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Prospecting on the Weekends?? Plus Tips For Getting Leads To Take Your Cold Call | Probate Mastermind Podcast #316

Prospecting on the Weekends?? Plus Tips For Getting Leads To Take Your Cold Call | Probate Mastermind Podcast #316

Probate Mastermind Episode #316 | Recorded Live on February 25th, 2021.  

Join Us Live Every Thursday | Previous Episodes.


Episode Summary: 

In this episode of the Probate Mastermind Podcast, you’ll learn how to convince leads to take your cold call instead of hanging up; how to ask better questions than “Do you plan to sell the property?”; and how to structure prospecting for maximum success on the weekends.

***Most importantly, we hear more incredible success stories from rookies and veterans that are turning probate leads into listings, acquisitions, and wholesale deals!


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!


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Call Re-cap:

Probate Foundations for Subscribers

00:00 Probate Foundations for Subscribers 

Bruce answers Johnathan’s question about the new Probate Foundations class, open to subscribers starting Wednesday March 3rd.  Subscriber registration and updates on when the course will open up to non-subscribers will be sent via email, so please make sure you’ve whitelisted in your email client. (If you aren’t on our mailing list, subscribe at the top of this post!)



Should I Use a .org or .com for my Business Website?

08:09 Should I Use a .org or .com for my Business Website? 

Mike is debating on a domain for his website, and is wondering what difference using .org instead of .com might make.



Convincing Leads It’s In Their Best Interest To Take Your Call

10:33 Convincing Leads It’s In Their Best Interest To Take Your Call 

Mike is looking to keep prospects on the line long enough to get an understanding of how his services can benefit them. Bruce discusses language and delivery.



Stop Asking: “Do You Want To Sell Your Property?”

17:08 Stop Asking: “Do You Want To Sell Your Property?” 

Mike #2 shares updates on his skill development and prospecting results.  He has fine-tuned his elevator pitches, but most of all he is realizing how important it is to listen and create a space for leads to start sharing. Bruce and Mike expand on sales language and sales psychology tips for navigating sensitive conversations without boldly going for the real-estate jugular (i.e.: What are you going to do with the property?).




How The Probate Approach Will Up Your Expireds/FSBOs Game

25:15 How The Probate Approach Will Up Your Expireds/FSBOs Game 

Caller describes an accountability group he’s in that focuses heavily on expireds and for-sale-by-owner leads.  Their approach is to pound through lead lists and prioritize making contact to catch the low-hanging fruit.  Bruce lays out how the ATL Probate approach can lead to much higher conversion for FSBOs and Expireds.



Facebook Ads for Probate Leads

35:52 Facebook Ads for Probate Leads 

Caller is looking to run Facebook ads for probate leads, but how can he get started? Jim and Bruce share their advice for running brand awareness ads that portray an authentic and valuable service for probate families right in the community. David Pannell adds his thoughts to this at 42:46.



Prospecting on Saturdays and Sundays

46:35 Prospecting on Saturdays and Sundays 

Caller is curious about prospecting schedules, particularly for weekends. The group discusses an MIT telemarketing study on contact rates during Monday - Friday, and adds personal anecdotes of their results prospecting segments of leads on the weekends.




Looking to hear prospecting tips in action? Check out our live role play series.




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Episode Transcript

Probate Mastermind Real Estate Podcast Episode #316


A.I. Voice Narration: [00:00:00] Welcome to the Probate Mastermind Podcast. These episodes are recorded live once a week and are hosted by the coaches. Agents, investors, and wholesalers join the coaches each week for everything from marketing tips, sales, psychology, live deal analysis, transaction engineering, advanced real estate strategy and personal development.

You will learn to get more listings, more deals and find financial freedom by listening to these episodes. Be sure to catch show notes at and join our free Facebook mastermind community:



Welcome to our illustrious agents and investors from across the country. Today is Thursday Tim. Stop laughing at my description Thursday, February 24th, 2021. This is mastermind podcast, number 316. And I hear Tim chuckling. I have a different adjective every week. And yeah, if you ever lose your thesaurus, won't be able to do these anymore.

That's right. All right guys. And we do have two people in the queue. Actually we have three now. Please jump in now don't get left out. Hit star six. And then hit one and let's go ahead. Do, go to the first person in the queue this week. You are up first Oh seven two seven. You're up first. This is Jonathan Hawkins from Dallas, Texas.

Marker [00:01:18] How's everyone doing today? Doing great. Jonathan Lee. Good job, Texas. If you're in tech, you must have power, right? I apologize. We have water. We didn't have. We didn't have it at all times, but we're, we're good now. Very good. We're all, we all empathize with you where I'm from Florida and it's like hurricane season for us when you lose power.

It's so fun. So glad you're here.

I saw what I, when I was able to get power back, I've checked by email. And I saw this beautiful email about foundation one, and I hadn't been on the call in a little bit. So I just wanted to just get some information real quick from you guys about foundations, because I did register for it and just I wasn't excited because something new was coming out.

So what you have for that. That this is this is hilarious. Jim, do you want to go first? Do you want me to  no, please go ahead. Okay. All right. The reason it's a, the reason it's hilarious is because we weren't sure if we were going to broadcast foundations on this call or not, we came up with a little game plan said maybe later in the call, if somebody asks about foundations, we can mention it.

At the moment, this is it's brand new. This first go round is going to be this upcoming Wednesday. And it's only going to be for subs this Wednesday, just because it's going to be my first time. This is Bruce, by the way, my first time teaching it. And I it's static about it. If you are a non sub, a non all the lead subscriber probably not today, but at some point this week, go ahead and and call our sales line and get on the list.

You can certainly take the class, but right now it's just for subscribers.  Essentially what it is. I've been doing coaching calls for the company for almost a year now. And inevitably all of those calls go to very similar foundational topics. And if you're waiting to. Really kick your phone calls off and your mail off until you have the foundation perfected.

It might take you months of waiting on me and the next monthly phone call. So we've just decided to go ahead and pack all of those foundational topics into one class taught twice a month. And then on the alternating weeks, we're going to be doing kind of high-level role play calls. So for Wednesdays, every single month, we're going to be doing some some really foundational getting into the details on building out your probate business.

So that Jonathan that's what that class is going to be all about. I'm glad you're signed up. Oh, I'm really excited. I'm really excited. Yes. Really excited. Awesome. Awesome. And the only thing I would add to that, Jonathan, if you're a brand new subscriber, even before you come on the foundations class we're getting ready to release.

We have our fast track videos. We're going to be releasing a new version of them, but go listen to the fast track videos first. Some people will want to know everything before they do anything. And some people are like me. They're more of a ready fire aim, but whichever you are. Yeah, additional education and training certainly is going to help.

So even before the foundation training, if you can watch the fast-track videos, take the foundations training and but doesn't necessarily mean you have to chart, you can't get started sooner if you're comfortable with it, but it's going to certainly add to your knowledge level much quicker than the past.

So we think.  I think we appreciate you asking. I'm just kidding. It's a good question. No, I've been through bastards. Okay, good. Cause I've broken probate mastery a couple of times, and I'm always looking to get better, always looking  to increase my edge and so whatever I was like, Oh, Ooh, good.

Hey, I'm all I can never. Learn too much and not implement. Absolutely. Yeah. Absolutely. So just for those of you guys who are listening and Jonathan for you as well I just want to repeat this first go round is for subs only our subscriber and I keep saying subs, forgive me.

We're doing the internal dialogue here, all the leads subscribers here. It reminds me of when I worked in the restaurant industry and we used to tell someone it was 86, 86 and they had no idea what that meant.  Our subscribers, this will be ongoing and will be free. If you are not a subscriber, there will be a small fee to, to join in on this.

And that'll basically kick off for you guys here in a couple of weeks. Just be on the lookout in your email box. If you are not a subscriber, getting our leads, just be watching your email over the next few weeks and we'll roll it out to you guys as well.  Really there's going to be, if you've taken mastery, this is going to be a little bit of a different spin.

It won't be as in depth as mastery, but it's going to really drill on those foundational pieces. That a lot of times people just get stuck on it and they want to have perfected before they really get into their prospecting efforts. So we're going to drill really hard on these foundational pieces of your business and get you guys up.

Up to speed. In my anticipation is a lot faster with your leads going through this class. And just to add to that, Bruce, it's going to be a zoom call. So you can either,  have your mug on the camera or you can just use your profile picture, but some of the calls we'll have a question, the answer opportunity at the end also Bruce, it is going to be larger reactions as well as the law, as well as a taught class.

Yes. Okay. Perfect. Any other questions, Jonathan? Appreciate you bringing it. I appreciate it. All right. We only have one more.

Go ahead, Tim. You wanted to tell you something. Yeah. The one thing I was going to say is that this is a really good time to remind everybody whether you're a subscriber or you're a. A person that joins our calls as a non-subscriber and uses this as an opportunity to learn. So we want to make sure that you're getting our emails.

So know that at least once a week or more, you're getting emails from us talking about something that we're doing announcing a call, giving us a summary of a call or whatever. If you're not getting our emails, you need to look in your spam filter and make sure that. You promote those to your inbox or go into your white list on your your client, whatever you're using to get email and white lists, all the so that you receive our information.

Okay. And Tim your raspy connection is coming and going. It just came back again at the end. You might want to sign back in, but we understood what you said. Okay. We'll make sure they did, if it wasn't clear. Okay. Yes, I can understand the Bruce. Could you, yeah. Yeah, I guess I got it. Okay, good. Yeah. I don't think we need to repeat it.

We're good. All right. We only have one more person in the queue and I know this guy can talk, but we don't want to put pressure on him to go for 45 minutes. So please guys, don't be shy, hit star six and hit one and get in there now in the meantime, Next up is so number ending in zero zero five, five.

You're up next. Hey fellows. And yes, I can go for 45 minutes. So no one then I got you covered for the rest of the call. We've got about two to three things and of course these are also mostly things that always can, I'm always looking for chinks in the arm and improves everybody's system.

Marker [00:08:09] So first question is shouldn't we do. We're doing a fam family type of a website and trying to position ourselves. Have you ever considered or tell me why not to do instead and tell me why we shouldn't say my organization and as opposed to my company, isn't it more powerful I, to say my organization rather than my team, where I have a team in the loop.

Community is in a better say, I have an organization that exists to support, executives like yourself. And there's part of that. We have a lo we have a, we put together a team. Does that please respond to that and I'll go over the other couple of things. Sure. I'm going to beat up on you for a second really quickly.

And I trust that you'll take everything that I say lightly way overthinking it. It's basically what you're doing, no matter what you say, whether you say organization, team, whether you're using or, whatever it is, your brand is what you create your brand and the credibility that you build with your marketing and your phone calls and your websites and blogs and everything is going to have everything to do with consistency.

And what you tell people matters. If you tell them that you want, I only want to do business with someone who has a team and you say it consistently and over time, you'll build credibility in that message. If you tell someone that you only want to do business with an individual, with website and you do that consistently, and over time, you're going to build credibility in that message.

Cannot tell you why. Dot org is better or as good as and the same with the same vice versa. I can't tell you why doing this as an organization versus a team is better or worse.  It just simply isn't whatever you choose, you're just going to choose it. And you're going to drive that point home consistently over time.

Let me make a point there, thought orange are typically used and reserved for nonprofit organizations, non NGOs, open source projects, pure education. And if you do that, and you're not that people will assume you're masquerading and then trying to trick them. Everything Bruce said is correct, but you don't want to use it or grow what you're doing for any reason.

You're not up. You're not in that realm. Thanks for clarifying. And that's why I asked that I wanted that clarification job.

Marker [00:10:33] So here's my next it's question. Cause if we're all doing this hung up on every now and again, my question to you is there a way to  is there a way or a line or something.

To let executors know that,  they have a fiduciary responsibility to not hang up the phone on someone, especially if they could net them more money or they just,  hanging up the phone when, you might even be able to give some buddy you better offer or have a buyer that makes a better offer or just whatever.

Is there a way. To not, I'm not asleep, please. Don't think I'm. I want you to tell me how to threaten the executor that I'm going to go to his heirs and say, Hey, look, I could have been a Mason and then have brothers and sisters fighting with each other. I'm just wondering, is there a way to, to correctly and politely say, Hey,  you got to hear me out.

This is your role. And I don't, you guys are the masters of just, I don't know how to make that. Come off. My, my tongue.  Some people are simply not going to want to talk it times and it's mainly, it's not because of your offer and it's not because they don't need what you do. It's probably because they've just built up a wall that that.

They put up for any, anybody that calls them.  Generally telling someone in the very beginning of the conversation that look, I really don't know if what I'm doing is going to benefit you or not. It might be irrelevant, but if you give me. 30 to 60 seconds. I can tell you some of the value that I can bring.

And then I'll let you decide if it's worth another conversation now or later, and it at least going in with an approach like that on the phone specifically.  It's normally when presented confidently, it's almost always going to get them to at least hear you out. Now, the other thing that we have to recognize is it does not eliminate their resistance.

If somebody calls me and I don't know them and they present an amazing case and it's something that I need, it doesn't mean that I'm going to roll over and say, yes, I was just waiting on your call. I need you to come out and list my house right now. They're dealing with a lot of other things, but the trick is just getting them to hear your short little USP.

Or your short elevator pitch. And I've found that the best way to do that is to give them power in the beginning. Give them the power to tell you at the end of your presentation at the end of your pitch, that it's not for them. Very few people are going to give you a hard and definitive. It's not for me.

Statement very few, but at least they feel that power and they don't feel like you're just there to be an overpowering salesperson. That's gonna that, that exudes commission breath with every word that you say  and just so you know I've been experiencing, they are not giving me that. They have time.

They are saying they are not knowing what they're saying. No to that's exactly why I'm I'm bringing this up. I am doing the, do you think I can take maybe 30 seconds to tell you some of the ways that I can help and then I'll let you decide it's worth further convince you can exactly what you taught.

Yeah. And do you lead by saying what I do. Do you lead by saying what I do might be relevant to you and it might be irrelevant. Do you let them understand that you're not trying to presume that, that you have every answer for them? It's word for word. I don't know if all I do is going to be relevant to you.

Do you think I can take maybe 30 seconds to tell you some of the ways I can help him? I'll let you decide if it's worth it for the conversation. Word for word. So that's why  I'm just looking for some, give me an extra, some kind of rabbits pull out of a hat to you know what else can I do?

And if, and when there is ever a time to, to bring up,  it's it's a tough responsibility. I know, as an executor and it is a respondent, fiduciary responsibility,  don't know what else to say in terms of the, to in an, in a nice way.

I could say it in a not nice, right. But I want to know how to say it in the right way, in a nice way, in the empathetic way to not to bring them towards my side to realize I'm not trying to beat them up, but I just, I'm I want to help them and that's really what this is. All right. Again.  Michael, what I would maybe try in the beginning before you go into it is give this a try, give it a try where you say look, my goal with this very short call is not to sell you on something.

It's to have a very brief conversation, find out where you are in the process and whether or not there might be any points that you're just struggling with. I have some services that some of which are completely free. That you probably don't know about now. I don't know if these are going to be relevant to you or not.

Could I take 30 seconds and tell you about a couple of those things?

perfect. A conversation that my goal is not to sell you. Yeah, that helps. Yeah. Bruce. Thank you, Bruce. All right. Thank you, sir. We only have two more in the queue guys. Don't be bashful, please jump in. Hit star six and hit one. Before we start the next caller. I just wanted to remind everyone it's something that we haven't paid much attention to lately.

We do have a winner of the week program. And we want you guys to start sharing those with us because we all learn from each other's successes. And if you if we, if the partners vote you, the winner of the week, you get either a credit towards your next lead or some free historical, in any market view you choose basically.

So we try to reward you, but only two rules. It's gotta be a taken listing or a done deal. And you just got an email support ahead of time. Let us know that you have a wind of the week, and then you got to share a show up and share it with the group. So we're going to revive that program and start really encouraging the success stories because we all learn from them and I just want, what do they get?

They get either a discount, a hundred dollars off their next set of leads or a free leads in an adjoining market to there's free historical leads.  If you wanted to try on an adjoining County and you want to get some leads and we have a mare, we'll give you a free leads for that County, or we'll give you a discount on your next set of leads.

Yep. Now, if you guys can't make it to the to the phone call and you have a win  email support or email me and and. I'd like to, I'll be able to present your wins for you during these calls, if you send them in, that's for those of you that are listening after the fact in can't make the call.

And we're not saying, Hey, I set an appointment for next Tuesday. Don't share that. What did you actually have to go in the appointment and get the listing to qualify for the word of the week, the deals or get the deal? Yep. And by the way, if you guys need to email that to me, or have a conversation with me, email me at Bruce at all the leads stuff.

Perfect. And thank you for your patience. Zero five, four, four. You're up next.

Marker [00:17:08] Hi guys, this is Mike record again in Dallas Fort worth. Hey, things are really starting to come along, starting to get my group just for everyone else. I listened to all the well, the three minute elevator speeches and everyone's tact.

I can tell you for me, it's getting better because I'm slowing down and pausing to listen. That's making the biggest difference, no matter what jumbles out of my mouth slowing down and pausing to listen is helping out a lot. So over time, that's how I'm maturing into this one thing that I'm doing with probate plus.

So I use mojo on one tab and pro it puts on the other tab, do a file review quickly on ETL and then make the motive call it. It'll allow you to go one call at a time.  But what I'm struggling with a little bit is when I review the lead on probate, plus I'm seeing right away that I've got either a husband or wife situation.

My question is there a different tack to take other than saying, what are you guys going to do if you've decided what you're going to do with the property, or have you decided specifically Ms. Smith, what you're going to do with the property? Any other tax? No suggestions for me. Yeah. Mike I really don't change my dialogue whole up a whole lot.

Depending on who I'm talking with. It doesn't change a lot, mainly because I'm not leading with real, with a real estate question. I'm leading with a statement of value when I'm referencing real estate, but I'm also referencing other things in that statement of value. And.  I'll pin my real estate question onto the back of some resistance.

So I wait for someone to give me that hesitation or that low or high level resistance. They probably going to say something like we have it all handled or our attorneys taking care of everything at which point you're just validating. And a lot of you guys have heard this so many times you are, you're really validating that.

It's that resistance point that they're giving you. And then simply at the end of it saying I completely understand. I'd love to keep in touch with you and before I let you go, do you mind if I ask what was the real estate something you guys were keeping long-term or is that something that you're thinking about selling?

Okay. I got to provide people. Go ahead. I get to tell you that works like magic. First of all, it takes the pressure off you to blurt something out before they hang up on you. But it turns things around at that flip turn things around, like my happy you is absolutely pivotal in my talk for them.

It works every time and it works on surviving spouses too. Especially if you can provide it in a binary format where you're giving the alternative, keeping long-term or thinking about selling, you give that alternative, then they don't feel like whatever answer they give you as a trap. Beautiful.

That's what the nugget I was looking for. Thank you. Say that again. Thank you. Long term or. Yeah. So normally I'm going to say, are you guys waiting? Did you mind if I ask one last question before I let you go, are you guys leaning toward holding onto the property? Long-term. Or you really thinking about eventually selling the real estate that it was in the estate or is in the estate and w since there's not that many people in the queue, I want to tell you guys some of the psychology behind that.

You'll notice that I use. A little preliminary words and precursors phrases like thinking about and leaning towards thinking about and leaning toward. Cause the last thing someone wants to give you is a definitive statement where they are painting them selves into a corner. And the last thing that I want to receive is prospector is a definitive.

We are never selling. So I want them, if they're not thinking about selling, if they're going to keep real estate, I don't want them to say we're absolutely never going to sell a house. I want them to say we're leaning toward, or we are thinking about holding onto the property. Long-term and then. If they're thinking about selling, the last thing they want to do is show us their cards and say I'm definitely selling.

So it gives them some flexibility and a good feeling to be able to say, yeah we're leaning toward eventually selling. It still gives us the information we need that they don't feel like they're really locking themselves in with a final answer.

Okay. Good deal. That's the direction I needed. Thank you very much. At one time, question two is  I think I saw this on the Facebook page that someone who chimed in that they tweaked their website and I do have your standard website all up and running. Thank you very much  that they test that it helped them to have testimonials on it.

Is that available to do on the probate plus website? Okay. On the probate plus site or the  can I get caught up with your MLP stuff? You didn't watch what I was saying.  The, no I'm saying, is it available? Is it an option? Which I went through it and I scoured through it. Maybe I'm missing, but the standard off the shelf website that you guys provided me.

That's great. And it's working great as a reference website. Okay. But is there a way to do testimonials, especially in the about us page, maybe to say it lends credence to what we're doing, and I've already got some successes that I'd like to post up on the board is not only trophies, but credence builders.

So the answer to your question is, and this kind of goes to everybody. So we have  a question that we get the sites that you get is, as you said, comes out of the box, equipped to do the specific things, to build credibility. And doesn't assume that have testimonials or you have a lot of other things that you want to go do.

And sure. And I issue with this, is that anything that you want to add? You can add to it. You need to do it yourself, or if it's something that you want us to do for you, you just contact support. One of our team will get back to you and figure out what it is that you need to go do and get it squared away for you.

And if it's something, super simple and easy, and thanks for a second, we'll do it. If it's something that's going to take a little bit of our time, obviously time is money and there's a small fee for it, but we're the cheapest guys in town in terms of doing this, we're here to help you. Anything you want on your site, you have people who've added, a whole bunch of pages. We've added a lot of depths. Who've done a lot of different things with their sites, your websites, a place to start. We give it to you the way it should be to start with. And then it's up to you to modify that people have added chat to it, capable of added things that pop up.

People have added a lot more information. The main thing that people see when they get on there is your list of frequently asked questions, which shows you that I know what you're doing and give them the ability to. Learn a little bit about you and all that, but testimonials are vital.

If you've got them, nothing sells like the word of other people, word of mouth is extremely important. So it's a long answer, but the answer is yes, whatever you want you to do. Great. No, thank you for not saying no, I appreciate it. Okay. Yep. And Mike, while you're customizing, I encourage a lot of people.

If you have any interview chops or video chops at all, start interviewing your team, whether that be an attorney or a contract or clean out crew, whoever it is, start interviewing them. Even if it's over zoom, you can add those zoom videos in as content pieces into your website as well. We don't normally talk about the, a website content and how to build.

Credibility online on this call a whole lot, but you, you opened the door, Mike, so there, there are a whole bunch of different things that you can add to that site. And Tim, if I'm not mistaken, you can correct me, but don't we give them the backend login to their WordPress site. The keys, when you buy it, you get the keys.

So if you have the tech skills and you want to go do that yourself, you can do it and we make it easy on you. It's a WordPress website. There was nothing nothing to prevent you from doing anything that you would want to do about that. And if you need help doing it, we're here to help you either way.

Thank you so much, guys. Appreciate it today. All right. I appreciate you participating. We have two more in the queue guys. There's room for more. It's star six and hint one. And we're still looking for our first winner of the week. Next up is phone number ending in one four nine, five. You're up next. Hey just wanted to piggyback on those.

Marker [00:25:15]The last caller he had mentioned part of my question about using a dialer. I have got an accountability group. That's just, we just started up to do  basically expireds fizbos that kind of a thing. It's it's basically.  We just signed up on a zoom and everybody can see each other and it's just again for accountability.

And I'm following their lead, which I've just the whole cold calling and all of that is, is brand new to me as well.  Jumping in and multiple spokes. This being one of them. Can you give me a little insight about that? Cause they're telling me, as far as the expired areas, you just, you use the dialer you grab who you can grab, you, you just blow through things and it doesn't.

It doesn't seem like this is that's the way I need to be handling this and forgive me for the, just the almost ignorant questions I'm asking, but I'm just, I'm still trying to. Put all this together. These are great questions. And for every ignorant question you ask, I guarantee you just saved about a hundred people that are going to listen to this, or are listening the same from asking the same question.

So there they are thankful how many probate leads are you getting?   All I have right now is historic.  Intention was to. Subscribe last week. And I,  under the con the contingency that I was able to move some obligations that I had with some other real estate related things that I'm involved in and that's taking longer than I expected.

So I hope by the end of next week, to be able  to subscribe, I just cannot get them to  Release me yet. And so it's a little, it's just something I did not expect. What's going to happen. So I'm in a, I'm in a limbo. So I'm trying to make hay while I'm in London.  Jim and Tim are both going to kill me for bringing this back up again, but if you can sign up before Tuesday then you'll get the you'll be able to plug into the Wednesday foundations call and get a lot of dialogue and probate foundations technique.

With that said, Depending on the number of probate leads you have, you may or may not want to use a dialer. We have a whole bunch of people that do use the dialer. I've find that, normally anything under around 40 or 50 leads a month, you can do manually without much trouble.   Work certain lists manually and some lists with a dialer.

Probate is a completely different call from what your expireds and for sale by owner calls are going to be. Those are kind of Wolf of wall street, boiler room type of thing. Call where you're just going for no you're dialing. Hey, do you want to sell your house? No click. You want to sell your house? No click.

You want to sell your house? Yeah. Okay. This one, you're really trying to identify pain points. And so you're leading in with statements of value and then opening the floor to the person, to either share with you their experience or give you some resistance. So you're. It's a lot more of a nurturing and cultivating relationship, a different style phone call on your first time.

There does come a point with probate leads where you go into sales mode. It's normally after you've built some rapport where an expired or for sale by owner, you're going into sales mode right out of the gate, because they're probably going to list the house and you need to get them  listed with you before the next guy does.

Probate it's about building the runway and having great credibility and rapport when they are ready to take off. Okay. We'll see you in that that, that is one of the reasons that attracted this aspect too, because that's, that is really where I come from. I'm a spirit influence  person. And like I said, I'm trying to go into a multi-speaker  Situation.

That part I get.  What I'm hearing is you're saying that definitely needs to be more organic. I believe in my County that I'll be signing up for, I'll be getting at least, a hundred leads a month.  That's doable and to just piggyback on that and part of the process that I'm in right now  do you could, do you feel like that going down the route of okay.

Dealing with probate and all of the situations there, do you feel like that it could be transferred into those other spokes expireds and for sale by owners? Cause that's what I'm finding now is there's still, you're still dealing with frustrated people. Just in just it's being generated for different reasons, namely, being called 150 times and it's okay, I'm the a hundred 50th person that's called?

What, what is why would I even listen to you?  Does that make any sense? And it can, I, is, there is a way, to focus in on buckets, you get it, to land the plane here. I guess if I get. Skilled with probate. What will that skill me in? Yeah. A notice of default and expireds and these other spokes that I guess I should have said that.

Okay. All right.   The basically when we start teaching you dialogue and I don't wanna S I don't want to say scripts because they're really not that these conversation principles the principle isn't linear and it's used. Based on the reaction of the person you were talking to. And of course it's geared toward probate phone calls, but.

I'll tell you that these principles, if somebody hits you with a really hard objection, that principle works, whether it's an expired or a probate, if somebody shares a pain point, the principle that you plug in works, regardless of whether it's an expired or for sale by owner probate. So they're all going to be relevant on the phone.

And this is. Is definitely going to make you a better prospect you're in, for sale by owner and expireds.  Obviously, and I think that it it doesn't go without saying so I'll bring the point up. I think a lot of times your credibility, when you get, get on the phone with someone, no matter what source of lead it is vital.

And so I believe that there needs to be some kind of a marketing effort where people at least recognize who you are, whether that be Facebook ads or email or direct mail, postcards, letters, things like that. When you get someone on the phone and they have at least in the back of their mind, a little bit of of they've seen your name.

At minimum, it really warms that call up  especially in probate that it'll help in your other sources as well. And David, I wanted to, I want to make two comments. First of all, we'll have your account rep reach out to you and get you in that foundations training. One thing you touched on that is I think is so important that very few people do is the accountability group.

In my previous life, I was a real estate coach for about eight years. And. The person I coached for charge. Realtors and investors were paying him a thousand dollars a month for a 30 minute call. Oh, don't even, please don't even start there. But it always amazed me dope. Bruce has a charge that blacks don't worry.

It always amazed me how people. People will make commitments to themselves and not feel bad about breaking them, but when they would come to the call and know they had to either tell me, Hey, I made my contacts this week, or I didn't, I did my homework. I didn't people go out of their way to look good to other people.

And what you touched on there, go to our Facebook group and set up accountability groups and just meet once a week and tell each other what you're committed to do. And then the next week y'all got to show up and say, I didn't or get your excuse. You would be amazed how powerful that can be. And it is, I would suggest everybody on the call do that.

You set up your own little groups in our, all the leads Facebook group. Cause it's it sounds like you've had some experience with that as a pastor. Yes. And I, and that's where I appreciate you guys, I can sell ice cubes to an Eskimo, as long as I believe in what I'm selling and what I found out through  I believe in what I'm doing, but I found out where I guess a hindrance for me, I don't believe in the way I'm doing it.

Does that make sense? And so I've overcome that. And like I said, I think that the way I hear you guys talking that I want to learn. In that direction. And I'm just  guess my question, the foundation of my question is that I don't want any more here, drink this, smoke, this where this  listen to this, say this  and all your wildest dreams will come true.

Vote Pedro. I just,  I'm just.  Just a, is that, and if you don't, and if nothing happens and you go back you say I did this and they say, Oh you just didn't do it long enough, hard enough, fast enough, slick enough or whatever. And I don't hear you guys saying that.

So yeah. Let me give you, let me give you this.  If I'm going to tell you, or if any of us are going to tell you, you didn't do it long enough or hard enough or fast enough, it's going to be in the beginning of your probate experience.  Can tell the majority of people  right out of the gate that they're going to need to put  a good four to six months and to a list to see  close to the fullness of your conversion process.

Establishing the proper expectations are of how long you're going to be working with families to get them to trust you and convert. Because the reality with probate specifically is somebody. They just lost somebody. Most of the time, sometimes they file probate really late. I've seen years after that, there.

Loved one passed away, but a lot of times it's usually a couple of weeks after whoever they've lost has passed away and they're collecting bank statements. They're dealing with legal documents and the court house they're finding debts. They're cleaning a house out and who's going to cut the grass and they're just doing all these things and they need to know in the beginning that you understand what they're going through.

And they also need to know that you're not there to pitch them and sell them and try to convince them  to not go through that process. And many of them are going to take three or four or five months to get to the point where they're emotionally ready to sell their father or their mothers or their siblings, largest asset.

And if you're there offering credibility and guidance and options throughout the process, you will get the business. Doesn't always happen in month one or month two, but you're going to get it. If you properly set up the plan and the expectation of how long you're going to be prospecting a family. Thank you.

All right, sir. We appreciate you. We got the queues filling up, so let's move on to. Phone number ending in six, eight, seven, eight. You're up next?

Marker [00:35:52] How are you doing what type of marketing? Can you put together if you're gonna run some Facebook ads  pretending to probate  Facebook ads are going to primarily be more of a branding oriented ad a lot of times.

And I've done this on several different occasions. A lot of times you need to have a big enough audience. If you have a list of 50 people, Facebook might not deliver that ad. They might, but they might not.  So make sure that you have a large enough audience and it should have some kind of a click through you need to offer something of value, whether that's a probate checklist or a vendor's list or a free home value, something like that.

But. I want you, even though you're offering those things, I want you to be aware that Facebook ad is probably going to be geared toward building credibility for yourself so that when you call and when you put mail in their mailbox, letter or postcard, they recognize you. That's the power of running Facebook ads is the brand awareness and the credibility.

What about it? So we in the regular, what if, what about if you just running a regular Facebook ad pertaining to probate, give niche of people that are in the situation right now?  What types of information could you put in front of them?  What word when I'm referring to? Yeah, I was going to jump in what I was going to come in on in the past.

What we have recommended we've heard works is stand in front of your courthouse. And just say, Hey, I visit here every month. And the, if the people are doing the probate themselves, they've probably been there.  If not, stand in front of something that has your courthouse name and say Hey, it's Jim, just coming to you.

Live from the, The Calousa County courthouse and wanting you to know that I'm here to help you with your probate, make it something short and specific, and then combine all the things that Bruce said, a call to action and something free that you're offering. But rather than just your picture, sometimes identifying them with the place where the probate is filed can be pretty effective.

And Bruce, you had something you were trying to add also. Yeah, I was actually just going to add the video content. And I do think that offering them something that if they click on the link in your ad, offering them some kind of a free probate checklist or a brochure or something of value.

It doesn't have to be really substantial, but do give them a call to action. A reason to click on the link in your ad or to call you. But. It's really important that you have the appropriate expectation with this. A Facebook ad is not going to in and of itself, convince someone that you're the best person to sell their house with.

Very often, let me say that it does happen. You need to also be doing your other prospecting and marketing, or you're just going to waste money.

All right, sir. We appreciate it. Next up. Is phone number ending in nine, five 85? You're up next?

Marker [00:38:42] Oh, yes. Hi. I was just wanting to ask a quick question for you. So I was talking with the guy today as I was making my phone calls and he, I saw that he had several properties, not just one, but I, the one in questions specifically that was on the probably plus.

Was really, it was worth like $1.5 million.  I called the guy and he said  there's really nothing to be done. This is on an annuity and I don't really need any help at all.  He's keeping it or something. So I was a little bit perplexed because I wasn't sure what he meant by that.

Have you ever come across that before? And can you please explain to me  what he would be needing annuity for on this house and how would you be collecting it?  Yeah. Starting to get into some complex financial  not advice but technique here. So annuities are generally, if that property was pro is probably income producing and is probably managed by someone else.

I'm speculating. So the odds are. Someone that's put their property into an annuity is not going to sell. Cause it's normally income producing.  Very few people do this. It's an insanely low number of people that have the financial sophistication to set things up like this. And I would argue that if they do have the sophistication to do it this way, they're probably not going to go through probate.

So in the future, I would be really surprised if you ran into another situation like this.  For now we need to drill down with a person like this guy on what his what he was saying no to, was he saying, no, I don't really need help cleaning the property out. Was he saying, no, I'm not going to sell.

Was he saying my attorney's handling the legal aspect? Yeah. I asked him about that. I said any type of real estate services, if you, even managing the property  selling it I week three, I still have people that can help you renovate property or clean property.

Is there anything that I could have helped you with? And he said, no, nothing is just, there's an annuity property and everything's taken care of. I really didn't like it, that I didn't really know how to answer it. And I wasn't sure what he even really meant by it.  Simple solution without admitting you don't know exactly what that means. Would  you could say something like, so the property is rented. You have a long-term tenant in there.  After question, is it even though it's in an annuity and yeah, you may have a long-term tenant. Is this something you think you might want to sell when the lease is up?

You know what I mean? You could ask, you can ask generic questions like that, that don't really give away whether you understand what he's talking about or not, because I would assume that, and Bruce correct me if I'm wrong. I would assume even if it's in an annuity, it's not something. That couldn't change in the future.

And for a $1.5 million listing, you want to keep on touching on top of it. Yep. It's. I want you to go back to the objection, validation that that I've mentioned a few times on this call is he gave you some resistance or an objection. Sounded like he did it in a pretty diplomatic and decent way.

Just because he's planning on holding onto something today doesn't mean that it's never going to change or he's never going to need assistance. And so I would just say, Hey, that's great. I always like to hear that someone has everything handled.  Think sometimes that changes I think.

Would it be okay if we just kept in touch periodically just to see if anything has adjusted or changed. And and then you could always just shift over and say, and am I clear and understanding that you probably will not be selling any real estate? And just drill down, you need clarity. And a lot of the questions that we teach you guys to ask are fairly generic.

They're designed to leave someone, lots of room to go in a hundred different directions when you're not sure what someone's going to do. You might want to get more specific with your questions. If I'm going to get specific, I'm usually not going to get specific out of the gate. I'm typically going to validate whatever it is that they've told me first.

Marker [00:42:46]Okay. I appreciate it. Appreciate it. All right. Next up is Mr. Pinell. You're up next. Hey guys, I just wanted to try him in on that. The question about the social media, Facebook ads.  I see this a lot and I see this a lot with realtors in general. They want to start with the easiest thing. They assume Facebook's going to be the, or social media.

Let's YouTube ads, Google ads, whatever ads you do on social or online, we assume that they're going to be easy to do, and we can just hit a button and spend 50 bucks.  That's not really where you need to start with probate prospecting or any prospecting because you need to have I'm just speaking to the whole audience here.

You, you gotta. You're going to get leads on social media. And if you watch those click funnel guys, and you watch those guys that have those funnels in play  they have systems that pick up the follow-up that you're not going to have. If you start at social media and just spend 50 to a hundred bucks, I, what I would recommend to the whole audience here.

Is that you do your letter one, you do your call one, you do call two, call three, use Facebook and social media and all the ads online, wherever you want to put them. As impression only that matches everything that you have, your website, your calls, your letters, it has to match, like you said earlier in this call and that's going to be where you, your you'll go from your calls.

We'll get probably three conversions a month. Combined letters. You'll probably get six or seven with the impressions. You'll probably double that the 15 deals a month. So you got to have the money behind and the follow-up and the action plan behind it. And I've been doing this for about two years now.

We're probate, and I'm just now getting to the point where I got all my marketing in place, all my letters in place, all my calls. And now I'm doing the social media stuff. David, what you just shared was totally gold. And that's where where a lot of people there they want to fire a social media ad out for a month and look at the conversions and the leads just roll in and.

The magic really happens when one, someone calls you four months later and they say, I see you everywhere. Yeah. And I get your letters. I got your brochures. I've gotten your voicemails. I'm sorry. I haven't been able to call you back. I see you on Facebook. I see you on Instagram. And email different things like that.

And it doesn't, you don't set it up all at once. And I also want to caution people that  not to hold back on your calls and letters until you don't hold back on those. If you don't have everything set up, it's fine. You can start with those foundational pieces. And then as David just mentioned, gradually build in your social media campaigns and your email campaigns and different things like that.

You gotta be okay with not expecting anything from the ad at first, because it's gonna only be an impression tool. Like you said earlier, that you gotta be in the back of their mind that you have a better option for them. And we come at them with all the options, listing wholesale rental we'll bill, everything to get the appointment.

It always changes at the appointment anyways, whatever they say on the phone.  It's just a matter of just,  you can't focus there. That's I heard that and I was like no, no stop holes. Put the brakes on because  I've made that book on probate. I've done letters have done. Geez, man. It's intense.

And then you want everything to be where it's automated. I'm getting to the point where it's just automated, where it's going to go out, regardless of I do it and put the phone call letters. And you can't have a conversation with somebody on the phone to prospect these people. We don't need to start trying to get leads in to then have the conversation because you're going to fumble and screw it up.

Great stuff, my friend. Thank you very much. I'm sorry. Yeah. Oh no, you're good. Don't ever apologize. You bring some, Oh, I always ramble on powerful. Okay. Good guys. We have one more in the queue. That'll bring us up nicely to the top of the hour. Last call his phone number ending in seven three, five five.

You're up last.

Marker [00:46:35] Hey, my name is young and I I think you guys, there was a very interesting article that you guys sent over in regards to the best calling times. It was done by MIT and collaborative MIT and The study itself was from Monday to Friday, the peak times to call someone for conversions and to connect with somebody.

But they didn't mention anything about Saturday or Sunday. Do you feel it's a bad idea to call people on Saturday and Sunday? Bruce? I'll jump in on this one. And I'm, it has some comments too. We have, I haven't done a comprehensive study, but when I was an active prospector, I used to make a hundred contacts a day.

I would try somebody. Three times during business hours. And then if I miss them, I try like on a Wednesday night from five 30 to seven, o'clock, try not to interrupt their dinner, but, make it brief. And probably my best follow-up times were about 10 to one on Saturday and make sure you're calling the right times.

I'll make sure you don't call somebody 10:00 AM your time. And it's 7:00 AM and in California. But no I had very good success with Saturday calls. People are home, they're relaxed earlier in the day. They, they're not out yet. They're, they're awake maybe having their second cup of coffee and I used to have very good success.

Then. How about you, Bruce? Have you tried weekends?  To your first point is make sure that the time zone matches up. My very first real estate lead ever was a million dollar lead in $150,000 average price point market. And I didn't pay attention to the fact that they were in Hawaii and I called them at 9:00 AM Eastern time the next day.

I can tell you, I didn't get that deal. So check your time zones. Normally, generally speaking I w I want. Everyone to hear very plainly very plainly that if you are your worst during those MIT time zones calls, call times don't call. We want you calling when you're at your best and if you're distracted and you're not going to call, and you're just holding your calls back until MIT said that you should call you're not going to be very effective.

So call when  your best number one. Number two is  As far as Saturdays and Sundays go Sundays. I've tried Sundays. I've never really had a whole lot of success on Sundays.  Saturdays all I'm waiting for on Saturdays. And I haven't done a comprehensive study on this either, but I'm waiting on the The soccer parents to, to get out of there kids' activities.

And I'm usually waiting until about 11 o'clock and normally a couple of hours before. And right after lunch are normally seem best to me. And I'm going to, I'm gonna use that word theme.  I have tried at all different times of Saturday and 11 to one seem to be the best times. Yup. I agree.

The one 11 to one wherever works for you. Okay. That helps. Alright. Cool. Yeah. Yeah. That's the only question I had. So guys, awesome job as always. We can't say how much we appreciate all of you for showing up today, particularly appreciate the seven or eight of you that actively participated. I want to remind all of you come to our next mastermind, call with your winner of the week and take one idea.

One thought, one thing that inspired you on this call. Wow and put it into practice and please come back next Thursday and share your results with the group. That's a great day, guys. We'll talk to you soon. Take care.


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Setting Expectations and Preventing No-Show Appointments | Prospecting Surviving Spouses | Probate Mastermind Podcast #315

Setting Expectations and Preventing No-Show Appointments | Prospecting Surviving Spouses | Probate Mastermind Podcast #315

Probate Mastermind Episode #315 | Recorded Live on February 18th, 2021.  

Join Us Live Every Thursday | Previous Episodes.


Episode Summary: 

In this episode of the Probate Mastermind Podcast, you’ll learn how to set expectations and prevent no-shows before appointments; how to prospect probate leads with a surviving spouse; how to adjust your pitch when prospecting leads that have already closed probate; and more!

***Most importantly, we hear more incredible success stories from rookies and veterans that are turning probate leads into listings, acquisitions, and wholesale deals!


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!


Get Probate Leads

Get Certified in Probate Real Estate


Call Re-cap:

Accidental Attorney Networking

00:00 Accidental Attorney Networking 

David had an expired call this morning and the point of contact was a lawyer. The lawyer mentioned he was interested in carving a niche out of quit claim dates that were fraudulent to target title fraud.  David took this chance to try to build rapport, and while the attorney focuses on criminal law, he was open to referring him to other probate attorneys.



Appointments: Setting Expectations And Preventing No-Shows

12:57 Appointments: Setting Expectations And Preventing No-Shows.

Federico got the cold shoulder from a personal representative he had an appointment with.  The personal representative followed up with him after the scheduled appointment and asked him to reiterate all that he offers. She has not responded since. Is something odd about this?



Posted: No Trespassing Signs: Good or Bad?

22:53 Posted: No Trespassing Signs: Good or Bad?

Offering to post “No Trespassing Signs” on an ancillary probate property is a great strategy to get your foot in the door by providing quick and easy value. However, could doing so signal to outsiders that the house is vacant, and possibly encourage squatters? 



Adjusting Your Pitch for Leads That Have Completed Probate

26:04 Adjusting Your Pitch for Leads That Have Completed Probate 

When reaching out to probate leads where the probate case is already closed, should you change your approach? Jim and Bruce both share insights.




Brainstorming: Email Subject Lines

33:33 Brainstorming: Email Subject Lines 

Mike and Bruce discuss copy for email subject lines and how to write for different personality types.  In particular what are some headlines you should try using when sending emails to leads you haven’t spoken to yet?



Marketing Compliance for Licensed Agents

42:49 Marketing Compliance for Licensed Agents 

I’m an agent and investor - How should I include my disclosures in my mail marketing? Bruce describes how he includes subtle disclosures in some of his marketing, but also sends out other campaigns that are more brazenly focused on his real estate services.


Prospecting Surviving Spouses

44:12 Prospecting Surviving Spouses

What’s the best approach for providing value to surviving spouses when prospecting probate leads? A lot of people shy away from contacting surviving spouses, and many spouses truly believe they will stay in the house. However, most of the time real estate needs become inevitable.  Bruce discusses.




Looking to hear prospecting tips in action? Check out our live role play series.




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Episode Transcript

Probate Mastermind Real Estate Podcast Episode #315


A.I. Voice Narration: [00:00:00] Welcome to the Probate Mastermind Podcast. These episodes are recorded live once a week and are hosted by the coaches. Agents, investors, and wholesalers join the coaches each week for everything from marketing tips, sales, psychology, live deal analysis, transaction engineering, advanced real estate strategy and personal development.

You will learn to get more listings, more deals and find financial freedom by listening to these episodes. Be sure to catch show notes at and join our free Facebook mastermind community:



Welcome dynamic realtors and investors nationwide. Today is Thursday. February 18th, 2021.  Before we get started today, guys, we got a full queues, so get right to the callers, but we do have an announcement to make pretty exciting announcement. I think we, six, seven years ago now when we started this company, we decided we didn't want to just be a data company.

We can just sell your data, but if we don't give you the. Training and the tools to make sure you're successful with the data you aren't going to reach your potential, if you're successful at all. So we really, they tried to make this a systems company and we get great feedback with our training.

We've got an awesome full-time coach, Bruce we've. These role-play calls, we get a lot of good feedback. We've gotten particularly good feedback.  On the role-play calls, which we've been doing the first Wednesday of every month. And we've gotten such good feedback with them that we decided to discontinue them, verse that's right. Which we can work up it up with a budget hats program. And I wanted Bruce just to take a brief minute and tell you what we're going to, and this is going to start with the first Wednesday in in March coming up a week from next Wednesday, the new program's going to start. And Bruce, you want to just give them a real quick.

Summary. Yeah, a real real quick summary. He needs to start with why. So many of our subscribers that are taking advantage of a monthly call with me, a lot of times what's happening is I'm running over a lot of these foundational trainings that are, that they need to make them successful.

But sometimes it's four or five months before we can roll everything out. So we've decided to pack all those foundational pieces, including lots and lots of role-play. Into into Wednesday calls. So you don't have to wait a month between role-play calls and you also don't have to wait a month in between having a coaching session with me.

So they're going to be group.  We're going to be teaching you guys all about, team-building all about marketing to probate leads and a whole lot about. Probate dialogue. I don't want to call them scripts, even though there are some scripts, but that dialogue we're just teaching all the foundations that you need to be successful.

And you are pretty much going to be able to get in on one of those classes every week. Awesome. Great improvement. And before you guys, I told the sales team about this about 10 minutes ago. So they have no details. We're going to there won't be a posted on our website at each and every one of you will be getting an email.

We're going to do a system-wide. Email blast to completely explain the program and that'll be out well before the first call. So I'm not saying don't call our sales team. You're welcome to, but they don't have the details yet, but we'll make sure we get you all the details well in advance of the first Wednesday of next month.

So we're real excited about that guys. We feel like it's a significant upgrade to what we've been doing. And that's all I got to say about that. We've got a full queue. Tim, are you back? Do you want to add anything or I'm not sure he's back. I'm trying to log back. Okay. Anything you want to add to what you may not have heard what we said?

Yeah, I did right back in there. So the only, only thing I don't want to add is to just make sure that everyone is well aware that we continue to refine what we're offering in. Every time we do it with the eye to improving it and improving your success on all of that. And we've been really diligently working on making sure that we're adding data and adding content.

And all that sort of stuff. So that's what you end up with is even more and more. Value for the investment you make, not only in the leads that you get, but we know that you're here because we provide you with a system and we're just increasing the value of the system. We intend to do that as we go forward.

And that's why we do Amelia mailings and websites and ISA programs and training. And. Shower you with as much as we can possibly give you to make it be successful. So we do it because we appreciate you. And we're trying to make sure that we're diligent stewards of our role in the industry and hopefully our role in your life.

So thank you for being here and thanks, Bruce, for taking the lead to make this thing move forward. Thank you. That is awesome. Said guys, and we have got a full queue, so let's jump right in. First up this week is phone number ending in one, four, nine, five. You're up first.

David are you there? One 49, five hit the unmute button. David. There you go.

Marker [00:04:44]How you doing, buddy? Good. Good.  Yeah, I've got a point with Natalie tomorrow, so I'll be getting geared up questions.   Had an expired call this morning and the guy that the POC was was actually a lawyer and long story short  got into him looking.

He as a hobby, he  Was trying to see if he could monetize illegal title set. And  basically he said he found, he was, he found a niche where, he was, he's looking through quick claim deeds that were fraudulent. And of course, trying to figure out, how criminals were, deciding on what properties target to set in Heather Long story short  Him being a criminal lawyer.

I did ask him the question of how I could bring him value and, he said, really, there's not anything you can do for me. I don't really need any help. I did ask him if there were other lawyers that did probate. First I asked him that. And he he said, yes. The guy was just amazingly receptive.

I was like, is this kind of fixing to do something to me? Or, I just couldn't believe how congenial and everything he was. And so the gist of it is that, is there anything that can be offered via the whole title thing? When we start, when I start talking to these probate leads  because he said it's a really, it's beginning to get, to become a very big deal.

So I think that's the biggest thing that maybe you're gonna need to sit down and map out a little bit before you just immediately start. Offering this up, but there are a lot of different pain points that your probate leads and your personal representatives are not aware that they are going to experience.

And a lot of times they're in a pain point that they're experiencing a pain or a frustration that they think is completely normal so that they might not know that it's a pain until they see an alternative. I think you'd just need to sit down and map out  what that title says, what some of that might look like and just use it in your dialogue and your conversations to bring up as something that they didn't even know existed.

And ultimately. You're taking down them down this path of passive pain and what it might mean for them. If somebody did steal their title, I have no idea how popular it is. This is the first time I've heard anyone really bring it up. It's hard for me personally, to give you give you advice on it, how to bring it up to a PR I would just have further conversation and dialogue with this attorney to come up with that.

But but ultimately you probably, once you have an under a greater understanding of that, you probably should start to include it in your conversations when you're calling. Your probate leads and and just ask them if they've, if anyone's ever brought up the fact that there's some fraud going on and if anyone's ever brought up how how they might get taken advantage of, and if they say, no, you simply make a point and then ask them after the point what it would mean to them.

Or how damaging it would be if that happened. And it just further enhances the call and the value that you're bringing to the leads. I don't really have any other answer at this point until I dig into it and maybe start to think about what that conversation might be like. But I said, I think you're potentially onto something.

Yeah, David, the first thing I thought when you mentioned it, I don't know this to be true or not, but I suspect it's probably less than 1% of the probates. Have somebody tried to steal the title? I, as Bruce was talking, it occurred to me that I don't think I would mention it if they already have an attorney.

Because the last thing you want is them calling their attorney and saying, Hey, this realtor said you should look into, you might be making more work for your attorney. You know what I mean? If you don't want to call it the attorney and saying, Hey, is this a problem? Could you check into it for me?

It, if it were me, I would probably, if you're going to mention that if you notice the people that are doing it pro se that don't have an attorney, you might want to say, Hey, there's a lot of reasons you need an attorney. A matter of fact, I was just talking to an attorney the other day. That says, this title, that's not uncommon, it might be an opportunity to refer business to them.

I'm not sure if I would just routinely mention it to someone that already has an attorney. Do you agree Bruce or not? I agree.  We don't want to get into great detail on this. The more detailed you get  the more desperate it sounds.  So I would.  Roll back the actual description of how they might get taken advantage of and just make a blanket statement that I find a lot of personal representatives and families who've inherited property just don't want to be taken advantage of.

Does that make sense? So now you're categorically getting a yes. And if they want to know that you can start to go through details. Yeah, I liked that it could be taken advantage of by an unscrupulous contractor or a state sale company or a realtor. That's much more generic. I like that. I like the way that sounds.

Go ahead, David, you had a follow up question.   Yeah. Just the reason why I asked the question, it was just the oddest. It was a great conversation, but it was the oddest thing that he transferred into that. Because I actually had a construction customer about three months ago that she did have some ID theft and I suggested that she gets titled theft insurance just as a precaution.

And she was ecstatic. If anything, it just brought her that, that brought her peace of mind among everything else. So it was just a very odd. Coincidence today the one last question and I've got is that regarding the letters has anybody had success with, I've got a very industrious wife and a couple of middle school kids is can the letters be handled that way?

While I absorb the initial.  Investment of the leads.

I'll sure. I'll give you  brief. Pro and con obviously if you're absorbent absorbing costs and you're trying to stay in the program longer and get yourself. Absolutely. And I've done it before.  The issue that personally I ran into is people quit or they fall behind on schedules and then you're left scrambling without any marketing going out.

So if it's a band-aid or a bridge to getting to to profitability, It's not a terrible idea, but I, it's hard to hire and it's hard to keep even family members on top of the mail schedule that you're going to want if you're going to be successful. So just keep that in mind.  Certainly we're not blaming you if you're strapped on budget and you need to fulfill some of your own mail for a little bit.

And also David, go ahead. Sorry. It's just initial startup and like I said, I just, I don't know what I'm doing yet. Just I'm being quite Frank with you. This is just a totally new area. So just there you go. Or what's your. Go ahead. Jen go. No please. I'll wait till you guys are both done.

Go ahead, Bruce. What's your what's your doing David? It's a pretty common question. And personally, I really can't blame you for having that question or anyone.  Because I've done it as well. It's just a more unpredictable marketing schedule. So I'm going to encourage you that if you're going to do that, use it more as a bridge and then eventually get your profitability up and get to the point where you can systemize it.

Not have to put that on yourself or your family. Got it. Yep. The only other thing I was going to add, David, and this is very, this is really obvious, but sometimes it's easy to overlook it when you. When you're making the comparison, make sure you factor in all the costs,  the the ink on your printer, the paper, the envelopes.

And then determine if the difference is worth your time or not. If your kids are working for free, it might be, if you're, if your wife's got nothing to do it, it's probably pretty close though to be in break even, if you paid a minimum wage, you're probably going to be breakeven to let us do it for you, but there are certainly people that do it.

Okay. Okay. Thank you so much. All right. Thank you, sir. Appreciate it. All right. Next up in the queue is phone number ending in eight two one three. We got a frequent flyer. How are you doing so I'm well, how are you? Good buddy. What's up?

Marker [00:12:57]I just have a follow-up question for something I asked last week.

So it was regarding the wind. The wind was that I scheduled an appointment with a PR who didn't have an attorney. I was supposed to meet with her this past Saturday. I followed up with her a few times prior to the Saturday appointment. And then finally, Saturday. I saw she wasn't getting back to voicemails, so I decided to text her and confirm that appointment.

And then she said, Hey, look, we're going to have to reschedule, but tell me more about your services. Send me something about what you provide and all that stuff. So it's almost as if, although on our initial call, she understood what the value that was being offered was, and then it's almost as if it.

She regressed.   She's not very responsive at the moment. I sent her an email with a copy of the letter that was sent out through you guys and then briefly summarized in the body of the text. Just how I got her number and why she was contacted and so forth.  She didn't respond to that and has not been responding.

So I'm just trying to maybe strategize on the best way to continue staying in front of her without being the aggressive splash, what could come off as suspicious person that she doesn't know who's contacting her. Yeah, that makes sense. So fed first thing that I'm going to address is how to how to present yourself in the future to future people.

And then we'll circle back on what you might be able to do with this individual  lead.  In the future, if I'm setting an appointment I want to, before I let them go, I really want to clearly define so that there's no ambiguity or wonderment on their end, what it is that meeting is going to be all about.

A lot of times, I like to describe this in a really low pressure way. So I'll say something like  just so we're on the same page and know what our meeting is about. Basically what we're going to do is we're going to take a quick walk through the property. I'm going to probably make a list of several things that you could be doing.

And in what order you should be doing them.   I'll get an idea of what your potential value is. If and when you ever decided to sell. And and then I'll give you a couple of things that I could just take off of your plate. I'm not going to ask you to sign anything. I'm not going to try to pressure you into a sale.

It should be about a 30 minute appointment or just name the time. And and that at the end, you can decide if we should take it a step further. Now that person they know exactly what you're doing. They know that you're not there to give them a hard sales pitch. Now, when I do show up, I usually give them the option.

Of going ahead and signing something, say, just so you know, I every now and then I come out thinking that that somebody's not going to be ready to do business and they tell me that they're ready to list a house. So I did bring a letter of intent if at some point during our conversation, you want to just skip all the formalities and the discussion and the questions you just tell me, give me that thing and I'll, and we'll sign.

We'll get you listed.  But that's not what I'm here for. And so that's just one technique of a way to remove the pressure. Cause what she is saying to you is basically, I think you're coming out here to sell me on something and I don't want to be sold because she has one idea in mind and you have another, yeah, it's really hard to go backwards.

Sorry. I said, yeah, it was definitely strange because obviously with, during that call, I noticed she didn't have an attorney. So I focused the core of the the call that we had on. Do you need any, we're here to we try to reach out as soon as possible because we know that, the probate process can be  pretty extensive and complex and asked her if she had an attorney, she said no, and asked for some recommendations.

So I went ahead and asked her about that and has a vacant home insurance policy. Once she said she didn't have either of those and wanted some assistance with that. I said I'll have, attorney. Give you a call. She, she's worked with many families that have gone through the probate process.

They, they're very happy with her and then we'll have, for example Bruce Hill call you to discuss the home insurance policy. Obviously feel free to, to work with whomever you want, whoever you feel most comfortable with. And so then we set up that appointment and then I said, if anything changes, feel free to give me a call and we can take it from there.

So I thought I wasn't as pushy as I probably came off. So you were pushy. If what you just said is what you did then that doesn't come off as pushy, but it comes off as ambiguous. She didn't know what your meeting was about. And anytime that you have an unknown you're going to start to develop some suspicion out of those questions.

Okay. You didn't define clearly enough.  And you can correct me if I'm wrong, but it sounds to me like you didn't define clearly enough what you were going to be meeting her about. Yeah, I think I should have clarified, like you said just to say, Hey, just so that there's no misunderstandings, I'm going to be coming over to do this, that with no obligation.

I just briefly stated I'd love to meet with you at the property so that we can understand and discuss what options are available to you. Whether, if for whatever you'd like to do, whether it's sell the property, keep the property or. Lease the property. So I gave her those three items just to make her understand that the option is yours.

But perhaps that's good with everything that we discussed. I should have, perhaps reclarify prior to hanging up. Yeah. I would have defined a time and a couple of agenda items. And in addition to what you gave okay. With those three options, I think those were perfect. She's still expecting you to come out and ask her to sign one on one of three different options.

And I know you, you, what you said was not full of pressure, and I don't want to propose that you don't ever want to put more pressure on someone. I'm just saying with this woman, I think that she was just had too many questions at the end of it and her mind started running and she started thinking I'm about to get a sales pitch and be asked to sign.

And I don't want to do that. Fair enough. That's fair. So what I did yesterday just cause I hadn't heard back from her, this the meeting will take place Saturday and she canceled on Saturday about an hour before.  So what I did is I sent her that letter as she asked and then yesterday I just followed up with a tech thing.

Hey, good morning. Were you able to speak with the insurance specialist or an insurance specialist of your choice to make sure that the asset is protected, it was just a way to stay in front of her.  So I'm just trying to, but obviously no answer there as well.  So I'm just trying to maybe, do you think I back off for a little bit and then touch base again, maybe in a week ish or so?

Maybe even few weeks unless she reaches out. Okay.  Yeah, I probably wouldn't let it go a few weeks, but I would touch base in a week I would lay off instead of going daily or every other day I might go with her.  Okay. There is a possibility that she's pumping the brakes because she has had a conversation with someone else.

So don't let it go a few weeks, but maybe a week. Okay. Okay. I'll do that. Yeah. I just mainly want it to keep you guys updated. Since I came out last week with, Hey, it's a win. It's an almost, when it still might be one, one, one thing I, one thing I was going to add fed is that buyer remorse is so common.

It really is. You're on the phone, you did a good job of closing them and then they hang up and say, Oh my God, what did I do? And. You remember the old Axiom, the best way to handle the objection is deal with it before it ever comes up. If you ever get somebody on the phone, if you get somebody on the phone and you sense that they're going to change their mind, you could even prep them, say something like, Hey, I really appreciate your confidence now.

You may wake up tomorrow morning and say, Oh my God, what did I do? Why is he coming over and, and want to cancel and just remember what I come over. There's no pressure. I'm just coming over to give you some options and it's okay if you're not ready to do anything. So pre if you pre-warn them, that they might have that feeling and how to react to it.

When it comes up, they may be a little less likely, to actually go through with canceling.  It just, and you might even want to leave a message like that now. I don't know what Bruce thinks. I'm not usually a fan of a lot of long voicemails, but you might want to leave a long voicemail.

Hey, when I was speaking to you, you sounded like you're ready to go. And I guess I must have pushed you too hard. I just want to call a remind you that there's no pressure when we get together, it's okay. Let me just show you what I can do. And I don't really expect you to sign anything, leave, let her off the hook.

So maybe she'll re-engage. Bruce. He added something to add. I love it. I love it. No, I was just  what you said. I'm not going to do that. I really appreciate that. I'll do that. I'll do that either today or tomorrow. Perfect. Thank you. Come back next week, come back next week and reshare the wind with us week.

It'll be a repeat with how's that. All right, buddy. All right, thank you. Bet. The next up is phone number ending in zero zero three three. You're up next.

Yeah. Are you there? Unmute us? Lakeesha it looks like it's Lakeesha zero, zero, three, three. Hit the unmute button in New York. Are you there? All right. Going, Lakeesha going. We're going to have to move on, but you have us muted out. So please hit star six and hit one and you can jump back in the queue.

Bruce, you can still hear me, correct? Yes, I can. Okay, good. I want to make sure it wasn't me. It was muted up. Lakeesha are you there? All right, let's move on. Next up is phone number ending in eight zero six six. You're up next? Yes. Can you hear me? Yes, thankfully we can. Excellent.

Marker [00:22:53] Hi my name is Beth I'm in New York.

And just a quick question about the posting for vacancies. So I was speaking with somebody about the insurance. They got that they were very appreciative and I said, listen, you want to make sure you don't get any spotters and we would recommend that you put some. Signs up just to notify that the, that you can't enter the property.

They thought that would be like a green light for somebody. If they saw that, that they would absolutely know the house was vacant and that would open them up to more, opportunity for theft and that sort of thing. And honestly, I struggled to have a good,  a good response to their concern.

So that's what I'm getting some feedback on from you guys. I'm gonna say, use that as an opportunity to build rapport. We are not legal counsel to these people. We're not coming through and saying, Hey, because I'm an attorney. I'm telling you, you need to do this. We're simply offering options and solutions.

And if somebody is not willing to accept or plays not just playing devil's advocate, it sounds to me like they were re rejecting the idea for themselves.  I've done my job. I provided a valuable option for them. And I'm just going to say, Hey, that's great. I've run into that a few times.

And I completely understand. I think I would probably put a no trespassing sign on my house  if I was in that scenario. But if you don't want to you're not going to get an argument from me.  Now, if you don't mind, if I ask you and then just go on to something else. Okay. I don't want to give you a rebuttal because a rebuttal, no matter how good it is, all it's going to prove to them is that you're a better argue or than they are, and it doesn't win you any points.

Okay. That makes perfect sense. Everybody has a different. Whatever. Yes, I get it. Thank you. Said because I totally, personally, I disagree with the premise because people  no soliciting, no trespassing. It doesn't mean somebody doesn't live there, but if that's their perception, I agree with Bruce.

You're not going to change their mind. And it's so I think you'll get that response may be one in a thousand times, that's a pretty unusual response to that. So that's a good, that's a great answer though. I agree. And it also shows  you're allowing them to be right too. People love to be right.

And you might even say, Hey, that's a great point. If you're not, completely, or that's an interesting way of looking at it, or however you however you want to phrase it, just acknowledge there. Like Bruce said, acknowledge their objection and validate it rather than, arguing with them.

That's a good one. Good way to handle it. Okay, perfect. Thank you so much. I appreciate it. All right. Thank you. We only have two, two more in the queue guys. So we got another, a half hour to go. So don't be shy. It started six at one, and jump in. We got plenty of the water's fine. Play a room for more. Next up is phone number ending in six, three eight, eight.

You're up next.

Hi, this is rod out in Arizona.

Hi, I got on the call just a couple minutes late and heard the tail end of that title set during probate thing. That's not what my question is about. I just want to say, I thought that was really interesting. And I want to hear more about that at some point.  Here's my question is I have been getting leads for one County.

Marker [00:26:04] I just recently ordered leads for a County near me that.  Only releases bleeds after probate is closed. How does the marketing to those leads change from normal marketing?

Jim, you got anything?  Are you, I suspect, are you in Colorado mic?  Ron and I'm in Arizona. There's at least one. You're you just said that your phone number said, Michael, sorry about that. Yeah, because we have that's a common question in Colorado, they delay the release of bleeds until the probate's completed.

So one of the counties, let me understand one of the counties that you've had, you're getting the probate data up front and the other one, you're not getting it until the probate's complete. Correct. There's two things you could do. You could do probate plus on that County and see in only market to the people that still have real estate, or you could just, when you are my guests in and you tell me when you're have you started calling these people, do you have a sense of what percentage of them are it?

Okay yeah, Mike, my guess is that, maybe. 30% of them, 30 to 25 to 40% of them probably are still going to be available and maybe a little more than half of them are going to be sold.   You may just want to start, you might want to put something use like our, we have a six month letter that we send out instead of an initial letter that says, Hey,  it's been six months since you filed the probate.

You may be sold by now, but if you're not the process has completed and this would be a great time to get the place on the market. You might want to modify your letter a little bit, and you also might want to modify your calls to say, Hey, I know in your market I just got your information.

It doesn't get filed to the probate's completed,  do you still have property to sell? You might just start off with that question. So you don't waste their time or yours. If you got probate, plus you would know that they still had property to sell. If you don't, you can accomplish the same thing on your first phone call.

Okay. Anything to add Bruce? Yeah. I think it's pro there's probably still more real estate in there than even what Jim just said.  I'm speculating every state.  Has a different speed of their process, but I just ran probate plus on a list of mine from a year ago. And there were still 50% of the of the leads still to this day have real estate a year later.

I think part of that is COVID, I'm just speculating, but. You're probably dealing with a lot of people that still have real estate. I think that COVID slowed it down a little bit.  I would go more direct. Normally if you're mailing someone or calling someone that just lost a loved one a month ago and they literally just started probate, you're going to be a lot more empathetic in the beginning on some of these leads where their family member may have.

Passed away a year ago. You have a little bit more latitude on getting straight to the point.  Let them know that you understand the experience that they're going through. So your letter might say, Hey, I realize it's been a little while and you might not have real estate anymore. And you might have done all this, but here are.

Two or three of the things that I can help with. And of course I also help with real estate sales either by purchase. I'm not right. I'm not a hundred percent sure if you're an agent or investor. And I'm pretty sure we've talked before both. Okay.  And if you are thinking about selling real estate  one of the biggest fears that I run into with people is that they just don't want to be taken advantage of.

And I promise I'm in it to benefit you first and feed my family. Second  call me at this number. And so you're just going a lot shorter with that letter and you can modify the our letters to cut them down. I'm just going to be more direct with people. Who've been through a six to 12 month probate process before I get their leads a lot more direct, tell them what I want, what I offer and leave some of that paragraph long empathy out, or at least cut it down a little bit.

Yeah. Okay. So just to add to what Bruce, add to what Bruce said, I agree with him. I was giving you my stats. And maybe Colorado's in my market. I work one to two year old leads and generally anywhere from 20 to 40% of them are still available. But a lot depends on us. What's that. Sorry.

He's he's Arizona. I know the County that he's in there, there's at least one or two counties in Arizona that, that delay their data as well. Yeah, no, I'm just saying that's a very, that's a very valid point that it does vary greatly from state to state.  I will tell you the nice thing though, is by the time the process has completed chances are, you got very little competition, and if they haven't done something.

By that point, they're probably more than ready to. And then you had a follow-up question run. Yeah. Basically it was what you're saying is I'll make a phone call and I say, or in the letter say here's some things that we can help with. And I understand people just don't want to be taken advantage of  we, our commitment is to you first and I feed my family second that basically the idea.

Yeah, it's one of the one of the areas that I go, especially if I'm going to use language about being taken advantage of  I'm typically going to tell them philosophically  who I look out for first. And if you're going to win one of the big things and this we're not going to play this right now, but this is a really big thing, a lot of our subscribers.

And so I'm going to use this as a quick opportunity to educate those who are prospecting probate.  A lot of times we err on the side of telling someone all the things that we're going to do for them without ever describing a single thing that we get in return or a single way that we benefit.

And and I run into day in and day out coaching folks that they're losing the trust of the lead that they're prospecting. And it's because we spend all this time saying I'm going to do this for you and this and this. And the person says, huh, how much do you make? And we go, I don't make anything.

That's a flat out lie. So if you're going to point out all the benefits that you're going to give someone  you might as well point out that you get a little bit of a benefit too. And I like to refer to that is how I put food on my table, how I feed my family, because everybody knows you've got to.

Feed your family or put food on your table. So when I reference my benefit, I don't talk about commission. I don't talk about fees. I talk about feeding my family or putting food on my table. So if you're going to talk about the benefit and the fact that you're not going to take advantage of them, you might as well also mentioned the fact that you're putting food on your table by helping them with real estate.

Okay. Okay. Very good. Thank you. All right, we appreciate it, sir. We only have one more person in the queue guys. So we got another 19 minutes. So we hop in there. Don't wait until three minutes of and get shut out, hit star six and hit one in the meantime. Next up is Mike phone number ending in 6,231? I think I was looking ahead to you, Mike.

Hey guys. How you doing? Good buddy. How about you? I got two questions. One is a really easy one. I'm going to be sending my first email out and to a person who I've not been able to reach who has not called me from my mailing yet. So  what's a good subject line that will get opened. Hey, Mike, can you make sure that your speaker or your mic is a little bit closer to your face?

Okay. I was able to hear you. So just in case you guys didn't yeah. I think it's a little bit better. You all hidden? Yeah. Much better. Okay.

Marker [00:33:33] Yeah. So my question was  what's a good subject line to send some to somebody who may or may not have received you a letter and you've never communicated with, but you have their email,

We haven't tested email, subject lines a lot.  But there's really two different ways of thinking about it. And Mike, you and I talked in the last week about different personality types and some personality types are going to respond to a copy of a professional copy written look, and some are going to respond better to a empathetic approach.

That sounds more natural. So I would probably do both  maybe not back to back in the same day or the same week, what I would go with something that's copywritten  three mistakes that three mistakes that most personal rent representatives make that adds stress.  That might be one.  Then another one that's a little bit more personal is I was wondering if I could help you with probate.

Okay.  Gosh Jim you can chime in here. I'm just thinking of, and to my mind we, and by the way, that is on our plate email products and helping you guys with that, it is on our plate, but it's months down the road. We're not ready to roll. It's something we are looking at.

And we've asked our agents to share with us before last time we talked about it and I thought this was interesting. Someone was using a technique that we have suggested that you use with the attorneys. That makes it look like official correspondence and just put regarding Arizona probate case number 87, four two three, five, six.

He said they were getting pretty good luck with that because it looked like an official, the call of a, of an email is to get it opened.  You're not trying to sell yourself. You may want, certainly if you're certainly, if you're prospecting attorneys, you want to do that. Cause it looks like a, an official correspondence.

But I dunno, it may not be a bad idea to try something like that with the executors too. And see if it. Makes them more inclined to open it and read it. And both of Bruce's ideas are good. Also, if you have some specific advice  or a pain point that you can address mistakes that people make could be,  not posting a trespassing sign, not getting bacon insurance.

And, I dunno, what's the third, most common one, Bruce, that people make.  Probate, quicksand getting stuck in probate quick, said there is a good one. There's a good one. Don't get stuck in probate. Quick said I like that. So yeah, I can tell this is something we haven't really tested. So I would maybe try all the above.

Yeah. Back to your point that you were making about the, regarding I was on that call as well, that week. And one of the things that they were also doing was. It's regarding the estate of citing the person's name. That is the decedent and or the PR. They got to open those emails. And that's the whole point is exactly that it is in fact  just to get them to open it and read it.

And if you put that in the subject line, they will open it. They will read it. If they're the PR. And they look at their email and most people who've been made a personal representative are that because they're a responsible person, they do have an email account. They do, work. It may not be, we give you more than one and hopefully the one that we're giving you is theirs.

And even if it's not, if it's a relative or if it's anything like that, As long as your message is one of offering assistance. You never want to lead with I want to buy, I want to list that's predatory. What you're looking for is to, basically exactly what Bruce said, make sure you're showing empathy.

And what you're looking for is I want to help you. I have things that I can help you with and they're without obligation. And you really need to think about the fact that. Your whole message. There needs to be one of straight and charity. And if there's gotta be genuine, you got to have value. You've got to have people at your disposal that can help them with, all of the common problems.

And the biggest one of those is if it's a house, it's a house that's still got the property of the decedent in it. And that's the hardest thing to deal with in most cases, unless in fact person is a hoarder and that's even harder, but it's still the property of the decedent. So those are the kinds of things that's a lead with, but I would not hesitate to do the regarding the estate of, and call the person out by name.

That's nothing going to get their attention more than that. That's good. I think that's a great idea. I wouldn't say that if I saw. I'd email. And I'm the personal representative with the subject line? I don't know if you mentioned this with their name on it, such as executor and then colon, then there's my name.

And then it's and then comma, regarding case, if I, my name is there as well as the probate case number and the decedent's name. I am definitely opening that I would definitely not be pressing to lead on that. Yep. And I think that the other thing that we said is also correct.

I think what you need to do is probably tested a little bit.  I've always, I'm always a fan of something that's simple because remember if you put all that in it and they're looking at it on their their mobile phones, they're not going to see a big, long subject line. They're going to see a few characters, look at it on your phone, see what and make sure that whatever you fit and you deliver it gets popped into that size.

The amount, that amount of characters, that's critical because I don't know about you, but today I use my phone probably to scan and determine if I really need to get at something until I'm at my desk. But 99% of everything I look at, I filter through my phone to start with more and more that's the case.

So keep it small, keep it short and to the point. Yup. Fantastic. Here's the last thing I'm going to give you? Michael, is. This is just general good technique and email. When you have a real estate business, especially if you're doing any kind of a drip sequence of emails.  You want to go ahead and a lot of those, and I might not do this on the regarding probate case this or regarding this probate case, but all the other emails you're sending, I would hyphen with your name at the end of the subject line on as many of those as possible.

I learned that years ago, I would prospect people that I'd been emailing and I'd call and I'd say my name and they'd say who. And I'd be like I know you've been opening my emails for the last year. Cause I'm tracking this. You've been opening my emails, but you don't know me. And that'll change the day that I started putting a hyphen with my name in the subject line.

And then I started calling people that I'd never spoken with before. And I'd mentioned my name and they'd go, yeah, I know who you are. So anytime you can get your name in the subject line without making it too long of a subject line it's going to. B, just a, another brand touch, even if they don't open the email.

Okay. So you would use your name rather than the hyphen and say the,  your town, family transitions, name or anything like that. You brought that up, your personal name from Michael Belden. If you're an established investor. I got to believe and I've experienced it.

People will research. Oh. And then you did not come to talk to me cause they just only think, Oh, there's this house buying guy.

Aye. Just looking. I think that ultimately we could guess their motives and what they're thinking all day long and some people you're going to be absolutely correct on, but any time that I give them a marketing or prospecting touch, I want them to hear my name because there's going to come a point when they need service.

And I want them to know my name. And so that's why I'm putting my personal name and email subject lines. That's why I'm putting my name and to voice messages. Anytime I can deliver my personal name, I'm going to do it because I need them to know who I am when they're ready. They might not know all my services.

They might not have opened my emails, but at least they've seen my name. Great. Great. And this is with, this is not with a subject line having to do with probate file number, correct? I probably wouldn't do it on that subject line. I would do it on more of the marketing, the general marketing related subject subject lines and those emails.

All right. Super. I remember one other thing you're talking about the probate file number. And you said that a couple of times, and  will say that in my opinion, The person's name for whom they are. The the executor is going to get their attention more than probate file name from terminology standpoint.

If they see Joe Bob Smith in an email subject line, and they know they're responsible for Joe Bob, that's going to jump off the page at them. And if you put the word probate, Joe, Bob Smith, somehow I'll get that into that short email subject line. It's going to get it open. That's fantastic.

All you guys are giving such fantastic genius ideas. I really appreciate it. And bursa,  you're speaking with you on those coaching calls is really valuable to me. So I want to thank you. Just one add added thing. Once you sky start upgrading the CRM or whatever you have a tab that says contact history.

There's. Th there should be some way you can select something that you're emailing them. So that would be also part of the contact history rather than the only way to mention you're emailing them is not through a dropdown, but through a, add a note thing. And of course you'd do that. And if you go to contact history, it will not come up.

As you're, when you, when is the last time you emailed them or something. So just an idea other than that. Thanks again, guys. I made a note of that. Thank you. That's great. Perfect. Thanks, Michael. Hi. I figured Jim's no one else was in the queue. I would jump in again. Sorry. Yeah please.


Marker [00:42:49]Yeah. All right. Great. So I'm in the process of ordering a brochure and some business cards, and I am an investor, but I'm also a licensed real estate agent. And I'm trying to figure out how to disclose that I am a real estate agent on the marketing materials, but in a way that it doesn't scream, that I'm a real estate agent.

So I put that at the at the bottom of any letter or brochure that I'm sending just in a footer section. I don't gray it out. I don't try to completely hide it, but I'm also not drawing attention to it.  And I do want you to know that occasionally I'm going to send a letter or a brochure or something where I am intentionally drawing attention to the fact that I'm a real estate agent.

But most of the time I'm not pushing that pushing that out to the front, front and center on the page. I'll just put it in the little footer at the bottom and I'll make it a slightly lighter shade of gray so that  so that they pay more attention to the message and the body of that brochure letter.

Okay. And then, because it's marketing material I should just follow my state's guidelines on what does that exactly required on it? Correct? Yes. Correct. Okay. Perfect. That's it. Thank you. All right. Perfect. Great timing guys. Last up his phone number ending in nine, nine, four two. You're up?

You're up last? Yeah.

Marker [00:44:12] Hi. I think it's a simple question, but I'd just like some advice. I see a lot of leads that you provide to me that it's either a husband or wife, friends passed away and the husband or wife is still living in the house. How do you address that? Sure.  And that's not, Bruce takes all the simple questions.

Go ahead, Bruce. Okay.

I don't want to step on your toes. We're supposed to have internal communications where we're not stepping on each other. I pay, so the husband, wife a lot I work with a lot of people who decide not to immediately pursue the surviving spouse. And I do believe that's a mistake  because. The spouse is very frequently still going to sell.

And we make the mistake of thinking that it's the spouse. That's making the surviving spouse. That's truly making the decision. If they're an elderly couple, a lot of times they have kids that are really driving that bus on what they're eventually going to do. So number one is we need to be calling all the numbers on the list.

That's okay. A no brainer. We tell you to do that anyway, but you really want to do it on their surviving spouses because you might be catching family members and children that are the ones that are putting pressure on a mom or dad to move to assisted living, to move in with some, so those houses are going to be sold.

They might take a little bit longer than your average probate test. Sell the real estate, but a lot of times they are. And I can tell you, because I work with you guys and I hear the number of people that don't call surviving spouses. I can tell you that your competition is bottomed out on surviving spouses.

Ultimately when you really get into a phone call like that, you want to describe the experience. And not push your services. So I'm usually going in and describing what what a lot of the surviving spouses are going through. I know that there's a lot of emotions that go into go into the process of probating an estate and figuring out who's going to get what I know that you're probably dealing with lawyers and banks and debts and insurances.

I know that. You're probably having to take care of this house that you had help with at one point by yourself.  And then you're just going to ask them, after you describe some basic experiences and don't quote what I just said make it your own. You're just going to ask someone if that.

Sounds synonymous or similar to their experience. That is where your conversation starts. It doesn't start around all the things that you want to come over to their house and show them how you can do. And they're probably not really wanting that yet. They just want to know and feel understood. So when you call them, make them feel understood by saying a lot of the people that I work with are going through this, and this, and that should kickstart the conversation and kickstart the relationship.

And if you find out that they're probably going to have to sell by all means set an appointment, but otherwise it's just a little bit of a longer nurturing relationship and they really do appreciate it. We call surviving spouses all the time and they're not angry. Yes, they're sad, but. We're not pushing ourselves as car salesman or sweet.

Let me say sleazy salespeople on that surviving spouse, we're really going in with a softer approach and describing some of the jobs that they have on their plate and asking them if it sounds familiar. Yep. And what I would add to that, I would put virtually a hundred percent of them in my serve influence.

And just check with them, every month or every few months, and just a friendly followup call. Hey, Hey Susie, we spoke a few months ago, I checked to see if you need any help. And I hope you don't mind. I'm just checking back to make sure everything's okay. Is there anything I can help you with just making them your serve influence?

Cause they are vast majority of the market to do something. And at the time they probably in denial.  If it's a single I don't, this is going to sound sexist, but if it's a single woman who her husband does a yard work and cleans the gutters and, does the, is used to the handyman role.

And my family that'd be my wife. So she's handier than I am, but one of the spouse spouses had a function that's lost now. And that surviving spouse may not realize that a month or two or three months later, but six months later, They start to realize that this big house is more than they need.

That's more than they can handle or want to handle. So even if they're, even if they aren't getting the pressure from the kids, which they normally are. A vast majority of them are going to come to that decision to sell. And you just want to have them like a past client in your sphere of influence.

So talk to them occasionally. I don't know, use your own judgment. If you think they're going to sell in a year, I'd call them every couple of three months. If you think they're going to sell in six months, I'd probably call them once a month and just do that followup call to see if anything's changed and just be real tread lightly, but be as helpful as possible.

Bruce said, Okay. Yeah. Yeah. Another call question quick, that came up while you were talking about this people with emails. Do you have email templates? Not yet coming attractions on me. Can we get traction? We are working on it, but yeah, no, we don't right now  we've asked a matter of fact, it's a good opportunity to ask again, if any of y'all are doing well with emails, please share with us because that's how we get some of our best ideas.

It's something that we haven't really worked on or tested yet. But if you have successful emails, something that's working for you and let us know, please. Okay. All right, sir. Thank you.  Another great call. That ends right on time.  Want to end this call? Like I always do. I want to thank each and every one of you for being here.

I want to particularly thank those who actively participated. I want to challenge each of you. Take one, thought one idea. One thing that inspired you on this call. Go out and put it into practice and come back next Thursday and share the results with the group. Have a great week guys, stay safe, stay productive, and we will talk to you.

Same time. Next Thursday. Take care of everybody.



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Cold Call Training for Probate real Estate 63

Cold Call Training: Probate Scripts Role Play #63

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Real Estate Scripts Role Play Training #63 

Recorded Live on February 4th, 2021 (Join Us Live Next Time | Previous Episodes)


Welcome to All The Leads Role Play Training, a special series recorded once a month for the Probate Mastermind Podcast.  These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Chad Corbett and Bruce Hill.  Be sure to join our Facebook Group, All The Leads Mastermind, to find role play partners and more!



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Episode Transcript

Cold Call Scripts Training for Probate Real Estate - Role Play 63

A.I. Narration: Welcome to All The Leads Cold Call Training, a special series recorded once a month for the Probate Mastermind Podcast.  These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Jim Sullivan and  Bruce Hill.  The role play portions of the call are completely un-edited, so listeners can experience how these calls would sound if they were real conversations.  Be sure to join our Facebook Group " All The Leads Mastermind"   to find role play partners and more.  For previous episodes, visit



Welcome extraordinary agents and investors from across the country. Today is Wednesday, February 3rd, 2021. And this is role-play call numbers 63. We have our extraordinary coach. To go along with our extraordinary agents and investors on the line. So challenge, this is challenge Bruce Day, Burke, your hardest objections to the call and, uh, he and I will be here to see if we can answer them.

So let's go ahead and get started. Uh, first up this week is phone number ending in zero five, four four. You're up first. Hi, this is Jim . Can you hear me? Hey, Jim Loudon, Claire, sir. Great. Great. Great. Yeah. I'd like, uh, Bruce to be the executor and I'd like to try my presentation out on him. Awesome. You're a brave man.

Jim, Jim is actually cheating cause we just, uh, we just ran through this a second ago, so it hasn't forgotten.

He was so it's fresh in my mind for us and I will find impress you. Make sure you hit them with something off the wall that he's not expecting. We'll test them all up. I'll I'll be relatively nice. Let's be relatively like an executive or I want this, uh, thank you. Take the gloves off the, uh, the, the key word is relative.

Okay. You're ready. I'm ready. Yep. Hi Bruce. This is Jim . Do you happen to recognize my name from the letter I sent you last week? Um, uh, I don't know. I don't know, Jim, what was it about? Yeah, Bruce, I own the executors helper. I provide various services to make life easier for executors. So I just wanted to let you know that we're out there doing things to make the probate process a lot less stressful for families.

And honestly, Bruce, I don't even know if what we do for other executors would benefit you, but. If you'll give me just a minute to tell you how I make life easier for others, then you can just tell me if we should talk more or if you have everything taken care of it. Okay. Um, okay. I just have a minute, but go ahead.

Nope. Okay, Bruce, is it more likely that the house is going to stay in the family or eventually be sold? Um, we haven't decided yet. I don't know. I, I got, I got a lot going on. We hadn't even talked about it. Okay. We have solutions for family members that want to buy the homes. We are able to pre-approve them for financing and actually estimate the value of the house too.

So family member of buying the house is something we can definitely help you with. We can determine the value of the house and we can also approve the family member for financing. Okay. Now let's talk a little bit more about what's more commonly done, Bruce. In fact, selling the house, although everybody's needs vary a bit in general, a very commonly used service of ours is simply clearing out the house.

We sell some items for you and donate others, saving you a lot of time. And we also have cleaning crews to inexpensively clean the house. After it's cleared out minor repairs can be taken care of you as well. And we even do these very low cost alarm systems. If the house is vacant. So in general, those are some of the items that we help families with.

However, Bruce there's one particular free service of ours. That most executors take full advantage of and benefit from tremendously. May I tell you what that is too? Yeah. Yeah. Go ahead. Bruce. It's tremendous. It's called the executors tip sheets, the executors tip sheet. It's a huge help with everything needing to be done.

That's not part of your attorney's job. I'm talking about the things that need to be done that fall on your shoulders. In fact, most executors use every tip on this tip sheet because it saves them so much time and money, but the most beneficial and popular feature of this free service, the executives tip sheet is this, it makes it so simple to decide if you should sell the house as is, or if you are better off making some very minor inexpensive changes to get a lot more money for it.

Bruce. Here's the best part. And why so many executives take advantage of this particular tip sheet? It includes an estimate of the house value in its present condition. It includes an estimate of recommended changes or repairs and how much the house it should sell for after those changes are made.

Bruce, a lot of executors feel getting this important and free information without having to commit to anything makes a lot of sense as it makes sense to you. Aye. Aye, Jim, I, I, I, um, I'm kinda running tight on time and uh, I don't know. W w if we, if we talk about it and decide that we're going to sell, we'll call you back and take you up on that.

Do you need a call back in a couple of months? Um, yeah, that'd be good that we'll, we'll be further along by then. Yeah, that's fine. I, I understand. And I'd be glad and I'd be glad to share some great ideas with you when we talk again, but in the meanwhile, would it be helpful for you to know what the house is worth now?

How much it would cost to clean it up, how much it would cost to improve it, to get tens of thousands more. Wouldn't it make sense to have these ideas already in mind? Wouldn't it make it easier over the next two or three months to the side? What you're going to do if you already have the free information?

I just don't know. I think, uh, maybe could you send it in the mail to me? The mail isn't going to help your Bruce everybody's situation is different. No two houses that we help people with have the same needs. Your house is going to be unique. I'd like to prepare for you. Some ideas that I know you'll be want.

You'll wind up using. These are ideas that other executors have proven. That saves them time. It saves them money and it brings their estate to a successful conclusion satisfying or the era's Bruce, Bruce. This is something, unfortunately that's been put on top of you. And I know you're not thrilled about having to be an executor.

I've been one I've gone through it myself, but all of us had one thing in common. We wanted to get the job done inexpensively and quickly. Then what you want to get this off your shoulders? I don't even know what we're taken off, I guess. So I, I don't even know what we're taken off of our shoulders. Uh, and I'm really running tight on time.

So yeah, I guess we're, we're not ready to sell the house yet. Um, if you can help me save some time and it doesn't cost anything then sure. All right. I'd be pleased to do that for you, Bruce. I'd be happy to help you and give you a lot of chips and you can take this information and consider it and speak to the rest of your family members about it.

I generally do these free consultations during the week with some limited time on the weekends, our weekends, better for you. What do you prefer during the week? Uh, no, I have off on Wednesdays and Fridays. Okay. Are you an early bird that you got up early or is it an afternoon appointment on Wednesday?

Better? Uh, I'd say afternoon's better. Okay. Three o'clock good for your bros? Um, sure. Okay. Okay, I've got your address. I know that's right off of main street. I'll be there. Three o'clock sharp. And I think you'll be very happy that we wound up meeting. You're going to find a lot of benefit in this free information.

Thank you. And I'll see you on Wednesday. All right. Thank you for your dude. Take off.

Not quite, did I take the gloves off, Jim? No, they were, they were, uh, I was, I was pretty tough on you. I was pretty tough on ya.

That's real life. Yeah. You were just noticeably unenthusiastic, Bruce, no matter how, how enthusiastic Jim was, you just didn't want to go there with him, which so you made it, you made them keep coming back and coming back. Great job. You want to, you want to give a critique first? Bruce, do you want me to, why don't you go?

You go first. You Jim, Jim, I love your name, man. Um, I, I love the, and I know this is something that Bruce teaches. I just loved the, you know, I don't even know if any of these services could help you. It's very disarming it. You're giving them permission to say no, which is a great way to start the conversation that really takes the pressure off.

Um, Let me ask you, Jim, do you have probate plus or R or did you just, as you assumed that there was a house, you didn't ask him if there's any real estate in, um, do you have probate plus, did you know that there was a property going in? No. Um, you know what it is, I asked him if he was going to sell the house or keep it in the family.

Yeah, no, I actually, I kind of liked that. Yeah. Yeah. Um, I kinda liked that you just assumed there was a house. If there wasn't, he's going to tell you so, but I, I liked that. Um, you did a great job of asking questions and alternative closes that it didn't sound scripted. It sounded very natural. You just kept giving them two options.

Two more options, two more options. One thing, one thing I wrote down there that I thought. Was a mistake, but I think it was probably intentional when, when he was blowing you off, you said, can I call you back in a couple months? And I wrote down, you know, like why a couple of months, but I think that was just like, take my name and number.

I think you just use that as a way to disarm him and then you just kept on, kept on selling. So the way you use that was great. You know, it a couple of months was, was more disarming than, than, uh, a few days or a couple of weeks. So, great job, man. I can tell, I can tell that you've practiced this. Have you, have you you've actually been prospecting or is it all been practiced so far?

Oh, so it's all been practiced so far, but I have, uh, extensive sales experience and um, so yeah, a lot, a lot of experience in selling. Yeah. It came through, you sounded very sincere, great job. Yep. Thank you, Bruce. I would say, um, uh, number one is, um, it's probably, um, probably a little bit better in the North.

Um, you're currently in New York, right? Jim? Yes. Yeah. So probably a little bit better in the North. I like to refer to, to the, the attitude or the temperament that I have on the phone. Um, as, as though I'm changing hats and the hat that I like to wear when I'm making probate calls. Instead of being sales guy.

I like to wear the neighbor, neighbor, drinking a beer on his front porch hat. And of course I don't tell them that I'm drinking a beer on my front porch. Um, it's not always false, but, uh, but, but that's the temperament that I try to come to it with. So, um, depending on the reception that you receive, when you're making these calls, you might want to try to, to, um, Alter your temperament just a little bit from being, um, uh, I almost felt like there was a lot of commercial in there, like television commercial, or radio commercial, alter your temperament to being a little bit more sitting on the front porch, drinking a beer.

I'm just the guy. Um, but I want you to try what you're doing before you just immediately go and change everything that I'm telling you to tell you about. Because in my, in my area and a lot of the areas, a lot of people need to go a little bit less salesy. Um, you were, uh, very disarming. Um, you, you made sure that I, I felt when I pushed back too hard, you made sure that I felt like, um, uh, like you were understanding me and you weren't combating me or coming back at me, one of the things, and I don't know how I feel about this.

You were doing a ton of trial closing. What a soft closing. Wouldn't it be? Wouldn't it be beneficial for this? Wouldn't it be beneficial for that? Almost felt, felt like you laid that on just a little bit thick though. Wouldn't it be close? I love using that. And I can tell how natural you are plugging it in plugging in, and I wasn't counting, but I bet you probably put that in 10 times through the conversation.

Um, I might try to dial it back so that it's less obvious that you're, uh, that you're getting an agreement close. Um, And maybe it's just me, maybe it's because I know the sales techniques that I recognized it as much. And I'll ask Jim in a second, what he thinks. Um, and then last is you asked for about 60 seconds of time.

If you're going to ask for 60 seconds, try to hold back on, um, what you're presenting a little bit. You don't need to be at exactly 60 seconds or a minute, but try to hold back. You ran a little bit long. And if I was, um, if I was a grumpy new Yorker that said, Hey, I'm busy and I've got a minute. Uh, you'd probably lose me at two.

Okay. Okay. I thought I heard cleared that up, uh, when I asked if I could tell them about the other thing too, but I'll, I'll call it clean that up. That's fair. That's fair. Yeah. I'll, I'll clean that up now. Listen, I don't have a tip sheet, but

if you're going to use that presentation, you better. Yeah. I think it might be pretty important. I think it's helpful to the presentation. I think it's a tip sheet or a checklist or something that you can get in front of them is going to be beneficial. Um, so yes, you use something like that. That's what I was kind of thrilling this valuable tip sheet, you know?

Alright. I have a lot of other people that, you know, real good. I was going to follow up on Bruce's question. If I get what Bruce is saying, it didn't strike me. Um, overwhelming the wouldn't it be? Um, you didn't use a lot of trial closes, but maybe. Maybe you probably did say, wouldn't it be about 10 times, maybe just rephrase that a little bit.

How does that sound, um, that, that you, you know, there's nothing to, there's no harm in that, right? I mean, just, maybe just rephrase that same question you could probably do as many closes if you didn't use the exact same verbiage that many times. Yeah. Duly noted. All right. Great job. You're a great man, sir.

Thank you. Thanks for stepping up. Thank you. All right. Take care. All right. Good. First job. You got a, a big shoes to fill there. Next up is phone number ending in seven three six eight. You're up next. Hi, this is Christina. Good afternoon. Hey Christina. Hey, we do for you. So I made start making some calls and I want to role play as the caller.

And I want you to tell me that, um, you have it all handled. Okay, perfect. Let's do it. Okay. So, um, so Bruce, are you going to, you're going to be the, the person, the executor, you okay. Um, Hey, Bruce. Um, my name is Christina Ainsworth and I'm calling, I live here in Austin, Texas, and I run a business where I help, um, families going through probate.

And, um, I just wanted to check in with you and see if there was anything that you needed at this time. And, uh, no, Christina. Thanks. Uh, we, we got it all handled. Okay. Terrific. Well, I'm glad to hear you have it all handled and I'm guessing what you're referring to is with regards to the legal matters and the attorneys, um, the business Island is actually relates to the real estate.

Um, I help people set up a state sales, get rid of personal property, um, sell the real estate. I can even bring a cash offer to you for the real estate. Um, so, uh, what are your plans for the real estate? Uh, I, I don't know, Christina. Um, I really don't think that we're quite at that place yet. We've, we're just pushing that part of it off.

Um, and everything that we have here, everything that we're dealing with right now is pretty much covered. Okay. So you're eventually gonna sell. Um, are you aware of that in Texas? You can sell, um, You can sell the home without, um, going fully through the probate process. You can get that piece of property out and release it.

Would that be of benefit, um, to the beneficiaries? Um, maybe, I mean, then we'd have to go over there and clean the house out. And honestly, we're not ready to do that yet, but I didn't know. I didn't know that. Okay. Yeah. I mean, it's a, it's an arduous process going through prebate and also trying to manage physical property at the same time.

I, I definitely understand that. Um, and that may be where I can help you. Um, as I mentioned, we do, uh, estate sales, trash outs, clean out to help, uh, you know, property preservation. We can get a handyman in there. Um, and I'm more than happy to assist you in this. Um, have you been by the property or had someone go near the property?

That you know, this is terrible. My blue tooth, right in the middle of that, what you just said, um, Jim, take it from here. Um, I mean, we, we, uh, we have a neighbor keeping an eye on the house for us who, you know, so I'm not sure that we need anybody to go buy the property. What if you were to go buy, what would you do?

Uh, well, I just, you know, be able to alert you of the condition and by seeing it, you know, I'm, I could give you an estimate of value, tell you what the house could sell for either retail on the MLS or, you know, what, uh, what someone could buy it for cash to free up that, you know, free up that money and get it to the estate.

Um, Yeah, I live, I live nearby. So I'm happy to just drive by. Um, is there a way I could get access into the property? Yeah, I don't, I don't know if I mentioned that I have three siblings and I mean, two of us want to sell and the other two don't. So, you know, I'm not, I can't guarantee that we're ready to do anything yet.

Um, you know, I mean, I don't think we're ready to list it or sign a contract or anything right now until we all can agree. Yeah. Yeah. I definitely understand that. I mean, there's, there's certainly a lot to think about probably some of your siblings might have different motivations. Um, so, uh, why don't you, why don't I set up an appointment with everyone at three o'clock so I can meet everyone.

Um, and you know, at the very least, um, I can work hard on your end to try and get you, uh, I'm going to value. I know a lot of people look on Zillow. It's not always accurate. It really depends on each individual home. And that might help you move forward in some of your decisions. I'm with three o'clock work for you and your family members.

Yeah. I mean, I'm an hour away. I'm an hour away. The rest of them are out of state. So you're not going to be able to get all four of us together. Okay. What about a zoom call? Um, if I, if I could get access to the home and really see what it looks like on the inside, I could present to everyone over a zoom call, um, later, would that work for you?

Yeah. I mean, as long as you understand, I mean, we're not, I can't promise you that we're ready to do something, but that might actually, you know, it might actually get the four of us on the same page. If you can give us an idea, you know, what we could get now versus, you know, renting the place and maybe selling it a year from now and, and maybe figure, figure what needs to be done in the house, in your opinion.

Yeah. I, I think I could get them to show up for a brief call. Okay. Terrific. All right, well, um, so can your neighbor lesbian then? Yeah. Her name is Phyllis I'll. Um, I I've got your number here. I'll I'll text you her phone number. Give me about 15 minutes. I'll let her know you're going to be calling and she lives directly next door.

She's very protective of the house. She was good friends of my parents, but, uh, if I tell her to let you in and you know, she's always home, I'll make sure you can get access. That that'd be fine. Okay. Terrific. Um, and what is her phone number? Um, I'll text it to you when we hang up, if that's okay. I don't have it in front of me right now.

Okay. Perfect. Our mini neighbors. So we have to let her know I'm coming and I couldn't even pick up on the door. So, yeah, we want to do is give you guys information so that you can make the best decision, um, and just help you because it is, you know, it is an arduous process handling the, the physical real estate as well as the probate and, um, and that's my business.

So I'm glad to meet your acquaintance and I'll, um, I'll go check out the home and then present to you guys at three tomorrow. PR appreciated what I think we can all agree. I'm easier than Bruce. Bruce would hope. What comments do you have? That was good. Um, so, uh, first comment, sorry. I, I was hearing you and then you were gone, um, a second comment and you almost started doing this.

Um, don't sell to the sold. So you, you had an appointment, um, you, you, um, had broken through and got some rapport. Um, I'll text you Phyllis's phone number and, uh, and then you started presenting again and you didn't go very long. I thought you were going to go for another couple of minutes and, uh, but just, just realize you've, you've got the appointment.

You're going to look at the house. You don't need to continue selling. Um, great job, massive improvement on, um, uh, last month. Massive improvement. Um, good job on, um, building rapport on handling the we've. Got it. Handled. Objection. Um, I would say that what you needed to focus on a little bit more was digging just a little bit.

There were a couple of, um, I hadn't given you any chinks in the armor yet. Maybe I had, um, I know Jim did with, um, two, two, two of us want to sell two of us. Don't want to sell a camp out there a little bit. Um, are you guys all local? So, uh, he had to tell you we're not all local. So you could have, you could have asked, are you guys all local?

Um, what is, uh, what are you, why would you like to sell? Okay. W what are their reasons for holding onto it? Does it make sense to hold onto it? So dig in and, and kind of camp out there. Cause he gave you some information that you just had a really surface level of knowledge on that I'd like you to have more knowledge on before you try to sell.

Before you try to close. Um, last thing that I would say is, um, we really don't know what the person needs and anytime that you presume to know what they, um, what they need. And I didn't feel like you did this over, over the top, but I felt like you presumed to know what they needed a little bit more than, than you needed to.

And, um, if it was me. You're going to push some of that rapport off. You're going to damage a little bit of that rapport that we've built by, um, by saying, Hey, we can help with this and this and this without knowing, without having enough knowledge, right. Their situation, what they're going through yet. So it kind of all goes back to the questions again, but yep.

Great call. Great, great conversation. Yeah, Christina, you were, you were, you were very low key, um, compared to our first caller and Bruce, but Bruce was low key. Also, you were kind of, uh, doing a pretty good job of matching and mirroring him. Um, I love the, I, I actually like, and I, the monument of title you open with that, that's something and that would apply to any of our subscribers.

You know, I've got it all handled, you know, we have the insurance objection, but okay, great. Well, Were you aware a lot of people aren't that you don't have to complete the probate process to sell the property? Yeah, that's a good opening and a lot of people might not be aware of that. I would echo what Bruce said though.

You, you were trying to set an appointment with me without knowing if I was the only decision maker, whether knowing whether I was local or not, it would be a lot smoother if you ask those questions in kind of got to that strategy on your own, but, um, overall great job. Okay, thanks. Yeah. I'm just, um, like I'm making these calls and like I'm the one ending the call and I'm getting off the call going, if I'm the one ending the call, I didn't ask him questions.

So like they could keep talking to me. I mean, even the guy who was like, Oh, I'm doing some construction work right now. And I was like, I need to just practice because, and then this other woman like said, well, we're not going to call it. We're not going to sell right now. And I like, I didn't even try to go see the house and I guess that's what I'm maybe I don't know the mechanics is I just figure, Hey, well let me go, you know, let me go check out the condition of your home for you.

Um, and then set the appointment. But it's what I've heard Chad do before is like, he's trying to do it all at once. And, um, I don't know. I mean, I'm just, you know, taking it till I make it out there. Yeah. Well doing that to some extent, um, you, you, if you, if you don't have it, um, had to have our seller interview sheet next to you always have.

Um, you know, when you feel like you're letting go too soon, um, we, we, we don't believe in scripts. We want you to follow the conversation, but it's not a bad idea to have a half a dozen extra questions just sitting there to kind of keep the conversation going. You know, even if you ask a conversation, you, I mean a question that you don't really want or need the answer to it'll, it'll keep them talking long enough that you can think of another good question.

So arm yourself, arm yourself with more questions that you need going in. So yeah. And Christina, this is going to be a benefit to everybody. Um, if you were ending the conversation and you feel like you haven't asked for an appointment yet, and you've kind of exhausted a couple of topics that you guys have covered so far, um, I've got this concept that I like to refer to as a conversational gate.

Like G a T E like a, like you open a gate and drive through it or walk through it. And it's, it's essentially what you use. It's a, it's a request for permission to take a conversation into a level that it hasn't been in so far. So it might be right in the beginning of the conversation where you say, look, I don't know if what I do is kind of benefit you or not.

It could. Could we take 60 seconds and kind of go over that and let you decide. So that's a gate where once they've given you permission, you've got yourself 60 seconds. Another gate is, uh, do you mind if I tell you why I, I offer what I offer? Okay. It's weird. If you just dive in to start telling them your, your history and your story and all, all of why you do what you do and what you get out of it, but not if they've given you permission.

So that's a gate and another gate would be, could I make you a proposal? All right. These are all Gates where you're asking permission and, and in the conversation and it, it pushes you through PIs, pushes you through, into a different realm, pushes you through and to a place where you can, um, pitch something.

Or you can take it somewhere that it just hasn't naturally progressed. But I would always ask that permission to go there first. Okay. Yeah. That's, that's all new. That's a new frontier, Bruce. I appreciate it. Also for time. Open the gate and explore a whole new frontier. I liked, I liked the, I liked the visual.

You could do that with your clients individually. Thank you so much for bravely stepping up. We appreciate it. All right, take care. We got three more in the queue. We had a couple of people drop out. Um, I think the first two were just so good. We may have scared them away. Uh, next up is phone number ending in seven six, nine, nine.

You're up next. Hi, that's me. This is Leslie. Hey Leslie,

can I go ahead and get started? Sure. You want to Rudy? You want to go ahead? Who do you want to be? The, uh, the executor or the, uh, agent slash investor. Oh, I'll be the agent slash investor. Okay. Are you an agent or an investor or both? I'm an investor. Okay. Perfect. Uh, do you want to role play with me or Jim?

Um, I'll do with Ken. Okay, perfect. And is there any particular, um, objection you want me to come up with or just kind of see how it goes? Um, I guess it's something around kind of similar black conversation or saying, Oh, I need to talk to family or I need to talk to my kids or something along those lines, we call that an appeal to a higher authority.

Right. Yeah. Okay. Perfect. All right. Call me Leslie. All right. Ring ring. Hello. Hi, there is this Jim?

Hi there. Hi Jen. My name is Leslie I'm with a local organization that helps families going through the probate process. And we provide a lot of different services that help people in situations like yours. And so I pray, I appreciate it. We just paid an attorney like $3,000. So we just hired somebody to take care of it.

But I appreciate the call. Oh, yeah, I understand. Um, well, so the interesting thing is that a lot of times, um, people are working with the attorneys, the attorneys can kind of take the process about twenty-five percent of the way, and then we can step in and help out with the remaining 75% of the process.

Sure. Can I give you, can I give you my attorney's number? Do you want to call them? Well, our service is more along the lines of just helping you and your family through the process. With any questions you may have, or if there's anything specific to assets such as real estate, we can help coordinate that process.

We have a wide range of, um, in our network of servicers that can help with, um, planning estate sales or cleaning out the property or offering you, um, various options for either selling the property on the MLS. Or we can just. Um, we have people we work with who will buy the property as is. Um, so I was wondering if you are there real estate in the, um, in the estate at this time?

Yeah, there is. But again, I probably would need to check with my attorney. I don't think we can actually do anything yet to sell it. We just, we just hired him last week. Okay, well, actually, did you know that you can, um, you can coordinate the transaction of the sale prior to going through the probate process?

Well, I'm pretty sure he told us just to hold off and not do anything until we heard back from him. Okay. Well, there are a lot of things that we can do. Um, you know, even if you're not sure if you want to move through the process, there are other things that we can help you coordinate such as making sure that there's vacancy insurance on the property and changing out the locks.

Then, um, you know, making sure that someone's kind of in the grass, so it doesn't look totally overgrown and there's all kinds of things like that, that we can assist you with just to make sure that the property is still in good shape. Okay. What we have a neighbor, um, keeping an eye on the property. I mean, what would be, you know, I'm not sure if we need a need it, but at what would this cost us.

Oh, it's free of charge. Um, so our service has basically just that we, we help coordinate you or connect you with the people who would facilitate those services, but just our assistance and our guidance is free of charge. We're just, we're here to help. Okay. All right. You know, I, again, I think I'd like to check with my attorney and I've got a, uh, a brother that, um, you know, is going to own the house with me.

So I think I'd like to check with both of them. And I want you to give me a call back in a week or so. Can we okay. If you don't mind me asking, is your brother in-state or out-of-state local? No, he's in California. He's in California. Okay. All right. So it sounds like, um, you needed to talk to him. Does he have any interests as far as you know, in keeping the property?

No, I don't think so. I think, you know, it, mom and dad let it go, you know, towards the end of their lives. And, uh, it's not in great shape. And, uh, I think we just want to sell it, uh, when we're able to split the proceeds and, you know, kind of move on. Okay. That makes sense. Yeah. Well, um, you know, if it's, if it's kind of let it go and it needs some repairs, that's something that we can definitely help with.

Um, like I said, we've got a lot of really great connections and if you're interested in the, you know, a lot of times we'll partner with homeowners to help repair the property and get it up into good shape. So that they can sell it if they want to, or do whatever they want with the property. But, um, our role is just, you know, basically working with you guys to figure out what makes the most sense.

And then how would you, why would you do this? Or are you like a, um, a nonprofit? I mean, how, how do you get paid? We, so we all go through this service specifically. This is mostly just to connect people with other people within our referral network. Um, all right, well, again, let me, let me check with my attorney and check with my brother.

And, um, you want to leave me your name and number you want to, you want to call me back in a week or so with, you know, what do you prefer? Um, so my name is Leslie and my number is (512) 333-1948. Okay. Perfect. All right, Leslie, I will check with my brother and one, you know, if you don't hear it from me, give me a call back in a week.

Sounds good. Thank you so much for your time. I appreciate it. All right. Thank you. All right. Have a great day. Bye. You too. Great job. Asking questions toward, towards the end, especially great job asking questions. Um, Jim gave you an amazing opportunity that I guarantee most people missed. Do you want me to give you my attorney's phone number?

And that sounded like a blow off. I am taking that every single time, every time. Um, and, and so Jim was relatively upbeat, you know, pretty, pretty Jim, like, uh, so, uh, good job matching, matching and mirroring. But when he said, can I connect you with my attorney? Yes, that would be amazing. Um, now I don't know.

What your attorney's necessarily handling for you for you? Can you, um, can you kinda fill me in, on what they're doing for you at this point? Okay. So, um, I want to take that attorney and that, and then the other thing. Um, I believe that you could have done is, is kind of defined what the conversation was going to be like a little bit more after that, where you, um, it felt, and I'm sure you had a plan for this, but it felt like you were meandering through and kind of grasping at some straws to try to keep the conversation going and maybe pull an appointment or something out.

Where in, in reality. And I'm sure it would have felt like that to Jim as well. In reality, probably could have just said, look, uh, this might, uh, w what we do might fit perfectly with the attorney. Um, I'm just not sure. So, yeah, it'd be wonderful if maybe we could talk with the attorney and could, could we take another.

A couple of minutes and just kind of define some of what we do and see, as you think of either now or in the future, it might be a benefit to you. So I want you to kind of take control and put some parameters around the conversation so that Jim's not like, what are you, what are you doing? What are you thinking?

Uh, where are we going with this conversation? And then the last, I don't believe that many prospects are ever going to give you the courtesy of saying, how do you get paid or what do you do? I think that the second you have, okay. Yeah. I've heard it before for everyone that asks, I think 10 people wander.

And those 10, that wonder, don't ask that the longer they go without understanding what you get out of a deal, the less they trust you. So there comes a point. Yeah. Either they're asking or you think that it, at least it's a question in their mind where you need to go ahead and define what you do. And if you haven't defined yourself as a nonprofit and you have said, I don't get a benefit.

I don't believe you. And if I'm a prospect that I don't believe you, and that immediately, if I don't believe you, I'm not going to do business with you. I don't want to use anyone that you're referring to me. So tell him what you get. He asked you what you get. Okay. So what I do is, um, how I put bread on my table is I sell real estate where I buy real estate, whatever you do.

And, um, ultimately I know that a lot of people aren't quite ready to pull the trigger on real estate yet. So here's what I'm willing to do and offer you for free to earn the right, to have that real estate conversation when the time is right. And that's when you go into the extra services again, you can kind of repeat those services again, and now they know what you get out of it and what they get out of it.

So once they're asking that question, whether it's silently in their head or vocally to you, you need to go ahead and clearly and directly define what you, what your benefit is. Right. And I, I asked that question cause I felt like you were, I felt like if I didn't know, you know, the situation, I, I felt like you were kind of vague about what you could really do for me.

And, um, so I kind of asked that question. Well, uh, you know, I don't know, but what does this cost is? I might not have asked that. If you were more specific about what you could do for me and a good way to do it, rather than go into your spiel of all the different ways you can help. Just give them examples.

You know, uh, a lot of our, a lot of the people I talked to say, the biggest issue they have is there's a house full of stuff. Is that an issue for you now? You, you did, towards the end, asked me if there was real estate and if I wanted to sell it. So, and that I volunteered that. Yeah, I did. So that would have been a good time to say, you know, is the house secure?

You know, can I change? The locks is, um, you know, is, uh, Is it occupied? Is it empty? Um, you know, you could have gotten into some specifics about the house and you could have used examples of the most common ways that you can help people, you know, regardless of whether you want a quick sale or, you know, you want a top dollar.

Many of our clients find the biggest issue is they just got a house full of stuff and they need help trying to figure out what to do with it. Is that an issue for you? So volunteer to them, get them, give them a reason why they need for you to show up and go out there. And I didn't have your answers were kind of a broad stroke of there's a lot of different ways I can help you.

But I think I felt like it would have been like, like Bruce said, I might've trusted you a little more if you'd just given me one specific example of how you could help me.

Okay. Great job though. Excellent job. You're very comfortable on the phone. You're going to do very well with this. Thank you for stepping up. Okay. Perfect timing. We got two more in the queue. Next up is phone number ending in five five, two eight. You're up next.

Are you? There are five, five to eight.

Looks like Justin area code seven, seven zero on mute. Hey. Okay. That's what I figured with Bruce. Good to go right into the call. He's calling you bursts. Hello? Can you hear me? Yeah, this is Justin. I'm trying to get in touch with Bruce. Yeah, this is Bruce. Who's this? Hey Bruce. Yesterday, Justin, I'm a probate specialist out in the area.

I just wanted to reach out to you. I'm aware that you're currently representing an estate right now. Just wanted to call and see how the process is going so far. Um, it literally just started last week. So not going at all. Yeah, no, I can understand. That's actually what we do. We like to reach out pretty, uh, pretty early in the process.

I know it's not the easiest thing to get through. Um, so what do you see in the near future being a challenge for you? Um, I don't know, first time through it. I don't know what I'm doing. So, um, why don't you tell me? Yeah, definitely. Well, I can at least let you know, usually the representatives that we help out, the biggest obstacle turns out to be either the real estate or the personal property that feels that real estate.

So are you faced with any of those obstacles yet?

Um, uh, yeah, well, not me, not yet, but yeah, I'm going to have to do that. I, I, I don't know if we're going to sell though or not. Oh yeah, definitely. I'm assuming you probably get in cause about the house and everything. That's a bit different from what we do. You may have received a letter from me. I can kind of just give you an outline of how we were able to help out in this community.

So, like I said, the process is the easiest. I got, I did get a lot of letters. I did get a lot of letters on her. I'm not a hundred percent sure if I got one from you or not, but you, so you're not trying to buy the house. Uh, no. So it really depends on your family's goals. We do actually help a lot of families with their real estate.

In fact, that's actually how I put bread on my table. Uh, but we're, I know it's in the probate process. The last thing you want to do is go through all of these decisions at once. So we're actually here to provide resources first to see how we can help better. Um, so whether that's a state sale companies, sorry, you can hear my baby in the background on the way to, uh, meet with the family now, but, um, It really just depends on your family's goals.

Um, are you guys, I know it's in the beginning of the process, but have you guys met yet? I'm assuming there's other family members or, or hairs that you have to discuss? Um, actually it's just me and my wife. Okay. Awesome. Well, that makes it a lot simpler and easier to actually communicate. Um, so you said that you weren't ready to sell or, or anything, which, you know, that's fine.

I completely understand that. Uh what'd you guys goes with the personal property in the estate. Is that something that you're clearing out now or planning on donating or anything? Um, gosh, that's where it gets hard. I mean, dad, I got, I got a lot of stuff in the house that has a sentimental value. I, I don't know.

I don't know if it's worth anything and I don't even know if I want to keep this stuff, but it's, it's going to be hard to get rid of that stuff. I, I'm not even sure I'm ready to go in there and figure it out yet. Yeah. Listen, Bruce, I first want to let you know, you're not alone in this. Um, I know a lot of families that we help out.

That's one of the obstacles there, right. Just going through the things that, that bring up memories and just figuring out yeah. What you want to keep and what you want to get rid of. Um, sounds like we can help a bit. I don't want to be too forward, but is it crazy if we meet maybe sometime this week to sit down and discuss with you and your wife, how we're able to help a little bit further and get the process going for you.

May maybe, but, but I don't know. I don't know how you can help. What, what is it that you do? Yeah, sure. Well, first things first, uh, with the house being filled with personal property, I first want to at least reach out to some of the resources I have to see, uh, what's the best option for dealing with those things.

And of course, like I said, it really comes down to what you guys want to do with it, but at least I want to get you guys in the front of the line. So that way, when you are, when you have the ball rolling, I know the courthouse is a bit delayed now, but we'd like to be proactive in the situation. That way you're not taking six, 12 months from actually finish out the process here.

Um, so we can help with quite a few things. Sounds like the first thing we're going to help with this, the personal property and putting the plan together, um, and putting some dates on certain things, um, is. Um, maybe Friday 1:00 PM. Good for you. Or are you looking for something more in the morning? Um, like this week.

I don't, uh, yeah. I, I just, I don't know. I think, I think I could meet on, I'm just not sure I'm ready yet. I don't, I don't really want to put dates on anything yet. Yeah, definitely. I can understand that. It sounds like, you know, it's a lot going on. It sounds like you're not really ready to make a lot of decisions right now.

Right, right. Yeah, no, I can understand that. So with that being said, I mean, that's, that's the reason why we like to be proactive. I mean, I'd hate for you to have to be stuck with this situation for a year or so. Um, that's where we come in. We help save families, a lot of money with getting the process going and also just providing resources because I've been there myself and I was just lucky, luckily enough to be in real estate at the time to actually have resources.

But I'm assuming, are you getting any help from anyone that was like a probate attorney or a real estate agent or anything? Well, we opened probate on our own. Um, uh, I bet I'm gonna need, I bet I'm gonna need a probate attorney. This is a lot of paperwork I got to fill out. Um, and no, no, I don't have a real estate agent.

I I'm not even a hundred percent sure we're going to sell. Right. Yeah, definitely. Well, that'll be the second thing. Um, I can actually have my attorney reach out, uh, that, that helps out. So we'll take care of you just like we will, um, you'll reach out sometime today or tomorrow just to kind of go over what your unique situation is.

To see if there's anything that they can help with. But along with that, like I said, we'd like to get the ball rolling a little bit early to be proactive. I know it's, it's something that you really don't want to decide on now. Um, so with the letter, I'm sure you've probably seen a few things in the do or sure.

You can probably dig it up in other. Emails or letters and postcards. You guys, um, feel free to reach out to it. If anything does come up, I don't want to push you to make a decision now, but we're definitely here to help you run it. Okay, good. Right. Awesome. Well, Bruce, I'll reach out to you maybe sometime next week, just to see if there's anything that does come up.

And like I said, I'm with the letter, just hold on to that, that way you can have my contact information. And, um, I'll have the probate attorney reach out to you sometime today or tomorrow. Is that fair? Um, yeah, that's fine. Okay, awesome. Well, we'll speak the attorney gonna be

sure. Yeah, definitely. He deals with a lot of probate cases out in his area. His name's John DOE. And, uh, like I said, I can, I'm going to send you an email with information just, and you can see a little bit more about what we do, and I'm sure he'll be able to answer any questions that you have as far as the legal side of things.

Um, but like I said, I'll reach out to you in a week or so just to see how things are going. Is that okay? Yeah, that's fine. Alrighty. I guess we can cut there. I got locked. I can't get the appointment. Good. All right, Jim? Yeah. Um, I will start by saying you sound very natural. You're you're obviously not scripted.

What, what was it sounded unnatural in the very beginning when you said I'm just an out in the area. It was kind of like, this is Justin from earth, you know, I probably, I don't, that's probably how you talk, you know, very casual, but I, I probably would say, Hey, this is Justin. I'm a probate specialist in Southern California, Southern Texas, just out of the area just sounded way too vague.

It might be sticking to somebody. You might be speaking to somebody in Nebraska and the properties in your market. So he's not sure what area. Or why you're calling it, you know what I mean? So I I'd be a little more specific about what area I was kind of pressed where the baby started crying that you said I've got, um, you can hear the baby in the background and then you set a mother way to an appointment.

I thought, wait a minute. He brings his babies, but slipped up. I got another appointment right now. So we have to, uh, Exactly, but, um, w what did you, I've never heard anybody start a, um, uh, an alternative close or a question with, would it be crazy? And I actually kind of liked that. Would it be crazy for us to go ahead and set an appointment to get together?

I mean, that's really reducing it to the ridiculous, you know, he might not still want to do it, but it's probably not crazy. Um, at the, at the end there, I like the way that you, in one thing you did that we were talking with the last caller. When you met obstructions, you started digging for at least one specific way that you could help, which was the.

The stuff in the house, which is probably the most common denominator. And it's one that often will work. And then when that wasn't working at the end, you, I liked your, your, uh, remark about avoiding pain. You know, the last thing I want to see is for you to be stuck with this for a year or so. And you, you weren't, you weren't real specific how it could be a year or so, but yeah.

I think you would put in the client's mind. Like, no, man, I don't want that either. You know, avoid being stuck with this for a year or so to talk to this guy. And then at the end, initially, I felt like you were giving up too soon, but I liked it. The fact that you closed with an appointment to talk to the attorney.

And I assume, I assume that you were providing some value there. And as soon as possible after you confirmed that the attorney spoke to him and left a favorable impression, you're probably gonna call back right. And say, Hey, I just wanted to follow up. Make sure you had, you were able to get ahold of the attorney and.

You know, make sure he was able to be helpful and, you know, so it might've just been a segue to go on rather than try to get it all accomplished in one, in one conversation. Is that, is that what you typically would do in a situation like that? Yes, that's right. That's uh, actually the recent situation where I had to get an attorney to call first, trying to build trustworthiness as well.

Yeah. And make sure John DOE it does a good job. Make sure you actually have a good John DOE. That's going to leave a favorable impression or it might have the opposite effect. That's all I got Bruce. Um, I love, uh, would it be craziest? That's what Jim started with. Um, I started using that multiple years ago and of all people that I started using it on, I started using it on my wife because she was, uh, notorious for saying.

Uh, no to everything I asked for. And it was like, well, if some, if they're going to say no to everything that I asked for, I'm going to ask you a question, give, give them a make no a positive. So would it be crazy if, uh, amazing question. Um, and probably hadn't gone far enough along in the conversation to know whether I was a no type of person yet.

But it's still a really, really powerful question. Uh, Oh, I'll echo what Jim said. You might've given up on the appointment just a little bit too soon. Uh, so what I would do is I would take a step back. I would validate the person's objections. So, you know, I said, I'm not sure I want to put dates on things right now.

I don't want to define things right now. I would, I would validate it and then practice, uh, a, um, an active listening technique where you just repeat back what they said, your own words. Uh, I completely understand. It sounds like you really don't want to define things just yet. You're probably not ready.

Right? Get it. Yes. And I would have easily said yes to that, because then you say, tell you what a lot of what we find a lot of people do is they, they really get stuck in probate for sometimes eight, nine months, sometimes even longer than a year. And it's mainly just because they don't have a plan. Um, and I know you're working on your timeframe and don't want to assign dates.

Do you think it would be beneficial or, or would it be crazy if you could pull that out again? Uh, would it be crazy to think that maybe we could get together the next week or two and at least let me give you a list of things that you're going to want to do when the time comes that you start the process.

And trust to that close again. I think I would have given it to you again, if you would have validated me, um, practice, practice, active listening, and sort of repeated back what I said in your own words, and then circled back and asked in a different way. Um, otherwise, Super crazy. Natural. I assumed that when you said and the area, it was probably just cause you didn't want to say what city you were in on the phone.

So I figured that you just didn't want to show your cards to everybody else listening to the call, but I thought it was great call. Thank you. Great job, buddy. Thank you, Justin. We have one more in the queue and we've got about 15, 10, 15 minutes guys. So hopefully we can finish strong here. Last up his phone number ending in four, three, one nine.

You're up last. Hey, uh, Jim and Bruce, uh, Carlos Evans. Uh, I'm a real estate agent and uh, I want to be the, uh, agent and I give Jim a shot on this one. Oh, right. Fire away. Give me a call, Carlos, anything, uh, Carlos, before we, before we start anything in particular that you want to practice? Well, not necessarily making calls.

So, um, you know, I'm just trying to get the calling jitters out, so I'm just going to give it a go random I'll I'll randomly be a typical executor, then go ahead and call them. Okay. Ring, ring. Hey. Hello. Hi, what's calling for Jim. Uh, yeah, this Jim who's this. Hey Gemma, my name is Carlos Evans. I'm a local real estate agent.

And I understand that you may or may not be the personal representative for an estate. And I was reaching out to you because I put together a team of professionals and we actually help folks go through going through the approval process and just wanted to see if there's anything that I could do to actually help you and your family.

Yeah, I appreciate it. We're not really ready to sell yet. And I think my sister has a friend. That's a realtor that we'll probably go with, you know, when we aren't ready. Sure. No, I, I completely understand. Uh, Jim, so are you and your family pretty much committed to selling the property or? Yeah, I think so.

Yes. In that process. Yeah, we, we do need to sell it. There's five of us and we really need to sell it to split up the proceeds. And you know, none of us want to live there. None of us are local enough to, you know, to, to want to keep her manage the house. So yeah, we're, we're going to sell it, but like I said, I don't think we're ready yet.

Uh, we just got started and, uh, I think we pretty much have an agent already, but I appreciate the call, Carlos. No, no worries, Tim. And before, before I let you go here, just, uh, To let you know, we actually do a little bit more than just the standard listing our properties. We actually specialize with helping sellers like yourself, going through the probate process.

So for instance, if you need it, um, cleanup crews for the property or securing the property, as far as, uh, changing locks or making minor improvements to the property and even disposing off. Personal property. So I know that you guys said that, uh, you have an agent, uh, however, these are services that you're going to have to deal with.

And is there anything that maybe I could discuss with, uh, taken off your plate? I mean, what, what are some, I mean, you'd be willing to do. Yeah. You'd be willing to do that, even if we don't list with you. Well, you know, again, Jim, you guys have five folks and, uh, I think most likely it's important to make sure that you guys can sell it for the most money.

Um, unless you're going to get to just, you know, leave some equity on the table. I would say that these services are going to have to be done either. It's going to be done by you and your family remotely, or is your agent going to kind of do those services for you? It didn't didn't even mention it honestly.

Um, I think my sister spoke to her, but I don't think it came up. So Jim, why don't we do this? I know that you said that your, your family is in agreement to selling the property. I know that you're, you're not necessarily there, but is there a way that maybe I could schedule to get by and take a look at the property?

And then what we could do is maybe even set up a zoom call with the family and discuss what's best for you. Um, is there any time that I can maybe get by and gain access to the property this week? Yeah. What would you, what would be your main purpose in going by, what would you be doing, you know, just to kind of give you, uh, um, an idea as to what it would actually take to prep, the property for sale.

I mean, I don't know if there's. Items in the property. When's the last time that you've kind of gone through the home? Uh, it's been years. Last time we were there, it was pretty cluttered. It was pretty bad shape. Um, so it's been three or four years since I've been there. Yeah. I mean, I definitely can help you as far as, uh, cleaning out the property with, uh, anything that you guys don't necessarily want.

And if there are items that you want to sell, as far as personal property, Either disposing or being able to sell those items, to make sure that you can actually put, put those funds into the estate. And if there's minor repairs, as far as, you know, if you need the paint or make some changes to make sure that you can actually sell it for more money.

Um, so those would be some of the things that I be able to share with you and your family. Yeah, it sounds interesting. Um, as part possibility, um, when I talked to my siblings and I'll get back to you. Okay. What's it. What's a good time. And, uh, yeah, maybe I'll give you a call in a week or so let me check with everybody.

Sure, sure. I can definitely, um, Give you my information too, Jim, is there a number that I get, is there an email address that maybe I can send some information out to you and then we can our plan on following up, do you think you might be able to talk to them over the weekend? And maybe we could just have a followup call on Monday?

Yeah, you can shut up. I'll talk to him over the weekend. It's a And give me a call. I'll talk to them over the weekend. Give me a call back on Monday. Okay. And, uh, Jen, just, uh, if, if you have a pen handy, I'd like to just give you my information as well. Sure. Go ahead. Got it. Okay.

Carlos, Carlos Evans, a local real estate agent two one zero four three one nine. Perfect. All right, appreciate it, Carlos. Nice talking to you. Take care. Thank you for your time. Bye. Okay, Bruce. I have some input, but you go first, please. Okay. All right. So, um, right out of the gate, I think you probably pigeonholed yourself and to, uh, into.

Uh, a specific type of conversation, a real estate conversation by calling yourself an agent. Yup. Yup. Yup. Um, okay. Uh, I really liked that you used the word because, and a lot of, a lot of you that have listened to me before know that I'm a big fan of, of telling. People that, because the, because behind my call, um, you did go a little bit long.

You said I'm calling because, and then you started, uh, pretty much immediately describing your services without really any, any input or, or permission or buy in from Jim. Um, so I would just kind of shorten that, uh, summary of your services up a little bit before you dive into the, um, the elevator pitch and try to get some kind of, uh, uh, buy-in, um, buy in from Jim or buy in from the prospect to go further into the conversation.

Um, I thought that you, uh, project took a bunch of notes, forgive me here. But, uh, but I thought that you shifted you. You had an amazing shift after Jim hit you with the objection of, Hey, we already have a, um, a real estate agent picked good job, not completely caving there. That's a, that's a tough objection to handle and that the shifts and the validation was awesome.

Um, I would have asked where the executors lived or not the executors, but he said, Hey, none of us are local enough. Okay, so you could have really camped out there. Oh, where do you guys live? How about your siblings? I guess that's, that's a, and then, and then make some impact statements kind of really draw out the pain of having to drive in and out of the area and make these decisions.

Okay. Last thing is I want you to pull it. If I would blank, would you. Or if this, then that, um, that's, that's a closing techniques that you're going to want to use when somebody hits you with the agent. Um, you know, I understand you guys are pretty committed to an agent. Is that to say that if somebody made you a, a really great offer that netted you more money, that you'd still stick with some.

So if, if I could give you, get you more money, I could make your process easier. Or if. Okay. Yeah. That's why you're not even necessarily to you. If someone gave you a better offer, the agent you've picked so far. Okay. Once they give you yes. Then it gives you a door to get back in. And now you have a reason to continue that conversation a little deeper.

Perfect. I will, um, ditto to everything Bruce said to you right away, you put your real estate hat on. You never want to do that. You want to just be, you know, you want to be Carlos, the guy that you know, helps people that have inherited property. And I will tell you, um, at the end there. Um, if you had asked me one more time for the appointment, I was going to say, well, you know what?

My sister is pretty pushy and I wouldn't mind getting a second opinion. Yeah, come on over. But you, you, you, you only ask, you only ask once. And I didn't say my best friend is a realtor or somebody we've used before. I just said, you know, my sister talked to somebody and you ask a good question. Do they offer all these services?

And I said, no, I don't think so. So I think you had an opening there to try one or two more times. It wasn't, it was really a soft, I've got an agent. It wasn't a real hard one. I think he probably gave up just a little bit too easy. And, uh, and like Bruce said use, you know, eight, would it be crazy if we got together and I just didn't give you a second opinion or, you know, if, um, You know, why don't we go ahead and get together.

It wouldn't hurt to have a second opinion. Would it, if you had done that, I was, I was ready to give you a point, but you just gave up a little bit too quick. Okay. No, I, I appreciate that. Great job, Carlos. I appreciate it. I'll tell you what I appreciate all of you guys today, Bruce. You and I didn't even have to be on the heart hot seat.

You know, they, they, they were, um, we had five people that stepped up and were willing to be the agent investors. So I want to thank each of you who. Showed up today. We had a great attendance. I want to thank particularly the five of you who actively participated. And I hope you heard one thing on this call that inspired you.

I want to challenge you. Just take one, thought one idea. One thing that inspired you go out and put it into practice and come back tomorrow for our, our mastermind call at one o'clock and share your results with the group. Thank you so much, guys. Be productive, be safe. Uh, and we will talk to you one o'clock tomorrow.

We'll take care of it, buddy.



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Cold Call Role Play #62 | Probate Real Estate Scripts

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Real Estate Scripts Role Play Training #62 

Recorded Live on January 13th, 2021 (Join Us Live Next Time | Previous Episodes)


Welcome to All The Leads Role Play Training, a special series recorded once a month for the Probate Mastermind Podcast.  These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Chad Corbett and Bruce Hill.  Be sure to join our Facebook Group, All The Leads Mastermind, to find role play partners and more!



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Episode Transcript

Cold Call Training For Probate Real Estate - Role Play 62

A.I. Narration: Welcome to All The Leads Cold Call Training, a special series recorded once a month for the Probate Mastermind Podcast.  These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Chad Corbett Bruce Hill.  The role play portions of the call are completely un-edited, so listeners can experience how these calls would sound if they were real conversations.  Be sure to join our Facebook Group " All The Leads Mastermind"   to find role play partners and more.  For previous episodes, visit



Welcome to our powerful agents and investors from across the country. Today is Wednesday, January 13th, 2020. And this is role-play podcast number 62, and we do have a number of people in the queue. Chad Bruce. Hi, we're all here today. Let's go to our first caller. First up this week is phone number ending in one, one, one zero.

You're up first. Hi, this is cliff. I've I just got my first set of leads this week, actually. And I, I was all gung ho started into it and I the first person, the first one I looked at didn't have all the things were X out, start out for being able to call them, but they had an email.

So I sent an email and I took the, one of the letters and I hacked that up and it seemed to go, okay. But then a part of my thing was okay, when I get into this thing of if I have to leave messages and  I forget who my trainer person might help my coach was. And he had suggested that I make the calls first.

So I looked at Chad's script there a little bit to see what his was.  I sent you this letter last week and send them a letter last week. So right away, I, we look like a knucklehead, so I adjusted and I just went, hi, this is cliff Castillano. I'd like a chance to speak with you concerning your role as a personal administrator.

Give me a call when you get five minutes to chat. And is that accessible? Does that seem okay to do.  So it's something that I wouldn't lean towards saying it exactly like that. A lot of times whether you're leaving a message or you're getting someone on the phone I've personally found that it's okay to say, did you happen to get a.

A letter for me in the last couple of weeks.  You're not saying I sent you a letter, but did you happen to get one and you'd be surprised how many people will say yeah, I think I did. And it just really opens the conversation up for you to be able to to start to talk and ask them about their experience.

So I haven't said you could do the same thing on a message as well. A lot of our subscribers, don't leave a message on the first call.  That's up to you. I'd say test, test it and try maybe without a message on your first call and then with a message and see what kind of response rate you get back.

Oh, okay.  I know we're not supposed to ask a lot of questions on this, but I have one, I struggled in to sound strange with what to put in the subject line for the email. That sounds, I know it's my sound stupid, but I did. I struggled as to what actually to  put there. Do you have any suggestions for that?

I'll put it. I'm taking a shot. I'm sure Bruce has advice on that too. I prefer questions. So when you're coming from a place of empathy and really truly understanding the situation they're in, if you really want to get their attention, ask a question that takes their mind to the place you want them to be thinking.

So whatever the purpose of your message is. If you're early on in the process and somebody's just starting, it could be something like. You know that, did you know that this exists in the community or did you know that you already have a team. And what you're trying to do is not sell anything with email.

And again, I would suggest that you keep your copy short. There are copywriting techniques where you go long form, but this is a cold email introduction. So I would keep it short and try to drive it to the phone because these folks are in an emotional, in a very emotional situation. And it's much easier to sell this over the phone.

So something like, did you know that you already have a team here in Roanoke? And then when they click, it's I'm my name's cliff. I've got a team of people put together specifically to help families going through probate. Anytime I can find an email, I always try to reach out because most people don't know this exist and they don't understand how much value we can bring to the situation.

Click the link below to jump on my calendar. Can't wait to see how we can help you. And you didn't have a clear call to action. Don't try to sell your service. Don't try to tell them everything you can do for them. That's what the phone calls for. Okay. Because we, in the point of that, just for everybody listening, the reason I say that is.

There are literally dozens upon dozens of ways we can provide value to these families until we get the answers to a few basic questions and understood Stan what their pain points are, what their challenges are.  You don't want to try to sell clean-out services. And to someone who does, who has an empty house it was, if it was a fully furnished vacation condo  so try and just trying to sell them.

Everything is overwhelming picking things randomly is it may not apply to them. So just try to speak broadly and, have a clear call to action. Just a few sentences of copy and get them on the calendar or have them. You can say give them to you, give them a choice. So you can call me at this number right now, or you can schedule my calendar here.

Okay, thank you. Yep. Yep. Yeah, I would add maybe speaking to the pain that they might be experiencing not the pain of grief or the pain of loss, but the the pain or the potential pain of not working with you. So a subject line might be something like the greatest mistake that a PR will ever make.

And then your copy is  the greatest mistake. I work with a lot of personal representatives and families, and the biggest mistake is trying to do everything on your own. You may have an attorney that's doing the legal side of your project, that everything surrounding real estate from property clean out to property sale.

I can help you with, if you want to hear more, call this number. Okay. But get the ultimately the goal is to get your email opened and so to keep it short  and mix it. Yeah. The one person called me and emailed back lines. She emailed me back and she said that she has an attorney to take care of this.

So I emailed her back. Cause nowhere near that, I really tell her I was a realtor.  So I emailed her back that, I understand your attorney for that stuff, but I'm here to anything else you can do with selling the house or whatever. And, I did give her my number and she had that originally first email and all that.

And I asked her, if she has few minutes to give me a call, but we'll see how that goes. Thank you. Yep. Thanks, Glenn, perfect personality. I'll like something you said just to give you an idea, if that's often the mentality is, our attorney has handled it and something, this is a disruptive move.

So you have to have the personality to support it on when the phone call comes. But you can say things like, did you, can you believe your attorney missed this? Is that the email subject line and your body copy is talks about how 99.9% of attorneys overlooked telling them how to protect for the asset protection piece.

So if you have real estate and that real estate is vacant, you have exposure from an insurance standpoint, but also from an adverse possession standpoint.  One of the, one of the many things that are on our checklist is to make sure that we help families get the proper insurance in place. And to secure that assets, if you don't have real estate, this is obviously not, yada, yada, but you can do really well disruptive things like that.

Just understand it may get forwarded to an attorney and that attorney may or may not be your best friend when you hear from them. But if you have the personality to stand up to that type of a conversation, That's still engagement. Yep. So as you learn the, as you learn the assumptions, like when you hear these objections, you should have an email subject line for every objection you hear on the phone, and that will eventually become part of your drip campaign.

Did you know your attorney? Did you know your attorney missed this? Can you believe this person lost everything? Because they didn't have the right insurance, like things like that to help move them because they don't know what they don't know. But every time you hear, every time you get stumped by an objection, challenge yourself to write a really good subject line, ideally five words or less  with the question as a question and use an emoji.

And that's the kind of the techniques I use to keep, above 50% open rates. So Chad, what your probate attorney might not have told you subject line? What your probate attorney didn't tell you or might not have? No, I would still stick with the question. Can you believe the attorney missed this? Or you could say w what did your journey tell you?

Or what did your attorney forget to tell you if you want to keep it in the question for form, something like that? Yeah. It's anything that's concise and question form, and I find that proper use limited, but proper use of emojis either on the very first character or the very last character and emoji will really help especially on mobile devices.

Oh, okay. I really, I didn't think I would use those at all. Okay. All right. Okay.  It's like anything else to do an ABC test, try a few different things work in different markets, but don't be afraid to play with it a little bit and see what works for you. Okay. So I want to go back just something really fast.

I know you're sending emails cause there were a lot of, do not call numbers on your list.  And. Email  is primarily used as customer service.  It's hard to sell over email. So if you're using email throughout the majority of your list and you are not calling all the numbers, then you need to make that, that email subject line and the copy drive.

Back to some kind of an offset, some kind of an engagement. I'm a big believer in content and education in email, but you've got to get them actively engaged by texting you, emailing you or calling you as soon as possible. If you're not calling all those numbers. Okay. Alrighty. All right, appreciate it.

We've got five more in the queue. Good participation this week, guys. Next up is phone number ending in eight eight three one. You're up next?

Yes, sir. Okay, perfect. Hi, my name is Andrew I'm from New Jersey.  I was on the call last week, I guess there were some technical problems. What have you. So I just kinda wanted to  try out my opening script. Sure. Who do you want to, which who wants to role-play with them? Or do you want to just open and let us all comment on it?

Whatever you prefer. Yeah. You know what, let me just open it and then okay guys give feedback. I've been, I've had so many different variations and I'm really just trying to narrow it down. So the opening goes on, right? Hello. My name is Andrew, my team and I, we work with families and we go down to the courthouse about every 30 days.

To see who may be going through probate and we reach out to families that may need our help. We do all the non legal things that attorneys really don't handle. We help families with things like real estate services or clean house as well with handyman service.  Have there been any challenges that you think we might be able to help out with?

So that's the open.  Did and maybe I missed it. I didn't hear you reference the fact that they have that they're going through probate. Did I just miss that? No, I don't. I say that we go down to the courthouse to help out families that are going through probate. Okay. Forgive me.

I just missed that. I'm good. Good simple explanation for what you do.  I would probably be looking for a little bit more engagement from them earlier in that introduction. So instead of just diving into it and running for I'm going to speculate like 45 seconds  I would probably throw in a summary of what you're calling for.

And then ask if they got your letter ask if they recognize your name, something like that. And when you get a little bit of engagement back from them, then you go into kind of the elevator pitch. So you jumped right into the elevator pitch where I would put a really short summary in front of that.

So I help families through the probate process  something along those lines. Jen, what do you think? So when you listen to this recording, I think you'll see your entry point. And I heard I kinda Mark that point in the conversation because you started because you didn't initiate with, I sent you a letter last week.

Do you remember seeing that you skipped that engagement point that we usually have in the first few seconds? You ran, like Bruce said probably 45 seconds before you re you reached for him. And that felt way too long. The point where it made the most sense for you is when you said we help families go going through probate, and then you had a slight pause and then you launched right into examples of how you could help.

That's your entry point, right there. You can say, have you ever heard of you ever, have you heard of our team or did you know that we existed? The answer is going to be no most likely,  we have we have a service that helps families going through probate  that did you know, something like that existed in the community.

Okay. Yeah, most people don't, that's why we try to reach out to every family. And honestly, like we can help with anything and everything. It starts with us understanding what your challenges are. A lot of families, they need you help with getting homes, cleaned out with getting proper insurance to protect assets.

They don't realize as a fiduciary, that's really important. And for some reason, the attorneys fail to, to remind them of that. So it really just starts with a simple conversation with the family. And then we can give you options on, on, give you things we could do to help  what's been the toughest thing, single thing so far that you can think of.

Something along those lines, I went a little longer with the examples and I probably would have, but the, that pause point, if you're calling ahead of your letters, that was an assumption I was making, because you didn't say anything. If you're calling ahead of your letters, just make sure you get some pause point with a question like where you get it.

Yeah. They have some opportunity for engagement in the first few seconds. Otherwise they're going to feel an urgency to speak and they're not going to be listening. Up and you know what? I was going to add what I was going to add. Also, if you do get to that point, or if you do ask that question, what's been the most difficult part for you so far B be prepared that they might just come back and say what do you mean?

What are you talking about? And have a couple examples for them? A lot of the people we deal with. I find that it's a personal property. Do you have a lot of personal property in the house? Just be prepared to ask another question. Keep questions are always better than statements and keeping people engaged and the longer you can get them talking the better chance you're going to have them listening to your USP.

When you get to it makes sense. Yeah, it does. Thank you. All right. Thank you. Just being appreciated. We got a full queue guys. Great job. Did you want to add something, Bruce? No, I don't. I just said thanks Andrew. Oh, okay. Perfect. All right. Next up is phone number ending in two five, one seven Europe, X.

Okay. Ready to role play? All right. Who do you want? You got Bruce or or Chad? We'll let you choose.  Ashley, I don't care. This is the script that Bruce gave me. I actually want to get back to ordering my leads again. I just wasn't comfortable for awhile, so I'm ready to go. So I don't know.

Bruce, you want to take her? Sure. Let's do it. Okay, go ahead. Okay. It sounds like Joyce, by the way. I'll hold on. No, it's Sue.  So sorry. Sounded like Joyce on my headset. Okay. All right. So let's go for it. Okay. Ring.  Hello. Hey, Bruce.  Yeah. Yeah, it's just Simon. Do you have to remember who I am?

SU no, I, not off the top of my head. I'm sorry. Oh, that's okay. I didn't think so. The reason I'm calling is because I shot you a few letters recently and I help families go through the probate process. I don't really know if the ways that I help are going to be relevant to you or not. Do you need to have a minute to chat and see if what I offer is relevant?

Yeah, sure. I'm a little squeezed on time but I can take a minute. Okay. This will be brief.  The families that I typically help and, I don't know if you need this, but the same can I typically help out or in three areas, either someone has real estate that they know that they're going to sell or just inherited and they don't want to get taken advantage of and being in the real estate business, I can help with that.

The next theory that I helped with is dealing with personal property. A lot of people are just bogged down and busy in their regular day to day and don't have parental range for state tails or make trips, the dump or those types of things. That's why I've got a team that can handle any disregarding to house out or selling personal property.

The last thing that I do is I help with repairs and maintenance.  No, a lot of Visy are the way our lives are, but then all of a sudden you have to go over and  trim weeds or kick some leaking things or something that can just be too much in one day. And so I've got a team of handyman contractors that if you needed anyone  just let me know and I could get them over there pretty quick.

Okay.  Go ahead. Go ahead.  I was just assuming that so far, you guys probably had everything happen.

Not exactly. We're just so early in the process. We haven't even been over to the house yet, so  I don't know what we need to do, what we don't need to do. I have no idea. Just lost mom a couple of weeks ago, and I'm sure we'll get over there sometime in the next couple of months.

Okay.   Can certainly appreciate, you're going through a lot right now. And  it's, I tell you what you think you could take down my name and number and let me know if you need some help in the future  when you finally get to the point where you can start looking out and in the things that you're going to have to go through  Yeah. Yeah. Why not? Okay.  My name is diamond.

Do you have a pen? I'm sorry? Do you have a pen?  Yeah. Yeah, I got a pen. Okay.  My name is Simon and my phone number is five two zero two six one five zero zero. Okay. So got it.  Okay.  Want to be respectful of your time, but I just have one last question. Do you think your family is leaning toward holding onto the real estate long term?

Or are you thinking about selling it?

I don't know. I want to hold onto it, but I got a little bit of a fight on my hands with my siblings. I don't know. We're probably going to sell, I don't want to though. Oh, no. What would you prefer to do? Keep it? Would you like rent it out or something? Yeah, no, it would definitely be a long-term SU I'm running a little tight on time.

I don't know. I can certainly let you know if I need anything in the future though. Okay. I appreciate that. I don't want to take a few time. I'll probably just give you a call back in a month or so. And. When I call it change, please feel free to answer the phone and say, Sue nothing's changed.

But on the flip side, if you feel like you need some help early on in possibly clean out or maintenance or anything of that manner, I have a team event I can help.  Does that sound

yeah, sure. That works. Okay. All right. You have a great day. All right. Thanks. Okay. Great. Perfect. Okay. Good job. I could tell that I could tell you'd practice that that dialogue I would say that you should probably work on shortening the elevator pitch. So where you just described some of the some of the things that families are going through.

I would work on getting that out a little sooner, summarizing it a little bit quicker.  And and then just be prepared.  Gave I gave you an opening. You said, should I assume you have everything handled so far? And I basically said we don't know. What we don't know is a summary of what I said.

I ha I have no idea what we're going to do. We haven't been over to the house. We probably won't go for a few months. And that was a really big opening for you to dig for some information. You went for a, you pretended, like I objected to you and like I resisted you and I was not resisting you at all.

So you could have. You're good. Just ask if I just ask a question. Oh yeah. So what what is going on over at the house who's taking care of it? That would be a good question. There's, there are other questions. So what I'm going to encourage you to do is sit down and write out some questions where if somebody opens up and they give you they give you an opening.

You, you have a handful of questions that you could just ask.  Otherwise, it was conversational. I could tell that you got stumped a little bit, but but all in all a good job. Okay. So I get a lot of the questions they open up.  One thing that struck me and it might sound a little bit picky, but I stayed at things differently than I'd ever heard anybody state them before, which is good.

It definitely sounded, it seemed like you, at one point after you stated everything, you said it was almost the opposite of an assumptive close, you said you probably don't need help with any of those things. I think I would state that a little bit differently. Are there any of those things you need help with or you could eat, you can either be, even be a little more presumptive and say, there's probably at least one of those things you need help with.

Because when you say you probably don't, it's just really easy for the person to auto answer. No, I don't need help. So I would maybe make that neutral or. What's that  you're allowed to, you're allowed to roll me under the bus right now, if you want. So I was waiting on my response because I hear a lot of Bruce's items in your language.

And I think the reason you're using negatives so heavily is because he suggested am I right? Oh, yeah, but I liked it cause I felt like it was a disarming approach, but but it will take more phone calls to build the relationship. So I'm going to say this respectfully, your delivery is weak and it's making you look weak.

So until you can get that to a point where it elicits a positive response, like my, in the first five sentences of the call. It felt to me like you had no self-confidence in your own service. And then I was like, Oh, wait a minute. I think Bruce has been coaching her on negatives and a few things like, so I've I get the methodology, I see what you're going, but your delivery is not confident.

And until it is, it's probably going to work against you. Because if you're, if you say, you probably don't need help with any of that. If I'm not in rapport with you, I'm going to be like, yep, thanks for the call. And I'm off. And so with, without, and Bruce was not like you didn't get to a level of engagement where those are safe statements.

I didn't feel like  I'd like for you to listen to the concert, listen to the recording of this and hear how you're delivering those negatives. And then work on that. I think it's a good tactic and it's good advice. It's some of us are subject to our personalities though, and I don't think that it's serving you to go that negative that early and.

Just before you have rapport. So what I would say is rapport is built heavily while you're presenting the issues that you work through and the longer you, it takes you to get that out and present it. The less rapport you're getting. Cause I was almost feeling like, could you just get to the point.

And I know those are the three points that I hit and the three points that I gave you, but they took so long that by the time you even went to a negative, I didn't feel like you, I felt like you were completely unconfident. And  and it had just taken too long for a negative to really work in my opinion.

I do believe in the power of asking a negative question though. And Bruce deliver your like the have you ever heard of me and your response to that, deliver that so other people can hear it. Like you have a humorous, let me throw myself on, let me fall on my sword approach to that.

So deliver that back to her.   Do you happen to recognize my name by any chance? No. Is that, what you're is that the one you're talking about yet? Do you happen to recognize my name? I don't. I'm not no, you don't. Oh gosh. I that's totally fine. I just shot you a couple of letters a few days ago.

I'm going to guess that you haven't gotten around to reading those is there. So you hear he has a little, okay. No. Bruce's down right. Jolly about that. And when you present it, you were sheepish about it. So there a little things like this, when you're going, just like I talked about with the email subject lines, with certain techniques, you gotta be prepared for, for the setup.

And that was where I first picked up on where it just seemed like you weren't confident and you started to lose me.  So I would, I think. Keep working with what Bruce's is suggesting you do just work on your delivery and be a little more confident in it. And a little more certain where your conversation going, because it was also really clear when your mind I got off track,  you were trying to regain control and that's fine.

This is a safe place. Nobody's making fun of you. But  and thanks for stepping up to do it, but it was clear when you didn't know where the conversation was going. So just pay a little bit more attention to what is my like, think two-step two steps down the road in the conversation.

Okay. Okay. Thank you. All right. Good job. So thank you.  Next up is phone number ending in seven three, six eight. You're up next, can you hear me? Yes, ma'am loud and clear. This is Christina I'm in I'm in Austin and I am a deer in the headlights. I'm so excited about this. And  Bruce knows I have not made one call yet.

So I just wanted to like,  stumble my way through this opening phone call as if I'm calling one of my leads. And I don't know, I really have any agenda. Like I don't really have any tenants to say what I just heard on the other call. So it's going to be really rough.

All right. Who wants to take her? You want to take another one, Bruce or Chad? Do you want to take a turn?  I may Christina, if you've been coaching with Bruce, do you want to do it with them or would you rather me go?  It doesn't. However you guys, whatever energy you have is fine with me. But I say I'm not going to be some that Bruce told me to say, probably.

So it's going to be really rough. So I'll take this. I'll do the role-play. So your coach can listen and give you advice. How's that? Okay. All right.  So ring. Hello. Hey, Chad, this is Christina .  I sent you a letter Oh, probably got it over the last week. Do you remember getting a letter from me?

No, I have a stack of what was it about. How can I help you? I know you've probably just gotten so much so much information in the mail.  Help, I have a team of people. We help people go through probate and I,  got your name and number from the County. County records. Know you've had a loss in the family.

I'm really sorry to hear about that for your family. I know this is a lot to tackle. So I, I just wanted to check in with you and see what you're struggling with, that I can possibly help with.  What is it that, that you do specifically? I don't understand. Yeah, I know it's a little bit of a different service.

So I have a team of people that can help pick up where the attorney has left off in the probate process. So your attorney to be probably doing a great job, handling all the legal, the legal processions of the probate. But there's the real estate and the personal property, which is often a burden for a personal representative, like you to  to handle.

So I have a team of people that,  we help with state sales organizing personal property. We can help you fix up a home. Just a variety of services. What are you struggling with that I can help you out with?

Time, finding time to do everything that I need to do time. That's definitely where I can help you out. Tell me, is is the, is there real estate in the us? Is there real estate as part of the estate?

Okay. And has there been anyone who has  is it being managed currently or being lived in.  It's no nobody's living there right now. My, my brother there was, but when dad passed, he couldn't even afford to pay the utility. So he's moved on. Okay. All right. And Chad, I can hear it in your voice.

I can tell that, this is just a really heavy time for you. And I just want to give you my condolences and tell you that I'm so sorry you're going through this. It is a really hard time I've experienced it myself.  So your brother left, the home is vacant. Is there anyone who is  Let's see, I don't know what to ask guys.

I know I'm trying to get to the insurance question. Okay. Break, break there. So first of all, your tone is awesome. Even when I was being an asshole to you, you didn't let it shake you. And you're like, I am no, no worries.  So your tone is really good.  I think you were trying to make the conversation fits so much that you're actually missing points that you wouldn't have otherwise.

My you're set up. You're doing a good job on the setup. And as soon as you found out, my brother moved out. And that the utilities might not be on. And it's the reason I said that is because I know it snowed in your neighborhood last week and the house is probably not winterized.

So I was giving you a slow pitch that was circumstantial. But I was giving you a slow pitch to find the reason to get over there today, to get that house winterized and get proper insurance on it. There's the things like that. So I think you were looking to guide the conversation so much, you were missing opportunities that you wouldn't have with another type of client.

Okay. And so I wrote down great empathy. You really sounded empathetic. You sounded sincerely interested and. Yeah. And you did a good job of restating what he was saying also. So you could tell that you were listening and paying attention. Yeah, I'm glad you said that because Christina, I would love to see you back that empathy statement up.

You just dropped it in I'm at a place where it didn't fit nearly as good as it would have back in the beginning of the conversation. So we actually visit the courthouse once a month and reach out to all families going through this because I've been through it and I know how hard it can be without help.

And that's why, a service in the community exists that most people have never heard of because I'm now taking this, I'm now taking this on as my community service or social enterprise  something like that. But get that empathy statement in the front because you it's most of us on this call or never to have gone through, had to have been an executor, but if you have, then it can be really powerful.

I would encourage you to move that up and your intro. Okay. Cool.  So my input, and this is a really small thing. You did say County records. I would prefer that you say the County clerk or the courthouse over County records. It sounds really just records. Doesn't. It sounds robotic. Okay.

And you probably don't do that normally, but that makes sure that you don't the other thing that, where you got stuck and you were trying to stick to a specific narrative. And a lot of times that narrative is going to work for you, but when Chad left you an opening that didn't fit the narrative or didn't fit.

The the insurance  statement that you wanted to get to, then that's where you did get a little bit stuck. And I feel like he said time, and you provided an empathetic statement,  that I can definitely help. And you started looking for how to help, where just simply asked a deeper question on that and it doesn't need to be.

It could be as simple as  what are you running out of time with what you, if you had an extra eight hours today, if you had an extra eight hours today, how would you use it? Yep, exactly. Okay. They're going to, they're going to tell you how you can help you made the statement. I can help, but you still didn't know exactly what they needed help with yet.

Yeah. Yeah. Cool.  Y'all call I've ever made. Good job. I have one other kind of silly observation. You came out asking questions. I've never heard anybody ask a question with the ring. You said ring. You bet. That's I like a question

that just struck me, boy, this lady is really taking this seriously. She started with the question, the way the boat rigs  I had to ride to break that up. It was noticeable. It was funny, but she did follow up with some good legitimate questions. Also. Good job.

Very welcome. We have three more in the queue. Perfect timing.  Next up is phone number ending in 2,600. You're up next.

Are you there? Two six zero zero. You're up next?

Unmute yourself to six zero, zero. Okay.  go ahead. You're good. Yes, sir. We got somebody. Yeah. Hi, this is Richard McDonough. I sent you a little last week in a colored envelope, so I'm just following up to explain why I sent it. Am I correct? That you're the personal representative for the Smith estate?  Yeah.

Yeah, that's me.  Great. Listen. I'm sure you have a lot on your plate. And I know this may be a difficult time, but I'm a probate services specialist and I help a lot of families.  Tell me what's the biggest challenge you're facing right now?  You said this is who, this is rich McDonough.

Rich. Okay. Yeah, no, I think we have everything handled our attorneys do a good job for us. Oh, okay. I can appreciate that. I actually don't handle any legal affairs but I help people. I'm a one-stop resource center for everything from furniture, consignments to appraisals and packaging organizing, cleaning out or selling property.

Which of these areas do you need most help with?  Tell you rich. I'm sure we're going to need some help down the road, but w we're not even ready to go over and start dealing with any of that stuff yet. I'm just, I'm buried. I can appreciate that. When would be a good time for me to check back with you?

I'd say give it a couple of months. Okay. And is there a good email address that I can reach you at?  No, I'd rather not give that right now. Okay. Okay. I appreciate that. Okay. I have your number and I'll check back with you in a couple of months as you suggested. Okay. Is there anything else I can do for you?

I don't know.  You don't know. Oh, okay. What's your biggest PR pressing problem or challenge right now?  Just the paperwork that I'm dealing with the attorney. I paid for work with long of things to do okay. I have no idea. Do you want to come, do you mind shopping for no, no, I don't do shopping, but I do help people with all those other things that get involved with the settlement that in the state appraising Personal property and things like that, but it sounds like you're not at that point yet, correct?

Yeah, probably not. Okay. All right. Let me follow up with you in a month and and let's, and I'm sure some issues will come up between now and then that I can help you with that sound like a plan. Okay. Yeah. Okay. Great. All right. Nice chatting with you. All right. Have a great day, sir. What was your name, sir?

It's rich. Rich. McDonald's. Rich, you do a lot of prospecting. Don't you? I try. Yeah, you you need to slow down a bit on probate,  slow down. You're aggressively thinking about your own responses more than you're looking for human engagement, Bruce, through you slow pitches and you miss them and actually interrupted him while he was throwing you a slow pitch.

And then he was generous enough to bring, he brought it back to you again, and then you somewhat engaged with it. But you're not using those as leverage points to show your value. And it's obvious you're an aggressive prospector on other lists that are way less emotional than this I'm betting.

You probably hammer fizbos and expireds. If I had to guess. Yeah. And so I want you to listen to the recording and see those I want, I'm not even, I don't want to point them out specifically. I want you to say, where did I miss opportunity? Because he gave you at least three chinks in his armor that you overlooked because you're, you were waiting for your own response.

Gotcha. Okay, good. So your demeanor's good. You sound very professional. It just slow down a little bit and listen a little more for the problems. And when he says something like, it's just this paperwork then validate his position and be like, Oh my gosh, I know, right? That is, I see families, we help families every month.

And usually the biggest challenge on the front end was this. First of all, how do you keep all this organized and just be really human with them and slow it down a little bit. Then they'll start, you'll get engagement and they'll start giving you real answers where Bruce  might've thought like you were getting blown off and you immediately said, all right I'll just call you in a month.

And it felt alright on to the next one. That's a numbers game. Yeah, rich, I'll give you one positive. I agree with Chad, you could have said it slower, but you did. I thought you did a nice job of having a very brief, concise, but somewhat inclusive ups, USP. You mentioned in one sentence, everything you could do,  you probably could have slowed down the delivery a little bit, but you didn't remember Milan about it.

So that, to me, that was a positive. Okay. Great. Thank you, Bruce. Bruce, anything you want to add, Bruce?  I felt like your summary was one of the better ones that I've heard in a long time. It didn't go on and on. So great job on the summary. I'll just repeat. What Chad was saying a second ago that  I was in the process.

I hadn't even thrown you a slow pitch. I was in the process of giving you a slow pitch and you swung before the ball was even out of the pit. So that was the basically I circled back around and gave you one that I'll bring up. Mainly because you're not going to hear it very often, but I tried to give you the slow pitch again.

And I said, you, do you want to do my shopping for me? I've never heard anyone say that, but I wanted to hit you with that just to drive home the point that I was completely overwhelmed as the prospect totally overwhelmed. And that's where you probably want to dig in and start asking questions to find out why I'm overwhelmed.

What my schedule's what my family members are wanting what I'm gonna do in the future and how long that's gonna take me. If you just leave me alone the type of person that I was playing would have taken eight months to do anything with the house, because they're just busy with all the other stuff.

And the meantime you probably could have. Found a couple of things that you could help with or pieces of advice that you could offer that would help build rapport because by the time you hung the phone up, I don't think that we really wouldn't.

Okay. Yeah. That's empathy is something I need to work on, it's funny. I've listened to Chad and I said, Chad doesn't sound like an empathetic person to me. He seems to be very successful, but maybe I'm wrong, Chad.  If anything  if yeah, if anything, I'm probably too empathetic. I ended up  I ended up spending a lot of extra time with  had to learn to temper this.

Wouldn't go. Be too helpful to these families and do things that weren't dollar productive. It didn't serve me in the business.  And I had to, because I really felt like I was at a duty or an obligation of mine. So I had to back off of that. And  for me, the empathy is understanding how they feel and like  what they're looking at is, a mountain.

But to me, it looks like a mole Hill and then balancing that out. So not to downplay their situation, to validate and affirm it, that then becomes a solution to it very quickly. And maybe that's why it sounds like I'm not empathetic because I am empathetic to them and to their situation. It's just, I see myself as the solution.

The reason why I picked up on what I perceived to be not empathetic is you have a very low key  tone. In your voice, you don't sound like emotional. And I, and that's why I just assumed that you the un-empathetic piece, but,  totally read that wrong then. And what if you have a personality like mine, where you're more of a, an expressive and a little bit of a driver and empathy, isn't your strong suit?

How do you compensate for that?  It's, we all have to learn to work with our own personalities and find their own language. That's the biggest reason you won't find written scripts here, because if I give you a script that works well for me, you're probably going to be like, what in the hell?

You're going to hate it. And I would never probably use a script. That you use. So what I would rather do is help you understand the methodology and what information you need and you gotta go gather that in your own style. But I would say that I'm a very introspective person. The reason I speak the way I do and in a professional setting is because of.

Literally thousands and thousands of observed conversations. And when I first started in sales I was a high strung coming from the FBI, gung ho pick an obstacle, go through it, get the hell out of my way. If you say, no, that's fine. There's nine more before I find my yes. That kind of guy.

And what I learned is. That, that level of that really aggressive approach didn't serve me as much as when I slowed down and spent time. And this was in a, in a setting where we were in a resort selling multi-million dollar real estate. When I first had that realization. And when I would just slow the hell down and focus, like really make myself listen more than speaking.

Then I found that I spoke slower. I asked better questions and I had engagement really quickly and very quickly, I Rose to the top of every sales team I jumped from market to market. And I think it's just learned behavior for me. Because I am, Bruce hangs up, Bruce is a friend of mine and he knows how I act beside, around the campfire.

I think it's a little different, like in, in my personal life, but I think I've had so much fun. The reinforcement with the slowing things down.  It made deals close more like paradox schools that might sound slowing things down a bit, got the closings to happen faster. Does that make sense? Yeah, it makes sense.

The question is how do you develop that ability?  Rich. Go ahead and being entrusted to me. Like every time I get off the phone, I asked myself, what did you do? What could you have done better? And just two really simple questions. And, it's you have a three minute memory of that last phone call and you'll start to notice things that you might not be if you just hit the dial button and go to the next call.

So just take a moment between each conversation and say, okay what did I do? What can I improve and then take a deep breath and make the next one. And over time, you'll start to see, that's the other thing. I, this is crazy, but I actually, and I think it was a Jeffrey Gitomer maybe that, that I was reading one of the first books I ever read in sales.

Suggest that you put a mirror in your office. And I actually put a mirror in my office. It's no shoe. And while I was on the phone, I would look at myself in the mirror and it made it more, more human and more conversational. So there's things, little things like that, but paying close attention to what you say and how people react to it is how I built my sales skills.

Okay, great. Give you a little I was very much like you in my prospecting career in real estate. And what was a clue for me when I would call retirement areas, I would have people say slow down and quit yelling at me. Okay. I was there. I was a real estate coach at the time and I took an NLP course.

You don't have to take a whole course, but matching and mirroring really helped me a lot. Like just listen to the people's tone. And their rate of speech and try to match it, try to match it. If you get somebody who's real slow, just constant consciously, be aware of the speech pattern, the person you're talking to and try to adjust yours to match them.

And I think you'll get in rapport quicker. That, that works really well for me. But I had to have a lot of old people telling me to quit yelling at slowed out before I finally got the message. All right. Hope that helps. Thank you. Thank you very much. Before you jump off. Hey, Jim, hold on. Before, before you jump off the phone, I'm, I've got two things that I need to say, and one is to everyone else.

That's listening. Chad's advice a second ago.  And this is, you said it was rich, right? I've. I'm so sorry. You. Okay. So jazz advice to you rich was take a second and ask yourself what you did, right? What you did wrong and adjust. This is what I do in my business. I'm always asking myself, why did that suck so bad?

And what can I do to make it suck less next time? And before it. You've dialed it in to it, to having something that's really good. Most of the people on this call as the guy that normally coaches, a lot of them need to not take as much time analyzing themselves. Okay. And I'm saying this to everyone else because some of you, if you overanalyze.

It freezes you in an action. You don't take CHADS, vice too rich. It was very applicable to rich. I just want to make sure that some people aren't out there analyzing when they haven't, they still haven't made a phone call yet now. Rich with regard to Chad.  Being your read on Chad being un-empathetic I would speculate that another piece of that might've been the fact that Chad is very assertive.

And if you are an empathetic person  one of a practice that you need to develop and a skill you need to develop is how to be assertive because a lot of empathetic people can go on and let the prospect that they're dealing with drive and control the entire conversation. And they never asked for the business.

On the flip side, if you're a very assertive person, like I'm assuming you are rich  then. Practicing your empathy. And probably even if you're faking it, even if you're forcing it at first  that practice, and specifically with regard to what Jim said a second ago, studying some basics of neuro-linguistic programming or NLP is going to be a major it's going to serve your business a lot because if you're assertive, you need to practice the empathy.

And if you're empathetic, you need to practice the assertiveness. There's a balance to winning deals here.  Okay. Hey, this has been very helpful. I appreciate it. Thank you, sir. We have two more in the queue guys. Can we go a few minutes over you? Okay, Bruce and Chad go a few minutes over today. I do have a hard stop at three that I have to jump for.

I'll go ahead and go. Thanks. Thanks everybody plays today. We'll see you tomorrow. Talk to you soon. Thanks, Chad. All right. We have two more in the queue. We'll finish up with the last two. Next up is phone number ending in nine zero zero five. You're up next, right?

Are you there are 900 zero zero five. Yes, I'm here. Hi. Hello.

Can you hear me? What can we can hear you fine. What can we do for you? Yep. Okay. So the biggest objection that I'm having when I'm on my call is that they have everything under control. And I don't really know where to go with any firm thing from there. So I'm throwing out the insurance pitch after that, but I pretty much get they're totally closed off after they say we've got everything under control.

So I'm just wondering what can I do in that situation other than schedule a follow-up call. A lot of times we'll end up needing to schedule a follow-up call with people, if they're really closed. However, I want you to understand what they're saying, that they have it under control too. They are saying we have everything under control to someone who in their mind is trying to sell them something that they don't want to buy, but they don't really know what it is that they.

You can help with yet. They don't know what they don't know. And so it's just the deflection and it's my belief that the more we handle objections  the less rapport we keep with our with our prospects and there is a time to handle an objection, but I'm going to make the point, the case to you that maybe you should validate objections above trying to handle them.

And then. Come off of the tail end of a validation like, Hey, that's really good. I'm glad to hear you have it under control. You probably don't need a ton from me today before I let you go though word you and then ask another question. Okay. So mine would be before I let you go, though. Were you guys eventually planning on cleaning the property out or were you eventually planning on selling the property?

Are you guys leaning toward keeping it? So you want to go with the validation before you move on to a different talking point? And that'll keep your conversations going much longer. And you'll gather a lot of good, valuable information. They're going to feel like they have rapport with you because you didn't tell them all the areas that they're wrong.

You told them all the areas that they were right. And if you have to set a follow call, they're going to be a lot more receptive. Okay. All right. I think I can look it up. Excellent. Last up is a familiar name, a lean Europe. We saved the best for last how's that you're up last. Thank you so much. How are you guys happy there?

Thank you.  My question is that as I'm making phone calls of obviously a lot of the times I'm not getting anybody. That's picking up. So typically I don't leave a message typically. I just, make your notes and then I'm going to call back.  So my question in terms of a script or a way to handle when I'm caught off guard and people will return a call and say, Oh, Hey,  have a missed call from your number.

What it, what are you calling me about? And I don't have, I don't have their name. I don't have. There were information right at my fingertips. Cause it could be like an hour after I finished prospecting. So I signed that I'm like losing the opportunity because maybe it is the PR, maybe it isn't.

And sometimes I'm like at a grocery store. So you think there is maybe like a script or something that I could say. And perhaps it just means like getting back to them that I could say quickly to be able to, pasture it and not lose the moment. If you don't mind, Bruce, I'll go first on this one.

I have that happen to me all the time in my investment business, people would call me back and I, what would you call about and say gosh, I'm not at my desk right now. And I made a lot of calls. I assume that you're calling me back. You're the executive of the state, correct?  And then just go into your normal conversation.

Don't pretend like you,  believe me, they're not going to be offended that you don't remember the exact phone number that they're calling you back from. You don't have to have everything,  right at your fingertips. But, I generally I'll get pretty deep in the conversation.

And then worst case, if there's something I have to reach for return refer to in the file, I can always schedule a call back, but usually there isn't usually. You can get the information from them, as far as all the questions you need answered and how you can help them and the property information and everything,  whether you have their information in front of you or not, is it's probably, you just feel a little bit unco uncomfortable that you're being blindsided, right?

Yeah, for sure. That is a little bit uncomfortable and I get it. I don't, I, you know what, I think that 2020, if anything, has taught me and maybe taught a lot of us is that we're all like living a very real life. Like dogs are barking in the background. Kids are  like everybody understands being, human and living life very differently.

So it's not so much about not sounding professional. It's more about I'm calling a list of numbers. Off of one probate or for one kiosk. So not all of them is going to be the number for the PR necessarily. So it could be that somebody's calling me back. That's not the personal representative.

You know what I'm saying?

That question, are you the executor of the state? Okay. Are, are one of the heirs of an estate that was recently filed and people will say to me all the time why'd you call it, and I'd say you're, did I inherit something? I a question if it's a wrong phone number.

And I usually find that, I usually just say to them you would know if you were the executor, you would know if you inherited something. I obviously have the wrong phone number, thank you very much. Goodbye, but I think you want to ask pretty much the same questions as if you were sitting at your desk and,  you were doing a normal conversation with them and anything you want to add, Bruce.

So I would my, the line that I frequently use and the majority and a lot of calls, is it my name familiar to you by any chance? I would. I think it's a good opportunity to use that say I'm sorry. I don't recognize your number, but I probably did give you a call. This is a lean is my name by any chance, familiar to you?

And and see if they say yes or see if it's at least a pattern disruptor, and then saying, I'm giving you I just, I was probably giving you a call cause  I think that you or a family member are administering an estate, maybe you're an executor. Did, do you guys have an estate that, and some property that you've inherited, something like that.

So go with questions, right? Yep. Not automatically assume that I have to explain more than instead of going on the descent. Just ask questions to get more clear. Exactly. Yup. That makes sense. And just, I, if I could just take a second, one of the things that I, observed in the last two weeks in the beginning of the year is an, I don't know if it's just a fluke or if it's, just an indication of.

No the world and everything that we've been around, it seems to me like a lot of the people that I'm speaking to are very  very emotional, very open and talking and sharing just a lot more than I've experienced before in the past. I don't know for whatever that's worth. I think that  probably things are just a lot more heavier for people then.

And they have been  do you mean in a good way? So are you saying they're emotional, but that's causing them to be open and sharing or they're more? Yeah. Yeah. Oh yeah. No. I mean it like, like they're just not, no, not so much defensive, more so like just really open and sharing. I had a lady the other day yesterday say to me, she was like, Oh my gosh, I can't believe everything.

I'm telling you.  And also with meetings with people just like very,  I'm, I don't want to get too deep and heavy, but I'm just noticing I think that we're, it's just as the world, we're holding a lot of weight, a lot of emotions, a lot of feelings and any like anything that opens it up, not with every single person obviously, but I definitely noticed it much more than I have in the past that.

People are not aggressive, but more so sharing their feelings of just what's going on for them. There are difficulties there, even there like some personal stuff. Sure. People definitely. I think you probably have a valid observation. People need to appreciate that TLC now more than ever. I would also give yourself a little bit of a Pat on the back.

Worked with you for quite a while now, Ilene and you are very, you're pretty, you're very easy to talk to. So give yourself some credit that you are opening them up and no seriously opening up and getting them to talk because, if you don't, if you're not if they don't perceive you as being empathetic it doesn't matter how stressed they are.

They, they'll go the opposite way and take it out on you. So you're doing a good job on the calls. I would say way to go. Good job. Oh, thank you. Thanks, Jim. I appreciate that. Sure, Bruce.  Nope, I'm good. I would just repeat what Jim just said. I know Ilene does a lot of prospecting.

You're probably really building up I'm sure that maybe people are more open open to sharing that.  Guarantee it's a lot of advanced skillset that you are developing as well. Oh, thank you. I appreciate that. Thanks both of you for your great coaching. Thank you for being here as always.

Well guys sends another great call. It was worth waiting for, we had a tremendous turnout this week. We had great participation. I want to thank each of you for being here. I want to particularly thank the half a dozen or so that actively participated. I want to challenge each of you. Take one, thought one idea.

One thing that inspired you on this call, go out and put it into practice and. Come back tomorrow afternoon and share your results with the group. Stay healthy, stay productive, and we will talk to you tomorrow. Guys. Take care.


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Preview for Probate Mastermind Real Estate Podcast episode 307. Listing and investing with probate leads

Proven Method For Beating Your Competition | Are Niche Websites Worth It? Turning Real Estate Clients Into Personal Lenders | Probate Mastermind Podcast Episode 307

Proven Method For Beating Your Competition | Are Niche Websites Worth It? Turning Clients Into Personal Lenders Probate Mastermind Podcast #307

Probate Mastermind Episode #307 | Recorded Live on December 10th, 2020.  

Join Us Live Every Thursday | Previous Episodes.


Episode Summary: 

In this episode of the Probate Mastermind Podcast:

  • Jim shares how he is winning multiple deals won through attorney referrals
  • Chad advises Fed on building a solid relationship with a fix-and-flipper
  • Joe shares how he is edging out his competition of 15 years in the probate space
  • The mastermind share advice on niche digital marketing, turning probate clients into personal lenders and key SOI referral sources, and how probate can be the perfect niche for new agents and investors.

***Most importantly, we hear more incredible success stories from rookies and veterans that are turning probate leads into listings, acquisitions, and wholesale deals!


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!


Get Probate Leads

Get Certified in Probate Real Estate




Call Re-cap:

The Best Real Estate Niche For New Agents (1:10)

Cliff is new to real estate and is looking to start working with sellers.  Jim lays out why probate leads are an extremely good niche for new real estate agents who haven’t established their brand in their market quite yet. Also, many experienced traditional agents have certain habits engrained, and learning the All The Leads Probate Approach teaches the right skills, language, and strategies from the start.

See More: The Probate Leads gathered, validated, and skip-traced for you.

Real Estate Loans: Private Money vs Hard Money Real Estate Lenders

Real Estate Loans: Private Money vs Hard Money Real Estate Lenders (2:56)

Chad breaks down the semantics and actual differences between Private and Hard Money loans.

See More: Go Navigator Capital: The Bridge Between Private and Hard Money Real Estate Loans

How Do You Follow Up On Real Estate Leads That Hung Up

How Do You Follow Up On Real Estate Leads That Hung Up (7:46 : 23:21)

Christian is looking for advice on probate prospecting.  When making cold calls, what should you do when the personal representative hangs up on you? Should you always call them back, and how should you follow up with probate leads in the future? Chad also offers advice on changing your USP to fit the context better next call.

Are Niche Websites Worth It For Your Real Estate Business?

Are Niche Websites Worth It For Your Real Estate Business? (10:49)

Caller is interested in a setting up a separate website for the probate side of his real estate business.  The value in having a separate page for this niche is that your USP and branding can present as something much more valuable to a family going through probate than a traditional real estate marketing website.  These websites will establish credibility and trust.  Chad describes the websites.
See More: ATL’s Probate Credibility Website Sample
David Pannell’s Marketing System: Premium Letters (23:21 of this episode)

More on Digital Marketing (Facebook Ads, Videos, Blogging, and more) in the Probate Niche:

  1. Check out the first two segments of Probate Mastermind #288
  2. Article: Ads vs. Organic Marketing: Are Facebook Ads Worth It? Navigating the Digital Marketing World As A Real Estate Agent, Investor, Wholesaler 
  3. How to Use Facebook To Stay Top Of Mind With Leads Stuck In Court Back Logs: Second Segment of Probate Mastermind 283
  4. Probate Mastermind 278
  5. Probate Mastermind 280
  6. Probate Mastermind 281

Proven Method For Beating Your Real Estate Competition

Proven Method For Beating Your Real Estate Competition: (17:47)

Joe shares his journey of entering the probate space, applying the approach he learned from, and beating out his competition as a result. He’s been in competition with one agent in his market for 15 years, and the value-first approach is giving Joe the winning edge. Joe and the masterminds take this success one step further and discuss how to help probate clients turn equity into investments and even become private lenders for future investment deals.  The ultimate way to beat your competition is not just to win deals on a one-by-one basis, but to turn clients into assets in your sphere of influence.

How to Turn Closed Probate Cases Into Real Estate Opportunities

How to Turn Closed Probate Cases Into Real Estate Opportunities (25:19)

Probate leads aren’t dead just because probate court has ended.  In fact, there is actually a significant proportion of leads that still need to sell property and much less competition targeting them with marketing. Caller and the Coaches also discuss how to approach personal representatives who shared an address with the deceased (widows, live-in relatives, etc).

See More: Call a surviving spouse? Tips for prospecting probate leads for real estate (


Recommendations for Real Estate Virtual Assistants

Recommendations for Real Estate Virtual Assistants (31:15)

April is a Virtual Assistant from MyOutDesk working for an subscriber.
See More: Daniel Ramsey - My Out Desk - Hiring a Real Estate Virtual Assistant (

Jim Wins Multiple Deals Through Attorney Networking

Jim Wins Multiple Deals Through Attorney Networking (32:01)

Jim Forsythe is closing on multiple deals: Several are coming from a single attorney! Jim shifted gears towards working with attorneys about two months ago and it’s already paying off big time! Jim and the coaches discuss B2B networking, deal structuring, and marketing strategy.


Building A Strong Relationship With Fix and Flippers

Building A Strong Relationship With Fix and Flippers (39:34)

Fed is working with a newer flipper and is finding himself coaching him quite often.  What should he do to help solidify this relationship and make sure this flipper is evolving efficiently? Chad advises.

Approaching Probate Attorneys Named As The Administrator

Approaching Probate Attorneys Named As The Administrator (46:04)

Giovanni is looking to approach attorneys that hae been appointed administrator for individual probate cases. How should he approach this in a way that gets him through the gatekeeper? Chad advises on language and establishing a long-term relationship over a lead-by-lead relationship.





Looking to hear prospecting tips in action? Check out our live role play series.


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Episode Transcript

Probate Mastermind Real Estate Podcast Episode #307


A.I. Voice Narration: [00:00:00] Welcome to the Probate Mastermind Podcast. These episodes are recorded live once a week and are hosted by the coaches. Agents, investors, and wholesalers join the coaches each week for everything from marketing tips, sales, psychology, live deal analysis, transaction engineering, advanced real estate strategy and personal development.

You will learn to get more listings, more deals and find financial freedom by listening to these episodes. Be sure to catch show notes at and join our free Facebook mastermind community:



Jim Sullivan (Host/Coach): [00:00:33] Welcome industrious agents and investors nationwide today is Thursday, December 10th, 2020. And this is mastermind podcast number 307. Coming up on the holidays. Hope you guys are finishing the year strong. We have four in the queue right now. We do have room for more. So just hit star six and, hit one and you can get in there and, Have your questions, your wins, pretty much nothing's out of bounds on this or off limits on these calls.

So let's start with our first caller phone number ending in one, one, one zero. You're up next.

The Best Real Estate Niche for New Agents [00:01:10]Cliff: [00:01:10] Hi, this is Cliff. I'm new to this, and actually I'm new into real estate business. I have my license.  but, yeah, I saw that my wife had gotten a thing a while back.

She's been a realtor for a long time, and I just want to find out how to get involved in this kind of market. cause I would rather deal with,  sellers than buyers.

Jim Sullivan (Host/Coach): [00:01:26] Oh yeah. Yeah. Yeah.  cliff, this is a, I will just tell you it's an extremely good niche for a brand new agent because. A vast majority of these people you're going to be reaching out to are not local.

You're going to be reaching out to people all over the country that just inherited property in your market. And they don't know you from the guy that's got signs all over the neighborhood are doing, print and TV commercials. So you're really on an equal footing. And sometimes I think you're on a better footing because you're really trained to do probate.

A lot of the experienced traditional agents are set in their ways, so you're what you're really doing. You're reaching out to motivated absentee owners, and helping them,  anything they need, including getting their property listed and sold. But, if you, unless you have any specific questions, I'll do the same thing.

I'll have one of our sales team reach out to you right after the call.

Cliff: [00:02:12] So you guys. Have these leads you develop through, searching around through, different court records and whatnot. And then what are you doing? Needs from you. Is that how that works?

Jim Sullivan (Host/Coach): [00:02:20] Yeah, basically go to the courthouse in every County where we have this subscriber, get the probate data.

It's very time consuming process. Then we add extremely accurate phone numbers. We've got, templated letters. we've got included coaching, so it's really a complete system. And we'll basically give you all the information and teach you to reach out to these people and be able to help them.

One of our salespeople can walk you through the whole system, start to finish and probably five to 10 minutes. And as soon as this call's over until two o'clock, I'll have one of them reach out to you. All right.

Cliff: [00:02:50] Thank you.

Jim Sullivan (Host/Coach): [00:02:51] All right. Fair enough.  Next up is phone number ending in seven three, six, eight.

Real Estate Loans: Private Money vs Hard Money Real Estate Lenders [00:02:56]Christina: [00:02:56] This is Christina. I'm here in Texas and I don't have a win because I'm new. I haven't gotten my first set of leads yet, but, I do have a couple of questions. what is the difference between a PRI private money lender and a hard money lender? Or are they the same?

Chad Corbett (Coach): [00:03:10] So typically, it's kind of semantics, like they're both private lending, unregulated commercial lending from, private non-institutional lenders.

but typically private lending refers to the dentist or the doctor down the street or the probate seller who just got a big windfall of cash. And oftentimes that's going to come with no origination points and an interest rate of somewhere from six to 10%. Where hard money is more of the institutional investor groups that are offering private, investment loans.

That's usually going to come with points, origination points from 1% to 4%. And interest rates anywhere from 8% to 18%. And oftentimes, depending that depends on your experience level and the price point of the project, but it's either way they're there basically no nine at nine non-bank loans, that are made B2B.

If you look, if you search,  ask the expert, you can look, you can find the interview that Jim referenced in our YouTube channel, you can find it on auto It's part of a series called ask the experts. And we did a, thing with, Rick roll from GoNav capital, and they're the bridge between the two really.

they are, they're not a traditional hard money lender. They're not as attractive their rates and terms. Aren't as attractive as what you can negotiate on your own and your own community or the private loans, but there's somewhere in between.  it's there. Less aggressive terms. Like it's, if you're just getting started and you have experience and you're looking to scale quickly, like they're really, they're a good resource.

Christina: [00:04:43] Okay. And then a follow-up question to that if I may is  one of the reasons why I'm so attracted to this program is the ability to become an investor, which I've never done, but I've been wanting to, since I was in my twenties,  you guys helped me structure those deals,  or is it just sleep only?

Chad Corbett (Coach): [00:05:01] No. that's a big part of what these calls are about. if you listen to the archive of these, I don't know that there's ever been a week where we didn't end up transaction engineering something.  so if if you find that, bring us as many facts as you can, this is what the asset value, this is the reason, the ARV or the retail value.

This is what the seller says. They want.  as many details as you can give us on the asset value and the motivation, the reason they're motivated, then their level of motivation. Then we can start to determine how much equity is there and what strategy can be applied based on their level of motivation and the equity level in the asset.

And really, I've found I can fit pretty much any residential, any probate deal. I can sit with them one of six strategies,  and that's Part of what we do in mastery is show all the potential ways that you can work with these families and monetize the deals. It really fits within six, six or six different strategies.

Jim Sullivan (Host/Coach): [00:05:54] And I was gonna, I was going to also add, if you get one on a Friday afternoon, you don't have to wait until the following Thursday, just send us an email. Or you can jump on Bruce's our full-time coach. He's a very seasoned,  realtor and investor. You can, you're entitled as a subscriber to a free coaching call with him every month.

And if you need more than that, he's available also.  yeah, no, we'll help you. We'll help you. We'll help you structure them. What I loved, I've been buying and selling for 40 years. What I loved about the NAB cap, I tested it and I went and put a deal. I was working on in there and I answered five questions.

And in five minutes I had an approval at 8%. Which is pretty good for a hard money loan. most of them out there are 12 to 15%. So their interest rates are pretty reasonable for an easy loan like that. And the fact that you can get an answer real quick online is very appealing, before you, you want to go into making that offer and dealing with the person, knowing that you have the funding and kind of having an idea of what it is.

Christina: [00:06:49] Okay. I'm really excited. I appreciate all your help and I am starting to assemble my team. I got a web address from GoDaddy last night. so I'm like this trying to get my, and, there's so much to listen to. So I just wanted to call you all. Thank you so much. but that's all my questions today.

Thank you.

Jim Sullivan (Host/Coach): [00:07:07] Yeah, you're very welcome. And I was just going to add, you don't have to, we've got seven, 800 hours worth of content. If you have a particular question,  our website is extremely robust. You can just go to that search bar, put in almost any subject, and you'll find where we talked about it or covered it, or you'll find where you can find it on one of these calls.

It's like Google, you may have to play around with it a little bit. You can get almost any question answered. There are those that I don't think too. I don't think there's too much over the last seven years as it come up at least once. So appreciate your input. Thank you. All right. Thank you.

All right. We have, next up is phone number ending in zero three zero nine. You're up next. How Do You Follow Up On Real Estate Leads That Hung Up? [00:07:46]

Christian: [00:07:46] Hey guys, it's Christian here. I just want to say hi to Chad again. And the host, I asked you a question yesterday and I was in the call, but this is a follow-up to my question yesterday. And I couldn't really talk yesterday.

Cause that was a store. And I apologize for that. But, remember when I asked you, what do you do when you hang up? When, probate a PR person hangs up the phone. What do you do after that? And I know you mentioned that you pretty much call back and you just say you got disconnected and how do you follow up with, after, you just stay silent.

And then the other question I had, or that goes along with it, how often do you follow up after they do that to you? Do you continue to call them five, seven times or you just let it go and don't bother them again. So it all  depends on the context.

Chad Corbett (Coach): [00:08:28] If you got engagement and then you said something that offended them and they hung up, I, I usually, I read the people and read the situation.

So if they seem distracted or like they're having a bad day, Then I'll call back the next day. But if they seem like they've gotten so much, press sure they're just seeing red. And I like, they're not, I don't think I'm going to be able to engage with them tomorrow. And I might follow up with them in a couple of weeks at a different time of day.

For example, if they're super pissed at nine in the morning, They just got the work and they're late for a meeting and they answered their phone. Anyways, I wouldn't call back at nine. I would call back at 1230 and see if I could speak to a different version of that person on their lunch breaks. So I would take into account the time of day and what's happening around them.

What actually, what was said in the conversation,  and their level of aggressiveness and determining how soon and how often I would try them again. Does that answer your question? Yeah. And then when you call back again the say few weeks, or now, do you still do the USP again or you just make it like, Hey Christian here, just following up, just wanting to see how everything's coming along or how would you handle it again?

I would think back your good notes of what happened in the conversation for me. Like when you talked to thousands of people, I leave myself clues, right? Like  angry, short, Traffic noise in the background. And when you reconnect with them, it's not, you don't have to start over with the probate USP.

You can say, Hey Christian, this is Chad. we talked a couple of weeks ago and I think I caught you at a bad time. It sounded like you're in a hurry and out in traffic. So is this a good time to talk for just a couple of minutes and just be ready? Cause you're going to hear it. Who is this?  Christian, when we spoke a couple of weeks ago.

It's okay. I'll remind you. We've got a team of folks here locally that help families going through probate. And as part of that, we try to reach out early and often to the families because we realized that any time surprises come up. So I was just touching base to make sure everything's going okay for you guys.

And if not see if somebody from our team could help you with whatever you might help with, is there anything that's off track or you're not a hundred percent clear about. And just re-enter it that way.

Christian: [00:10:36] Okay. That makes sense. Okay, cool. Perfect. Yeah. That's the only question I have today. I appreciate your time.

Jim Sullivan (Host/Coach): [00:10:41] All right. Thank you, sir. Next up is phone number ending in zero zero five five. You're up next.

Are Niche Websites Worth It For Your Real Estate Business? [00:10:49] Caller 1: [00:10:49] Hey, how are you, Chad? Hey, can you hear me today? I'm doing great. great mastery session. Enjoyed it. so I've got a question for you. So where are we at with, what I noticed is we didn't see any like examples of what, what a website would look like and where do I find that?

Or how do I, get my mind around, starting to work on that. Sure. And I actually,  we had so many people in so many questions. I normally show that as part of mastery.

Chad Corbett (Coach): [00:11:14] If you go to . That'll give you an example. That's just one of many you can call in and ask to talk to our web team and they can show active sites.

This is just a one on one of the examples. This is a basic, before any customization is done.  But we, they can share with you, some of the sites they're most proud of and the ones that I like showing off and some of the other templates or, Based sites, but modern com.

It's a WordPress application so we can make it look and feel any way you want. You can customize, add testimonial pages, video pages, where you can literally do anything you want because it is WordPress.

You let us know what your needs are. we can also connect it. If you have a core website, we can connect those. So there's a clean interface between the two and the customer doesn't even really notice that they're bouncing between two websites. Oh, I see. Okay. Sure. And, the, you're you're you're not ready with that.

any, content or guidance on how to, market, online, with the YouTube videos and the Facebook posts and the Facebook videos and things like that. Because as I'm talking to other investors, That's what seeming to be working right now. Matter of fact, I was shocked.

I was looking at my phone. I'm like, Oh, I know that guy. And on my own phone, I know a guy who buys, repositions multi-families is, raising, I guess doing, raising capital for another fund to go buy things. And this is a local guy I'm like, wow, presented himself. he's one of Just like one of these national guys when you're looking on your phone, you're watching a YouTube video and a commercial comes up.

I was pretty impressed. And now I see what they're saying, this is, this is, it's, if you advertise it correctly, you get your market correctly. This is gonna pop up. And, I'd love to be able to, Get that in those executors and executor fixes and the probate attorney spaces as quickly as possible, because I think it's just, it's going to separate is nobody's doing that.

Sure. And I don't have a digital marketing course for this niche right now. That's going to be one of the modules that are built into the new marketing part of probate mastery version 2.0 like the masterclass. So over the next few months, I will actually take the time and show you step by step for now.

and Kat can link to these in the show notes. There's a couple of recent mastermind calls where we've talked about it. It's in long form, but. You essentially take your probate list, export that from my probate leads, import it into Facebook as a custom audience, and you match on first name, last name, all five phone numbers.

If you have that many and the email address, and what you'll find is you'll get, you won't see this, but we know from working directly with Facebook, we have about a 90% match rate on those audiences.  if you have a thousand probate leads bloated in, we're going to be in front of 900 of them daily basis and what that's going to hyperfocus your budget.

So your actual cost per result, your CPR is really low because it's a small, highly targeted list. And what we find is we get daily impressions like ranging from. 25 times a day, they actually see your brand. So you never know what's going to work. Video works really well. So what I usually suggest is you pick a quiet morning and go stand in front of your local courthouse.

Something that has, it's an emotional. Image like, so that's going to interrupt them by triggering their reticular activation system. And then you go, Oh my God, that's my courthouse. I was just there last week. And then you've got captions playing and it's just a short, no more than 32nd video saying, are you going through probate and New Jersey?

Did you know that there's a social enterprise right here in the community to help families through this click learn more? And when they click, they land on a landing page on your, on the website, we were just talking about your WordPress site and there you have, you could do it as an about page. You could do it on the homepage, but there you have, or a landing page, but there you have a video of you talking directly to the family, as you would.

If someone had just walked up and said, Hey, I want to introduce you to John DOE. He's an executor of estate. and I know you can help him. That's mechanically. Like you don't script it. You don't like just talking to the camera the way you would talk to a human and that's really effective and you need a call to action.

So you could have them download something. And as part of that, download that your, the opt-in would include the ability to add to SMS market, to them, to drop ringless voicemail, to email market. So you can use social media to get, let's say we get a thousand of them and we have 4%, Conversion like you tighten that audience down, then you can start to drip, email drip to them.

You can S you can text message market. You can drop ringless voicemail, and you can do this for pennies. now the one thing I would say is you're just getting started, and this is, it's interesting because it's something new and innovative. I still want to see you get your letters out and get on the phones.

First. This is supplemental. This isn't your primary marketing methods. Because we know direct mail works. We know phone calls, work, digital marketing takes some time like it's you never, and even if it's working today, it doesn't mean it's going to be working tomorrow. So use the tried and true methods first.

And then once you've got that in place, then step in and start doing the digital stuff. And one thing I'll suggest if you have somebody there in your market that, sounds like you think he's doing a good job. Reach out to him and ask him what agency he's using. And maybe you can maybe he'll give you a referral and you can actually have that agency do all the work that I just confused you with.

Okay. Sounds good. Yeah. And I'll look. Yeah. So I've got just two other, the gentlemen per Nell is his name. you're you're you're good student. Prunella. Did you meant, was that his name? David Prunella or Panella? Can you hear me? You mentioned yesterday. Sorry. Sorry. You had mentioned yesterday about, he did a really, I think I heard this right, great custom postcard specifically for surviving spouse members.

Do you, is there a copy of that or should we reach out to him individually? I'd love to see what that. That looks like. Cause I know that's a little bit more of a trickier type of you go to the Facebook group, all the leads mastermind and the search bar type in P a N E L L. And you'll see his activity.

One of those things will be a video that he made leafing through about a 20 page premium booklet that he made. And that's what I was referencing. Oh, okay. We've got nine more in the queue.

Jim Sullivan (Host/Coach): [00:17:39] Hopefully that helps. We've got a full queue. We'll try to get to all of you today. next up is phone number ending in zero, zero six, eight.

You're up next. Proven Method For Beating Your Real Estate Competition: [00:17:47]

Joe: [00:17:47] Good morning. This is Joe in Sacramento.  Hey Joe, not a seasoned probate person, but I only found you guys about four or five months ago, and I thought it was very astute the way you go about, giving people much more service than just saying you're a real estate agent and I've beaten out my big competition several times in the last few months because of what you taught me.

So I wanted to thank you. That's great to hear. Yup. Appreciate the, so you've done several deals where you had competition and you won out because,  you went above and beyond, just wanting to list the house, correct? Correct. My competition, who I know very well, because we've been competing for.

15 years. He always goes in from the standpoint of, as-is sale. And I went in from a service standpoint of what could we do to the house to bring more equity to the estate and people just, they, they see the difference and, it just works really well. So thank you.  that's great to hear. We appreciate it.

And, actually David Pannell is in the queue. Chad, do you want me to go to him next? He must have a comment. Oh, you have another question? Go ahead, sir. Yeah.  I have a client who's selling properties that will net him almost a million dollars. What would you suggest he do with it, with the money?

Chad Corbett (Coach): [00:19:12] Do you have capital needs?

are you buying and selling or flipping? Yes. So turn them into a private lender is one of the best things you can do because that serves your business. And,  at those rates, even if you're charging an 8% is money's going to double every seven years.

Okay.  the other things you can do, you can, you can help him diversify by setting up a long-term long-term care plan for himself on a state plan for himself and his family.  five to nine college savings plans. We try to make sure everybody has an opportunity to meet with our registered investment advisor.

And with our estate planning attorney, because probate, sees he's about to learn, it's going to cost five to 8% of the gross value of the estate when he settles out the administration costs. So helping him avoid that in future generations and actually take that million dollars and turn it into multiples of millions, statistically.

Without leadership. 75% of families will completely deplete their inheritance within 18 months. And I don't mean investing, spending. So we try to, at the point where we have a, an emotional high connection, like where they really think we're the smartest people in the world. Let me try to use that influence to get them to do the right thing and invest in their family and the generational wealth and the preserving generational wealth.

So the good news is he's not going to have a tax liability on that because of the step-up basis rule. So this is a, for most people, I once in a lifetime opportunity to invest somebody else's money tax without paying a tax on it.  so you could, look, ask him what his needs are, ask him, how long do you want to work?

what do you have in mind for your family and potentially carve off a couple hundred thousand dollars for private money loans to you or your investors take a couple hundred thousand and pay for everybody at the next generations college.  really just focus on what his needs are and what his dreams are, and maybe suggestions, and just know that if you don't, he'll probably spend it.

Do you have a registered investment advisor that knows about this? Yeah. That's why I choose to work with RIA because they're there they're educated to a much higher standard to help go much stricter code of ethics. So they have a fiduciary responsibility to every client regardless of the investment vehicle.

And there's a website. If you go to broker, you can actually search by zip code. You can search at the firm level or the individual licensee level.  but that's a good place to start and see who the RAs are in your market. But they're typically smaller boutique indie firms and they don't mind working with, they certainly want to work with somebody who has a million dollars, but they also don't mind working with someone who right now only has $10,000.

it's a lot different than the, the big financial institution experience. Okay, thank you.

Bruce Hill (Coach): [00:21:57] Hey Chad. Alrighty. Let me chime in. Let me throw in real quick, before you move on Jim. there are a lot of people that inherit money that they're not going to,  they might be looking for something that's a little bit bigger.

They might want to invest themselves. And of course, We all know that a lot of times that person that's never been an investor before has no real estate background, they're going to get themselves in trouble. So if it's somebody that doesn't want to just give you a private money loan, but they want to be involved.

One of the things that I've done with a lot of them in my market is turn them into investors that are in a private investment club that I manage. And if you have a really good business attorney that sets it up properly, you can.  turn this money into investors that, that you make all the decisions on the real estate flips or buy and hold investments, whatever strategy you're using it for your investment.

And, it's just another option. If somebody's not willing to just. Turn their money over to you. It may be an 8% return if they want to be a principal and the transaction with you as the manager that gets to pull all the triggers and run the flip or run the buy and hold investments in something that awesome.

good suggestion.  We referenced David Pinel, David, we have 10 more people in the queue, and I know we can talk to you, but hopefully for our hours, but we always want to hear your words of wisdom. Thanks for chiming in.  Chad had the best, where's the window wisdom. I just want to answer that guy's question.

David Pannell: [00:23:21] I don't know who just answered. So I'll just chime in on that. It's, it just, you guys offer so much resources and all I did, I needed something. I've always brought things to an appointment. So I just wanted something that looked really professional. So I just made a, I made a PDF book that I could send people by the mail or by email.

And it's just, it's, it's a 28 page resume, basically everything I've done in probate sale.  you could start with a regular resume of what you've done and I can, I'll share my resume on the group, but,  it's just basically a resume template so that they know that I know what I'm talking about.

so it's the USP basically in a big,  28 page book that it just helps me convert the deals either to a nursing appointment or to a wholesale.  it's not a postcard, letters and postcards work, but,  it's bringing something to the presentation of why you should be there more value. And David, you said you're fulfilling those at three bucks, is that right when you mail it?

Yeah. So three or $4 and not to every single lead, but the ones you have a good dialogue with like ones that are, that are serious. And if it's really targeted to the ones. I just by calling them over the years now that I've, they fall into three categories and it's the spouses is the, it's the family, the relatives, or is the out account administrator.

And once you identify what category they fall in,  and then, they have a house to sell based on your probate plus. Once you have a conversation that they're going to sell a house in six months, then they're getting that book from me probably twice over that six months.  and I'm going to get an email from him and just dial in their information because then I can retarget them and offer them the same book on Facebook.

So they're constantly seeing that and I don't expect them to ever open it or read it. I really don't.

That's great. Great tips, David. Thank you.


Jim Sullivan (Host/Coach): [00:25:13] All right, appreciate it. Next up is phone number ending in six zero three five. You're up next?

How to Turn Closed Probate Cases Into Real Estate Opportunities [00:25:19]

Caller 2: [00:25:19] Hello, I just have, one question and then  like advice for another one. Sure. So my question is when the cases come up that they're closed, does that mean that there's no opportunity for us to go and help them?

Chad Corbett (Coach): [00:25:31] No. I certain number of families, upwards of maybe 10 to 20%.  actually not make a decision on whether or not to sell the real estate. So they'll do a, like an inter family transfer and it'll show that the house went from John DOE, the decedent to, into a trust or to a single family member.

So a number of people, and this is especially prevalent in Colorado. A number of people will actually close the probate. And just transfer the real estate out to one of the heirs. And then they'll, eventually they will end up selling that. So there's opportunity beyond the probate closing and real estate.

It's just not, there's, we are far more likely that real estate will be sold during probate, but not everybody gets around to it. The attorneys ready to go ahead and close the case. He's listen, you're going to get this anyways. Let's just transfer it out and close this up and you can decide later when you want to sell it or what do you want to do with it?

Caller 2: [00:26:25] Oh, okay.  let's see. Am I am the kind of advice that I have? Do you guys necessarily go after the cases where the administrator lives with the deceased or if there's like air? So living at that same house, Yeah. And oftentimes it's the surviving spouse. You can see the descendant name will match the personal or the last name we'll to personal representative.

And they both have the same address.

Chad Corbett (Coach): [00:26:46] A lot of times that's a surviving spouse and that's one of the things David just referenced. So it's more sensitive. but understand a lot of times, the average senior citizen in the United States, according to the federal reserve only has $24,000 on liquidity.

I started life savings, 24,000 bucks. So they're oftentimes on fixed income. They, the house they're living in represents 50 to 80% of their net worth. And now all of a sudden, instead of getting two social security checks, they're getting one and they didn't have a proper retirement plan. They didn't have a proper estate plan.

So the urgency, even though they may. a month after the passing, they may say, I'll never leave this house. And what we know from the nursing home industry is that's the only plan for a 78.8% of senior citizens survey by the nursing home industry say that they only have one plan. I'm going to live out my life and my house.

But only 20%, according to the CDC actually get that plan works the other 80% and the thrown into a stressful situation because the lack of planning created a lot of stress and earnings to be in the family. So it's all my God, mom can't pay her bills or power's been turned off. She can't take care of the house.

He can't afford to pay the pool boy or the lawn guy. We got it. And then the family has to step in. So you want to make contact with those people, even if their mindset right now is I'll never sell this house, I'll die here.  okay, fair enough. I'm not trying to force you to sell the home. I wanted to let you know that there's a team here in the community that can help families and these transitionary period.

So whether that means connecting you with social services or, transportation or the different living situation, just know. If there's ever anything you need, please call us. we have really in the situation you're in, we have never met a family that we couldn't help. So is it okay with you if I just touch base every couple of months.

Okay, perfect. And whatever that frequency is, but. Letting them just softly introducing your, the concept of what you do and having them be aware of that when you call back as that urgency builds and as the financial start to slip, or the maintenance gets out of hand, you never know the next month, the second month or the third month.

How motivated they're going to be. And it happens all the time. Most, a lot of your com list me calls will be from the surviving spouses and, they file probate. They get into the middle of that. And then all of a sudden they realize, Oh crap, I'm going to run out of money. And then they panic and oftentimes dump equity.

And if you look at it as I look at it as an obligation to those folks, because they're, they might not be financially savvy enough to realize they're not forecasting, that they don't have enough money and eventually they're going to run out. Or eventually the cost of maintaining that property is going to eat up the savings that they have, and they don't have a regular income.

So I feel an obligation to touch base and check in on them. And that, if you can do that, you start to build trust with them. And then when they find themselves in that urgent situation, you're the only person in the universe. Like they just allow you to come in and help them. Okay, cool.

that was all.  we do a series called tips from a trainer, a video blog series. If you go to all the in the top, Search bar put in surviving spouse. And there's a tips from a trainer video where we share some stories and techniques and different things. In addition to what we just talked about, you might want to check that out.

Bruce Hill (Coach): [00:30:05] Okay. Chad,  here's another thing with the surviving spouses, especially those that are elderly. We. Often, and a lot of folks make the mistakes that surviving spouse is the only decision maker. When I think we're really kidding ourselves with that, it's normally the kids that have tremendous influence over what their elderly parent does.

And so just going off of the immediate wishes of the surviving spouse and saying, Hey, I'm not going to follow up with them is a big mistake because the kids are going to get in there and start,  putting some pressure and some influence on their parent to say, look, why don't you come move with me?

Why don't you go to this assisted living place? They're going to put a lot of pressure. And most of the time. And I don't know the statistic like Chad does, but most of the time those houses will be sold.  just because of the children over the shirt.

Jim Sullivan (Host/Coach): [00:30:57] All right. Excellent guys, I'm going to go ahead and I'm going to close the queue cause we've got still got six or seven more people. Chad, you had another comment for that person. No. I just said that's really good advice. Yep. Good advice. Thank you, Bruce. All right, next up is phone number ending in five nine two two.

You're up next.

Recommendations for Real Estate Virtual Assistants [00:31:15] April: [00:31:15] Hey guys. How's it going? Great. How are you? My name is April. I'm great, sir. My name is April. I'm not a real estate agent. I'm a virtual assistant and I work with Kim Barber.  I really wanted to go in with a Q last week. Guys got a lot of questions about virtual assistants, but I couldn't. So I just want to know the answer, some of the questions there.

I believe the one guy didn't, did have a question about what is going to be the probate or it's going to be admin,  virtual assistants who, everything from admin to answering the phone calls, to setting up appointments and all that. Just one, you guys to let you know about it. and I work with my out desk, Oh, great. Yeah. We recommend you guys all the time. You're what you're one of the better ones. So thanks for the input. Any feedback or any questions for April? No, thanks for being here. you got to hear us recommend you

Jim Shares Multiple Deals from Probate Leads [00:32:01]Jim Sullivan (Host/Coach): [00:32:01] Next up is Mr. Forsythe. You're up next, sir. Hey, Jim, how y'all day doing? Hey Jimbo. What's up?

Jim Forsythe: [00:32:07] Oh, I just go give you a good story.  I've been working with the, attorneys here and we closed two yesterday of his own property.  he's got one other forced to sell and then, it looks is going to list, five more, probate, if we don't sound striped to one of our investors and that's from one client attorney, it's a three, it's an attorney and then, three other, probate leads.

So it's actually four different people we're working with and helping. So yeah. But it was one source the attorney to his own property and then referred to three more.

Jim Sullivan (Host/Coach): [00:32:40] Wow. That's great. And you, Jim, you just start made up your mind maybe a month or two ago, I think, to start working the attorney end of it.

And focusing equally on that. It's not something you've always done or is it,

Jim Forsythe: [00:32:51] yeah, it's not. And we've had meetings with, two others and we've got another one scheduled. we had it scheduled for yesterday and he couldn't make it. So we're rescheduling it for next week. And then we've got other targets.

We're just doing, trying to do one a week and then hopefully good for you. So you are, you're just, you're looking down your leads. You're seeing who the players are. And then how are you setting the appointment? Are you just showing up at their office? You call in ahead. How are you getting to meet with them?

calling ahead,  the ones we've dealt with so far are people that I've met in the past. the ones we're going to, we're going to be yesterday was the, associate of one. I met with him last week and it says, they're not partners in the same office. And, they also do probate. And so meeting with either two or three.

Of those attorneys. So we'll actually hit two or three other sources, and then I've got another lady that I met about a year or so ago. And, we're going to meet with her in a couple of weeks and probably after the first of the year and just keep hitting. And we got, we go down through and look at the attorneys that have the most,  probate.

Leads each month. And so we can shut out the ones that have the most number, like random number of leads. And those are the ones that we're concentrated on right now.  that's great.

Chad Corbett (Coach): [00:34:07] Good for you and Jim, go ahead, Chad, we've talked about this a lot. Other people get to hear us talk about it, but if you don't mind share with everybody, what was your opening statement?

Like what values did you demonstrate to get the appointment?

Jim Forsythe: [00:34:18] the first attorney was just someone that I've known. I just hadn't really dealt into him. And, we just found out that, he went out to lunch with us and, while we're sitting there having lunch, he says, Oh, by the way, I've got three personal properties that, I need to sell right now.

And he gave us that information. And then while we were sitting there at lunch, then we, you talked with him about anybody else that he might've any of his probate clients that we might be able to help, as it turns out, there's going to be like three of his clients and, one client, one of the problems, please.

We're not sure if we're going to be able to sell the hell of a reverse mortgage on it. And, it may be,  Too much work to do to make it anything work. being with one of my investors in about an hour to show it to him,  if I can't figure out a way to sell it to him, I may call Chad or Bruce back and, see if I've got any ideas, but, it's a reverse mortgage.

one 43 is what the O on it. And, there's about $80,000 of repairs that could be done. And the property is only worth about two 50.  you do the numbers real quick. That could be a potential short sale. So reach out to, to Pam. If that's the case, she's done quite a few reverse mortgages at short sales.

Oh yeah, I know that. I hadn't thought about it.  can you do where they do a short sale on reverse mortgage? Absolutely. Yep. Okay. Yeah, we've done the thing that's done 50 of them. I'll bet. Okay. I'll keep the other one.

Chad Corbett (Coach): [00:35:45] The other thing to consider Jim is as long as you have a savvy investors, that's aware of the timeline because it is a ticking clock, but you can actually take those subject to.

And just leave the heck. I'm alone in place as you flip the house or transition it to a rental so they can buy the house subject to just know that there's a foreclosure clock ticking. So they have to finish the project. So they need to get rehab to get a tenant in there and then get it, do a cash out refi with a fresh note against it.

but as long as you have a savvy investor who understands that timeline, And understands that,  you can actually take these and basically grab a free rental property until you get it rehabbed and get a tenant in it and then do a cash out refi and had a long-term buy and hold. So that's just the way for everybody to make sure that your buyer gets the deal and that you get paid faster.

A short sale will work as well. Okay. I appreciate it.

Jim Sullivan (Host/Coach): [00:36:39] Great job, Jim. We appreciate it, man. Keep it up. And I think people, we people often ask us, should I work the. The heirs or the attorneys. And we always say, yes, they're  the heirs are typically the now business, but the, but an heir is probably, or a personal representative is probably only going to have the experience once in their life.

A good probate attorney can turn into a career where the deals for you, so great job realizing that and taken advantage of. And man, thanks for the other so far. I think you're definitely in the running for wind of the week. Thank you, sir.  Hey. Jim and Jim to chime in on that really fast.

Bruce Hill (Coach): [00:37:13] what, I get this question all the time from our subscribers that they'll set an appointment up with an attorney and then they call me and say, I don't know what to say. How am I going to prove them that I'm an expert? And if you're not an expert yet, it doesn't mean that you don't have tremendous value.

When you go on those attorney appointments. When you have conversations, you just sit down and you tell them, look, I'm taking this meeting with you. And I don't want this to be a one-way street where I'm begging you for referrals and I'm not offering value.  of course I want referrals. I want business from you and you to, connect me with clients that have a need.

But ultimately what I want to know is what do I need to do to make your life easy? And instead of going in and assuming that, everything that they need exactly how to make their life easy, you just ask and they'll tell you, most of the time that answer is just take really good care of my clients and I'll be happy, but by walking in and making the statements, you want it to be two way street, where you provide as much or more value to them, then you get, it really sets you apart.

You don't even have to be the expert yet. You can work on that later. So if you're holding off on calling attorneys, I'd say don't hold off anymore. Just set meetings up, have conversations, tell them that you want to provide value and you don't want it to be a one-way street from them to you and say, what can I do to make your life and your client's life easier.

I am launching get five listings, right? Jim, go ahead, sir.

Jim Forsythe: [00:38:37] Another thing that we're doing. we're having each of the attorneys that we've met with so far are doing, videos for us. And of course, then we're going to take and post them on my ATL website. We're going to post them on all of our, partners, websites.

And, and of course we're telling the attorneys, if we're going to be, they can't advertise for themselves, we can advertise for them. And so we're going to be putting their videos in our.  email drip campaigns that we're sending to our probate leads. And of course, some of those are not going to have a probate attorney.

And so they may see an attorney on one of our, emails and they may wind up calling them. So we're offering that as a,  something that we can do for them. And so far, all three of the attorneys that we've talked to. Absolutely. We'd be glad to do a video for you. And, that's great. Good job, sir. Keep coming back.

Jim Sullivan (Host/Coach): [00:39:26] We appreciate all the input.  We got three more on the website and the queue we may get to everyone. Next up is, eight two, one three. You're up next.

Building A Strong Relationship With Fix and Flippers [00:39:34]Fed: [00:39:34] Hey guys. It's Fed. How are you? Hey, great Fed.

All right. so the question actually has to do, since we, I noticed, many people have been talking about flipping, so I have a, client who is a flipper and he actually asked me, he's Hey, since you're in the probate world, Why don't you see if we can get into one of those,  so that there's not as much competition now, this flipper actually does not have much if any experience flipping.

So he's asking me like, Hey, what do we need to look out for and all this stuff, and I'm not sure I'm going about it the right way. So what I've been doing, even when I searched for properties is let's say the property is, let's say a thousand square feet.  then I go look at what something double the size would be and how much it would sell for.

But I know that with zoom, you can always double square footage. What you guys have done suggestions on that because they said maybe I'm doing I'm overdoing.

Chad Corbett (Coach): [00:40:33] I think you need to connect them with a mentor.  and you want him to be, to be a serious buyer and a sustainable buyer. Then he needs to learn. He needs to learn a lot of people try flipping houses, very few people staying sustainable businesses in it.  and he needs to understand, different acquisition models.

like it's just, it's too much for you to do.  his job is to tell you what his strategy is. And how he values assets. Your job is to go find them for him. Your job is not to teach him a strategy and an go find them. so I would suggest that he go to a local REIA suggest that he finds a mentor.

Now the one thing you can do to help start creating some momentum for him is go into your MLS pull 24 months of data and short. Okay. search for LLC and the seller name field. And,  you're going to find a bunch of, there'll be rental properties and there'll be flipped, but just select the ones that look like they're, they're flipped and then export that like NLS detail sheet for each of them.

And then if you can find that the previous listing, so here, like here's what he paid for it. And the photos of it. Here's what he sold it for. And the photos of it. And you could maybe make him like a portfolio out of your MLS records of what everybody else has done and your marketplace in the last 24 months.

And that just get him juiced to go, Oh my gosh, I could take a house that looks like this and make it like that and make this much money.  but there's a lot to learn. There's a lot to learn. And I think it's outside of it's unreasonable for you to teach him everything.

Fed: [00:42:08] yeah. Cause I feel like all he came at me with is he said, look, I'm all cash.

Let's say I buy it. I'm just going to throw numbers out there. But he said, let's say. I buy something for a million, all gladly put 500 grand into it, but then I want to make, I want to net 500 grand, but sometimes what you're buying is let's, you're going to have to add square footage, at least in the areas that he wants to be in.

So then he says, we'll find out how much I'm going to be able to get. And realistically not being an architect contractor or whatever, I can get a rough idea, but I feel like I'm running comps like crazy. And, without even being a hundred percent sure. Cause I'm not sure just how much the zoning is going to allow me to add.

sometimes it's 40%, sometimes it's more, what town are you in? Los Angeles?  you have ginormous real estate investors association and everybody's spelling something like he should be able to connect with a mentor.

Chad Corbett (Coach): [00:43:05] What I would suggest is it sounds like, Hey, he's a, he's probably his biggest investment threat,  with that kind of money and no knowledge, he's likely to go by.

What I would speak to him if he were my client, I would say, listen, man, why don't I find you a seasoned investor? That's doing flips. We'll make you the lender and you can JV on the deal. So instead of taking an interest rate, you actually, you take a percentage of net profit, and I think I can get you 25% of net profit, but no promises.

I'll start the conversation. We'll meet. We'll have a drink. We'll talk about it. But if you have a buyer in your list, that is a seasoned flipper.  some of them, half of them are going to look at it as one. Hell no, I'm not going to change my train, my competition. But if you have a fix and flip investor who has an abundance mindset that.

Needs capital rather than paying for hard money loans and going through all that headache, they can just form a series, LLC, buy an asset together. He brings the capital, he gets to shadow them and watch the projects come together and learn from that investor. And then maybe he'll cut his teeth enough that he actually will know what to look for.

so that's the kind of service so that you can provide. I wouldn't, don't become his mentor unless you're charging that because he'll where he's gonna wear you out.

Fed: [00:44:24] Oh, he's been wearing me out. I feel definitely thank you for that advice. Cause that really does help. Yeah. So just be patient like the best deals are still to come, especially in LA.

Chad Corbett (Coach): [00:44:34] Like why don't you become a lender on a couple of deals and you can, that gives you your principal in the transaction. You have access to the house. You can go on material runs. You can. You can look at the contractor quotes, you can see the P and L like the way we booked this and the QuickBooks, because there are a lot of moving parts to flipping a house.

And the other thing that he's probably not aware of is how little of that money you get to keep compared to other strategies you get blistered on taxes. So the other question, if he were my client that I would ask is why do you want to flip out. And if it's  San Diego. Yeah. Anyways, another question I would ask him is why or why have you chosen the fix and flip strategy? And if it's because he thinks chip and Joanna Gaines are just the coolest damn people ever, I would challenge it on what are your investment goals?

What are your, what return do you demand? Because he's going to make more money. Over time as a buy and hold investor  and the shifting environment, he has way less risk. And in doing that, so you may be able to change his mind, turn him into a buy and hold investor. And then you just look at cap rates and gross rent multipliers, and the rehab becomes much easier and you can get him.

You can use that million dollars as a leverage paired with community bank financing, and he can buy a $10 million, or he can buy a $5 million portfolio with the money he has right now. But ultimately he'll make and keep a hell of a lot more money. So that's, my advice is ask him why, if he has sound reasons to be a fix and flip investors and get him over to a mentor.

Approaching Probate Attorneys Named As The Administrator [00:46:04]Jim Sullivan (Host/Coach): [00:46:04] Perfect. And we're going a little bit over time today, guys, Giovanni, you may be up probably going to be our last call of the day. What can we do for you?

Giovanni: [00:46:10] Hi guys, this is Giovanni San Diego, fairly new to, the probate scene. But I have a question and it's related to a couple of masterminds ago. Chad had mentioned, or one of you gentlemen mentioned about, when a, a case has, a PR as an attorney.

most likely 80% of those are. Assigned an attorney because no one has stepped up. So when making those calls to those attorney offices, and I also watched the, the John Fraker video, he had mentioned that, of course, this decline attorney,  privacy, do you have a recommendation of how to approach the gatekeeper and.

Chad Corbett (Coach): [00:46:44] Basically get in so that, the goal is set an appointment or to be able to get some information so that it can have a plan of attack on how to work that potential lead don't go after it at the lead level, go after at the referral relationship level. So you're not trying to get one deal. this is a public administrator or a fiduciary.

You're trying to get all of their deals for the rest of their career. So don't call and say, I'm calling about the state of John DOE and the house at one, two, three Walnut street, because that's what everybody else does you call and say something like, I didn't see Avani. I have a team of people right here in Roanoke to help families.

You've gone through probate and I keep seeing your, you guys pop up. And I think that what we do is perfectly complimentary. Like I have ideas of how I can help, attorney John Doe's scale his business, and I can actually Mark it for you. Where non-solicitation laws prevent you from doing that. You think he could have five minutes to talk?

And let that organic matter organic conversation about you supporting his small business. let that, let him ask, what is it that you do exactly. Then you talk about your full-blown service and then he'll connect the dots and it's okay. Once you're in rapport and you have good dialogue, it's geez.

Of all the cases you're working right now. there's gotta be something that you can dish off to me so I can help these families and you can handle more caseload. What would that be? Like? What can I help most of your, what do you think I can help most of your clients with? And then just got quiet.

And that will go to, Oh, what redundancy do I have that I don't get paid on it. This guy can get paid on, but the Jones estate I'll give him the Jones estate. So focus on the relationship, not the deal. Got it. All right. All right. Thank you guys. Another great call.  I want to challenge each of you as I always do.

Jim Sullivan (Host/Coach): [00:48:31] I want to thank you for being here. We had some great ideas. I have a feeling all of you should be picking up the phone and calling your attorneys, but take one thing.  w did inspired you on this call, go out and put it into practice and come back next Thursday and share the results with the group.

Be safe, be productive, and we will talk to you all the same time. Next Thursday. Take care of everyone.

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Probate Mastermind Real Estate Podcast: Episode 305

Listing, Wholesaling, and Investing With Probate Real Estate | Rookies and Veterans Share Their Success Stories #305

Probate Mastermind Episode #305 | Recorded Live on November 19th, 2020.  Join Us Live Every Thursday | Previous Episodes


Episode Summary:

In this episode of the Probate Mastermind Podcast, you'll learn how to:

  • Split net profits with vendors while maximizing equity for sellers;
  • Leverage insurance policies to help fund repairs, cleanouts, and fumigations;
  • Liquidate estate items creatively
  • Win the attention of busy real estaet attorneys
  • Navigate short sales with fire-damaged property.  

***Most importantly, we’re kicking off the holiday season with some incredible success stories from rookies and veterans that are turning probate leads into listings, acquisitions, and wholesale deals!


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!


Get Certified in Probate Real Estate

Get Probate Leads


Episode Topics, Timestamps, and Resources:


Preview for podcast segment Jim Wins Listing Referrals From Probate Attorneys

Jim Wins Listing Referrals From Probate Attorneys (00:57)

Jim Forsythe shares updates on his attorney prospecting efforts.  He has met with several attorneys and not only are they ready to work with him in the probate space, but they are already sending him referrals for non-probate properties.  They will also be working together to create videos to use as marketing content.

Real Estate Advice: MLS Compliance and Selling “Off-Market”

MLS Compliance and Selling “Off-Market” (3:51)

Christian shares two success stories! Woo-hoo!! Christian has a seller that is willing to list, but is also open to selling off-market to a private investor and avoiding the showings, phone calls, etc… What’s the best way to approach this? Chad and Bruce discuss.

See More: Listing Flat-Rate with MLS Opt-Out for Cash Offers

Real Estate Tips: Splitting Net Profits With A Vendor

Splitting Net Profits With A Vendor (7:36)

Christian is working on another sale where the investor wants to renovate the property and split the profits.The seller is the only heir.  There is a mortgage on the property.  How should Christian proceed to make sure everyone gets their fair share? Chad discusses using a land trust as a vehicle here.

Real Estate Deal Analysis: Probate Short Sale With A Fire-Damaged Property

Probate Short Sale With A Fire-Damaged Property (11:38)

Chelle is working with a seller who has a fire-damaged property in probate.  The mortgage is upside down and Chelle is trying to help the seller keep it from going into foreclosure. Chad, Jim, and Chelle discuss the deal and the importance of vacant property insurance. 

See More: Chad and Jim’s homeowner’s insurance trick for easing into the real estate conversation, or catching a lead who is about to hang up on you: Recommendations for home owner’s insurance companies

All The Leads Reviews: Rebel Goes On Five Listing Appointments

Rebel Goes On Five Listing Appointments (17:29)

Rebel and her team has gone on 5 listing appointments in the last two weeks.  One turned into a double listing. Another came from a letter she sent out her very first month working probate, and she got in her foot in the door by helping the personal representative with artwork they inherited. Rebel is looking at 6 listings! GO REBEL!!!

Real Estate Tips: Fumigation and Repairs For Death Odor Removal

Fumigation and Repairs For Death Odor Removal. (19:18 and 31:43)

Rebel is helping a family prepare a property for sale, but the house has a lingering death odor.  They’ve tried ripping up tile and replacing walls, but the smell still seems to be there. Jim and Rebel both note that you should help your seller see what their insurance covers, as many homeowner’s policies cover fumigation for situations like this.

Selling Artwork From An Estate

Selling Artwork From An Estate (21:12 and 25:45)

Rebel is helping a family sell artwork that was inherited through the estate of the decedent.  Chad shares his recommendations on where to sell specialty items as well as for companies that can help liquidate estate items quickly.

Attorneys Won’t Return My Call - How Can I Win Referral Relationships?


Attorneys Won’t Return My Call - How Can I Win Referral Relationships? (22:27)

Rebel is in a busy market and attorneys are not returning her calls.  Bruce shares what works for him in a busy market where Attorneys need to stumble into the value you provide for them to bite.

All The Leads Reviews: 3 Probate Listings Turned Into 5 Deals!

3 Probate Listings Turned Into 5 Deals! (26:52)

Jack shares a success story.  He has 3 probate listings turn into 5 total deals! Awesome!

Probate Credibility Websites and Why They’re Worth It

Probate Credibility Websites and Why They’re Worth It (27:33 and 46:24)

Jack is interested in setting up a separate probate website before he starts making his prospecting calls.  Chad describes the value in having a probate credibility website for social proof.  Chad shares how he incorporates his website into his letters as a final call to action.

All The Leads Reviews: $28k From My First Probate Dea

$28k From My First Probate Deal (33:51)

JoEllen got her first listing in August from her first round of letters.  She’s about to get a $28,000 commission check! Wooho!!!!!! JoEllen describes how she went from lead to listing to closing! With about 25k investment, JoEllen and her team took the property from $450k as-is to $710k at closing!  She has five more deals in the pipeline right now. JoEllen shares how she was able to put a team of vendors together really fast - Don’t let the fear of not having the team prevent you from getting started!

JoEllen and Chad discuss the intrinsic benefits that come with helping families through probate.

See More: Offering Sellers Vertically-Integrated Solutions Without Putting Your Own Capital On The Line.

LinkedIn For B2B Networking in Real Estate

LinkedIn For B2B Networking (40:38)

Ryan and Bruce discuss B2B marketing through LinkedIn and how it’s a fairly low-effort way to start a conversation with probate and estate planning attorneys in your market.

Chad and Ryan discuss how to leverage vacant insurance policies and find a lender that’s savvy.


Federico Shares Additional Insight on Vendor Networking, Websites

Federico Shares Additional Insight on Vendor Networking, Websites (44:54)

Federico shares additional insight on building a vendor team and earning referrals from these vendor partners. 
Jim Forsythe, Fed, and Chad also expand on website strategy from the conversation earlier in the call.

See More: 20-Minute Mastermind with Federico and the ATL Coaches

How to Get Started With Probate Leads: Certification Course

How to Get Started With Probate Leads (50:26)

Lynette is looking to jump into probate leads without running into analysis paralysis! She is pulling her own leads currently.  Chad describes why Probate Mastery is the perfect way to learn everything you need to know to succeed in the probate niche and perform at a high level.


Ways To Catch This Episode of Probate Mastermind:

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Episode Transcript

Transcript: Probate Mastermind Real Estate Podcast Episode #305

A.I. Voice Narration: [00:00:00] Welcome to the Probate Mastermind Podcast. These episodes are recorded live once a week and are hosted by the coaches. Agents, investors, and wholesalers join the coaches each week for everything from marketing tips, sales, psychology, live deal analysis, transaction engineering, advanced real estate strategy and personal development.

You will learn to get more listings, more deals and find financial freedom by listening to these episodes. Be sure to catch show notes at and join our free Facebook mastermind community:

[00:00:33]Jim Sullivan (Host/Coach): Welcome resilient and thriving agents from across the country. Today is Thursday, November 19th, 2020. And this is mastermind podcast, number 305. And I think I said welcome agents. And that goes for you investors too.  We do have four in the queue. We got plenty of room for more. I know, Tim and Bruce are on chad.

[00:00:57] Jim Wins B2B Relationships with Probate Attorneys

Are you on the call? Okay, good. I didn't see your name turn up. So the whole crew is here and let's go to the first person in the queue. I never heard of this guy before Jim Forsythe. You're up first.

[00:01:08] Jim Forsythe: Never heard of him. Huh?

[00:01:09] Jim Sullivan (Host/Coach): I never heard of you. What can we do for you, sir?

[00:01:11] Jim Forsythe: Oh, that's nice. Yeah. I've been talking so with Chad and Bruce, and just wanted to give you a success story.

[00:01:19] This has been going on for the last couple of weeks.  great. Thank you. Yeah, we've been speaking with, meeting with probate attorneys,  the last three week we've met with three different, attorneys and I met,  Not Bruce Hill, Bruce Miller, who works with me. He and I met with, another attorney yesterday.

[00:01:37]And, that is  the other meeting with two additional attorneys that the firm he's now with, because they know about. And their response has been great.  one of the attorneys we've gotten,  two contracts on his personal properties. Oh, I've got a third one that I'm probably going to list. And then we've got two other probate listings.

[00:01:55] They'll probably be coming up. And, each of these,  attorneys are very interested in making videos with us,  which we can post on our individual websites and then used in our,  email drip campaigns to,  our probate leads that we send out on a regular basis. So

[00:02:13] Chad Corbett (Coach): A lot can change in two weeks on Jim

[00:02:15] Jim Forsythe: Absolutely. It's got to hang in there right row.

[00:02:18] Chad Corbett (Coach): Yeah, that's really good. So you actually ended up listing non-probate properties for the attorney.

[00:02:24] Jim Forsythe: As it turns out, we're not probably gonna list them other than just sticking them into MLS,  to satisfy getting credit and then going straight to pending on two of them, we've got two offers working.

[00:02:36]And then we've got a third one that we will live probably in another week or so, which is parcel property. And then we're working on two additional listings for probate,

[00:02:46] Chad Corbett (Coach): Everybody listening. Like you hear us talk about how easy this can be, like getting your attorneys in your referral network. But that alone, that is a Testament to how big this is and how much they trust somebody who's willing to serve their small businesses at that level.

[00:03:01] They trust them with their personal business. So if you like, that's a real good indication there. They're going to trust you as a referral agent, if they trust you to be their fiduciary.

[00:03:10] Jim Forsythe: Absolutely.

[00:03:11] Chad Corbett (Coach): That's incredible. Jim, thank you for sharing.

[00:03:13]Jim Sullivan (Host/Coach): Jim. I was just going to ask and you're doing all this. Did you recover from COVID already or did you not have it? No my mother had it and I  it up. Okay. good. I did test, but I've, was always asymptomatic, but my mother's 92 and she had it and is doing great, like fresh.

[00:03:31] Bruce Hill (Coach): I want those genes.

[00:03:32]Jim Forsythe: Yeah,  I think to that, I've got them. Thank you.

[00:03:35]But, appreciate everybody and just wanted to put that,  tell everybody to get up there and talk to those attorneys. Great job. Thanks. Okay.

[00:03:42] Jim Sullivan (Host/Coach): You too, sir. Appreciate you sharing. We got three more in the queue. Next up is phone number ending in zero three, zero nine. You're up next?

[00:03:51] Christian Shares Two Success Stories

Christian: Hey guys. Christian here.

[00:03:52]Jim Sullivan (Host/Coach): Hey Christian. How you doing, sir?

[00:03:54] Christian: So just tell me to share on two success stories. So I think they're both listings. One of them are under contract. The other ones were just fine. Waiting to see, when are we going to list it? And this is the, question I have for you guys. How do you guys handle a situation where the client wants to list it?

[00:04:09] But she also wants to consider key investors where it will be like an off market deal, say.

[00:04:14] Chad Corbett (Coach): So Jim just gave you an indication of what he's going to do. He's in that exact scenario. And because of the recent changes that NAR made,  you can list it on MLS for compliance and then quickly run it through, your buyer's list and, just leave them as an unrepresented party.

[00:04:32] So there's no dual agency liability there.  but depending on what your broker's opinion is of the recent changes and what your MLS rules are,  it used to be as simple as having the seller side MLS opt-out, so to have a discreet sale. And that was honestly a lot of the time they wanted that because they were under a bunch of stress.

[00:04:51]They didn't want people coming through. They went there, if we can sell it quickly and quietly, we would prefer that. And NAR took that away from, people who were being divorced or selling probate properties. I don't think they took that in. It doesn't seem like they took that into consideration was to sell the wishes, but sit down with your broker and discuss that and see what they think is best.

[00:05:12]you probably havem what's your, do you know what your MLS role is? How long you have to upload?

[00:05:17] Christian: So we have to upload it within 48 hours once it's signed, but there is an option out there where. If the one specified specific day that they understand that's what the day they'll be listed. I know that our MLS in Chicago, we have, what's called private listings and we can definitely do that too, where it would just become a private listing.

[00:05:35]I don't know what the new regular, but I've seen that. And I've seen properties in there. I don't know. I use it a lot, but right now with this show inventory in different markets, it's been one of the things that I been looking into is just to see what's out there.

[00:05:47] Chad Corbett (Coach): Yeah, it sounds like private listing is probably just an IDX opt out.

[00:05:51]So it's actually in its in MLS, but it's not going to show up on every website in the world. so that sounds like you've got the best situation possible. I would, upload it as a private listing, send it out to your buyers list and, just. Just I w when I always did that, I don't believe in dual representation.

[00:06:09] So I would always just, I would take both sides of the commission, but I only represented the seller. And when the buyer, when I sent the offer to the buyer, it was just with an unrepresented party.

[00:06:18] Christian: Gotcha. That makes sense.

[00:06:20]Bruce Hill (Coach):  So Christian, I'm gonna throw in, I've I studied the NAR rules a lot, private listing.

[00:06:25] I'll take a little bit of a different angle from Chad. I'm guessing though. So I'm not sure which one of us is right. Private listing in my, in most areas basically says that it's an office. exclusive, you cannot advertise that you can send it to anyone who's already a lead or already, someone that you already know, but you can't have a sign in the yard.

[00:06:47] You can't push it out on any website, Facebook, anything like that. It has to be to people that you already are connected with. And in that case, as long as you have your list of. Of, not inspectors. Gosh. what am I looking for? Somebody helped me out. If you have your list of investors or investors, your buyers, then, why'd you guys ask me to come on this call?

[00:07:07] I don't know.  if you have, you can take, take this property to all of them without advertising it and just have private conversation present multiple offers to the seller. She doesn't like him. Then go ahead and put it on the MLS. Just let her know. Hey, let's sign a listing agreement.

[00:07:24] I'm going to hold it out of the MLS. I'm not going to advertise it, but I'm going to take it to my list. And if we don't like their offers, We'll go ahead and activate the listing at that point, and that should satisfy her on both fronts.

[00:07:36] Splitting Net Profits With A Vendor

Christian: Gotcha. Okay. That makes sense. And then, how would you handle partnership when there is, there is a mortgage on the property, but she wants to like get creative and pending.

[00:07:46] They'll have an investor come in here and renovate the property and kind of split the profits. what would be the best case scenario? I understand every jurisdiction has different laws. I'm just trying to get creative to see, what would be the best possible outcome

[00:07:59] Chad Corbett (Coach): How many heirs are there just one? Perfect. So you should let your local attorney decide what the vehicle is, but.  The broad points of the deal, you need to establish a basis value for the asset. So the, as is whereas, Oh, you right now, and that becomes their equity position. That's the basis value that will be used in the final accounting.

[00:08:19]You are in the home of the land trust, like they were created in Illinois in Chicago. So I'm assuming a land trust is probably the best vehicle, but you can also use a.  like a series LLC, you can use venture agreement, limited partnership. Your attorney can decide what's best for all parties, but whatever that agreement is, make sure it's.

[00:08:38] protects your right to sell the asset, but you don't do a hundred thousand dollars rehab and then uncle Larry moves in,  and then make sure that it clearly defines that it's a 50, 50 split of the net profit. The dad of the bow and the net would be the basis would be there part the construction as a credit credited back to you.

[00:08:57] And then once that commission goes to you and what's left over that bottom line is what split 50 50. But when you were entity in the estate and we've been able to do these really successfully on like rural properties, we partnered with farmer people who inherit farmland that don't intend to farm it.

[00:09:13]Turn them into subdivisions and put millions of dollars in the family's bank account. You can do it with homes like in San Francisco is a commonplace or this is really useful. Yeah. You just go in and tear the house down and sell it for three other shovel-ready project three times what it was worth as it is.

[00:09:29] Whereas, so you can add immense amounts of value for the family and for your business. I would just say that, preferably the two of you should meet with an attorney in person and get all your questions answered and let them tell you how to structure it.

[00:09:41] Christian: That makes sense. And you mean, if there's a mortgage on the property, it's still doable.

[00:09:45]Chad Corbett (Coach): So that's, I like a trust for that reason. is it a reverse mortgage or is it more of a conventional, regular mortgage? Yeah. So your, that mortgage is going to have a, A clause that will be a due on sale clause. What I'm looking for. And if you roll an asset into the land, trust it looks like an estate planning move.

[00:10:05] And as long as the payments are being made, it's highly unlikely. They would ever call that note. It would be foolish for them to. Because then, if the payments are being made and the note is in the name of a decedent,  they, their only recourse is to take the house back and they're just going to spend a whole bunch of money.

[00:10:21]you'll have it, you'll have it. So before they can foreclose on you anyways. So it's extremely unlikely that would happen. But the land trust will, it will mitigate that risk. So if they do pull title, for some reason, they will actually see it's been transferred to a trust and they'll likely see that there's a decedent too.

[00:10:38]So I don't think you have anything to worry about. And, for that reason, I think the land trust probably is the best vehicle for you.

[00:10:45] Christian: Gotcha. Okay. Good to know. Yeah. I'm waiting to talk to an attorney to see what our options are, but I'm just trying to get creative here at work. She doesn't have money, but she has a property.

[00:10:54] I think she can make some money if somebody, the sex party was there and she's definitely will consider it.

[00:10:59] Chad Corbett (Coach): Yeah, it's awesome that we had one of our, one of our subscribers helped a 93 year old lady in Palm desert hada condo. They put 27,000 into it and it raised the value by, what was it like 187.

[00:11:13] it was just a, really a really light cosmetic rehab. It was life-changing money for a lady who was 93 and almost out of money.  so you can make a big difference. Cool. And who doesn't like free houses,

[00:11:25] Christian: I have for today. Thanks a lot.

[00:11:27] Jim Sullivan (Host/Coach): All right. Perfect. So far we're having a testimonial Thursday. I like that. Everybody's got a success story so far. Next up is phone number ending in nine six zero two you're up next.

Probate Short Sale With A Fire-Damaged Property (11:38)

[00:11:38]Chelle: Hi, this is Chelle calling from LA and I am working on a,  fire damaged probate short sale.

[00:11:46]And I think it was, Chad who mentioned, or one of you guys mentioned that,  one of your wives, is a short sale negotiator.

[00:11:55] Jim Sullivan (Host/Coach): Yep. That would be me. She's only done about 2000 of them. We started back with the last crash happened and she's still doing them, so yeah. She'll be glad to handle it for you.

[00:12:04]Chelle: Yeah. Would yes please.

[00:12:06] All right. It is Pam the same last name as mine, Pam Sullivan, and it's (954) 584-0000

[00:12:18] okay. That's nine five four five eight four zero zero zero.

[00:12:22] Jim Sullivan (Host/Coach): And if you can reach her also,

[00:12:27]Chelle: Okay. I'm going to, give her a call. Thank you.

[00:12:30] Jim Sullivan (Host/Coach): Sure  She'll walk you through the whole, the process good for you for not overlooking the opportunity. A lot of people just assume like there's no equity in it.

[00:12:38] Why would the family want to get involved? And,  she has done dozens of them with reverse mortgages and with very little equity. Sometimes the family just wants to do the right thing. They don't want the property to be foreclosed and they want to see a nice family move in there. Is that, is it isn't a upside down with the fire damage or they're still equity?

[00:12:57] Chelle: Oh, it's yeah, it's upside down with the fire damage and, we've been going round and round with the bank. unfortunately I had, another property, That was a short sale probate, and it ended up going back to the bank. I don't want to miss out on this one.

[00:13:17]Jim Sullivan (Host/Coach): Yeah. So there's one real quick question, Chad.

[00:13:20] And it might be the same one you're going to ask is the seller cooperative. The seller wants to help you. Get the deal, right? Cause it's a minimal amount of work for the seller. It's basically, authorization and you don't have to provide financials or anything because obviously the owner's deceased.

[00:13:35]And then Chad, you had a question too.

[00:13:37] Chad Corbett (Coach): It's rare that a lender will accept a first position without requiring insurance. And I'm curious of the insurance claim was denied or if it's still in question.

[00:13:48] Chelle: What happened is it was a HELOC and the home owner died and supposedly there's no insurance and the bank is saying they just want to foreclose on it.

[00:14:01]I can't imagine. I would think that they would have took out insurance from their end, but, it, it looks like it would be a good project. But, we're just having a hard time in terms of negotiating with that.

[00:14:13] Chad Corbett (Coach): Sure. Gotcha. So I want, I do want to make a comment out of this for anyone who has not heard us let's talk about vacant property insurance. This is a likely scenario for literally millions of people every year. Because a family member passes away, they leave the heat on the house is sitting there was a typical homeowner's insurance policy. If it burns down and they can prove it's been vacant for more than 30 days, this scenario is likely.

[00:14:40]So this is a good story to remember for everybody listening. When someone says we've got it handled as the most common objection, you ever hear stories are super powerful. And you can step up and say, listen, there's a lady in my mastermind group that is helping a family that unfortunately didn't have a, their asset protected.

[00:15:00]So let me just make sure that you're protected and you can use that story to show them the reality of this because, fortunately it doesn't happen that often, but a lot of people have a lot more exposure than they know. So anyways, thank you for sharing that story.

[00:15:16] Chelle: Yeah. And just one, all the things that the short sale, it was approved, however, inbetween submitting it and getting their approval, that's when the fire happened in two of the cases that I've been involved with, so it just turns it into a mess.

[00:15:32]Yeah. Yeah.

[00:15:33] Jim Sullivan (Host/Coach): I know she's dealt with them. Fire, flood tornado, every possible situation. I'll tell you a real quick story, just because you've mentioned it in this first time I've ever heard this happening. If you get her involved to this for you, make sure if you can, that the seller kind of gets out of the way, or if the seller insists that they hire an attorney, make sure it's one that knows what they're doing.

[00:15:53]She worked on a short sale. probate for about seven months, it was ready to close. The seller had gone and hired an attorney just to, cause they were concerned, they were going to come back after him and this attorney without telling anybody he sent the deeds off to everybody and deeded the property back to the lender two days before it was ready to close.

[00:16:14]So many attorneys do not know what they're doing now. She's trying to jump in there and get it all reversed. So Yeah, she'll she will, just introduce her to the seller and let the nice thing too is there's absolutely no liability. If the person on the mortgage is deceased, so the seller really has nothing to lose, but, yeah.

[00:16:32]get her on the same page with everybody and get working on it now. and, know, are you more, are you interested in buying this or listing it? Okay.

[00:16:39] Chelle: Yeah, I was, gonna partner with, the realtor, the listing agent. Who's a friend of mine. So we've been talking about, I'm going in, buying it with my LLC.

[00:16:50]We already have the numbers on renovating the project and everything. Even the seller, the daughter, she is willing just to sign off on the property. She's tired. She wants out that we just, we're going back and forth with the bank.

[00:17:05] Jim Sullivan (Host/Coach): Yeah, that's perfect. You're doing everything right. And you get those repairs documented you send them off to the lender.  It could, it'll certainly be a listing and it very well could be a good investment deal for you. They, fire damage is, when the lender sees that they likely will be a lot more flexible on the price. So give her a call. She'll take good care of you. I appreciate you bringing it up.

[00:17:24]Chelle: Okay. Thank you.

[00:17:25] Jim Sullivan (Host/Coach): All right. Here's somebody else. I never heard of Rebel Taylor. You're up next!

Rebel Goes On Five Listing Appointments

[00:17:29]Rebel. Are you there? I was just kidding. If we never heard I'm hearing it as well.

[00:17:33] Rebel Taylor: I'm doing good. I wanted to, call and tell you guys a little bit about what we've been doing and appreciate your business. Actually, you do help us all a lot, but, I wanted to share with you, we went on one, two, three, four, five listing appointments in the last two weeks.

[00:17:49]And, went on, another one, actually two weeks ago, I called to get one and, the father had died in the home and turned into 2 Because she turned out that she was a PR for another probate. So I was able to go to that house and, get a CMA as well. I'm writing a contract as we are talking on a probate deal that, the buzz, one of the appointments I went on last week.

[00:18:13]And, so we are selling his son property.  we went on another appointment, got to date with, what day is this? Thursday? Two days ago. And, this was from a letter when I first started with you guys and I sent out the letter. And this gentleman called me, like in that timber, maybe August, September, that, he wanted to sell his house, but he had paintings inside.

[00:18:38]So as you guys say, we do everything from clean out to clothes and that same including selling artwork. So we've called around and I've learned a little bit about art now. it's not worth what a lot of people think unless it's some really popular art.  so I we've just been really doing good. Also the list you have gotten me, yelled at a couple of times, I called the number and the guy would be like, that's my ex wife.

[00:19:02] And I divorced her 30 years ago and I haven't heard that name. And it's Oh my God, I'm sorry.

[00:19:08]But I just wanted to thank you guys and everything I wish you do.

[00:19:11] Chad Corbett (Coach): So Rebel, thank you for sharing that you said you had five total appointments are where you get six listings off of that.

[00:19:18] Fumigation and Repairs For Death Odor Removal.

Rebel Taylor: Oh, hell yeah. I'm glad too, because all I'm good with the two that I did for the loony on the Lake, he turned to be stubborn.

[00:19:26]You know what I mean? Because she's one of those people that have went in and remodeled houses and sold them herself. So she's really on that, but she's got so much on her plate and I'm I keep, I stay in touch with her and ask if she even needs any help. They're having a problem with that home because her father had died in it.

[00:19:42] And apparently nobody noticed him for a week. And he's one of those people that didn't have the air on in Florida.  Yeah, that's it. Yeah. In the middle of summertime, they have went through three companies trying to get the smell out. And  they're having a real bad problem with it. They pulled up the tiles pulled off the wall,  the, drywall and everything.

[00:20:03]they're not sure how they're going to get rid of this smell.

[00:20:06] Jim Sullivan (Host/Coach): Hey rebel. we, I can tell you from personal experience, we had someone who was a few weeks late on their rent and they had been on the couch, passed away for weeks. And I will tell you that we had state farm. they paid for not only fumigation, but new air conditioning, ducts, everything there.

[00:20:23]You really look into their insurance. You'd be surprised. There's a. There's a health issue there when somebody passes away and remains in the property for a while, you'd be surprised what the insurance may pay for. I don't know if she tried to put another

[00:20:35] Rebel Taylor: Under the third company they're paying for.

[00:20:37]This is insurance. Yeah. She's dealing with the insurance and this is the third one they're paying for. When I walked into the house, it threw me back to another house that we were, that we had listed. And then there was this smell that we just never knew what it was. We changed it. We did the paint, the carpet, replaced the appliances and everything in this.

[00:20:56] No just was there. And I never knew what it was until I walked into this other house. And it just, you know how you get Deja Vu with a smell. That was it. Yep.  but, yeah, no, it mentioned out of six list. Yes, sir. she's the only two that I feel like I might not get,

[00:21:12] Selling Artwork From An Estate

but the other ones have already confirmed the one with the artwork.

[00:21:15] We went and met them. We are actually going to help them a little bit when they come back because they're going to have to do a sale. And we told them we would be right there for them. And so we are, and then we're going to list it right after that.  I'm glad you brought the artwork back up. I forgot. I forgot to mention something.

[00:21:31] Chad Corbett (Coach): So if you haven't already dealt with the artwork and for anyone else who finds themselves in this situation, there's a national,  estate sale company. that's like an e-commerce estate sale company and it's called everything but the house it's and they will actually make you an offer virtually.

[00:21:48]And purchase that into their inventory and then they'll sell it online at my market price. So if you ever need to find,  if you want more exposure, to a national marketplace, you can get a quick offer, just reach out to everything, but the house.

[00:22:03] Rebel Taylor: Okay.  actually mentioned that to him because that's a lot of the things we're going to, of course, they have, they had everything appraised and they are at least realistic.

[00:22:11] They know they're not going to get what it's appraised at. And, and then it turned out a lot of the pieces was because all of the family members were like artists and even the person that designed their house was an uncle.  and he did a good job. In the design I liked it. but I will let them know about that.

[00:22:27] Attorneys Won’t Return My Call - How Can I Win Referral Relationships?

That actually helped. Oh yeah. And another thing, for you. It's almost a joke with me and my partner that I have called lawyers. Cause we're trying to meet lawyers like you say, and in this pandemic, you can't really go to the office and try to meet him. It's not fair. And so we call around and they're there.

[00:22:43]They don't call back. And I actually, the lawyer I met today because of this contract I'm writing up right now, my client's lawyer.  We had a great conversation and I think it might've found the lawyer that I would be referring people to as well as him. And I noticed his name on a lot of the probates that I go through when I'm calling each one.

[00:23:03] And you look at the lawyer, you look at everything about it. And so he deals in a lot of, probate. So I feel it will be beneficial. He wants to meet. So we're going to set up an appointment. Now. He just wanted to say, it's amazing. I live over here in, around Tampa, Florida. And calling these lawyers and they don't call back are lawyers, just that busy that, what am I doing wrong there?

[00:23:22] Or am I doing something wrong? Am I don't know if I'm saying something wrong, but,

[00:23:26] Bruce Hill (Coach): I talk to a lot of attorneys in my market and one of the things that I always ask after I have a good conversation is if I'm the only person that reaches out to them, And to the attorney, they all say, no.  you're not the only person we probably get hit four or five times a day.

[00:23:42]And most of the agents or investors, but mostly agents that are reaching out to them are just saying, Hey, we wondered if you had any, any, anybody that you needed to refer to us and. So that what they hear when you reach out by phone is they think that you're just like that. So I've found that the best ways to reach out to attorneys are either through introduction, attorney to attorney introductions.

[00:24:07]Or,  personally I know not everyone has a good LinkedIn profile, but LinkedIn has been a very powerful friend of mine and, and connecting with attorneys and, using the connections, just firing over a message. And a lot of times, if you're going to send an email or a LinkedIn message, it's best to ask questions that are, very much, the attorney sees some business coming out of it.

[00:24:29] So it would be a question like.  Hey, do you charge

[00:24:32] Rebel Taylor: Real quick? I leave the message. I'm never, you never get the lawyer. You get the go between, but I always leave them with that. I need to refer my client to someone. So I would like to talk to you.  Right there, I'm telling them, look, I'm going to give you business.

[00:24:48] I'm not just a Joe blow calling in.  So that's, I that's what I'm not understanding. I don't know. The lawyer today said, he goes, they're too busy counting their money. He goes, I'll take it. I want it. All right. There we go. So I might've found one today, but I have been trying, but I was just amazed at and understand what you're saying that I wasn't, I have a lawyer friend, but she doesn't do probate and things, and that's what she said.

[00:25:09] People call all day long trying to get free advice, basically. And, it upsets her as well. So I do understand what you're saying. that if you get a lot of us, there's a lot of us out there. A lot of new people, a lot of people like you guys telling us, Hey, meet all the lawyers, but.

[00:25:23] Bruce Hill (Coach): Ask your non probate friend who they know that they could introduce you to introductions go so far in this business, especially with attorneys, if they can introduce you that it's already, they're introducing you to, it's going to we'll pick the phone up.

[00:25:38] Rebel Taylor: Okay. Yeah, I haven't done that. I'll have to say, I guess I never really thought about, I don't know, a number, ask somebody for something. I guess I do that.

[00:25:45]yeah, that's a good idea. Good idea. Great idea. But,  yeah, but, the artwork I'll check out that. And, like I said, I am writing a contract today. I already know I'll be writing a contract next month for the other people, for the artwork. We'll be helping them sell that artwork.  they said the guy across the street is interested.

[00:26:02] So hopefully I'm going to get the buy side as well.

[00:26:05] Jim Sullivan (Host/Coach): Awesome. It sounds like you've got people that know what they're doing on the artwork. I can tell you from personal experience, if, Art that you bought on a cruise ship or one of those art parties it's worth whatever the frame is worth.

[00:26:15]Chad Corbett (Coach): Fortunately. Yeah, I was going to suggest if you get in a pinch, just throw a, an estate sale with champagne. It works on cruise ships, what we're going to do as an estate sale, but, get them all drunk and run them through a central area where they have to. In order to get to everything else. And that is use the cruise ship model.

[00:26:33] It apparently works.

[00:26:34] Rebel Taylor: Okay. I like it. I like it. I've never even heard of that, but, okay.  So let's talk first. Let's admire, the arts set it up properly. Guys, thank you very much.

[00:26:43] Jim Sullivan (Host/Coach): We got a full queue now. So next up is phone number ending in two, four, five, zero. You're up there.

[00:26:50] Jack: Hello, gentlemen, how are you?

[00:26:51]Jim Sullivan (Host/Coach): Excellent. How are you sir?

[00:26:52] 3 Probate Listings Turned Into 5 Deals!

Jack: Great. I, first of all, I wanted to share a success story, a few of them actually in it. I've been doing this for about three and a half months now. And last month, I got three listings from my probate efforts, from the, from all the leads and in the last week and a half sold all three homes as a listings.

[00:27:11]And then on one of those, I was able to bring a cash buyer to the table as well. So I got both sides of the transaction. And then I also got a really great lead from one of those listings whose neighbor is losing their house. Due to foreclosure where it works out to be a perfect wholesale deal. So in essence, from those three deals, I got two other transactions from it, which is really cool.


[00:27:33]Probate Credibility Websites and Why They're Worth It

[00:27:33]So I'm excited about it.  congratulations my question.  thank you. my question for you pertains to building, probably a website and how important is that? I still like with the letters that I have going out. And with the phone calls that I'm making. I think that might be the next step of what I do.

[00:27:49] And maybe you guys could shed some light on how beneficial that is, what approach to take and all that fun stuff.

[00:27:55] Chad Corbett (Coach): Oh, it's huge from a social proof standpoint. Very few people have a probate website at all. And the ones who do that's usually something they have page, they threw together on their own. So that the intent of our sites is not to index or like how have you dominate Google or be this amazing lead capture site it's there for when people want to do due diligence on you.

[00:28:17] Because it sounds too good to be true. And they're very effective for that. I've found like in my market, active using Jetpack analytics and Google analytics, at least 50% of the mail deliveries would result in web traffic the day that the letters dropped. So if I sent a hundred letters, I'll have no less than 50 web hits around the same time.

[00:28:38] You could literally tell where the mailman yeah. And so that really convinced me. And most of I give most of the co com list may come by this thing right now, calls I've gotten, I started telling them about my service. Now, listen, we know we've already read everything, so they'll start on your probate website and they end up finding your LinkedIn your true, truly a Zillow

[00:29:01]It's they knew everything about me. They knew they wanted to do business with me and I'd never spoken to them. And that was, that's a common occurrence. So I think the sites are for what little bit of money you will pay relative to all other marketing and real estate, like they're worth the wait and go.

[00:29:16] Jack: How much prominence would you place? Like you're sending a personal letter to these people. Where would you, like, how prominent would you make that website known? Is it something that you put big in front and center or how would you approach that

[00:29:27] Chad Corbett (Coach): Even better? And this is a way that I originally tested the PS line too, but I always only mentioned in the PS.

[00:29:35] So below my closing, some severely Chad,  PS, if you're not ready to talk to someone just yet, please go here and learn a little bit more about what we do. Sometimes it sounds too good to be true to some folks, but we're happy to answer any questions you have. And like it's tra that's for that reason, you're going to be using it in the mail and a DSY line.

[00:29:55] Keep your domain really simple.  okay. Pro probate Island con or whatever it is, but try to just keep in mind that your average prospect is going to be, probably between the age of 50 and 70. And they're probably the traffic will probably be coming on a little device. I was really surprised.

[00:30:14]Most of the traffic that came was direct. And it came from mobile devices, which meant they were literally standing at the counter opening mail and stopped what they were doing and came to the website.

[00:30:25]Jim Sullivan (Host/Coach): And I'm not sure if you're aware that we can do that website for you at a really.

[00:30:30] Jack: Absolutely. Yeah. Yeah.  that was my next thing. So I need to do the probate mastery and I need to sign up for that. I'd like to do another coaching call and then obviously I need to get a website going well, I might just have somebody reach out after this call for all three.

[00:30:45] Jim Sullivan (Host/Coach): I have your phone number. What's your last name? Feel? S P E L E. Okay. Just make sure I get the right person. And the two, four, five zero is the number we have on file for you. That is correct? Yep. Okay. We'll have somebody reach out for all of those after the call Jack and get you started with the mastery and we'll have somebody reach out on the, on the website.

[00:31:03] Bruce. You want to tell them how to schedule the coaching call or you want to go ahead?

[00:31:07] Bruce Hill (Coach): I'll send you an email with the link, but that in the future, if you log into the portal and click the button that opens a drop down, that you can go down and click schedule a three monthly coaching call.

[00:31:18]Jack: Perfect. Perfect. I will do that. I really appreciate everything you guys do, you guys add a lot of value and you guys help in a way that it doesn't happen very often in this world. So I really appreciate the help that you guys offer every single week. It's really awesome.

[00:31:31] Jim Sullivan (Host/Coach): Wow. Thank you so much.

[00:31:33]Yeah, we're having . No pressure, but so far everybody who has contributed it, that's a success story. So next up what's your success story for six 63. You're up next?

[00:31:43] MarkerCaller 1: Sorry, none today. but I do have a question about that. I'm sorry. Okay, go ahead. What can we do for you? Rebel, was talking about the smell in the house.

[00:31:52] And, some, I think somebody, maybe Chad mentioned an insurance company paying for the odor or the fumigation. Yeah, I did not. I didn't understand what w okay, cool. Why who, what insurance policy and how would that be covered? I've never even contemplated that.

[00:32:10] Jim Sullivan (Host/Coach): And again, I'm assuming every policy is written differently, but we had state farm.

[00:32:14]We just had, we just had the Oh, liability and owner's policy because, that the condo didn't cover and, they actually replaced all the appliances, carpeting and air conditioning, vents and air conditioning. I believe they can. They replaced the compressor also, which really surprised us.

[00:32:34]And in my, and I'm not an insurance expert, call whoever. Whoever you deal with, but apparently there is a biological hazard to do a body somewhere for a period of time. And so they have to do that to,  remove the liability of a future, somebody getting sick or having a problem because of it.

[00:32:51]Caller 1: Okay. Okay. So just ask about biological hazard coverage within. Whatever policy and to Chad's point. Okay. So to Chad's point here, while you all, recommend, the vacant policy, so this wouldn't be the vacant policy. It would be the policy that was enforced,  when whoever was in it died. okay.

[00:33:09]Jim Sullivan (Host/Coach): that's, and I don't know if it's included in other policies. This was a landlord policy that we had that covered a liability for our tenants liability and anything that the HOA didn't cover.

[00:33:20] Caller 1: Okay. I'll okay. Thank you. And I don't know whether or not that would extend to vacant policy insurance, but it sure.

[00:33:26] Jim Sullivan (Host/Coach): Be worth checking into you don't know offhand. Do you Chad?

[00:33:29]Chad Corbett (Coach): No, I think, a vacant policy is a high risk policy. That's why it carries a higher premium. My understanding of it is it covers just about anything, including, break, breaking and entering vandalism. Mike. So I would imagine it would be covered under this.

[00:33:44] Caller 1: Thank you.

[00:33:44] Jim Sullivan (Host/Coach): All right. You're very welcome.

[00:33:46]Next up is phone number ending in three six, two one. You're up next.


[00:33:51]$28k From My First Probate Deal

[00:33:51] JoEllen: Hi. I am JoEllen. I'm calling from California, the Bay area, and I just want to just give an amazing testimony of how awesome this program is and you guys are, and your support.

[00:34:03] I started with you guys. I think I took the class in may subscribed in August, got my first listing in August with my first letters.  and basically you're going to make about $28,000 in commission on this one property. So it's pretty neat. And, I got thrown in it, two of us and being in estate cell.

[00:34:23] So it was a contractor's home.  so I ended up, I brought in the liquidator. I brought in the painter, the general contractor as a landscaper, who else? The stager I brought in the whole team. And we're almost finished with the remodel. We could have listed for, I think it was 450. As is got them to invest about 25,000.

[00:34:43] And we're looking at closing just probably around 710. Wow. So how many years worth of leads did you stay for at least,  Exactly. And I'm saying if I only got this one deal, which I'm not, I have five in the pipeline right now.  I would be set for years, but I, it's just a passion.

[00:35:01]just like you guys said, just, you can pull a team together really fast. And I did, I pulled the team together really fast. I was already doing my research, like Chad said, like interviewing, state vendors and contractors and painters,  and going after my referral network.  I came from finance early on before the meltdown.

[00:35:19] Then I went into senior care. So I have the independent living facilities, the skilled nursing facility. I was a business development for home care. So this literally is my niche and I am just, this is going to be the rest of my life. Oh, fun. I love it.

[00:35:36]Chad Corbett (Coach):  I love this story. So tell me how good does it feel to know that you put $200,000 and equity into that family inheritance?

[00:35:44] JoEllen: Oh my gosh, it feels so good. And it smells even better because it was their son who was the contractor who was 57 years old. He was in a motorcycle accident up in Chico, California, and they didn't find him for three days. He was missing. And the gentleman who called me the PR he's 86 years old, the father who's a senior who's seniors are my passions.

[00:36:06] So to go there, knowing that I was put in front of them, by God to help this family. And to put a little bit of money in their pocket and pay off whatever, needs to be paid off. Those still good. And, the mom recently went through chemo and fell. It was just with her, guiding her and keep being her emotional support.

[00:36:25]People tried to come in and take my listing, but they said, no, they want to buy the truck. And a realtor wanted to sell the house, give her commission for the truck and just all kinds of stuff. But they stayed connected to me because they said I did what I said all this whole time and I had a plan for them and yeah.

[00:36:42] And it feels so good.

[00:36:43] Chad Corbett (Coach): Gosh, first off to you like  your mindset and your standard of service, it's going to take you so far. You'll probably retire from just doing this one thing and I'm so proud of you for everyone else. Listening, pay attention to what she said. If you're new here and you're not a subscriber, if you are trying this your own way and it's not working, if you trust us methodology.

[00:37:06] You'll get this kind of result. And she had competition come in without signed paperwork and they could have easily taken it from her. they thought they could easily take it from her, but when you're doing it at this level, you have no competition. Like you, you create your own damn market space when you provide this level of value.

[00:37:23]JoEllen: I did exactly what they asked. I brought in the team, like my letter said, I gave them options. Some they chose some, they didn't, but they just said that I've done so much for them last week. And I bought the whole team pizza. I bought champagne for the mom who just finished the radiation,  and just being empathetic and listening, crying with them.

[00:37:44]walking around the home, picking up things that Mike, the owner, he was really, tools all over. tools everywhere and,  two ice chests that I actually got from them because I wanted them. And now I'm like, Oh, thanks, Mike. I'm going to take good care of your family. And I just walk around the property and we just talk about what he did and just listen to them and share with them, that you care.

[00:38:06]About their family member that they just lost. So I'm in the right place. I love it. This is my purpose to go through this. And I'm so glad that a friend of mine shared you guys with me because I'm just forever grateful for you guys. Good for you. Yeah. I love your state. for everybody that's listening, you know that if you're going to emulate anything first, their techniques and skills that you can develop that, state of, passion and empathy is probably the most important thing that you can add for, excuse me,  it's hard to fake.

[00:38:37] It's hard to fake it if you don't care and that. And it's hard. You're going to, I have another, I have five more in my pipeline because we're waiting for court dates, but I've already been to the property and the family and just stay in touch with them. it's the sad stories of, brothers that passed away.

[00:38:52] Now, the kids are in the house and the ex-wife's trying to kick them out. And it's. This is some real raw stuff going through these, this isn't just your traditional real estate. You're going to, I already know you get in the thick of this stuff, and you're going to hear things that you probably know don't want to hear, but you cannot judge.

[00:39:08] We just have to be they're compassionate and, give them the best advice that you can.

[00:39:13] Chad Corbett (Coach): Something that's I was going to say to you, I'm really glad, cause it's, you have an amazing story on this one, but it's rare that you'll actually get that involved and bring that many vendors to the table.

[00:39:24] It's a really good first, a really good deal to have early on because you're going to have many more, the majority of these will be more straightforward. But it's awesome. It's awesome that you got that resolved from being able to do the difficult ones early.

[00:39:37] JoEllen: Yeah, that was so cool. And like I said, I could do it.

[00:39:39] I'm really doing it. I can't really, my first one, I got hit with everything. Just like Chad said, build your team, do it go in as the expert. And now, I know so much about probate PR the timeframes, all the disclosures and who's exempt. I've literally, I'm mastering this. Thank you.

[00:39:56]Jim Sullivan (Host/Coach): Wow. Thank you. And we can't tell you how much we appreciate it. great.

[00:39:59] JoEllen: Oh, and one more thing. I was able to quit my full time job and go full force with this as well.

[00:40:04]Jim we're going

Chad Corbett (Coach):  to have to form a committee to choose the winner of the week!

[00:40:07] Oh yeah.  you guys can make it itself. Honestly, every story is better and we got three more people left. So don't

[00:40:14] JoEllen: And remember! Call, and don't judge your leads. Just don't even look into it. You just pick up the phone and you have value.

[00:40:20] They either like you or they don't, they need what you want or not right now, but just call

[00:40:25] Preach!

[00:40:26]Jim Sullivan (Host/Coach): Thank you, JoEllen. That's great. We really appreciate you. I can't tell you how much we do. All right.

[00:40:30] Well,

[00:40:30] we've got the the cue.

[00:40:32] No pressure, for you. Three remaining people. Next up is six three eight, eight. You're up next.


[00:40:38] LinkedIn For B2B Networking

Ryan: Hi, this is Ryan from Scottsdale Arizona. Yes, sir. I am a new subscriber.

[00:40:43] I don't have a success story yet, but I'm eager to, be able to share In that, looking forward to it. I had a question.  one of you, I forget if it was Chad or who was talking about reaching out to probate attorneys using LinkedIn. And I wanted to hear more about that.  How do you approach them and you do it through a LinkedIn message.

[00:41:05]Or how did you do it?

[00:41:07] Bruce Hill (Coach): It would be a, it would be a LinkedIn message. And the first thing to understand is we don't know exactly where attorneys live in their communication. Some people are more quick to pick the phone up. Some look at emails, some looked at LinkedIn. LinkedIn is a way to get in front of some of the ones that loved to be on LinkedIn consume content there.

[00:41:28] generally speaking, if I'm going to send a LinkedIn message out, it's gonna come from a place of, I'm curious first and I'm never going to just drop all my secrets and tell exactly how I do things in the first message. It's gotta be  generic and say, hi, mr. Mrs. Attorney SG, that you are, you're in the estate and probate space.

[00:41:50] I have a service that might be a benefit to you and your clients.  I don't know if it's for you. But, I'd like to talk for five minutes and see if there's a mutual benefit to our businesses. And more importantly to our clients. Okay. That will normally get a curiosity response. And typically you get a response, like what do you do for PR?

[00:42:12]I've gotten that response a couple of times. What exactly do you do for PR? And at that point,  I've personally found that, especially with attorneys that it's best to cut straight to the point and go ahead and tell them,  what you get out of it. So if you're in a real estate agent and you say, ultimately, I'd obviously like to be able to list the properties, but I know everyone says that.

[00:42:33] So I'd like to earn your and their business by offering to do anything from clean out to gutter, clean to handling an estate sale.  And then turn a question back on them. So my question back to the attorney is generally.  when you take on a client or if I refer you a client, do you charge upfront or do you charge at the end of the transaction that will at least to get a response back to your turning the conversation back to them and then just closed for a cost.

[00:43:01]Ryan: Okay.

[00:43:02]That was helpful. Yes. Yes.

[00:43:04] Bruce Hill (Coach): There really isn't more, you can copy and paste that message and swap the names out a dozen times that I bet you're going to get a response or two. It's not a hundred percent, but  it's fairly low effort because what you're doing is just trying to create curiosity and get them to engage back with you.

[00:43:20]And then you can go ahead and close for a conversation.

[00:43:23] Ryan: Okay. Okay. All right. Now do, do probate attorneys typically offer advice to the PRS regarding the need for vacant property to have vacant property insurance and that kind of thing?

[00:43:36]Chad Corbett (Coach): No, that's why we find that as such a good objection now, or it it's an abrupt stop them in their tracks way to get them to engage with you.  So far I've not met any attorney, anyone I've never even heard of a story of anyone who's asked that question and said, oh no our attorney took care of that.

[00:43:52]It's something that's, I think I went 12 or 13 houses before I learned it from an insurance agent/broker.  so a lot of people aren't familiar with it. They think that, that the standard homeowner policy is all they need and unless something happens, they won't ever find out. So  it's unlikely that you'll have attorneys in your market that understand real estate at that level and asset protection.

[00:44:13]So that kind of gives you an X factor. It gives something, just the tool to really stop them in their tracks and get them engaged with you. So you can, with confidence, I would say with 99% confidence, you can assume that the attorney has not asked them about as it were handled it for them.

[00:44:28]Ryan: Okay. Okay. Very good to know. I've learned a lot of very valuable stuff today. Thank you so much.

[00:44:33]Thank you,

[00:44:34]Jim Sullivan (Host/Coach): Jim. You there. we have two more in the queue. We're probably going to go just a few minutes over. you guys both are okay to go over today.  probably going to have to be off by, by about five minutes after. Okay, cool. I'm good until 15 after. Okay, perfect. Next up is phone number ending at eight two one three.

[00:44:53] You're up next.


Federico Shares Additional Insight on Vendor Networking, Websites

[00:44:54] Fed: Hey guys. It's Fed. How's everyone doing? How you doing great. I'm great. Thank you. I wanted to, piggyback on what Bruce was saying to the previous caller.  Aside from the LinkedIn, then what you guys have also been talking about, which can help a lot with an attorney is that once you sit down with them, so this would maybe be step two.

[00:45:15]Is to, ask them for that checklist that you guys often talk about where, you tell the attorney, Hey, can we sit down and formulate a checklist so that I can send it to, my clients or just people who are going through probate so that they know what they're doing since the attorneys, from my understanding cannot solicit new business.

[00:45:36]That's also an extra way as a part two or as a sidestep to the contacting the attorney.  obviously correct me if I'm wrong.  In addition to that, also for that person and for the San Francisco caller, the one who had that great story, is that when we build a team, the vendors can also create relationships for us, actually speaking of the vacant home insurance policy, when I was building my team and found an insurance specialist for that. She actually put me in touch with her husband and some other people who happen to be very big, commercial brokers and investors who are now helping me with some other transactions. So it just, by just expanding and reaching out,  we can build a lot of things.

[00:46:22]So that's just what I wanted to piggyback.

[00:46:24] My question. Is regarding the website. So do, since I'm building my own website right now in general for my real estate business, do you, is it okay for me to just have a probate tab or do you suggest just having a completely separate probate website?

[00:46:43] Chad Corbett (Coach): That's how I started.

[00:46:45] I built a page on my WordPress site, bought a domain, a different domain, and I just created a redirect. So when someone would go to that, they would land on the probate page on my WordPress site.  Got really the big, the biggest reason is because we weren't providing websites, way back then.

[00:47:01]I think that having a robust, full version site like we offer is going to get you a different result. And what you can do is, you're building a core website, right? Like a more generic real estate website.

[00:47:14]Fed:  Yeah. Just something so that, as you were saying, if people look you up, at least there's some form of credibility, even though, I think, aside from probate, I don't think people look you up as much as for probate.

[00:47:26]And my keyword opinion. I'm not sure

[00:47:29] Chad Corbett (Coach): a lot of folks, we can tie the two sites so we can interface, match the colors. Like they want it. Most people don't even realize. They're landing on a different website. So if you want to make that your general real estate website, and it could still have a probate page, but then in the menu you could, in the main man you put, I'm going through probate and then when they click that it redirects to your, your probate specific website.

[00:47:53]And then like in the header and the menu of that one, you can have something like find out what your house is worth and that lands on the seller page of your general website. And that's my life's passable combination for sure.

[00:48:04] Fed: Okay. Sounds good. So in that case, I'll contact you guys for the probate one a for sure.

[00:48:09]Jim Sullivan (Host/Coach): All right. Thank you so much. I really appreciate it. Thank you. Next up is Jim Forsythe, you're back. And we have one more in the queue, sir. Go ahead.

[00:48:17] Jim Forsythe: Okay. I quickly, I agree with the last tar,  been a lot of information is a fantastic call.  Chad was talking about the, Me websites and how he used the term jet pack analytics and Google analytics.

[00:48:33]If, if he could send me some information on how to,  get that going.  I have, of course your website I've had yet, but I'm not getting in response to it.  like you would like, and then, for the last caller,  asked me about tab on his website. He's building by, exp website is basically a probate website.

[00:48:53]I have just taken an added all kinds of things to it and changing it,  on regular basis.  if they like. Yeah, go see my website, look up, Jim and and you'll see what I've got on probate. But my biggest thing is how I get information on the,  analytics and how to get that going for me on your exp site,  on the yet, but also on, my probate.

[00:49:16]Website you, we can help you on our end. So Jetpack is built into it's a component of WordPress and they have a very simple web analytics called site stats. So you just need to toggle that on your version of WordPress.  Google analytics is obviously more robust and that needs to be inserted, between the head tags on your site.

[00:49:37]So we can handle that for you on your, all the lead site for your exp site. You probably that you're, do you know what it's, what the CMS, what it's built on? Is it WordPress or something else?  wha how you really getting over my head, Chad? I don't know, regardless of what it is, you can plug the Google analytics code and to your exp site.

[00:49:56] Chad Corbett (Coach): it's WordPress. You could also use Jetpack the reasons I like jet packs for, for people who aren't web designers. Yeah. It's just really simple and concise. Yeah. Or Google analytics is easy to get overwhelmed and lost inside of. Okay. if you could send me some information and you have 30 seconds to do that,  that would help would be greatly.

[00:50:15]Jim Sullivan (Host/Coach): Okay. All right. Fantastic guys. All right guys. What a great call today. Last up his phone number ending in nine, two seven eight year up last.

[00:50:26]How To Get Started With Probate Leads

Lynette: Hi, I'm my name is Lynette and, I'm brand spanking new.  and I just want to just articulate an appreciation for the level of sharing for everyone on the call. And, I guess w where I'm at is, I'm an agent and, want to be an investor,  et cetera. I'm taking actions, but I'm throwing noodles at a wall.

[00:50:45] And I want to know if you could give me just some really brief, quick guidelines on where to start with you guys, because  I'm at a point where I'm willing to do some things that I want to operate.  I want to fable business around this and operating at a high level without. Going into the analysis paralysis.

[00:51:06]something needs to move while I'm working on it. And do you have any guidelines for this lynette?

[00:51:11] Jim Sullivan (Host/Coach): Are you a subscriber or not?  I'm not even sure what that is. What do you, are you getting our leads every month? Do you have our CRM? No. Have you talked to one of our salespeople or no? No. Okay, that would be a good place to start if it's okay.

[00:51:24] When the call is over, I'll have someone reach out to you and then,  we can certainly also do a free coaching call with you to give you an idea, whether you use our services or not the best way to get started. we do have a module. Yeah. When you get started with this called fast-track videos, it's three 20, 25 minute videos that will take you through the entire program, start to finish, and then Tom will do an orientation call with you. We have a complete system for getting you up to speed.  Chad, I know we're running over time, but let's just say, if you're not ready to do that, what is there one piece of advice you'd give her to a good way to get started.

[00:51:59]You got to have the lead, which are you getting? Are you getting the leads now? Lynette or not? I do have leads. Okay. All right. So you have leads or you're trying to do it on your own right now, correct? Yes. Yes. Okay.

[00:52:10] Chad Corbett (Coach): The probate mastery is designed for someone who, if you're getting your own leads is still just as useful, what you'll find as part of that.

[00:52:18] You'll by taking that, you'll be able to see why all the leads make sense. Because we have economy of scale on our side, it's difficult to do the data, the skip tracing the list management and the males will Selma. It's very difficult to pull that off, for less money than you actually pay for a subscription.

[00:52:35]So all that said, I would say, mastery is your do this in this order. And it's, 16 hours of content that a lot, like a lot of the things we've talked about on everything we've talked about on this call is rolled into that. So even the more advanced things like partnering with the homeowners to joint venture and build equity for them, we get into the more advanced stuff there.

[00:52:56] So I think that sounds like a good first step for you.  I would just challenge you to, use that to generate revenue lead with revenue. And then delegate the rest of it off because this, the entire, all the leads system is designed to remove choke points and you have focus you on dollar productive activity only.

[00:53:13]So that would be my challenge is once you've done that and you're, you're up to speed. You won't find better marketing automation and this space anywhere. So take yourself out of it and go get to know attorneys instead of stuffing envelopes.

[00:53:26] Lynette: Got it. So you right after the call to go over the whole program with you on Monday, that sounds great.

[00:53:31] Is anyone willing to share the gal in San Francisco's name? The what, whoever was speaking from San Francisco that, did I think her first deal inside of a week or something? I can't remember,  where she had to clean out the painters, the whole thing. What was her name?  we had so many today. I'm not sure that was four or five.

[00:53:48] That was the one she added like a quarter million dollars in equity by helping them. Yeah. Yeah. Yeah.

[00:53:53] Chad Corbett (Coach): I didn't catch your name, Jim, did you? No, I got a phone number to didn't meant mention her name, but, what you can do is go to all  the leads mastermind. Join that group. and just reach out and, I'll try and track her down and ask her that's okay.

[00:54:06]Lynette: I can send you social media, my way to find her. That's great. So she knows, sorry. I'll figure out who it is and I'll see if she's willing to reach out to you if it's okay. I'll give her your phone number. Okay. Sounds great.

[00:54:16] Jim Sullivan (Host/Coach): All right, guys. Thank you.  I'll tell you what guys Chad said, you made it difficult for us today.

[00:54:20] I don't know how in the world we decide between the. Six success stories we had today. This was truly one of our best calls. And I feel like it's trying to just say how much we appreciate you guys, but please no that we sincerely do. And we are just to see the successes that you guys are having.

[00:54:37]And I wanted to end this call, like I always do. I want to challenge each of you. There were so many good ideas and good stories today. Just take one thing that inspired you on this call. The loud and put it into practice and please come back next Thursday. Like all these people did and share your results with the group.

[00:54:55]Make it a great week. Guys, stay healthy, stay productive, and we will talk to you. Same time. Next Thursday.


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Preview for Probate Mastermind Real Estate Podcast episode 304: NEVER Ask For A Signed Agreement Again: Presumptive Closes, Paperwork M

NEVER Ask For A Signed Agreement Again: Presumptive Closes, Paperwork Must-Haves, and Plan B Options For Appointments. Probate Mastermind Podcast Episode 304

Probate Mastermind Episode #304 | Recorded Live on November 12th, 2020.  Join Us Live Every Thursday | Previous Episodes


Episode Summary:

In this episode of the Probate Mastermind Podcast, you'll learn how to: use presumptive closes to win appointments; motivate old leads to sell in Q4; be prepared with the right paperwork at every appointment; leverage flat-rate listings with MLS opt-out; find quality contractors and agent partners; motivate old leads to sell in Q4; and more!


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!


Get Certified in Probate Real Estate

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Episode Topics, Timestamps, and Resources:


Preview for podcast episode segment:  Never Ask For The Listing - How To Use Presumptive Closes

Never Ask For The Listing - How To Use Presumptive Closes (00:55)

Caller is signing a listing agreement today, but the seller was hesitant.  What are some tips for getting a seller to commit right away? The seller mentioned wanting to see what another investor would offer before signing.  Chad and Bruce answer. Caller describes how he turned this lead into a listing at (9:57), after really starting to focus on his probate leads just a couple weeks ago.

Real Estate Tips: Listing Flat-Rate with MLS Opt-Out for Cash Offers

Listing Flat-Rate with MLS Opt-Out for Cash Offers (6:31)

If a seller mentions they have an investor who might be interested in making them a cash offer, and you don’t want to make an offer on the property yourself, what should your next move be? Chad describes a common strategy he uses to generate a frenzy of cash offer: Flat-rate listing with MLS opt-out.

Real Estate Advice: How To Respond to Awkward/Rude Objections

Responding to Awkward/Rude Objections (8:17)

Caller asks for advice on handling awkward/rude objections.  Chad and Jim advise and give a few examples of language to use.

Real Estate Advice: How to Close Prospecting Calls With An Appointment Set

How to Close Prospecting Calls With An Appointment Set (10:49)

Danny and Chad mastermind how to win commitment to an appointment/follow-up contact when a prospect is hesitant.

Real Estate Tips: How To Find Quality Contractor Partners

How To Find Quality Contractor Partners (15:58)

Johnathan is interested in finding quality contractors to work with in his real estate business.  What are some ways to do this during coronavirus and social distancing? Chad and Johnathan discuss.

See More: Rising Lumber Costs and What That Means For You, Your Sellers, and Your Vendor Partners.

Real Estate Marketing Ideas: Branding Beyond the Real Estate Logo

Branding Beyond The Real Estate Logo (17:49)

Johnathan is building out his “Dallas Life Transitions” brand.  Does featuring his real estate logo help or hurt his marketing efforts? Chad discusses.

Real Estate Checklist: Staying On Top of Your Prospecting Schedule

Staying On Top of Your Prospecting Schedule (20:54)

Johnathan and Chad discuss how to use the probate leads CRM to organize follow-ups and prospect efficiently.

See More: Detailed breakdown and CRM walkthrough in Probate Mastermind Episode 301


Investor Tip: How to Pitch Your Agent-Partner to Prospects. (23:11)

Sam is working with a family that already had an agent in mind.  One of the family members seems interested in meeting Sam’s agent partner as well.  How can Sam navigate this? Chad breaks down how to make sure, as an investor or wholesaler, you have an agent-partner YOU are confident in.  Next, Chad describes the process and language for setting an appointment and establishing your agent partner as a step above the competition.

Earnest Money Deposit and Buyers Backing Out

Earnest Money Deposit and Buyers Backing Out (26:41)

Joyce is representing a personal representative.  A buyer made an offer during the probate process but wants to back out. Can they do that? Chad gives a simple answer.

Real Estate Tips: Why Winter/Q4 Is A Great Time To Prospect Old Leads

Why Winter/Q4 Is A Great Time To Prospect Old Leads (27:43)

Joyce is getting the same objections from her old leads - Corona, corona, corona. What can Joyce do to build motivation and get personal representatives to stop putting off their real estate needs indefinitely? Chad advises.

Later in the call, at 49:42, Jim and Chad discuss the cash conversion cycle and how real estate deals can close before probate is finished.

See More: Ask The Expert – Everything You Need To Know About Working With A Probate Attorney to Grow Your Real Estate Business, With John Erik Fraker, JD

Buying Probate Properties for 50 Cents on the Dollar

Buying Probate Properties for 50 Cents on the Dollar (30:59)

Woo-Hoo Eddie!!! Congrats on the baby and all the deals you put together during such a big life event!!  Eddie shares deals he’s closing through wholesale, investment, and brokerage strategies.  Then he shares a current deal he’s working on with a personal representative who inherited his brother’s house.  Eddie has the keys to the property but the personal representative won’t sign a contract.  What’s the next move?

Creative Financing: Multiple Heirs and Distressed Property

Creative Financing: Multiple Heirs and Distressed Property (36:52)

Eddie is working with a probate lead involving 8 heirs.  One heir has possession of the property and already has a for sale sign posted, even though the other siblings haven’t agreed to sell or signed releases.  The sibling living at the property is also asking for an unrealistic price.  What’s the next move? Chad probes for more details and suggests creative financing options. Best idea here would be owner-financing and getting the siblings to roll the property into a land trust.


Real Estate Listing Appointments: What Paperwork Should You Bring To A Listing Appointment?

What Paperwork Should You Bring To A Listing Appointment? (41:27)

Whether the path forward is listing or selling to an investor, what paperwork should you always be prepared with? Chad discusses listing agreements, letters of intent, purchase agreements, and other information to come prepared with.  He also shares a few strategies for putting deals together on the spot and reading the seller’s body language to determine which way to steer the ship. Chad also describes how real estate agents can make money wholesaling deals with proper disclosure.  Bruce suggests writing reverse offers to buyers when a buyer seems to be on the fence.


Real Estate vs. Probate Timeline: How Long Does It Take To Get Paid?

Real Estate vs. Probate Timeline: How Long Does It Take To Get Paid? (49:36)

A listener follows up on something mentioned earlier in the call, that it can take 18 months to close probate cases in some cases.  Chad and Jim offer clarification on cash conversion cycles here: The timelines for property sale and probate court are two different timelines.  Chad discusses some factors that can impact both.


How To Find An Investor-Friendly Realtor and Get Paid For Finding Listing Opportunities

How To Find An Investor-Friendly Realtor and Get Paid For Finding Listing Opportunities (52:07)

Ron is an investor and is looking to build a relationship with a realtor to help with deals outside of his driving range. His strategy includes long-term buy and hold, wholesale, fix and flip and creative financing. Chad shares his advice to make sure the agent understands those things and how to establish an amicable relationship from there.

Chad and Ron then discuss how to get paid legally for split work.


Ways To Catch This Episode of Probate Mastermind:

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Episode Transcript

Transcript: Probate Mastermind Real Estate Podcast Episode #303

A.I. Voice Narration: [00:00:00] Welcome to the Probate Mastermind Podcast. These episodes are recorded live once a week and are hosted by the coaches. Agents, investors, and wholesalers join the coaches each week for everything from marketing tips, sales, psychology, live deal analysis, transaction engineering, advanced real estate strategy and personal development.

You will learn to get more listings, more deals and find financial freedom by listening to these episodes. Be sure to catch show notes at and join our free Facebook mastermind community:

[00:00:33]Jim Sullivan (Host/Coach): Welcome to all of our astounding agents and investors from across the country. Today is Thursday, November 12th, 2020. And this is mastermind call number 304. We have a full queue, so let's get right to the first caller this week. And first up is phone number ending in zero three zero nine.

Never Ask For The Listing - How To Use Presumptive Closes.

[00:00:55] Caller 1: Hey guys how you doing?

[00:00:56]Jim Sullivan (Host/Coach): Great. How about you?

[00:00:57] Caller 1: Good. Good. So I got a two part question, one more is actually a success story. I was able to reach out to a client over at that property and we're actually signing a agreement today. So I'm excited about that.

[00:01:09] Jim Sullivan (Host/Coach): Awesome!

[00:01:09] Caller 1: What I was going to say next, it took me about a week before she actually signed and I wanted to see, what's the best way to approach something where I know I'm providing value and I know I'm giving them everything that they want, but there hesitant to sign. So I'm just trying to figure out what's the best way to do it?

[00:01:25] Chad Corbett (Coach): Why do you think they're hesitant?

[00:01:26]Caller 1:  Because if they said Oh, we know we'll find out more on Friday, whether we're going to list over, we're going to, go with an investor and we'll agree.

[00:01:34] Chad Corbett (Coach): We'll make a decision then. And w why was Friday relevant?

[00:01:37] Caller 1: I honestly don't know.

[00:01:38] Chad Corbett (Coach): Yeah. my response to that would have been well, what if I could give you both? if we go ahead and list it today, we'll give you exposure to retail buyers that where you'll get probably a 20 to 40% premium.

[00:01:48]And if nobody comes through your investor can always make an offer. And if you would like me to exclude my commission on that particular buyer that you have in mind, I'm happy to do that. I'll write it in right here. Okay. And then you turn the paper and hand them the blue pen.

[00:02:01] Caller 1: Okay.

[00:02:02] Chad Corbett (Coach): So don't ever ask them, don't ever ask for a listing.

[00:02:06] Never you should like presumptively close them all the way through, in a series of small closes, figuring out what their objections are solve for the objection. And then just turn the paper around and hand them the pen and they sign every time.

[00:02:18] Caller 2: Oh, okay. That's cool. I didn't think about that.

[00:02:21] Bruce Hill (Coach): I want to throw in on, what Chad did before he gave you an answer.

[00:02:25] He asked you a couple of questions and ultimately when you get somebody that seems to be hesitant, you need to dig a little bit more and listen, if you don't know the questions to ask, Chad just came up with two questions really quickly. If you don't know those, you can simply insert "tell me more" into the conversation. Hey, we want to wait a little bit. Okay. Tell me a little bit more about that and then be quiet. Don't if they're quiet for a second, it's going to feel like an attorney to you. If not, just be quiet until they, they tell you their motivation for waiting and then you could even follow it up with.

[00:03:02]Okay,  what would the potential benefit to that be? What's the benefit. And tell me more. Those are two really good. one's a statement. One's a command. One's a question, but you're gonna, you're gonna understand it. So a lot of their motivations, and a lot of times they're going to talk themselves out of the waiting.

[00:03:18]They're only stalling because they have a fear of buying something. They're just getting a little bit of buyer's remorse and they're throwing a stall out there just out of habit and they can still overcome it themselves. If you ask the right questions.

[00:03:30] Chad Corbett (Coach): And that's, I could do a better job explaining myself too.

[00:03:33] Thanks, Bruce. What I'm doing in the background is I'm asking myself, what's the emotion driving the behavior? And the behavior is apprehension, right? that's what we're there they're doing. But why is that? If I haven't heard a legitimate reason and they say, Hey, you're the guy for us. We really like what we've heard.

[00:03:51]Let me think about it. You've given me a lot to think about. Then my mind immediately, I'm going okay. What is the fear? It's almost 99% of the time. It's a fear whether it's rational or not, no matter how small it is, it's creating a block in their behavior. So I'm like, what is the figure that is driving this behavior?

[00:04:09] And how can I remove that fear? And a lot of times people just, they know what they need to do, but you've gotten them out of their comfort zone and all they want to do their amygdala is like retreat. Get back into your comfort zone. Even when it's not in their best interest and you'll get a feel for this.

[00:04:23]and that's why I apply pressure the way I do. If somebody, if this were a grieving widow and I felt like she just wasn't ready, my approach is 100% different. But when someone says, Chad, we love what you're doing. We're ready to do business with you. Why don't we just wait a week to see if we can sell it for less?

[00:04:40] That's an that's irrational. So their fear is not representing their best interest in my opinion, as their potential fiduciary. So that's when I grabbed him by the hand and pulled her ass out of the probate quicksand before they ended up costing themselves a bunch of money. And I can feel good about that.

[00:04:55]But that's, what's going on behind the scenes with me, as I'm trying to identify the emotion, driving the behavior. If there's not a good explainable reason, then I'll put pressure on and make them and have them do what's in their best interest. Gotcha.

[00:05:07] Caller 1: That's exactly what happened. She's like, I'm looking for an investor, but at the same time, I want to make more money.

[00:05:12]So just I want to wait till Friday, since I'm meeting with an investor then, and see what they propose to me.

[00:05:16]Chad Corbett (Coach): So you can use Bruce's tactic there and be like, Oh, that's interesting. So tell me why you're you think selling was investors in your best interest? And then you're going to get all of her beliefs.

[00:05:26]So you'll get the belief that selling with a realtor is hard. You'll get the belief that cleaning out a house is more than she can handle. You'll get the belief that it's going to take 60 days. You'll get the belief that she's going to pay more in commissions and end up making less money. And what does that become?

[00:05:40]That becomes your language roadmap for the rest of the conversation. You just literally she'll set up the flags and you just go pluck them out and then hand her the blue pin, but asking, say, listen, that's a lot of folks say that I'm really interested to understand why, because we have a fiduciary responsibility and we, we are.

[00:05:56] Bound by a code of ethics and investors aren't. So as far as where I said, it looks like I'm offering you protection, consumer protection to get you the most amount of equity out of the asset. And it looks to me like you're not interested in that helped me understand. And I'm bringing that fear to the surface right now.

[00:06:13]I'm an investor too. but if I believe that it's in their best interest to sell on the retail market or as is, I'm going to use that language. If I think that it really, they really do need an investor offer, then I'm going to be the one with the blue pen. I'll sign the offer and then slide it over to them.

[00:06:28]Caller 1: Okay.

Listing Flat-Rate with MLS Opt-Out for Cash Offers

[00:06:29] Bruce Hill (Coach): Another thing that you could do is act a little bit confused. It takes a level of confidence, and I don't want to say practice this, but

[00:06:35] Chad Corbett (Coach): -you're really good at it, Bruce.

[00:06:37] Bruce Hill (Coach): You do want to practice and you're acting confused. I'm great at it. You do want to practice  acting confused and say, okay and an investor might be a solution for you why? Why don't I just bring you some investors and. It needs to have, an air of authenticity to it. because if they feel like it's just a trap, it'll play against you. But if you just get a puzzle book on your face and go, huh, okay, I get it.

[00:07:03]why don't I just bring you a handful of investors now you better have the investors if you're going to do that.T hat will normally get them to go well. Yeah. why not? Okay. And then you can turn it around and get the listing side.

[00:07:15] Caller 1: Okay. Cool.

[00:07:16] Chad Corbett (Coach): That's I used to use that tactic too. I hadn't, NAR has muddied the water for us there, a lot of sellers were, they were hell bent to go sell to an investor.

[00:07:25] And if it's a house that I didn't want, I would list it on a flat rate. So I would get, higher than six or 8%, if it was a cheap house, an inexpensive house. I would list it flat rate with an MLS opt-out and then I would just send it out to my list of 138 cash buyers that had real relationships with them.  We would have a frenzy in five minutes and they were always shocked and I'm like, so you create price competition among qualified investors who have been pre-vetted by you. You're technically representing the seller, but you get the double ended and you just, the first page of your offer for the investor is an unrepresented party had done them.

[00:08:00]So I actually did that quite often with if I didn't want the house myself, it's essentially, it's the net result of wholesaling, but it's not considered in that listing. And it's perfectly legal, but NAR has tried to put an end to any MLS opt-outs okay.

Responding to Awkward/Rude Objections

Caller 1: Cool. And then, what are you doing in a situation when you do a USP and the response I receive was like, Oh, probate, that's going. And I just got stuck there. Obviously I'm, I'm just starting out, but I'm trying to get used to it, and I have a little bit of a fear, typically, that's an objection that I never heard before say, thank you.

[00:08:33] Chad Corbett (Coach): Good probate. Is, did you say probate is done

[00:08:35] Caller 1: The objection I received was like, probate is going. after I did my USP. Yeah. Which is odd. I didn't understand what he meant by that.

[00:08:43] Chad Corbett (Coach): What can serve you? Like he gave you an awkward response. So answer him with an awkward response. So probate is going... well or not?

[00:08:51]And then it'd be absolutely silence. If they're being like that with you, just turn it back around probate's going, just give them an awkward pause and say, well or not? And then don't speak because you want to use that silence as your leverage, and it's extremely uncomfortable for people.

[00:09:07] So they've established a pattern that they found the run people off quickly, and just a few words, and you can short circuit that and get to get, to have a real conversation with the person you can use. You can use humor, you can use just and that situation, that's an awkward response.

[00:09:23] So that's what I responded with. But get them out of that loop and then have a good question on deck. Is it going well or not? and then they'll respond and say, the reason I ask is because we actually make a phone call to every single family, every single month and Roanoke County. And I would say at least 85% of the people that say it's going well, ended up calling us back when they're in the, when there's, the stress is up to their ears.

[00:09:45]And then we asked to go do six months of work and a month. is it going that well for you?

[00:09:50]Jim Sullivan (Host/Coach): Yeah, I thought of another one you could say, where did it go? If you want to use a little bit of humor, are you able to find it?

[00:09:55]Hey please come back next week and share, when you get that listing you'll be up for winner of the week.

[00:10:00] Caller 1: So I'm going to meet with them.

[00:10:01] Chad Corbett (Coach): Did you get that listing that you're signing today? Was it inbound or outbound?

[00:10:05] Caller 1: Outbound

[00:10:06] Chad Corbett (Coach): On the phone? Like you own all your followups?

[00:10:08] Caller 1: Yup.

[00:10:09]Chad Corbett (Coach): The first time you talked to them or.

[00:10:10] Caller 1: Yeah. First time I talked to her and met with her at the property, give them my listing presentation. And they said give me until Friday.

[00:10:15] And it's just happened the beginning of this week. And then before you know it, she tells me, good job, thank you for their hard work. you worked so hard for me, I'm ready to assign and just bring them, listen to agreement when we meet. And how long have you been at? Great. Awesome. Repeat that again.

[00:10:27]How long have you been doing this? Honestly since September, but not hardcore to like maybe a couple of weeks ago.

[00:10:32] Chad Corbett (Coach): So you started trying two weeks ago and you already got your first listing on the first phone call.

[00:10:37]Applaud from the crowd!

[00:10:38] Jim Sullivan (Host/Coach): Good job, buddy. We got a very full queue this week, but thank you for leading it off. Appreciate it. Next up is phone number and again one eight five, five. You're up next.

How to Close Prospecting Calls With An Appointment Set

[00:10:47] Danny: Hey guys.

[00:10:48] Jim Sullivan (Host/Coach): Hey, Danny. What's up.

[00:10:49] Danny: So I just want to do a quick follow-up. I know Chad wasn't in the call last week and then you guys gave me some really good insights.

[00:10:54] I want to get some insights from Chad as well. I'm going to, it's the same question. I wrote down everything as well. Chad, if you can give me some insights as well. My question was, what advice would you give me for making sure I definitely get that appointment set up on the call. I'm running into, I know it's a me thing, but I'm calling them.

[00:11:11] Everything's going well, competition going. Great. tell me about the house. Everything I need to know, but making sure I get that appointment set, or at least a follow-up call.

[00:11:19] Chad Corbett (Coach): Tell me where you're losing it. What's the objection where you're not getting the appointment?

[00:11:23]Danny: I believe it's just more so on my side. I'm calling everything going well, I'm getting on.

[00:11:29] Chad Corbett (Coach): All right. let me ask, I'll ask a better question. how are you going in for the appointment? Give me your, tell me what that language is.

[00:11:36] Oh man, I don't. And that's another thing I don't even know if, at the time, like I really was trying to go in for, I was more so tunnel vision on can I get the right questions to ask to know about the property or where everything else I didn't get to know about?

[00:11:51]And by the time, like the end of the conversation came around and it was good. I didn't want to like force upon Hey, I'll call you back at this time or Hey, can I, can we go see the house?

[00:12:01] Danny: Okay. I think that's more,

[00:12:02] Chad Corbett (Coach): So this is something I struggled with early on. I used to ask myself the same question.

[00:12:07]The reason, have you been through mastery?

[00:12:10] Danny: Yeah. Yeah.

[00:12:10] Chad Corbett (Coach): Okay. So you remember the order in mastery, so it's, your USP and then you identify, is there a real estate? Is there an intent to sell? Who are the decision makers? What is the relationship dynamic? And then go for the appointment.

[00:12:23] Before we talk about real estate, we go for the appointment. We identify real estate and then we quickly step away from it. So they don't feel like that's the only purpose of our call. And then we focus on building a rapport by talking more about people and situation, and we set the appointment. It's usually tentative.

[00:12:39]And then you get, you give them a hundred percent of permission to cancel and they never do, because you will reinforce that with so much value after you go, Oh, Hey, real quick, before you go, can I ask you a few questions about the property so I can do my homework and then it becomes a more casual, light, easy conversation.

[00:12:55]And then, and you gather all the other information. So what you're doing is you're accomplishing, I try to accomplish that 10% and then pick after I have the appointment and get the other 90% of the information you're on the flip side of that. And that's how I used to do it. And that's what I tell you in mastery, like everything on that probate seller interview sheet, and during day three, like when we go through the conversation, like literally line by line, I've moved each of these pieces around and put them in the right progressive order where I had the highest close ratio.

[00:13:23]So I would suggest that you focus more on people in situation and get the appointment, even if it's a tentative appointment and then say oh real quick. Can I ask you a few questions about the property? And this is where you get to really show off your value and learn a lot about the property and the finances and all those things.

[00:13:39]So I think that's going to help you. The other thing that will help you is remind yourself every time you pick up the phone, why are you picking up the phone? what's your personal outcome? I'm asking you, what is your personal outcome every time you pick up the phone?

[00:13:52]Danny: Oh, you're you're asking me.

[00:13:53] Okay. for me, it's, reach out to them. If they are in need of any help, and if I can,

[00:13:58] Chad Corbett (Coach): How much money do you make reaching out to people?

[00:14:00] Danny: None.

[00:14:01] So let's get to, what is the prime objective of the call? It's to get face-to-face with this person for any reason, because once they meet you face to face, you close, right?

[00:14:10]Chad Corbett (Coach): How many have left 10 face to face appointments you have? How many did you fail at?

[00:14:14]Danny: For me, I haven't made a face-to-face myself yet. I've gone in with, I work with  in this, in this, gotcha. Yeah.

[00:14:23] Chad Corbett (Coach): So you're teeing Shaiah up with appointments.

[00:14:25]So of the last 10, how many failed like that? You got the face-to-face appointment.

[00:14:29] Danny: I've gone well, personally, I wouldn't say I've gone to 10 so far myself, but I've gone to four. And from my knowledge and everything, I was having none of them, I told her we always make a up with if we can, view the house, but we've gone and met them.

[00:14:43]So I, man, I wouldn't even say any of them.

[00:14:46] Chad Corbett (Coach): Fair enough. You get my point. What I want you to like during this entire conversation, even after you've gotten the appointment, why do these people need to see me in person? Because when you get there in person, your chance of getting in deeper rapport and closing goes up exponentially.

[00:15:01]Every time you make a prospecting call, deep breath. How do I get face to face? Sometimes it's to put a no trespassing sign on the window. Sometimes it's to get a dog and take it to the SPCA. So it's cared for sometimes it's, to change out the locks on the house to winterize the house, whatever, however, small that reason might be.

[00:15:20]If you can get a decision maker to meet with you, it changes the whole dynamic of this and you no longer have competition. So I want you to focus on that as the primary objective of your next prospecting call being, how do I get face to face then you don't have to be thinking about 10 different ways to set an appointment because you're going to come up with it.

[00:15:37] And it's going to be different every time. You'll know how to close the appointment, because you'll know that the clear reason and the clear outcome of the meeting you in person, and that will drive your language. So you don't need a script. You just need a purpose and your purpose as a face to face appointment this time, actually.

[00:15:53]Danny: All right. Yeah. Thank you me. I was writing all that down as well, and that was good advice. Thank you.

How To Find Quality Contractor Partners

[00:15:58]Johnathan: Hello everybody. This is Johnathan from Dallas, Texas. How's everyone doing today?

[00:16:01] Chad Corbett (Coach): Hey Johnny, Johnathan. Welcome.

[00:16:03] Johnathan: Thank you. Thank you. Thank you. Okay, so I'm going to go right into the questions. Okay. So first when I'm talking about quality contractors, so in mastery, Chad, one of the things, one of the ways you said to meet a quality contractor was, you would be out either at Lowe's or home Depot in the morning.

[00:16:20] Coffee donuts or something of that nature and meeting the people, it looks for the big trucks, people who actually are making money and doing well real business. So in this environment where we are with COVID, how would you change that tactic? in order to meet some quality, contractors, or would you still do the same thing?

[00:16:36]Chad Corbett (Coach): I did the same thing. they have to get out and work and they're, they're doing what they do. So there's a lumber shortage now. So like when I go to buy lumber, I have to go to three or four stores. So you're actually more likely to meet them now than ever, because now they're going to three and four different Home Depots.

[00:16:52] So if you spend three hours under the port, the Portico on the pro side of the home Depot, you'll meet more contractors now than you would have a six months ago. they're having to run all over town for materials.

[00:17:02]Johnathan:  Gotcha. Good deal. All right.

[00:17:04]Chad Corbett (Coach): Another thing you can do something.  And I don't know if I mentioned this in mastery, go to custom cabinet shops, custom kitchen and bath stores. Those are people who are selling to a higher end clientele and, get to know, just let them know, say, Hey, listen, I'm looking for a guy that's, that has some availability right now. I've got jobs lined up.

[00:17:22] Can you please give him my card and just stop into those places were more successful and more organized contracto, the people they have relationships with. So if you've got lumber wholesalers, if you have kitchen and bath stores, granite places, and just say, who do , who do you do a lot of business with that you trust that has some time in their schedule? Can you please make sure they get one of my cards? And it gives you some scale there. Cause you can have people out recruiting for you.

Branding Beyond The Real Estate Logo

[00:17:49] Johnathan: Got you. And if I could differentiate those people from people who are just wanting to do punch work, real quick, all my letters. Okay. I know this is a plus or minus. I need your everyone's opinion on this one. I have on the top of my letters, another hand, I have Dallas Life Transitions, which is, which is my LLC. And then in the middle, I have my real estate logo, which is actually my logo, which is my main, the little fancy way that has real estate under there. Is having my real estate logo, a plus or minus on there?

[00:18:16]I have Dallas life transition. One side. This is in my logo is in the middle.

[00:18:20] Chad Corbett (Coach): You need to test it and find out, all right, so I'll take it off. The only real way to know is to remove it. My inclination is to tell you to take off your real estate logo because you wouldn't be, you wouldn't be building and supporting a brand called Dallas Life Transitions.

[00:18:34] If all you cared about was real estate listings, am I right?

[00:18:37] Johnathan: Gotcha.

[00:18:38] Chad Corbett (Coach): So you're conveying two different things. You're saying here's a broad scope of service that I do to provide service value to my community. But Hey, look, I'm a realtor got me real estate. So take that off. And in the beginning of the conversation, think of it as a funnel, right?

[00:18:53]So in the beginning you have a broad scope of service. And as you learn about the people in this situation, you start to tighten the focus of the conversation at the bottom of the funnel is realist. Because that's what you can directly monetize, but there may be 12 things that are bigger problems in their head and their perception is their reality.

[00:19:11]So if the dog that needs to be taken to the SPCA, because nobody, people are getting tired of going and feeding it every day. If that's the biggest problem in their mind, You need to have a solution for it. So if that was life transitions as a brand that can capture all of that, you, your name as a real estate agent or broker doesn't.

[00:19:29]So they may perceive that as well know, I'll call this guy whenever it's time to sell the house and someone else will get it before then. So that's why I like. That's the, that a brand is you're painting the picture of a vertically integrated solution, like a social enterprise in the community and to dual brand something is just diluting, both brands.

[00:19:48]Johnathan: Gotcha. All right. Good deal.

[00:19:49] Bruce Hill (Coach): One more real quick. real quick before you throw that, Chad almost convinced me cause I was going to take the opposite approach. And and now, now I'm wishy watchy on the opposite approach, but I've

[00:20:00] Chad Corbett (Coach): are you acting confused again?

[00:20:02] Bruce Hill (Coach): I'm actually confused. Yep.

[00:20:04] So I've run two separate companies with, generic brands, not Dallas life transitions, but just generic company names. And both times in my business, both times that I went away for my personal name and two, a company name, I lost conversion. What I realized is most of the time people do business with a person and they're less likely to do business with a company.

[00:20:29] If that company isn't brand. And I, so they do business with you as a person.

[00:20:34] Chad Corbett (Coach): One thing I would say to that is it's an obvious personal letter with his name at the bottom. So he, they're not getting a letter from DLT, saying respectfully DLT, corporate headquarters.

[00:20:45]They're getting it from DL, from the person. I agree with what Bruce is saying, but considering how personal our letters already are, I think that you get around that.


Staying On Top of Your Prospecting Schedule

[00:20:54] Johnathan: Okay. One more time. I have one more, one more real quick. I'll all right. It's about follow-up is about followup and everything.

[00:21:00] It's about system. I'm finding it. A lot of my leads are falling through to falling through the cracks because either I'm not calling them back or what day to call them back. And, I don't know if I, should I try paper. I put writing each lead that I needed to call back on the paper, put it in the system, like it folder system, but it becomes junkie.

[00:21:17]What have you guys done in the past in order to make sure that the call that you're going to make the follow-up calls, that you're going to make pop right up so you can, so it's not such a headache to search through and find, okay, I need to call this person back. Or is it today or tomorrow?

[00:21:32] Does that kind of make sense? So this is a system question.

[00:21:35] Chad Corbett (Coach): You just need to start using it. So when you're making a call, are you prospecting from the, my probate leads, the CRM we give you? Yep. Yes. So you have four tabs at the bottom. Tab number three is the option status tab. So that's where you rate the lead.

[00:21:49]You can opt them out of phone calls, emails, whatever follow-up. Excuse me, it tracks the result of your phone call and on, I think on the second tab, you actually schedule your follow-up date. And then on the list view, you sort by followup date, the other thing you can do to more, to customize it and make it more personal to you is on the first tab you can use the shortcode function.

[00:22:08]So if you can say, let's say you're sending a premium mail piece, so you could say. PMP follow-up and that would mean for you, that would mean premium mailpiece follow-up. That would be a shortcode. And now you can sort your list or filter your list by that short code. you know what our goals are, which ones need to get the PMP or which ones has already happened.

[00:22:28]Everything you need to stay organized and save money already built in. It's really simple by design, but every, I think everything you're looking for is there. And we talked about this in pretty great detail. I think it was two mastermind calls ago. Katt can link it in the show notes. but, I think it was two calls ago.

[00:22:45]We actually had a pretty extensive conversation about just all the ways you can use that to get a more efficient workflow.

[00:22:52] Johnathan: Gotcha. So it's user error. All right. If Katt links that I'll take a look at it, I'll still search it. So I'm just looking to maybe, be able to maximize that to the most, be very efficient with it so we can, have success if you guys for, thank you for taking my call.

[00:23:05]Jim Sullivan (Host/Coach): Thank you!

[00:23:06] Johnathan: All right.

[00:23:06] Jim Sullivan (Host/Coach): All right. Next up is phone number ending in three five seven, five. You're up next.


Investor Tip: How to Pitch Your Agent-Partner to Prospects.

[00:23:11] Sam: Yes. Hello?

[00:23:12] Jim Sullivan (Host/Coach): Yes, sir. You're on.

[00:23:13] Sam: My name is Sam. I'm calling North Georgia.  A Person out in Cali and I'm here in Georgia and she's the PR is out in California and her sister is here locally in Georgia, and her sister has a realtor, but it doesn't seem like the sister in California is dead set on the realtor. So I was wondering, what can I, how can I sway her to use my realtor here?

[00:23:33]Cause she said it's okay that my realtor gives her a call,

[00:23:36]Chad Corbett (Coach): Does your realtor have probate experience or do they offer the, all the services we talk about on these calls?

[00:23:41] Sam: No. He does not.

[00:23:42] Chad Corbett (Coach): Yeah, it's pretty tough. you're saying, this Apple versus that Apple. Typically my answer would be the, the service we provide is such a differentiator.

[00:23:51] It's very easy to outsell almost any realtor, but if you feel like that, what's your realtor's X factor. why do you call them your realtor?

[00:23:59] Sam: Actually he, cause he's just been here for a while. I haven't gotten many, different, realtors to choose from, Cause it's hard to find somebody that's going to work with you.

[00:24:08]Chad Corbett (Coach): Yeah. If you don't even know what his X factor is or her X factor is it's going to be hard to convince somebody else. typically the direction I go with that as Oh, that's incredible. I'm so glad you have options. let me ask you this. Have you already signed an agreement with that person?

[00:24:22]Okay, great. And when you're, when are you guys meeting? And if there's no meeting scheduled, that means there's probably not that you don't have much competition. It's pretty easy to overcome and then I'll go toward, alright, listen, the reason we'd like to come and try you've trust me. I understand my risk.

[00:24:35] I could be wasting my time. I certainly won't waste yours. I will leave everything with you. but I at least like I have an opportunity to meet with you and see your whole situation. Cause there's a lot of things families don't expect from us. So getting homes cleaned out, getting them secure, getting proper insurances in place.

[00:24:51] Many families don't even know that they could lose everything. so there's a checklist we go through with every family and that's why I like to meet face to face. It's just. it, we can just accomplish a lot more and a lot less time. yeah. Would, could you think you can meet with that other agent before Friday?

[00:25:06]Okay, great. Then help us. How's Friday at one, try to put them in the door in front of me, but I have a huge differentiation point before I do that. So I try to show them the broad scope of service that we can offer. everything that comes along with brokerage, put my competition through the door in front of me, and then they go, that's going to leave so much curiosity that they're going to, they're not, they're going to be very hesitant to sign any, anything with anyone until they meet with me and see if I'm full of it.

[00:25:32] Or if I can actually do what I've said. And then that's back to the very first caller. Like you, you just become a good listener. And and them the blue pen. But if you don't have much faith in your, and your brokerage partner, I would say step one for you is finding a brokerage partner that you're proud to present like that on the phone so you can differentiate them.

[00:25:51]Cause it sounds to me like you don't really believe in their service.

[00:25:54] Sam: Okay. And, there was, there was, one of those. Masterminds that came when you gave options,  and then you crossed out certain ones and you explained to them which one, that they would go with. where could I find that one?

[00:26:05]Chad Corbett (Coach): it's we. And probate mastery. We unpack it all in session two. I show you everything and literally dozens and dozens of options. And that's where the long form where I show you how I, shaped the conversation and use the net sheet, but right there in our, and if you look up a seller net sheet as a keyword, if you go to

[00:26:25] And the top, You'll see a global search bar put in seller net sheet. And that should bring up show notes from previous role-plays and masterminds, where we've talked about how we use it.

[00:26:34] Sam: Okay.

[00:26:35]Jim Sullivan (Host/Coach): All right. Thank you, sir. next up in the queue is phone number ending in six, two, four eight.


Earnest Money Deposit and Buyers Backing Out

[00:26:41] Joyce Arnston Morris: Good morning. It's Joyce Arnston Morris  in Orange County, California.

[00:26:45]I have two quick questions. If I have a client who has full authority to file for full authority, and I have a buyer that signed an offer to them, and the probate isn't closed yet with the court. Can the buyer back out at any time?

[00:27:02] Chad Corbett (Coach): Who are you representing Joyce

[00:27:03] Joyce Arnston Morris: Oh, I'm representing the PR.

[00:27:05] Chad Corbett (Coach): Okay. whether the buyer can back out is dependent on the contingencies in the contract. What contingency are they trying to exercise

[00:27:12] Joyce Arnston Morris: They just don't want do it anymore,

[00:27:14] Chad Corbett (Coach): That's fine. Send them a release with a $0 earnest money deposit return.

[00:27:18]Joyce Arnston Morris: So they don't get their money back.

[00:27:20] Chad Corbett (Coach): I'm assuming that's what the contract says. So if you guys have held up your end of the deal and it's contingent upon court approval, as long as that court approval wasn't on or before a specific date, then you're within, you're performing with within what you agreed to in the contract.

[00:27:35] So if they've changed their mind, just let them know that it's very simple. You just forfeit the earnest money deposit and then you go sell it to somebody else.

Why Winter Is A Great Time To Prospect Old Leads

Joyce Arnston Morris: Got it. Okay. just one more quick question, Chad. I still don't have an open courthouse in orange County and, my regular, USP and, things that you've taught me to say, aren't really working with my old leads.

[00:27:59]It seems like I need a new. A new approach because they're so old. I haven't had a lead since April.

[00:28:06] Chad Corbett (Coach): Okay. Where did the conversation hanging up? what's the choke point?

[00:28:09] Joyce Arnston Morris: It just seems like I get all the standard objections that a lot mostly. we're just stuck with COVID and we're not moving forward until we get.

[00:28:19]Chad Corbett (Coach): Okay. my first response would be, yeah, trust me. I understand. we've had to, be patient and a lot of families are being patient right now, even when it's not the best thing for the family. Let me ask you this. Joyce, when is your next hearing date? Are you, do you know that. And what I'm looking for is how engaged are they really?

[00:28:35] Or have they just checked out and the attorney sitting on his hands because there's no urgency. And if they do know a hearing date, then that gives me a target, like a follow-up target. if they're just not, if I know they're going to sit on their hands until X date, then I know exactly what I need to follow up is about a week before X.

[00:28:50]So ask them, ask them some questions like that are more procedural questions. Will you help me understand where you're at in the process and, what's the net, what do you think the next, what's your understanding of the next step? and as you, as I start talking about that gives you some time to think and be listening for other chinks in the armor, like things that could be bothering them.

[00:29:09]And, for example, winter, property tax coming due next in your market, as it in December. Okay. So that's a good milestone that, applies to every single conversation. Mr. Smith, I'm sure you're aware that, property taxes, aren't cheap and orange County and they're due on December 5th.

[00:29:24] So if we could get this in someone else's name and your family could save $15,000, do you think that would be in your best interest? We can't do that because -- actually we hope a lot of our clients get full authority from the court, so they actually can sell on the family's timeline, not the state's timeline.

[00:29:40]Is that something you'd be interested in? If we could show you how to do it, to save you a whole lot of time and a whole lot of money. Great. How's Friday at three. I can meet you at the house. And so look for specifics like that, like use, use specific things like their next court date, the next tax event, the election, if you want.

[00:29:57] Like the, the presidential inauguration and whatever your belief is about where your market is headed. You can use that as urgency, but if they've gotten in this pattern of procrastination and the attorneys validating that, because he's also in that, if you watched the interview with John Fraker, and it takes him an average of.

[00:30:15]Nine 10 months to close a probate case, where the average in the state is 18 months. And it doesn't just because they have an attorney just because they trust that attorney doesn't mean they're getting the best service or the, or are having the most efficient process. So poke around and see if there's anything you can do to expedite the process and get them ready, engaged, because it will save them money and then stress. So that's what I would try is

[00:30:41]Joyce Arnston Morris: That's good. Thank you. You're welcome. I will give it a try right now. As soon as the crossover thanks bye bye

[00:30:47] Jim Sullivan (Host/Coach): All right. we only have two more in the queue. We had a few people drop out. If anybody wants to jump in and start at six and hit one in the meantime, next up is phone number ending in five, four, six, four.

50 Cents On The Dollar With Probate Properties

Eddie: Hey, how's it going? It's Eddie here in Kansas city.

[00:31:01] Jim Sullivan (Host/Coach): Hey, Eddie.

[00:31:02] Bruce Hill (Coach): What's up, man.

[00:31:03] Eddie: Bruce. I told you I wasn't get on the call like three weeks ago. And, I've just been two swamped. We had the baby last week, And we weren't able to get on the phone call. but, I have some wins from a couple of weeks ago when I told Bruce, but, I got two contracts signed for purchase, properties I'm gonna purchase. I have. I got one of them assigned already. And we're closing sometime next week, dealer property I'm purchasing on the 18th.

[00:31:28]Then I wholesaled the property that closed a week ago. Monday. And then I purchased property that will we're going to fix up and sell. Hopefully today I was just talking with the title company while we were, while I was listening to this. And she's saying, hopefully we'll close it today. a lot of things coming through that are for the good, Bruce, that property that I was hoping to get under contract.

[00:31:52] I did not get the contract, but the guy gave me the key to the house. So he was like, here's the key? So I'm still like, can we sign a purchase agreement, but he was just like, here's the key. So I don't have to come over here and show you inside anymore. So now we'll

[00:32:06] Chad Corbett (Coach): ....move in and claim adverse possession!

[00:32:09]Eddie: Yeah, I can. Or just, I'll just, start renting it out and do that.

[00:32:13] Chad Corbett (Coach): Yeah, there. Yeah. what do you think his hang up is like he wants to sell it?

[00:32:17] Eddie: Yeah, his brother committed suicide there.

[00:32:19] Chad Corbett (Coach): So what have you, if you just send them, I send them a contract, just send it to him and see if he signs it and sends it back.

[00:32:24]So I've done this with letters of intent in case they sign it. It's a non-binding agreement. if you've already been through the house, you know your price, right?

[00:32:33] Eddie: Yeah.

[00:32:33] Chad Corbett (Coach): Yeah. So what I've done in the past is I will actually sign the purchase agreement, but over the price field, I will put a post-it note that says, call me, let's fill in the blank on the phone, and then I'll send it in a certified envelope, just so I know it gets there and I know it gets attention.

[00:32:50]And when they open it up, it says real estate purchase and sale agreement and they remove the sticky and see the price field blank. Your damn phone rings immediately. And it's a way to break people out of that. And, he obviously is emotionally checked out about the house. He's here's the key, screw it.

[00:33:05]Like he needs to sell that house, but he needs a breakthrough and you need to make it real. if you ever negotiated on some like personal property, if you show up with cash and actually show it to the person, you can buy shit at 30 cents on the dollar. And you're doing as how we do it in real estate, right?

[00:33:22]Show him the reality of the situation by giving him a purchase agreement that he's not expecting. And I'm actually, I had it backfire on me once. Cause I did it with people who I'd never spoken to. I only just so everybody understands, this is only a tactic I use with people I have rapport with. If you do it as a cold mailer, Man, it pisses a lot of people off asking me how I know.

[00:33:42]but it, I have used it in this way where, when people just can't get out of their own way and make a decision, it can create a breakthrough. it's, what's it going to cost you 10, 15 cents to try, or whatever the certified letter costs plus the printing, but that's something you could try.

[00:33:57]Eddie: Okay. I like that.

[00:33:58] Chad Corbett (Coach): So you've gotten four deals in the last month. Is that the timeline you're talking about?

[00:34:02] Eddie: Yeah, the two that I've closed off, like I've literally been working on these two for two years. Like two of them for two years, it's the same seller, but I just kinda kept nudging and kept nudging.

[00:34:14] And, then we found out that it was a dirty title. So then I renegotiated my price paid for quiet title actions to be done, and then had to wait for those to go through and then COVID stopped everything. So then September is when the quiet title came through on two of them. And then the, so those are our two of them.

[00:34:34] They. Third. One is a guy who really didn't like my price at first and said he was going to go and he was going to clean out the whole house and then call me to come back. And so he called me and he was like, yeah, come back. And literally hadn't done anything to the property. We were just, I gave him a little bit higher than what he said he will be originally talking about.

[00:34:54] And he was like, okay, this sounds good. And my buyer, he does a lot in that area. So I signed the assignment contract the same day that I got the contract on that property. And then the last one is actually the first deal I'm closing. Since I bought AllTheLeads. It's the first deal that's come through for all the leads.

[00:35:14]Since I started buying them in, I think August, September, something like that, but, and it worked from a phone call. I just called the guy once. He was like, yeah, meet me there today. And he's the same guy that said he got higher offers, but when it was me, because I was more professional,

[00:35:28] Chad Corbett (Coach): That means you're doing something, you're doing it. All right. That's awesome. So what would you say is the average percent of market value? You're getting these, if you, if it's a blended across all the deals, you've gotten in probate, how many cents on the dollar do you think you're averaging?

[00:35:42]Eddie: Probably around 50.

[00:35:43] Chad Corbett (Coach): That's amazing now. And these people feel. They feel served by you, even though you're paying them 50 cents on the dollar. And that's absolute proof that you're providing real value in the community. And this is a realtor heavy call and it's a realtor heavy conversation most of the time.

[00:35:58] And you just heard me compete against you as an investor, but there is a time and place for an offer at 50 cents on the dollar. And like David Pannell was one of our. top producers, he's averaging 55 cents on a dollar 65% of his deals are wholesale are versus listings. And there is a massive need in the community for this, for people who just are done.

[00:36:20] And it's really common for people to say, Oh, we're going to clean it out. We're going to keep it. We're going to run up to cousin, Jerry. And a month later after a blow up argument, everything changes. So you're doing a lot of things right. Your approach is obviously right. Your service is obviously top notch.

[00:36:35] Your follow-up is working for you. Like you're doing a lot of things. And it shows, you're getting a consistent result, so good on you, man. Thanks for sharing all that.

Creative Financing: Multiple Heirs and Distressed Property

Eddie: I appreciate it. I have a question. On, this is one of the, what I should, how I should approach this. This is a lead that I talked to the ladies, the PR, she said she there's eight siblings, which typically when there's eight people, I don't really bother.

[00:36:57]Chad Corbett (Coach): because you need to change your mindset on that seriously. Yeah.

[00:37:01] Jim Sullivan (Host/Coach): Yeah. Those are the best deals because the more heirs, the less interested. Yeah, exactly. A discount the price doesn't affect any of them too drastically the way it would with one. So yeah, I've always found those are the best.

[00:37:14] Eddie: Okay, on this particular one's six, people want to sell there are six siblings and then two step siblings and the step sibling, one of them, he has possession of the house.

[00:37:26]And he has a for sale sign in the I've talked to him and he's yeah, I want to sell it for this much money. how do I, talk to him to be like, has this gone through probate? Do you have the letters of testamentary? What other questions should I be asking him to get him to realize he can't  - he could quit claim deed it to somebody, but legally he can't sell it, from under his siblings like he's trying to,

[00:37:46] Chad Corbett (Coach): Let's find out if that's right. Is there a, will.

[00:37:49] Eddie: No.

[00:37:49] Chad Corbett (Coach): Okay. So state succession law says that all siblings get an equal share, right? If it was a legal marriage, even though another stepchildrenthey have an eighth of it. So that means you need eight signatures or releases.  So if he gets a buyer today, he still has to get all the other siblings to sign.  t sounds like you're not sure if it said if they've ever petitioned for probate.

[00:38:09] Am I right?

[00:38:10] Eddie: Yes. The petition for probate's been filed. Oh,

[00:38:12] Chad Corbett (Coach): Who is the who's the administrator?

[00:38:15] Eddie: I think it's his sister, Wanda. Okay. The person that I called originally, and she's like, my brother, isn't letting us into the house. He's not letting us do anything.

[00:38:23] Chad Corbett (Coach): So she's, but she is the personal representative or the administrator for the estate.

[00:38:27]Have you spoken to the brother?

[00:38:29] Eddie: Yes.

[00:38:29] Chad Corbett (Coach): Have you been in the house?

[00:38:30]Eddie:  I haven't. We tried to set it up a couple of times and just hasn't quite worked out, but, I keep following up with them to set up a time to try and go over there and take a look at it.

[00:38:39]Chad Corbett (Coach):  Okay. Do you think his price is fair or are we off base?

[00:38:43]Eddie: Oh, abs it's, last time I talked to him about going to look, he was like, it is in pretty rough shape. He says he wants 34, it based on the area. And if it's in rough shape, can't do 30. So he's, it will take some talking to get him to come down.

[00:38:58] Chad Corbett (Coach): So do you do creative financing at all? I haven't.

[00:39:01] Eddie: I just picked up the books that you talked about real estate.

[00:39:04] Chad Corbett (Coach): Let me ask you this. If you could have that house for a hundred dollars a month, would you take it?

[00:39:09] Eddie: Yeah.

[00:39:09] Chad Corbett (Coach): Then go buy it with owner financing and they all get what they want.

[00:39:12] Eddie: Okay. It's a good idea.

[00:39:14] Chad Corbett (Coach): Show them how to roll it into a land trust, set up autodraft payments, but a third-party service are in place and you take away all their objections and they all end up making more money over time.

[00:39:23] If they want their money up front, then use that as an anchor and say, okay, listen, I showed you how I can give you a price. If you like, if you want to talk about my price and then it's, we're going to have to change the terms of this. This is my price. This is your price. I'm giving you two ways to sell this house.

[00:39:41] Which one do you think works best for you? So creative financing, even if you just use it as an anchor for the conversation, it can be a great leverage point that gets him past this because he hasn't had that realization. Like you, you've got to bring him to reality. And using giving them a real option, okay, perfect.

[00:39:58]I'll pay you, $30,000 we'll close next week. Can you be moved out by then? And you're getting back on his heels and it's no, listen, like I gave you what you wanted. So here's the blue pen and then you're having a real conversation so that if, as long as you're okay, holding that as a rental or wholesaling, it.

[00:40:15]I would offer him owner finance and  call him to the carpet.

[00:40:17] Eddie: Okay.

[00:40:18] Jim Sullivan (Host/Coach): And I was going to quantify my comment about multiple heirs. That is if they all want to sell, if they don't, they could be a challenge for sure.

[00:40:25] Go ahead. You have one more question, find it.

[00:40:27]Eddie: I have a statement actually. Chad keeps saying, tell us about Chris Voss, his book never split the difference on one of the contracts. I'd given him a price 20,000, he came back. He was like, can you do 22 five? And I did, when I used to do sales training, I called this technique, the sizzling bacon, where you suck air through your teeth, go.

[00:40:48]And then I said, how am I supposed to do that? Just quiet.

[00:40:52]Yeah. And I was just quiet. It was super uncomfortable. It was so awkward, but he was like, all right, sounds good. So beautiful. Anybody who, hasn't picked up that book it's worth listening to or reading.

[00:41:05] Jim Sullivan (Host/Coach): That is awesome. Thank you, sir. We have a full, we got a full queue again. We had a bunch of people just jump in and we're probably not going to get to y'all if we don't get to you, right after the call, reach out.

[00:41:15] We'll get back to you. One-on-one I think we, Bruce, and Chad, are you, do you have a hard cut off at two or can you go a little bit over, two 15? I'm good. I got about 500 staff after.  phone number ending in three eight, six one.

[00:41:27] You're up next.

What Paperwork Should You Bring To A Listing Appointment?

[00:41:27] Wayne: Hey everybody. This is Wayne in the Houston, Texas area. My question relates to paperwork. Oftentimes I go out and after I schedule an appointment and I'm out at the property meeting with the PR, I think I know part of the answer that you might give me here, Chad, and that is, I think I'm probably not as prepared as I should be with paperwork in hand.

[00:41:49] I often just go to work on just establishing the relationship, looking at the property and then coming back later with a, solution, whether it be I'm a realtor. So whether it be me listing it or. connecting one of my investor partners, on the situation. So currently I've got a PR, representing her sister's estate and there's three houses.

[00:42:12]and again, I met him, I met the cyst. I met the PR out there. We toured. To all three properties, two of them were rented to tenants and the third one had a, her sister's son who is living in it. So they're all, they all, they all are in somewhat of a state of disrepair. They need work. So both myself and the PR are uncertain as to what the.

[00:42:34]The, the end game or the path forward is whether it be listing it or selling it to an investor. One of the tenants is interested in buying it. So there's this, at the time of the initial appointment, I don't sign any paperwork. I don't really tie up, the opportunity and, I just kinda go along from there.

[00:42:51]And I'm working on all three properties, currently. And, I guess my question is what is there, as an, I can't, even if I had a good price and I signed a listing agreement, I guess I could put a delay on before going to MLS or, and there's certain paperwork we can do with the Texas real estate commission to.

[00:43:08]to get something signed, but not put it in the MLS yet, but I wanted to get your opinion on how I can secure something so that when this PR gets approached by maybe other investors or other family members, there's a sense of commitment and I've signed something and I'm working with Wayne and, so I have more control over it.

[00:43:27]Chad Corbett (Coach): Sure. So it starts with a commitment like right here and right now that you'll never go on another appointment without paperwork. And unfortunately, I had the same bad habit when I first came from, I came from resort development. So I was selling brand new construction. And once I got the handshake, I would turn it over to an attorney.

[00:43:45] The attorney would write the contract. So my habit was to never do contracts myself because somebody else will do it while I was out selling something else. And I brought that in the residential and I, I probably cost myself at least $200,000 before my hard-headed ass learned the lesson. But. I will never go on an appointment without contracts.

[00:44:04] Even if I have, I leave blank ones in my truck, I've got one of those folding binders that fits in the map pocket in the back of my truck seat. And it as a standard Virginia residential purchase, purchase agreement, and a listing agreement and they stay there and I've actually had the, like the, I've gotten phone calls while I was out.

[00:44:22]There's no time to do the homework. It was moving really fast. And I'm like, you know what, let me run to the truck real quick. And I've literally pulled blank paperwork out of the back of my truck seat and bought houses. So I've had enough experience to learn my lesson. What I'd prefer to do is have a more controlled environment.

[00:44:38] Like I will pull the tax card based on the initial conversation and the tax card. I'll pre-fill as much as possible on both the purchase agreement and the listing agreement. That goes in the left-hand side of the folder and I teach you this and mastery, like I. I have a technique where I opened the folder up where it's clearly displayed.

[00:44:56] So it shows my intent. It shows it to me as importantly to them, but I'm here with intent. And my intent is to serve you and get paid for the service I'm providing. So I slide that folder in front of whichever person has the seemingly as the most social authority, even if that's not the administrator or the personal representative, if somebody else has stronger authority in the family, like in the walkthrough, then that gets slid over in front of them.

[00:45:21]And I'd play a game. Like when they pull the folder out of the paper, out of the folder and start looking through the contracts, then I know I'm done. So I would suggest that you just think about it a little bit and think, my intent is always to get paperwork signed, whether that's a letter of intent, a purchase agreement or a listing agreement, one of the three usually fits.

[00:45:40]Okay. Now, as far as when you're, when it's unclear, what sh what exact tactics you'll be using, choose a strategy, whether it's listing or acquisition, choose your strategy. And if you're unclear on the tactics, go ahead and sign the agreement. You can always amend just about any agreement, right?

[00:45:57]So you can in my listing, I really like this here. Cause I use it this way a lot. We have a listing date and we have a, a listing live date or we have a listing agreement date, and then a list, a live listing date. So it gives me two date fields that I can use and easily show my MLS that I was in compliance and our roles are, it has to be uploaded within 48 hours of the live listing date.

[00:46:20]So I can do it on the November 12th. And my live listing date can be January 2nd. and there's, nothing. So I'm protecting my interest in this property until I get it ready for market. if you don't have that built into your standard forms, just use the additional CaRMS and just figure out your language, additional terms.

[00:46:38] Number one, the effective listing date is X the listing live date that it will go onto. TX XMLs is this date. And as long as I can do that, we can do that. Yeah. That's what I would recommend, but always go with prefilled paperwork if it's an option.

[00:46:53] Wayne: And I'm not an investor, I have investor partners, so I don't have the letter of intent or a purchase agreement. I only get, wouldn't be able to carry, the listing agreement. So just use that to

[00:47:05] Chad Corbett (Coach): That's not necessarily true. If you want to represent buyers as a buyer's agent, then you can pivot and you can say, listen, that's fine. It sounds like you don't really need representation. It seems like you're a very intelligent person.

[00:47:17]I also, I represent buyers as well, and I have several investors that buy in this zip code that I'm sure would be interested. So could I, can I bring you in. Can I bring can I write an offer on the property? And if they say yes, as long as you have a good book of buyer business, like for me, like I could send a few text messages and, walk around and look at the gutter system for 10 minutes.

[00:47:37] And I would pretty much know when I came back around to the front door, whether I could present an offer or not. And you can DocuSign an offer off and do it like in real time, like that's extreme, but you could also go ahead and sign the listing agreement for, even if it's just for 24 hours or seven days, I've done this a lot to sign a listing agreement with a very short listing term.

[00:47:58]And then go out, send it through your cash buyer list. All those investors, get them to give you an offer, have them sign an unrepresented party, had done them. So in that case, you can play the role of the wholesaler, but with, a fiduciary responsibility, you can double in the commission without dual agency and everybody wins.

[00:48:16] So you can use your state forms the same way a wholesaler would use a contract and an assignment. you're getting, and you can do it as a flat fee. Like I was saying that earlier one, I did this on, I took five of $5,000 commission on a $25,000 house. And I knew I could sell it in hours and it took, I don't know, it might've taken 10 hours to get that one ratified.

[00:48:36]but I made 5,000 bucks in 10 hours.

[00:48:38] Wayne I'll, I'll jump in and say it years ago. I've learned that a lot of times as a seller, when you have an interested buyer, you can write a reverse offer to that buyer, especially if the buyer's on the fence. So I started making that technique several years ago.

[00:48:55] Bruce Hill (Coach): And when I meet with a seller and they say, Hey, look, we just want X price. I go ahead and write up the offer and have the seller, the owner, sign it. And I'd say, if I get you a buyer that meets these terms, signatures on the, on this document, the new buyer, they're just going to sign it and you're going to be under contract.

[00:49:14]So if, if you think that. They're going to be good with certain terms. And you think that you have a buyer that would jump on those terms. You can have them sign the purchase agreement ahead of time as well. Okay. That helps.

[00:49:25] Chad Corbett (Coach): I think something that's an important areas is disclose like your representation.

[00:49:30] Wayne: Okay. True.

[00:49:31] Jim Sullivan (Host/Coach): All right. Does that help, sir? Yep. All right. We have one more in the queue chat before we get to the last caller.


Real Estate vs. Probate Timeline: How Long Does It Take?

I just got a text question from a caller, like three, three callers ago. it was mentioned that in California, it can take 18 months to close the probate just in case we got any new people.

[00:49:47] We don't want them to think that they're not going to get ever get paid for 18 months. Would you just real quickly explain how you can get full authority in California and be able to close it sooner?

[00:49:56] Chad Corbett (Coach): Yeah. And just because probate takes 18 months doesn't mean that you're not going to get paid. I think that's a common misconception.

[00:50:03] Like real estate is not probate. Real estate is one asset within probate. So even in States where probate takes a long time, which, California, Nevada, Hawaii, like they, they have long processes. It doesn't mean the real estate professionals not going to get paid and the title's not going to transfer.

[00:50:20] So the first thing is understanding that the next thing is understanding, but not all attorneys are created equal. Some are way better than others. And some are way more, proactive, which makes their process more efficient, which shortens the timeline. Great drastically. If they haven't. Petition the court for full authority versus limited authority.

[00:50:39] That's one thing that you can nudge the attorney to do on their client's behalf. And what that allows them to do is fast track the entire process, especially the real estate sale. So in California specifically, and that is very similar when you have the contract and the purchase agreement is ratified.

[00:50:55] That's then submitted to the probate attorney who submits it to the court and that they then appoint a referee. I go out and give them a valuation. Then you wait for the next hearing. And then they open an over bid process. And then your buyer, if you're the buyer, you could be overbid by 10% and it's more like it's an option format.

[00:51:13]If you want to avoid that whole thing, you just need to petition the court for full authority. At which point it looks like it does. And just about, and the really simple States ratified the purchase agreement. Get us a title close. So it's you don't like if you were alarmed by that statement, it did certainly doesn't mean you can't get paid for 18 months.

[00:51:31]But you can, by understanding the local process and being very familiar with it, you can find ways to help the clients. If the attorneys not, you can help push them through. And what you'll find when you do this and get to know a few attorneys, really good probate attorneys, don't allow their clients to have limited authority because it's not in there, but it's not in their best interest.

[00:51:51]but unfortunately they're not all really good. So sometimes we have to help them along.

[00:51:55] Jim Sullivan (Host/Coach): Perfect. Thank you. we have, we're making up for the short call yesterday with a long one today. We'll one more caller in the queue. Last up this week is phone number ending in six, three eight, eight year up last.


How To Find An Investor-Friendly Realtor and Get Paid For Finding Them Listing Opportunties

[00:52:07]Ron: Hi, thanks for taking the call. This is Ron in Arizona and I'm new. I got, a couple of things, first of all, my County is two hours away from me. It's not going to be easy for me to drive down there all the time. I want to work with a realtor. There's a realtor there that I respect. I'm not sure how to frame the relationship.

[00:52:28]And I'm also, the second part of the question is I'm not sure what to do to, get some momentum, get the things moving. I'm in a mental framework where I want to know the whole stretch of how things are going to work before I take a step and I'm not getting anything done that way I have to move forward somehow.

[00:52:48]Chad Corbett (Coach): So are you clear on your offer? Like all the ways you can help these families?

[00:52:52] Ron: Yeah. I think I'm clear on that. What I'm not clear though, is, how many to work with their real estate agents? I'm aware that she may be tempted to try to take, what could be a wholesale or a creative finance deal from me and make, turn it into a listing for her.

[00:53:10]And I want to try to, frame the relationship in a way that's not so tempting for her. That she would really value the relationship more than anything. So that may mean that I'm going to have to pay her more for wholesale now.

[00:53:23] Chad Corbett (Coach): You won't cause she's going to get more opportunity than you are. There are more listings in most cases, there'll be more listing opportunities then than acquisition opportunities. It sounds like you're doing creative financing. So you're going to have a higher close rate, but my suggestion is make the two hour drive. Go, take her to somewhere or her choice of where she would like to meet for drinks and, settle in for a couple of hours and really just talk this through and set proper expectations.

[00:53:50]And if you're comfortable with this and she is, I would recommend that you end that meeting with a pledge, like just, it can be the back of a napkin or something you type up and whatever that might be. But yeah. Is, make sure the things that are important when I coach investors to find the right realtor, you need to make sure they understand your strategy.

[00:54:08]So if your strategy includes long-term buy and hold wholesale fix and flip and creative financing. They need to understand those things. Cause they won't know when they're getting out of their lane unless they do. So you guys need to have like standard operating procedures for when somebody is at this level of motivation or this price point, then that's my appointment when they're at, different than it's yours.

[00:54:31]and figure that out. If in the beginning, you may to help build these like procedures, you may actually want to go on each appointment together. So you guys can, you can kick her under the table and be like, no, we're buying this one. What's key is setting proper expectations and getting all the, what ifs up out upfront before anything bad happens and any money gets lost or, it ends up putting the wrong pocket.

[00:54:55]so I would recommend, sit down and really build that relationship, like a bottle of wine, Get a restaurant close to the hotel. Like you sit down and really flush this out and until everything is said, and then that should eliminate any conflicts or confusion.

[00:55:07]Ron: Okay.

[00:55:08] Jim Sullivan (Host/Coach): And then probably want to recommend two rooms right Chad so we don't, it doesn't get too confusing. Okay. Okay. Go ahead. We're running short on time, but you have a follow up question.

[00:55:17] Ron: Yeah. If it turns into a listing for her, is can I ask her for a, a fee on that? Yup.

[00:55:23] Chad Corbett (Coach): She needs to account for income tax liability because she can't legally pay you pretax. unless she has a, unless she holds her license in entity, then she can, but she can pay a marketing fee to you. What might it be cleaner way? And I'm sure her broker would be more comfortable with it is if you actually just split the cost.

[00:55:41] So maybe you pay for the leads. She pays for the male or vice versa. or something like that, if not having the payment tied to a specific piece of real estate is wise, because that way it can't be construed as a commission or perceived as a commission. So if you have a retainer that she pays you a monthly marketing retainer as a marketing fee, then it's, you can clearly say, listen, here's the invoice from the last three months, it's always the same amount.

[00:56:08] That's obviously isn't associated with business activity or any certain the parcel ID, this is just a business arrangement between the two businesses. Or you can just split your credit cards, her credit card on file for mail and yours for leads and see how that equals out.

[00:56:24]Jim Sullivan (Host/Coach): All right, sir. Does that help?

[00:56:25] Ron: Yeah. Yeah. All right. All right.

[00:56:27] Jim Sullivan (Host/Coach): All right. we appreciate all of you guys. Thank you for it was a marathon call. We had great participation. I want to challenge each of you: take one thing, one thought, one idea that inspired you on this call. Go out and put it into practice and please come back next Thursday and share your results with the group.

[00:56:45]Have a great week. Stay healthy, stay productive, and we will talk to you. Same time. Next Thursday, take care everybody. Talk to you soon.


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Preview for Real Estate Prospecting Special Episode of Probate Mastermind Role Play Training Series

How To WIN COMMITMENT From Prospects | Real Estate Prospecting Tips | 20 Minute Mastermind

The Interactive Podcast on Probate Real Estate - Pick Your Podcast Platform

Real Estate Scripts Role Play Training #60 Special 20 Minute Prospecting Mastermind

Recorded Live on November 11th, 2020 (Join Us Live Next Time | Previous Episodes)


Welcome to All The Leads Cold Call Training, a special series recorded once a month for the Probate Mastermind Podcast.  These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Chad Corbett and Bruce Hill.  The role play portions of the call are completely un-edited, so listeners can experience how these calls would sound if they were real conversations.  Be sure to join our Facebook Group, All The Leads Mastermind, to find role play partners and more!

This episode is a bit unique - It's a combination of what we do on both our Live Q&A and our Cold Call Training Series.  In this 20 minute session, we take an inside look at Federico's prospecting evolution as he shares his progress in the probate real estate niche.

Federico shares how he turned prospecting into a meaningful and productive part of his workflow and describes the latest opportunities resulting from it.  

The Masterminds also take a deep dive into prospecting and sales language to unravel the secret of winning commitment - If you're struggling to get prospects to take your follow-up calls seriously, listen to the coaches share their insights on sales language and psychology.


Thanks for tuning in, and don’t forget to subscribe  above for new episodes and more!


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Episode Transcript

Inside Look: Fed and the Coaches Discuss Successes, Struggles, and Next Steps. Bonus: How To Win Commitment For A Second Conversation.

Hey Okay. I wanted to give you guys some updates since I promised that last Thursday. One, one of them is, I have an appointment for a parcel of land here in LA.

[00:00:09] So I'm supposed to follow up with her this week. I sent her a handwritten card just to stay in front of her. Didn't want to be too. In front, during election week tricky for everyone. Sure. the other one, through one of the letters that were sent out, along with a voicemail, I left one of those leads said, Hey, look, thank you so much.

[00:00:29] You're actually the only person who hit, who contacted me more than once. I don't specifically need your help because I'm going to stay in the house. but I will give you the number for someone else. So it looks like I have an appointment for that. So I wanted to share that win with you guys.


[00:00:44]Chad Corbett: Is that somebody else in probate or they were just impressed with your offer that they want to give you that referral?

[00:00:50] Fed: So the gentleman that I contacted is someone from the probate leads that you guys sent out, I contacted him. He said that one of his employee is going through probate and said, look, you should reach out whenever you can.

[00:01:04] So even though it was Saturday at 8:00 PM, I said you know what, if he told me to call him and call right now. And sure enough, yeah, I got him on the phone and he said, thank you so much for contacting me. I explained a little bit. He said there was another realtor involved. but I asked, did you sign anything?

[00:01:20]And Oh, actually let me step back. He said, there's a trust in this. So there is no probate needed, therefore, let's just list the house. And he said, I'm going to have the realtor do this, that. And I said, have you signed everything with the realtor already? So I don't know the realtor. I said, I think, perhaps since it's a lot of money, maybe don't show it to yourself to at least get a second opinion just to make sure, you know, that you're going with the, with the specialist and it got me the appointment! I think I got lucky with that. I definitely got lucky with that. I think the luck was created by doing the calls that you guys help so much with. I feel like I'm slowly getting better and I'm forcing myself to do it, every day four to six.

[00:02:03]So I do want.

[00:02:04] Bruce Hill: Fed you and I have had several conversations. I don't think you're slowly getting better. You're rapidly improving. So good job!

[00:02:11] Fed: Thank you and welcome, I didn't know you were on the call yet!

[00:02:14] Bruce Hill: I made it in a couple of minutes late.

[00:02:16] Fed: All good. All good

[00:02:17] Chad Corbett: I want to go back to something...  one of the biggest, I would say the biggest failure point in this niche is people just not getting their calls made. And that's something that you were courageous enough to disclose to everybody on previous calls. And you briefly touched on it, but tell us now what your new discipline is.

[00:02:35]How you affect your own behavior, like when you don't want to do it, what has helped you build that discipline and has it become a habit yet? Or does it still take willpower?

[00:02:44] Fed: Still does take some willpower. But I noticed that in general, if I do, essentially, if I respect the time block.

[00:02:53]The way an appointment would be respected the time for that appointment I noticed that I finish that day, or that session feeling like I actually did what I was supposed to do. And therefore, even if I don't, get an appointment that day, or perhaps it ends up being all voicemails or just people saying, Hey, look, it's the wrong number.

[00:03:16] We don't need you. I still at least feel like I'm one step closer. I just look at it as you know,

[00:03:21] the book, the compound effect that extra effort every day compounds into a result. So that's the way I'm looking at it. Even if sometimes when you get voicemail, or just people saying no.

[00:03:36] I think it's one no closer to your next yes.

[00:03:39] Chad Corbett: So one of, one of your results that's motive, and I'm speaking for you, but one, it sounds like one of the results that you look at is a sense of accomplishment and that gives you your dopamine hit to do it the next day. Is that right?

[00:03:52] Fed: Yes, sir. Yes, sir.

[00:03:53]Chad Corbett: Yeah. Let's talk about your, let's talk about your blocks because we discussed a morning block of eight to 10:00 AM and four and an evening block of four to six. It sounds like you may just be doing the evenings. What, how are your blocks set up? Which days? Which hours and how sacred are they when other fires are burning?

[00:04:10]Fed: So I'm doing, every day, eight, 10. I'm doing expireds. Cause I feel like they, they tend to be a little more aggressive. And I was doing eight to 10 and four to six, four to six was probate. However, when I'm having a good day where I'm getting into a momentum where I feel like I'm, it's just the momentum's really good.

[00:04:33] Sometimes I'll extend that, That calling time from eight to even 11 or 12. And I'll just ride it out. If I'm feeling like the momentum's there, I just continue it, but I convert it. I switch it to probate that way. I'm also testing the probate from 10th to 12 and the results actually haven't been bad at all.

[00:04:54] Like I've gotten just as many pickups during the 10 to 12 that I have between four to six.

[00:05:01] Chad Corbett: Yeah.

[00:05:02] Jim Sullivan: If I could jump in real quick, you chat, I'm sorry. I didn't mean to interrupt. One thing you said before I forget that is so important. In my previous coaching career, we used to tell people, a lot of people prospecting is written in their schedule with pencil.

[00:05:15] It's something like that. If I have time, I'll make my calls. We used to say, you're the most important appointment you have in your day is your appointment to prospect, that you should look at that. You should look at that as part of your schedule, that two hour time block, if you had a listing appointment at that time, it wouldn't be optional.

[00:05:32]And it really sounds like you're doing that. So great job.

[00:05:35] Fed: Yeah, I think I thank you. I think I have to make sure that I ask it's been as consistent as possible since I remember Chad was saying, how often am I doing it?

[00:05:45]For the most part, I would say that out of a five day work week, I'm able to consistently at least do it three days a week, but I'm trying to get it five, sometimes four, but for the most part, we'll probably average up to three so slowly.

[00:06:02] Chad Corbett: And are you're you're hand dialing Fed or using a dialer?

[00:06:05]Fed: I am... Expired, I have a dialer; probates I'm hand dialing.

[00:06:10] Chad Corbett: Okay. What do you know what your call pace is? Like? How many per hour, if you're, calling all the numbers, having conversations, including your contacts and conversations, how many per hour are you getting through

[00:06:21] Fed: For probate? I'm getting about, I would say. Eight to 12 calls per hour, given that there's usually about four to six numbers, each sometimes wrong numbers. And sometimes conversations are usually about between a minute and two, if they give me time, unless they just say no way and are rude.

[00:06:40] Chad Corbett: Okay. W I don't know if we've ever talked about this, but we find like an average call pace is about 12 leads per hour, not numbers, just so everybody's clear.

[00:06:49] Fed: Oh yeah. That's what I meant. Sorry. I didn't mean

[00:06:52] Chad Corbett: no that wasn't for you. That was just some people were like 12 numbers an hour. What are you doing? But it's, if you call all four or five numbers, you have conversations on you. Leave voicemails.

[00:07:02] You could expect about a 12, 12 lead per hour call pace. man, I appreciate you taking all the questions and sharing with everybody. I think, this is a, typically we just role play here, but. Really it's a prospecting call, right? Like it's, I think everybody can learn from your journey, and how you had to insist that you actually do the work and then make that sort of step that a lot of people never get to.

[00:07:24] So thank you for sharing everything and answering all of our questions.

[00:07:26] Fed: Oh my pleasure. May I ask a question it's about a book that you brought up. Go ahead. So I went ahead and read the book.

[00:07:34] You suggest this called Real Estate on Your Terms by Chris Prefontaine. and I actually really liked all the things that they suggested about how to structure just ways to either acquire real estate without any money down or just helping buyers who maybe don't qualify credit wise, that you could just put them in a leased purchase.

[00:07:53]They do offer a program like almost like a coaching program. And I'm curious to know, I did notice though that it is pretty pricey. But then again, obviously if the ROI is good, then you know, it's kinda like the probate, if you don't do the work, then obviously it's expensive. But if you put in the work, the return is worth all the investment.

[00:08:15]Chad Corbett: We're not an affiliate. I just suggest Chris and his QLP course on its own merit. So a few of our customers have been through that course. Grant Cox is one Grant's really active in our Facebook group. And I've forgive me if you're listening.

[00:08:29] I can't remember the other gentleman's name. But anyways, a good friend of mine who's a Bigger Pockets podcast contributor. he introduced me to it. I started introducing you guys to it. I think that relative to the value that you get for his course, it's very inexpensive because my very first one, lease option deal ended up being a probate.

[00:08:49]It was: The father passed away. The mother survived, but she had a massive stroke and her daughter had a power of attorney. So we were able to do that one as a, even though it was a probate, we were able to do it as a lease with option to purchase. I made $8,000 in four days. So if you learn one thing from that course, one deal keep in mind, I'm in a market with a median price of one 40 at the time. So I averaged about $6,500 per transaction, and they were the most grateful clients I've ever had on both sides of the transaction sellers who were told they couldn't sell and buyers who were told they couldn't buy. Found a way to get the emotional outcome.

[00:09:28] They wanted that feeling of home ownership and not having to move their kids and finally being in that school system. So for the skill set that you'll gain from taking a creative finance training, like that 1200 bucks is a drop in a bucket man, like easily.

[00:09:44] Fed: I didn't know. It was 1200. The only thing I had seen on their website, which is why I was saying, didn't look. relatively cheap. The only thing I had seen was one was 5,000 on what's 15 and one was 35 something.

[00:09:58] Chad Corbett: Yeah, I'm not Chris and I have been trying to connect. I'm, I don't know. They're all their products are pricing, but the courses is only about 12, 12, 1300 bucks. And it's worth every penny man.

[00:10:10] It's actually, QLS fed its quantum leap system is what he calls it. So look up QLS training from Chris Prefontaine.

[00:10:17] Bruce Hill: Okay. So what, I had a question. How, how many times do you try and call through your list every month?

[00:10:24] Fed: I usually go once. I'll be completely honest with you. When I write down who I'm supposed to call back to then call the following month, but I also have the letters go out.

[00:10:33]Yep. Okay, once a month is fine. Are you, obviously it's all depends on bandwidth at least once a month. When you have a conversation, you said that your conversations are normally like a minute and a half, two minutes. What are you, what are you hearing? Are you getting hung up with them and any objections that you're running into more than others?

[00:10:51]Strangely enough, the most conversations for some reason are just people think they don't need any help. Then I ask them the usual, a home vacant home warranty policy. I say, most of the people are living in the house and are not doing anything with it. And they have attorneys. yeah, that's the main thing that I'm witnessing.

[00:11:14] Then if I have a good conversation with someone, I do follow it up with a written card, because usually during the call right after the call, I'll probably jot down a few bullet points, main points about where me and that prospect connected. And then I'll write the handwritten card work. I'll think the prospect, and then I'll say, I appreciate the fact that you, and I'll put some of those points so that they saw with listening and then I just follow up.

[00:11:43]Bruce Hill: Yeah. Handwritten notes are really powerful after the call. Very powerful. What is it in your intro that leads them to say, they have an attorney or, they don't need anything. They have it all handled. What's the, what's your intro sounds like?

[00:11:57] Fed: So usually I'll just say I'm trying to reach so and and then, I'll say I was following up with you to see if you received a letter I sent you, do you recall receiving a letter from my myself?

[00:12:08]and then I repeat the name and they said, I'm not sure we sent a lot of letters. What is this about? And then I usually go into, I have a team of people here in Los Angeles who specialize in helping families going through probate. And as part of that week or the County clerk's office down at the probate court and we see which families need help. We try to reach out as soon as possible since, I'm like freestyling here while I'm like pacing around. Yeah. But that's where those lines and

[00:12:35]You just told the attorneys taking care of everything. And I said, good. So happy you have an attorney that makes me really happy. As a matter of fact, we work hand in hand with the attorneys. We're an extension to the attorney and we pick up where the attorney leaves off. And I continue with, as the attorney handles the legal part of the probate process, which is about 25%.

[00:12:56] Which unfortunately view the personal representative stuck with the remaining 75%. And we find, we found that a lot of the families have felt extremely overwhelmed with this process and often ended up unwillingly. are losing a lot of money to you. So we try to reach out as soon as possible to make sure that we can help you whichever way possible.

[00:13:17]Yeah. And then I go into repairs, keeping landscaping, all that stuff.

[00:13:21] Bruce Hill: Cool. No, you're good. I'm going to tee Chad up for him jumping in and throwing, his, his style in. But, but I'm gonna kinda tell you that a lot of times, those objections are the best way to pivot into real estate conversation especially if you can become very non-threatening to them.

[00:13:41]And work on rapport. So one of the things that I do is immediately, Hey, you know what? We were really good. We got it all handled. That's great. Let me give you my name and number. And if there's anything that changes at all. Could you give me a call? Do you have a pen handy? and I don't care. I'm assuming.

[00:13:58] And those of you that have had calls with me know that I say, I'm assuming that they're not writing my name and number down. It's not about them actually taking my number down and calling me later. It's about disarming and then they do it and I go, okay, call me if anything changes by the way, before I let you go.

[00:14:14] Where are you guys leaning toward holding on to the real estate? Or is that something you and your family were thinking about? Keeping. And immediately that answer because the guard is dropped. That answers Jen generally pretty honest. Now it could be, honestly, we don't know yet that really could be the case.

[00:14:30]I like to channel my inner Tony Robbins if they say that they don't know yet and say, okay, yeah, perfect. But if you did know, which way do you think you'd be leaning? And I might soften it a little bit, but I'll generally, if they don't know, I'll try to ask it or rephrase that question, which will frequently get a more honest response because in reality, if somebody is five or six months out from selling a house, we have a long time to build aggressively build rapport.

[00:14:56] We just need to know who we're building rapport with what are they thinking about doing, we're not forcing them into selling, but we position ourselves with enough credibility in their mind to be able to have influence over how they make that decision. And then the last thing that I usually say on my way off the phone, whether it's 15 more minutes or.

[00:15:17] 30 more seconds is I say, look, I'm going to follow up with you in about three weeks. And I want you to know that when you answer the phone - I'm setting them up to answer - when you answer the phone, it's perfectly fine for you to say, Bruce nothing's changed. We don't need anything right now, but we'll call you when we do.

[00:15:33]But on the other side, on the flip side, if something's changed, you guys needed either help with repairs and maintenance or clean out, or it's time to sell the house. I want you to tell me because that's where I shine. That's where I can help get you guys the most money. Does that sound fair? I want that commitment from them that they're going to answer the phone and that they're going to say one of those two things when they answer.

[00:15:56]And at least that way they're not, when they see my number pop up. Yeah. When they see my number pop up next time they're not going, Oh gosh, Bruce. Again, nothing's changed. Yeah. Let's just ignore it because I already told them if nothing's changed to just answer the phone and say nothing's changed and that I would respect it.

[00:16:13]I just need something to answer. Okay. All right, Chad, you've got a different, you've got a different approach. Throw in and give me your 2 cents.

[00:16:21] Chad Corbett: I do. And people have been hearing it for five years on these calls. I don't really want to distract from the advice you just gave, because I think it was really sound advice.

[00:16:30] I love your closing. I think that's something different that we haven't covered on these calls. So rather than distract from that, I would say. That's all sound advice. you guys have all heard the way I like your disruption piece is a little more gentle than mine. Little more abrupt, but I have the personality to stand up to that.

[00:16:47] And everybody's heard that several times. I think it's okay. Especially for people who hear my language and be like, Oh no, I could never say that. I think that's, what's really great about having other people here. Like you can hear how others do it. I'm going to say good job and great advice and I don't need to weigh in.

[00:17:03]Bruce Hill: All right. Sounds good.

[00:17:04] Jim Sullivan: Jim, you want to weigh in? I was just going to add, it reminds me of a conversation we had at our last mastermind call. People are reluctant. They love to buy, but they hate to be sold. It's you're, you need a suit and you go shopping, you walk into the door, the store, and the clerk says, can I help you?

[00:17:19] The first thing you say is no, I'm just looking well, that's just a natural defense. And we talked about it on the last call. What you did there, Bruce is perfect. It's two new ways of disarming them by giving them permission to not say yes in whether it's now or in future conversations. That is so powerful.

[00:17:38]it does disarm them. It does take the pressure off. And, I think it makes you stand out because everybody else is either, most people be calling them to fall into one of two categories. They're very wimpy. Okay. I'll call you later. Or they close to hard and they piss people off. So this is a really nice middle of the road approach that disarms them.

[00:17:59] And, it's two very creative ways. Like I, like Chad said that I haven't heard before, so no, I agree. I think it's a great way to approach it. Good job. Does that help? Does that help?

[00:18:09]Bruce Hill: If you think about the objections you're getting and think about what they mean, and then use that objection as an opportunity to pivot, disarm, and pivot.

[00:18:19]that's the thing. And you could do that with any number of objections that you're going to get. It's not necessarily always overcoming the objection and sometimes listen, if you have a really strong personality and you have a really good answer in a way of overcoming that objection by all means overcome it.

[00:18:35] But if the objection is stopping you in your tracks, praise it, acknowledge it. And then pivot: Before I let you go, where are you guys leaning toward holding onto the real estate? Are you thinking about selling it? And that's really what most of us want to know. Now, there are all kinds of ways that we can help them during the selling process or during the preparation process.

[00:18:57]But we want to know if they're going to sell. And so using that objection, if you can't overcome it, if you can't handle it, Use it to get to the real estate it's gonna make a lot of people a lot of money. Yeah.

[00:19:09] Fed: Thank you. Thank you so much really appreciate you guys.

[00:19:11] Jim Sullivan: Thank you, coach fed. Thank you for, for helping us today.

[00:19:15]We apologize for scheduling this call on a holiday. I guess we didn't notice that on our calendar and I always thought these holidays run Monday. What are they doing having one in the middle of the week, but it's thrown us all off schedule. I guess we're going to cut it short today, guys.

[00:19:28] We've fed. We really appreciate your participation. Bruce and Chad, anything else you want to add before we go?

[00:19:34] Chad Corbett: Nope. I'm good.

[00:19:35] Bruce Hill: I don't.

[00:19:35] Jim Sullivan: All right. I want to thank you all for being here. although it was a small crowd. I hope, I think it was a good, exchange there. We, Chad often says, every one of these calls, we tend to get one or two nuggets that we've never heard before.

[00:19:47]And I think we got a couple of real good ones there from, from our coaches and from Fed. Thank you for being here. Thank you Fed for participating. I want to challenge each of you that took the time to show up today. Take some of the ideas, some of the language, some of the techniques you heard on this call, go out and put them into practice and come back tomorrow and every Thursday and share them with the group.

[00:20:07]Make it a great day, guys. We'll talk to you at 1:00 PM. Eastern tomorrow. Stay productive, stay healthy. We'll talk to you soon. Take care.


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Preview for Real Estate SCripts Role Play episode 59

Real Estate Scripts Training: Live Cold Call Role Play #59

The Interactive Podcast on Probate Real Estate - Pick Your Podcast Platform

Real Estate Scripts Role Play Training #59

Recorded Live on October 7th, 2020 (Join Us Live Next Time | Previous Episodes)


Welcome to All The Leads Cold Call Training, a special series recorded once a month for the Probate Mastermind Podcast.  These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Chad Corbett and Bruce Hill.  The role play portions of the call are completely un-edited, so listeners can experience how these calls would sound if they were real conversations.  Be sure to join our Facebook Group, All The Leads Mastermind, to find role play partners and more!

Thanks for tuning in, and don’t forget to subscribe below for new episode notifications!


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Cold Call Scenario 1: How To Win Face-To-Face Appointments When The Seller is Undecided (1:00)


Danny plays the personal representative in this role play with Bruce Hill.  Danny poses a scenario where two brothers working full-time waiting tables are trying to figure out what to do with inherited property.  Money is tight.  The brother wants to keep the house, but Danny hints he’d rather sell the house and get some funds in their pockets.  Danny’s biggest obstacle is lack of time.  He hasn’t yet figured out how “being too busy” can ultimately cost him much more in holding costs and equity the longer he sits and waits.  Bruce and Chad breakdown the role play and share their insights on how to become the solution in scenarios like this.

Real Estate Objections - Role Play Training



See Also: Dan’s previous two role plays, where he played the probate expert:

Role Play Session #58

Role Play Session #57

Time Stamp for bonus tip: How To Win Face-To-Face Appointments When The Seller is Undecided

Bonus Tip: Chad Breaks Down How To Win An Appointment At The Property WITHOUT pushing a hard-sell on listing/acquisition. (11:04)


Cold Call Scenario 2: How To Make Follow-Up Calls After A Bad First Impression (20:47)


Ashley had a potential seller in her pipeline, but after her attorney referral bailed, the seller lost faith in Ashley’s ability to provide any real value.  Ashley describes her background, how she got into real estate and how she is transitioning into agency from wholesaling.  Chad offers Ashley solid advice on personal development and demeanor before jumping into a role play.

Time stamp for Real Estate Objections Scenario 2: How To Follow-Up After A Bad First Impression


Best Cold Calling Tips and Advice Here:

Understanding the prospect’s pain point and addressing it is the key to moving forward. Bruce and Chad discuss how to discover the pain point and offer solutions for it.

Real Estate Cold Calling Tips 5


Sometimes, you have to get a prospect to accept reality, even if it isn’t ideal or morally right.


Episode Tip: Understanding the prospect’s pain point and addressing it is the key to moving forward.


When you feel uncertain or something is out of your power (like legal issues), tackle a smaller problem.  This becomes proof that you’re doing what you say and solving problems, even if the bigger problems can’t be solved yet.



Timestamp for Real Estate Cold Calling Tip: Getting Over Your Fear of Not Knowing What To Say


Chad advises everyone to create a spreadsheet with two columns:
1) What problems might people face because of Probate?
2) What are all the solutions you can provide? 
If you do this exercise, you'll have better confidence and delivery when offering solutions to cold call objections.






Related Resources For Probate Cold Calling Scripts:



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Episode Transcript

Real Estate Scripts Role Play 59 Transcript

A.I. Narration: [00:00:00] Welcome to All The Leads Cold Call Training, a special series recorded once a month for the Probate Mastermind Podcast.  These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Chad Corbett and Bruce Hill.  The role play portions of the call are completely un-edited, so listeners can experience how these calls would sound if they were real conversations.  Be sure to join our Facebook Group " All The Leads Mastermind"   to find role play partners and more.  For previous episodes, visit all the slash podcast

regular call, but I was thinking about switching it up today. probably just this once just so I can step out of my own shoes and get a different perspective and maybe this time be the prospect and shoot you guys the common response that I'm hearing as of late.

[00:01:29]just basically, yeah, I'd be the prospect. If someone wants to be an agent and a role play with me.

[00:01:33]Bruce Hill: [00:01:33] Okay. Cool. good deal. Are you ready to start?

[00:01:36] Danny: [00:01:36] Uh, yes. I'm. I'm ready to go.

[00:01:38] Role Play 1: [00:01:38] Okay. A ring ring. Hello? Um, Hey Danny, uh, Bruce Hill. Uh, my name is by any chance familiar to you, is it, uh, no, no, actually I've never heard that name before. Okay. No. Okay. Listen. It's no big problem every now and then I get that.

[00:01:55] The reason I'm giving you a call. If I shot you a letter, a couple of there's a go. And, um, basically what I do is kind of help people that are going through the probate process. And listen, I have no earthly idea. If what I'm offering is beneficial to you or not take about 45 seconds, I can tell you the reason that I'm calling is that cool.

[00:02:17] I mean, probably it's. How did you get my number? Yeah. Yeah. Uh, listen. It's exactly. That's what I was going to tell you. We run down to the court, um, the courthouse and talk to the clerk generally about once a month and just find some of the people that are going through probate that, uh, that might be able to use some of the services we offer.

[00:02:38] And what we do is we, we put together a team that kind of helps people that are struggling or trying to figure out if they're going to keep her sell real estate. Uh, maybe some people that that might be. Struggling with the clean-out personal property that they have to get rid of, that they have to sell things like that.

[00:02:56] And then ultimately all the repairs and the maintenance that can sometimes kind of pile into an already busy life. I assume that you probably don't handle a States, administer a straight estates for a living. Do you? I do not know. No. Okay. Uh, so let me ask you a quick question. What, uh, what's been the biggest struggle that you've had so far.

[00:03:20]Okay. Okay. Well, I mean, I like some, like, uh, like what you're saying, Bruce, um, I guess I'll talk to you for a couple of minutes. Um, definitely after my, uh, stepfather's passing, um, after, you know, after he passed his only myself and my brother that are, uh, you know, really trying to handle. Okay. Everything going on and, uh, we don't really know how to go about handling what little estate he had.

[00:03:46] We don't think we need an estate sale after it. We talked to my attorney. Mmm. Okay. I be thinking of doing something with the house. Not sure yet. Maybe my, I think my brother might want to move into it, but we're not a hundred on it. Um, but. I guess it's just kind of all mixed and mix and match of the different things and not surely not sure what to do.

[00:04:12] Okay. Okay. So yeah, I would, I would imagine just the myriad of choices that you're having to make decisions on. Kind of get a little overwhelming at the time. Is that, is that a fair statement? It's definitely, uh, like, uh, right now, I mean, I have my own job. I work 40 hours a week, so it was my brother, you know, we're trying to do what we can here, but I'm not really sure how to go about the next step.

[00:04:41]So we, we both work at the same job over serving. We both work at a little Chinese, Chinese place. Um, and that's what we're doing right now. Cool. Cool. Um, so I imagine all of a sudden now handling an estate is like piling a whole new job on top of, of you being already busy, right. Without a doubt. Yeah. Okay.

[00:05:05] Um, now you mentioned that your brother was talking about maybe moving into it. Um, if, uh, if you could wave a magic wand and get your way, do you think that you'd try to lean towards selling or do you think that you'd personally lean toward keeping. Mmm. I think, I think we would want to maybe sell it for, for me personally.

[00:05:27] Well, and I say that because no money is not the. The biggest thing right now for us, we, you know, we don't have a lot of it and I think someone else would be good for both of us. Um, he's trying to convince me to move in with him in the house, but I think selling it and going through somewhere new together would be probably the best financial move.

[00:05:49] But, uh, he seemed adamant, but I don't want to argue too much with him. He is the order. Um, I just, yeah, it's just a lot. Okay. Um, what, uh, what kind of shape is the house in? Is it in good shape? It's in, it's in good shape. Um, it it's, it's not bad. It could definitely use a little repair is nothing major. Um, but you know, it's definitely a liberal without a doubt.

[00:06:14]What, uh, what kind of repairs do you think are needed? I know, I know it's not major, but if you, if you were going to move in, what would you do? Probably, uh, just the roofing. Oh, I would, I would definitely look to do that first. Um, yeah, maybe, maybe it past that. Uh, I'll do a little side things, just a deep cleaning of like tiles and, uh, floorboards and everything like that, but that's about it.

[00:06:39] Okay. Um, how much time do you think that would take for you to, to fix it up and get it to your standards? I don't any idea how much money it would take? I have no idea. Um, I don't know. Are you, are you asking me this question to try and like buy it from me? Uh, maybe I, I honestly, I don't know exactly what you and your brother what's going to be best for you guys.

[00:07:04] So, um, you know, it might be to sell, it might be to keep it, um, tell you what, without eyes on the property. Um, we might just want to go ahead and, uh, and, and set up a quick time when we can walk through it for 15 minutes together. And I kind of give you guys a little bit of a roadmap and, um, Give you some information and that way you guys can make a better decision.

[00:07:27] And if it's me buying the house or helping you sell it, um, great. If it's you guys keeping it, I have no problem with that either. Ultimately you just, I need more information and maybe even a little bit of help, sort of sorting through them process that you have so far. Um, No, I have some time later this week on, on Friday or possibly next week on Tuesday.

[00:07:51] Uh, either one of those days work to meet for 15, 20 minutes over at the house. Uh, well, both Fridays and Saturdays, I double, um, I wouldn't be able to make any of those days. Okay. How about Tuesday? No, I work in the morning shift. I can do Tuesday evening morning. Okay. How about your brothers? He works the same shift.

[00:08:12] Did you. Um, not all the time though. Um, I don't even know if he'd really want to meet, to be honest, so much just be me. I would have to talk to him for a little bit. Okay. All right. So he, he sounds like he wants to keep the house, right? I would say it's, it's, it's 60, 40, but it's a bit there in here. Yeah.

[00:08:35] Tell you what let's, uh, let's you and I go ahead and pencil in. See if we can plan on meeting there Tuesday, I'd say six o'clock. Um, I'd really like to meet him as well. Cause I want him to feel like he's heard and that his voice has, uh, that he has some pull in what we discuss. Um, ultimately I wouldn't want to be blindsided if I were him.

[00:08:55] How about you do me a favor and, um, Ask him, if he can come at six o'clock and listen, if another day besides Tuesday works better for both of you guys, just give me a call back and say, Hey, let's do it Wednesday instead, or Thursday, something like that. But you and I can go ahead and plan tentatively on six o'clock on Tuesday, if that's cool.

[00:09:14] Does that work? That does work. Great. Thank you. Okay, perfect. Listen, I'm going to call you Tuesday morning. And just confirm that we are still on and, um, and, and if you need, need me in the meantime, just give me a shout. Okay. Alright. Thank you. Alright, thanks, Danny.

[00:09:32]Role Play 1 Break Down: [00:09:32] Okay. What'd you hit me with that. You were hearing. Uh Hmm. Okay. Um, So the, what I've been getting hit with a lot, um, which I tried throwing in there was, we're not even sure if we're going to need in the state. So I've been getting that one quite often, um, uh, trying to decipher, you know, moving out to my questions around that, um, uh, Ashley, you know what I did want to throw in there as well.

[00:10:01] Um, Is the fact like, so the are getting the letter of testamentary. They're either early on it or they just got it and they're not sure their steps move, you know, you know, to get moving and get going. Um, but I mean, I got, I got the gist of like how to pretty much approach that, but, uh, yeah, it was, I think it was definitely the biggest one was not sure on the whole house.

[00:10:23] Possibly I'm getting a lot of relatives might want to move into it. And I'm getting a lot of, uh, um, we don't even think we need to do in this state, so. Okay. And maybe they don't. So I just let, let you go with that. I didn't try to handle that at all with you. Cause I don't know. Um, I don't know until I see the house.

[00:10:47] And we can discuss your best option. So I definitely, if they, if somebody is going to hit me with, with, with that, that's not an objection. That's just something that I don't need to dig into one on our call. I can move on  we can dig in spectrally Bruce. I'll disagree with you on that because it's a great opportunity to show them a go.

[00:11:09] It's a great opportunity to show it as a golden safety net. I would say, use a state sales on one and 51 and 75 deals. However, knowing that you've got their back makes people, it usually spurs them into action. So for me, the way I handled that as, okay, well, listen, that's where most people start. A lot of families attempt this on their own, but just so you know, we have an  entire team of people that can step up if you ever would just want them, someone to write a check or do you want to do a tag sale or an auction sale? And that's something that once we see the property, we can kind of give you our suggestion. We've seen a lot of families struggle and we've seen a lot of families be successful at.

[00:11:47] Clearing the personal property. And you know, it's obviously once we take a look at everything, we can give you our opinion of what we think is best for your situation, but you can, I can provide a little bit of value to them and a little peace of mind before, because you're, you're paving the way, way to setting the appointment.

[00:12:04] So for me, I think way that I can find that I can show them how I can protect them, save them money. I'm stressed. I'm going to do that to try to build up to that appointment. So it's just a different perspective, but I do talk about it before the appointment. I don't get into the details. I just show them how it's kind of like other people felt this way.

[00:12:26] And we had a safety net in place for the ones that needed it, and then we move along and they feel like it just helps reinforce the rapport and trust you're building. Good. Okay. Chad you just fractured my ego? Just kidding. Um, ultimately, um, ultimately. Um, I think that, uh, every SIG, Chad just said is spot on one of the things in our conversation that you did, Danny, as the PR is you touched on the estate sale and then you moved on.

[00:12:57] Um, one of the reasons that I didn't camp on the estate sale is you kind of moved on and started talking about your and your brother's desires. So you can always circle back to an estate sale through the conversation. Um, And, and I don't know Chad, how you feel, but if he moves on into desires of whether they're going to sell or keep the house, would you try to backtrack to an estate sale immediately or later?

[00:13:26]I will. What I noticed is you had trouble setting an appointment, you know, he's a server. So, you know, he works weird hours and he probably sleeps in late. And it's, it's highly unlikely that two brothers that probably don't have a whole lot of money and are struggling with time because they're waiting tables all the time.

[00:13:44] They're probably not going to be successful at getting a property cleared out. And maximizing the value of the personal property are they're very likely to get to a point where they give up and say F it and throw it all away. Like throw a lot of stuff away or donate a lot of stuff. So I would have gone the route of.

[00:14:02] Maximizing the personal property equity and using that as a reason to get there. And then I would, I would have, I would go there without trying to push, nudge him either way, but I would let him know on the phone. Hey, we've got, you know, if you do decide, you want to keep it, uh, we can, you know, we can connect you with, with the right professionals.

[00:14:24] So I'm assuming that if you, if you decide to keep the home, you're going to want paid for your house, right. Because chances are, he's not financially savvy and he's not thinking of that. So I want to paint. I want to trigger that. Oh shit. I can think of that. How am I going to get my house? If he moves in, what do I get?

[00:14:42] And I want, I want to stir that up and get him thinking about that because chances are based on the, when he was in character. He wasn't, he didn't say my perception is he wasn't considering his after the equation, he was subordinating to his brother to move into the house. And a lot of folks don't understand real estate finance at all.

[00:15:01] So I'm going to use a lender suggestion. To bring up that pain. And so, you know, for example, if you're, if you guys do you decide to keep it in, your brother wants to move in, you have to find a way for him to get financing I'm mortgage on this so he can pay you out. If that makes sense and boom that's right.

[00:15:18] It was the red flag. Well, wait, I didn't think of that. His credit sucks. He doesn't have any money. He's never going to qualify for a loan. And then we start, he starts to send you, they start to get clear on okay. What they need. I'm not going to push on that hard. I just know that going to the appointment.

[00:15:33] And I'm using personal property to get there where I'm using a no trespassing posting or something else to get there. And they'll, they'll have to have their own apifany and realize that it's not feasible for them to keep the home, but when they do I'll be there. So that's the way I was. I would've handled it well.

[00:15:53] Okay. We have Nope. We have nobody else in the queue. So keep going guys in Bruce, I'll build your ego back up when we're done. I'll give you, I'll give you a couple of compliments, but go ahead. I interrupted you. Go ahead. So I was using this situation. It was a closest to, you know, what I personally went through.

[00:16:14] So I locked my stepdad two years ago and I didn't realize it at the time, but that was probate, that, that part of the family was going through and I was there for it. Um, so, you know, and not about a couple of weeks ago, I called back, you know, a family over there and I asked them more about, you know, what they were going through.

[00:16:31] So I know talking points. Um, for, you know, when I make my calls and, um, and I use that house as a platform for this, for this role play as well. You know, the, you need the word titling, you know, work, uh, um, no family, family still wanting to kind of stay into it, but they thought about selling it. I'm not too sure what they want to do.

[00:16:55] Um, You know, and it's just, basically, I tried using my own situation in this roleplay and that way I, you know, get gathering information more about it. So I know how to basically it can be more genuine in the call. You're like, look, I've been through the same thing. You know, I was there for my family.

[00:17:11] We've been through probate as well. I know I get messy. Don't always know, always know what to do at the time. My brother and I were serving a, you know, it's hard. We didn't really have any money, et cetera, like that, you know?

[00:17:22]So good. Bruce did a really good Bruce had a really good job reading you and mirroring you. And he matched your energy master your tone of voice. He listened to the things you were saying. And especially when you talked about the repairs needed and he asked a really great question, you know, what would it take to get it up to your standards?

[00:17:42] And that's getting, getting your gears turning on of, you know, well, you've, you've got to put yourself in that position. What, what would it take for me to live there? Or me to spend my paycheck on that. And that, that was a really good tactic. Um, but anyway, so those are, those are some of the things that I think, you know, as you listen to this pay attention to, you know, there's a lot of things, Bruce, isn't telling you why he was doing, but I see a lot of matching and mirroring that he was doing.

[00:18:11] And he, the, the biggest thing is he was a good listener. He was gathering information, no matter how small the pieces were and he brought it all together and you felt like you could trust him then. Right, right, right. I did. And I was going to echo that you go ahead. Oh, another thing, uh, Danny is you, um, as soon as you started expressing and sharing that you just didn't know.

[00:18:38] So I don't know what I need to do at the house. I don't know how much it's going to cost. This is what it would take to get to my standards, but I don't know how much that's going to take. That's the opening to. Really pushed for that appointment. So, um, you'll notice I changed gears really quickly and started going for a time.

[00:18:58] As soon as you started expressing doubts that you're, you're blind to what you're about to face. Okay, go ahead. I was going to say you started off with something I'd never heard before. First of all, you're about as far away from scripted as possible, which I know you could tell. I was totally not scripted.

[00:19:18] It was kind of very conversational, matching and mirroring. I had never heard anybody say, Hey, this is Bruce. Have you ever heard of me? And I, I kind of liked that because it made it sound totally not like a cold call. And it put a question in his mind was. Am I should, I have heard of you, sorry. I like that opening a lot.

[00:19:37] And when you close for the appointment, um, it was almost the opposite of an assumptive close. She said you think maybe we might maybe could get together, but you said it competently and it, I felt like it gave him permission. To say no. So he wasn't afraid to say yes, if that may be such, you, you, you, the way you close there was very low key.

[00:19:59] And it was, I felt like it was, would have been difficult for him to say no, because you gave him permission to so anyway. Excellent, excellent job that make your ego feel better. Oh, I don't need my ego boosted. I know you said, you said Chad, shut it. Shut down there. I thought, ah, I thought it was really cool.

[00:20:17] There was some things I'd never heard before and role-plays so good job. Danny. Here's your action. Step on your very next prospecting call. You have to pick up the phone and say, Hey, this is Danny. I'm kind of a big deal like Bruce Hill. Have you heard that?

[00:20:29]Definitely. Definitely. Well, thank you guys, Matt. And I'll definitely be here for all the other role plays. I'll be here this Thursday as well for the mastermind call and you know, everything so forth. Keep coming back, man. We have two more in the queue.

[00:20:42] Good job guys. Next up is phone number ending in nine zero seven seven.

[00:20:47] Ashley: [00:20:47] You're up next? I don't know. Hello there, Ashley? Hi, this is Ashley.

[00:20:54]Role Play 2: [00:20:54] So, um, I'm a real estate agent also. Before I became an agent, just a quick little background before I became an agent. I tried being the wholesaler in my market and it was very difficult, especially because I didn't have a one single strategy. I was going after like multiple types of leads. Um, here recently I decided to focus in on one thing, which is so bait.

[00:21:25] And I guess my list again, to return to of, um, um, attract the customer somehow. So. Um, someone that I know reached out to me and asked like, Hey, do you know any real estate attorney? I have a friend who's a real estate attorney. I asked her, okay, well, what kind of real estate attorney title probate? Like what type of attorney does he need?

[00:21:53] What she gave him, my number. He called me in, when he called I kind of like. I kind of like what I froze up. I was scared. I wasn't, I didn't necessarily, I didn't know when he probates attorneys really, you know, like I was trying to, so I reached out to some people cause I didn't want to just like refer anybody.

[00:22:15] Right. I wanted someone reputable. Um, I got a few references, uh, as far as the probate attorneys and I got back with him and gave him the information. Right. Well, let me collect them with information, right. I just kind of nervous. I don't, I don't know. I was kind of nervous talking to people on the phone makes me nervous, but being in person it's it's normal for me.

[00:22:42] Right. So yeah, with all that being said, I, um, call them back to followup with them. And then I tried to collect some information like, Hey, I didn't get a bunch of information from you the other day. Um, but was the attorney that are referred, you know, was he helpful? And he was like, yeah. I mean, I submitted some information to him.

[00:23:09] He hasn't called me back yet. Right. So I proceeded to ask him sound wise. All right. Well, what, what what's going on in your case? He like, he's just being very short. He told me that pretty much, um, his mom wrote a wheel and she did not. Um, she handled, I hand wrote it. It was like a holographic will. And, um, apparently, uh, it's not good enough for the court.

[00:23:41] Um, with that being said, he has, she has a mortgage. On her home. So that's how I know that there's real estate involved. Cause he told me she has a mortgage on the home and he can't find out any information about it. Um, because he's not the successor of interest. Um, so I didn't know what any of those things meant at the time.

[00:24:03] Right. And I really didn't know how to respond to it besides to say, okay, well, you know, the person I referred to you, he's great. He'll, you know, he'll get you taken care of on that end. What do you plan on doing with the hell? So you plan on selling it and he kind of just shut me off. Right? It's kind of like, I don't know what I'm going to do with it.

[00:24:21] I'll probably rent it out or something I don't know right now. And so I told them, I'll follow up with him the next time I called him and he didn't answer right. So I'm going to follow up again today, but before I do that, I guess I just want us to role play with you, the guy to make sure I don't sound crazy.

[00:24:39]Go. I first went to, we can role play before that. I want to try to see, I want to see if we can clear your block. So I want you to, I want you to go back and listen to this recording too. And listen to yourself. Talking about your limited beliefs. I'm really good in person. I'm not really, I'm not good at all on the phone.

[00:24:58] Where do you think that comes from and the fear that you referenced? What do you think that fear is? What's the emotion driving that fear. Um, because I wanna, I want to be good at it, you know? And, uh, I want to see what's the fee. Um, the theory is then figuring out that I don't know what I'm talking about.

[00:25:23] Okay. So you have a, you have a fear of being your ignorance being exposed. Yes. When I'm not ignorant, I don't know. You'll you will always be ignorant and something. You'll never know everything. So I'm trying to help you deal with this so you can change your inner dialogue or your monologue. So what's the fear and what's the worst outcome.

[00:25:48]Um, the worst outcome is that he just hang up and not wanting to work with me. Um, I suppose, right. And now he's not calling you back. Yeah, Mike, this might sting a little bit, but this is, this is the learning environment. He's not calling you back because you didn't provide any real value. You gave him a referral.

[00:26:09] You gave him a referral that wouldn't call him back, and then you called back and like there's there's opportunities there and we can role play it, but it's, it's a good gauge of the value you provided. Like, he doesn't feel like you, you were, you know, You want anything to change this situation and that's okay.

[00:26:26] Okay. We all fall on our face. I've done it hundreds of times. Yeah, but I want you to, and you know, after this call really dig into why that, why do you have call reluctance and how will that ever serve you and what, whatever you have to do, whether it's going to fall on your face to prove it to yourself, and it's not going to end your life or ruin your reputation.

[00:26:48] You need to break through that. Because prospecting will always be a struggle. As long as that's present, you will always be ignorant. You'll never know everything. You have to find your way of dealing with that. Right. And for me, you know, we all have imposter syndrome. It's no matter how successful or how, how much of an expert you are.

[00:27:07] Sometimes I feel like I'm full of it, right? It's never going to go away. We just have to find ways to work with it and use it to our advantage and well tactics. Like, you know, that's a really great question. I I've, I've helped a lot of families, but I haven't actually had that one. Let me, uh, be okay if I give you a call back at 4:00 PM, I'll have the answer.

[00:27:28] And just things like that to let yourself off the hook, show yourself some grace, go, go fill your blind spot and come back with real value people. Won't judge you. Like it's not gonna, it's not going to be a, a point against you. If you do things like that and doing it that way. And six weeks you'll know everything there is to know about probate.

[00:27:48] Because you'll be out there gathering. Yeah. And information filling me blind spots, but be confident. I mean, the thing is you found your way to this call because of your heart. Right? You, you, you must be a compassionate, empathetic person because you doing some things that are really uncomfortable, you're facing fears because you want to help these people.

[00:28:09] Right. Is that why you're here? Are you just looking to make some money? No, no. I mean, when I have a purpose behind what I'm doing helps need to get a lot more done. So it's absolutely not just about the money. So show yourself some grace and like, but I really want you to focus on this and understand where that's coming from.

[00:28:33] Maybe it was getting picked on in third grade, when you, you spelled the word wrong or you, you gave the wrong answer. Um, whatever that is, figure out what it is. Think about. What's the worst thing that can happen. If this guy completely cusses me out and hangs up on me, what's the worst thing that can happen.

[00:28:48] But I think what you'll find is you'll you believe in your heart, these people are better off hearing from you than not because they're in good hands because you're done this for the right reason. And that's the kind of confidence I want you to show up with on your next phone call. This person is better off hearing from me than anyone else.

[00:29:05] I'm certainly better off hearing from me than not hearing from me. And it'll change your demeanor and you'll, you'll learn to defer things and say, you know what? That's a really good question, but I don't know the answer to, but I have a mentor in probate and I'm part of a group of thousands of probate professionals.

[00:29:22] And I'm going to go get you the answer right now. Can we talk at four and you've got all of us to lean on. You have a community of 10,000, 11,000 people and all the leads mastermind. You've got Bruce professional real estate coach that you can, you can vary. You know, if you call support, you can talk to one of us and we've got your back.

[00:29:42] Consider this your mentorship. Like, even if you're, you know, maybe there's not like a formal coaching program, it's part of what you're doing here. So just proceed with, with confidence and know that we'll help you through this stuff. Use the resources you have, don't ever feel embarrassed or ignorant or, or when you do reach out to us.

[00:30:03] Okay. For emails you want to play the agent or do you want to play the prospect? Uh, the agent. Okay. And you're going to do an outbound, outbound. Okay. Outbound. Okay. Okay. Okay. So, um, Oh, I guess you can name yourself kin, um, green, green, green. Okay. Hello? Hey Ken, this is Ashley. How are you? Ashley, uh, I spoke to you last week and I connected you with Bob Carter.

[00:30:43]I'll be back. Well, you. Uh, I mean, I know you, you, you gave him my number. I think I haven't heard from him. Um, we've, you know, we, uh, I've got my, my cousin is, is looking for an attorney. I haven't heard from Bob Carter or whatever his name was. Okay. Well, that's unfortunate. I even followed up with him to make sure, uh, he got back with you.

[00:31:10] I'm sorry about that. Can. What I'll do is I will get back in contact with him and find out what the holdup is. Um, but in the meantime, I do want to take a moment to kind of go back to where we were last week. Um, I really want to get some more information from you because I'm sure that this is really, really stressful for you.

[00:31:38] I know you work a full time job. Um, for the state right now and they have you guys doing all kinds of things. So I just kinda want to go back and figure out, like, what are your biggest challenges right now? Because any way that I can help you can, are really wanting to help you. Well, my biggest challenge is that my mother wrote her last will and Testament, and nobody wants to recognize it as hers, just because of the damn thing wasn't notarized.

[00:32:06] We all know what she wants. It's written right there. Right. So how do I carry out my mother's wishes when the state says I have to do something different? Gotcha. Gotcha. That, that, that were frustrating. Me too. That will frustrate me too. So what we'll do is we'll find an attorney to help you deal with the legal aspects of that.

[00:32:29] Okay. I'll hold your hand, walk you through a week. We'll get through it together. I'll see you through to the finish line. Okay. To make sure that your questions get answered and we get you somebody reliable. Okay. Now, in terms of the home itself, right? Because that's. That's a major concern for you. I remember you telling me that, uh, you're thinking about possibly putting a pin it in there.

[00:32:56] Does anyone live in a home right now? No. Okay. So it's vacant. Okay. And, um, just a quick question, is that home? Insured right now with the vacant home insurance policy. Yeah. It's always, we always, the insurance payments are being made. Yes. Yeah. But the home is vacant. So do you have a vacant home insurance policy?

[00:33:28]We have homeowners insurance. I mean, it should cover anything.

[00:33:32]So here's the deal case. If something happens to that house and it burns down while no one is living there, um, you'll be in trouble. So that's one thing that we may need to listen to for you to make sure that's recovered all the way around. Okay. Um, I'm not sure what type of home insurance policy you have, but let's just double check.

[00:33:56] That's one of the things that I'm going to write down right now. For us to look into bank, it vacant home insurance. That's just going to cover you in case something happens because the home is not being occupied right now. Okay.

[00:34:09]Outside, outside of that, um, is there is the home furnished right now. Is there a lot? Well, I mean, it's the same as it always was. It was mom's stuff. I mean, it even has extra furnishings. There's a hospital bed in the living room. Gotcha. Okay. So even, even in that situation, right. Do you plan on keeping those things or you want to give them away so long?

[00:34:37] How do you want to go about handling those? Oh, submissions at home. Actually, I don't know, like, I, I, you know, the will says one thing, the state says another, I haven't gotten that far. Like I I'm worried about everything, everything that my mother wanted to be done, being done differently. And that, that being my responsibility, I don't know how the hell you're supposed to show her that, like, I don't know what I'm going to do with the house.

[00:35:03] Like, is that all, I mean, what is this about? No, it's not just about the house. Can I want you to take a minute to breathe? Okay. These I'm calling you because I care. And I want to see you get through this as stress free as possible. Okay. I really, really do. If you want to sell your home in the process, fun, we can have that conversation.

[00:35:24] If you don't, it will be my pleasure to help you get, just get through the process. I hear the stress all in your voice, right? And my friends thought enough of me to refer you to me. Please allow me to take care of you because you need the help right now. So again, if you're not interested in selling the house, that's not my concern.

[00:35:49] It'll be my pleasure to help you for whatever you need help with. Okay. So let me ask you, do you have any siblings, anybody else who might, uh, Possibly have interest in his home or, or the probate at all? I do. I have three siblings and according to the probate clerk there do a pro then equal percentage of everything.

[00:36:13] But yeah. Two of my sisters, neither me nor my mom talked to for the last 20 years. And they're kind of there. They just want to come in here and cash, grab whatever they can after spending years abusing mom. And I, I don't want to stand for it, but I'm being told I have to. So I think you can appreciate, I don't really give a damn about the hospital bed in, in, in, in, in the living room right now.

[00:36:39] It's not what's top of mind for me. I'm trying to figure out if I even want to do this, if it's all just going to be spread around, why not let somebody else do this? You know, because your mom trusted you. That's why she trusted you. Right. And you are not alone. You have to, you can, you have to remember, you're not alone.

[00:36:59] I'm calling you because I want to help you. Okay. So I understand you don't have a great relationship with your sisters. We all got family drama, you know? So why don't you allow me to arrange something with your sisters, um, for us to have a call and talk about it, what we can do, right. To get us all on the same page.

[00:37:25] Cause that's what we all want. We all want to be on the same page so that we can move forward. So to be difficult to move forward, if everyone can't get aligned, you understand what I'm saying? Yeah. All too. Well, yeah. We're going to face back in this place, you know, and, and I don't want us to stay, so we need to move to step two.

[00:37:45] We're still in step one. Okay. So how about it? You got enough going on? Why don't you give me the names of your sister with whatever contact information you have for them. Okay. And I will give them a call and see, um, if we can all get together. Um, right now, first name is Ima middle initial B, last name, arch.

[00:38:15] Okay. Did you not?

[00:38:17]I'm a B arch. What's the phone number? Five five five

[00:38:22]four four four, four. Easy enough. Okay. And your other sister? Selma middle initial N Louise. Okay. And it's five, five, five cliff.

[00:38:35]Okay. So I have that, um, I thought you told me that one more sibling. I have a brother. Okay. And, um, you're on good terms with him. Yeah. He lives here in town and we see each other at least once a month. Perfect. So what made me have way you call your brother out, get your sisters on the line. Um, and then I'm going to schedule for us to sit down and have a conversation because we're going to move this process forward.

[00:39:08] Um, What is a good time for you on Friday? That's a busy day for me. Okay. But I do have an opening right at about five 15. You good with that? Uh, depending on traffic, I mean, we, we get off at five. Um, I mean, where do you want to meet at the house? So are your sisters actually here in town now? I quite honestly don't know where they are.

[00:39:37] Okay. Well then let's start with, um, do you, are you pretty good with the internet?

[00:39:45]Oh, I think I know my way around. Okay. Well here's what we'll do. There's a Panera bread on Thompson Boulevard. Is that close to you? Yeah, it's 20 minutes away. I could make it there. I mean, if we do five 30, I could make that. I think I can work out five 30, so five 30. It is meet me there. What I'll do is I'll get in contact with your sisters.

[00:40:09] Hopefully we can pull them up on a zoom call. If not, we'll just do it the old traditional way and do a three way call, tell your brother and meet us there. And we are about to get the wheels rolling. You ready? How about to get what the wheels, Rolling, the wheels, the wheels rolling going. Yo, I do fine. Don't worry about it.

[00:40:36] Just meet me there. I thought you were talking about the will that my mother wrote that nobody wants to validate not the wheel. Oh, it's okay. You'll you'll learn to accept my sense of humor. Um, all right, Ken. Well, thank you for taking my call today. I am. Um, I'm looking forward to the actually getting to meet you and your brother in person and, um, and moving us forward in the process.

[00:41:06] Role Play 2 Breakdown: [00:41:06] Okay. Okay. Alright. Well, just know I have you covered, I got your back. So when we get off the phone, don't worry about anything. Okay. Right. Alright, good. Keith CSO. Alright, so what's your objective in that appointment? What do you do to prepare? So what I would do is I would call an attorney, right. And, um, make sure that they are ready to answer questions.

[00:41:42]In the event that I need to call them on Friday as well. Um, I'd also check to take on the vacant home insurance situation, um, and be ready to just find out like what it is they want to do. You know, even if. In all honesty, even if they don't want to sell it, that doesn't bother me because I just want to learn this process.

[00:42:08] Oh no, no, no. That's clear. And it is clear that you're intents. Good. But the way I feel like the way my character feels at the end of that phone call is why the hell am I meeting her? I threw you some slow pitches. I showed you my mental distress over having to deal with knowing that my mother wrote the will.

[00:42:28] I watched her do it. It's yeah. And her handwriting. And because she didn't know enough to get it notarized. Now I'm being told by a government. That I have to do. I have to give it to the sisters that don't in my, in my perception don't deserve it. And you you're like, listen, just you're taking care of let's move on.

[00:42:48] And, you know, we moved on without me, quite frankly. And what I would, the way I would have dealt with that is I would have, I would have taken the whole big conversation and focused it on that one thing that was causing him so much pain at that point. Cause he's not listening to anything else. Right. He's he's in an emotional loop of distress and that's where he stuck.

[00:43:09] So you need to deal with this one domino at a time, if you go to Panera bread, the brother shows up those two, get along. You put the sisters on a zoom call. You're very likely to inflame and old family conflict and make their situation worse. So my advice would be make backtrack. Finding an attorney. And I would go find a different attorney.

[00:43:29] If this attorney had a week to reach out to a qualified referral, the hell with him, go find another one because that's not the right partner for your team. You're holding yourself to yourself to a high standard. And you, you want to provide a high standard of service and you want to help. That's clear that attorney isn't a good fit for you.

[00:43:48] So go find another one. That can meet and set the appointment at the attorney's office and say, you know what? I can, there's a lot of things we need to talk about, but right now, I think there's only, only, um, one. I'm not, not going to give you some more to think about what's the vacant insurance you kept saying, we're going to look into that.

[00:44:09] We're going to put it on the list. He already has an all list. That's overwhelming. I mean, you just put one more thing on it. You need to hand them the solution. And use the, you know, what can I do? I didn't even write this down last time, property address so I can look up the tax record. I'm going to go ahead and get you proper insurance before the sunsets this afternoon.

[00:44:28] Okay. Okay. And get the property address, pull the tax card, go to the insurance broker. I have him quoted through a couple of different companies and then follow up and, and have that agent call him within the hour. And then he feels like he knows what you're doing to help because he has evidence, right?

[00:44:46] You already you've already helped him in the first conversation. The number two priority would be getting him in front of an attorney. So a legal professional and explained to him why the will is. Not valid and why he subject to state succession law. And he's going to have to accept that before he can move forward.

[00:45:04] He's not unacceptance yet. He's in anger or denial. And that's what I was showing you before you finish. Let me, let me, maybe I didn't clarify this the internet. So the attorney that I talked to did call him back, right? Um, he hits the admitted documents to him and he, the client, right. He was, uh, he hadn't received a call back since he had, um, sent the documents over, but it had only been like a day and a half.

[00:45:36] Right. So I don't sit then. I don't know if they've communicated again, because when I called back, he didn't answer. Okay. Either way. The only thing that changes, what, what I've pieced together about the situation, my guess is that that person is stuck in that loop of, this is what my mom wanted. This is what I'm being told otherwise.

[00:46:02] And, and until you can get him to a level of acceptance, it's unlikely that that Will's going to be validated. It probably was not validated because it was not notarized. I'm working off of the assumption that no, my best here, but. My assumption is that he's probably in that loop and he's pissed off or he's in denial and he doesn't know, he's not ready to take the first step because he's not sure which direction he's even going in.

[00:46:27] He doesn't know where his bearing is heading is right. One heading is the last will and Testament. The other heading is state succession law. So. I want to get him over that mental barrier and whether the will becomes valid or not. I need him to accept the outcome of that. And I need the attorney to do that because I can't do that as a, without a boat, without, you know, without, without being an attorney.

[00:46:52] So where I would have moved him was I'd get vacant insurance immediately. And then I would move. I would say, you know what? Listen, I'm going to call the attorney, um, and speak with their office. Let's see where we are. And when you could expect to hear back from them, um, if possible, I'd like to make that a three way call or an in person meeting.

[00:47:13] So what does your, what would be a good time of day to actually meet. With, with the attorney. And I would find like getting a general idea of his schedule, make contact with the attorney's office office. And because you're saying I'm going to be here holding your hand. So show him right at, show him right now.

[00:47:33] How do you hold his hand today during this phone call? Um, you know, because when somebody is distressed like that, like they're not hearing everything you're saying. You're pouring your soul out, but he's stuck. He's stuck back in the beginning of the conversation. So anyways, that was the character I was showing you.

[00:47:50] And, and the way I would have dealt with that, that scenario, um, things you do there, you heard us, have you heard me talk about the exercise of like column a, all the problems, column B all the solutions. No, I have it. Okay. Also an exercise we've talked about in the last couple of, I think it was on the last role play, call it.

[00:48:11] It really helped you understand what value you can provide. So open up a claim, spreadsheet, column a what problems could they have column B, what solutions could I bring? And it completely exhaust your imagination. Sibling rivalries, um, a strange family members, dead family members of hold over tenants or squatters in the house, you know, homes in disrepair, you name it any, no matter how small any and every little solution.

[00:48:42]Okay. And then in the other column say, here's how I deal with that. Here's who helps me. Or maybe there's even a third column, like what I can do, what my team can do, but that extra will really help you get into, into, uh, uh, an empathetic mindset of what they could be going through. And it will force you to kind of premeditate your solution.

[00:49:03] So you'll be quicker on your toes. And it it's, it's the best exercise I've come up with short of experience. And I went out there and fell on my face and felt like, felt ignorant. Like I was warning you not to in the beginning of this. Um, and I know how that feels. That's why I was so passionately. Making sure you, you.

[00:49:22] Understood. It like, kind of, it's a learning, it helps you beat a lot curve, so you can kind of gain experience through imagination and visualization versus having to go out there and fall on your face. So just think about every little scenario that could possibly come up, how you would deal with it. And then the next time you find yourself in a conversation like this, instead of saying, you know what, we're going to look into that you're going to be like, here's the deal.

[00:49:44] Here's how we, here's how we address these situations. And even if you've never done it, you'll have an idea of what you're going to do, what you can do, what you're capable of. And Ashley, I, I just, I just wanted to say you remarked that you get nervous on the calls. Will you just get that in front of almost a hundred people and you did not sound the slightest bit nervous to me, not at all your, I think your empathy and your sincerity came through.

[00:50:11] So clearly I can't imagine there's ever any reason for you to be nervous and you certainly certainly didn't come across nervous. He came across as very, very confident to me. Yeah, I agree. You took kind of the, a matriarchal role. They're almost like you, you kinda comforted me and became, you said, come on, I'm going to leave you.

[00:50:34] I'm going to hold your hand. You're going to get through this. Like you are the opposite of what you're afraid of. And what I loved also the, I actually, I loved it right away. It was, we in us, it wasn't, here's what Ashley's going to do for him. It was we and us. You sort of, even though you may have left him behind a little bit, in some regards, it, you still took him along and you, you just right away kind of, kind of bonded with them in the conversation.

[00:51:00] So you're, you're doing, you're doing an awful lot, right? Man. Don't ever feel nervous or insecure. I think you're going to be very good at this. Okay, thank you very much. And if you need help on, on that specific deal, like please call us and we'll set up a one on one call with you and get all of the details and help, you know, once you know the facts, we can help you steer that one if you need it.

[00:51:24] Perfect. Sounds great. Thank you guys, right. I know Chad has to go, but actually I just want to give you a couple of very, very quick pointers when someone is, um, you can tell someone's stuck in a loop. Um, if you want to be heard and want to build a little bit more rapport so that they will listen to you as you start to lead them, um, a little deeper in that so that you can truly understand, we don't want them camped out in that pain, but you do want to build rapport.

[00:51:51] And so. Uh, statements, like, tell me a little bit more about that. And how long has this been a problem? Um, what have you tried to do about this, those questions? Just take them deeper into rapport with you and give you a greater understanding of their situation and you'll have a clear path leading out.

[00:52:09]Got you. Okay. Thank you very much. All right. Thank you.

[00:52:15] Jim Sullivan: [00:52:15] All right. Thank you. Alright. Alright guys, at other great call, we had, you know, less participation, but we got, we really dug in there. I want to take all a hundred of you that showed up today. I want to challenge each of you. Take one, thought one idea. One thing that inspired you on this call. Go out and put it into practice and come back tomorrow at one o'clock Eastern and share your results with the group.

[00:52:39] Thank you so much, guys. Make it a great day. Stay productive. Stay healthy. We'll talk to you tomorrow. Take care.


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