How CINC and Rokrbox Helped This AZ ROG Team Find Greater Success with Online Leads

Licensed agents and brokers Morgan Hodges and Josh Hintzen run the MoJo Team - Realty One Group based in Scottsdale, Arizona.  Despite being in the business since 2005, Morgan notes that their business has been most significantly impacted in the last 7 years since starting with CINC. Adding ISA service provider rokrbx as a partner to consistently and quickly follow up with their online leads has led to even greater success, as they've been able to close over $2 million in GCI from online leads alone in the past 3-4 years. 

When we sat down with Morgan and Josh, they emphasized the importance of working your online leads consistently, reminding agents that it's a key factor in converting potential clients into closed deals. Having an ISA service like rokrbox enables them to get in touch quickly and keep up with their leads so that they can pass them off to their agents to close the deal and "score the touchdown."

See the full video and complete transcript below and discover how their strategic collaboration and dedication to lead generation have transformed their real estate business into an even greater success.

Transcript

Richard Kaiser: Hi, I'm Richard Kaiser Director of Demand Generation and Sales Ops here at CINC. And we work closely with an ISA service, rokrbox who they share many clients with us as well. And so Josh Cunningham the founder there has joined us as well with a team that uses both CINC and rokrbox.

I'll kick it over to Josh.

Josh Cunningham: Awesome. Well, like you said, we've had a wonderful partnership for several years now and worked with tons of the top-producing real estate teams from coast to coast and identified thousands of opportunities on their behalf to help them close hundreds of millions of dollars in real estate transactions.

And really our key to success here is, is making sure that we have systems in place to not only convert those registrations to opportunities but having a great source of talent. To make those calls. And of course, we're based here in College Station, Texas, which is home to Texas A&M University. So all of our callers are right here in the United States.

They're English-speaking. They're college educated. And then the third key to success is having the right culture in place to always improve that talent and build those systems around getting the highest conversion. And that's something that we pride ourselves a lot on here at rokrbox is creating a highly productive company culture and making it fun and rewarding for everybody involved.

Because as we know, you may have heard this before, but calling internet leads sometimes is not that much fun. So that's sort of our secret sauce. Our key to success is making the work fun and meaningful and fruitful and rewarding for everybody involved. And that helps us serve our purpose, which is to move people forward.

And it's pretty obvious that we move people forward through the sales pipeline by taking those cold registrations and turning them into hot opportunities. But the work that that makes the impact on is obviously the callers here on our team get to accelerate their young professional careers by building amazing experiences and and graduating from Texas A& M and pursuing full-time positions.

But all those calls, all those warm leads being passed off to our agents helps them move their life forward as well. And so that's why we brought. Morgan and Josh from the MoJo team here out of Scottsdale, Arizona to talk a little bit about the impact that this work has made on their lives by having a leveraged team of ISAs to call those warm leads.

So, Morgan and Josh, why don't you guys take it over now and give us a little introduction about how you guys got into real estate and then eventually led you to working with the combination of Commissions Inc. and rokrbox.

Morgan Hodges: Yeah Josh and I have both been licensed agents since 05, licensed brokers since 2007.

You know, we fought and stumbled along as solo agents for years, honestly. Really into the early teens and tried out a number of different lead generation platforms and did different things. But I would say our business is primarily been impacted over the past. Really 7 years and about that same time as when we did, start working with Commissions, Inc. (CINC), and really got purposeful around generating leads and then a couple of years later, brought on rokrbox to help us work some of those leads as well. But so Josh and I run a, we're both licensed brokers agents. We both still work in the business. We also run a team of about 30 individuals here in Scottsdale. Last couple of years sold over $110 million each year.

And yeah, it's a, it's a busy and productive team. Josh, what do you want to add to that?

Josh Hintzen: You pretty much covered most of it. Yeah, obviously we love the partnership with CINC. We've been using you guys for, gosh, how long? Seven years now? Seven years. Yeah, long time. We're very intentional about where we put our money and what we spend our money on.

And so we would never pay for anything, any platform, any service, unless 2, 3, 4x those dollars. CINC has been very fruitful for us. rokrbox has been amazing. You guys have provided a lot of opportunities for us over the last couple of years, and same thing. Like, we wouldn't keep the partnership going if we didn't see the value there, and if we weren't getting opportunities out of it.

And you know, it's a great way to uncover some additional clients, buyers and sellers that maybe we wouldn't be able to get to just because of life and meetings and business. It's just... You know, life happens. And so the nice thing with rokrbox is, you guys have the speed to lead down getting ahold of people within the first five minutes of them registering and, and making that early connection.

And once again, just uncovering some, some great leads that maybe we wouldn't be able to get to it because we just maybe wouldn't be able to call them for a couple hours or maybe even a day or two. So we really we really appreciate the partnership.

Josh Cunningham: Certainly. Well, it's definitely our pleasure to help you [00:05:00] guys solve those problems.

And before we had hit record here, you'd talked about some of the trends that you guys notice in analyzing your top tier, most successful clients at Commissions Inc. And really the bottom common denominator was that they have the tandem use of, of an ISA solution, right?

Because like you said, Josh, sometimes as a busy agent, you know, you're involved face to face with a client, or you're achieving some of that freedom that you got into this business for, and maybe spend some time with your family or on vacation. And the leads are always coming in. And so you've got to have a solution there to call that lead right away.

But any other thoughts or things that you'd like to add on that idea there, Richard, about your most successful Commissions Inc. Customers that you guys see?

Richard Kaiser: Yeah. I think 1 of the things our CEO led an analysis. He's got a consulting background.

So he's going through. Okay. If we look at. Of the clients that we've worked with in the real estate space who's been the most successful, right? And what is our, what is the ROI looked at? You know, the same way you guys are saying it. ROI is super important for you. Limited money to spend there.

What are the common denominators that have made people most successful ? And we're going through is how do we better build a playbook for our clients People who maybe haven't had as much experience, right? Doing online lead gen for seven years, like you all, but what are those best practices that work?

And what we've seen is there's 2 ways: 1 way, there are certain people, if you can hire the right type of agent who will consistently call the database and follow all the best practices in terms of talk track and speed to lead and all of that is one way we've seen people say so. The other way, though, is you can guarantee somebody will do all those things if you hire an ISA service like rokrbox and we've seen similar clients to you all, they've had a lot of success there. And so I think I'd ask Morgan and Josh, like in terms of getting new agents up to speed, making sure the leads are being worked the correct way. [00:07:00] How has rokrbox kind of changed your ability to work online leads since you guys started working with them?

Josh Hintzen: Yeah, with with new agents or even seasoned experienced agents, it's really tough to, to gauge how much interaction they're having with the leads. Obviously they take notes and they label and we can go in and see everything going on in the back end. But what we find is that the busier an agent gets, the less able they are to get to either calling on brand new lead that comes in or following up with a lead the right way - multiple touch points in the first two weeks.

and then touch points every two weeks or three weeks or four weeks after that, just depending on where that lead is in the system. And we just find that as agents become busier and busier, it's really hard for them to stay on top of all those leads and all the follow up calls and emails and text messages that they should be doing to make them successful and to generate a couple additional sales every year.

Obviously with rokrbox, that solves that problem. And so we do have a combination on our team where we're using both rokrbox and we also have our agents as like a kind of like a secondary. Kind of a support net there. And so in combination with rokrbox calling leads and then our agents also calling and generating some follow up calls and activity there, we found it to be a pretty, pretty successful solution.

Morgan Hodges: And the number one key and anyone watching this needs to keep in mind and remember is consistency is key and the fortune is in the follow up. So If you're only if you have a lead generated system, you have to work and you have to work it consistently, over and over and repetitive, or you need to hire that ability out to. Also have to realize that many studies have shown that some of your best opportunities to contact and connect with that lead are within that first 5 or 10 minutes while they're still at the computer, while they just hit your site, you call them an hour or 2 or 3 hours later, they're gone most times.

And you may or may not get them back on the phone. That's where we found a lot of value in someone like rokrbox is being able to make that initial connection. Now, will you catch everybody? No, of course you're not going to. There's a lot of people that you can't, but that's where your consistency and your follow up has to really be key.

Our agents on our team, because not all of our agents on our team choose to work within our lead system, and that's okay. But those who do, those who are consistently working the platform are also the ones having the most success. You definitely get out of it what you put into it.

But the thing to remember because people poo poo online leads and everything is, Josh and I tell our agents all the time. Look, there are great people out there. These are wonderful people who just need your services and your help and just as if you were to meet him at an open house or get referred to them as a friend.

Many of these people are seriously and sincerely seeking an agent who can help them. But it comes down to timing. If you catch him when they're at the grocery store checkout line they may not be quite so interactive. And so that consistency of follow up and everything else. But just remember that even if you get hung up on once or twice, so what? Out of those people, there are people sincerely looking for agents.

And those are the ones that we connect with and really build a business on.

Josh Cunningham: Yeah, one of the things I would love to add to that this is a, the National Association of Realtors home buyers and sellers trends report. I love showing this with anybody in the industry. They pull all the buyers at the end of the year and they ask them.

This is one of the many questions that are asked but what is the primary reason for the timing of the home purchase. And every single year, the mass majority sometimes you know 40% to 60% answer that it was quote. "Just the right time." And as you can see here, there's a lot of other logical answers that are given like financing or availability or affordability, which would be a logical decision to purchase a home.

But the number one reason year after year is always, it was just the right time. And so I always kind of correlate this with the fact that a real estate purchase for most people is still very much an emotional decision. And you're right, whenever something happens in somebody's life that causes them to go online, type in those keywords and phrases and land on your website.

The most effective and most important way to convert these leads is to call them right away. And then, like you said, Morgan, if they're not a very conversational right away, or it's just not the right time, then persistence is, is going to pay off. You know, you got to consistently stay in front of that lead. Make sure that you're offering value. And that's exactly what we look to do here at rokrbox.

Why don't you guys talk a little bit about some of the results? I know that you guys are big KPIs guys and you track your numbers and it's, it's, what's less important is buying a bunch of leads and building a huge database, but actually getting some closings and converting some of these deals and being able to put some food on the table and create some freedom for your family.

Josh Hintzen: Yeah, we went back just over the last few years and we should actually go back further back the last 7 to 10 years because we've been working online leads for a long time, but I think we went back about 3 or 4 years and right now we have closed just in that short window over 2 million in GCI from straight from online leads, not from anything else directly coming from online leads.

So we always tell people, look, they do work. They are valuable. You just have to work it. And there's a lot of agents either that have a fear of the phone or don't want to do it or don't have the time. And that's where rokrbox comes into play because you guys take all those, all those the negative aspects of calling online leads and you guys handle all of that. We don't have to worry about it. And then we can take that lead and hand it off to one of our great agents on our team and have them go score the touchdown at that point in time

Morgan Hodges: I'd follow up with that. Just like I said before if you're running a real estate business of any general size, you have to realize that at some point in time, you're probably going to outgrow your SOI or your SOI isn't going to do 100% of your deals.

You need we, we think about it as a stool and you need multiple. Lead streams coming in to have a consistent, repeatable business year in, year out. You can only do so many pop buys or uh, SOI parties and different that can work and it works well in some areas. Specifically, I think the smaller your area, the smaller your town, the more individuals in a close community, you're able to know, the better.

But if you're in a major market, if you're in a big city, like Phoenix or Dallas, or you name it. You need that fresh blood, you need to be able to lead generate online. You need to be able to collect leads of people that you don't know, in any way, shape or form, and then convert them.

And you know, we're just strong believers that having an online system and a way to get in front of those people, and then get their contact info and reach out and make connections with them can be at least 50% of your business. And yeah, is it going to be easy? No. But there's a lot of people out there that are seeking for real estates that don't know someone in your area that, that needs some help.

Josh Cunningham: And that's, that's really exactly where we got the name Rokrbox from. I'm asked all the time, what the heck is a rokrbox? This is what an old rocker box is. It's an old gold mining tool. So if you think about your internet leads like this, it paints the picture a little bit more clearly. You guys have 2 million in closed revenue.

And it didn't come from just walking up on one big clump of gold. It was the process, right? It was the monotonous, tedious process of taking the sand and the dust and the dirt and the gravel, putting them through the tool. At the end of the day, you wind up with those little flakes of gold, which after several years accumulates to 2 million in top line revenue.

So congrats guys. Proud to be partnered with you. Any last thoughts, Richard?

Richard Kaiser: Yeah, I was going to say along the lines of there are certain people who, who don't have a brother as a real estate agent or somebody who they're going to keep going back to. Maybe their prior agent has retired or left the business.

I think one of the things, especially for you guys in Scottsdale, I'm curious how this has impacted you. We know in some of the other people we've talked to that are in more second home destination markets or, or places where there's a lot of out of state people moving to the market. I'm curious, I guess in the past year or two how that trend has maybe impacted your business, particularly right in how you handle online lead pipeline.

Josh Hintzen: Yeah, I think it's, I think it's been tremendous. We're really lucky obviously to be in a, in a state to where there are a lot of people moving here or want to own a vacation home or second home here. And so that actually helps out our online lead generation quite a bit, because once again, if they're local, maybe they already have a friend or family member that they're going to reach out to, but if they're not local and they're coming from out of state, they probably don't know anyone here.

And so they're going to go in there, start doing the research, searching for properties. That's how we get them into CINC cause they come to our platform and they register and put their information in and then from there, usually they don't know anyone. And so it makes it really easy to connect with them, start building a relationship, start sending them properties that they truly want to see.

And then when they come into town, take them out and show them some homes.

Morgan Hodges: And on that same note, I know we've captured and converted a lot of people. Only to find out what they actually do know a lot of people. They know someone who owns a home in this neighborhood and someone who owns a home and they had all these people they could have reached out to and got a referral of who they used as a real estate agent, but they're online first.

They're online first. And if you get in front of them and build a connection, they never get a chance to reach out to their 2nd cousin or their 2nd cousin's best friend who they also know that moved to Scottsdale 2 years ago, whatever it is. The point is, there's many ways to generate leads, of course, but as a successful real estate professional, you must lead generate.

You have to figure out that way. And whether it's online. But, but you have to do it. You have to do it consistently. And if you want to have long term success, I think it just boils down to a lot of that. We've found that CINC and rokrbox have been great partners, great platforms to use and like Josh said at the beginning of the call it's because of that ROI, but make no mistake about it.

You still have to work it. You still have to have that, but you want to find great partners in the business who are holding up their end of the deal and providing those opportunities for you to work. And if you do so, you can have a lot of success.

Josh Cunningham: Well, one last thing I would recommend before we get off video here is if you are outside of Scottsdale, but you have a buyer or seller that you need to refer to the MoJo team, how can they get ahold of you guys?

Josh Hintzen: They can either go to www.mojoscottsdale.com or they can call us directly at 480 356 5657.

They can email us directly at mojo @mojoscottsdale.com. Lots of great ways to get a hold of us. So yeah, reach out. We'd love to hear from you.

Morgan Hodges: We're obviously based here in Scottsdale, but we work and we have agents on our team, great professionals who work all over the valley. So you name it anywhere in the Phoenix general metroplex area, we can help them.

Josh Cunningham: Awesome. For those of you who are looking for help with converting your online leads, rokrbox.com, we spell a little strange, it's R O K R B O X.com, or you can shoot me an email directly, josh@rokrbox.Com.

Richard Kaiser: Awesome. Well, I'm so glad you guys were able to join us today.

Josh, we really appreciate the partnership and Morgan and Josh, we really appreciate y'all's business here.