After listening to thousands of FSBO prospecting calls I’ve noticed agents don’t know how to deal with the single most important question in the mindRead more
After 10 years of training prospecting skills and strategies, I find the success rates to be very bad. Meaning the ratio of how many peopleRead more
Remember Mojo’s new mascot, Jim The Realtor? The last time we left him, he was shackled to his shabby desk, a self-imposed prisoner who neverRead more
Most Salespeople operate under the premise that “I treat everyone the way I would like to be treated”. It’s an excellent measuring stick when offering greatRead more
It’s true. Every once in a while someone calls you and says, “Let’s talk.” They want to buy a house, sell a house, take outRead more
When the going gets tough, it’s said, the tough get going. Jeff Silva, nice guy that he is, knew that as the economy—and along withRead more
We asked our friend Neil Schwartz to get candid with us about why some Real Estate agents prosper and why some flounder. We knew itRead more
We wanted to find out if sales people were still using scripts while prospecting by phone. We polled our customers and were surprised by howRead more
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.Read more
If you’re on this blog, you likely already know how Mojo’s Triple Line Power Dialer makes your sales team three times more productive by ensuring ALL their time is spent chatting on the phone with no time wasted with hang-ups, wrong numbers or answering machines.
BUT let’s go back to the first part of the success equation. There’s no one to talk to if you don’t have the phone numbers in the first place. Where do all those expired listings and For Sale By Owner (FSBO) listings come from anyhow?Read more
No matter what industry you are in, the key to increasing sales is to make contact with your target audience. Not all contact is goodRead more
Here are some statistics on Expired listings: Only 28% will re-list with their current agent 35% will leave their home off the market for aRead more
A career in sales is challenging and takes a lot of determination, especially if all of your sales are made over the phone. Below areRead more
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.Read more