Sak pase, my people. If you’re just getting into cold calling, or you’re tired of a dialer that fights you every time you sit down to make calls, this one’s for you.
I’ve tried a few systems over the years, and Mojo Dialer is the one I keep coming back to. It’s not the cheapest. But it’s the easiest to use, and when you’re running a small team, easy is worth paying for. Like we say back home, ou pa ka bat tanbou epi danse an menm tan, you can’t beat the drum and dance at the same time. On the phone, your job is the conversation. You want a dialer that handles the dialing so you can focus on the person on the other end, not one more thing to figure out.
So let me walk you through why I use Mojo, what you need before you start, and how I set it up.
Why Mojo works for a small team
Mojo’s triple line dialer is $139 a month, plus a required $10 Agent Access fee, so you’re looking at about $149 a month for one person. Add-ons like call recording ($25) and Mojo Caller ID ($10) cost extra, but minutes are unlimited and there’s no contract. Compare that to CallTools, which I’ve used before and think is decent. They don’t post their prices anymore. It’s a custom quote, plus you pay for minutes and numbers, so you have to get on the phone with sales just to find out what it costs.
Here’s the catch with some of the bigger call center platforms. One I tried briefly had a $400 monthly minimum. So until you’ve got about four people cold calling for you, it’s hard to justify spending that kind of money. When it’s just you, or you and one or two callers, Mojo makes a lot more sense. No seat minimums, no contracts to sign for a team you don’t have yet.
And the real reason I stick with it: it’s the most user-friendly dialer I’ve used. You take your list, plug it in, and you’re calling. No headache, no week of training. Simple.
Two things you need before you start
You need phone numbers to call, and a number to call from. Maybe you’ve already got both figured out, and that’s fine. If not, here’s where I’d start.
Numbers to call: Skip Matrix. This is what I use for skip tracing. What I love is their guarantee. Send them 1,000 records, and if only 950 come back with phone numbers, they refund you for the 50 they couldn’t find. I don’t know anybody else doing that. Their customer service is great, they turn lists around fast, and the data is solid. I’m always reaching the right people.
A number to call from: smrtphone. That’s smrtphone, no “a.” Please, please don’t cold call from your personal cell. If you call somebody on the wrong day and they decide to come after you, your personal number leads straight back to you. I’ve never had that happen, but a business number gives you a layer of protection. Plus you just don’t want your personal and business lines mixed up.
Setting up Mojo in three steps
To start dialing you need three things inside Mojo: your phone number linked up, a script, and your list.
1. Add your caller ID. Go to Settings, then Caller ID, then Add Caller ID. Put in the number you got from smrtphone (or wherever), give it a name, and hit Verify. Mojo will call that number. Pick up, press 1 or follow the prompt, and you’re verified and ready to call out.
2. Load your script. Go to Scripts/Forms and scroll down to Calling Scripts. Hit Create and paste your script in. Here’s the cool part: merge tags. If your script says “Hi [first name], how are you?” you can drop in the first name field from your data. So when John Smith at 123 Main Street picks up, the screen reads “Hey John, how are you?” and you just roll right into the conversation. Name it, save it, done.
3. Import your list. Go to Data & Dialer. I always create a folder first, because you’ll end up with different list types like relatives, refinance, equity, vacants. Hover the plus button, create a folder, then create a list.
Now this part tripped me up at the beginning. Creating the list doesn’t actually put it in the folder. You have to edit the folder (the three little dots), select your list, and save. Then it lives in that folder.
Next, click your list, hit Import File, and choose your file. Pick the list it goes into and the manager, then Mojo will try to map your fields automatically. Double check it. In my demo it caught first and last name but missed the property address because my column said “street.” Also make sure your property address and mailing address land in the right spots so you don’t confuse yourself later. Phones usually map fine.
The count it shows is records, not phone numbers. Each record can have several numbers. Hit Finish Import, and now when you click your list you’ll see the phone numbers and how many times each has been called.
How I set up the power dialer
Select your list and hit Power Dialer. Here’s how I set mine.
Caller ID. Pick the number you verified earlier.
Callback message. Mojo is a triple line dialer, so it’s calling three people at once. If you’re new, the fear is “what if two people pick up?” Don’t stress. Record a short message like “Hey, sorry, my phone’s acting up, I’ll call you right back.” When two people answer, Mojo plays that to the second person while you talk to the first. When you finish, Mojo automatically calls them back and even shows “calling back” so you know. When they pick up, I say “Oh hey Becky, it’s John, can you hear me now? Sorry, my phone was giving me trouble. How you doing today?” Then I roll into my script.
Rings. I do four. If they don’t answer in four, they’re probably not answering, and you want to get to more numbers.
Script. Pick the one you made.
Where to start. “Call where I last left off” is your default. The first time you dial a list, that’s the top anyway. If you want to start over from the top, switch to “call top to bottom regardless,” but remember to switch it back next time. Mojo won’t do it for you.
Dialing filters. This is the key one. Set it to “not contacted.” When somebody tells you they’re not interested, you mark them contacted, and you don’t want to call them back next week and get cussed out. You can say never, or something like 180 days so anyone you’ve talked to in the last six months gets skipped.
This is where Mojo shines. You should be calling your lists around five times, and Mojo makes cycling them easy. Dèyè mòn gen mòn, beyond the mountains there are more mountains. A no in January isn’t a no forever. I’ve got lists from January, February, March that I’m still working. Maybe they had a code violation and weren’t ready then. Life happens, and by June they might be ready to talk.
Those filters are really the only ones I use. Hit Start Power Dialer, Mojo tells you how many records are going to the dialer, and you’re off.
What to click when you’re on the call
Once you’re talking to people, the buttons on the side are how you keep your list clean. Here’s what I actually use.
Contacted. You reached the owner, ran your script, they said no thanks. “Okay, have a great rest of your day.” Mark contacted.
No contact, next number. You got the right household but not the person. “John’s not here, he’ll be back this afternoon.” Right number, wrong moment. Hit next number, because that first one might be a landline and the next one could be his cell. Once you’ve gone through every number on the record, the button changes to no contact, next record.
DNC contact. This blocks the whole record. If John Smith starts cussing you out and threatening to sue, it happens, you DNC the contact so you never call him or any of his numbers again.
DNC number. Clearly the wrong number, like a 14 year old kid picks up. DNC just that number so you never dial it again.
That’s it. I don’t use bad number, left message, quick callback, or redial. If I need to do something else, I just pause the dialer. That’s Mojo. Basic, clean, and it works.
So where does the lead go?
Somebody asked me this on one of my videos, so let’s close the loop. Say someone tells you, “Yeah, I’m interested in selling.” You want to get through four things:
- Condition. Can you tell me about the house?
- Timeline. When are you looking to sell?
- Motivation. Why are you thinking about selling?
- Price. How much are you looking to walk away with?
Then it gets submitted as a lead. I use Podio for that, and I’ve got an updated Podio walkthrough coming, so keep an eye out.
Think of it as two separate systems. Mojo is for cold calling, using your smrtphone number as the caller ID. Follow-up happens from your actual business line in Podio. “Hey Mike, it’s John calling from my direct line, how you doing?” It all clicks once you start doing it.
Kay koule twonpe solèy, men li pa twonpe lapli. A leaky roof can fool the sun, but it can’t fool the rain. Get your system tight while it’s just you, so when you’re ready to add callers, nothing leaks. Mojo grows with you. Now go make some calls. Bon chans, and I hope this helped.