These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!
Call Re-cap:
How to GET COMFORTABLE Motivating A Seller When They Hint They Need Help. (1:06)
Eddie shares a story of a probate lead reaching out to him months later with positive feedback about his letters and credibility website. The personal representative emphasized that Eddie’s marketing stood out and that he seems professional. The personal representative is definitively stuck in ‘Probate Quicksand,’ and Jim, Chad, and Bruce guide Eddie on how to help him out of it.
See More: What is Probate Quicksand and How Can You Get Probate Leads Out Of It??
Radio Advertisement vs. Facebook Ads for Probate Real Estate Marketing (9:50)
Eddie asks the coaches for their advice and insight on using Radio Advertising to market himself in the probate real estate space. Bruce and Chad discuss the cash conversion cycle on this type of marketing, the audience reach, and a much more viable alternative.
See More: Facebook Marketing For Probate Real Estate:
- Check out the first two segments of Probate Mastermind #288
- Article: Ads vs. Organic Marketing: Are Facebook Ads Worth It? Navigating the Digital Marketing World As A Real Estate Agent, Investor, Wholesaler
- Probate Mastermind 278
- Probate Mastermind 280
- Probate Mastermind 281
Get Certified In Probate Real Estate (15:24)
Chad describes his Probate Mastery Course and what’s included with it. Congratulations, Chad, for having the top-rated Probate Real Estate Certification Course according to fitsmallbusiness.com!
Proof You Shouldn’t Let Go When A Lead Says “We’re Not Planning On Selling.” (16:15)
Federico shares a success story! He followed Chad’s advice and got his foot in the door with a personal representative who initially said they weren’t planning on selling the property. All he had to do was refer them to a few vendors (who might now feel a sense of reciprocity about those referrals!). After some time passed, the personal representative called Fed and said she was done – She wanted help selling or leasing the property and she couldn’t think of anyone better for the task than Fed. This underscores not just the importance of follow-up, but the impact of leading with value first.
Leveraging Asset Managers, Registered Investment Advisors In Your Real Estate Business (18:07)
Chad describes how large banks offer wealth management as part of their general customer service for wealthier client accounts. At the same time, some of these wealth managers don’t prevent their clients from having to go through probate. This creates a great opportunity for you to bridge the gap. Chad describes how to find these registered investment professionals (RIA) and how to approach them for referral relationships.
See More: Segment One of Probate Mastermind 299: Leveraging Infinite Banking Strategies in Real Estate Investment Deals.
Inside Sales Agent for Top Producing Keller Williams Team Shares What’s Working For Email and Phone Follow-Ups. (22:10)
An ISA for a top-producing team in Florida calls in. An ISA is in a unique position to serve as an ambassador, almost an endorser, of the Agent/Investor they are calling on behalf of. The ISA describes her calling process and her email follow-up strategy. Her persistence has gotten her past a few of the “I already have a realtor I send referrals to” deflections. Ultimately, she gets them curious about what exactly a Certified Probate Expert designation is. She and Chad mastermind how to answer this question in a really impactful way and take her marketing penetration to the next level.
ISA Perspective: Calling Probates Vs. Expired Leads (25:46)
Jim, Chad, and the ISA reflect on how she transitioned into her team’s real estate office after working in the Nursing Homes and Medical positions. She describes how probate calls compare to expired calls and how she prepares herself to start dialing. She describes a call that caught her off guard and really got her to re-evaluate why she’s making these calls and how she can make an impact.
Propstream’s Mobile App: How To Use It To Find Vacant/Probate Properties while Driving For Dollars (28:58)
Sue says she’s struggling with call reluctance. She is noticing several homes in probate around her community – a senior (55+) living community. She knows there are a number of real estate and estate planning needs this community might have, but she’s unsure how to get the right contact information and open the door. Chad describes how to accomplish this, and suggests using Propstream’s Mobile App to make Driving For Dollars (or, walking) extremely easy.
Estate Planning Seminars for Senior Living Communities: Co-Marketing With Attorneys for New Leads and Referrals (31:51)
Chad and Sue mastermind on how to build a bridge between estate planning attorneys and the families that live in her community – many of whom have not planned for end of life asset management. Chad advises on how to pitch a joint seminar to potential attorney partners and to the community members.
Promoting Local Events: Running An EDDM Direct Mail Campaign to A Target Zip Code (34:20)
Chad, Tim, and Bruce discuss how to market a high-value local event through direct mail and how to productize a seminar so it can be used over and over again. Bruce recommends Thinkify.com as a resource for creating courses easily.
Nursing Homes, Medicaid, and The Intersection With Real Estate. (36:33)
Caller is interested in helping families get ahead of their asset management as they approach end of life. Who or where should she look to find a point of contact with nursing homes, medicaid patients, etc..? Chad advises.
See More: Unexpected Places to Find More Listings and Deals – Probate Referrals from Medicaid and Social Workers
Probate Books and Marketing Yourself As The Local Probate Expert (42:35)
Nahid is interested in using a Probate Guide book as a piece in his marketing. Chad shares his perspective on books being a really great marketing piece, but they might make better premium marketing pieces because of their production and fulfilment costs. Chad recommends David Pannell’s 2020 marketing interview – David shares the book he is sending, who he is sending it to, and the results he is getting.
COVID Market Impact and Probate Real Estate Needs (44:08)
Nahid asks for Chad’s insight on how Covid-19 has impacted the market and influenced potential sellers/buyers’ motivation levels. Chad describes that the significant impact is in areas where courts are backlogged and families are dealing with increased frustration and holding costs. Chad gives advice on staying top of mind in areas where personal representatives are largely waiting for their letters of testamentary/court approval. See More: How to Use Facebook To Stay Top Of Mind With Leads Stuck In Court Back Logs: Second Segment of Probate Mastermind 283