Mojo Dialer Blog

One listing should always lead to another in the same community

Wed, 22 May 2013 09:22:26 -0700

Real Estate Prospecting Ideas from Patrick Ferry

I was almost convinced by the real estate community that the neighbors of your listings have no value to you and they are not interested in your listing and the price. Agents for the most part literally ignore the neighbors and the community of their listed homes. They just list a property and move on! YIKES!!! Early in my career as a prospecting trainer I was convinced by real estate agents there was no value in prospecting neighbors of your listings and it would take 100s of contacts to find a new listing. Thankfully after thoroughly investigating it, I discovered the truth. The simple script my Father Mike Ferry created, “when one home sells usually two more sell right away” and the strategy of talking to the neighbors and looking for the next one, works! The truth is, neighbors do want to know what’s going on, and you should be able to get another listing in that community if you do a good job after you sell the house.

It’s probably one of the most over looked easy opportunities to build a reputation in a community quickly, get multiple listings, and build your database of homeowners who know you.

Besides the misunderstood opportunity the neighbors present, the other reason why agents justify not talking to neighbors or doing anything for the community is most agents grossly underestimate the importance of what the home listed and sold for. It’s very strange. Now I’m not blaming you, I’m really blaming our industry for passing down this mindset. And this mindset has come at a very big cost. Think about it, guess who has provided the service real estate agents have mostly neglected to provide, have you heard of this website called Zillow? Last month if I remember the number correctly it $54 million people visited Zillow.com LAST MONTH! Why? Because homeowners want to know what’s going on with values in their community. To add a little bit more oomph behind that slap in the face, guess who is now selling real estate agents the leads of the people that are interested in the values and what’s happening in your communities? OUCH! The reality is the online game is over, Zillow.com has won and they did it first and have won over “the top mind” position for values in the country, as the resource for finding out what’s going on with values and prices. It’s comical that agents scream, “but their values are way off!” I simply reply, but at least they provide something! But more importantly, why don’t you step it up and let the neighbors know they can count on you? Zillow may have won the game online, but agents need to be the face-to-face local expert that provides the most up to date and accurate information about what’s going on with values and prices in the neighborhood.

I’m sorry, a post card isn’t going to do much for your business, even though it’s good marketing practice.

The most powerful and effective way to communicate with the neighbors is either, door knock, phone calls (MOJO’s Neighborhood Search ROCKS), an open house, and marketing pieces. As a coach/trainer I would recommend all, the goal is to max out your opportunity to first provide great service to the neighborhood, second to build your reputation with the neighbors, and third to get the next listing in the community! I can just hear the excuses flying right out of a lot of agent’s mouth right now! This advice isn’t for the agent who is looking for excuses, this advice is for the agent who wants the next listing and gets excited about providing great service to the families in the communities they serve.

For those who are ready to take action and give this a shot, let me give you one very simple bit of advice, FOCUS ON SERVICE FIRST.

The goal is to create conversations with the neighbors about values and prices, don’t just look for the next homeowner who wants to sell! The #1 reason, time and time again, agents couldn’t generate business from this type of prospecting, was because they had “commission breathe.” Commission breath is when you are just looking for business and you are not trying to provide any service or actually give the neighborhood an update. This goes back to the original point, agents lost sight of the value of the service we should be providing. Give neighbors updates about values and prices in the neighborhood! When and agent is just looking for more business they actually become very repelling (a lot of agents were repelled by themselves too), and this lead sources got a reputation as being very weak and not worth it. Once I was able to get the agents’ mindset focused on service first, it leads to amazing results including: great conversations, grateful people, interested neighbors and in the end, another listing!

Your goal should be to provide a great service to the community, sell the house and get the next listing and repeat it over and over again!

‘Patrick Ferry has been in the coaching and training industry for over 10 years. He has trained over 5000 agents from all over North America how to generate new business with their prospecting and marketing strategies and is now our guest Real Estate Prospecting Ideas blogger.’

Mojo Selling Solutions is the company behind the Mojo Dialer and Mojo Lead Store and Data Service. For more information on the Mojo Dialer and what Mojo has to offer, please contact us at 877-859-6656 or visit out website at www.mojosells.com for demonstration videos and other informative blog posts.

Tags: cold calls, just listed just sold calls, Just listed just sold data, just listed just sold marketing, Mojo dialer, Patrick Ferry, Prospecting Tips, real estate marketing, Real Estate Prospecting, Real Estate prospecting ideas, real estate software

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Getting Schooled on FSBO Prospecting Calls: “Mr. and Mrs. FSBO, I can absolutely get you more money than you can on your own.”

Wed, 01 May 2013 11:53:41 -0700

“Mr. and Mrs. FSBO, I can absolutely get you more money than you can on your own.”

May 1st, 2013

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 mind of the FSBO family: “Can you get me more money than I can on my own?” I heard it over and over again, real estate agents avoiding the debate or “using a line to get the appointment.” Yes, I said debate! Well the good news for most of the agents around the country in markets where the inventory has dropped significantly, the debate just got a lot easier (and some of the “lines” are now actually true). But I still notice very few agents even recognize it and avoid FSBO’s because they just haven’t figured out how to answer the question. I’m here to help! After studying how to convert FSBO’s over the last 4 years very intensely and spending countless hours working on answers to their most common objections and analyzing what we need to be able to do TO HELP THEM make the best decision for their family and financial future.

”The real estate community makes the mistake of over simplifying our presentation to FSBOs…”

I’ve come to a couple simple conclusions. The real estate community makes the mistake of over simplifying our presentation to FSBOs when we talk about our marketing tools vs theirs and even worse, we don’t clearly show them the extreme disadvantage of their FSBO marketing tools.

In the beginning of my training sessions on FSBO marketing and FSBO prospecting calls, I start with an important statement: ”I love FSBO’s because they challenge agents value … which causes agents to either get really good or quit.” When an agent “Commits to FSBOs” as a valuable lead source for their career, they have to make the commitment to go toe to toe with anyone about the value of their service and the power of the tools a real estate agent uses. Once you commit to FSBO’s it can become really fun!

The $100,000 a year question for most real estate agents: Can you demonstrate the value of your marketing plan and have it measured against what the FSBO is currently using or could use and clearly demonstrate a higher sales price, better terms, best time frame, and least complications? My goal as a trainer is to insure that if you were put up in front of an audience of 1000 home owners in your community and it was a debate against the “retired engineer” FSBO (BTW the hardest to convert) you would WIN on every point brought up.

”I love FSBO’s because they challenge agents value …”

At first you might think, “Oh that’s easy” but it’s SO NOT! Let’s get you started on the path to your victory. The first question to thoroughly analyze: how do you get the highest possible price when selling a home? If you say “Well, just price it right” then I promise you the retired engineer will rip you to shreds! If you say, “I’ll list it,” YIKES the FSBO will kick you out of their house! If you say, “My negotiations skills,” most FSBO’s will say I know how to negotiate! (Remember I’ve listened to over a 1000 FSBO prospecting calls, I know exactly what they say!)

My challenge to you is really map out step by step what it takes to get the highest possible price, and create a presentation that highlights each detail in the process and then you will convert FSBO’s happily. Many trainers, including myself in the beginning, will tell you just wait until they are frustrated with the process. That approach only worked in a slow market. Well my goal as a trainer is to make your presentation so clear that you will be able to deliver the best result possible such that a FSBO will say, “That’s sounds so much better than my plan, I would like to hire you!”

”…this is the time to really get after those FSBO’s because it’s the easiest time in 10 years to prove that you can get them more money”.

Please hold your excuses about your market. I’m well aware that there are three types of markets out there right now: markets that never experienced the highs and lows of appreciation and properties sell slower, the markets that are still sluggish with short sales and higher inventory, and the markets that have low inventory and properties are selling fast. If you are in the low inventory market, this is the time to really get after those FSBO’s because it’s the easiest time in 10 years to prove that you can get them more money. For the agents in the other two markets, this still is step # 1, but you have two more steps to work on, speed of sale and sometimes instead of making the most $, it might be “not lose any more money” which is very common with FSBOs.
Put some effort into your presentation and you will reap rewards that are so far beyond just getting a couple listings. Imagine what your life will be like when you are one of the most powerful listing agents in your communities! FSBO’s will never go away, therefore now is a great time to step it up and work on your ability to clearly demonstrate the value of your service to the families in your community!

Mojo Selling Solutions

www.mojosells.com

877-859-6656

To Become a Powerful Prospector or Not?

Wed, 10 Apr 2013 08:08:57 -0700

After 10 years of training prospecting skills and strategies, I find the success rates to be very bad. Meaning the ratio of how many people decide to “try” prospecting and in the end quit, or the most common decision is the statement, “that’s just not my style”. As my ratio of training created more and more successful prospectors I notice 4 fundamentals to someone making the transition from “trying” to “success”, becoming a powerful prospector.

First is the recognition of the long term pay off of becoming a powerful prospector, second is the significant difference between the two words “try” and “commit”, third learning the three aspects (lead sources, what to say, and how to engage conversations), and finally simply having the mindset of being grateful for the opportunity everyday. Some of you may notice that 3 out of the 4 have everything to do with your mindset or attitude.

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

Let’s look closer at each one to discover where you are in this amazing and rewarding journey of becoming a powerful prospector.

First the recognition of the long term payoff. So many times salespeople try prospecting because they are looking to solve a short term financial problem or lack of leads/appointments in their business. And from that perspective it’s either ineffective or doesn’t serve you long term. The ratio is probably 90% of salespeople who just try out prospecting to solve their short term lead or income problem fail miserably. It’s simple, prospecting isn’t a short term fix for anything. It’s a long term solution for your business. The bottom line, a powerful prospector is someone that can set an appointment within 1-2 hours of prospecting or between 10-20 contacts. Imagine, what the rewards will be when you can get with those results over a year and then over your career. Multiple great leads or appointments every week, lead to multiple sales on a weekly basis … for almost all industries results in at least 6 figure income. Powerful prospectors recognize that this is a long term solution not a short term fix.

Second, simple yet critical fundamental is the difference between “trying” out prospecting vs “committing to” become a powerful prospector! I’ve had thousands of salespeople tell me they “tried” prospecting and it doesn’t work for them or their market. I always giggle inside because they are right! It doesn’t work if you TRY! It only works if you commit to “make it work.” It’s the same thing for some of the prospecting strategies out there. I “tried” that script. I “tried” that lead source. I “tried” MOJO. It’s the commitment to make it work for you and your market is how to win.

I “tried” that script. I “tried” that lead source. I “tried” MOJO. The commitment to make it work for you and your market is how to win.

Third is the hard work, developing your understanding of the different lead sources in your market, your knowledge of what to say, and the skills to engage conversations with strangers who are not expecting it. This is what takes even the best salespeople so long to own and perform. Because you might have one aspect down but without all three your success is so sporadic which leads to the frustration of the ups and downs. When you combine contacting the best lead source in your market, with an ability to engage great conversations with strangers, with finally knowing what to say to guide that conversation to a result, you will win! But unfortunately depending on how much time you can dedicate to these skills it could take 18 months to 5 years to really get to the point where you are getting the results of a powerful prospector. I always challenge salespeople to first think about the long term benefit to them financially and for their family once they commit to becoming a powerful prospector, because that’s the motivation to drive you past all the hurdles along the way!

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

Fourth and final one is to start with gratitude! Most salespeople start in a state of “I need income” therefore i “must” prospect. Or start from “I hate this, but i have to do it.” Versus coming from a place being inspired by how incredibly wonderful it is to have the opportunity to help someone in your community and get paid for it. And that you have the opportunity at the touch of your finger tips. For example, a real estate agents has the opportunity everyday to dial 7 numbers, have a life changing conversation with someone in their community and they can earn anywhere from $2000 to $100,000 from that one conversation. WOW!!! With that in perspective it’s silly to start anywhere else other than grateful!

Finally are you in this for the long haul? Have you determined what the long term payoffs are going to be for you and your family once you master everything required to become a powerful prospector?

When you launch the MOJO Dialer next, start from a place of gratitude for not only what this prospecting session can do for you and your family, but also what you can do to help a family in your community today!

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Reverse Look Up Phone Number Service has arrived at Mojo!

Tue, 02 Apr 2013 11:28:03 -0700

April 2nd, 2013

Finding the name and contact information associated with a property can be a lot like trying to find a ‘needle in a haystack’. This information is critical to anyone looking to call on off-market properties such as Expired, Cancelled and Withdrawn listings. This past year, we made the commitment to offer a service that would assist our customers with acquiring this hard-to-find data and created the new Mojo Reverse Look Up phone number Service.

We identified a need for a low-cost, high quality data source for Expired, Withdrawn and Cancel properties, so we came up with a solution, the new Mojo Reverse Look Up phone number service.

Our new reverse look up phone number service is ideal for those customers seeking an affordable, easy-to-use solution for acquiring contact information for their Expired, Withdrawn, Cancelled or any other property data or those customers who are happy with their current lead provider but would like the ability to append records they have deemed as bad number using the Mojo Dialer.

Affordability

Here at Mojo we know that price matters and we wanted to launch our new reverse look up service at a price that made it a no-brainer for customers that want to use it as a stand-alone service and for those that want to use it as a supplement to their current lead provider. The cost of the new reverse look up phone number service is only $25 per month and includes unlimited data look-ups. Also, it’s no secret that at Mojo we don’t like contracts so you won’t find any long-term contracts needed to lock in at this low rate!

Ease of Use

Accessing the power of our new reverse look up phone number service is as simple as logging in to the new web-based Mojo selecting a list of data and pressing a button. Want proof? Watch the video below. Never before has so much information been at our customers fingertips.

There are several ways to complete the reverse search:

1. One at a time:

Simply add a new contact and press the reverse look up button on the contact form.

2. Batch List:

Select a list from the data area of the new Mojo and select the reverse look up button. It will immediately begin to process your records and check your addresses against our huge database of residential data and real-time data sources.

3. Data Append:

For those customers that use another company for their data, our reverse look up phone number service can easily append the data that is marked bad while dialing. With the Mojo Dialer, users who identify a bad number simply choose the last result ‘bad number’. Then, in the lists they are dialing on, they create a sublist for ‘bad number’ last result. As they dial and choose this last result, the bad number sub-list grows. At any time, users can simply highlight the bad number sub-lists and select ‘reverse look-up’ which will then process all the records in the sub-list and update the contact information accordingly.

Watch our new reverse look up phone number service in action!

If it is high-quality, low-cost data that you are looking for, Mojo’s new reverse look up phone number service might just be what you have been looking for. With no contracts and a low monthly cost, there is no-risk, sign up today!

Mojo Selling Solutions

www.mojosells.com

877-859-6656

For Sale By Owner Data Has Arrived at Mojo

Wed, 27 Mar 2013 08:30:39 -0700

For Real Estate agents, a solid listing inventory can make the difference between struggling to make ends meet or hitting pay dirt in the one of the most lucrative sales industries there is. It is because of this that a great listing inventory is the goal, the holy grail if you will, of all Real Estate agents wanting more than just an average income.

It takes more than just the ‘want’ though to be a top producing agent with a great listing inventory, it takes a blend of tools and traits, that when combined, create the recipe for success, even in the worst of markets.

At Mojo, we know that it takes three main ingredients to be successful prospecting on the phone; a tool that makes you more efficient, good data and the ‘know how’ to get the appointment once you get the lead on the phone. For years, the Mojo Dialer has been the tool of choice for Top Producers all over North America and Mojo’s Lead Store has been the popular Just Listed/Just Sold data source used by thousands of Realtors for growing their listing inventories. With the Mojo Dialer’s ability to dial out at up to 300 calls per hour and the almost unlimited amount of neighborhood data in the Lead Store, listings just come easier to our clients. Today, we are proud to announce a new data source integrated in to our Lead Store, For Sale By Owner data.

"At Mojo, we know it takes three main ingredients to be successful prospecting on the phone”

The decision to offer For Sale by Owner data was an easy one for a few reasons. The first reason is simply that for a Realtor to truly be successful prospecting for listings, they must leverage the many types of leads available. For Sale by Owner leads are plentiful and with the right approach, can easily be the low-hanging fruit that many Realtors are looking for. Additionally, many markets are seeing their Expired inventory dry up, making For Sale by Owner data that much more valuable to our Realtors. We knew we could take a new approach to the cultivation and delivery of the For Sale by Owner data. Let’s face it, we’re the dialer company, sort of like the ‘hair dresser’, we have heard everything there is to know about making data better and we have learned that more is better and that control is king.

Quality and Quantity

The first goal was to deliver more For Sale by Owner data than anyone. Seasoned Real Estate agents that have been prospecting For Sale by Owner data for years are reporting the delivery of more For Sale by Owner data from our service than any service they have used in the past!

Having a lot of data is not the only goal though, quality and control is just as important. Mojo’s For Sale by Owner data undergoes a very tedious approval and filtering process before it is ever delivered to our customer’s. We weed out incomplete ads, fake ads, out of area ads and anything that might make it a waste of valuable time for our customer’s to call on it.

Mojo’s For Sale by Owner data is delivered in real-time in to the Mojo data manager and Auto Dialer.

Real-Time Delivery

We wanted the very best delivery methods available. We set out to have a service that delivered high quality For Sale by Owner data in real-time, as we approve it and we delivered. All of our For Sale by Owner data is delivered throughout the day as we get it and immediately inserted in to our clients For Sale by Owner data list inside the Mojo Dialer.

Delivery Filters

Finally, we learned that agents wanted control over the data that was delivered, they wanted to have say over what was inserted. For this, we created filters that our customers can set and forget or massage to get the most out of their data. Our filters include specific geographical area based on zip codes, price point and property type, ensuring that our For Sale by Owner customers only receive the data they want to list and nothing they don’t want.

We said in the beginning of this post that there were three things that make a person successful prospecting on the phone and you will have to wait to see what we have up our sleeve for the third component:) We can say this though, If you’re a Real Estate agent looking for the most complete prospecting package, there is only one company for you, Mojo!

‘Mojo’s For Sale by Owner data is only available in their new web-based platform available here. For more information, please contact Mojo at 877-859-6656′

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Mojo on The Go! The Mojo Dialer lands on the iPad

Tue, 05 Mar 2013 13:14:21 -0800

'The Mojo Dialer has finally made it to the iPad'

At Mojo, we have spent the past couple of years daydreaming of the day when we would put the power of the Mojo Dialer on to the iPad’s of every sales agent that owned one. It wasn’t until recently, when began developing our web-based Mojo Dialer platform, that we began production of the industries first and only, dedicated power dialing and lead management application for the iPad.

For most agents, prospecting requires them to be tied down to their desktop computers or their clunky laptops. Clunky laptops certainly get you mobile, but they leave performance at the mercy of your internet connection, which often leaves the user with slow connection speeds, latency in searching for records and an overall frustrating experience . We needed to get a solution in the hands of our customers that kept them mobile but that also gave them unprecedented speed and reliability, thus the dedication to developing Mojo On The Go!.

‘Mobility for the working agent has never been so easy to reach, thanks to the Mojo Dialer and the Mojo On The Go! iPad Application’

Mojo On The Go! is exactly the solution we were looking for; it gives agents the mobility they need and its performance exceeds our expectations. With a dedicated iPad application, we are able to utilize the resources of the iPad to complete data intensive tasks such as querying records for starting a call session, for searching data and for general contact management duties. Unlike using a web-based service from a laptop or iPad browser, which depends on a centralized web-server for its resources, the dedicated iPad application gets the job done locally and so fast, it might very well replace the desktop!

‘We wanted agents to perform follow-up actions effortlessly from their iPad, so we included touch-to-call, free of charge, for all licenses’

Mobility means many things for our customers but our domain is dialing and setting appointments so we wanted it to be a straightforward, streamlined process for our customers to make their follow-up and appointment calls using Mojo On The Go!, even if they weren’t subscribed to a Mojo Dialer ‘dialing’ license. That’s right, a $10 lead management-only license gets you the keys to our ‘touch to dial’ functionality in the iPad that

Touch to Call is available in the new Mojo On The Go! Mojo Dialer mobile iPad app.

allows you to effortlessly call contacts by simply clicking on their contact record. This simple action, initiates a call back to our customer, once connected, the line automatically dials the contact. Heck, if the user doesn’t hang up the phone, they can actually call through a list of records in a row, one at a time which is still much more efficient than hand dialing and these calls can be completed from anywhere, using Mojo On The Go!. Those looking to save a little money, can drop a dialing license for a few months, keep the $10 lead management license and still auto dial through their leads/follow-up using Mojo On The Go! and ‘touch to dial’.. Now that is value!

‘Mojo On The Go! is available now in iTunes’

We’re so confident that this app is going to make a measurable difference in your business, we are offering it on iTunes free of charge with any license purchase. To get your hands on the future of prospecting, go here and download it today!

“Mojo On The Go! is only available for customers of the web-based Mojo Dialer platform. Existing customers using legacy platforms will be contacted by the staff at Mojo Selling Solutions when the data migration tools are in place to convert over to the new web-based platform”

Mojo Selling Solutions

www.mojosells.com

877-859-6656

‘Modern Family’ Morality Tale: How cutthroat is your real estate competition?

Mon, 02 Apr 2012 10:36:58 -0700

We last celebrated America’s funniest Realtor, Phil Dunphy, last fall when alter-ego Ty Burrell won the Emmy for Best Supporting Actor in a Comedy.

And that comedy would obviously be ABC’s “Modern Family.”

We’ve got absolutely no stake in ABC or parent company Disney, but we’re huge fans of the ongoing real estate agent storyline and thought you would enjoy the most recent episode, “Send Out the Clowns.”

In the episode, real estate agent Phil is about to score the biggest real estate listing of his career, when rival agent Mitzi Roth (guest star Ellen Barkin) swoops in on his territory — intent on stealing the client for herself. It’s a brazen but sleazy move — the kind that Mitzi is known for.

To punctuate her unrepentant sleaziness, Mitzi sneers at Phil on their way into the house: “Go back to condos, Dunphy!”

When the clients are looking the other way, Mitzi deliberately falls backwards into the hedges and blames Phil for pushing her. “Oh my God, he shoved me! I thought you had your anger problem under control!”

The tactic works and Phil loses the listing.

Discouraged, he goes home and tells his kids that the true path to success in life is lying and cheating.

His youngest son, Luke, encourages his dad to “play dirty” and “take her down.” He lends Phil his spy pen, which Phil tries to use to capture a confession at Mitzi’s office.

Mitzi senses she is being set up, gives Phil a patronizing hug and steals the spy pen as well!

But Luke hasn’t given up defending his dad’s honor. He bumps into Mitzi at the supermarket and asks her point blank why she is so mean and explains how his father is worried about paying for his older sister’s college.

Playing the sympathy card seemingly penetrates the real estate agent’s steely exterior and when she sees Phil a few moments later, she compliments him: “You have a very nice kid there.”

“He’s mine!” Phil defensively replies.

Want to find out if Phil is able to get his real estate listing back? And if anything happens to Mitzi for her dirty business tactics?

ABC has posted the full episode on-line for free with fewer commercials than the broadcast version.

But we’d also love to hear from you.

We know that the Mojo system is especially tailored for the needs of real estate agents, helping you prospect at 300 calls per hour with the Triple Line Power Dialer and giving you the first response opportunity on hot leads with Mojo Live Lead Alert.

We also know that highly successful Realtors like Colorado’s Seth Jenson, Oregon’s Andrew Beach, and Florida’s Mitch Ribak swear by Mojo for increasing productivity.

But what’s life like out there away from the phones for you? Surely, rival real estate agents aren’t swiping each other’s kids as Phil darkly joked about in the supermarket, but are there unscrupulous characters amongst your competition?

Tell us your stories! What’s the most bizarre thing that’s happened in your sales territory?

Mojo Selling Solutions

www.mojosells.com

877-859-6656

You Can’t Do It All Alone: Seth Jenson and the Art of Real Estate Delegation

Wed, 22 Feb 2012 11:48:15 -0800

(Denver Realtor Seth Jenson)

Like every successful real estate agent, Seth Jenson faces a cloning problem.

He can’t be everywhere at once. And he can’t do everything at once.

And every precious minute spent on essential administrative tasks is another minute he’s not doing what he does best: Selling.

Instead of hiring a full-time assistant, Seth took a novel approach and hired five of them. Each part-time assistant works between 5-10 hours a week out of their homes and fulfills a unique niche. Most are mothers balancing hectic family schedules and appreciate the flexible work schedule.

His morning assistant, Jeanette, starts her day at 6 a.m. by downloading Expired and FSBO leads from the Real Estate Data X-Change or RedX (read about the Mojo-RedX “Dream Team” here).

After those leads are uploaded into Mojo, she looks on Craigslist and Zillow.com for additional FSBO leads and enters those into Mojo as well.

By 8 a.m., Seth is ready to rip, making hundreds of calls on his Mojo Triple Line Power Dialer (up to 250 calls an hour) and culling about 30-35 contacts from the pool.

“My goal is to get one great qualified appointment each day, a seller who is motivated and realistic,” he says.

Business is booming ever since Realtor Seth Jenson learned to delegate.

“Before I hired my assistants, I’d average about 20 sold homes or less a year,” Seth says. “I’ve been able to double my business by using Mojo and leveraging myself by focusing on what I do best. For 2012, the sky’s the limit. I can see myself selling 70 homes. I already closed on four homes in January and have another 10 houses under contract, so I’m off to a good start!”

Here’s how Seth roughly delegates his administrative and support tasks amongst his assistants:

Jeanette: Downloads daily leads from the RedX and loads them into Mojo. Puts up signs and installs lockboxes.

Meredith: Processes leads, creates contacts, pays bills and handles other administrative duties.

Robin: Does competitive market analyses for properties and sets up buyers’ searches.

Karla: Enters listings into the MLS, writes ad copy for brochures and all the major real estate websites.

Emily: Handles monthly mailings to sphere-of-influence contacts and does graphic design.

“It’s not working more time that will make me money,” he says. “I personally need to spend as much time meeting with clients as possible.”

Seth, who has been in business since 2004 in the metro Denver area, is both a seller’s and a buyer’s agent. He’s a strong believer in using a real estate coach so he doesn’t “reinvent the wheel” and credits his mentor for helping him track his time according to three productivity categories:

1. P-Time: Productive face-to-face time with clients.

2. I-Time: Indirectly productive time prospecting and making appointments.

3. E-Time: Everything else that is required, including administrative, management and maintenance tasks.

“My P-Time is worth a whole lot more than my I-Time and my I-Time is worth a whole lot more than my E-Time,” he says, noting that he’s been able to dramatically reduce the latter category with his part-time help.

According to Seth, many real estate agents are Type-A personalities who feel more comfortable trying to do everything themselves rather than deal with the headaches of worrying about whether someone else is productive.

“It’s a scary proposition. You have to find and screen candidates, interview them, hire them, train them, manage them, motivate them and keep them focused. But you just have to jump in and do it. Managing people is all about trial and error,” he says. “The challenge, of course, is how do you find good help that doesn’t get bored or distracted with Facebook all the time?”

Seth’s personal experience is that part-time employees who work from home are more reliable than some full-timers, who eventually want to move on to the next job once they have been trained.

“A lot of people in this business are like leeches,” he says bluntly. “They just want to learn everything about your business and learn everything you know. Those people are a waste of my time. I’m not paying them to start their own businesses. I’m just looking for someone who wants a little extra income.”

Seth has found his dependable help by posting informal notices on Facebook, emailing fellow agents and putting free ads on Craigslist. One of his most recent job postings attracted more than 150 applicants.

“I think that people who work from home actually work harder than people working in an office. My staff tends to work in little bursts, for a few hours at a time but they are really focused in those few hours,” he adds. “I don’t ever have to worry if they’re working or not because I know when the job is done. It’s nice to not have to worry about trust.”

(Have any suggestions on how to make working from home more efficient? We’d love to share your story with fellow Mojo users. Drop us a line here!)

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Real Estate Out of This World: The Joys of Selling Lunar Property

Wed, 04 Jan 2012 15:00:18 -0800

How challenging would real estate prospecting be if you were selling barren lots on the moon?!

Sure, the golden time for giving gag gifts is now over — anyone get stuck with anything insane from your family’s holiday Yankee Swap?

However, there’s really no bad time to amuse your Realtor friends or employees with some MLS listings for extraterrestrial house plots.

In the same spirit of buying and naming a star after someone, the Lunar Embassy will sell you a one-acre moon lot for the bargain price of $22.49 (plus a $1.51 “Lunar Tax” and $12.50 for shipping and handling of the deed).

Hey, if you look at NASA’s fact sheet on the moon, there’s now approximately 14,647,439.75 square miles of open space ready for developers! And thinking about New Year’s Resolutions, you weigh a lot less up there, too.

There are many reasons to be skeptical that your Lunar property deed might not ever be graced with that dream vacation home (with a great room and sauna) you have been planning in your imagination. The “real estate” company itself starts off its FAQ in defensive mode, giving you its assurance that you are not taking part in a fraudulent transaction.

The Lunar Embassy claims its rights to Expired and FSBO listings on the moon is based on international law and a loophole in the 1967 United Nations Outer Space Treaty.

But here’s why I don’t trust the validity of their property claims: They don’t even bother to use spell check!

A quick example from their FAQs:

“Whilst we are on the subject, we would like to take this opportunity to give you some useful tips to avoid fraud on the Internet: Beware of pyramid shemes, sites that say you have won a prize but they want money up front before you can collect it, some business opportunity shemes, “get rich quick” shemes, work at home shemes and sometimes, even sales of computer equipment (you pay, and the computer equipment never arrives). These are the most common types of fraud to be found on the Internet according to recent statistics. Don’t give your bank account number or social security number to just anyone, unless you know the company that you are dealing with.”

C’mon, Lunar Embassy, are you not familiar with the word “scheme?” How can I buy into a scheme even for fun, if you call it a “sheme” four times?

Credibility is vital for all real estate prospecting, of course, especially the Earth-based homes you likely specialize in. When you are calling your Expired, FSBO, SOI and just listed/just sold leads, having the Mojo Triple Line Power Dialer will ensure that when an autodialed call is answered, you will hear the first “hello” and not the third, fourth or fifth.

Nothing is worse than representing yourself with the impression of a robo-call, an instant turnoff for most potential customers.

You may as well be doing cold calls for lunar real estate.

Which reminds me to leave you off with an invaluable piece of Realtor advice: Definitely avoid the Lunar Embassy’s Venus property, no matter how tempting the price. Surface temperatures on Venus can reach up to 860 degrees Fahrenheit. And in that climate, there won’t be cold calls of any kind!

Mojo Selling Solutions

www.mojosells.com

877-859-6656

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

Tue, 01 Nov 2011 09:46:44 -0700

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

We here at Mojo Selling Solutions don’t wear our politics on our sleeves. It’s not just because our office is a harmonious blend of folks across the ideological spectrum. It’s all about the fact that the telephone sales gods don’t care if the prospect is Democrat, Republican, or Independent.

Nevertheless, we can’t ignore what happens at the White House or Capitol Hill. With the housing market so critical to our economy, every minor burp from Washington matters.

President Barack Obama just announced new changes in the mortgage refinance laws aimed at helping struggling homeowners get more affordable interest rates even if they are underwater borrowers.

The President revealed his plans in a speech in Nevada, one of the most badly bruised states in the recession. An estimated one out of every 118 homes there filed for foreclosure in September. On a pure humanity level, foreclosures ruin lives and dreams. On a Machiavellian level, they ruin neighbors’ property levels.

And on a macroeconomic level, foreclosures hurt America because people without homes or jobs not only can’t buy things, they are also more likely to turn to desperate measures.

Federal changes to the Home Affordable Refinance Program (HARP) will now allow homeowners to borrow up to 125 percent of their property’s value at a lower interest rate — instantly saving them thousands each year. HARP was supposed to expire in mid-2012, but it will be extended until the last day of 2013.

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

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

Consider:

“In the three months that ended Sept. 30, notices of default, the first formal step in the foreclosure process, jumped nearly 26% from the previous quarter, according to DataQuick, a San Diego real estate information service.

Additionally, a likely national settlement over complaints about banks filing faulty paperwork to take back homes should clear the way for an additional 400,000 foreclosures in coming months, according to Moody’s Analytics, an economics research firm.

Moody’s predicts that foreclosures will rise next year to a record 1.5 million, or a hefty 30% of all sales of previously owned homes.”

Meanwhile, President Obama’s critics charge that his sudden interest in Nevada stems from his election strategy for 2012. Glenn Cook, a conservative Las Vegas Review-Journal columnist, dismissed the new plan as “more taxpayer-backed swag.”

Nonsense, says the Philadelphia Inquirer, it’s better to do something than nothing and rescued homeowners would potentially save $2,500 a year — affecting up to 2 million American families. Those numbers translate to an increase of between $2.5 billion to $7.5 billion in consumer spending each year, the newspaper claims.

So who’s right?

You tell us. We’re not interested in hearing political rants of any persuasion.

Candidly tell us what really matters. How does the foreclosure rate impact the short-term and long-term real estate market in your community?

(Real estate, insurance and mortgage professionals depend on Mojo for productivity-boosting solutions. Mojo’s Triple Line Power Dialer allows you to contact up to 300 Expired, FSBO and Just Listed/Just Sold leads per hour.)

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Perfect Timing — Can prospecting calls be planned around mood patterns?

Mon, 03 Oct 2011 09:51:52 -0700

Remember those chee

Move aside mood rings, now your Twitter feed may be a more accurate indicator of minute-to-minute happiness!

Remember those cheesy mood rings from the 1970s?

The jewelry supposedly replaced the smile and frowny face and could more “accurately” telegraph how a person’s feelings would fluctuate by the moment.

Your Jewelry Doesn't Lie: The Full Range of Emotions Allegedly Revealed by Mood Rings. (Source: MoodRingsColorMeanings.com)

Mood rings change colors based on temperature-sensitive liquid crystals and have no real connection to human feelings — except that body temperature slightly rises when you are nervous and increase your heart rate. Based on the same novelty, there are also mood rocks, mood jars and LED mood lamps.

Kitsch aside, the next generation of the Mojo lead management system (coming soon) also pays close attention to color and temperature. We aren’t as flamboyant with the color spectrum, but you’ll be able to instinctively record the “temperature” of each customer call with a red flame (warm or hot lead) or blue ice (cold reception).

But wouldn’t it be great if you could predict beforehand how your sales prospects were feeling at any given moment and time your calls accordingly?

A two-year Cornell University study of 2.4 million Twitter users recently concluded that the early bird gets the happiest worms. According to the Los Angeles Times, sociology graduate student Scott Golder created a computer program to analyze the speaking patterns of more than a half billion Tweets. Using text sentiment analysis software, the study tabulated words with positive emotional connotations and compared them with the frequency of negative-sounding ones.

The researchers then sorted the positive and negative Twitter messages with their embedded timestamps.

How well do you use the power of social media to research your cold calls for prospective clients?

The Cornell study concluded that:

“Positive-mood tweets peaked twice a day throughout the world, early in the morning and again near midnight. The morning peak came later on weekends, presumably because people slept in. That the cycle was similar on weekdays (when pressures like work deadlines and school exams pile up) and weekends (when most people are more relaxed) showed that sleep schedules and circadian rhythms were important influencers of mood, regardless of day-to-day stresses, the authors reported.

They also found that, on average, moods improved as the days lengthened in the spring and worsened as days shortened in the fall.”

With the trend of many people abandoning landlines and using their cell phones as their primary form of communication, this kind of study raises some fascinating questions. Are there better times than others to bunch up your calls? Have you tended to have better rates of success with your Triple Line Power Dialer than others?

Regardless of what the Twitter study says, certainly it would be foolish to try to call at the other peak happiness time of just before midnight!

In any case, we soon will be enhancing your ability to cross-reference public social media posts with your real estate, insurance, mortgage, financial and general sales leads. The service, part of the upcoming Next Generation Mojo, will be especially helpful when making small talk with your Sphere of Influence (SOI) leads — helping to put major life cycle events on your radar.

Do stay tuned…

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Mojo for Breakfast: New Daily Planner feature as essential as OJ

Mon, 26 Sep 2011 09:42:23 -0700

Jumping on the Mojo Bandwagon: We used the Mojo metaphor first, but who's counting? (Mojo Selling Solutions is not affiliated with Minute Maid Orange Juice or its subsidiaries).

I recently stumbled across this Mojo-themed ad while flipping through some magazines at my dentist’s office, which leads me to share two critical pieces of life advice:

1. Always choose a dentist or medical professional who has the latest magazines in their waiting room instead of a tattered pile that looks like it came from a yard sale. If they can’t afford brand new magazines, what’s the quality of their X-Ray machines or other diagnostic equipment?

2. If you’re tired of flipping through magazines wasting your time on celebrity gossip in any waiting room, be sure to maximize your downtime with Mojo Mobile, the free iPhone app for our customers that allows you to make calls and manage your leads from anywhere!

But back to the orange juice ad. Or is it a lipstick ad?

We love seeing references to “Mojo” in pop culture and advertising — as we pointed out in this earlier homage to Austin Powers — but we weren’t inspired by the movie. As our company’s general manager, David England, eloquently puts it, “When you’re at your best and things 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!”

Now, unlike the OJ ad above, we can’t promise that the Mojo Triple Line Power Dialer or our Pitching Coach training tool will cause you to be smothered in kisses. But we can tell you that Mojo’s lead management system for Realtors, insurance agents, mortgage brokers and other phone sales professionals will feel as important as a good breakfast.

Mojo’s system already triples your productivity — proven results that make long-term commitments and contracts unnecessary on our end — but the breakfast is about to get tastier.

Based on customer feedback, we’ll soon be adding some exciting new features in Next Generation Mojo (stay tuned here for the big announcement). You’ll be starting your morning with the Mojo Daily Planner, an intuitive customizable prospecting planner that methodically tracks all of your opportunities and contacts and reminds you when to take the next step. That's right, Realtors, tasks such as staying in touch with your SOI, just went on auto pilot!

During each phone call, you’ll assign your opportunities, contacts and customers to an action plan. These action plans tell you when to call or email them again or just update them with a soft-sell newsletter with industry-specific consumer tips.

Mojo Next Generation will take even more stress out of your current daily workflow. When you show up to your desk, the Daily Planner will feed you your action plans to follow and there’ll be no need to overthink the sales process.

And that means more time to take your best clients out for breakfast and (hopefully) the budget for freshly squeezed juice!

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Celebrating the Emmy for America’s favorite Realtor

Tue, 20 Sep 2011 09:12:44 -0700

Real estate agent Phil Dunphy, aka actor Ty Burrell, won the 2011 Emmy for Best Supporting Actor in a Comedy. We're still waiting for an episode to focus on the challenges of real estate prospecting!

A hearty Mojo congratulations to actor Ty Burrell, who beat out some steep competition from his “Modern Family” colleagues to win a comedy Emmy the other night.

Why do we care about this on a real estate prospecting and lead management software blog?

Because Burrell’s alter-ego is Phil Dunphy, the funniest real estate agent on television!

Several memorable episodes of the hit ABC sitcom have focused on the sales and marketing challenges of the industry, including:

SLOW DOWN YOUR NEIGHBORS – Phil learns that his new client happens to be a thorn in the side for his wife Claire, who is angry how fast the woman drives in their neighborhood. Phil must weigh his need for a hefty sales commission with his desire to maintain peaceful household relations. He doesn’t welcome the stressful duplicity involved in keeping the women apart: “I wish I were one of those people who thrives on the danger of leading a double-life. You know… Bruce Wayne… Peter Parker… Hannah Montana.”

THE MUSICAL MAN — Wanting to keep on the edge of modern real estate marketing, Phil shrinkwraps his minivan with a photo of himself with his family and the slogan: “I can’t be satisfied until you’re satisfied!” However, the layout of the wrap-around ad has a picture of his wife alone with the slogan along with a cell phone number. In a similarly unintended context, the picture of his oldest daughter Haley appears above the words “Let me make your dreams come true!” Phil soon starts to get a barrage of inappropriate phone calls with heavy breathing. He’s horrified, but in a bizarre way, his soccer mom wife is flattered that she still can evoke that kind of response from men.

STRANGERS ON A TREADMILL — Will goofy dad humor play over well at a dinner of fellow real estate agents? Phil’s family is a little nervous that his jokes may bomb when he is the keynote speaker at the Southern California Realtors Banquet (the “SCARB”). To “save” him from embarrassment, his wife Claire hides his notecards so he has to play it straight. Turns out that Phil’s improvisational lines are a huge hit, making him the Jay Leno of the real estate world. (You can listen to Phil’s killer speech here!)

This part of Phil Dunphy's real estate wrapped vehicle ad seems innocent enough....

... until you look at the other side of the van! (Click pic to see video clip highlighting the greatest fictitious real estate snafu in recent memory.)

The Emmy-winning scriptwriters of Modern Family definitely have their thumb on the pulse of the real estate world and what it is like to be a sales agent. We’ve seen the politics of an Open House, the personality-centric marketing campaigns and the pressures of making a living off commissions.

Now we wish the producers would go one step further and base an episode on the ups and downs of prospecting. Show us Phil when he’s tapping into his Sphere of Influence for potential new leads. Show us Phil when he’s mining FSBO and Expired listings. Give us a plot line surrounding the Triple Line Power Dialer! How about some dialogue about Phil making cold calls from his car with Mobile Mojo!

Realistically, we recognize that the behind-the-scenes hard work of real estate sales isn’t that funny. But the results can make you very very happy. Check out all of Mojo’s real estate prospecting tools to find out how to become the Phil Dunphy of your local market — without embarrassing your family.

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Real Estate Prospecting Challenge: How would YOU sell this garbage Dumpster house?

Mon, 12 Sep 2011 13:15:58 -0700

Real Estate Prospecting Challenge: How would YOU sell this garbage Dumpster house?

Curb Appeal: Are your sales skills so finely tuned that you can sell ANY piece of real estate?

How often in your private conversations with fellow Realtors do you say “That house is a real dump!” or “The previous owners really trashed the place?”

Well, you can now throw that real estate metaphor out the window with this property, an actual garbage Dumpster transformed into a small home for what the architect calls “luxury living.”

California performance artist Gregory Kloehn put hardwood floors, stainless steel appliances, electricity, plumbing, a six-gallon water storage tank, granite countertops, a stove and fuel storage for an outdoor barbeque into this sterile (we hope) trash bin. If his open house last weekend at the San Francisco Fringe Festival was a hit, could this become a new trend in economy living?

Whether you are selling a McMansion or a cozy lakeside cottage, every prospective buyer seems to covet natural light. With Kloehn’s home, you can crank the ceiling up and down like the roof of a pop-up camper. The design feature has two advantages: 1. It camouflages the home from curious onlookers at night; and 2. Sealing the unit lets you sleep even if the area is flooded with street lights or flashing neon signs.

The garbage Dumpster house contains a crank for lowering or heightening the ceiling.

Kloehn, who also makes office space and sound studios out of discarded shipping containers, calls this his “Elite Waste” model.

This “Dumpster of your Dreams,” snidely dubbed by critics as the ideal vacation home for Oscar the Grouch, challenges you to think about how much space people really need to live. What is most important to your prospective buyers when they are looking at a new property? Do they care more about location, the back yard, the neighborhood, the school district, sewer vs. septic, town services, the crime rate or access to shops and restaurants?

What impact do you think this trash-themed home would have on neighborhood property values?

Cozy Quarters -- What kind of commission could you score on such a tiny home?

When you are making prospecting calls for sales leads, regardless if it is from Expired, FSBO, Just Listed or Just Sold lists or a Sphere of Influence (SOI) call, do you REALLY know what the property really looks like?

OK, granted it would be tough to masquerade this Dumpster as anything else in the MLS listing, but we’ve all seen our share of creative descriptions. Here’s how this house is listed in the Fringe Festival Guide:

Welcome to Elite Waste’s new line of Urban Homes. You are about to witness the newest trend in 21st Century living. Would you like to live in a home and never pay mortgage again? Simplicity and luxury optimized in our High End Dumpster home, The future of urban living has arrived!

All things considered, living in a Dumpster might not be so bad the Kloehn way. Heck, you could decorate the inside and outside with refrigerator magnets. And there probably are Manhattan studio apartments much smaller than this.

Yes, there's even a bathroom!

The only thing that makes me a reluctant buyer is the bathroom situation. No matter how well hidden the toilet is or how sweet the air fresheners, this home definitely is at high risk of smelling like a Porta Potty.

Or as one insightful YouTuber put it: “How long before teenagers set fire to it?”

You can watch Greg Kloehn show off his home in this video tour.

(Do you have a Realtor prospecting horror story, or better yet, a dream-come-true property to share? Tell us about your sales victories and challenges at tips@mojosells.com)

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Realtor Prospecting Experiment: What does a successful home office SOUND like?

Tue, 06 Sep 2011 09:21:08 -0700

Thriving Office -- Can a sound effects CD help boost your confidence on cold calls?

Gotta love America — where else would a guy with a tape recorder and a silly idea become a cult recording star to home-based business people?

Until the picture phone catches on in the mainstream — and I don’t think it will to the extent of “The Jetsons” — the sales call can be a deceptive exercise. You can be sitting at home in your underwear or sitting in your car surrounded by fast food wrappers and the prospect on the other end pictures you in a bustling room of activity.

That is, until they hear the muffled loud speaker from the drive-thru window or your next-door neighbor’s obnoxious lawn mower.

San Francisco marketing executive Bill Freund introduced the “Thriving Office” CD soundtrack a few years ago to help home-based phone sales reps create the illusion that they are in the midst of busy cubicles with no dirty laundry strewn across the floor.

The sound effects album contains two 39-minute tracks — “Busy” and “Very Busy” — which includes soft co-worker background chatter, feverish computer typing, walking down the hall, ringing phones, shuffling paper and the rhythmic jazz of file cabinets being opened and shut.

Freund, who came up with the idea while he was a student at Harvard Business School, told Businessweek that he edited the office sounds together “like a symphony.” He describes the end result of background noise “controlled chaos.”

Although the original intent was to boost the impression of credibility to the person on the other end of the phone, Freund says many of his customers report an increase in work productivity once they get in the mood of a typical office setting.

“Thriving Office” got a thumbs up from Realtor Magazine, which wrote “When customers call, have your home office project the image of an established, successful company.” And the CD claims users who work for major insurance companies like Prudential and New York Life and real estate powerhouses like Cushman & Wakefield, Re/Max, Century 21, Coldwell Banker and Keller Williams.

What do you think? Can your call reluctance can be conquered with a little help from some ghost co-workers in the background? What about white noise in general — are you more prone to get things done with the harmonious sounds of waterfalls or thunderstorms streaming out your computer?

The San Francisco Chronicle jokingly suggests creating a Dysfunctional Office CD, in which a hyperactive boss screams at you to stop reading blogs like this one and start making some more sales!

Luckily, you’re your own boss and there’s no one to yell at you but yourself. But as far as work productivity goes, Mojo’s Triple Line Power Dialer has you covered. Three times as many prospecting calls — up to 250 an hour — than traditional autodialers.

And if you happen to be playing your office soundtrack on your car stereo, Mobile Mojo‘s got you covered, too. The client will have no idea you are waiting for another appointment to show up or dropping your kids off at school. Mojo’s always with you!

(Got a great working-at-home productivity tip? Share it with us at tips@mojosells.com)

Mojo Selling Solutions

www.mojosells.com

877-859-6656

World’s Fastest Flying Hybrid Car (and why Mojo cares so much about speed)

Mon, 25 Jul 2011 09:27:33 -0700

Artist's rendition of the BiPod Flying Car in automobile and plane modes (Source: Scaled Composites).

WOW! Imagine commuting to work or doing your errands in this sweet car…

Aviation Week & Space Technology reports that legendary aircraft designer and engineer Burt Rutan has one more amazing surprise up his sleeve: a Flying Electric Hybrid Car.

Rutan, a former flight test engineer for the U.S. Air Force, has five of his creations on display at the Smithsonian’s National Air and Space Museum. He’s the brains behind SpaceShipOne, the world’s first privately developed spacecraft — and SpaceShipTwo, which is slated for private space missions in the age when NASA no longer has an active astronaut program. His aerospace company, Scaled Composites, just unveiled its prototype for a two-seat electric “roadable aircraft.”

The BiPod, which made its maiden test flight on March 30 in California’s Mojave Desert, can be driven like a car from the left cockpit and be controlled like an aircraft from the right seat.

The Flying Car's first test flight in the Mojave Desert. (Source: Scaled Composites)

To switch from plane to car mode, the wings are removed and stored between the dual fuselages. As a car, the BiPod will cruise at highway speeds. As a plane, it is designed to optimally soar at 200 miles per hour. Is it the fastest Flying Hybrid Car? Well, although there already is at least one competing flying car on the market (really), it’s not a hybrid, so its likely that Rutan owns the distinction for now.

Mojo cares a lot about speed — and we know how much our customers care, too.

Our Mojo Triple Line Power Dialer triples the number of calls you can make compared to a traditional auto-dialer, empowering you to zip through 250 numbers an hour. Take a tip from health insurance sales standout Ethan Selph and set your Mojo auto-dialer to six rings instead of three, giving your prospects a chance to get off the couch and answer the phone without being out of breath.

“I used to get a lot of calls back right away, saying WHO’S THIS?” Selph told us. “I’m now getting a hold of a lot more people the first time.”

Of course, speed means nothing without results. Just as the Flying Car’s speed would be irrelevant if the wings weren’t aerodynamically sound, there are tons of features built into the Triple Line Power Dialer that make you a more effective sales person. Most important is our system’s “First Hello” capability. You talk to your lead the moment they answer the phone. There are no annoying clicks or delays, which telegraph the fact you are using an autodialer.

And with automated pre-recorded message drops, you only need to make your sales pitch ONCE to answering machines. The second you hear a voicemail message, just press your answering machine button and Mojo moves you on to the next potentially live call. Meanwhile, your upbeat pre-recorded pitch is left on the machine as crisp as if you were doing it live (because we insist on using superior copper lines).

For a full rundown on other time-saving and efficiency boosting features, click the link at the bottom of the Triple-Line Power Dialer box.

Power dialing and lead management software might not be as exciting as a flying car, but unlike the future world of the Jetson’s, Mojo is available to change your life right now.

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Mojo Agent Spotlight: Oregon’s Andrew Beach embraces the Goddess of Commerce

Mon, 11 Jul 2011 09:17:22 -0700

Mojo auto-dialing and lead management software helps real estate agents like Andrew Beach make up to 300 prospecting calls an hour to their Expired, FSBO, SOI and just listed/just sold leads.

LOOK WHO’S GOT MOJO!

Agent: Andrew Beach
Business: Listed2Sold Team at Prudential NW Properties
Location: Portland, Oregon
Website: Listed2Sold.com

Recent Dream Piece of Real Estate: “Ten acre scenic property on Bald Peak with mountain views, a total fixer-upper that was awesome to watch be restored and made new again.”

Recent Bust: “I had a total fixer, on a busy street, with no foundation, one bedroom, siding falling off, repaired siding with roofing shingles, commercial site next door with old tires, semi trailers, and debris everywhere. Wow, that one I had to give back to the owner as they would have had to cut the price in half.”

Job Satisfaction: “I love exceeding client expectations on sale price and time on the market. There’s nothing better than creating a satisfied customer.”

Andrew’s sales territory is gorgeous Northwest Oregon and Southwest Washington, a region defined by mountains, farms and a commitment to the arts. The cosmopolitan city of Portland, which was originally founded as a trading post in the Old West, is symbolized by Portlandia, the Neptune-like “Goddess of Commerce.”

A giant copper statue of Portlandia, sculpted with the same hammering technique used to create the Statue of Liberty, sits at the entrance of the downtown Portland Municipal Services Building (City Hall).

Portlandia, the Goddess of Commerce, smiles on the real estate industry.

You might think of Mojo as a modern trading post for real estate prospecting.

Andrew definitely does. He found out about our Triple Line Power Dialer and lead management system from Washington power agent Don Leske, who recommended it as a replacement for a competing product that went out of business with no warning.

“My sales philosophy is to do more than anyone expects,” he says. “That means that I’m not just out for a sale/transaction and a paycheck. I want to create a continual revenue stream of referrals from clients who have had an exceptional experience with me.”

“Mojo makes me way more efficient on the calls that I would normally make manually,” says Andrew, based on 18 months of results. “It keeps me focused for short periods of time to get the same results in half the time.”

“I love when I get a wrong number or make an unexpected connection because of the value represented by Mojo’s service,” he adds. “One time I was waiting near a house for a client to show up. I decided to pull up Mojo Mobile on my iPod Touch and made four contacts in 10 minutes and added one person to my sphere that is now going to send me leads.”

Andrew recommends the Mojo system for every real estate agent wishing to become more productive — with one notable exception. He “selfishly” wishes that competing real estate agents in the Pacific Northwest never find out about it.

“Get Mojo immediately and try it out,” he advises. “It’s money back if you don’t like it or won’t use it. Once you have it you’ll be hooked!”

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Howdy Neighbor: Making the Most of Just Listed and Just Sold

Fri, 06 May 2011 15:18:46 -0700

Two of the most powerful pitches any real estate agent can make are the Just Listed and Just Sold calls.

When you present someone with the opportunity to “pick their own neighbor” because you’ve just listed a property next door, down the street, or around the corner, it’s a proposition too good for most people to ignore. When you follow up “I just listed the Jones’s house,” with “Do you know anyone looking to buy a home in this neighborhood? Would you like to pick your own neighbor” you have everyone’s attention.

Similarly, nothing sells like success, especially local, close-to-home real estate success. So, calling a prospect and telling them “I just sold the Smith’s house down the street—and I got 90 percent of the asking price—is music, and money, to a prospective home seller’s ears.

The new Free Form Plotting Search give you complete control over your farm

But, without the right tools and access to the right data, calling into a neighborhood can be daunting task. That’s why Mojo developed, then perfected, The Lead Store with Neighborhood Search. For a one-time $199 fee, you not only get access to all the publicly listed White Pages and Yellow Pages telephone directory data in the U.S. and Canada, you can hone in on any neighborhood you choose.

The Lead Store with Neighborhood Search plugs right into your Mojo application and you can instantly find the phone numbers within a ½ mile radius of any Just Listed or Just Sold property you choose. Better still, for homes in the U.S., you can free-form plot any customized zone you want.

Is there a several block area of apartments on the fringe of your zone? Just cut it out of the search. Want to search the neighborhood by business code or some other customized cross-cut version of the data? Tell The Lead Store with Neighborhood Search and it will populate Mojo with all the numbers instantly.

In real estate sales, there’s no such thing as too much information; there’s only too much information and too few ways to access it. With Mojo and The Lead Store with Neighborhood Search, that’s no longer an obstacle to breaking your own personal best sales records with Just Listed and Just Sold calls. Now, if we could just come up with a way to let people pick their own relatives…

Mojo Selling Solutions

www.mojosells.com

877-859-6656

The Redx Sync: FSBO+Expired+REDX+Mojo=SOLD

Mon, 02 May 2011 16:31:39 -0700

The Redx sync was born over 7 months ago, today it remains a must-have efficiency tool for Realtors

Picking up listings from For Sale by Owners (FSBOs) and expired listings (Expireds) is common practice among real estate agents. After all, these often-frustrated home sellers are prime candidates for a good real estate agent. But, while they’re a sort of low-hanging fruit, FSBO’s are sometimes just out of reach.

FSBOs, by their very nature, are out of the MLS loop. Expireds, well, like outdated milk in the supermarket, they’ve been taken off the shelf. So, where do you find these juicy leads chock full of home sellers mired in limbo?

So Much Fruit, So Little Time

Many agents are familiar with REDX (the Real Estate Data X-Change), the digital masters of the FSBO and Expired data. They’ve got the golden fruit. All that stands between an orchard full of FSBOs and Expireds and you is the “ginormous” task of syncing up that data with your customer database and power dialer. Unless you have Mojo.

The Mojo 3-Line Power Dialer is the only power dialer that—with the push of a button—automatically synchronizes all the REDX data to your prospect database. And, the Mojo/REDX sync feature comes standard with Mojo. No extra charge.

Now, as powerful a tool as REDX is, it’s not perfect; it’s only as good as the data it receives. So, yes, John or Jane Smith are an Expired or FSBO trying to sell their home in Anytown, USA. But there are 10 John Smith and 9 more Jane Smith in Anytown.

So, using Mojo, you call the first one and inquire, “Are you the John Smith selling your home at 123 Easy Street?” If the answer is no, click “Not Owner” in Mojo and those Smiths are gone from your database.

Call on, and let’s say on the fourth or fifth call, you track down the right Smiths, just click “Owner” in Mojo and two things happen: All the other prospective FSBO/Expired Smiths are deleted from the database and, now that you have the right FSBO or Expired, you can click on the Property Tab in Mojo and boom—there’s the full MLS agent listing giving you everything you need to mold your pitch to Mr. and Mrs. Smith. You can talk intelligently about the property itself, reference the previous listing agent if there was one, and explain why you are the best agent to find the Smiths, the buyer they so very much want to have.

Want to learn more? Pick up the phone and give us a call (877-859-MOJO) or click here and we’ll call you to let you know how to marry up Mojo with REDX and get the job done for the Smiths and the Joneses and any other FSBO or Expired in your territory.

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Hey Coach, Put Me In. I Know I Can Close the Deal!

Tue, 12 Apr 2011 15:19:17 -0700

Mojo’s New Pitching Coach Gives Your Sales Coach Seamless Access to Your Calls

As someone whose livelihood depends on communicating with customers by phone, you know how critical feedback is to improving your sales pitch.

After all, the prospects who don’t buy what you’re selling never tell you why they didn’t drop everything they were doing to listen to you, totally enraptured by your golden voice and irresistibly drawn to your offer. They just say, “Thank you, no,” and hang up. Ok, some just hang up. You’re left wondering what you did wrong, how you might have changed your approach to get the caller to the next level and turn that cold call into a request for more information or better yet, an appointment.

That’s why you work with a sales coach. But, a sales coach, a mentor you’ve either hired yourself or your company provides to help you up your game and close more deals, can’t sit by your side for every call you make. Recording your calls is the first step toward making your cold calls available to your coach.

Until now, that next step—getting the recordings from you to your sales coach—has been more challenging. That’s why Mojo developed Pitching Coach, our cloud-based tool, fully integrated with our hosted triple line auto-dialer services that provides your sales coach instant access to your call recordings from their Internet-connected computer.

Seamless Connectivity From You to Your Sales Coach

When you add call recording to your Mojo subscription for just $25.00 month, your coach gets access to all your recordings for FREE via our new feature, Pitching Coach. You don’t have to waste precious prospecting time downloading MP3 files, transferring them to CDs or attaching them to emails; your coach doesn’t have to open attachments or find a CD player to listen in on your work.

With Mojo’s Pitching Coach, it’s as simple as point, click and listen. Your sales coach can go straight to work listening to your calls, critiquing your approach and making notes about how to improve your sales pitch and raise your closing rates by providing clear, insightful feedback. Give us a call (1-877-859-MOJO) or drop us a line and we’ll show you how easy it is to connect your coach to your recorded calls and keep you not only in the game, but at the top of your game.

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Astronomical Results: Realtor Mitch Ribak’s Got His Mojo Working

Wed, 06 Apr 2011 12:44:08 -0700

There’s the East Coast, the West Coast, and the Space Coast. The latter is Mitch Ribak’s territory, officially known as Brevard County, Florida. It’s home, of course, to the John F. Kennedy Space Center, dozens of Florida’s best-kept-secret beaches, and about two dozen golf courses, which Ribak likes to frequent in between closing real estate deals—which isn’t often enough because Ribak’s Tropical Realty of Suntree in Melbourne, Florida, wrote $8.3MM in contracts during March 2011.

Ribak is somewhat unique in the realm of real estate agents. Whereas most agents practice a seller-based, cold-calling approach, Ribak’s business, thanks in large part to his phenomenal success as an Internet marketer, is buyer-based. His Internet marketing savvy generates inbound leads (about 43,000 and counting) of people looking to buy property along this prime piece of Florida coast.

To follow-up on all those leads, Ribak fields a team of 3 lead conversion agents (LCAs), agents whose job it is to do nothing but follow up on inbound leads and convert them into Brevard County buyers. To do that, since November 2010, Ribak uses Mojo’s Triple Line Power Dialer. The impact it’s had, Ribak says, has been nothing short of amazing.

“I was getting ready to hire three more LCAs because we weren’t making our numbers in terms of the daily contacts we wanted,” Ribak explains. “Then, I decided to try Mojo instead. The team of LCAs fought me tooth and nail, but I decided to go ahead and give it a try.”

Now, instead of being able to make 50 calls a day with 15 contacts and 35 messages left on voicemail, each LCA is getting 250 to 300 calls a day placed with 30-plus contacts, Ribak says. If you ask his LCAs how they feel about Mojo’s triple-line power dialer now, “They would never go back,” Ribak says. “Their productivity is through the roof, and instead of spending $1600/month plus commission per LCA, I’m spending just $450 a month with Mojo and doubling our contact results.”

And, maybe it’s no surprise, but now that Ribak has connected Mojo into his CRM system and customized it to work the way he wants it to, that $8.3MM sales figure for March, well that’s double their average monthly sales of $4MM too.

Ribak didn’t shop around before he licensed Mojo. “I’m the kind of person who knows exactly what he wants, goes into a store, buys it, and leaves. Mojo offered everything we wanted. I can put multiple agents on each LCA license. They use copper line technology that eliminates that annoying lag time other power dialers use that telegraph a sales call and the folks at Mojo are great to work with.”

“Mitch teaches brokers and agents all over the country via the Real Estate Success Network. Topics range from capturing more internet leads to effectively mining your current database for results. For more information, visit the Real Estate Success Network website www.therealestatesuccessnetwork.com”

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Make the Most of Your Leads: 5-Tips for Top Notch Lead Management

Fri, 01 Apr 2011 11:41:13 -0700

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 out an insurance policy, invest in their future via the financial instruments you sell.

But, no matter how good you are, how long you’ve been in the business, those calls are too few and far between to make a living at it. To succeed, in good times and bad, you’ve got to get up in the morning and start beating the bushes in search of those people who need your services but just don’t know it yet.

You can get by using a manual lead management system you’ve devised especially for you—that organized chaos you call a filing system where only you know where everything is…sort of, most of the time. Or, you could do what the best brokers and agents do—implement a lead management software application to power up your performance.

Here are 5 ways to make the most of managing your leads:

1. Automate, Accelerate

Paper has it place. It’s served mankind well for thousands of years, ever since the Pharaohs put their policies down on papyrus for most people to despise. But, paper is also extremely inefficient, especially when it comes to managing and growing a thriving sales practice. Jotting notes on pieces of paper, filing them (hopefully where you can find them later), shuffling them from one sales call to the next, doesn’t make sense (or cents) when you can automate your sales calls records, connect it to a power dialer and actually manage and cultivate your leads the way you can with lead management software applications.

2. Lose the Losers

With a robust lead management software application, you’ll be able to jettison those folks who do not now, nor will they likely ever, want to talk to you. Unqualified leads don’t do anyone any good. They’re a waste of your time and the people you’re needlessly calling. Using lead management software, you can parse your call results and file those dead leads away in a safe place, out of your way, yet, still close at hand should you ever decide you need to increase your odds in some bizarre game of telephone number poker and pull a couple of aces out of your electronic sleeve.

3. Make the Most of Your Data

Too much information, you’ve heard the phrase before. And, it’s true, we are inundated with information. But some of it, a lot of it, is valuable in your quest for the next hot prospect—if you can find it when you need it. Use lead management software to mine the gold nuggets in your data. Slice and dice the information to maximize the results of your time spent slogging it out cold calling. Lead management software lets you work efficiently; act on hot leads right away and follow up on the leads you’ve flagged as warm next.

4. Flex Up, Flex Down

Use a power dialer—up to three lines at once—when you’re casting a wide net; use a single line dialer and Click to Call capabilities when you’re nurturing your hottest opportunities. The best lead management software lets you customize your sales calling process to best suit the type of work you’re doing at any given moment.

5. Organize, Optimize

One thing lead management software does better than almost anything else is give your workflow logic. Organize your calls into categories: Hot lead, warm lead, not yet, dead lead. You’ll never sell to everyone, that’s a given. But, the ability to optimize the fruits of your labor to eliminate bad numbers, remove people who are on the Do Not Call list, or who otherwise will simply never lead to a sale is time saved. Time is money. And money is why you keep showing up and doing what you do, right?

'Mojo's unique sales tool, The Mojo Sales Engine, combines both lead/list management and the industries favorite multi-line power dialer in to one, robust, extremely efficient tool that dramatically increases the efficiency and productivity of thousands of agents from all over North America. For more information, visit their website www.mojosells.com'

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Dialing for Dollars: Real Estate Impresario Jeff Silva Orchestrates a Winning Formula

Wed, 09 Feb 2011 11:09:57 -0800

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 with it, real estate sales, in particular—began to tumble, it was time to get tough and turn up the heat on cold-calling. If he was going to continue to produce listings and close sales anywhere near the volume he did in the ‘good old days’ when selling houses was more akin to shooting fish in a barrel than today’s challenging environment, something had to change in the way he conducted business.

One of the tools Silva enlisted to help him prevail where others floundered or failed was Mojo’s dialing and lead management software applications. A nine-year real estate veteran, whose territory includes Blue Bell and King of Prussia, Pennsylvania, and the Philadelphia area on the Pennsylvania-New Jersey border, Silva averaged about 140 units in sales both this year and last. He used to cold-call using two phones and two hands. The process was tedious at best, and tough on the dialing fingers, at worst. His two-fisted approach yielded about 100 calls a day.

About two years ago, Silva decided to try an auto-dialer. He cycled through two other applications before finding his “Mojo.” One application, talked a good game but never really got off the ground, Silva remembers. The other application was so complex, he quickly abandoned it. “What I found with Mojo was that it was easy to implement, easy to learn, and easy to use,” Silva explains. “I didn’t have to load lists, create campaigns, or take time to set up a bunch of weird settings. With Mojo, I was up and running in a day.” A day for Silva and his team (he takes a team approach, using full-time assistants to handle marketing, listings, closings and office management) now nets 300 to 400 calls generated by Mojo’s three-line dialing system. “We are literally three to four times more efficient now at cold calling. If I had to go back to manual dialing, I don’t know what I would do,” Silva says.

Not only does Mojo increase cold-calling volume, but Silva also leverages the host of features the application provides. “If I get a voice mail or answering machine,” Silva explains,” I just click a button and Mojo leaves a prerecorded message for me. If I need to send someone a follow-up email, the system has the templates pre-loaded. I just load my email settings into Mojo. Then, all I do is click the email button and Mojo merges the data, inserts the client’s name, addresses the email, and sends it off.”

Mojo Voice gives Silva his own set of local dial-out numbers making it more likely people with caller ID will answer the call and, it lets him automatically delete numbers of those who want to opt out. “No point in calling people who don’t want to talk to me,” he says.

Mojo has made the difference, Silva explains, between sustaining pre-recession volume and, as happened to less-fortunate real estate agents, falling off a proverbial cliff. Silva even uses Mojo’s mobile app. “I’ve set appointments, gotten listings and made sales; all while driving around or out-and-about town.

“The people at Mojo have been great to work with,” Silva says. “They’ve been extremely responsive to our unique needs in real estate. They listened to us and develop the products based on our input and feedback.” Consequently, Mojo delivers and delivers promptly. “It’s simpler than it looks,” Silva explains. “If you just take a little time to figure out how it works, you’ll be up and running the first day.”

Mojo Selling Solutions

www.mojosells.com

877-859-6656

5 Common Traits of Failing Real Estate Agents

Mon, 13 Dec 2010 12:37:46 -0800

5 Common Traits of Failing Real Estate Agents

We asked our friend Neil Schwartz to get candid with us about why some Real Estate agents prosper and why some flounder. We knew it took dedication and the willingness to ‘go after it’ but it’s more than that, Neil has passed us along 5 of the traits that don’t help you succeed in Real Estate and gives great advice about ‘Going to work to work’. ~Enjoy!

Most agents come into the real estate business with energy, enthusiasm, and high hopes; some do great, while others leave the business disappointed and depressed. It is very disheartening to see agents leave the business. In my over 30 years in the business I have learned that working as a real estate agent is very different from a “normal” job. I have noticed that many of the agents who leave the business share some “traits;” below I discuss those which are most prevalent and costly.

1. No Structure and Lack of Discipline

If you had a conventional sales job paying you eight thousand dollars a month how much would be expected of you? What activities would your boss expect of you? Would you have to work 5 days a week, at least 8 hours a day? Would you have to come in on time? Would you need to know your product, the competition and what to say to get things sold?

Some agents come into this business and forget that they have a “job.” Because they don’t have a “boss” telling them what to do and holding them accountable, they do not set a schedule and/or fail to stick to it. Successful agents keep in mind that they are their own bosses, they set a schedule for themselves and abide by it, just as they would if they worked in a “conventional” job. Successful agents make sure that they preview properties and prospect. They follow up with their leads and know their scripts, dialogues and how to handle objections. Since you don’t have a “boss” other than yourself, you need to be disciplined and self motivated. You have to let others know that just because you don’t punch a time clock, you still need to be at work, you cannot always be available to pick up the dog food or take Aunt Sally to the doctor.

2. No Systems

Successful businesses have one thing in common, systems. Systems allow a person or a company to create predictable and “duplicatable” results, because agents don’t have a boss who tells them what to do to earn money, they need to set up their own systems. Successful agents have a structured outline of their day, week, month and year. The more detailed the plan the more effective and efficient they are.

Real estate agents must create systems for:

• Lead generation
• Lead Follow up
• Listing appointments
• Prequalifying
• Buyer appointments
• Negotiating contracts
• Pending Transactions
• Tracking Numbers
• Practicing/ Role-play

3. No Accountability

Without a traditional “boss” there is no one to hold you accountable; oftentimes this causes agents to be easily distracted, confused, unsure and uncertain about getting work done. Agents need to stay focused on their goals and hold themselves accountable for working their schedule. If you’ve committed to making 40 contacts during a prospecting session, hang in there, don’t stop at 39, and remind yourself that quitting is not an option. Many successful agents “make bets” with themselves or other agents to keep them on-track. Some write multiple checks to their least favorite cause, competitor, or rival political party, place them in a preaddressed and stamped envelope and send it out if they fail to complete what they set out to do.

4. No Ability to Anticipate the Market

Wayne Gretsky was one of the greatest hockey players of all time. While everyone else skated toward the puck, Wayne separated himself the rest and skated toward where the puck was going to be next. In a market that constantly fluctuates, successful agents pay attention to what will happen a few weeks or months from placing themselves in a powerful position. Anticipation is a skill that gives you the confidence you need to close more of your appointments and get homes sold.

5. Not Being Honest with Themselves

Successful agents are honest with themselves. If you only make a few calls during your prospecting hour, but you tell your broker/coach that you’ve done more, who are you really hurting? If you find yourself telling yourself what you want to hear, you can’t expect improvement. Remember, you are where you are because it is okay with you.

Final Thoughts

This market is difficult and competitive, in order to survive; you need to work harder than your competition. In order to do this, you need have structure and discipline, powerful systems in place, strong accountability, skills to anticipate the market, and to be honest with yourself. Every agent who walks in the door is capable of doing the work necessary to succeed, the ones who succeed work harder than those who fail.

What do you need to work on? Make the commitment to start working on it today, put it in your schedule for tomorrow, and the next day, and the next day…

What 2 or 3 things will you commit to change before the year ends?

Neil Schwartz has been in the real estate industry for over 30 years. He is the broker of Century 21 Masters, the #2 Century 21 office in the Nation. He blogs on neilschwartz.net, providing valuable information to agents regarding sales training, real estate marketing, social media, and technology. Also, to stay up to date with tips and tricks from Neil, join Neil's group, 'Only Real Estate Agents that actually 'work' allowed' on Facebook.

For more information about what the Mojo Sales Engine can do for you and keeping yourself accountable, please visit us here.

Mojo Selling Solutions

www.mojosells.com

877-859-6656

Real Estate Pro: Scripted success

Wed, 01 Dec 2010 09:37:32 -0800

We wanted to find out if sales people were still using scripts while prospecting by phone. We polled our customers and were surprised by how many of our users were on the fence about using them. We wanted to get to the bottom of why sales people often hesitate to use scripts while prospecting and who better to ask then the man who wrote the book on cold calling, Dirk Zeller. Enjoy!

In the last 10 years I have spoke to hundreds of thousands of sales people on 5 different continents. There are many differences but there seems to be one truth for most salespeople, they don’t like scripts. When faced with the question why, the answers are not different…

“They sound canned”
“Unprofessional”
“They are not me”

I am sure you might have a few of your own you could insert. The list is longer for the people who are against scripts, than it is for those that are for them. The fascinating thing about salespeople is that it is not the case for other high paying professional careers. Most professional careers have some form of scripts they use to perform. My older brother for example, is a professional musician. He has a vast array of instruments he plays but his main instrument is his voice. His script is the vocal score that he is performing. He would never consider performing without having a script or musical score. He would always practice extensively that script or musical score, so much that he would internalize and memorize each note, tone, delivery, pace, volume and nuance of the performance.

How much practice have you done on your performance scripts? Your initial call scripts, ad call, sign call, website call, floor call, lead follow-up call, calling around listings and sales, referral call, expired calls, FSBO calls, qualifying calls. What about your listing presentation, price reduction, offer presentation, repair negotiation, buyer consultation, showing property presentation, contract writing, buyers remorse discussion, want to think it over or stall? I have just highlighted a few that happen with regularity to most real estate sales people if they are engaged in the business. I ask you again how much time do you invest in your performance scripts?

Professionals in all walks of life who are successful use and follow scripts to do their job with excellence. If a professional football team runs a play to get a touch down, the play is merely a script that they have practiced to win hundreds of times. The attorney, who crafts her arguments in advance before she goes to court, then delivers those arguments to win the case, that’s a script. The pilot that runs through their safety checklist before take off to ensure the plane is safe for all passengers is following a script to guarantee safety.

A sales person who either follows someone else’s proven scripted process of success to create sales or takes the time to craft, practice, test adjust, and perfect their own is truly a champion in the field of sales.

Next time that someone says the word script I would hope that rather than your body having the negative reaction that it has had in the past, this time it has the response that scripts are my friend! Sales scripts are the glue that a professional salesperson uses to hold onto a prospect, to make a sale.

Dirk Zeller- Real Estate veteran, coach and best selling author of ‘Telephone Sales for Dummies’

For more information about Dirk and how his company, Real Estate Champions, can make a dramatic impact on your business, please visit their website today www.realestatechampions.com

Brought to you by Mojo Selling Solutions, the leader in lead aquisition software sales and service for the Real Estate Industry. www.mojosells.com

Mojo Selling Solutions

www.mojosells.com

877-859-6656