Work Culture at 1000CAD

Friends and clients,

Jessica Sanders
1000 Calls A Day
Working remotely can be difficult. You can’t go out for the game after work with your coworkers because you’re 6,000 miles away. It can be difficult for some companies to create a positive work environment for their VAs.

Here at 1000 Calls A Day, we would not be successful if our VAs were unhappy. How do we create a positive company culture when so many of our employees work remotely?

First of all, we work hard to create an inclusive environment for our VAs. We have Christmas parties and have daily huddles twice a day so that everyone gets a chance to get together. We also send out surveys to our VAs to see how they are enjoying their jobs.

We also award two VA's a month with $100. One VA will receive $30. In the Philippines, that comes out to 1500 PHP, which is good for taking you and three of your friends out to dinner. The other VA will receive $70 which is equlivant to 3397 PHP, which is good for 2-3 weeks of groceries. We also increase our VAs’ salaries fairly quickly; they each start at $3.50 an hour and can get up to $4.50 within their first year.

Next spring, I am heading out to the Philippines to host a Family Fun Day at an amusement park. All of our VAs and their families will be there. This will be a huge bonding opportunity for our team, and I’m extremely excited about it!

A lot of the techniques we use are inspired by the book First Break All the Rules: What the World’s Greatest Managers Do Differently. This book is all about how to keep people motivated and satisfied. All of our management and staff have read this book.

In an industry that usually has a high turnover rate, we are proud to hire trustworthy VAs who can work in an inclusive environment. If you have any other questions about our work culture or about 1000CAD in general, please don’t hesitate to reach out to me.


If you are interested in learning more about 1000CAD and how we can help you grow your business, register here or reach out with any questions you may have. I look forward to hearing from you!

What Makes a Good Virtual Assistant?

Friends and clients,
Jessica Sanders
1000 Calls A Day

At 1000 Calls A Day, we want to make sure that you work with a top-notch Virtual Assistant. All of our VAs go through two weeks of vigorous training before being assigned to an agent.

Before the VA can get into the training program, however, they have to pass a role play assessment with no preparation. We look for VAs who can think on their feet; if a candidate does reasonably well without any coaching, they are allowed into the training program.

Our training program consists of shadow sessions and one-on-one role plays with our four different team leaders, or operations manager, and my assistant. The VA must pass a final role play assessment with their team leader before they can actually get on the phone.

We also recommend that clients send us their pre-listing packages and branding information so that the VA knows exactly how your business works. For instance, if a prospective client asks where your business is located, your VA will be able to give such detailed instructions that it will seem like they live there.

After the initial training program, your VA will continue to receive ongoing training. They will have daily sales huddles with their team leader as well as weekly, large-scale training seminars.

One of the biggest things we look for when hiring a VA is accountability. After all, your VA will be working remotely. We want to hire people who will start work on time, report their hours honestly, and are committed to doing their best for you.

That’s why if a VA misses a training session or is late to training more than once, they are removed from the program with prejudice, meaning they cannot reapply. We hire VAs who are honest, trustworthy, and have a good online presence.

If you have any other questions about our VA hiring and training process, please don’t hesitate to reach out to me. If you are interested in learning more about 1000CAD and how we can help you grow your business, register here or reach out with any questions you may have. I would be happy to help you!

What Is the Predictable Revenue Model?



What is the predictable revenue model and how does 1000 Calls a Day fit into it? I will answer both of those questions today.

What is the predictable revenue model? How does 1000 Calls A Day fit into it?

The predictable revenue model is essentially a sales funnel. Here at 1000 Calls A Day, we are experts at prospecting. We are out there market-qualifying large numbers of leads in order to find prospects that are interested in being added to your sales pipeline.



We are prospecting experts.


We then pass those prospects over to your ISA or lead pipeline manager so they can nurture and follow up with those leads. Once your leads have been educated, then they are ready to go over to the sales person so you can eventually close the sale.

That is how the predictable revenue model works. If you have any other questions about predictable revenue or if you would like to learn more about 1000 Calls A Day, give me a call or send me an email. I would be happy to help you!

Why Circle Prospecting Is Important to Create Revenue

Friends and clients,
Jessica Sanders
1000 Calls A Day

I cannot encourage you enough to purchase phone numbers or lists for your VAs to call.

Circle Prospecting is an important part of creating predictable revenue. One of my partners, Cole Resource Realty, offers lists that you can purchase for less than $400 a year. These lists have landline phone numbers and, when you work with 1000 Calls A Day, purchasing those lists is a great way to start.

Keep in mind that when your VA cold calls prospective clients, most of those prospects may not be ready to buy or sell a home for another 12 to 18 months. You need those long term nurtures in order to build a successful business. However, what if you need to see a quicker return on investment?

It’s simple: you need to invest in quality data. We partner with a company that does targeted marketing. They have an algorithm and run analytics to find people who are most likely to sell within the next year.

This algorithm pulls information on absentee homeowners and other people who need to move soon. We can help you purchase a targeted marketing calling list for as low as $0.07 a lead.

If you want to fast track your ROI, you need to invest in better call lists. Circle prospecting and cold calling are still crucial elements in creating a successful real estate business; it will just take a bit more time to see that ROI.

If you have any questions or are interested in learning more about 1000CAD and how we can help you grow your business, register here, or reach out with any questions. I would be happy to help you!

Use Targeted Marketing to Increase Your Business

Clients,
Jessica Sanders
1000 Calls A Day


When I was at Mega Camp, I learned about the importance of targeted marketing and geo-farming. Instead of casting a wide net and getting lost in a sea of competition, you should use targeted marketing to focus on smaller neighborhoods and position yourself as a local expert.


First of all, you need to research the area that you plan to farm. Make sure there is a large number of homes in that geographic area, and then target businesses within that same zip code or neighborhood.


You should also pay attention to the area’s turnover rate. For example, if you are looking at a neighborhood with homes in a first-time buyer’s price range, there will probably be a higher turnover rate than in neighborhoods with larger homes and higher price points.


In other words, first-time buyers may stay in a smaller home for just three to five years before moving up to that second tier of homeownership; families in larger homes probably won’t move again for another 13 to 15 years.


Once you have selected the area you want to market to, you need to become a part of the community. One way to get involved is to reach out to local business owners and build relationships with them. For example, you can ask the local ice cream shop if you can post your newsletter there and offer to hand out coupons for a free cone to increase their business.


Ultimately, targeted marketing is all about making community connections to position yourself as the real estate expert in that area. If geofarming is not currently part of your marketing strategy, you need to change that now.


If you have any questions or are interested in learning more about 1000CAD and how we can help you grow your business, register here, or reach out with any questions. I would be happy to help you!

Top Lessons from KW Mega Camp 2016



Jessica Sanders
1000 Calls A Day
I just got back from Mega Camp by Keller Williams and it was amazing! Gary Keller is an amazing, fun person, and I learned a lot during my trip.


Technology Camp really focused on marketing strategies, especially targeted marketing strategies. Rather than casting a wide net and getting lost in a sea of competition, focus on smaller neighborhoods. Combine direct mailers with a calling campaign for an effective, compact marketing plan.


Gary Keller also talked a lot about instantaneous response time. Today, 49% of emails and text messages go unanswered by real estate agents. Following up with your leads should be your top priority.


I also learned that many agents aren’t taking advantage of building relationships with local businesses. Putting your newsletter up in an ice cream shop with a coupon for a free cone will get you a lot more traction than just sending out another newsletter not many people will read.


Besides all of those amazing lessons, I learned a new script for circle prospecting and met with a few of my wonderful clients. All in all, it was a great trip!

I plan to delve more deeply into these lessons in the future, but for now, please don’t hesitate to reach out to me with any questions, especially if we missed each other at Mega Camp. I look forward to talking to you soon!

Overcoming Problems with Virtual Assistants in the Philippines



Jessica Sanders
1000 Calls A Day
As you know very well, we can hire an assistant for you located almost anywhere in the world. Most of our virtual assistants are based out of the Philippines. For clients that choose an internationally located assistant, each one of our candidates is highly qualified, and they’re all very good at their jobs despite working in conditions that we would probably find difficult to operate under.


If you scroll through our Facebook page, you’ll see us mentioning our VA’s dealing with monsoons, earthquakes, and unforeseen power outages. This is what comes along with living and working in a country that is less developed than our own, but it’s also part of the reason why our service is so affordable.


We do our best to overcome these issues, but occasionally these problems are simply out of our hands. However, back in January 2015, there was an earthquake with a magnitude of 5.6 on the Richter scale, and while our VA’s could feel it, they kept making calls! Although their working conditions aren’t optimal, our VA’s are as resilient and as resourceful as anyone we’ve ever met.


One common problem we encounter that is unrelated to weather or acts of nature is poor internet connection. While we do allow some of our VA’s to start working with us when they have LTE internet connection, we have it written in our contract that they must get a DSL connection after a few weeks of working with us. This results in fewer dropped calls and more leads getting safely into your funnel.


To avoid any problems with Internet connectivity, we have our VA’s conduct a daily speed test, which they then report to our quality control officer.


Last but not least, there is an Internet service provider based out of Australia called Telstra. They provide great internet access, and they’re branching out of Australia and into southeast Asia and the Philippines very soon. Once they get their service up and running in the Philippines, many of our problems will be resolved.


Until then, we can only rely on the resourcefulness and resilience of our virtual assistants, who consistently work through earthquakes, floods, and typhoons.

If you have any questions about working with VA’s, please don’t hesitate to give me a call or send me an email. I would be happy to help you!

How Do We Help You Track ROI?




How do we help you track your ROI? We created two lead trackers. They’re sophisticated spreadsheets we share through Google Docs to track everything, including the call date, the campaign it came from, and details from the call.

Our basic lead tracker tracks all the essential information. It tracks whether or not the lead scheduled a phone or listing appointment with you, how many attempts you made, what the eventual sales price of the home was, and what your actual ROI is based off that. Each one of these spreadsheets has all the formulas built into the spreadsheet so you can just plug in the data and have the math calculated for you.

"Each one of these spreadsheets has all the formulas built in."

We’ve been building this track over the last two years. It has multiple pages and each type of lead has their own section. Each quarter has its own area, so we don’t lose anybody in the shuffle. There’s also a section in there with the “two best leads.” These are leads that we didn’t convert for an appointment, but we feel if they had someone with a higher sales skill level, they could be converted easily. There’s a lot of information, so we usually start people off with the basic tracker and add as we go.

It’s important each client enters their notes in the tracker and follows through with due diligence by following up. Once we pass a lead over, it’s out of our hands as to whether the lead converts. These lead trackers will keep track of all the attempts and the formulas are already in there for you.

If you have any questions for me, or want to learn more about our system, give me a call or send me an email. You can also visit our website. I look forward to hearing from you!

How to Integrate Just Sold and Listed Prospecting



It’s important to do both Just Listed and Just Sold prospecting. I’ll tackle why that is, how you should approach it, and what you can expect from it.


Essentially, this is a form of circle prospecting. We use Just Listed and Just Sold to bring in value when calling into a neighborhood. However, with these sellers, they don’t necessarily have any motivation. You want to educate them about what’s going on in the area, such as new listings. It’ll click that your agency is on top of the market and actively marketing listings.




"It’ll click that your agency is actively marketing listings."



It does have to be the lowest ROI prospecting method out there with a low contact rate, which can be frustrating. It has between a 1% and 2% conversion rate as far as highlighted leads. Those leads will then need to be nurtured for at least 6 months before seeing any business.


However, there is an advantage. No one else is calling these people. There’s extremely low competition. Once you’ve built up a relationship with that person, they’ll convert into a client with time. The process isn’t so much about low motivation, but adding them to your database and building a rapport through drip campaigns.


That way, when they’re ready to move, they know you’ll actively market their home, since you originally called about their neighbor's listing. The database alone helps you grow and expand your business. Cool, right?


If this is of interest to you, be sure to check out our webinar.

If you have any questions about this topic or more, I’d be happy to help. Give me a call or send me an email!

Three Reasons People Fail When Using our System

Jessica Sanders
We occasionally have clients who don’t get great results from our system. Most of the time we can attribute these shortcomings to three different problems.



  1. The first is a failure to implement a solid lead follow-up system. If you don't have one in place before you hire us, you won't be successful. A good lead follow-up system is essential for our system to work properly within your business. It’s the backbone of our program, and we can help set up a basic system in your office.
  2. The second reason comes down to unrealistic expectations. This isn't a get rich quick scheme, it's a long play. This is something that you will need to implement over 3, 6, or even 12 months before you see ROI. We want you to be successful at this, so when you hire us, we want you to think of us as hiring someone in your office to handle all of your prospecting needs for $32,000 a year. Be patient, follow the system, and you will see results from your investment.
  3. The final and most important reason clients have failed is a lack of communication between us and your calling assistant. We need to be in constant communication and be able to reach out and transfer data if we have something that needs to be taken care of quickly.


If you have any questions for us, or would like to schedule a 1-on-1 consultation, feel free to give us a call or send us an email. We’ll talk soon!

Why We Don’t Hire Part-Time Callers


Jessica Sanders
1000 Calls A Day
We don’t ever hire part-time virtual assistants for our clients, and that’s because we want them completely dedicated to you and your business. It’s similar to when Realtors urge their clients not to hire part-time real estate agents. Part-time workers aren’t fully committed to their jobs, and we only hire people who are fully committed to helping you grow your business.

Each VA we hire is dedicated to one single client, and this vastly improves their effectiveness on the phones. When we train our assistants, they get to know your marketing plans and your branding very closely.  We even like them to know your geographic location so when a client asks them where your office is, they can give that person an answer!

When each VA is dedicated to a single client, they don’t ever mix up scripts or mess up names, and it allows them to get comfortable within their position in your business. This also causes them to get to know your team on a more personal level.  We encourage fostering an inclusive culture with your assistant, which usually results in the VA working even harder for you.

We have some clients with multiple VA’s working for them, but each VA is designated to a certain part of their sales or marketing strategies. Please ask us about this if you need more than one VA for your specific marketing or sales needs.

We look forward to hearing from you!

Jessica Sanders
1000 Calls A Day

Using Survey Scripts to Effectively Prospect




In many states, we run into the problem of unlicensed prospectors making solicitation calls. One of the ways we’ve found to work around that is to redefine all of our scripts to give each one of them a version that’s a survey script. There are several states where this is pertinent.


When going into a neighborhood to prospect just listed, just sold, or even absentee homeowners, let the prospects know that you value their time. Using a survey script that allows someone to back out of the call at the beginning of the call not only shows respect for their time, it helps your team build rapport. Showing that you value their time and information also lets prospects know that it’s only going to make your services better as the area expert.


I know Texas, Tennessee, New Hampshire, Alabama, and California have issues with real estate commissions and unlicensed phone calls. All the rules are a little different so you need to check out your real estate commission's website and find out. I can provide some guidance, but not all the specific rules for real estate commissions.

Another thing we’d like you to think about when using a survey script instead of a traditional real estate prospecting script is changing the language you use when actually diving into the call. This is a fact-finding mission, so you’re actually mining for data on how our team can help service the area better, instead of a pushy sales call.

It’s a little bit of a softer pitch, but it works well and we see our call times go up. We’re gathering information and we’re building rapport within your community.

The Benefits of Prospecting to Absentee Homeowners




Today, we’re going to talk about the benefits of prospecting to absentee homeowners.

There are three main reasons why someone is an absentee homeowner.


  1. They bought a property as an investment. They manage tenants, make money, and don’t want to sell.
  2. They inherited the property. They might not know what to do with a relative’s property.
  3. They previously listed, but didn’t sell. They might still be landlords, but acknowledge managing a property is more difficult than they thought.




Those that identify with the last two reasons are motivated to sell. We start with a simple script to introduce ourselves when cold-calling these homeowners. We explain their neighborhood’s market is hot, and we’re looking for homes to sell. It’s upfront and straightforward. If someone isn’t interested, this gives them the opportunity to be honest and you can move on.


When you call these homeowners, you should send some direct mail. Since they don’t live in that home, they’ll pay attention to a letter about it. Additionally, you’ll want to add them to a drip campaign designed for absentee homeowners specifically. Focus on their frustrations as a way to relate. You will find someone fairly quickly if you can hit all those points.


If you have any questions about this topic or more, I’m always available to answer your questions. Give me a call or send me an email! I’d be happy to help.

What Kind of Headsets Do We Use at 1000CAD?




I am what you might call a ‘headset junkie.’ I love trying out different headsets and I also tend to horde them from time to time. However, because I love them so much and provide the manufacturers so much feedback, I recently got a pair of headphones from a company called Plugged for a huge discount. 

These headphones are really comfortable and they’re also great for listening to music, but they do have a 3.5 mm jack, which can cause problems. We’ve found that these do not have the best call quality as some brands that use USB jacks. I will usually use it when I’m on a long webinar or if I’m listening to an audio book. I wouldn’t recommend it if you spend more than two hours per day on the phone making calls.

Conversely, I have four of my favorite USB headsets. I started out with a Logitech headset, and I like it because it’s inexpensive. It’s a great option for beginners.

The Jabra is another good one. It’s a little more expensive and it’s tethered, but the noise cancelling microphone is really what makes this shine. It’s incredibly good if you’re in a noisy environment all the time.

My favorite USB headset is my wireless Logitech because I like to get up and walk around while I’m on the phone. I think it really improves your intonation and the way that you sound. It works with Bluetooth, but I’ve found that Bluetooth can get messy on the phones when you’re making calls. 



At 1000CAD, we like our VA’s to use USB headsets because they are on the phone all day. We incentivize our callers and reward them with better headsets if they increase their production. 

Overall, I recommend the Jabra because it allows you to step away from the computer, and I think walking around and talking is much better than sitting down and speaking. 

If you have any questions about headsets, bring them on! I think I could help you!

What Your ISA Needs to Do After Our Job Is Complete

Jessica Sanders
1000 Calls A Day
Our service is meant to nurture your leads, but we can’t do all of the work. Once our job is done, and we’re off the phone, you’re going to need to have systems in place to handle the lead nurturing process. Today we’ll be explaining what your pipeline manager needs to do after we’ve completed our job.

The chart below is where our job ends and your lead follow up manager’s work begins. The new lead will be brought to you by us, but as you can see, there is still plenty of work to be done.



This is the point where you need to take action. We’ve directed this lead to you, and you need to nurture them with your own lead follow-up campaign. The job of your lead follow up manager within The Predictable Revenue Model is to expand and define upon the value proposition, enter necessary notes into your CRM, assign the lead to an agent, and create a scheduled appointment. This way, your dedicated prospector is on the phone following the best leads available.

It’s extremely important that you call your lead within five minutes of receiving the lead, and if they don’t answer, email and text them three times that day. Make sure the email is educational in nature, provides value to the customer, and positions you as an expert in the marketplace. If this person answers and you can get them to set up an appointment, then you’re job is finished for now.

However, if the lead doesn’t answer, you need to call them once in the morning and once in the evening, leave a voicemail, and also text them. Use this same strategy for the next two days.

In days four through 10, call them once per day and leave a voicemail if you get no answer, and email or text them every other day in this time frame.

Once the lead gets into the 10-30 day range, you’ll want to go into more of a nurture mode. Call, text, or email them only once per week.

If you cannot contact the lead after 30 days, then you only need to contact them once per month with a call, voicemail, email, or text message. At this point, you will have gone into nurture mode and you can expect a lead to come back sooner or later.

This is the system that we feel compliments our own in the best possible way. You don’t have to do this, but we highly recommend it. You’ve already come so far with these leads, there’s no sense in allowing them to waltz away from you.

If you have any questions about this, or if you want to know more about the strategies that our VA’s use for campaigns like open houses or FSBO sellers, please don’t hesitate to contact us.

We look forward to hearing from you!



Jessica Sanders
1000 Calls A Day

Do We Actually Make 1,000 Calls a Day?


I know it’s our namesake, but we usually do not make 1,000 calls in a given day. We certainly have made over 1,000 dials in a day, but we usually don’t need that many dials when we are given warm leads.

If we do have 1,000 dials in a day, we’re probably not having the greatest conversations and we’re probably getting hung up on.

We focus on quality leads that our clients give us so that we don’t actually have to make 1,000 calls in a day. This results in quality conversations and a higher chance of conversion for your team.


Just a reminder, we have webinars every Thursday and we would love for you to join. They start at 2pm every Thursday, and we talk to Jeff Cohn about what’s been working in his office for the last ten years. He sells over 400 homes per year in Omaha, Nebraska and agents from across the country fly out to see how he does it.

Please let me know if you have any questions or concerns. I look forward to hearing from you!

How Mark Martin had a 5X Return on Investment



"I was referred to them by Frank Klesitz with Vyral Marketing. We were looking for a solution to generating seller leads through expired [listings] and neighborhood calls and such. We'd been looking at the model for a long time. We liked the idea of having a manager in place training the person. So we are now 13 months into it. We've generated about 750 seller leads in our pipeline. We've got roughly a 5X return on investment from the dollars we've spent on it. It's just been really good. The caller checks in every morning, and when she's done. We have the numbers everyday. We do everything through Google chat, so there's instant communication and feedback. We're not left wondering what's going on. I coach agents across the country, and based on what I see, a lot of the ISAs don't have someone like Jessica who is monitoring them, training them, listening in, whispering in when there's opportunities to close. She's always there on top of it. I don't have to train them. I don't have to coach them, or hold them accountable. Jessica does it."

To contact 1000 Calls A Day, email clientservices@1000callsaday.com.

Why Scott Cramer Says We're Partners in His Business



"It's increased my lead generations outreach. The management relationship Jessica has with her team members and the VAs and the management relationship I have with her personally, as we work together on our marketing efforts. I work hard at it, and Jessica is there to work hard with me on it. I don't know of any other service out there like that, so there's no way to compare it to the competition. I don't know who the competition would be. I think Jessica is doing a great job. She's learning and growing her business daily. She's very entrepreneurial. She's very open and receptive of feedback from someone like me. I appreciate that because we're pretty much partners in this together. I think she's doing a good job."

To contact 1000 Calls A Day, email clientservices@1000callsaday.com.

What to Expect with 1000 Calls a Day

Clients,

Jessica Sanders
1000 Calls A Day
We’re not going to lie to you about what kind of results you can expect from our program. You’re not likely to get an immediate return on your investment. Like we’ve said before, scripting and cold calling take time, and this is especially true when we’re tweaking our language for your preferred audience. This is not a get-rich-quick scheme, this is an investment for the future success of your business.

Depending on your market, it may only take four sales from our pipeline for you to get a return on your initial investment. Most people begin seeing results from their pipeline within six months, but every case is different. What does help you to see more results is to get on your weekly call and to make sure that you’re following up on your leads.

With a little time and effort, you should start seeing your investment pay off. We encourage you to listen to the stories of our other clients and what kind of success they are seeing. You can listen to some success stories here, here, and here.

Just keep in mind that the best investments (like real estate) take time to bring you a return. 1000 Calls a Day is no different.

The sooner you sign up, the sooner you start seeing results. This is why we encourage you to contact us as soon as possible!
 
In other news, we want to invite you to join us for an exclusive, client-only webinar on Tuesday, March 15th at 11:30 a.m. to 12:30 p.m. CST. Some of our best clients will be there to share ideas and strategies that will help you convert more leads, improve your scripts, and help more families buy and sell homes. We love our clients and we want them to get great results!
 
If you’re not a client but you’d like to join in on the webinar, please contact Jessica to see how you can gain access!
  
We hope to see you there!