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.
What are you afraid of? Everybody’s scared of something.
The fear of heights is called Acrophobia.
Fear of spiders is called Arachnophobia.
The irrational fear of the number 13 is called Triskaidekaphobia.
And fear of getting the phone slammed in your face is called “Call Reluctance.”
Web designer John Petrowski, owner of The Website Shoppe, has logged countless thousands of cold calls over the years using the Mojo Dialer. (He used to be a health insurance sales whiz and recently shared his experiences using the Mojo Triple Line Power Dialer.)
Petrowski says it’s now time to dispel the “Myth of the Telemarketer.”
“So the fear is that people will yell at you, they’ll scream at you and they’ll spit at you,” he says. “Maybe that will happen once a year. It’s never ever happened to me. If a local business owner wants to get their name out there, they might not be interested in your (B2B) service. But they are not going to yell at you.”
Whether you are a rookie or a veteran of phone sales, here are some tips that are worth considering:
JOHN PETROWSKI’S TIPS FOR MAKING PAIN-FREE COLD CALLS AND OVERCOMING CALL RELUCTANCE
1. Don’t Pretend to Be a Prospect’s Best Friend — Everyone’s suspicious of the too-eager-to-please car salesman who calls you “buddy” or “big guy” like you went to high school together. Don’t be that guy. Even saying “How are you doing today?” sounds disingenuous. The prospect knows you are a telemarketer. Pretending to be a friend is a turnoff. Just saying “Hi, I’m John from The Website Shoppe and the reason I am calling is that I noticed…” makes a huge difference.
2. Try to Talk to the Decision Maker — If you are making B2B calls, don’t waste your time calling banks, doctors, dentists or attorneys. Those are the businesses most likely to be answered by a gatekeeper. The gatekeeper’s job is to NOT patch you through. Don’t waste your time.
3. Almost All Your Fear is in Picking Up the Phone — Being nervous before starting your calls is normal. It’s the stage fright of our industry. But once your Mojo system starts dialing numbers and you start talking to people, it becomes routine and feels natural.
4. Don’t Use Other People’s Scripts Verbatim — If you don’t feel good about your script, don’t use it. Personalize it. Modify it to reflect how you would normally talk to somebody in a conversation.
5. Be Patient When Perfecting Your Script — Most people are willing to throw in the towel after three hours of calls. It takes at least five hours on the phone to develop a pitch you feel comfortable with. Change and adapt your approach based on how people respond to you. Try out a few different scripts to see which ones resonate the best.
6. Don’t Go For The Kill on the First Call — You think someone is going to buy a health plan right then and there based on a 30-second pitch? The purpose of my calls is to get my information in front of them. The interested people will always pipe up.
7. Forget About Being “Strong” on the Phone — Salespeople are often taught that you can’t take no for an answer. Actually, you can. No means “no” and it’s time to move on to the next call. If someone taught me I was weak, I would say, “Why should I be wasting my time on someone who says no when there are thousands of people out there who may desperately need what I am offering.”
How about you, Mojo users? What tips do you have to share with your fellow prospectors and phone sales professionals?
(Get a quick overview of how the Mojo system can help boost your sales confidence and productivity. Visit the Mojo YouTube Channel today!)
Although it’s not often you see “movie reviews” for one minute promotional videos about boosting sales productivity, please humor me. The acting and cinematography in our Mojo Dialer animated shorts will give you cravings for buttered popcorn.
Jane, pictured above, is a phone “sales genius,” who makes a living from prospecting.
At first, she was frantically dialing her leads by hand, sending her “thumb mileage through the roof” and certainly increasing her risk of carpal tunnel syndrome. You can just see the anxiety spilling out of Jane’s eyes in the opening scene.
If you are in the groove and interruptions are kept to a minimum, making calls the old fashioned way results in up to 30 calls/hour and talking with three live people (on average, getting 10 percent of the leads to pick up the phone is considered the norm).
The endless ringing, hang-ups, wrong numbers and fax machines (yeah, they still answer) are enough to drive anyone batty — and Jane’s no exception. She’s starting to hear phantom rings and begins to hallucinate.
Even her dog is stressed out!
But when Jane tries out the Mojo Power Dialer, her fortunes quickly reverse.
With the Mojo Single Line Power Dialer, she is able to make 90 calls per hour and talk with an average of 9 prospective clients, tripling her previous productivity.
But leveraging the Mojo Triple Line Power Dialer, she can triple those tripled results! Now, we’re talking up to 270 calls per hour and up to 27 real pitch opportunities to prospects.
No matter how your Mojo Math shakes out, odds are that you’ll get more results in less time.
Let’s say hypothetically that you’re able to close on 10 percent of your prospects. That would leave you with almost 3 sales an hour on average. Of course, sales results do not rigidly follow any formula. The real point here is that more calls = more prospects = more chances to close the deal.
The beauty of the Mojo Power Dialer is that you only spend time with people who pick up the phone AND with our “First Hello” technology, you get connected the moment a human voice is detected. No more annoying delays that frustrate the prospect and cause him or her to immediately hang up.
Needless to say, now Jane’s life is a lot less stressful. And using “Mojo On the Go” on her iPad, she can make those autodialed calls pretty much from anywhere. Not a shabby looking office, huh?
With the launch of our web-based platform comes a new licensing structure sure to please any company looking to use the Mojo Auto Dialer in their businesses. Whether you are a single user, a team of individual sales agents or a call-center, our new licensing structure has some major advantages over the competition.
For years, our auto dialer licenses had been unique to each agent login. Meaning, if you wanted 5 agents to use our auto dialer, you needed to purchase 5 unique dialing licenses. For many companies, this was a good fit because their needs required that the 5 agent logins be able to dial at the same time. However, a growing amount of companies, looking to save money, began looking for the ability to have multiple agents on an account, staggering the use of a few auto dialer licenses. This need helped give birth to Mojo’s Rover Auto Dialing license.
Sharing a dialing license between agents is not that uncommon at Mojo, but it did come with its fair share of complexities. First, because the license was unique to an agent login, having more than one person using a agent login/license meant that the dialing reporting was not accurate. Manager’s did not have an easy way to determine which person was using the license at the time of the reporting. Additionally, by sharing a license intended to be used by one agent, agents setting appointments or creating hot leads were not able to work their leads efficiently as their hot leads and appointments were mixed in with whomever they were sharing the license with.
But that was then… Today, we offer the rover license and the ability for account owners to either dedicate auto dialer licenses to an individual agent OR leave it wide open so that many agents can share it among each other.
Let’s take a look at a real life example:
Meet Jim! Jim owns a Real Estate firm that utilizes appointment setters for their just listed/just sold campaigns and internet buyer leads. His appointment setters work for his licensed real estate agents, setting listing appointments throughout the day and distributing them to his real estate agents. Let’s say Jim has 5 part-time appointment setters in his office and 8 full-time real estate agents. He runs two shifts for his appointment setters, 3 agents from 9am-1pm and the other 2 from 1pm-5pm. His 8 real estate agents are in the office throughout the day but mostly work from home offices and on the go. With our new auto dialer license structure, Jim is going to get a ton of value and give his appointment setters and real estate agents the flexibility and tools they require to be successful.
13 $10 Lead Management Licenses
Jim requires all of his appointment setters and real estate agents to have access to the company Mojo account. They need to read and write hot notes on prospective clients, see their appointments and to-do’s and they need the ability to call out using the Mojo Auto Dialer.
3 $139 Triple Line Dialing License (Rover Enabled)
Jim’s appointment setters need to be as efficient as possible, therefore, he needs his appointment setters blazing away at up to 300 calls per hour over Mojo’s copper-based auto dialer system. Although he has a total of 5 appointment setters, he only needs 3 triple line auto dialer licenses because they can be shared and he only ever needs 3 dialing at the same time. Jim saves a TON of money here and Jim LOVES saving money.
1 $89 Single Line Dialing License (Rover Enabled)
Jim requires that his 8 real estate agents touch their past clients once a quarter and wants to make sure they have as many conversations with them as possible. For this, he purchases a single line auto dialer license to be shared between his 8 real estate agents. He has them communicate when they will be using it so they all get their time in.
With the above scenario, Jim has an office that completes the sales process from start to finish as economically and efficiently as possible. His appointment setters are making a high volume of calls and setting appointments for his real estate agents. His real estate agents are receiving their appointments in Mojo and following them up with click to call and email, ultimately acquiring new listings and closing more deals. They are touching their past clients on schedule and getting more referrals than ever.
All this for only $636 per month. Easily the best return on investment Jim will make this year which is exactly why we are very excited about bringing our new Rover Auto Dialer licenses to market!
For more information, give us a call at 877-859-6656 or get your Mojo Auto Dialer today by signing up here!
Brockton, Massachusetts calls itself the “City of Champions” because it was the home of boxing greats Rocky Marciano and Marvin Hagler.
It’s also the turf of Keller Williams real estate agent Deric Lipski, a Mojo user and salesman who describes his prospecting calls with the hyperbolic language of a ring announcer. Consider the title of his most recent YouTube video, a sample of his phone rapping skills for other agents to observe and learn:
Deric Lipski vs. a Really Tough Expired Cold Call LIVE!!!
Yes, you can almost hear the announcer echoing throughout a packed arena.
In the video, in which we think Deric kind of resembles Adam Sandler if he were to star in a real estate prospecting comedy, the agent records a real call where he has reached a frustrated homeowner who has taken his unsold house off the market.
The prospect, a married Massachusetts man named Jim, is reached on his cell phone in his car. Jim tells Deric right away that he is sick of taking calls from annoying real estate agents hovering over his expired listing like vultures.
Deric is unfazed. In a confident, conversational tone, the Realtor keeps talking. He asks Jim about his previous agent and why he thought that person failed to close the deal. “Most good homes don’t sell the first or second time around,” he says. “You said that your wife picked the first agent? Is it fair to say it’s now your turn to pick the agent?”
Jim says he wants to get off the phone. He repeatedly says he doesn’t like to talk on his cell while he’s driving. He says he needs to talk to his wife before even considering putting his $475,000 house back on the market. During three or four times in the conversation, it seems certain that Jim will hang up.
But he doesn’t. The conversation lasts an astounding 10 minutes 53 seconds and it looks likely that Deric will land an appointment to go to the home and discuss strategies for making the property more appealing to prospective buyers.
Deric hones in on Jim’s motivation to sell in the first place and learns he and his wife dream of moving to North Carolina for a more relaxed retirement. The pace is less stressful than maniacal New England, there’s no snow and the cost of living is much lower.
Hoping to set the stage for a price reduction, Deric suggests that the lifetime goals of relocating to North Carolina are much more important than a few thousand dollars sacrificed during bad market conditions. Will the sales pitch succeed? Will Deric sign up Jim and live up to his nickname “Mr. Sold?”
We don’t know. But what we do know is that this phone call is a beautiful example of how to deal with call reluctance.
Yes, prospects get tired of “people like you” calling them all time. So don’t be like them. Focus on what they care about and your commission will follow.
Every agent has their own personality and style, but it’s very likely you’ll pick up a few tips by watching Deric’s demo:
My son, who just started Little League, is still getting used to the idea that baseball is a game of urgency.
It’s vital to sprint to first base before the ball gets there instead of a casual stroll. It’s kinda important to take the ball out of your glove and throw it to the appropriate base without taking the time to admire the cloud formations. Hey, he’s getting the hang of it!
Of course, in the sales world, taking your sweet time to respond to an Internet lead is like hanging a signboard around your neck that reads “PLEASE BRING YOUR BUSINESS ELSEWHERE.”
Here’s the reality about consumer behavior and this definitely applies to me when I am looking to connect with a new business for landscaping, plumbing, pest control, mortgages, home renovations, appliance repair and basically anything else I blow my paycheck on…. The first few companies to call me back are the ONLY ones who have a chance at my business. And if the first one to return my call or email gives me a reasonable quote, I’m taking it.
Here’s why. I hate shopping. A lot of guys hate shopping. Sure, I want the best price, but I am not going to spend a week playing phone tag to save 10 bucks. During holiday time at the shopping mall, I’m the guy who just parks far away from the get-go. I hate the idea of circling around a lot for 30 minutes looking for a parking space.
The marketing experts call this phenomenon “turtling.” After getting a few quotes from businesses, the savvy consumer will check out the Website or some references/testimonials and figure out which price is the best bang for the buck. Once the process has begun, and another business calls back a day or two later, it may as well be a bride or groom showing up eight hours late to their own wedding. Sealing the deal with you will be a tough sell after you’ve already “married” or liked the “proposal” from the competition.
Back to the turtle metaphor! The customer will retreat into his or her shell and block out any additional information once they feel they have enough to choose from. In fact, they will even start to be annoyed when the phone rings from another company if they have already made up their mind.
So you gotta be first to call them back.
Here’s how Mojo can help!
When a potential customer fills out the contact form on your Website or at a referral Website, Mojo’s Lead Alert Service immediately calls you at up to three numbers (work, cell and home). You answer Mojo’s call and press “1” to be connected to the prospect. Your call and lead’s contact information will also be automatically entered into Mojo’s lead management database.
Should you get an answering machine or if there is no answer, Lead Alert will contact you at preset intervals to still give you a shot at reaching them first. Remember, you can’t run casually to first base — and you can’t get information to a potential client who can’t hear you inside their shell.
Here’s something else that makes life a heckuva lot easier for sales reps. At the same time you receive a text message notifying you about an Internet lead’s inquiry and their background information, your prospect will receive a text message announcing: “Hi, My name is ________ with So-and-So Company. Thanks for contacting us! I am your assigned agent for your recent Internet inquiry. I will be calling you in a few minutes to discuss your inquiry with you.”
Because they are the ones who initiated contact with you, AND you gave them a courtesy heads up that you would be calling, they are going to be far more welcoming when they answer the phone. Remember, the customer is likely calling three or four or more places cold and we can’t assume they will immediately recognize your name. This special Lead Alert feature gives you a leg up for being well received by the customer.
Best part of all, our Lead Alert Service will soon be included free with the Mojo Sales Engine!
Don’t let yourself be turtled ever again!
If you’re running a successful business, chances are you have not put all your marketing apples in one basket.
In addition to prospecting for leads with outgoing phone calls, you likely have several other avenues to spread the word: brochures, face-to-face networking events, advertisements, Web site, blogs, etc. For those delightful occasions when people are knocking on your door, you naturally want to be there to answer it.
Now, no matter whether you are on a sales call, on the golf course or in the bathroom, Mojo has a tool for you to make sure your response is as swift and professional as possible.
It’s called Mojo Voice, and it’s the next best thing to a personal secretary who’s available 24/7.
When someone calls you, Mojo Voice will try to locate you at up to three additional phone numbers (office, cell and home — or anywhere you wish) and the caller will believe you have been reached at your desk. Or, if you choose the Domino setting, the caller will receive messages indicating they are being connected to second or third phone number. The message: Their call is your priority and you will stop what you are doing if possible to take care of their needs.
Best of all, if the incoming caller has already been in conversations with you, you’ll instantly be sent a text message indicating their customer history so you can personalize the discussion. If they are not already in your Mojo database, the call will automatically be cross-referenced with the white pages and their name and number will be entered into your prospective leads.
It doesn’t matter if consumers are shopping for roses, insurance or electronic widgets, if no one answers the phone, they’ll just hang up and move on to the next business they found on Google. Even if you can’t answer the phone at that moment, Mojo Voice keeps you in the game. Mojo instinctively captures and logs the phone number in your lead management program.
And the caller will be invited to record a voicemail, which will be immediately emailed to you or an assistant.
If a potential customer is calling you cold, you know they are calling some of your competitors cold, too. At this stage, if there is not a drastic variable in price or services, the winner is the first business to reply to their call.
As a bonus, all users of Mojo Voice will receive free local phone numbers for your marketing needs. These local numbers will pop up on caller ID, making it more likely the prospect will pick up the phone. Also, the numbers can be used on all your marketing literature and Web pages. If you are licensed for real estate or insurance in multiple states, people are far more likely to respond to the local contact.
Mojo Voice is now in its Beta testing phase. Drop us a line and let’s chat how you can be one of the first businesses to integrate our personal secretary into your Mojo lead management system!
Over the years, Utah’s Ethan Selph has sold satellite dishes, cable TV packages, security systems, water filters and prepaid legal services on the phone.
Today, he’s one of the rising stars in the health insurance industry, sharing advice to other sales people how to maximize their chat time. To Selph, it doesn’t matter what you are selling as long as you don’t come across as the stereotypical sales guy.
“Don’t sound like a total marketer,” he suggests. “I don’t even mention the name of my company. I say, ‘Hey, it’s Ethan’ instead of trying to come across as some big corporation. I try to sound like the Joe down the street.”
Another tip to project confidence: Don’t think of yourself as “bothering” or “interrupting” the people on your prospect list.
“There are a lot of people out there who NEED your help, people who WANT to talk to you,” he says. “Everyone wants to save money. My philosophy is that every client is worth $20,000. My goal is to make a thousand dollars a year for 20 years. I want to service them for life.”
“Even with all the fuss over health care reform, the business really hasn’t shifted around much. Health insurance is a necessity. It’s not like going on vacation to Hawaii or going out to eat, the things that get cut back first.”
Selph swears by the Mojo Triple Line Power Dialer, which he has been using for the past 10 months. Before implementing the Mojo dialer, he hired a telemarketing call center to do the dialing for him. The call center was charging $10 a transfer and Selph was spending between $600 to $800 a week for the privilege to continuously talk with live human beings.
That’s now $800 more in his pocket each week thanks to the Mojo Dialer and its 3 line power, which ensures that you’ll never hear a busy signal, fax machine pitch or manually leave time sucking answering machine messages again while you are on your sales shift.
“It’s totally revolutionized my whole business,” Selph says. “If I didn’t have the Mojo Dialer, I’d really be up the creek.”
In addition to the money saved from not using a call center, the Mojo Dialer has also totally eliminated Selph’s need to buy additional leads. Having built up a critical mass of 5,000 prospects, he now devotes each day’s 100-200 live calls exclusively to insurance renewals. Business is so brisk, he doesn’t even need to bother to tap into new leads, which were costing him a steep $16 each!
Given that insurance companies typically lure customers in with low introductory rates and seldom lower them the following year, it makes sense to check in on active clients at least once every six months.
Before using the Mojo Dialer, Selph did not have enough time to even call all his renewal prospects within his window of opportunity.
“I was losing accounts,” he recalls. “After 9 to 12 months, they’d just switch insurance companies without me. And once you lose somebody, it’s tough to get them back. Basically, the Mojo Dialer has tripled my business.”
And the increase in sales meant hiring three people to work out of unfinished basement and eventually moving everyone to an office near the University of Utah to take advantage of the college labor pool.
Selph said he has previously tried two other auto dialers, but was either unsatisfied by its slow pace (one call at a time) or the response time to his customer service calls rerouted to overseas call centers.
“With Mojo Technical Support, I can usually get someone on the chatline within two or three minutes,” he says.
Given our occasional role as frustrated consumers in our own personal lives, we can think of no greater testimonial.
One last tip from Selph: Set your Mojo Dialer at six rings instead of three rings. Give your prospective customers a chance to get to the phone without sprinting for it!
“I used to get a lot of calls back right away, saying WHO’S THIS?” he says. “I’m now getting a hold of a lot more people the first time.”
(Click here to find out more on why Mojo lead management software and power dialer technology is ideally suited for the competitive insurance industry.)
For Festini, cardiovascular exercise is a great way to keep in shape to counter the sedentary nature of making cold calls — an activity he feels comfortable doing up to 12 hours a day with the Mojo Dialer. And San Diego’s R & R Marathon is more about fun than winning, featuring a course that runs through Sea World, that has up to 2,000 cheerleaders on the sidelines, has live music acts at each mile (past artists have included Smash Mouth, Hootie and the Blowfish and Pat Benatar) and offers free beer at the finish line!
You know what else is fun? Pushing the limits of the human brain and seeing how many sales calls you can make at once, especially with the Mojo Dialer.
Festini, an 18-year-veteran of the real estate biz, recently rigged up special headphones to allow him to juggle four Mojo Dialer systems at once. You have to see it to believe it!
Let’s shove aside the technology for a moment. The most remarkable thing about this video is watching a seasoned pro handle the ebbs and flows of cold calls — a tide of rejection pushing in a few valuable seashells. Notice how calm he is when people say they are NOT interested in putting their home on the market. Without even changing his tone, Festini thanks them and moves on. The average live call takes about eight seconds. Why waste the energy getting upset over rejection when there are more numbers to try?
Festini is making cold calls to every homeowner not on the Do Not Call registry, and he really appreciates Mojo’s lead management software that organizes your phone numbers as you call them and categorizes them based on what your next step should be. We call it Advanced Call Logic and it automatically sorts your lists into redial calls, do-not-call results, hot and warm leads, while you focus on engaging potential customers on the phone.
But back to the amazing stunt of handling four power dialers at once. Festini put both ears on double duty, sticking ear buds in his ear canals and foam headphones on his upper outer ears. Just to make things interesting, he later stretched an old fashioned pair of studio headphones over all four audio sources so he could listen to a favorite movie as background noise.
With four autodialers going at once, he made about 1600 calls, and actually talked to 200 people in only three hours!
Real Estate, of course, is a pure numbers game. You can’t get sales without converting leads and even the best phone number list in the world (the ones without pesky fax machines, apartments and businesses) is useless if you don’t make those calls as efficiently as possible.
“If you are going to make calls,” Festini says, “you don’t have the option NOT to use an autodialer.”
Like Arizona Realtor Curt Stinson, another Mojo advocate, Festini is working in an especially tough market. California’s Riverside County has one of the worst foreclosure rates in the country. “Working in the center of epicenter of the bad economy,” he says that Mojo Triple Line Power Dialers and lead management software help him stay competitive.
“I haven’t even scratched the surface yet of all the possibilities,” he says.
Every day I share with people what Mojo can do for them and ultimately, their business goals. Altogether it’s not too difficult a job, relying on rudimentary sales principles: identifying needs, offering solutions and if the two jive, we walk away with a great business relationship.
On February 7, I had the opportunity to travel to the West Coast for the first time so I could share the Mojo experience in-person. I took a plane ride from Manchester, NH to Chicago, IL and then I was off to San Jose, CA to Tom Ferry’s Business by Design 3-day event. Face-to-face, to the thousands passing by our booth, I had the responsibility of conveying a software-based triple-line power dialing and lead management program capable of emailing, dropping prerecorded messages on answering machines, and CID substitution.
Regardless of how daunting of a task that sounds, I don’t think it could have turned out better. With the help of everyone at the event, from those on Tom’s team to the staff at the San Jose Convention Center, the experience was certainly one worth writing home to Mom about.
One fact I learned from Tom Ferry: the fastest growing demographic of Facebook users are women over 55. Now it makes sense to me why my mom, sister, aunts, and their friends are all getting down on FB like they are. Their lives are hectic so time is of value. Social networking appeals to the busy lifestyle; texting “hi” is easier than taking five minutes out of your day to try to catch a person by phone. Our lives today require not just instant communications, but convenient and reliable ones. That’s why Facebook and Twitter are becoming staples of our daily lives. That’s also why Mojo is becoming the experience thousands of people are counting on every day make their day-to-day operations more reliable and convenient.
While I’m not a real estate professional, I took away an enormous amount of insight in just the few moments I was able to catch what Tom had to share. Not only was he able to keep my ear to the ground in regards to what’s going on in social media, I also gained knowledge from web design and internet practices to how choosing your interactions with those around you helps better enable you to become the master of the market you’re in, not a victim of it.
The highlight of the trip was meeting people who already had their Mojo. Michaelangelo Guevara was attending the Business by Design event and I had set up a Mojo account with him a week or two prior to the San Jose event. He let me know that within the first two days of using Mojo, he landed a listing appointment for a house valued at $2.2 million. The look of excitement was clear on his face; he knew what having his Mojo was all about. His experience made me think, though, if that was the 79th call in a list and he became too frustrated with hand-dialing by call 78 of that day, would he still have had the same look on his face?
Michaelangelo is like most professionals out there – looking for solutions that will stand up in today’s business world and keep them on track to where they want to be in a year, as well as a decade, from now. So many of the people at Tom Ferry’s Business by Design mega-event were looking for the same solutions.
They all walked away with that, and a little Mojo.
The Federal Trade Commission is suing three companies that have been making automated recorded phone calls to sell “worthless” credit card interest reduction programs, charging customers an up front fee as high as $1,495 and delivering zilcho.
Here’s a snippet from the official government press release:
“According to the three FTC complaints, Economic Relief Technologies, LLC, Dynamic Financial Group (U.S.A.) Inc., and JPM Accelerated Services (JPM), and related defendants made illegal pre-recorded robocalls to consumers, using names like “card services,” “credit card services” or “account services.” The robocalls allegedly claimed the defendants’ services could lower the interest rate on consumers’ credit cards. In each case, consumers who pressed 1 after hearing the automated call were transferred to live telemarketers who allegedly misrepresented that consumers could dramatically lower the rates on their credit card.
The telemarketers also said consumers would save thousands of dollars in a short period of time by lowering their interest rates and would be able to pay off their debts faster – for an up-front fee ranging from $495 to $1,495. The defendants then falsely stated that if consumers did not save a “guaranteed” amount – typically $2,500 or more – they could get a full refund of the up-front fee. However, after securing the fee, the defendants allegedly did not negotiate lower rates on behalf of consumers and provided few refunds to those who were dissatisfied with the service.”
Here’s the deal. Every time consumers get ripped off by sleazeballs using telemarketing technology, it makes all of our jobs harder. Getting robbed on the phone is certainly preferable to getting mugged on the street, but that is little consolation to these scam victims.
What’s more astounding is that companies are still choosing to use pre-recorded sales calls at all. Since Sept. 1, 2009, recorded sales pitches have been illegal with the exception of a few rare instances — such as the customer previously requesting such calls in advance (like that’s gonna happen!)
The reality is that sales calls are about building personal relationships and talking to machines is a total turnoff.
The reality is that targeted leads often welcome telemarketing calls, such as is the experience of stellar Arizona real estate agent Curt Stinson.
With the Mojo Dialer lead management software and the Mojo Dialer power dialer technology, you project the friendly human interaction as your first impression — even on the first hello. No robotic recordings.
The Mojo Dialer wiith lead management will make 250-300 calls an hour, constantly feeding you the live customers as they pick up!
Moreover, with no robot interaction, your sales staff will encounter far fewer hostile responses — making their work shifts less stressful and more productive.
Now if we could just invent a device to weed out the unscrupulous scam artists!
Deserved or not — and we think NOT — the telemarketing professional is burdened with many negative stereotypes. Particularly the image of the telemarketer as a short-term, unfocused employee who is just biding time for another “better” job to come along.
The reality is that telemarketing is simply a sales tool — a way to more efficiently sell your products and expand your market base. If your product is exciting, if it solves a problem or even entertains your prospective client, the scripted call can easily transform into a fun conversation.
But back to the stereotype that phone sales is the kind of job that nobody wants, like say cleaning out a chicken coop (no offense to chicken coop cleaners). Turns out that now more than ever, telemarketing careers are becoming appealing to more college graduates and professionals in other industries.
This year, Time Warner Cable in Milwaukee built a huge call center dedicated to retaining the company’s TV, phone and Internet customers — and to convincing them to go for service upgrades. Here’s how the Business Journal of Milwaukee explains the decision to create a new state-of-the-art telemarketing center:
“Cable companies have been losing video service subscribers in recent years, but are capturing more revenue by selling profitable broadband and phone services, said Chris Marangi, an analyst with Gabelli & Associates, New York City. With satellite television and services like AT&T’s U-Verse taking cable customers, the cable firms have had to become creative in pursuing subscribers via telemarketing and other strategies, he said.
“They’re being aggressive about courting subscribers,” Marangi said.
While telemarketing jobs have a reputation of being low paid and their work force transient, Time Warner officials are proud of its benefits and workplace environment. The Time Warner positions require a high school diploma, but many of the new hires have college degrees and post-high school training, (TW vice president Bev) Greenberg said.”
When your company needs to be aggressive about courting new customers — and keeping the ones you have — it makes sense to give your phone sales team the sales tools they need to be most productive.
For starters, Mojo lead management software and power dialers ensure that your telemarketers are never wasting their time with busy signals, answering machines or hang-ups. Our power dialer technology ensures that your sales reps spend 100 percent of their time talking to live people. And after all, it is live people, and not answering machines, who make purchasing decisions!
And our Triple Line Power Dialer is so fast, it lets you hear the first “hello,” not the third or fourth, so your prospective customer isn’t turned off by those awkward delays that telegraph that a sales pitch is on the way.
Give your phone sales team a little Mojo! Click here for a free Mojo software demo.
Take a look at the gorgeous landscape above. It’s Saguaro National Park in Tucson, Arizona.
But there’s also something intensely ugly going on in Tucson. Property values have recently plummeted by 45 percent, making the area one of the worst hit cities in America alongside Las Vegas and Phoenix.
Despite it all, real estate broker Curt Stinson, a 15-year industry veteran, is smoking with leads from cold calls. For the past four months, he’s operated a call center with five telemarketers using the Mojo auto dialer and Mojo lead management tracking program, which automatically qualifies prospects after a phone call and moves the data to the next stage of the deal flow.
“As more and more agents drop out of the business, we’re picking up their customers,” says Curt. “And all my business is coming from prospecting. I don’t pursue bank referrals because those will eventually dry up when the market comes back.”
Curt’s call team dials more than 2,000 numbers a night and goes with this basic script: “We recently just sold a home in your area and we’re checking if you might be interested in selling your home.”
“It’s amazing how many people say yes,” he notes. “It’s hard for me to follow up on all the leads I generate and that’s a great problem to have.”
The Tucson broker credits Mojo’s Triple Line Power Dialer, which minimizes downtime by never stopping its dialing and only giving you live calls, for boosting his results from generating 8-9 contacts per hour to 30-40 contacts per hour.
Real estate is a pure numbers game. Making more contacts = more appointments = more listings = more sales.
“Over the past year, our overall business has increased by 20 percent and a good portion of it is because of Mojo,” says Curt. “Next year should be even better!”
He adds that he is looking forward to exploring Mojo’s Live Lead Feed, our system of automatically tracking Internet leads without having to manually enter data, when he ramps up his Website side of the business.
For now, though Curt is too busy handling the business generated by phone and offers this advice for any industry peers considering adopting Mojo: “Be prepared for a huge boost and be prepared to follow-up!”
Perhaps Curt’s Mojo experience can be duplicated in your market. Find out more about how our lead management auto dialer software can dramatically impact YOUR real estate business!
(If coincidentally you happen to be hunkering for a piece of Southern Arizona real estate, you can contact Curt at www.homesbycurt.com)
One of the most frequent questions we get here at Mojo Selling Solutions is “Did you guys take your name from the Austin Powers movie?”
No, we did not.
Here’s what the word means to sales manager David K. England: “When you’re at your best, thing just fall into place. When customers can’t tell you no… when everything is going as planned… when you are living in a ‘Yes World,’ you have Mojo!”
And here’s what Mojo means to Dr. Evil, the archnemesis of shagadelic spy Austin Powers… Click here or on the picture of Dr. Evil below to link to the video:
As Dr. Evil points out, Mojo is the “Right Stuff,” the “Life Force,” the “Essence” of who we are when we are at our best.
The Mojo Power Dialer is a telemarketing godsend, helping your phone sales staff be at their best.
Our Power Dialer and lead management software — ideal for professionals in the real estate, insurance and mortgage/debt services industries — boosts confidence by cutting through all the busy signals, wrong numbers and hang-ups and only connects you to live pickups. Nothing sucks the life out of a sales pitch than being stuck in the muck of phone calls without live prospects.
Here are some core features of Mojo lead management software and why it will put an extra zing in your phone sales attitude. We’ll fully explore each feature in-depth in upcoming blog posts:
Triple Line Power Dialer: Dials at a blazing speed of 250 calls per hour. When a call is answered, our power dialer is so fast you hear the “first hello,” not the third or fourth.
Dynamic Deal Flow: Mojo has built-in business and sales intelligence; it tracks every call and qualifies the lead to dynamically move it to the next stage in your deal flow. You can easily track your leads through your sales pipeline, without any effort on your part.
Multiple Caller ID Broadcast: Don’t let your caller ID keep your customers from answering. People remember your caller ID from previous attempts and will not pick up because they know why you are calling. We have the solution… Simply change your caller ID inside of Mojo throughout the day and increase your chances of a live lead!
Best news of all, unlike Dr. Evil, you don’t have to STEAL your Mojo. It’s available for sale right here.
We all know that prospecting doesn’t rate too high on the ‘fun’ list. It probably rates in the ballpark of public speaking or getting poked in the face with a sharp stick. Sometimes, it feels more like a chore than a positive action for your business. You need to approach prospecting with MOJO. MOJO means getting in your groove, getting into a flow where you are alert, enthusiastic, and on top of your game. Nothing is worse than calling 20 numbers in a row and getting an answering machine or no answer for every single one. It puts a damper on your MOJO. When this happens, it zaps the energy right out of you. Calling number after number and not getting results changes your attitude rather quickly. Now, what if there was a way to turn the tables on prospecting and make it fun again? I am not joking about putting fun and prospecting in the same sentence. It can happen. MOJO gives you that edge. It cuts through all of your junk dialing and gets to the ‘good stuff’. When you are dialing 3 lines at the same time, you are tripling your speed and contacting three times the live leads. It is like hiring three telemarketers and having them transfer all the good calls to you. And, in these hard economic times, we know that hiring three people to do your calling is just not viable. For a fraction of the cost, you can have MOJO fill that position in your company. MOJO is a power dialer, not to be confused with a predictive dialer. With MOJO, you will not drop calls like you would with a predictive dialer. Save money, stay on your game, and triple your production. When you’ve got MOJO, sales happen.
Many agents do not find leaving a message useful but it can generate a call back from a lead you may never have reached otherwise. Mojo is best used for making live contact with your prospects, but you do have the option to leave voicemail messages when an answering machine gets connected to you. Here are some helpful tips for recording an effective answering machine message:
Keep it short and simple
Your message should not be more than 30 seconds, especially if you do not want the answering machine to cut off your words. Nothing is worse than giving a great pitch and having the machine cut you off!
Speak clearly and evenly
We all know that answering machines are not the most sophisticated recording devices out there, so make sure your message is clear and even. It might take a few tries but, once you get it right, you will never have to do it again!
Hit the ‘hot buttons’
Every word counts when you only have 30 seconds and some words carry more weight than others. ‘Free’ and ‘affordable’ are powerful words because they grab people’s attention, but these ‘hot button’ words may not apply to your business so use the right words for your audience. Other powerful words include: ‘low price’,’quick’, ‘easy’,’guaranteed’,and ‘trusted’.
Offer the solution
Make sure to mention how you can be the solution to a problem they have, it may not look like a problem on the outside but you are calling because you have a solution to something in their life. A real estate agent is solving their problem of buying or selling a home. An insurance agent is solving their problem of lacking coverage or lowering high premium costs. A mortgage broker is solving their problem by providing them with a mortgage or a better rate. Think of how you can solve their problem and incorporate it into your message.
Leave them wanting more
You always want to leave prospects wanting more. It prompts them to call you to find out more information. Your message should convey what you can do for them but, if they want specifics, they will have to call and speak with you.
Own your words
Write a script incorporating everything you want to say and practice, practice, practice! You do not want to actually read from it, but you should know what you wan