Call Summary:
- One more time…if you scrub your list you WILL cost yourself money
- Todd shares his experience in the first couple of weeks of his campaign and how he intends to build his Probate Attorney referral network.
- More attention given to building your Probate Attorney referral network. How to #ProvideValueFirst to earn the business. Next, we discuss how to use this network to find Trust clients.
- Discussion: How to defeat the “we’re going to wait until….” objection by asking better questions and finding ways to provide value to the family NOW vs. later.
- How does our ISA service work?
- Why list-scrubbing is a bad idea
- Success Story: 2 appointments in 5 weeks of direct mail and the language that he’s using to slow the conversation down to get engagement.
- **BLUNDER ALERT (ghost playing hold music)
- Auctioneer shares a good idea about becoming a “Probate Appraiser”
- Role Play: How to defeat the “My attorney referred me to ______…” objection and get the last appointment spot.
- Scenario: A PR is inheriting a property that had a life estate but the person who held the life estate is deceased. How can you move it forward?
- What it means when the attorney name shows up as both the PR and Attorney and what you should do about that.
- Discussion: How to avoid the hang-up and get people to engage with you.