Probate

Partnering with Estate Sale Companies to Provide More Value

If you’ve ever watched ABC’s Shark Tank you know that one of the main things entrepreneurs seek in being on the show is to form strategic partnerships with the “Sharks.” Money is always helpful in any enterprise as is exposure for your product or services but forming relationships with the right partners, people who can add value to your services, is equally important. For forming strategic partnerships with others offers the following advantages:

  • Access to new customers
  • Opportunity to reach new markets and sectors
  • Added value proposition for your existing customers
  • Build brand awareness and trust
  • Expanded geographic reach
  • Share resources

All of these benefits are helpful to real estate professionals who most often gather together resources from a number of professionals in order to make the wisest business choices. This brings us to the network of people with whom real estate professionals must interact in order to give value to their customers. This network of professionals includes mortgage brokers, lenders, insurance brokers, etc. A probate attorney is also an important person for whom you should seek to partner. However, few are as important as the relationships formed with estate sale companies. Estate sales companies give professionals actionable intelligence on homes and estates that are for sale or that will become available. They give real estate professional information that they can use to navigate the probate process. This knowledge not only increases a real estate agent’s leads, it also helps him/her better serve his/her client.estate sale

For this reason, you should seek to think strategically. Of course, the person/entities must know that you can help them as well. It makes little sense to attempt a partnership with a company or individual whose interest are not aligned with your own or one that is a competitor to your services. An estate company’s goals perfectly align with your own.

All the Leads can, in a sense, be a strategic partner for your business as well. We can do this by supplying you with the knowledge and the skills needed to increase your businesses’ value. We do this by helping you to grow your bottom line by giving you’re the ability to get more listing leads. The value we get from you is in the form of feedback. Only by listening to you can we help improve our service to benefit everyone in the profession. We value feedback since it helps us all in the end. So, take advantage of our training resources today.

90 Days of Probate Marketing in 30 Minutes or Less!

Information is power. No professional can achieve his/her goal without knowing all he or she can about every topic related to his/her business. This is what our educational resources offer real estate professionals who use either our training videos or who attend one of our conference calls. (We have the year 2014 – 2018 archived on our site.) You see, we give professionals so much information that they, with enough determination, can execute immediately. We give you more than theory. We give you actionable intelligence on how to get the best real estate leads. This allows you to act immediately. For example here are a few things you need to know to grow your leads.

 

  • Who to mail in Probate – You can choose to mail to the estate itself or to the executor.
  • How often to mail probates – You will need to refresh your list of leads and mail them perhaps 4-5 times throughout the year.
  • People you should contact can help you in your efforts along the way – Here you must be creative and our video conferencing sessions can give you immediate actionable intelligence that will save you a great deal of time and effort.

This information helps you with managing your lists and this is knowledge we can give you during our online courses. We will provide you with and help you mine untried sources for probate leads such as:

  • Funeral directors
  • Talk to ministers who conduct funeral services
  • You local probate attorney

We also advise you on the best way to record all obituaries and take recorded names to the courthouse to look up probate files. It simply takes a commitment on your part to use the information we can provide. It takes knowing how to follow up on the leads and information we can give you in one of or video conferencing sessions and our classes. For probateexample, you will need to follow up with your contacts by making them a mutually beneficial proposal, being personable and by being persistent in your efforts.

For just a small investment of time – 30 minutes – we can help you put 90 Days of Probate Marketing under your belt. Your business is certainly with that much time in order to gain 90 days of probate marketing. Make the investment in yourself and use two of the most precious resources yours or any other business has – time and knowledge.

The Biggest Fear We Hear from Rookie Probate Agents

A great man once said, “The only thing we have to fear is fear itself.” Fear can be immobilizing. It can keep us from achieving our goals and pursuing our dreams because we fear we will fail. Well, such paralysis in the real estate business can mean not only the loss of confidence but it can also mean the loss of money, time and other resources as well – not just yours but that of your client’s too. Thus, the biggest fear we hear from rookie probate agents is that they will not know enough to navigate a very complex system that is full of pit falls both for the agent and his/her clients. After all, the probate process affects lives in a very personal and profound way that goes beyond monetary considerations. People who are in the probate process are dealing with the loss of a loved one or ones. They are dealing with surviving relatives and they are dealing with a justice system that seeks to make things even for everyone but sometimes fails at it. So, you must, in the midst of all things, be sure you are doing things right and following all the steps necessary to help your client, improve your bottom-line and grow your business. (No extra pressure here at all.)

How Your Fear can be Conqueredprobate

As we said, the fear and apprehension that rookie real estate agents face is not an unnamed, non-specific fear. It all rests on how much you think you know and can bring to the table when you sit with your clients. The world of probate is populated by a great many professionals from the probate attorney, to judges, to other real estate agents all of whom know what they are doing. Listing leads are one thing; how to follow up on them is another thing. The best way to conquer your fear is by educating yourself and by using resources that are available to you. Just as your clients rely on you to inform them and make their lives easier, we do the same with our Probate Leads Marketing Program. Our education and leads program can help you conquer your fear by arming you with actionable intelligence on generating leads and becoming skilled in the probate process. This is what we know the end result of our services can do.

Probate Quicksand – Knowing When Your Clients Need a Hand

For first time executors, the weight of the duties surrounding the probate process can be overwhelming. Still assets must be secured, forms prepared and family members dealt with in a way that wraps up the loose ends that are usually left when a loved one passes away. Even when a person has gone through and is used to the process, probate can be…unpleasant, inconvenient, and expensive. Pick your adjective. That is why most experts recommend avoiding probate court if possible. And it is here, in the midst of such overpowering circumstances, that the value of your services can, as a real estate professional, increase tenfold. You can essentially be a life line that pulls your clients back to shore.

Signs your Client is in over his/her Head

As you know, the main duties of an executor are to identify, inventory, secure, and manage assets of the decedent. Yet, within that scope of duties problems can arise that can take first time executors by surprise and can make things difficult for him/her to manage. These problems include the time it can take for the process to play itself out and the fact that it can tie up probate property for months, sometimes more than a year. Another difficulty that trustees can encounter is when one or more of the beneficiaries object to the way that a trustee handles the estate. This can lead to legal action which can increase what can already be an expensive process for your client. For example, even though the probate court approves of fees that are considered “reasonable,” a probate attorney’s fees can amount to 20k for a home valued at 400K. For most people this is a prohibitive amount to pay. If your client has considered handling the probate proceedings without an attorney (“pro se”), then he/she may need your help as the probate process is too complicated a process for most people to go it alone.

Your Services to the Rescueprobate

Naturally, you can see how these problems would be burdensome to your client. If your client has communicated any of these concerns to you then this is a clear sign that he/she may be in over his/her head. Even if your client hasn’t expressed concern over these issues, you should be expert enough in the probate process to anticipate that your client may need you at some point. Our Probate Listing System and training resources can help give you valuable information that can help you extricate your client from the quicksand of the probate process and can help you gain real estate seller leads. This course is comprehensive and complete giving you such valuable information such as how to build your probate team and how to make a difference as a real estate professional. Do yourself and your client a favor by increasing your knowledge through us as many professionals have.

Create Unique Value to Get More Real Estate Listings for your Services

Let’s face it – very few real estate professionals enjoy cold-calling. The trick to being a successful agent is to create so much interest in your services that leads are practically jumping at you. How do you do that? You do so by creating unique value in your services. You can do this expanding your skill-set. This in turn will increase the amount of leads and thus positively impact your community. Here are the building blocks for developing these advanced skills.

  • Learn to become a better negotiator: The ability to negotiate effectively is both an art and a science. This will help you get better quality leads and will aid your clients in accomplishing their needs and goals. One way to do this is by taking debating classes.
  • Expand your knowledge in the area of real estate law: Real estate law is complicated we all know that. However, professionals who are familiar and comfortable with its legal terms and concepts are better at aiding their clients. They are also better at sorting out what may be a lead that goes nowhere and one that may potentially be fruitful.
  • Get your appraisal license: As any salesperson can tell you, it isn’t just about the quantity of leads. It is also about the quality of said leads. Getting an appraisal license can add value to your services and help you get more leads as effectively as probate marketing. Real estate appraisers are able to evaluate property, estimate building costs and obtain land values from county sources.
  • Develop your team building skills: A team of partners is often better able to accomplish goals than an individual. If you join, or are a member of a team, then you can usually count on the contributions of each member to help be of greater value to clients and to gather more leads.real estate appraisal

Real estate professionals impact their communities in a number of significant ways. They guide consumers through major life events such as divorce, marriage, etc. They help individuals in those communities realize their life goals and aspirations. Finally, real estate professionals impact many other services related to any transactions such as lawyers, bankers, etc. We add value to your services by helping you to automate and streamline your probate leads marketing program. Here at All The Leads, we can increase your real estate seller leads. Join one of our training resources for free and increase your profits. You have nothing to lose by doing so and everything to gain.

3 Secrets to Help Your Clients Avoid Probate

The probate process can sometimes be slow and costly. It can also leave information the client might just as well keep private vulnerable to scammers and even burglars. For these reasons, many of your clients will wish to avoid this process. As a real-estate expert you can add value to your clients and make things easier for yourself by letting them know how this process can be avoided when possible. Here are three secrets your client can use to avoid probate.

    • Write a living trust: Many people believe that simply having a last will and testament will prevent their loved ones from going through probate. This is not necessarily so. The truth is that all the assets that you own and will pass on to your beneficiaries are subject to probate. A revocable living trust circumvents the probate process which can leave your beneficiaries waiting indefinitely for the income from the probate property. A revocable living trust is a document whereby you can create a living trust as a separate entity from yourself. The trustee can easily transfer the property it holds to the family and friends it was left to without probate.

 

  • Joint Ownership of Property: By taking joint ownership of a property your client can avoid probate after the first owner dies. Be sure your client has stated on his/her deed how they want the title to be held. This way the property goes to the joint owner when the primary owner(s) dies, avoiding probate completely. Your client can avoid probate using the following kinds of joint ownership: Joint tenancy with right of survivorship, tenancy by the entirety and community property with right of survivorship.

 

  • Pay-on-Death Accounts and Registrations: Suggest that your clients designate a beneficiary or beneficiaries on their bank accounts, insurance policies, pension plans, 401K plans, IRA accounts, stocks and bonds. This is actually quite easy and these financial instruments often include language that allows you to do so when you open them. Your client is then able to ensure that his/her assets are immediately dispersed without having to go through probate first. Again, this can save him/her much time and expense.living trust

This list is by no means complete but it is a good start to avoiding the tedium of probate. Even though probate can generate listing leads, your client can begin to do things to avoid the process starting today if they so desire.   

How I Got More Real Estate Listings by Becoming a Probate Expert

It is a well established fact that it takes luck, education and no small amount of creativity to be a lucrative real estate professional in today’s market. What I mean by that is that you must sometimes be willing to seek and acquire properties in “non-conventional ways.” Specifically, I’m referring to using probate listings as a way to scoop up good real estate deals. This is what I have done in order to increase my real estate listings. Allow me to explain how this works.

Probate Property: An Untapped Real Estate Resource

What is probate property? Probate property is property that was owned by someone who is now deceased. That property must eventually be transferred to someone. When the owner of house dies it is usually under two circumstances: (1) There is no will or heir, (2) It is handed down to the heirs of the deceased. The probate process is the legal mechanism set up to determine what happens to the property. In the first instance where there is no heir, the property often sells below its market value. This makes it more lucrative than other kinds of properties. In the case where a home is inherited by survivors, the opportunity to buy low still exists. Often, survivors wish to sell the property quickly to avoid taxes, insurance, maintenance costs, etc.

How I Increased my Listings

 

According to some estimates, 2.5 million Americans in the 25 to 75 year old age group who die each year. This means that there are approximately 50,000 probate homes available per state. I learned these general statistics and developed several strategies for growing my real estate listings via probate property. One can easily keep track of probate court filings in the area in which one is interested. I learned to do so by newspaper notices and through county records as well. This gave me information about available properties as well as the area’s median home price, etc. real estate

 

In short, after using the traditional methods of lead generation over and over, I eventually realized that I could grow my listings by learning all there is to know about the probate marketing process. In fact, I learned that these methods are overlooked by other professionals who are either unaware of or simply don’t know how use them.

Aging Boomers and the Growing Need for a Higher Level Real Estate Professional

The changing population landscape offers a wealth of opportunities in probate real estate.

 

A big shift is happening in our population. Baby Boomers – one of the largest populations in the United States – are getting older, retiring, and passing on. By the year 2060, it’s expected that the majority of Baby Boomers’ $30 trillion in wealth (80% of which is locked up in real estate) will have been transferred to their heirs. This isn’t a shift many people, including real estate professionals, like to think about.

baby-boomer-real-estate

Source

 

However, this transition represents a huge opportunity for real estate professionals and listing leads. Baby Boomers hold a large number of assets – from residential properties to vacation homes to business real estate. Real estate professionals who choose to focus on probate leads will see more and more opportunities in this niche over the next 30-40 years.


Fill a Growing Need in Probate Real Estate Listings

Probate plays a huge part in inherited real estate, and if you, as a real estate professional, seize this opportunity, you can create REAL value for families in this situation. Better yet, if you can become a knowledgeable probate expert, you can better serve the community and build a lasting, low-competition real estate listings business.

 

Focusing on probate leads can put you ahead of the competition in a number of ways. But before we dive into how it can differentiate you, let’s first look at what probate is, and why there is a growing need for it. Put simply, probate real estate involves the transfer of property upon the death of a homeowner. The assets of the dead, including their real estate, typically end up in probate court so the government can ensure that the citizens’ liabilities to the government, such as debts and taxes, are paid.

probate-leads-for-real-estate

Source

 

Probate real estate is a  growing, much-needed niche, but if you don’t understand your audience or their pain points, you’ll be in no position to add value. If you’re interested in adding valuable probate leads to your real estate listings, you need to understand four things:

 

 

  • WHY are you doing this?
  • WHO are your target clients?
  • WHAT are their pain points?
  • HOW can you be a solution?

 

 

Often, the inheritors of real estate are not prepared nor in a position to own the property. They usually seek to liquidate the asset quickly, but the seemingly complex probate process can last longer than they’d like it to. Usually, they view the entire process as a hassle – they don’t want to deal with the attorneys, the taxes, the probate, or the travel.

 

These Sellers are usually  extremely motivated to get their property sold so they can use the equity to settle liabilities and close the estate . They are looking to cash in on the value of the real estate, and are sometimes  willing to discount it to get rid of it quickly and avoid losing money in the meantime. This presents an opportunity for buyers as well as those looking to list their property.

 

And this is where you come in.

 

Clearly, the aging Baby Boomer population and their subsequent heirs have a need, and if you’re in the position to present them with solutions to this problem, you add an incredible amount of value. They have to deal with multiple people, aren’t sure who to trust, and everything seems to take more time and more money. They are in need of a confident expert, one who knows how to navigate the complicated terrain of probate.  

 

Most real estate professionals ignore probate leads altogether, namely because they don’t want to bother with something they don’t understand. And, those who do get excited about probate leads often don’t want to put in the work to become an expert, so they don’t know how to successfully create a compelling offer that gives the family options they truly need.

Source

 

If you choose to add probate leads to your real estate listings AND focus on becoming a higher level real estate professional, you will see a girth of actionable opportunities rise up before you.  

 

And that’s where we can help you.


How to Add Value to Your Real Estate Listings

Probate leads aren’t a magic pill to get you  real estate listings. Becoming a Probate Expert is  an opportunity – a big one, yes – but one that takes diligence, knowledge, and self-education. As you know, even with fresh, quality listing leads, not everyone on the list will want your assistance. You need to be focused and stay diligent.  

 

Confidence and deeper knowledge of probate will not only help you earn real estate listings; it  will differentiate you from the competition and provide real value to families who truly need and want professional help. Here at All the Leads, we’ve nailed down some best practices in working probate leads for real estate listings.


Probate Leads Require Effort

Our complete probate system provides you with the best quality probate leads in the industry.  . But, we don’t just hand over listing leads and expect you to succeed. We know it takes knowledge of the market and the audience, which is why we also provide you with access to our comprehensive training and a wealth of resources so you can expand your probate expertise and  implement successful strategies.

 

Our goal is to keep your probate leads pipeline full so you can take your real estate listing business to the next level and focus your time and energy on what you do best – listening and selling homes.  Probate leads require more empathy and professionalism than the average real estate listing lead, and our system will help you reach that higher level of professionalism.

 

If you’re a real estate professional or investor looking to offer a needed service to your community, then consider pursuing a niche in probate. The passing on of Baby Boomers creates a need in your community but also  offers an opportunity for you to strengthen and advance your business with new, valuable real estate leads while your competition ignores the opportunity before them. All The Leads provides a proven, repeatable system driven by up-to-date knowledge and experience in all 50 states and over 3,000 counties nationwide.

 

If you want to learn how to take your real estate listings to the next level, sign up for our advanced training, Probate Mastery, where we’ll help you build your specific Probate Strategy, teach you to automate your marketing campaign  and give you the confidence to get on the phones this week to build a whole new pillar in your listing business.

 

Sources:

https://www.washingtonpost.com/news/politics/wp/2017/01/24/heres-how-much-longer-each-generation-will-be-sticking-around/?noredirect=on&utm_term=.580e526d0dd8

https://www.cnbc.com/2017/02/16/promises-problems-on-horizon-as-30t-wealth-transfer-looms.html

https://alltheleads.com/conversion-rates-for-probate-leads/

https://youtu.be/5baMDOBwMLI

https://www.youtube.com/playlist?list=PL7g5lIzgG8Ef6HdHk0A0fcGA4kAOsfKEy

https://alltheleads.com/171-2/probate-glossary-faq/

 

Why You Should NOT Scrub Your Probate Leads…EVER

Let me preface this post by saying we are here to serve the consumer and our Subscribers who trust us to provide probate leads to reach them, and everything we do and suggest is with that in mind first.

A common misconception is that the “deceased last known address” column is the MOST important thing we give you.  I’m here to cast it in stone that it is the LEAST important column in all of the data we give you.  The Personal Representative’s phone number is the MOST important data we give you and their address and the attorney info is close behind.

Because of this misconception, 0ne of the most common things I hear from new Subscribers who are high-analytical is “Well, we need to scrub out list first then we’ll start…” or some variation of it.  I’ve covered this on many Mastermind calls but I realize that we have so much content it sometimes gets buried in the hundreds of hours of archives so I made this video for you:

It’s ultimately up to you how you approach this campaign and how you run your business, but I’ve trained thousands of agents and brokers over the last couple of years and I’ve seen millions of dollars made by those who take our advice, so I’m set in my opinion on this.  Remember, we didn’t ask you or anyone else to sign a contract so everything we teach is to make you successful so you trust our opinion and stick around.  Now get out there and make the world a better place!

Hopefully this was helpful for you.  For more Tips from the Trainer videos click here

If you are not a subscriber but want to learn more about how many probate leads we have in your county, click Check Your County above or simply call Jim at (844) 532-3369 so he can answer any questions you have and let you know how many leads we’re gathering in your county and what the cost is.

Mailing Mistake May Miss Million$

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It’s always great when I can share a tip from a subscriber … especially when that subscriber is one of our oldest and most successful. I had the pleasure of learning this info yesterday in just such a conversation. I was speaking with this subscriber about a technical question he’d called me about. After answering his technical question, he mentioned that he was really excited to be back on track after changing brokers in the middle of last year. Based on a previous conversation, I knew that he’d been the new office’s agent of the month several times already and had enjoyed a couple of million dollar months, so I was curious about what “back on track” meant. His answer was enlightening.

He said that he’d been sending his letters out faithfully, but that he’d noticed they’d not been generating the same results as before. Initially he was concerned that maybe his new broker might have a less favorable reputation than his previous one, but that was before he noticed that several of the other agents in his office were offering homes with “estate sales” and the LIGHT BULB WENT OFF for him. When he’d changed brokers, he’d started adding the new office’s phone number to his mailings as well as his direct line. Then, he looked to see who the sellers were on the properties his officemates had listed and indeed, they were ones he’d mailed to.

Initially, he was concerned that he might have been been poached. However, he was pretty comfortable that was not the problem. Then he listened to the receptionist take a few calls and realized that if someone called the office and asked for probate and didn’t ask for him specifically, it went to whoever was available. He immediately stopped listing the office number on his letters and now, in the last 30 days, he’d taken one new listing already and had three more immediate listing appointments. I’d say he was definitely back on track!

However, be aware that when YOU are paying for your marketing, you must make sure YOU are reaping ALL THE BENEFITS the benefits. In your letters, whether we do them for you via Mailbox Motivator or you’re still doing them yourself, be sure you are driving the traffic to you, not feeding the rest of your office. List ONLY your phone number and it’s also one of the reasons we recommend using one of the special probate-focused websites we provide.  Control your lead flow and make sure your lead flow funnel points directly and ONLY INTO YOUR BANK ACCOUNT.