our domain. The Internet is filled with hotel and restaurant review sites like Yelp and TripAdvisor, and you can also find plenty of review sites for consumer electronics – not to mention what you can find under any product sold on Amazon. For example, the Hutzler 571 Banana Slicer is a popular item on Amazon at the moment, and why wouldn’t it be- finally, perfectly sliced banana’s on morning oatmeal!
“What can I say about the 571B Banana Slicer that hasn’t already been said about the wheel, penicillin, or the iPhone…. this is one of the greatest inventions of all time.” – Amazon review
But who really puts in the time to review power dialers? No one. Quite frankly, it isn’t a big enough marketplace for anyone to care. The only people who benefit from these so-called “reviews” are competitors, affiliates and anyone with a grudge to carry out.
So what do these sites say that’s so bad about our company? Nothing too bad actually, or the savvy consumer would recognize the site for what it really is – a hatchet job with a hidden agenda. Instead, they knock us in a lot of small areas, while promoting their product right next to ours with extra stars and features alleged to be better than ours.
To save you the trouble of searching for these mistruths, here is a quick sampling:
Mojo Dialer Review Mistruth #1 — We don’t work on a WiFi signal.
This one is great! Tell this to the thousands of customers who use Mojo every day on a WiFi connection. Like with ANY web-based product, you need to have a good WiFi connection. That’s all.
Mojo Dialer Review Mistruth #2 — We’re WAY more expensive than the competitors.
I love this one! We ARE more expensive than our competitors, just as you would expect from any premium product. But WAY more expensive? Not so. If you think $15 per month (on average) is not worth an analog, copper-line connection, the fastest/easiest to use user interface on the market, access to our customer service that absolutely crushes our competition, then we’re not the company for you.
Remember that $15 a month savings when you call an expired listing and they can’t hear you, or there is a delayed hello – and they hang up on you.
Mojo Dialer Review Mistruth #3 — You can’t get our customer service on the phone.
Of all the incorrect Mojo Dialer review information out there, this one really burns our butts. In 2014, we fielded more than 40,000 customer service and sales calls and the average wait time was 54 seconds – yes, less than a minute!
Not only are we blowing the doors off our competitors in this department, but when you call Mojo, you are speaking with a tenured employee with at least five years at Mojo. You’re talking with someone who understands your industry and our platform intimately. The customer feedback we get every day validates our approach, but give us a call and decide for yourself.
There are more inane and inaccurate comparison claims found on bogus Mojo Dialer Reviews websites, but we’ve made our point.
If you want the facts about Mojo, just call us. If you don’t want to call us, ask your colleagues. The odds are that one of them already uses Mojo. Mojo is recommended by top real estate agents, brokers and coaches not because they gain financially from it, but because it works for them, it works for their staff and it works for their students, period.
These fake Mojo review sites are great entertainment for all of us at Mojo! They are a result of us operating above the radar, being the gorilla in the jungle and are a reminder that being at the top of the food chain has its headaches.
P.S. If you happen to own the 571B Banana Slicer, can you let us know your thoughts on it? Is there really an alternative to smushed slices of banana?
British writer Charles Caleb Colton probably never imagined that he would be most remembered for his line, “Imitation is the sincerest form of flattery.”
Ironically, when the quote is imitated, flattery often is referred to the HIGHEST form or the BEST form.
In any case, we disagree with the premise.
Over the past few months, we’ve noticed a significant increase in how often copycat companies try to imitate Mojo. From where we sit, the pattern is obvious. We release a new feature — and a month later a cheaper competitor coincidentally comes out with the same idea.
Like that annoying kid in grade school who always looked at the answers on your test, people can always try to copy ideas. But they can’t imitate innovation.
When companies that compete on price alone copy the look of Mojo, they can’t replicate our development team, customer service and most importantly, call quality.
For real estate prospecting, lead nurturing or quite frankly, anything else related to sales, people understand that Call Quality is King. In that regard, when you are working the power dialer each morning, only one thing really matters:
Using the Mojo dialer, the phone signal goes through copper like electricity. It’s instantaneous. With a VoIP dialer, the server is sharing both voice and data. When there’s more data going through the lines, the voice quality suffers. Your voice can be distorted, even sounding a bit shady — not exactly the image you want as a real estate agent.
VoIP also has a higher frequency of dropped calls and delays on the first “Hello,” which can be the kiss of death on a sales call. Think about your own reaction when you are home, relaxing after dinner, and there is dead silence for a few moments when you answer the phone. People don’t like thinking that a robot is on the other line.
We understand that these are price-sensitive times and strive to provide great value. But competing on price alone is foolhardy from both a vendor’s and customer’s perspective. If you were a skydiver, would you buy the cheapest parachute? Maybe you ultimately would, but cost would not be the first thing on your checklist.
We’ve had several customers leave us to try out the cheaper alternatives and they soon come back. They tell us they prefer Mojo for its superior call quality, priceless features and our easier and faster user interface.
Nonetheless, we know there is nothing we can do to completely stop the knockoffs — it’s a problem facing nearly every industry in our economy.
One thing we know they won’t copy is this blog post. The truth hurts.
(Check out the latest original Mojo features now!)
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.
The Mojo Dialer and real estate prospecting services are all about making you as efficient and productive as possible. It is loaded with time saving features designed to cut out the drudgery of the sales and lead management process. In this post, we wanted to highlight 3 features in Mojo our customers get giddy about when utilized. These features are often overlooked, but make no mistake about it; these 3 features polish the power dialer and help make Real Estate prospecting a breeze.
Okay, you probably got Mojo to blaze through a list of leads, to find the gold nuggets worthy of your time, right? Makes sense, hand dialing is awfully slow, and well, sitting and waiting for the deals to happen won’t work either. This is what we hear from new clients coming on to the Mojo prospecting system. They are gung-ho to begin peeling those gold nuggets from their lists of off market properties, past clients and just listed/just sold data. Sales is a numbers game, right? I don’t need to follow-up.
Yes… and no.
That same customer who came to use looking for the gold nuggets, begins to realize the effort they are putting in to finding the gold nuggets, also generates a ton of warm leads. These are the leads worthy of follow-up, who need just a few bumps to be the gold nugget they were originally prospecting for. Yes, they are doing good, old-fashioned follow up.
Click to Call makes this follow-up a breeze! Follow-up calls are placed in the follow-up planner of the Mojo Calendar. Automating these calls is as easy as initiating click to call from the first record to be called. From there, they simply click the phone located on each record, and the Mojo Dialer will place a single call to the lead. This is great because it allows the agent to fully investigate their previous notes, and property or contact details before they make the call. Oh, it’s a fingertip saver also:)
Bottom-line: Mojo customers are making their follow-up calls, and turning their warm leads in to gold nuggets, and those gold nuggets in to listings and sales! You can check out our follow up video here.
You’re logged in to the Mojo Dialer, real estate prospecting at up to 300 calls per hour: you’re in your groove. Your pitch is fine-tuned, you’re totally engaged, you’re a machine. Then, someone asks you to call them back in 10 minutes.
That can’t be! I’m calling, pitching, determining yes or no. I don’t have time for “Call me back in 10 minutes”. It is ruining my Mojo! I have to set a reminder, by writing it down or by setting a computer based alert, I have to wait for the time to come, log out of my dialing session, call the person using my desk or cell phone, and then log back in the dialer and resume where I left off… Right?
Heck no! Well, not with Mojo anyway. We came out with our quick call back feature 2 years ago, and agents absolutely LOVE IT once they figure out where to find it.
The quick call back feature allows agents to easily schedule same day call backs from the main dialing screen in intervals of 10, 15, 30 and 60 minutes. Once the quick call back is set, the Mojo Dialer keeps track of the time, and when the quick call back is due, the system automatically pauses the current power dialing session and places the call. When you’ve completed the call, our system automatically restarts your original power dialing session.
Bottom-line: You can schedule your quick call backs, without doing anything more than a button click, and the Mojo Dialing System will pass it up to you when it is due. You keep your momentum, your lead is blown away by your follow up skills, and you pitch your next listing or sale!
Real Estate prospecting revolves around the status change date (or sometimes the off-market/expired date). It represents the day a property changes status. It could be from active to expired, or it could be from expired to active. A property changing to an off market status such as expired, is a great lead for a real estate agent to call on. In fact, an entire lead industry was built on it. A property changing from expired to active, is a property that is now off-limits. Meaning, you can’t call on it without risking a slap from your MLS.
Okay, so how does the status change date filter make the top 3 overlooked features of the Mojo Dialer?
Many real estate agents struggled with managing their properties in other dialer/lead management systems before switching to Mojo. This is because the Mojo Dialer treats properties as unique records, and dynamically updates contacts on the properties as changes occur; property addresses don’t change, people do. So, when an agent imports, or has their property data posted to a dialer, it is very important no duplicates exists. This is to prevent ‘cross pollination’ of properties existing in the database, so no one ends up calling on a property that is active. Additionally, the agent can see the entire property history on the ‘one’ property record and it gives them insight on the listing status change history for the property, valuable information when pitching a listing appointment.
Here is the issue with the ‘one property’ approach, and the pain our status change date filter eliminates.
Other dialing systems inherently dial from most recent contact/property to the oldest, in that order. If you are dialing expired leads in August, and one of the properties you imported last January has just expired again in August, you would need to dial through ALL of the expired properties from August back to when the property first came in to your dialer, before you called that fresh expired. Wow, that is a mouthful!
With Mojo’s status change date filter, our real estate dialer doesn’t care when the property was first entered in your system, it doesn’t care about the create date of the record, it ONLY looks at status change date. This ensures you are ONLY calling on the MOST RECENT expired or off-market properties.
For more information and to learn more about real estates #1 prospecting system, visit our feature area today!
As far as real estate landmarks go, this Bethesda, Maryland home is a winner.
This unique 4-bedroom home with high beamed ceilings and an in-law apartment has more nicknames than the roster of a professional sports team. Locals alternately call it the “Mushroom House,” “Flintstones House,” “Hobbit House,” “Blob House” and “Smurf House.” Based on a quick glimpse at the cavernous interior, my vote goes with the Flintstones’ moniker:
This architectural curiosity was still on the market when we published this blog (see full listing here). The 1923 home was designed by futuristic architect Roy Mason, one of the founding members of the World Future Society. In the future apparently, we’ll all be living inside mushrooms.
Owners Edward and Frances Garfinkle told Bethesda Magazine that living inside a roadside attraction has its benefits. So many people slow down to stare at their home that for pedestrian safety, “it’s better than a speed bump.” (You can save some gas by taking a virtual tour here.)
But making the public smile isn’t necessarily a fast pass to closing a deal. Fame won’t pay the nearly $4,400 monthly mortgage.
Often, a home’s intriguing history isn’t enough to sell itself.
The Massachusetts estate pictured above is the childhood home of Nobel Prize laureate T.S. Eliot (1888-1965). Attending a recent Open House, a Boston Globe reporter noted that the Realtor displayed the writer’s bio alongside information about the home’s water and sewage systems. One potential buyer identified himself as a T.S. Eliot fan, revealing that his wife had just read the poem “The Love Song of J. Alfred Prufrock” aloud to get them in the spirit for the tour.
However, the Globe noted that several area real estate listings with prominent literary history have lingered on the market for a while. The late novelist Norman Mailer’s $3.1 million Provincetown, Mass. home took a year to find a buyer. Legendary humor columnist Art Buchwald’s $1.4 million Martha Vineyard home took nearly three years to sell. And nearby, fellow Vineyard resident and kids author Judy Blume’s $4.75 million waterfront property took two years to change hands.
If you’re an aspiring writer and hoping that prose will just emanate from the drywall into your veins, the good news is that “Catcher in the Rye” author (and notorious recluse) J.D. Salinger’s house in Cornish, New Hampshire is still on the market. On 12 acres of land with its own stream and dramatic views of Mt. Ascutney, the house’s asking price is $679,000.
The family’s real estate broker Jane Darrach joked to the Globe that there are three words that are far more influential in her business than anything that Salinger wrote: Location, location, location.
(You don’t have to represent famous clients to benefit from Mojo’s Real Estate Dialer and Real Estate Lead Service. Find out how Mojo can help you be more productive, better organized and dramatically improve your real estate prospecting results!)
Over the years we’ve found one golden rule to be true: follow-up is king, especially real estate follow-up.
When people start prospecting with Mojo, they have one goal: pitch as many people as they can during their prospecting time, and that is exactly what Mojo does for them. What most people don’t think about, is the amount of follow-up work that is necessary to really be successful on the phone.
Think about it, many of our agents set a goal to contact, not just dial, 100 contacts per day; that is a lot of conversations. What happens during these conversations?
Well, it’s easy. Some of them end quickly with a simple ‘not interested’. Some of them lead to engaging conversations where our customers can use their ‘skills in the script’ to lead the contact down the path to an appointment or sale. And some of them fall in the middle and need some sort of follow-up call to finish business.
This is necessary for a variety of reasons. Perhaps it is because not all decision makers are present on the contacts side, or perhaps there are contingencies placed on the appointment such as a home value analysis or a hurried homeowner needing to get to work. Regardless of the reason, many calls do not end with a simple yes or no result and these are the calls that can make or break an agents success on the phone.
Don’t fret though, the Mojo Dialer has the tools necessary to schedule, manage and complete these calls so no opportunities ever fall through the cracks.
In 2010, with the release of our previous platform Mojo ACE, we changed the model of power dialer functionality by bringing our customers the Daily Planner. The Daily Planner was great in theory, but the feedback from our customers was that it was too complex, it had too much functionality, and it competed with their dedicated CRM platforms, which ultimately created more work for them. When we scrapped Mojo ACE, we scrapped the Daily Planner with it, and we reintroduced our new simple approach to organized follow-up when we released web-based Mojo. We called it, quite simply, the Mojo Calendar.
The Mojo Calendar and follow-up call display are an easy to use, easy to navigate user interface that enables our clients to easily view, manage and complete the scheduled follow-up calls, to-do’s and appointments they’ve created while power dialing with Mojo. The best part, the Mojo Dialer is intelligently integrated into the entire system, making your follow-up calls a button click away!
To learn more about the Mojo Dialer or to see more demo videos, check out our website at www.mojosells.com.
Call reluctance is the #1 blocker of agents prospecting for business on the phone. Call reluctance has many roots, from the fear of rejection to the unfamiliarity of the technology being used. Long ago, we found that working close with our clients, that simplifying dialing logic, and creating an easy to understand user interface, helped reduce the reluctance caused by technology.
Last year, after surveying our customers and ‘picking their brains’ on support calls, we found another area we could improve on to make things easier for them, and to greatly reduce the reluctance they had to calling. It became clear, that even though we had well thought out dialing logic and dialing filters, they still required more automation to be completely comfortable with using Mojo. We have customers with a variety of needs, not just based on their industry, but also the types of leads they are calling. Let’s take a look at the issues they communicated to us before we point out the solution.
1. Agents were concerned with dialing the same people over and over when they would end a call session partly through a calling list, and then resumed dialing the next day. They needed a way to call from where they last left off, but also take in to account freshly imported/posted, time sensitive data. This logic has its challenges when considering real estate prospecting and how some of our partner vendors post data, but you’ll read later how we overcome the challenges and perfected what was already the real estate industries #1 real estate dialer.
2. Agents also told us that sometimes, they don’t care about the age of the lead, or where they last left off, they just want to dial the lists from top to bottom. We found that an agent who has taken a hiatus from prospecting, will typically want to use this logic when dialing their lists because they have the opportunity to hit all the leads again, making a fresh attempt at reaching them on the phone. Again, we’ve always had this ability, but it was challenging to set up due to the filters needed to make this work.
3. Agents wanted the ability to dial any and all data based on multiple metrics, with pinpoint accuracy so they could completely saturate their lists based on their own dialing logic. We had requests for the ability to prioritize off market data based on expired or off market date, so agents could make the best use of their prospecting time. We had agents ask for the ability to match our dialing logic with their goals of contacting, not just calling, their SOI and past clients in the time frame they specify.
Our team of developers and engineers took a hard look at the needs our customers presented us, and they came up with the easiest, most robust, most intelligent user specified calling logic available, and appropriately called it: Easy Calling Mode.
Our three Easy Calling Modes enable our customers to define how they want to dial, using completely thought out and automated modes. For example, ‘Call this list from where I last left off starting with new leads first’ is easily the most popular mode for real estate prospecting where agents are calling off-market data. The issue with off market data is it is hottest when it is new, and cools of quickly as days go by. So we needed to come up with this mode to solve the issue: How do agents make sure they saturate and call through a list, and still call the newest data first? Using this mode, real estate agents are assured that they will always call through the most recent off market leads before they begin dialing where they left off previously.
Heck, if you want to make sure you CONTACT each of your SOI every quarter, we even have a mode ensuring you only dial folks you haven’t spoken to in the current quarter, saving you valuable time and helping you reach your touch goals. How slick is that?
Bottom-line, Mojo customers spend virtually NO time managing calling lists or their data, Mojo’s exclusive Easy Calling Mode and our many dialing filters do all the work for them, keeping them on target doing what they do best, pitching and building relationships.
Ten years ago, finishing up his service with the U.S. Marines and marrying his longtime girlfriend, Brian Kurtz was searching for the next phase of his career. He tried selling furniture, selling used cars and got his real estate license to partake in the “wicked stressful” practice of flipping houses in Metro Detroit. Feeling like he had no direction, he later took a few years off to get his bachelor’s degree in psychology at the University of Michigan – courtesy of the G.I. Bill.
“I was confused and didn’t know what I wanted to do for the rest of my life,” Kurtz recalls. “What could I do? What could I commit to?”
In 2013, not long after graduation, he relaunched his real estate business and stumbled across prospecting coach Bill Nasby, better known as “Master of the Doors,” for his decades of face-to-face, door-to-door marketing techniques. Kurtz bought Nasby’s audio course and began patiently and systematically knocking through neighborhoods himself. Every evening from 5-7 p.m., he would knock on every door he could and ask one simple question: “Are you thinking about selling your house now or in the near future?”
“I did this for five days. I got rained on. I got sunburned. And as winter was approaching, I realized that there was no way that I could consistently do this,” he says. “As luck would have it, anytime I was the furthest point from my car on my door knocking route, that’s when I would have to go to the bathroom really badly!”
Convinced there must be a better way, Kurtz found himself on an Agents Online real estate community forum Real Estate prospecting thread that astoundingly continued on for 335 pages. The title: “I Make 100 Cold Calls Every Day & Love It!”
The author, a real estate agent in Toronto, Canada, shared his strategy of making cold calls every day until he actually talked to 100 people. Kurtz thought it was a compelling approach and got his hands on the Mojo 3-line Real Estate Dialer to plow through his chosen territory: Canton, Michigan – a fast-growing commuter paradise equidistant between Ann Arbor (University of Michigan) and Detroit.
Canton and nearby Plymouth share a highly regarded school district and are two of the hottest real estate markets in the area. Now affiliated with RE/MAX, Kurtz also chose the community to raise his own three kids because it is within reasonable driving distance to his family church and the Detroit River, which is world famous for its Walleye fishing.
“One of the big goals I’ve set for myself is that I want to devote 52 days of the year exclusively for hunting and fishing,” he says. “We all have to build the life that we want. This area is a fishing mecca. In late April and early May, people come here from all over the country just for the Walleye.”
Kurtz maintains that Mojo is one of the Real Estate prospecting tools that will help him make his one-day-a-week fishing dream a reality.
“Mojo helps you get exclusive leads,” he says. “What makes Mojo unique is that you can find the leads in the areas you want to work in, in the price ranges you want to work in. You catch them earlier in the game before the competition even knows about them. And because you find them earlier, you have more time to nurture them.”
Sticking with his 100-contacts-a-day Real Estate prospecting goal that he picked up from the Toronto real estate agent, Kurtz starts his day at 8:15 a.m. and usually reaches 100 conversations by 11:15 a.m. Sometimes he will call from 9-11 a.m. and then start up again around 6:30 p.m. to wrap everything up. Based on his experiences making cold calls, he has the timing down to a science.
“If I start calling at 9 a.m. instead of 8 or 8:15, it will always take me a lot longer to get my 100 contacts,” he says. “The magic hour when everyone’s home is 8-9 a.m. There’s a nightmarish drop-off at 9 a.m. when people go to work and there’s a second drop-off around 11 a.m. when the spouse has left home to do errands. The afternoon is an answering machine desert. You’re much better off waiting till evening.” “Mojo’s Triple Dialer is a miracle to me,” he adds. “One of my favorite features is the Do Not Call Button. If someone is a jerk or is mean or tells me not to call them again, I just press the button. I want to avoid talking to them ever again. I couldn’t be doing what I’m doing now without Mojo.”
“The real power of Mojo is the ability to make groups and lists. I’ve made contacts with 2,200 people a month and six months out I’ll be able to follow up with nice people who I already know will pick up the phone. Starting in January, I think it will take me two hours a day instead of three to do my prospecting,” he says.
Kurtz says he often hears from a lot of skeptics that phone prospecting is an endangered species because many people are getting rid of their landlines to exclusively rely on mobile phones.
“Nonsense,” he counters. “As long as people have cable TV, they’ll still have their phone lines. The companies practically force them to do so with their bundle deals. As long as that keeps happening, we’ll be able to thrive with our prospecting. I don’t see that changing anytime soon.”
(Follow Brian Kurtz’ weekly success with his Mojo Triple Line Dialer at his Elite Real Estate Prospecting blog.)
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!)