Search Results - success

4 Habits of Successful Real Estate Investors

It takes more than a little savvy to become a successful real estate investor. As we have pointed out many times on this blog, it also takes quite a bit of skill, knowledge, the right network that can be exploited at just the right time. It also takes quality leads. However, another key to being a successful real estate investor is to adopt the habits of successful agents and investors who are out there with thriving businesses. To achieve lucrative real estate investment goals, implement the following real estate investor tips.

Clarify your real estate investment goals: It always helps to have clarity of purpose when you are venturing into any business. As you evaluate your goals, ask yourself the following questions: How much money am I willing to invest in real estate? Do I have good credit? What does my business need to grow? Am I looking for a tax break? As you ask yourself these questions, also make sure that you set a realistic time frame for yourself.

Learn how to use the tax rules to your advantage: Every dollar you save on taxes can be used to invest in real estate. Make sure to add someone who is knowledgeable about tax law to your list of contacts. Their knowledge could be useful to both you and your clients.

Know the market: Effective real estate investors and agents go out of their way to acquire an in-depth knowledge of their particular market. They do so by keeping abreast of trends, mortgage rates etc. This helps them to better serve their clients and enables them to predict future trends that could affect their investments. Finally, it can also help you discover new listing leads.

Stay educated: Knowledge is power when it comes to this industry. As a real estate investor you should be knowledgeable about laws, regulations, trends and terminology related to the profession. This will help you better adapt to regulatory changes and it will also help you be of greater value to your clients. We can provide you with some of this knowledge through our archival conference calls. We can also provide you with the best real estate leads for agents on the Internet.

Real estate investing represents an awesome opportunity to explore new avenues. It can help you grow your business and secure your financial future.

Preview for Denis Milonas' success story of 1500% ROI with Probate Real Estate Leads

Denis Milonas’ Probate Real Estate ROI – All The Leads Success Stories

The Opportunity in Probate Real Estate

You ever sit back to look at your business model, and realize you’ve been focusing on the wrong things?

When Denis was looking over his GCI across all of the areas he works in real estate, he realized Probates accounted for 40% of his total GCI.  He was shocked because this was the area he was focusing on the least.

With the bare-minimum effort, Denis has earned about $75,000 in commissions from 10 probate listings.  He has $13,000 pending from a “Come List Me!” call from an old letter he sent out.

Denis is now committed to pursue the opportunities in probate with real focus and consistency.   In the video clip below, he shares his thoughts on the ease of winning probate listings in person, insights on the long-term ROI of probate leads, and the intrinsic value that comes with helping so many families through the probate process. His story is a testament to the opportunity in Probate.  We hope Denis’ “Why” provides value and inspiration


Thanks for sharing, and cheers to your continued success, Denis!
In the original audio from Mastermind Call #250, Chad, Jim, Tim, and Denis discuss strategies for marketing to old leads in a way that is cost-effective.  We clipped that out of this piece to save time, but if you missed Mastermind Call #250 you can jump right to that discussion here.

New To All The Leads? You’ve found the right place for everything Probate Real Estate!

  1. Join the All the Leads Mastermind Group on Facebook
  2. Hop over to the All The Leads YouTube Channel For Over 600 Hours of Free Probate Training Content
  3. Take a 3-day Probate Mastery course and become a Certified Probate Expert.
  4. Check Your County for Probate Leads.
  5. Any questions? Write to us at or give us a call 954-400-3500
Preview for Scott Nance's success story of a probate property he sold for $240k when the seller was about to take a $70k cash offer.

Scott Nance’s BIG WIN – From $70k to $240k in Just 22 Hours! Probate Real Estate Success Stories With All The Leads

In this highlight from Mastermind Call #248, Scott Nance shares his Probate Real Estate Success Story!  Scotts clients are an elderly couple, and they were about to accept a 70k cash offer.  He knew the house had more equity and that the area was up-and-coming because of nearby colleges and new construction.  Scott helped the couple list the property and within 22 hours, it was under contract for $240k!  What a great win for both Scott and his clients!  Hear his story in the video below:

Become A Certified Probate Expert

Here at All The Leads, we encourage everyone to put titles aside and offer value first.  Instead of being JUST a real estate agent, investor, wholesaler, or fix-and-flipper, we teach you how to offer multiple options so you can turn leads into clients, and clients into lifelong referrals.   We teach you how to do this creatively by building a team of vendors in your market, this way you can maximize your brand value and minimize the time and capital. Make sure you subscribe to our channel and join the All The Leads Mastermind group on Facebook!

Join us each and every Thursday for our weekly Probate Mastermind Q&A Calls!  Share your wins, get motivated, and learn from the best probate real estate agents, investors, and wholesalers in the country.



New to All The Leads?

  1. Join the All the Leads Mastermind Group on Facebook
  2. Hop over to the All The Leads YouTube Channel For Over 600 Hours of Free Probate Training Content
  3. Take a 3-day Probate Mastery course and become a Certified Probate Expert.
  4. Check Your County for Probate Leads


Video Thumbnail for All The Leads Probate Real Estate Success Story - 60 Second Case Study from Willie Gallegos

What 30 Minutes Could Do For Your Pipeline This Week | Probate Leads – Real Estate Success Stories

Willie Gallegos realized he left 12 deals on the table because he didn’t work an old set of probate leads.

He decided it was time to get accountable and work these leads instead of letting them fall through the cracks!

So, he took a few minutes to prepare and send off a voice broadcast (ringless voicemail) campaign, and from that campaign he’s already purchased a property himself and taken a listing.

Willie’s story is a 60-second case study of success with probate real estate leads, and how a little motivation can bring an easy ROI. In addition to his ringless voicemail campaign, he sent emails to about a dozen probate leads and is now working on a third deal referred by a probate attorney who saw value in what Willie offers as a probate specialist.

Would you take 30 minutes to follow-up with a set of old probate leads if it put 3 deals in your pipeline?

Willie is a real life reminder that the fortune is in the follow-up – And all it takes is a little motivation to bring BIG SUCCESS.

Let’s put it into practice!!!




Willie shared this story on our 245th Live Mastermind Q&A call, which you can catch in full here.

Want more tips, tricks, success stories, and motivation to keep your cold calling and prospecting efforts going strong?!

Join the All the Leads Mastermind Group on Facebook.


Thumbnail preview for Probate Mastermind Real Estate Podcast Episode #301. Topics include real estate lead generation, referrals, quitclaim deeds, wills and inherited property, and more.

Turning Real Estate Clients Into Private Lenders | Going From Referral Agent To Lead Generation Rockstar | + 9 More Q&A | Probate Mastermind Real Estate Podcast Episode 301

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Probate Mastermind Episode #301 | Recorded Live on October 22nd, 2020.  Join Us Live Every Thursday | Previous Episodes


Episode Summary:

In this episode of the Probate Mastermind Podcast, you'll learn: How get started with lead generation in probate real estate as referrals slow down; how to navigate sale of a probate home that’s in foreclosure; how to segment your probate lead lists for different call and mail marketing campaigns; what the DNC means for Probates vs. Expired Leads; what to do when heirs can’t agree on selling inherited property.


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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Episode Topics, Timestamps, and Resources:


Preview for Real Estate Podcast Segement Pre-Foreclosure and Probate Properties: How To Motivate Personal Representatives To Sell

Pre-Foreclosure and Probate Properties: How To Motivate Personal Representatives To Sell (0:49)

Rosie is working with a personal representative who has bad blood with his parents and family. He has a bit of resentment towards his parents for leaving debts behind, and ultimately just wants nothing to do with the pending foreclosure.  However, he has kids and there’s opportunity here to save the equity that’s in the house, turn it into an investment, and pay for his kids’ future college tuition expenses.  Chad and Rosie mastermind through the conversation that needs to be had with the probate seller, as well as what needs to be done to build confidence through legal opinion.


Preview for Podcast Segment: Common Names and Skip Tracing: Finding the Real Heir to Inherited Property

Common Names and Skip Tracing: Finding the Real Heir to Inherited Property (8:04)

Rosie has a lead that’s really excited to speak with her about selling inherited property - But he’s asking all kinds of questions! Something seems off.  Chad suspects this ‘personal representative’ might have a common name and not be the real personal representative at all! Chad advises on how to confirm you’ve got the right person and discusses the nature of skip tracing probate administrators with very common names.

Preview for Episode Segment on: Real Estate Text and Video Marketing - Lion Desk, BombBomb, and Mojo

Real Estate Text and Video Marketing - Lion Desk, BombBomb, and Mojo (10:05)

Rosie mentioned the inbound call backs and responses she’s getting are coming from Video Messages she is texting out to her leads as a follow-up.  Chad asks her to break this down in more detail.  Rosie outlines how she uses both Mojo and Lion Desk in her comprehensive real estate lead generation and qualification process.  Bruce and Rosie also discuss BombBomb.  Overall, using text and video messaging for follow-ups to outbound calls with positive dispositions is a simple but powerful strategy.


Best Way to Customize the All The Leads Probate CRM For Real Estate Prospecting (12:12/19:40)

Danny has his hands full trying to manage lead generation and follow-ups to likely sellers. Chad walks him through some of the features of the All The Leads CRM that are designed to make prospecting organized and efficient. Chad gives example short codes and dispositions that can be used to rank and segment leads to optimize time spent prospecting. Bruce and Chad also discuss how setting up this system with consistency means a team of prospectors can call work together and stay on the same page.

Chad also walks Kim through a quick demo of the CRM’s short code feature, step-by-step at 19:40.

Preview for Probate Mastermind Episode 301 segment: DNC and Real Estate Calls

DNC and Real Estate Calls (17:04)

Mike is wondering what to do with probate leads that are on the DNC list.  Chad discusses how to weigh your own risks and shares the one story he’s heard in over 7 million cold call dials.  Jim adds how FSBO DNC or other types of real estate DNC calls are different than calling a probate administrator who agreed to be a public representative on public record.


Quitclaim Deeds, Heirship, and Medicaid Liens (21:47)

Kim is working with a client that has power of attorney over his mother’s affairs.  His mother is currently in a nursing home and has willed her property to her son.  They are interested in a quitclaim deed transfer, but Kim is curious if this is a good idea and if there are any repercussions.  Does the son have the authority to make a decision on deed transfer, sale of home? Chad describes it’s normally fine unless Medicaid is in the picture. Chad describes the possible scenarios if Medicaid is involved here. He also describes how the homeowner can pay off Medicaid liens at really low interest rates with a HELOC in this market.


Preview for Probate Mastermind Segment: Lead Segmentation For Custom Mail and Calling Campaigns

Lead Segmentation For Custom Mail and Calling Campaigns (28:41)

Scott is looking to segment his leads and export them to use in his dialers in different calling campaigns.  In particular, he wants to get letters out to widows/surviving spouses first instead of calling them right away.  Chad walks him through how to do this.



How To Get Started In Probate Real Estate (31:32)

Ron is ready to dive into probate real estate - he wants to start fast and efficiently.  Where should he start? Chad discusses the 3-day Probate Mastery Course.  Jim and Ron discuss staying accountable.

See More: The top-rated Probate Real Estate Certification Course according to
Accountability Coaching Included With ATL Probate Leads


Preview for Segment: Turning Real Estate Clients Into Private Lenders

Turning Real Estate Clients Into Private Lenders (37:15)

Thurmon recently asked a client if she was interested in becoming a private lender.  He successfully sold the property she inherited from her mother, and she said she would be interested in becoming a private lender.  However, Thurmon got stuck


Preview for episode segment: What To Do When Heirs Play Tug-Of-War with Inherited Property


What To Do When Heirs Play Tug-Of-War with Inherited Property (43:22)

Dan is trying to either buy or help sell a house a family inherited, but the siblings have no idea what they want to do.  What should you do in a situation like this?


Preview For Episode Segment: Going From Referrals To Lead Generation

Going From Referrals To Lead Generation (47:38)

Yolanda has been licensed since 2006.  She’s primarily worked off of referrals but is looking to get started with lead generation to fill her pipeline.  What should she do to get started?



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Episode Transcript

Probate Mastermind Real Estate Podcast - Episode #301 Transcript

AI 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 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, "All The Leads Mastermind."

Jim Sullivan: [00:00:33] Welcome thriving agents and investors nationwide. Today is Thursday, October 22nd, 2020. And this is Mastermind Podcast number 301. We have four people in the queue, so let's get right to our first caller.

Pre-Foreclosure and Probate Properties: How To Motivate Personal Representatives To SellRosie Hayer: [00:00:49] Hi, everyone can y'all hear me?  This is Rosie here from Austin, Texas.

Jim Sullivan: [00:00:52] Hey Rosie, glad you could join us!

Rosie Hayer: [00:00:55] Awesome! So guys, I am actually calling with two scenarios. Okay. Number one. So I'm working with a lot of investors and, lucky day, they're starting to send me some probate business. This particular investor was working with this pre-foreclosure lead, who has inherited this property just recently.

but apparently the property has been in pre-foreclosure. The foreclosure is not until December. We got all the details. It seems like the investor cannot handle the deal at all because there is no margin there, but clearly the property can be easily sold, as is online and the seller can still walk away with 20, 30K in their pocket.

Now, the problem is the seller, the person who inherited the property had bad blood with his parents and family. And he just literally doesn't want anything to do with it. No involvement. And I'm speaking with the attorney directly. And the, this is like I have attorney's email in front of me where he said that,  Les Cruz is afraid of his shadow when it comes to business and family interactions.

So I feel like, I don't want to ruffle any feathers and be too assertive and, in my ask, so I wanted to ask. What should be one work around in here? this guy clearly can sell the property in a timely manner. She'll walk away with equity, even with all the behind payments and stuff like that.

And just because he has bad blood, I feel if it's made aware of what is possible, it seems like he would cooperate. But when I reached out to our attorney to find solutions that can attorney do a POA or there's somebody who can be their POA and I can just move forward with the process.  I'm getting a pushback from the attorney.

Is there something I'm missing, or is there a different way to handle it, to get them to see things differently?

Chad Corbett: [00:02:30] So the person you're referencing that had a bad relationship, are they the representative? They're the administrator?

Rosie Hayer: [00:02:36] Yes.

Chad Corbett: [00:02:37] Unless they give up that authority, then there's really nothing you can do.

And if he's unwilling to do that. I would say, you're talking to his ego and I think the only way that you can resolve this in the best interest of everybody is to just have a really candid conversation with him. And listen, we have resources with investment advisors and other real estate investors.

I can take that $30,000 and turn it into a legacy for you.

Rosie Hayer: [00:03:02] Yeah.

Chad Corbett: [00:03:02] And is this really, is costing yourself that financial opportunity going to make your relationship with your dead parents, any better?  Let's start over fresh today and let's get this out of your life and let's start with a positive, like we'll get the equity in the home.

We'll get that home gone. You never have to look at it again. And then we'll grow that into something you can be happy about having, if you do this, the rest of your life, you're going to think about it. And you, we both know. You're hurt. You're in pain and your ego is what's driving the bus here. So let me do what's right for the community.

Let me do what's right for you. And let me do what's right for your family. And what I do best is maximize the equity for families, and then continue to help you grow that over the rest of my career. And that would be my approach because he's, if he's in that defensive ego loop, he's never going to subordinate because he feels like he's getting one over on his old man.

And just remember we're all big children. That at some point, our spirit of play was replaced with these formal rules and beliefs. And talk to him, talk to the traumatized seven year old or however old he was when whatever happened, that's who you need to get through to. So I would take the emotional approach.

Over the legal approach, because if the attorney's already showing apprehension and he is obviously, he's made up his mind, you're probably not going to get anywhere using that. So I would try to show him how that money can actually help his emotional state. And over time it can really help because you have the connections, like you can connect them up with the other players on your team and turn them into a lender, even if he never wants to spend that money were like, okay, but does he have kids?

Rosie Hayer: [00:04:37] Yeah, he's got kids and the most I was able to get to all the education, this is a handoff from an investor to me. So there was a leadership in the conversation. The little I got out of him, Chad was that his fear is I asked him, I said, what is your main concern? It seems like some concerning you and I'm not able to address it.

He said, one of the concerns I have Rosie is that I don't want my parents debt to come upon me. If I. Sign anything on their property. So he's in a big misconception of how this is all going to go about.  That's where I left, but I'm definitely willing to take the emotional route approach and really talk to, bigger children, like a doctor, the seven year old in him when he really got mad with his parents or where he lost relationship to see if he can start fresh.

Chad Corbett: [00:05:17] You remember that probate attorney, you were so proud to come tell us about three or four weeks ago. Yeah, this is where you ask him for a favor. And this is where you say, listen, we're I know we're just building our relationship, but I do need to ask, can you help me help somebody else? Can you send me an email explaining from a lawyer standpoint, can you send me an email?

You don't have to use any names and your name will not be passed along. So you're not, you're not bound to this as legal advice, but can you give me a legal opinion on why a family is protected? And when representing an estate and you could also pull the state law. If you go to Texas, if you go to the statuettes, you can actually pull the law and send that to him.

But you might also get, just say, listen, because we don't want to establish an attorney, client relationship. I have taken his name off of this email. But you trust me. So trust me, this is an attorney that we work with. One of the people on our team, the only reason I'm not giving you his name is because there's a conflict of interest.

You have an attorney, but something I can offer you is as proof from my legal team, that this is exactly why you have no liability in this situation. Yeah, his own attorney should be telling him that, but who knows what's going on there, but if you can get your attorney to give you that opinion and then just make a PDF of that section of the code and send it to him.

I mean he's clearly has no liability, and it's clearly as well. It's written in the law, but it's written at like a 14th grade level. That's why I'm suggesting having an attorney. Do you a favor, bring that down in the layman's terms and pass it along and maybe that's that'll create enough of a breakthrough.

Maybe that is his real hangup. I would almost say you, based on the way you told the story, I would almost bet that it's more emotional than legal.

Rosie Hayer: [00:07:00] It's been very emotional.  It just he's afraid of his shadow when it comes down to business and family interactions had bad blood because his mom and dad apparently.

Yeah, so I'm definitely, I think this is really good.

Chad Corbett: [00:07:12] So because he has kids, Rosie, turn his own gun on him. he's trying to do something to spite his father. And what he's going to do is spite his own children. So you need to paint a picture for him. You can turn $30,000 into a college education in 18 years.

Easily, I mean on accident, right? So what happens if you don't touch the money, you don't have to be part of it, but so your kids feel the opposite of how you felt with your parents. Let's put this into a 529 plan with my registered investment advisor. And when they graduate high school, you can let them know.

They never have to go into student loan debt. Let's make this a positive for your family for once. let's make you feel good about this.

Rosie Hayer: [00:07:53] Very nice. Very nice. I love it. I love it. I love it. Okay, perfect. I'm going to definitely do that. And I like that attorney advice as well to get their opinion and, open up another leg of conversation.

Common Names and Skip Tracing: Finding the Real Heir to Inherited PropertyYeah. Okay. Thank you. Thank you so much. I have one more real quick. so the second one I have is a probate lead. I'm getting called back guys! You know how good it feels. So those two dispositions are calling back. They're emailing back. And this guy, first of all, acted very suspicious. Long story short.

We sent some video text messages and he's back and engaged. What I'm surprised by is that he just got into probate in September. It's a beautiful $350,000 home he inherited. But he on the phone, he was like, Rosie, can I call you back? Which property? They're very acting oblivious to the fact that they inherited a property.

And then I asked him, I said, would you please share with me, like, how are you related to, the person's the deceased person's name? Like I asked it in the, as a part of the conversation to make sure that,  it is him, that I'm talking to the right person and he's aware of somebody by that name.  And he's like, let me step out.

And then he calls me back. I only want to know, because I haven't had these kinds of conversations with probates yet. What could be possibly happening that he doesn't want to really acknowledge the person that he inherited the property from, or he is, he's acting the way he is. let me step out and let me call you back.

Who is it again? What property it is again? Do you think -

Chad Corbett: [00:09:16] Does he have a common name, Rosie,

Rosie Hayer: [00:09:18] Huh? Yeah.

Chad Corbett: [00:09:19] Does he have a common name, like John Smith?

Rosie Hayer: [00:09:22] It's no, it's William Taylor.

Chad Corbett: [00:09:24] What could be happening is in the skip trace, we grabbed somebody in that same zip code with the same name and he could be thinking, huh, Ooh, this is I just won the lottery.

And it's obviously like I would test them. Hey, we've got an item in lost and found. If you can come tell us what it is, give us a brief description. We'll return it to you and treat it like that. So call back and say, listen, we really want to make sure we're protecting the families we serve.

So just so I'm clear,  what month did mr. Jones die? And if he can't tell you what month it was, and he's probably trying to find a way to profit from this, and you probably got the wrong John DOE.

Rosie Hayer: [00:09:59] I see. I see. Okay. So that's possible too. Good to know that, Chad, thank you so much for enlightening me on that.

Real Estate Text and Video Marketing - Lion Desk, BombBomb, and Mojo Perfect.  these were the two questions I have. And one more question. Tiana, what are you doing? I haven't forgotten about my challenge yet. Was I supposed to collect the six testimonials of the probate closings or any client closings that are successful ones.


Chad Corbett: [00:10:20] you should take that idea and run with it and every aspect of your business, but it's the six, the challenge issued were six probate testimonials.

So we can build that into your marketing.

Rosie Hayer: [00:10:30] Got it. Perfect. Perfect. Awesome. I thought so, but I just wanted to double check and I'm already starting to ask people for that. And so I just want you to know, I haven't forgotten about it and I will definitely share my progress as I make it. Thank you guys.

Chad Corbett: [00:10:44] Yeah. Thanks for being here Rosie! Oh, Hey Rosie one, one question I'm betting. Some other people. Have you mentioned the video texting, are you just using the message app on your phone or do you have something that you do your video texting through that you would recommend to others?

Rosie Hayer: [00:10:58] Yes, definitely do.

I'm actually using Lion Desk. So the system we have set up is that, my husband and I will work together. So we have multiple dialers: Mojo allows us to make the dial out of the phone number that we like. So Lion Desk is a CRM. You can have your leads in there. You can do video texts, you can do an email video as well from the system.

It allows you to record it right in the CRM and send it right away. So what we do is to keep things consistent. We use the same number from Lion Desk to make our outbound calls in Mojo. And as people come back with positive dispositions, I personally follow up with the video text on the positive dispositions.

Only the people who are like, yeah, follow up with me. And I do a little intro text with them and, just normal follow-up after that.

Chad Corbett: [00:11:40] Okay. Perfect. Thank you.

Bruce Hill: [00:11:41] When you use Lion Desk, is that using like a BombBomb extension or anything like that? Or does Lion Desk literally in their software do video texts?

Rosie Hayer: [00:11:49] The Lion Desk is literally in their CRM has a video text without any BombBomb integration.

Bruce Hill: [00:11:55] Okay. Okay. Got it. Awesome. Perfect. Those of you that do not those of you, that don't have a CRM that does video integration, you can plug BombBomb in for video texting as well.

Rosie Hayer: [00:12:06] Yep. That's true.

Jim Sullivan: [00:12:07] Great stuff, Rosie. Thank you.

As always keep coming back and sharing, we appreciate you.

Rosie Hayer: [00:12:11] Alright.

Best Way to Customize the All The Leads Probate CRM For Real Estate Prospecting Jim Sullivan: [00:12:12] All right Danny You're up next.

Danny: [00:12:14] Hey guys!

Jim Sullivan: [00:12:15] Hey Danny.

Danny: [00:12:15] How's everyone doing

Bruce Hill: [00:12:16] Danny! What's up?

Danny: [00:12:17] All right. so my questions is a bit short. I don't know if it's a too crazy but I'll just run right into this now.

I was wondering like how you guys in your own ways, how do you like rank your callbacks? Or is there a certain way you prioritize getting back to certain people or, just like some, something like that, because I've called quite a few hundred people now. And there's some people that like, I try and get back to you at ASAP and there's people that I just, didn't answer and I try and call them back well, within the next week or two weeks.

I just want to know if there's a, if there's a certain way that you guys, like prioritize how you call back,

Chad Corbett: [00:12:54] I want to be clear, Danny. So callbacks you're referencing followup calls, not returning, like calling someone back from a return call.

Danny: [00:13:01] Yes. Yes. Like me. Yeah. Just calling them back.

Chad Corbett: [00:13:04] So are you using on the option status tab? Are you using the rating like the lead rating?

Danny: [00:13:10] No, I haven't used that.

Chad Corbett: [00:13:11] Okay. So that would be the first step is when you make a phone call, book it at the bottom of the lead record, you'll see four tabs. The third one is option status, and that's where you opt them out, but you can also apply rating to them.

So you could rate them as follow-up. And, one of the ways that I've done I've helped people customize their prioritization is make sure that anyone who you intend to follow up with has a lead rating of follow-up. And then make sure that on the other tab you put in the date that you want to follow up with them. And an additional step in case something falls through the cracks.

Let's go back to the first tab. And use the short code field and that's there for your customization. So you could use a, like a one, two, three, four, five system. So your short code would be one. And then you go to the next lead that maybe that's a short code for, because it's a hotter one. And then maybe this next person's flying in three days and you rate them follow up a shortcode five.

And then that way you can add the short code to your column headers in the list view. And you can actually sort by ascending or descending. So in that scenario, you would, follow ups, you could filter it down to just follow ups and then call five, four, three, two, one. there's many different ways to customize that using shortcodes.

You could say, just for example, you could say the shortcode could be land or condo. Or, commercial real estate or residential, you can, you can put in their motivation level, you can say, desperate, disengaged, estranged from family, whatever it might be, but that the followup rating is there for everyone.

The short code field is how you can further customize that for your exact needs.

Danny: [00:14:46] Okay. Okay. Got it.

Bruce Hill: [00:14:47] I'll throw in. that's assuming that you have gotten the person and had a good conversation. If you've not been able to touch base with them or have a conversation yet, In my personal business, but we're going after for a minimum of three calls per month to everyone that we have not, touch base with.

And that's a minimum. if you can do more, because I know that you're hitting the phones,  almost like an ISA would,  do more, every two weeks is the, it's the aim for people that you haven't reached yet. Haven't connected with yet.

Chad Corbett: [00:15:18] And that's a good point thanks for catching that, Bruce. So Danny, the way that we manage that for the ones you don't speak to, you would rate them as, follow up. and the short code you could put, call number one, call number two, call number three, call number four. So once you've laid out your sequence, so that way, when you look at all the followups, some of them will have, a rating of just the number one.

The others will have call one and you'll know that you haven't hit them with call two. So they'd help. It's just a way to use the short codes to keep track of where you are in the sequence. And that's how I set it up. We've got a subscriber in Richmond, Virginia. that's, he's a very aggressive prospector, a very successful investor in broker.

And that's how we've set his up. So when he has VA's making calls and he has his wife making calls and he's making calls, it creates a consistency across all the lists where everybody knows what call one means and if they see call three, they know that call four hasn't been made because when someone makes call four, they changed the short code to call for.

Does that make sense?

Bruce Hill: [00:16:18] Yeah. Yeah, it does.

Chad Corbett: [00:16:19] So whatever your sequence is, if you say, all right, I'm going to call, at least 12 times, I'm going to call this list and you would create short codes, call 1 through 12, and then every time you looked at it, regardless of where you left off, or when you come back to it, you'll be able to see the last activity was called three for that lead. And you can also sort by that. So that's why I'm recommending shortcode because it makes it just a sortable list that will help make you more efficient.

Danny: [00:16:46] Yeah. that sounds like that's going to drastically help move the organization there.

Okay. Great. that pretty much answers my question. Thank you guys so much. I'll be sure to put that into effect like they said,

Jim Sullivan: [00:16:56] All right, come back. Let us know how it's working out, please. Next up is phone number ending in nine three seven nine.

You're up next.

DNC and Real Estate CallsMike: [00:17:04] Hi, this is Mike  and a brand new to your system.  The question I've got is looking over some of the leads when they're on the do not call list and there's no email. What is your guys' suggestions about the best way reaching these people?

Chad Corbett: [00:17:18] Most people are assessing their NLP. So you have to assess your own risk, but most of most people who are seasoned prospectors are making the calls.  If you're a solo practitioner, you don't have a call center, you have some liability, but most people are comfortable with that. We do it, we do indicate it.

but we've never had a problem with it. Our subscribers haven't.

Mike: [00:17:38] Okay. I just wanted to kinda. Run that by. Cause that's the way I was feeling, but. It's better to ask and then play dumb later.

Chad Corbett: [00:17:46] In nearly $7 million dials, one occurrence of anyone being approached about that.

And it was in the Southern district of New York, which is, a relentless litigation territory. but they didn't even file a written complaint. It was just simply a phone call, from that office saying, Hey, we got a report in this office that you've called someone on DNC, just don't be doing that.

And they didn't, there was nothing even formal about it. So that's the only indicator. That's the only. Literally the only one I'm aware of in seven years of doing this. So most people look at it as an individual color. Most people look at it and say, ah, it's, an apology goes a long ways. if you get somebody like that, I did hear last week, actually.

somebody also in New York, they, I was coaching some, I can't remember who it was, but they, got a call from a lady like they called and then this person called them back and tried to interrogate them and ask, w what's your name? What's your brokerage name? trying to gather information.

And he's smart. And he just said, thanks for your call back. You obviously don't need my help. And he wrapped up the call. So just if you ever do find yourself in that situation, just thank them for their time and quickly move on.

Jim Sullivan: [00:18:51] Okay. Perfect. I was just going to add to that. Chad, you answered it.

Great. Very diplomatically. We are. we would never, attempt to give you legal advice. Remember though, that the person you're speaking to has agreed to be the executor of the estate, and they've agreed to put their information into the public record. So it's pretty difficult to take a hard and fast line after they agreed to do that.

I just, I didn't want anybody to call me.  And we've had attorneys tell us that, but like Chad said, you gotta weigh the risk reward ratio. I think it's one is, it's probably one of the safer categories where you can,  go ahead and stick your neck out a little bit and make calls.

Mike: [00:19:25] Okay. Perfect. All right. Appreciate it. Thank you. Thank you. We have two more in the queue guys. We have room for more, just hit star six and hit one. And the meantime next up is phone number ending in eight six two eight. You're up next.

Finding the Short Codes Feature in the ATL CRMKim: [00:19:40] Hello, this is Kim I'm in the Atlanta area. I am new as well.

getting started. I have a question, but I wanted to. Go back to, the previous caller when they were talking about shortcodes. So in setting up my calling put check, could you elaborate a little bit more on, cause I signed into my, while you were talking, I signed into my portal, but I don't see where about short codes.

Chad Corbett: [00:20:10] Okay. So you get on the list view where you can see all of the leads. Is that where you are right now? I can choose a list, choose your September list. Okay. Now you have a list for you and the top, right? You'll see. Customized columns, click on that. Now click on short code. Okay. I'm sorry. In the top. In the top, right?

Kim: [00:20:28] It's over. Hold on. Is it the. Oh, okay. Okay. Okay. So I see customize columns and I do see short code.

Chad Corbett: [00:20:34] Okay. Click shortcodes and then it will show up in the header on the right. You now see that in the list view, right? So now you click into any lead, just pick one and click on the personal rep's name.

Kim: [00:20:45] Okay.

Chad Corbett: [00:20:46] At the very bottom of that lead record, you'll have four tabs tab. Number three is option status. And that's where you can apply a rating. Like I was suggesting you, Follow up tab. Number one is where you put the input where you input the shortcode. So that lead that you have open, just type test where it says short code type in the word test.

Kim: [00:21:04] Okay. Okay.

Chad Corbett: [00:21:06] Now click save and go back out to the list view. So just go to the top and click the five little lines, and that'll take you back to your list view where we started.  I'm here and now click where it says on the far right column header, where it says code, click on that and it'll sort ascending or descending test will show up.

Kim: [00:21:24] I see it. Okay.

Chad Corbett: [00:21:25] Where are you put test, you can put anything like you. I've, I have people that drop off gifts, they are, they send premium mail pieces, so you could drop in there, shock box or premium package. And so that way you can use that. If there's something very specific to your methodology, that's why that's there.

You can customize CRMs without having to beg a development team to make changes that will affect everybody.

Quitclaim Deeds, Heirship, and Medicaid LiensKim: [00:21:47] Gotcha. Okay. Okay. Perfect. Thank you. So my question,  it comes from, this is actually a previous client and his grandmother is she's in a nursing home now. She had signed everything over to him.

So as far as the home, as far as her will, she's still living as far as her will. She is giving him the home in the will. He has power of attorney right now for anything, any business that needs to be handled on her behalf. So on a call with him yesterday, he was saying that she wanted to do a quit claim deed to deed the house from her to him.

So that he wouldn't have to go through probate or something and it didn't make sense to me, but what did resonate with me is that it could have, or have a look of, impropriety because. Here he is the power of attorney signing on behalf of his grandmother. And then he is basically signing the house over to him.

So I'm just looking for some wisdom on how he should handle this, especially the fact that she is still living. And he is named in the will, receiving the property if she were to pass.

Chad Corbett: [00:23:07] Yep. So she should have done that five years ago, not now, but now is better than never. There's nothing wrong with that.

It's a smart move. Very like very many wealthy people are doing that this week. They're giving their assets to their kids in case they don't get the election result they want. So a lot of folks are re are hitting their advisors right now, moving assets out of the way, own names.

So it's a smart move that many people do. Most people will think like you're like, I don't know if this is right, cause it's not common, but it is common among people who are financially savvy. So it's just smart. The biggest question I have is who is paying for her health care and are there Medicaid liens against the asset?

Kim: [00:23:46] Okay.

Chad Corbett: [00:23:47] That's the only place where this is going to get complicated. If she doesn't have medical debt or Medicaid liens attached to the house, this is simple. It'll take a day or two and she's good. Now, if she later needs Medicaid payments, then Medicaid is going to come back and say, listen, you sold this house within the last five years.

Somebody needs to step up and give us 60% of that. Otherwise we're going to slap liens on it. You can alleviate that and this situation let's, I'm just going to hypothetically say there's no Medicaid lanes on it. Currently you can do the quit claim, the heir owns the home.

And later she runs out of cash and needs Medicaid to pick up her nursing. Medicaid, it comes back to the power of attorney who is now the owner of the house and says, Hey, listen, you've got to, you've got to give us this money. Otherwise we're going to attach a lien to that. He has a couple of choices he can and let them attach the lien.

If he never plans on selling it. Just if they can, it attaches and no big deal, or he could go pull a home equity line of credit on, up to an 80 LTV and pay them out. He only needed to pull it probably to a 60 LTV. So if he can refinance the house in this low rate environment, He can pay Medicaid the 60,000, the 60%.

And then he buys a life insurance policy against his mother to give him that money back to pay the loan off when she passes. So he's not profiting off of his mother's death, but he's allowing her to get her Medicaid payments paid and to get the house to him, not going to the government as she wished.

So he, you, if that's. It's a complicated scenario. It may be way simpler than that. If there is no medicaid, if she has cash or she had long-term care insurance, that's covering the bills. None of that will really matter. It'll be a really clean transfer and it's totally above board.

Kim: [00:25:30] So here's the, I guess the tricky in it, one, she goes in and out of dementia.

And he was saying that he would sign as a power of attorney. He would be signing the quitclaim deed. So you're saying that if we can catch her in one of these phases where she's operating in her pool,

Chad Corbett: [00:25:50] I don't believe it even matters if he has a full power of attorney. And if she was of sound mind, and that will is notarized.

And especially if it's recorded, but if it's a valid will, that demonstrates her intent. So she has demonstrated intent by saying, I want him to have this in the will. She's also demonstrated intent by saying, I am currently of sound mind. And I feel comfortable with this per person being my power of attorney.

So I think any attorney is going to look at that and go, she obviously wants him to have the house, like they're only carrying out her wishes.

Kim: [00:26:25] Okay. and then the second slight twist, and it may not be an issue. Is that the house that the, that the house doesn't have. He's gonna tear the house down and rebuild.

So would that even matter? as far as you talking to match force the lien, cause it wouldn't be a piece of property. They can put a lien on if he tears it down.

Chad Corbett: [00:26:44] The lien will technically attach to the parcel ID. So if let's say it's a hundred thousand dollar house and they put a, $60,000 lien, he tears the house down and the land's worth 40 he's under water, but it doesn't sound like it matters if he's going to rebuild.

Kim: [00:26:59] He has money. I know, I don't think, I don't think there's an issue there. Okay. So what I can do in this as a recap in this situation, because he doesn't have a probate attorney, so I can air quote, peel two birds with one stone. Let him know that it's okay to go ahead and do the, quick claim, deed it over, and then maybe refer him to a probate attorney, reach out to a probate attorney and say,

Chad Corbett: [00:27:20] Hey, are there any other heirs?

Kim: [00:27:22] No. He don't, there was one other, his sister, but she passed away. So it's just him now. Okay. You're probably okay. Doing that. if there were even one more heir, I would say the first thing you do in this case was get, a probate attorney attached to the case, but nobody's going to dispute whatever is done because the will clearly states that she trusted them enough to give a PLA and they may not need a probate attorney.

Okay. And would you suggest that we, that she, records the will or that he records the will?

Chad Corbett: [00:27:53] Yeah.  obviously whoever wrote the will, should have it on file. I would go ahead and as long as he doesn't care, if the world knows I would go ahead and record it, that's the easiest way to validate one is to have it notarized and recorded.

But you can also, if he's okay with, if he, you probably, he probably should have an attorney because if you make some mistake, it's going to cost a lot more than the legal fees to do it. Correctly the first time, but that attorney could basically hold that as a trustee. And then you know, that there's a valid copy of the will there.

It's probably not going to be an issue because he's the only heir and he's the POA, but,

Kim: [00:28:25] And then what, I can take this also as an opportunity to build a relationship, introduce him to a probate attorney and build a relationship with them as well,

Chad Corbett: [00:28:35] In case he needs help. Yeah.

Kim: [00:28:36] Yes. Okay. All right.

That is it. I appreciate it.

Lead Segmentation For Custom Mail and Calling CampaignsJim Sullivan: [00:28:41] All right, everybody. the next step is phone number ending in six six, two eight.

You're up next.

Scott: [00:28:47] Hey guys, how are you today?

Jim Sullivan: [00:28:48] Great, Scott. How about you?

Scott: [00:28:50] Hey, all good, all good   , Hey, I'm looking to, segment my last batch of leads,  one with the spouse and the other non spouse,  and looking to download two things, looking to download it for mailing on it for the non-spouse and then looking to download the.

Other to my dialer that I use any suggestions. you can use a short code and put in your spouse, non spouse, and then that'll give you a sortable column and delete the lines that you don't want for either export the other alternative. How do you tag the ones that are a non spouse to download?

Chad Corbett: [00:29:25] Anyway, you want to, you can just put non hyphen spouse as your short code that you were listening when I explained how to use those to do that right?

Scott: [00:29:33] I was so like,

Jim Sullivan: [00:29:35] Are we doing your mail? Are you doing it yourself?

Scott: [00:29:37] You're doing the mail.

Jim Sullivan: [00:29:38] Okay. Cause we can certainly help you with that. I'm sure. one of our customer support, people could have a chat. If you want to briefly explain it.

Chad Corbett: [00:29:44] Yeah. the same way I was talking about earlier is using phone call one or two. Okay. you would just, if there's a matching address and matching last name, that's likely a spouse. So you had the short code on that. One will be spouse. If there's an out of town person, that's the PR with a non-matching name, then it's probably non-spouse.

So you would Mark that one non-spouse then when you export that will be in your CSV file and you can sort, and just delete the ones that are non-spouse. For that order. Are you going to ma are you looking to your, you're going to mail everybody? You just want to do it with two different letters.

Is that what, you're your objective?

Scott: [00:30:21] Yes. Yeah, I don't wanna, I w my primary thing is I don't want to call the spouses immediately, so now I just want to separate them out on my, from a dialer calls.

Chad Corbett: [00:30:31] So that's the most efficient way I see to do it is just using the shortcode as a sortable column.

Understand, when you do this, you're going to have to upload a custom list in the mail order form. So you'll, you'll export it, then you'll delete the spouses. And then you'll re upload that into the mail order form as a custom list. So that way we know where we're only mailing the ones you want us to.

And this is alternatively, if you want to do it, if you want to automate this, you would use the option status tab on the spouses and you would opt them out of mail. And, but you need to remember at the point you do want to mail them. You would have to go back in there and opt each of them back in.

So they come back up on the mailing list. Yeah, I think that's what I was like. That seems like way more wording to me than what I'm suggesting.

Scott: [00:31:16] I like less, more

Jim Sullivan: [00:31:17] Great does that help? And again, please contact customer support our mailbox people be glad to help you if you need help.

Scott: [00:31:23] All right. Appreciate you guys.

Jim Sullivan: [00:31:24] All right, now we got five in the queue. What did I tell you? That's a good thing. Next up is  in six, three, eight, eight. You're up next.

How To Get Started In Probate Real EstateRon: [00:31:32] Hi. Can you hear me?

Jim Sullivan: [00:31:33] Yes, sir.

Ron: [00:31:34] Okay. this is Ron Crane. I'm in Arizona. And I'm new. I started with you guys, like about a week ago, I had a phone call with, I think it was Bruce Hill. And, then I had to finish up a couple of other projects that I've been working on. I feel like I've forgotten everything that I learned from that valuable phone call with Bruce Hill.

And I'm, I feel like I'm beginning from scratch. And I just want to ask a couple of questions about, training with you guys. I watched the initial fast track training. but I wanna, I want to hit the ground running as much as I can with letters and phone calls and all that. But I'm wondering if I feel like I need some additional training.

What would you recommend?

Chad Corbett: [00:32:18] So you sound like you have the appetite or. You, I think you would greatly benefit from mastery. So in mastery we build on why probates and opportunity, look at the demographics and the statistics behind it. Then we move into strategy, like exactly what are you going to do?

And in what order, like how. How wide is your offer going to be how you know, attract a little bit. And then we move into how you make the calls, get engagement, handle objections, and deal with the appointment. So literally everything end to end is an it's. It's all, it's a very it's linear. So it builds upon itself.

But all in all like the October class, I think is the best one I've ever done, because we had an audience that they had really good questions. We talked about advanced tactics, a lot in the Q and a. if you sign up for mastery, you can get that recording of the October file today.  and then you'll be in the live class in November and you can come back as many times as you would.

We have one of our subscribers, just finished her 40th class consecutively. So you can come back and get as much knowledge as you need, as often as you need it. But that's the, the space where we take everything slows down and we take a lot of time and do a very deep dive into all the possibilities of this.

that's your best bet I think, to get what you're looking for

Ron: [00:33:31] And how many hours total hours of video is the video training for mastery?

Chad Corbett: [00:33:36] The October class was about 16 hours.

Ron: [00:33:39] Okay. And. Is it set up so that I, if I watched an hour or two, whatever, I could then go and do something, take some positive step forward and then come back and watch additional hours.

Chad Corbett: [00:33:51] Sure. I don't have it in LMS because I do it as a live class. So it's not like a digital course, but you do have the recordings. They're on go-to webinars, so you can pause it and leave the tab open and come back anytime or just, write down what the timer was when you stopped.

But yeah, you can watch it as many times as you'd you can skip and, they're always there for your reference. and each month, you can get a new set of recordings. If you registered for the class as alumni, then you'll get the recordings for all the subsequent classes.

So there's three sessions and the sessions run two to three hours. But, that kind of go just freestyle until everybody's questions. Guys are exhausted. So you're going to have a couple hours of actual course material. And then a couple of hours, each episode, or each session you'll have two or three hours of open Q and a.

Jim Sullivan: [00:34:38] Okay. And then what I was going to add, we try to give you everything you could possibly need included with the leads and that includes Bruce's, great monthly coaching. a lot of people aren't aware though, Bruce's a. Highly successful realtor and a very experienced coach. If you want additional accountability coaching and you'll want more than what we offer with the leads he is available for that, just reach out to him.

He'll tailor something that fits both your needs and your budget. Okay. All right. It sounds to me like, it's, it sounds to me like you're looking for some kind of accountability coaching in addition to everything else that's available. Is that accurate?

and want to be held accountable for doing what you're supposed to do.

Ron: [00:35:15] I want to have time to do what I learned to do before I learn more stuff and forget the stuff that I was supposed to do before. I wanted, I went to some chance to do something cause I really feel like it gets cemented in. In my business if I'm doing that thing, Then I can go and learn some more and then go back and apply that.

But if I just sit down and try to do 16 hours, I'll have a good big picture, but I'll not know how to do what it is I want to accomplish. I'm afraid.

Jim Sullivan: [00:35:45] Gotcha. Bruce, do you want to chime in? You want to have a private conversation with them afterwards?

Bruce Hill: [00:35:50] Yeah, Ron, I sent you a, I sent you an email a couple of minutes ago.

We can have another chat next week. grab, grab my calendar, link my Calendly link and jumped back on my schedule. We'll get you on the right, on the right path, whether it's advanced and paid or whether it stays free, either one of those are fine, but I sent you an email a couple of minutes ago.

Ron: [00:36:08] Okay, great. Thank you, Bruce. Appreciate it.

Jim Sullivan: [00:36:10] All right, sir. We appreciate you. Anything else? You good.

Ron: [00:36:13] I'm good for now. Thank you.

Jim Sullivan: [00:36:15] All right. Great. Three more in the queue guys. That should take us nicely up to the top of the hour. So good job in signing in early. next up is phone number ending in eight five, six, four.

You're up next.

Thurmon: [00:36:26] Yes. It's afternoon. Thurmon Cohen here from New Jersey. How you guys doing today?

Jim Sullivan: [00:36:31] Doing good. We are glad to have New Jersey back. Welcome back.

Thurmon: [00:36:34] Yeah. I just got my mailbox motivater. So I guess you guys were able to get into the County records

Jim Sullivan: [00:36:39] Finally. Yes. In not all of New Jersey, but much of it is slowly coming back.

Thurmon: [00:36:44] Two questions. One is, have you ever thought about getting your course, certified by the national association of realtors?

Chad Corbett: [00:36:51] I have spoken to them about it and I don't like the, they expect a split on it that I believe is unreasonable. So I feel like I can, without having to pump the price way up to please them, I can reach more people with it.


Thurmon: [00:37:06] Okay. But I just had an update my profile on my MLS and I'm wanting to add it to there, but it wasn't one of the things that I would be able to do. Just curious about that.

Turning Real Estate Clients Into Private LendersSecond question I have is I have a client that I sold her mother's property and recently asked her if she was interested in becoming a private lender.

And she said, yes. And then I got stuck. So do you have any okay  formats performance for three letters. What a money mortgage would look like, that kind of stuff that you could have?

Chad Corbett: [00:37:35] I usually do it at the closing table while the attorney who writes my notes and deeds the trustor is sitting there to enter any of the questions.

you may just set up a meeting. Do you have the attorney that you would use if she came to you today and said, Hey, let's do this. Here's a hundred grand. do you know what your attorney, you would direct it to?

Thurmon: [00:37:52] Cause the ones that I took a useful our real estate business does not don't really do that kind of work.

Chad Corbett: [00:37:56] Yeah. So what's the best way to find that attorney in my, and my experience is figure out who, the investors that are buying foreclosures or short sales or tax deeds, figure out who they're using to manage their closings. What attorney's office is doing. that means they have dealt with. With tricky title issues, I've done creative, creative, real estate law.

Those are usually well-versed and subject to and wholesale and  private notes and things like that. So I would say step one is make sure you have the right team member, meaning a good real estate attorney who is used to doing creative things. And doesn't think just because he didn't do it last week, it's illegal.

And trust me, even attorneys think that they can't write mortgages. Some of them. But once you have an attorney you're comfortable with, I would recommend just set up a call with all three of you and just talk it through. I wouldn't really, I don't really publish anything. I just have conversations with people and I'll let them know that, they'll, we'll certainly give them an opportunity of every question I answered, but every loan looks a little different based on their needs.

Like what happens if the loan goes out a term, or if somebody misses a payment, maybe you want a penalty. Maybe you want the interest rate to increase as the penalty? so it's, I presented as, each one is customized, so we know that your needs are met and you're comfortable with the investment you're making, let's jump on a call with the attorney and we'll figure out what the, and then I can send you a summary of what we discussed and what our strategy will be.

but I don't have any marketing pieces. I really. I don't want to issue marketing pieces saying here's an investment I'm offering because if the, if it doesn't go as planned and they go to the sec or to somebody, the state board or something, I just don't want something like that to say, you're out here marketing this, like a security, where if it's a conversation and they understand that it's a commercial loan, then it's unregulated.

Then. I just keep it at that. And I've never had any trouble, in doing it that way. And people usually feel really special because you're like, Oh, actually let's get the guy down the line. It actually is going to represent your side of the deal and write the note and deed of trust. And we'll ask him everything you want to know.

And that's really well-received and all it takes, but I would go ahead and get you get the right attorney on deck and ask them if they've written private notes before, if they're working with investors, chances are they've dealt with, they've done a lot of them. it's not that complicated. it's way simpler than a conventional loan because it's not regulated.

As, as conventional lending is. So it's pretty simple instruments. gosh, in Florida, Jim, what is it like two pages we signed or something here in Virginia. It's more than that, but like in some States that's ridiculously simple.

Jim Sullivan: [00:40:31] We have a one-page mortgage, Chad and I know looking at yours, like Virginia figures out everything that could possibly go wrong ahead of time and include it in the board.

Chad Corbett: [00:40:38] Huge contrast between the two States, for sure.

Thurmon: [00:40:41] Yep. Thank you.

Jim Sullivan: [00:40:42] All right. Thank you two more in the queue. second to last up is phone number ending in seven two two five. You're up next.

Where To Sign Up For Probate MasteryJerry: [00:40:50] Thank you. Hey, this is Jerry at Remax in Denver. And we'd been in the program for about three months. Now, our mailings have been going out on time.

I haven't made one phone call yet. I really need to get motivated to make these phone calls. And, I feel like I need to take the mastery training and re restart. start with a phone call and because we have a normal real estate business with this. But I really enjoyed this program cause it seems like it can produce some steady flow of listings.

So there was all about three callers back. You suggested doing the mastery, What do I need to do next? I need your help.

Chad Corbett: [00:41:26] So if you just go to all the look under the complete system and it's the first or second one down, it says a probate certification.

Jim Sullivan: [00:41:36] Okay. Jerry question for you.

Do you, have you called other lead sources? Have you called FSBOs and expired?

Jerry: [00:41:41] Yes, but not for a long time. Our business has been by referral. For the last, mostly by referral for the last 10 years. But that seems to be tapering off. So no, I did not do much. I just cold, not much cold calling for sure.

Jim Sullivan: [00:41:55] Okay. I'm just going to assure you, these are vastly easier than almost any other source out there. The conversations are easier. You got less competition, so don't, be apprehensive that it's going to be difficult. It really isn't. Once you start making the calls.

Jerry: [00:42:08] Okay.

Bruce Hill: [00:42:09] And, Jerry, this is Bruce in addition to the mastery class that Chad can fill you in on, you should also be jumping on my schedule, so logging into your portal and, clicking on the training dropdown and then schedule a free coaching call. in that they're called accountability calls, which it sounds like you're wanting a little bit more of you guys hear me.

Okay. Or w okay. Jerry, you're still there.  so it sounds like you want a little bit more of that. I will go, whether it's a strategy call with you or an accountability call, whichever type of format you need. Get on that schedule. It's free every single month you get a free coaching call.

jump on there. I'll help you get started on those calls.

Jerry: [00:42:44] Awesome. I've got to pull it up here right now. Thank you very much. I really appreciate it.

We start adding, when did Bruce suck and you need us to, help you get caught up on all the phone calls. We have an ISA service that can reach out and do some of that initial bowel work for you and get you caught up.

And then if you want to take it over yourself, you can, but we can certainly help you with that. And that's also available to you. Just let us know you need that help, and we'll be happy to talk to you about it. So where do, how do I let you know, I would need that help. just drop a request to support at, all the and say, have somebody call me about the ISA program.

Okay. Okay, great. Thank you so much. I really appreciate the help today.

What To Do When Heirs Play Tug-Of-War with Inherited PropertyJim Sullivan: [00:43:22] All right, thank you, sir. Next up is phone number ending in two eight six zero. You're up next.

Dan: [00:43:28] Hi guys. so this is Dan in Boston. Quick question. I've got a, a neighbor, actually the mother died.

She's 103. The two sisters are 70. They cannot agree on anything. I know they both need to punch out of the property. so I was going to step in and try to. See, what I could do in terms of helping them get on the same page, make a decision on whether they want to sell it to me for cash, or they want to  list it with me.

Chad Corbett: [00:43:53] Are they co-executixes or is one in charge?

Dan: [00:43:56] I'm not sure. sure about that yet. Chad, so Chad.

Chad Corbett: [00:43:59] I would, yeah, this is Chad. I would try to get them all,  get the three of you on the phone. Or if you, if they're comfortable meeting you in person, ideally in person and figure out why they can't agree, because that's what matters the most.

So you'll hear me say it often focus on people in situation and the rest of it becomes apparent. Like it's easy to really impress them once you understand why they're behaving the way they're behaving. I would first want to hear from each of them, I like to get people in the same room, and give each of them a voice independently and then watch how they watch the interaction between them.

And,  if it's it, who knows it could be anything that's we're humans. So find out what's bothering them and why they can't agree. And you might find that one is just, that they're in too much pain thinking about selling his mom's house and they're just not ready. And that's one that you'd probably back off of.

or you might find out they're just pissed off at each other because she broke her cake carrier. 30 years ago and she still hasn't gotten over it. And that's that one's an easy to overcome, right? Yeah. but I first would want to understand why there's inconsistent. Like why are they, why can they not be, why are they not aligned and what can I do to help them get there?

So the best way I know to do that as, and, maybe it's just a phone call, if they're that age, they may not use zoom and they may not be comfortable meeting in person. So I would suggest, see if you can do a FaceTime call or if they have cell phones or see if you can just do a conference call and talk it through with them.

Dan: [00:45:25] I know one of them pretty well. and I do not know the other sister, the only thing I know according to the first sister is that, she's just kinda. Agonizing over every little thing that the mother owned and just dragging your feet. I'm sure I could talk with the first sister because I've known her for about 15 years.

She lives next door. and I've always helped them out. I'm sure she would start to share a little information with me, but I guess I have to see what's going on to, figure out a tactic.

Chad Corbett: [00:45:50] It gets tough when you have that situation. And my grandmother's house has been empty since 1988 or 1998.

my dad just can't like, and it's part of the family farm, so we wouldn't sell it anyways, but he can't even really bring himself to rent it. And it's because he just, he just hasn't completely dealt with it. And so some people were just like that. Some people never let go. It just takes them literally a lifetime.

And if they're doing that, you can remind them how much money it's actually costing the family and how that's going to cost the next generation. and they'll sometimes get out of their own way, but if she's just really raw and can't process the loss, you sometimes just have to give them their space.

Dan: [00:46:31] Is there any way, if the woman I know is a little close is, then I'm a little closer to, is she the, if she's the executor of the estate, is there any way for her to just force the other one's hand?

Chad Corbett: [00:46:42] It depends on what the will says, but. Very it's very likely yes. Unless the will restricts our power or gives the other sister equal power as a co-executrix, then yes, it is her job and her duty and she has a few, she has a fiduciary responsibility to the estate to get it done.

it would depend on what the will says.  first is there a will?

Dan: [00:47:04] I'm not sure. I remember. Yeah.

Chad Corbett: [00:47:06] So find out if there's a will, if there's not. And she has all the power in that the state gives her if she's the sole executor tricks and there is no will then subject to state succession law.

And if she wants to sell the house, she certainly has the authority to do She just knows her sister has. Nope.

Dan: [00:47:22] Okay, great. I'll begin.

Jim Sullivan: [00:47:24] All right. we have two more people. We have two people that jumped in the queue last minute. So we're going to go a little bit over time here. Let's see if possible.

Let's try to make the last two brief, next up is phone number ending in five five, two, two. You're up next.

Going From Referrals To Lead GenerationYolanda: [00:47:38] Okay. My name is Yolanda and I am in Georgia. I've been a licensed agent and since Oh six, I haven't been very active. I used to work on site and by referral. So I think I got spoiled. I never had to go after it in Italy, but, so I took the introductory, what I thought would be introductory.

and I told her, like Chad said, it's been advanced. So a lot of it was over my head. I am motivated, but I just feel that I'm not quite ready for leads. I guess I need signs a lot boxes cards, website, the website, the brochures, I just might need, the coaching calls. But, and I even thought about looking for an introductory class that I could put it.

What I learned in October with Chad with. I'm guessing. I'm just trying to see

Chad Corbett: [00:48:23] Getting you on Bruce's calendar for just a monthly coaching call, just so you guys can talk. Bruce's he's built his own real estate company and in different markets. So I think he can help you understand what you should be doing.

What's your priority should be right now. and lay out like your launch strategy. Cause it sounded like you're starting from the very beginning. and Bruce has trained several agents. So I think he'd be really good. Just take some time and take good notes and he'll give you some homework when you get that done then I would suggest you go ahead and get your first set of leads. It's easier to steer a moving truck, right? When we have real people to talk to and real opportunities, everything else falls together, way more easily. You get to a point where you have the basics in place to have a foundation for your business and then get your leads and just start one step at a time.

From there you'll have probate fast track. As soon as you get your subscriber portal access. You're going to have probate fast track, which is the basic training. And then also don't forget, all of these calls are archived. All of our role-play calls are archived on the blog section of all the

We have a series called ask the expert. We have a series called,  tips from the trainer. So there's a lot of ancillary training too, that kind of lives outside of what we teach in fast track and mastery. But so you've got a ton of resources here. It sounds like more than anything right now you need to focus on the best place to start is just a quick initial coaching call with Bruce.

Jim Sullivan: [00:49:47] Yeah. And Yolanda. I was going to,  if I may also, I was a real estate coach for years. One of the biggest mistakes I think I see people make is they want to know everything before they do anything. it's honestly, it's, you're really just dealing with a motivated absentee owner. It's not. As complicated as we can make it sound on these calls because we get into everything that could ever happen.

And if you get the leads and you start prospecting, you don't know an answer to a question. People are okay with saying, Hey, you know what, let me check. I'm part of a group of 10,000 people. And to give you an answer and call right back. So don't, I guess I just don't let a paralysis by analysis, stop you from getting started.

it's great to have the knowledge, but you don't need to know everything before you do anything. And Bruce, I think he wants to say something too, right?

Bruce Hill: [00:50:29] I was just going to tell her that if she's not already a subscriber, if she's not getting leads, then she won't see my calendar link. So she should email me, want to email me at bruce at and just ask for my Calendly link and I'll send it to you.

Yolanda: [00:50:45] Okay. Thank you.

Jim Sullivan: [00:50:47] All right. Does that help?

Yolanda: [00:50:48] It does. It does. Cause I was trying to jump in. Yeah, probably. Trying to get a real estate investor and social search. So I've made some calls, but I just feel that I need to probably back rewind. Sure.

Jim Sullivan: [00:50:59] All right. thank you. Our last caller just disappeared Yolanda.

So you are the last one this week, but make sure you get a hold of him and talk to Bruce and he'll coach you through it and get it the comfidence you need to get started. So thank you.

Like I always do. I want to thank each and every one of you for being here, I want to particularly thank the eight or nine of you that actively participated.

And I want to challenge each of you today. One thought one idea, one thing 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. Stay productive, stay healthy, and we will talk to you. Same time next Thursday guys. Take care.

Yolanda: [00:51:34] Thank you.

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Thumbnail preview for Probate Mastermind Real Estate Podcast Episode #300. Topics include real estate referrals, propstream, lead follow up, and more

Probate Mastermind Podcast Episode 300: 5 Ways To Get B2B Referrals; PROOF You Can Convert “Dead” Leads; Using PROPSTREAM’s Mobile App; and MORE Live Q&A.

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Probate Mastermind Episode #300 | Recorded Live on October 15th, 2020.  Join Us Live Every Thursday | Previous Episodes



In this episode of the Probate Mastermind Podcast, you'll learn how to build motivation when a seller is uncertain about selling; how to get B2B referrals from multiple partners; how to decide if facebook ads, radio advertising, seminars, or premium marketing strategies are right for your business, and more.  We hear two success stories from Eddie V and Federico who took the advice they got on previous Masterminds and put it into practice!  An inside sales agent for a top-producing Keller Williams team reflects on her progress and personal development since joining the team.


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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Get Certified in Probate Real Estate


Episode Topics, Timestamps, and Resources:


Preview for podcast segment How to GET COMFORTABLE Motivating A Seller When They Hint They Need Help

How to GET COMFORTABLE Motivating A Seller When They Hint They Need Help. (1:06)

Eddie shares a story of a probate lead reaching out to him months later with positive feedback about his letters and credibility website.  The personal representative emphasized that Eddie’s marketing stood out and that he seems professional.  The personal representative is definitively stuck in ‘Probate Quicksand,’ and Jim, Chad, and Bruce guide Eddie on how to help him out of it.

See More: What is Probate Quicksand and How Can You Get Probate Leads Out Of It??


Preview for Podcast Segment Radio Advertisement vs. Facebook Ads for Probate Real Estate Marketing


Radio Advertisement vs. Facebook Ads for Probate Real Estate Marketing (9:50)

Eddie asks the coaches for their advice and insight on using Radio Advertising to market himself in the probate real estate space.  Bruce and Chad discuss the cash conversion cycle on this type of marketing, the audience reach, and a much more viable alternative.

See More: Facebook Marketing For Probate Real Estate:

  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. Probate Mastermind 278
  4. Probate Mastermind 280
  5. Probate Mastermind 281
Preview for Podcast Segment Get Certified In Probate Real Estate (15:24)

Get Certified In Probate Real Estate (15:24)

Chad describes his Probate Mastery Course and what’s included with it.  Congratulations, Chad, for having the top-rated Probate Real Estate Certification Course according to!


Preview for Episode Segment: Proof You Shouldn't Let Go When A Lead Says "We're Not Planning On Selling." (16:15)

Proof You Shouldn't Let Go When A Lead Says "We're Not Planning On Selling." (16:15)

Federico shares a success story! He followed Chad’s advice and got his foot in the door with a personal representative who initially said they weren’t planning on selling the property. All he had to do was refer them to a few vendors (who might now feel a sense of reciprocity about those referrals!).  After some time passed, the personal representative called Fed and said she was done - She wanted help selling or leasing the property and she couldn’t think of anyone better for the task than Fed.  This underscores not just the importance of follow-up, but the impact of leading with value first.


Preview for Episode Segment: Leveraging Asset Managers, Registered Investment Advisors In Your Real Estate Business (18:07)

Leveraging Asset Managers, Registered Investment Advisors In Your Real Estate Business (18:07)

Chad describes how large banks offer wealth management as part of their general customer service for wealthier client accounts.  At the same time, some of these wealth managers don’t prevent their clients from having to go through probate.  This creates a great opportunity for you to bridge the gap.  Chad describes how to find these registered investment professionals (RIA) and how to approach them for referral relationships.

See More: Segment One of Probate Mastermind 299: Leveraging Infinite Banking Strategies in Real Estate Investment Deals.


Preview for segment: Inside Sales Agent for Top Producing Keller Williams Team Shares What's Working For Email and Phone Follow-Ups. (22:10)

Inside Sales Agent for Top Producing Keller Williams Team Shares What's Working For Email and Phone Follow-Ups. (22:10)

An ISA for a top-producing team in Florida calls in.  An ISA is in a unique position to serve as an ambassador, almost an endorser, of the Agent/Investor they are calling on behalf of.  The ISA describes her calling process and her email follow-up strategy.  Her persistence has gotten her past a few of the “I already have a realtor I send referrals to” deflections.  Ultimately, she gets them curious about what exactly a Certified Probate Expert designation is.  She and Chad mastermind how to answer this question in a really impactful way and take her marketing penetration to the next level.


Preview for episode segment: ISA Perspective: Calling Probates Vs. Expired Leads (25:46)

ISA Perspective: Calling Probates Vs. Expired Leads (25:46)

Jim, Chad, and the ISA reflect on how she transitioned into her team’s real estate office after working in the Nursing Homes and Medical positions.  She describes how probate calls compare to expired calls and how she prepares herself to start dialing.  She describes a call that caught her off guard and really got her to re-evaluate why she’s making these calls and how she can make an impact.


Preview for segment: Propstream’s Mobile App: How To Use It To Find Vacant/Probate Properties while Driving For Dollars (28:58)


Propstream’s Mobile App: How To Use It To Find Vacant/Probate Properties while Driving For Dollars (28:58)

Sue says she’s struggling with call reluctance.  She is noticing several homes in probate around her community - a senior (55+) living community.  She knows there are a number of real estate and estate planning needs this community might have, but she’s unsure how to get the right contact information and open the door.  Chad describes how to accomplish this, and suggests using Propstream’s Mobile App to make Driving For Dollars (or, walking) extremely easy.


Preview for Segment: Estate Planning Seminars for Senior Living Communities: Co-Marketing With Attorneys for New Leads and Referrals (31:51)


Estate Planning Seminars for Senior Living Communities: Co-Marketing With Attorneys for New Leads and Referrals (31:51)

Chad and Sue mastermind on how to build a bridge between estate planning attorneys and the families that live in her community - many of whom have not planned for end of life asset management.  Chad advises on how to pitch a joint seminar to potential attorney partners and to the community members.


Preview for Segment: Promoting Local Events: Running An EDDM Direct Mail Campaign to A Target Zip Code (34:20)


Promoting Local Events: Running An EDDM Direct Mail Campaign to A Target Zip Code (34:20)

Chad, Tim, and Bruce discuss how to market a high-value local event through direct mail and how to productize a seminar so it can be used over and over again.  Bruce recommends as a resource for creating courses easily.


Preview for Segment: Nursing Homes, Medicaid, and The Intersection With Real Estate. (36:33)


Nursing Homes, Medicaid, and The Intersection With Real Estate. (36:33)

Caller is interested in helping families get ahead of their asset management as they approach end of life.  Who or where should she look to find a point of contact with nursing homes, medicaid patients, etc..?  Chad advises.

See More: Unexpected Places to Find More Listings and Deals – Probate Referrals from Medicaid and Social Workers


Preview For Segment: Probate Books and Marketing Yourself As The Local Probate Expert (42:35)

Probate Books and Marketing Yourself As The Local Probate Expert (42:35)

Nahid is interested in using a Probate Guide book as a piece in his marketing.  Chad shares his perspective on books being a really great marketing piece, but they might make better premium marketing pieces because of their production and fulfilment costs.  Chad recommends David Pannell’s 2020 marketing interview - David shares the book he is sending, who he is sending it to, and the results he is getting.


Preview for Segment: COVID Market Impact and Probate Real Estate Needs (44:08)

COVID Market Impact and Probate Real Estate Needs (44:08)

Nahid asks for Chad’s insight on how Covid-19 has impacted the market and influlenced potential sellers/buyers’ motivation levels.  Chad describes that the significant impact is in areas where courts are backlogged and families are dealing with increased frustration and holding costs.  Chad gives advice on staying top of mind in areas where personal representatives are largely waiting for their letters of testamentary/court approval.See More: How to Use Facebook To Stay Top Of Mind With Leads Stuck In Court Back Logs: Second Segment of Probate Mastermind 283


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Episode Transcript

Probate Mastermind Real Estate Podcast - Episode #300 Transcript

A.I. 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 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.  "

A.I. Narration: [00:00:25] Be sure to catch show notes at AllThe, and join our free Facebook Mastermind Community, All The Leads Mastermind."

Jim Sullivan: [00:00:34] Welcome successful agents and investors from across the country. Today is Thursday, October 15th, 2020. And this is Mastermind Podcast. Number 300. Can't believe we've done this 299 prior times, but we appreciate you all being here today. We've got a great attendance. We do have three in the queue. If you would like to actually participate live on the call, just hit star six and then hit one. And let's go ahead and go to our first caller. First up this week is phone number ending in five, four, six, four.

How to GET COMFORTABLE Motivating A Seller When They Hint They Need Help.Eddie V: [00:01:06] Yeah. This is Eddie here in Kansas City.

Jim Sullivan: [00:01:09] Yes, sir.

Eddie V: [00:01:10] This isn't like a huge win, but I, it felt like a win for me. So I thought I'd share it.

I do have a question as well, but. I called the guy from a super old list. I, before I got on, which I think I started in July, I've been manually pulling the counties around me, like every day for months and months. And so then after I got All The Leads, I skipped traced and I've been still sending them letters.

And so I I called this guy and he's like, Hey man, I've, I've got all of your letters. I actually went to your website. I checked it out and your video is super professional. Just not, at this time I'm not ready to do anything, but it felt. I don't know exactly what month it was that I pulled this lead, but it's probably six or seven months old.

And to see that he's still holding onto my letters, he went to my website, which is the first time I've ever heard somebody actually go to my website, and watch the videos that I have on there really just showed that, doing the follow up really is important.

It felt like a win. Not that I have the sale yet or anything, but, the guy was like super professional and he said he had lots of letters from other people, but, mine stuck out to him. Cause when I said my name, he remembered who I was

Jim Sullivan: [00:02:19] Awesome!

Chad Corbett: [00:02:19] Why is he not ready yet? Eddie?

Eddie V: [00:02:21] So there's two reasons.

One.  He was like, emotionally, I'm still grieving. He said the first thing that he had to do was his dad had inherited his grandmother's house in 2002. And hadn't done anything with that. So first thing that he had to do was clear out his grandmother's house and get that sold. So missed an opportunity on that front. He was like, my house is full of all of the furniture from my grandmother's house. so I tried to talk him in getting him to take a step: Let's have a, the estate sale person come over, see what she can sell of your grandma's and your dad's things. And, to get the ball rolling.

And he was like, he just said, I'm not ready to do that. That's all I said. I talked to him for probably 15 minutes trying to figure out a little bit more, a little bit more.

Was he showing any painChad Corbett: [00:03:12] points?

Eddie V: [00:03:12] No, I'm really not that great at digging out pain yet.

Chad Corbett: [00:03:16] Yeah, and always, I'm just like, that might've sounded harsh, but if you can stir up, stirrup pain points and then become the solution, obviously as the intent.

So he sounds to me like he's squarely on what we call what I call probate quicksand. So he's retreating to his comfort zone, just like his dad. It's probably a learned behavior, right? For 18 years, his dad knew what he should have done, but he wasn't . And it's usually, yeah, they need an emotional breakthrough to do what's in their best interest.

So if you can use logical examples to help them to help attach that emotion, to like the loss of money: Listen, Bill it sounds like you're in a similar situation that we help a lot of families through where they're just kinda overwhelmed and can't make the first move, but in an environment like this, where during an election year with an overinflated market. Then, things are volatile, so anything could happen. And by this time, next year, by the time you get So if I could show you a way to take away a lot of the stress and take some of this off of your plate and really, salvage equity for your family.

So not only are you, do you stand the risk of a market correction, you also have monthly holding costs, so someone's mowing the yard, am I right? Okay. And someone's paying the insurance, and someone's paying property taxes. So each day that this doesn't get done, it's not serving you or your family.

Okay. I'll back off. If you ever just say Chad, I told you I'm fine, but I do try to. Understand exactly why families aren't taking action, because I see a lot of families lose a ton of money just because they're uncomfortable. And really my biggest role here is to make you comfortable however I can. Hopefully that's by taking the stress of the situation away and adding more money back to the family.

So why don't we just meet on Friday and just talk, like I'm not bringing paperwork. I just want to come over and get to know you see the situation and you can ask any questions you have, I'll see if there's any way I can help right now. Maybe there's not, but I'm willing to come out on Friday and sit down for just a few minutes if you are.

And oftentimes they'll be like, ah, yeah, you're right. And you want to have paperwork in the truck because a lot of times they'll be ready once they feel comfortable, then they just have, they have the breakthrough and they're ready to go. But. Think about whatever your opinion of your, where your market's headed in the next 12 months, you can use that.

Like the risk of loss is great, in my opinion. The carrying costs are certainly, those are clear losses. So how many years? Like it's 18 years worth of carrying costs for his grandma's house to sit there and get in worse condition, how much money did it that cost the family and, just be willing to.

Offer him a solution. If you're going to dig up, dig up stuff like that. But anyways, it's a lot of folks. If you really believe in your heart, that it's in his best interest to move forward. My suggestion is to grab him by the hand and pull him out of the probate quicksand. Cause some people will sit for years and do nothing, and they end up costing themselves tens of thousands of dollars in equity that they could have had for the family invested, paying for college, knowing whatever you know, for retirement, whatever it might be.

Eddie V: [00:06:14] Yeah, kinda they don't really realize how much money they're spending. Cause it's just a little bit at a time, but if we can show them. What it would be like over months or years, maybe it could be...

Chad Corbett: [00:06:24] That's right. And you could also,  I would have to get a read on the guy and make sure he was a pretty stable personality, but you can show him the magic of compound interest and what his father lost by wasting 18 years.

Say: Listen, at a 6% return, for 18 years, look how much money if your dad would have just sold that house and just put it into a brokerage account or just drop it into a 401k, Or something like, look at how much money your family would have now versus then. Now, do you want to do what your dad did or do you want to do with right generation?

Jim Sullivan: [00:06:56] I was thinking along the same lines, if it's been empty for 18 years, is someone cutting the lawn? What are you paying a hundred dollars a month for the lawn? Do you realize, your dad spent $20,000 over the last 18 years since a couple on, it's, that's a pain point, wasted money. also, probably and insurance, some short term pain points, just, it's possible.

It's been sitting there. 20 years without valid insurance, who knows the no trespassing is valid.

If they're not ready to do something to sell the property now, the longer it sits empty, it seems like it could be code violations. there could be issues that he's not even aware of.

Eddie V: [00:07:29] Yeah, this is a different house. It's a different house that his dad had that he sold the one that was sitting for 20 years, but..

Jim Sullivan: [00:07:37] Oh, okay. Got it. Got it.

Chad Corbett: [00:07:39] You can still use that example. Like you can still show him how much money the family as a whole lost by his dad's behavior because of his behavior.

Eddie V: [00:07:48] Okay, it's true.

Bruce Hill: [00:07:49] I would probably say take someone like this by the hand and leading them in to that deeper conversation. I'd probably start by. Having them enlighten starting with a question like that.

How long have you been thinking about selling? Okay. Someone like this, probably been thinking about this for a while, and I want to know how long it's been a casual inconvenience for them that they think about once every week or two. And then say, tell me a little bit about the maintenance process.

what goes into actually holding on to and maintaining this house? Okay. How much of an inconvenience is that? And get them to reveal some of the answers to themselves. With some personalities, getting them to reveal a few of these answers gives you a wide open door to be able to go ahead and grab their hand and pull them through a few of those answers themselves and recognize the inconvenience they've been putting on themselves.

Eddie V: [00:08:39] Okay

Chad Corbett: [00:08:40] Eddie. I just did the math. if you compound 6% interest over 18 years on a hundred thousand dollar house, he lost $185,433 an opportunity by not selling that house for 18 years. Yeah. if they would have, if they would have sold the house and I just chose a hundred thousand, I don't know what it was worth, but is that house were worth a hundred grand and his dad would have sold it when his father passed, the family would have $185,000 more in the current bank account.

And so you can do things like this to show them. Cause most people, we don't really get a fair financial education and most people aren't thinking about it this way, but this is where we can make a massive difference. $185,000 is a hell of a lot of money for the average family.

Eddie V: [00:09:24] Yeah. I think that would be a good approach because he mentioned he was like, I follow the market really closely.

So if he does that, he knows about compound interest and what it could do. So I think there's a good strategy, to take with this guy.

Jim Sullivan: [00:09:38] Perfect. And, by the way, you're right that is a win. It's an example in every market in the country, the older your leads get the better, the more opportunities there is there. So good for you working old leads, keep it up.

Radio Advertisement vs. Facebook Ads for Probate Real Estate MarketingEddie V: [00:09:50] I have one question and I hope it's a short, it's just a short answer.

What are your thoughts on doing radio advertisement for this? I know you talk about the return on investment per dollar spent with probate leads. I was just thinking if there was a way you could just have some sort of in the subconscious, most people don't need it all the time, but if they heard it for long enough, then when they get the letter, they're like, Oh shit, this is the guy that it all the time I should call him.

I don't know. I don't know if you've tried it just want to Chad. You're okay.

Chad Corbett: [00:10:23] Oh, I'm going to give it to Bruce for the first one. I say before, Bruce gives you the advice on radio, cause he has way more experienced than I do. And actually working with rates and Matt Wagner's team, but I want you to continue or social media for w and the phase of getting this in the phase of this, that you're in radio is expensive and it has a 10 to 12 month cash conversion cycle.

And my experience. Social media can have an immediate cash conversion cycle. You can literally put ads out for a fraction of what it costs to do broadcast marketing, and you can get them like, get an appointment today. Like you get an immediate return. So like when we were doing, when we were doing for you guys,

We were averaging 12 to 25 impressions per day for, just a few cents per impression. So it's the same thing. It's just re repetitive brand impressions over and over every time they thumbed their phone, no matter where. So I would. Personally, I would rather see you find the right agency to help you run very specific, very local Facebook ads and retargeting campaigns, because I think you're going to get, it's going to be a way less way, less of a cost for you and a bigger impact.

But I want to hear Bruce cause he's done a lot of radio everyday.

Bruce Hill: [00:11:34] The short answer in the probate space is, no, don't do radio. I'm a massive believer in radio. Literally spent hundreds of thousands of dollars on radio over the years. And when it doesn't work, it will sink you, when it works, it's amazing.

But again, it takes, like Chad said a really long cash conversion cycle. We were seeing about a six month cash conversion cycle, but that conversion cycle is with people hearing us on a morning drive. What felt to them like every single morning that they were driving in and it's the accumulation that really works.

So in the probate space, I would not do it.  Not even a question in my mind, I would stay away from it. To Chad's point. Facebook social media advertising, maybe even throwing banner ads at geo-fencing. Some of the PR addresses those things are going to have a much more substantial and more affordable impact on just creating awareness presence so that when they see your letters, they've already seen you a hundred times in the last month.

And understand why, for everybodyChad Corbett: [00:12:41] listening. Like you're trying to broadcast. And most radio stations are hitting a half a million people. at any given time, about 1% of them will be associated with a death in the family. So you're paying the same price as everyone else, but you're only marketing to 1% of that audience.

So it just doesn't make sense. It's broadcast versus focused targeting. And with Facebook, we can take your leads, upload them into a custom audience and get about a 90% match rate. So you're only spending money to show up in front of those specific people. So it's like using a. a laser versus a whatever's broader than a shot go scatter cannon.

so on your lead costs, the reason we can't do it, we stepped back from it. We were getting the impressions very easily. We built the system, but you have to have very specific local creative. And what we find the work the best is a video ad of you in front of the courthouse on a quiet day. Just talking directly to them.

So it's the interruption is Holy crap. This guy's at the he's at the, he's Kansas courthouse. I was just there last month. So you're going to in their brain, you kind of short circuit, they see something they're familiar with. So the reticular activation system says, Whoa, stop.

That's something that's relevant to me. And then you have closed captions on. So even if they don't have audio on, but if they keep it seeing that over and over. It's only going cost a couple of pennies per impression, but it goes a long ways and you can, so you can market to these people for two years, just like you're going back through the old lady.

That's right. It's awesome. I love that you're doing that. You can use social media to follow them or months or years until they're ready and when they're ready, you'll be there every day without, without having to manage the campaign, you set it up once and let it run. as much as I would love to say, I have an agency for you to call, they'll set you up.

I haven't been able to find one that, comfortable, like comfortable with, but if you look for, or, social media professionals in your market, sit down with them and say, here's what we want to do. We've talked about it several times on these calls. You can search, if you use the search bar in the top of all the put in Facebook marketing, and it should bring up several mastermind calls where we've had lengthy discussions about this, you could give the agency that and say, I don't know what this guy's talking about.

Can you guys do this for me? There's probably someone in your markets that it can help you get it in place, but I'd much rather see you spend your money on that.

Eddie V: [00:15:08] Okay, I appreciate it.

Jim Sullivan: [00:15:10] Alright and congrats on working in the older leads. Keep it up. All right. Next up, we have three in the queue guys.

We've got room for more it, star six and hit one. Next up is phone number ending in 1963. You're up next.Get Certified As A Probate Agent - On Demand.

Caller 1: [00:15:24] Hi, I'm new and looking into, getting certified as a probate agent. So I'm asking like, what's my first step.

Chad Corbett: [00:15:36] So if you go to in the top menu, you'll see the complete probate system and education and training is in that menu. That'll explain what the probate mastery course is, how you get certified.

We just finished the October class. So if you sign up today, I'll send you, we'll send you the recordings. I'm saying that was the best class I've ever taught. So it's a good month to get. So we'll give you the recordings for that immediately. And then in, when I set the November class, you'll be registered for the live version of it.

Caller 1: [00:16:07] Okay. Thank you.

Jim Sullivan: [00:16:08] All right. Appreciate it. Good question. Next up is phone number ending in eight two one three. Proof You Shouldn't Let Go When A Lead Says "We're Not Planning On Selling."

Fed (or Sal): [00:16:15] Good afternoon, gentlemen. How are you?

Jim Sullivan: [00:16:18] Doing good. That sounds like Sal

Fed (or Sal): [00:16:20] Fed. Sal, Salvatore is the last name, but Sal is the first three letters. So all good.

Jim Sullivan: [00:16:25] Yeah, there you go.

Fed (or Sal): [00:16:26] Good. All right.

Yes, sir. I have one win. And one question please. So the win is, I called someone from, my leads about a month. A month in Chicago and the call went this way. She essentially said, look, we don't, we're actually not selling anything. we do, you have two properties, but we're not selling anything.

so obviously I tried to keep her on the line and then, I asked her, is, are any of the properties vacant, all that stuff. She said one was so from there I said, all right, look, I understand that you're going to keep them and you're going to manage them yourself. just while they're vacant, please make sure that you have a vacant home policy right from there.

Then she started asking, okay, what does that do? All that stuff. And, I asked her, just try to see how long it was going to stay vacant. She told me it's going to be vacant for a while. So at that point I offered some vendors. I said, look, is there any. Deferred maintenance on the property. all that stuff.

She, I ended up needing practically. Yeah, everyone, a roofer, a GC landscaper, all that stuff. So I provided that to her. And a few days later, I called her back to see if the vendor's right. I reached out to her. They did. So she said, thank you. Look, I said, look, please keep my number. If you ever need anything, all that stuff.

Long story short, she called me yesterday and she said, you know what? I want to take you up on your offer. Can you meet me at the property so that we can discuss, we may either want to it or lease. So that was the win. For the week. So I'm happy. Cause you know, you guys gave the suggestion and about the creating the team and all that stuff.

Leveraging Asset Mangers, Registered Investment Advisors In Your Real Estate BusinessSo thank you guys. My question is. So last week, Chad, you brought up to reach out to my sphere of influence. Cause I had asked you how to get a hold of attorneys and how to make sure that they feel that it's a win. So the suggestion was to reach out to my sphere and see who could start, who, who could benefit from speaking with an estate planning attorney and formulating a trust in order to avoid the cost of probate in doing that?

One of the people I spoke to yesterday works with a family who has. Various assets and therefore having an asset, man. So my question is I was thinking that perhaps I can also reach out to asset managers because often, and they, if they in the back of their head, if any other, clients or anything like that have.

They know that a family member is maybe sick or ill or maybe close to passing, knowing that they have someone who can take care of everything ahead of time may be a benefit to them, even costs wise.


What would you suggest the best way I was trying to, I see, how would I reach out an asset manager?

Is that something that you might we look up on LinkedIn cause I feel like maybe it's almost like you're one step ahead, so you get them to save money.

Sure. Yeah. In mastery, Chad Corbett: [00:19:32] if you remember, I teach you how to find registered investment advisors, which is a higher class of, financial professional.

So they have a fiduciary responsibility to every client. They tend to not be the bigger names and they work with smaller accounts, but they also have very wealthy times. so that's the first step is, at least get one, like at least get to know some RIA. Like RIA firms or RA visors in your market.

The other thing he can do and it's, this is going to be a slow, a slow build because some people will be some, but there are our wealth managers that in banks and oftentimes you'll see, like here in Roanoke, like I've had Wells Fargo and SunTrust show up as the personal representative. And what that is they built this person as they built wealth and accumulated over time, the bank offered, for their million dollar net worth and above clients they'll offer wealth management services so they can buy insurances.

They can make investments, they can open brokerage accounts. So the bank essentially like more established banks basically have, financial services built in as customer service. So I've oftentimes seen. Were those wealth advisors were, they trusted that person so much. They made them the personal representative on the estate.

Now my opinion is if they were a true wealth advisor, they wouldn't have let this guy go through probate in the first place. So they're not doing a great job, but they do have access that's and they do have trust with these families already. just every time you're out driving around and stopping a bank, like the headquarters, not a branch.

But go to the headquarters of each regional or larger bank in your market and say, I'd like to talk to your, someone in your wealth management division and just get to know those folks. And you're absolutely right. Just like with nursing home employees, senior moving companies, estate sell companies and registered investment advisors, your way upstream, but the team we've built is vertically integrated service.

It's just as valuable for a family. Who's. End of life planning versus dealing with the debt because we can help liquidate it. Yeah. Assets in a short amount of time for the most amount of money and get an improve their living situation. And their most important years are last years. So the more people in the community that have contact with people in the late life phase, That understand what we do and what we can do for their clients, and that we will extend their, that fiduciary responsibility and make sure that we're always putting their interests first.

the more people in the community understand that the more inbound leads you're going to have. Okay. And you'll start doing a lot of pre probate business. Okay. Yeah, that sounds good. Thank you. I really appreciate that. Yeah. Thank you, sir. Appreciate it.

Inside Sales Agent for Top Producing Keller Williams Team Shares What's Working For Email and Phone Follow-Ups.Jim Sullivan: [00:22:10] Alright, next up is phone number ending in zero one five five.

Are you there?

ISA for Virgadamo Team: [00:22:16] I'm there. My question's already been answered, but thank you. Yeah,

Jim Sullivan: [00:22:20] Good. We took it with a, you get a buy one, get one, answer one question and help two people out. Anything else we can help you with?

ISA for Virgadamo Team: [00:22:26] No. I've just been, I am the inside sales agent here in Palm Harbor, Florida for team ergonomics or Williams.

And so I do all of the probate expired and canceled, and I just find, I'll just give people a tip that what helps me. And I'm not, I plan to go through the class, but I'm not the certified probate, specialist, my bosses, the owner  and what helped them. When I emailed her attorneys, his certificate and explain what that means.

We have a template letter and I do get a lot of activity that way.

Jim Sullivan: [00:23:01] Nice. Did Denise take the class also? That's Paul and Denise, right?

ISA for Virgadamo Team: [00:23:05] Yeah, I think it's just Paul, to be honest with you.

almost every day. And attorney writes me something like I got one yesterday, it says:

"What is a certified probate expert, exactly? My first time hearing anything like that. I only work with real estate agents that also send me referrals. I don't respond to emails, voicemails, text letters, et cetera, but you've got me."

Jim Sullivan: [00:23:28] Yeah!

Chad Corbett: [00:23:29] That's awesome! So what you're doing, just so I understand, you're emailing a PDF of your CPE certificate, and then you're following that with a phone call.

ISA for Virgadamo Team: [00:23:37] Oh no. I'm calling and emailing. And I must've emailed them something just to the effect, like just explaining I just did one that isn't a template. Like I've tried to reach your office, you have four homes in probate. Do you have somebody that you work with. I just wanted to mention that certified.

And I do that. It's the same thing but I don't have a template for it. And then people usually reply, like I'm using this agent or I always work with the same two, but a lot of times they asked me, what does that mean? And so Paul finally drafted a letter of what that means, because I get that question so much.

Then I send over the certificate because I don't want to be too pushy, but..

Chad Corbett: [00:24:17] You guys take this a step further. This is good. it's a good strategy. Take it a step further and have Paul make a video explaining it.

ISA for Virgadamo Team: [00:24:24] I know he sends them like our letter and I can send it to you if you want to see a but..

I know he links our website. I'm going to ask him because I don't know if on our website, obviously I've seen it a million times and you know how you just cannot think of it right now- if he goes through that on the website on video, but that's a really good idea. I'll let him know. He went...

Chad Corbett: [00:24:44] But imagine if in your email signature, everyone that gets your email, it says what is a certified probate expert?

And that's a clickable link out to that video. so every time you email an attorney, Cause you're finding that curiosity. So give them every, you have them give them multiple ways to get the information. And if you haven't done the video, put it in your, enter your email signature. What is a probate expert?

A certified probate expert?

Okay that's a great idea! Is it for ISA for Virgadamo Team: [00:25:12] me? Because this is my sole job here and I'm always inside like, I have to keep going. I don't have a choice, but I want to keep my job. Cause I just can't say okay, we use another agent. I have to send an email saying, I know that you said, but....  Because if I don't have enough leads, work to keep me busy....

So for me, it's anytime they say no, I just always try to think of something else. Like send an email or something saying, I heard you I'll take you off our contact list, but. Because it seems for me to work. I don't know.

Chad Corbett: [00:25:42] Yeah, that's great. That's a great tip for everybody.

ISA Perspective: Calling Probates Vs. Expired LeadsJim Sullivan: [00:25:46] Great attitude! I'm curious. I remember Paul and Denise, I personally signed them up and they were already a very successful team, very high analytical and know they ask a lot of questions and they really dug into it. Are you doing other types of prospecting for them or just probate?

ISA for Virgadamo Team: [00:26:00] I only do probate. Expired and withdrawn.

And I've only started like a month ago. Might be too soon to answer that the 600 in this, Keller Williams. They're the third producers year to date and month to date.

Jim Sullivan: [00:26:15] I'm curious. how do you find the probate prospecting, versus expired and the other sources that you do?

Do you find it more difficult, easier, and how about the results?

ISA for Virgadamo Team: [00:26:27] I am find it just as hard as the expired when we saw it. And I find it just as difficult, they'd had the position over a year, so they know the numbers. So the person prior to me, she had an emergency, I see, and had to leave a family emergency, but I will say as of yet more into the job, there's just certain things like, of course I use script, but I'm getting better at being compassionate because.

I used to run nursing homes and work in medical, and that's why they hired me. And I honestly said no to the job because I was like, I'm not going to work in real estate, but it does help out because I try to put my album to the side and I try to make a picture of the person. And I used to just hit the dialer and still hit the dialer.

But I put two screens up now. And on my other screen, I always have the MLS, all the leads and, Mojo up another mojo. Then I have mojo on the right side. my dialer. And what I do is I try to quickly when I know somebody is picking up or just picked up, put them in, make sure, of course that's not me analyzed, but usually I've already checked that.

But then I tried to see how, like how soon that wasn't just trying to get an idea of who that person is. Is it their wife? And they're living in that house. Sometimes I Google search it. Because for some reason, I've learned, if it's a spouse and they still live in that house, that's a completely different conversation.

if it's your child and their dad, and it's only been three weeks, that's a tough conversation. And so sometimes things come out from it, the probate, but it's been years and that's an easier conversation, but I try to just change up what I'm saying. I researched them a little better because before I was calling, I was using the same script all the time.

And I felt so bad. Cause some people would, I don't know. Some people would just react differently. I got somebody who asked me and this has only happened to me once, but somebody asked me like, what did you just take the omits? And, I had to really improvise, but I felt so bad cause it was obviously his dad.

And I was like, I just noticed you're out of town and I'm so sorry if that's how you fell. They just thought maybe you needed help since you're so in Florida.

Jim Sullivan: [00:28:39] Perfect. I would say Paul Lindsey's hired the right person. Sounds like you're doing an awful lot, congratuations. You're very welcome.

ISA for Virgadamo Team: [00:28:45] They're great trainers. They really are

Jim Sullivan: [00:28:48] Good! Thank you so much for sharing. We appreciate your input.

We have four more in the queue. Next up is phone number ending in two five, one seven. You're up next.Driving For Dollars - Propstreams New App and How To Use It To Find Vacant/Probate Properties

Sue: [00:28:58] Hey there! It's Sue. I've been struggling with a lot of call reluctance, which is on me.

But I live in a 55 and older community, and there's a number of homes that are in probate in my community. And I was just wondering if you had any tips for looking up these older probate, because some of them I know are over a year or two old and the homes are just sitting there and I thought it might be an easier.

Start for me to call people because I live in the community.

Chad Corbett: [00:29:28] You obviously know the address because you're in the community. You can look up the address and then skip trip, go to the tax records and then skip trace to get their phone numbers and reach out to them. Or you can look, just send a letter to the tax mailing address. So if you go out and make your list of houses and easier way to do it is if you I've never used propstream it's $97 a month and they now have a mobile app.

So you can literally go out and have a walk around the neighborhood and use the drive feature. And when you walk, when you're standing in front of the house, you simply touch it and save it as a favorite. And then when you get back, you'll have your list will be right there in your prop stream marketing list.

And you'll have all of the information on if there's any mortgages, tax information, MLS history. everything you can imagine will be right there. and you can't send letters, but you can send postcards through their system, but even if you don't, if you don't, we use our postcards at all, you can export that list and then use that as a direct mail list.

And we can help you fulfill that order of letters to them. You can also skip, you can also skip trace within their system. So you're likely going to come up with, the phone number for the decedent, but maybe somebody has that number forwarded like who at whatever family member has taken charge,  It's skip trace. It's 20 cents a number. So you're not going to spend a ton on just a handful of houses, but that's the most effective, efficient way I know to build a list like that now is using the prop stream mobile app.

Sue: [00:30:58] Skip Trace is that the, like, like a reverse lookup?

Chad Corbett: [00:31:01] Yeah, they're going to use a double match point. So first name, last name and address. And if they can find a phone number with the address and name matching, then they'll return that number to you.

So you can, let's just say it's 12 houses. You walk around, you create your marketing list by saving them as favorites. You close out that session. When you get back to the desktop version, it will be there in a marketing list and you can click export and it'll export with all the real estate information, all the contact information and their team will walk you through it.

If you need help, figuring out how to use it the first time. That's the easiest way. So do this manually using lists source and MLS and skip trace services. But now I wouldn't even no way I suggest that just right. Propstream gives you I believe a seven or 14 day trial. So you could do this all on the seven day trial period  and a get your exercise.

You can go walk around the neighborhood and try it out. Estate Planning Seminars for Senior Living Communities: Co-Marketing With Attorneys for New Leads and Referrals.

Sue: [00:31:51] Okay. My other thought was - is there have been people who have bought in here. This is Tucson area and they'll buy it for a winter home. They've actually bought a home, never lived here, died and the property has gone into probate. So I was thinking I could get the community to work with an attorney, like kind of start building those relationships that he could do some type of a seminar, probably zoom at this moment. Or maybe he would get some business from people who haven't really set those things up. I got this one here.

Chad Corbett: [00:32:22] Is there a clubhouse? Is there a clubhouse in the community?

Sue: [00:32:24] Yes.

Chad Corbett: [00:32:25] So here's what I think you should do. You should get that estate planning attorney to commit to a seminar, which he will, because he's not allowed to directly solicit. Then he can legally do this and you should rent the clubhouse, send out an every door direct mail or EDDM campaign just. Take the whole postal code, everyone in that neighborhood and drop an EDDM, put a flyer in every mailbox and invite them to that seminar.

And I would, if it works, then I would set it up as a recurring quarterly function. Every quarter you do this for the community and you could maybe even rotate. So you do a financial advisor, you do an estate planning attorney. you do, a longterm care planning. like a care management company and bring them like most people would, life insurance is a great example.

It's one of the hardest things in the world to sell here in North America, because we have such an unhealthy culture around death. We don't want to think about it much, less talk about it or plan for it? What are you crazy? So that's why many people aren't, that's why, where the sense of urgency comes from with these families, the lack of planning and the lack of liquidity.

And the surprise change in health and the surprise medical bills, it flips people upside down. So they're unlikely to go find that on their own, even though they might've made it to 55 or 60 years old, most people don't have a proper estate plan. Most people don't really understand how to best optimize their retirement and to mitigate risk.

And so you can just create a little senior mastermind where you use the club house and every month or every quarter, you have some expert from the community. It can be an, those people that I mentioned, someone that can bring immediate value to that community.

And this is another idea of how you're going to get upstream. You're going to be using the team you've built and the methodology you've learned, but nobody has passed away. It's even better. We're helping them transition into their late-life phase and minimize stress and maximize equity and the money available for the rest of her life.Running An EDDM Direct Mail Campaign to A Target Zipcode

That's what I would do if I were you, because you've got a really good opportunity with a captive audience. That's, the demographic. So in order to live there, they have to be an ideal customer for you. But something you could do, that's a low cost, but high perceived value.

I would recommend doing that. Look at the EDDM like probably that neighborhood a single postal code. So you can blanket the whole neighborhood for not much. I think it's 16 cents a flyer, I think is all you pay for that.

Sue: [00:34:46] Yeah. And if it goes outside, it won't matter.

If I get a few extra people, I wouldn't complain.

Chad Corbett: [00:34:51] Sure. Yeah.


Jim Sullivan: [00:34:52] Great idea! Outside the box.

Chad Corbett: [00:34:54] After doing it. After doing it one or two times, your biggest challenge might be finding a large enough space, but like you said, it's probably right now, it's probably best to do it as a zoom. Or if you could do it outdoors, just where people feel more comfortable.

I know the weather's favorable in your area right now. You could do it out on the front, lawn at the clubhouse or by the pool,

Tim: [00:35:15] The EDDM side of that. Is obviously something that we can help you do. We can help you pick the route, tell you exactly how many people it is, nail it down to the specific cost based on that zip code alone.

And we can help you put all that together We're a postal service partner.

Sue: [00:35:30] Okay. Thank you.

Jim Sullivan: [00:35:31] All right. Great idea. Great. Please report back. Let us know how you did Bruce. You had a comment too?

Bruce Hill: [00:35:37] Yeah, another resource you could use. You've got zoom. This is a little bit more advanced, but it's pretty easy it's set up, there's a site and called ThinkIfic I think if I, I K and you can build quickly and easily, you can build courses with modules in there. if you record any of your content with your attorney. You can build those and people sign up and they get clicks through your modules and your lessons.

And you can basically leverage your time record at once. Let people watch it, whatever they want and turn it into an evergreen class that generates leads for you.

Sue: [00:36:10] That's great. What did, what was the name of that site? I felt like it cut out or my phone cut out.

"Th nk: T H I N K IBruce Hill: [00:36:17] F I C  dot com.

Sue: [00:36:21] Thank you.

Jim Sullivan: [00:36:21] Unusual name, great service. All right. we have three more in the queue that should take us up to the top of the hour is phone number ending in one, four, four seven.

You're up next. Nursing Homes, Medicaid, and The Intersection With Real Estate.

Hello, I'm calling from Ohio. I am part of your group.  The last three calls touched on what my question is,

Nursing homes. Speaker 2: [00:36:43] Do we have any instruction on how to get into that system? Whose house will be taken by the state and controlled by the state because they don't have assets. Do we have a function with handling that? Those going into nursing homes who are not wealthy. Probably the, asset they have in value is their home. Who do you contact for that? Do attorneys generally handle that?

Is it. I just don't know where to begin.

Chad Corbett: [00:37:11] Yeah, one place to begin as we talked about part of your building, your referral network is getting to know the point person who has the initial contact with families at each nursing home facility and you and your area.

Their job is to show them the amenities of the community, look at their finances and, share with them what it costs to live there and look at their finances and see if they can find a way the average senior citizen in the United States told you 50 to 80% of their net worth and their primary residence.

Those on the lower end of the income scale, or like 80% and those in the upper middle classes, they're more like 50%, but it's still usually the most significant. assets that they have. So a lot of times those folks have to sell those homes in order to afford to move into longterm care because they didn't have a longterm care plan or insurance.

So having that nursing home employee know that, listen, you can make one phone call and this family will get. All the service under one and one phone call, we will help them sell the personal property that they can no longer keep. We will use a white glove, senior moving service to get what they are keeping over to your facility.

We will maximize every dollar that we can of the personal property, but that money back into the real property and maximize every penny of equity. Maybe we can when selling this home. And all you have to do is let me know when you meet a family that needs that help, I'll handle everything. So if all the nursing home employees in the community know that there's this team that just so think about it, they're being paid on commission, they get a base plus commission.

So a head in a bed equals a paycheck. So they're highly incentivized to liquidate this person's assets to free up cash so they can move into their facility so they can get paid. And so there's, it's a symbiotic relationship. Like there, you're going to get a higher price for the assets.

Statistically than they would selling them on their own. And you're going to get it done probably months faster than they would. So the nursing home employees are your, you're their best friend because you helped them liquidity that puts heads in beds. It gets them paid. as far as the people who are already in there, a lot of times, if they're.

You can contact social workers. So if someone had to go in the longterm care, but they didn't have time to sell their house now, and that probably has a Medicaid lien attack. And with that Medicaid dictates how at what price and how those are listed and marketed. And my trick for that is you can talk to a social worker, find out who's in that situation or let them know when somebody finds themselves in this situation, please call me. We have a strategy for getting these homes sold at market value. So what they dictate is that they make you list the home at the tax assessed value for at least 12 months before you can price down to market value. Oftentimes these homes are over the tax assessments high on them because no upgrades have been made.

They have a lot of, Not always deferred maintenance, but just functional obsolescence they're dated. So what I do is I get the social worker involved. So she becomes my liaison between before Medicaid. So I don't have to sit on the phone with Medicaid. and then as soon as I get the property listed, I go straight to the tax assessor with a comparative CMA, or even better, a market absorption analysis or BPO, and just say, listen, this family.

They're in longterm care. They're not coming home. It's important that we liquidate this asset. Can we please change the assessment to a realistic value? And they'll in my, I've always been able to get this done. They will drop the tax assessed value. So therefore I can do the MLS change form, drop the price, get that to the social worker and get offers almost immediately.

Most realtors haven't figured this out and you can get the social worker on your side because it's in their best interest. It's in the consumer's best interest to go ahead and get the home sold instead of just letting it sit there, empty with a Medicaid lien against it overpriced, and the family has to deal with it.

So everybody wins in that scenario. The best way I know to find people in that scenario is talk. The folks that the people from the nursing home would send people to me. Like the patients, I would get calls because they're like, Hey, listen, I talked to the lady at the front desk. She said that you would be, you understand what's going on.

And once you talk to them once, they're just kind of like, yeah, I don't really care. Do you have this? Can I quit worrying about it? And it's such a peace of mind for them. So it was really me, the social worker and the tax assessor would get it done. So you can create a ton of value for everybody involved, by getting into that situation, the best way to find them is through, the nursing home employees and social workers have, they deal with this every day.

Speaker 2: [00:41:48] Okay. with regards to the social worker. Cause that's a blanket term. How would I know which social...

Chad Corbett: [00:41:54] Start with, if you just Google, Cincinnati social services, and then just pick up the phone and start asking. You have federal, state, and local programs and social workers.

It is a very broad and ever-growing, Space, but I got really lucky. I Googled Roanoke city, social services. I called, I talked to April and she's been my one point of contact the whole time. And she is phenomenal. So hopefully you get really lucky and you get the right person on the first phone call. I did so

Okay, Very good.

Jim Sullivan: [00:42:27] All right, excellent stuff, guys.

We have two more in the queue. Phone number ending in three five, two, four. You're up next. Probate Books and Marketing Yourself As The Local Probate Expert

Nahid: [00:42:35] Thank you very much how are you? This is Nahid.

Doing good!

Yeah. two questions, one. I see emails saying, Hey, listen, expired book, send your expired book, to the expired listings.

You think we can do a probate book and send them to the, probate leads. Perhaps they can read it on their spare time and the family members can read it. And, that can be, to establish that, the real estate agent as an authority in the area. What do you think about it?

Chad Corbett: [00:43:04] It's very effective, but it's also very expensive.

So what a lot of folks do is they will go through and do the first letter and the first round of phone calls and then the people who have real estate and have an intent to sell or are uncertain, then the follow up piece becomes the booklet. David Pannell shared a video of the one he had designed. If you look in All The Leads Mastermind.

And search, just search David's last name, P A N N E L L. He posted a video of him leaving through his piece. It's like a 30 page, eight and a half by 11, 30 page. really nice booklet that he made, but he treats that as his premium piece. if you look on and search the same thing at the top right?

Put in P A N N E L L. He actually shows on the latest interview that I did with David was in, I think, August. And he actually shows you that piece and tells you exactly how he uses it. So you might get some inspiration there. And once you settle in on what you want and how you want to use it, give us a call or email support, and we can help you design and produce that and ship them right to you.COVID Market Impact and Probate Real Estate Needs.

Nahid: [00:44:08] Wonderful. That's so great. All right. And I'll just say, another question is, on the market right now. we always get this questions, what is the market like? And we have a market stats that we do give them, but what are you experiencing? What are you generally experiencing with the COVID market right now with the probate?

Are there more leads? Are the people more acceptable? Are they ever looking for more help this time around?

Chad Corbett: [00:44:31] I don't think there's been much of a shift and most markets, obviously the places like Los Angeles, where the courts have massive judicial backlogs. It's very problematic for the families and places like New York, New England.  like everything has came to a grinding halt, so people, or have the mindset of yeah. We'll deal with it later. There's nothing we can do. So there's more, complacency. And on these calls we've been talking a lot about, the Southern California scenario, how you help people.

If they aren't going to get their letters testamentary for three or four months, how can we still find the way to help them? And build that relationship and trust. So when they do have letters, testamentary, and have the authority, we're the only phone call  they make, It's the only real shift.

Otherwise the level of motivation seems to be there, in the markets that are unaffected by the court.

Everybody seems to be just proceeding through as normal. And the good thing is, and Jim often make this that's a good point. Like most of these homes are vacant. So showing them isn't really a contentious issue for the families that are not as health-conscious as someone who's living in the home.

So they're actually easier to sell than an occupied property right now.

Nahid: [00:45:35] That's right. Yeah. That answers my question. Thank you very much. How To Get In The Door With Estate Planning, Probate Attorneys

Jim Sullivan: [00:45:38] All right. Perfect timing guys. Last one up this week is phone number ending in zero nine three five. You're up last,

Caller 3: [00:45:47] Hey guys, this is my first time actually calling and a lot of great information.

You probably answered this 100 times, but, what is the best way, to reach out to probate attorneys, and actually be able to provide value, without having something to bring to the table. I'm sure they'd get, tons of calls with different, investors reaching out. I'm just trying to think, you know, ways to stand out and actually provide value, not to say, Hey, send me what you got.

Chad Corbett: [00:46:10] So do you know where to find these calls? These are the recorded versions of these calls?

Caller 3: [00:46:14] I actually do not. I get the emails and then, like I said, this is the first one I got on. I was able to get on

Chad Corbett: [00:46:19] We went pretty deep on this one last week. I'm not, don't just want to defer your question, but I think the best answer was last week, we talked about it for maybe 20 minutes with Fed.

if you go to and you'll see the mastermind and roleplay trainings. We archive every single call here. You can also find it in our YouTube playlist or on your favorite podcast platform. so I would point you back to there, but the idea there's two, two specific  ideas that we really talked about in long form.

I think it was Jim, was it last week on the mastermind call?

Okay. I think it was week before if I'm not mistaken, but it was recently. Yeah. Yeah.

And in the last two calls, we actually went long on that. So you'll get the full. Yeah. But one idea is find a way to generate referrals that are ready to  establish an estate plan and approach them with a ready to meet referrals. Fed, who was on earlier, he mentioned that's where he started.

I mean, you can go through your sphere of influence past clients, family, friends, wealthy. neighbors, whoever, anyone who has more than a hundred thousand dollars in assets should probably have a living trust.

So if you can get the people in your life to raise their hand and say, yeah, I'd love that a free hour with your legal team to discuss that. Then you take, you decide if you want to give one guy five, or if you'd rather give five guys, one referral and what's most effective is just showing up like the face to face office visit.

But in this environment, depending on what it's like, where you are, you may or may not be able to do that. You can still get through on the phone. the other idea, just in summary, and I'm assuming you're going to go back and listen to the previous call to get the full version. But the other idea is to sit down with the attorney, approach them saying, listen, I understand you're not legally allowed to directly solicit these families for business, but we notice every month, 20% of them are pro se or don't have legal representation and we know they're going to need it eventually. So what I'd like to do is sit down and design a marketing piece where that's very useful for the family, but the ones who haven't chosen an attorney, your name will be square on the bottom of that sheet.

So we're going to make a checklist or a timeline where all the legal aspects are red and everything else is black and white. But it's going to be a useful piece because probably their attorney didn't give them that most don't or the ones that don't have an attorney certainly don't have it. So it becomes a probate roadmap or checklist for the family.

And when they get stuck, there's a firm's name right at the bottom. So you can, co-brand that marketing piece with the firm, have them produce it with you. And that's going to result in you sitting in a room with them for half an hour to an hour having an organic conversation. And they're going to be, they're going to say, you know what, wait a minute.

What exactly is it that you got do? And there's your pitch? So you get them to ask you what, you know, how you can provide value and either scenario, what you want to do is think of the attorney as a small business owner, not as an attorney. What's your parents and teachers, and everyone else told you, just forget that.

Look him in the eye and say, this is a human, this is a human that owns a small business. I'm a human with a small business. How can we benefit each other? And get rid of that. Like the intimidation of trying to prospect an attorney. Cause that's where most people get wrapped around the axle is they make an attorney bigger than life.

Like they're an icon and then they get nervous and they don't do it or they do it poorly. So just remember you're a one small business owner, figuring out a way to benefit another small business owner and your community. And that should be the mindset. you approach this with.

Caller 3: [00:49:42] Awesome. I appreciate it!

Jim Sullivan: [00:49:44] All right, another crazy. Oh guys. Call number 300 was a good one. I want to thank each. And every one of you for being here today, I want to particularly thank the seven or eight of you that actively participated. And I want to challenge each of you: take one idea. One thought, one thing that inspired you on this call.

Go out put it into practice and come back next Thursday and share your results with the group. Stay safe, stay healthy, stay productive. We will talk to you same time next Thursday, everybody take care.

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Wraps, Sub2, Lease Options, B2B Prospecting, and More | A 500-Level Real Estate Mastermind in 50 Minutes | Probate Mastermind Real Estate Podcast #299

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Probate Mastermind Episode #299 | Recorded Live on October 8th, 2020.  Join Us Live Every Thursday | Previous Episodes


TEASER ALERT: We will be recording a special podcast/webinar episode for All The Leads’ Ask The Expert Series next week with an Infinite Banking subject matter expert.  This special guest worked as a Medicare Broker before entering the Be Your Own Banker space.  With a deep understanding of the intersections between Medicare/Medicaid, Estate Planning, and Real Estate Investment Strategy, this Special Guest is someone you’ll want to hear. Make sure you are subscribed to to get notified when it publishes.


More Content Published This Week: October 2020 Updates: Social Media and SEO News For Real Estate Agents and Investors


Summary: In this episode of the Probate Mastermind Real Estate Podcast, Chad Corbett discusses advanced real estate investment and infinite banking strategy.  Topics include helping a family pay off Medicaid liens and earning that capital back by leveraging life insurance policies; using lease option to acquire or wholesale probate property; becoming your own banker and turning your SOI into private lenders for real estate investment deals; accessing funds/financing for repairs to maximize equity when a seller has no liquidity or credit, without using your own capital.  Other discussions include winning B2B relationships with real estate attorneys and adjusting your marketing strategy to combat the telesales impacts of COVID-19.


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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Episode Topics, Timestamps, and Resources:


Preview for podcast segment on Learn how to become your own banker, help families with medicaid property and estate planning, and regain real estate investments through infinite banking

Advanced Investment Strategy: Infinite Banking, Life Insurance, and Medicaid Properties (0:47)

Eddie is working with a seller who is about to lose inherited property due to a transfer on death to Medicare.  Eddie describes the situation and Chad explains what’s happening and how the situation got to this point.  Then, Chad describes an advanced investment strategy stemming from the Be Your Own Banker (BYOB) philosophy.  This strategy can help settle Medicaid debt out for a much smaller amount, let surviving family members remain in the house, and become a solid financial investment for all parties involved. 

TEASER ALERT: We will be recording a special podcast/webinar episode for All The Leads’ Ask The Expert Series next week with subject matter expert on this subject.  Make sure you subscribe to the (at the bottom of any blog post) to be notified when the episode is published.


Preview for podcast segment on the 1% rule in real estate investing


What Is The 1% Rule In Real Estate Investing?(7:06)

Joyce is interested in learning more about the 1% rule for property valuation. The 1% rule is something some investors love and others hate.  Here’s a simple explanation of the 1% rule from the Bigger Pockets Blog.  

Preview for podcast segment on transferring property to family members for trusts and probate

Intra-Family Transfer and Quit Claim Transfer (7:40)

Joyce asks about Intra-Family Transfer and to what extent family members are able to go this route.  Chad describes how Intra-family transfer is really a quit-claim transfer so whether an extended family member is eligible for intra-family transfer or not, quit-claiming the deed is always an option.  In most states, this will be a zero-dollar tax transfer.  


Preview for podcast segment on Help your real estate clients with Medicare liens and bills

Helping Real Estate Clients With Medicare Paperwork (8:28)

Danny’s working with a potential probate seller who’s biggest obstacle right now is handling Medicare paperwork.  Chad lists a simple step for finding a social worker or care manager in your area who can help with any of these situations.

See More: Unexpected Places to Find More Listings and Deals – Probate Referrals from Medicaid and Social Workers


Preview for podcast segment on attorney referrals for real estate listings

Top Strategies For Building Referral Relationships With Real Estate Attorneys (10:22)

Fed is having trouble getting through the receptionist when calling attorney offices.  How can he get further with his B2B prospecting efforts? Chad describes the two strategies that have always worked well for different personalities, different markets.

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


Preview for podcast segment on lease option for wholesaling probate

Lease Options for Wholesaling Probate Property (21:17)

Patrick wants to get started with Probate Leads.  Is Lease Options/Lease With Option To Purchase a viable strategy to start wholesaling probate properties? Yes. Chad describes his 95% close rate with lease options and probates. He describes a situation with a VA Loan to make his case.

See More:

Joe McCall - How to get 95% of your lease option tenant-buyers financed with Chad Corbett 

Shift Happens Session 4: 7 Different Creative Financing Strategies 


Preview text for podcast segment on wraps, sub2, liens, equity, and annuities

Wraps, Sub2, Liens, Annuities, Liquidity and Equity! How to Help Homeowners with Financial Urgency Now (25:15)

Ellie and Patrick describe a deal they’re trying to work out.  The seller is an senior who has a cash urgency.  Chad helps Ellie and Patrick do some deal analysis on the spot and gives them a brokerage and investment option for helping the seller get the most out of her equity in the fastest time.


Preview for podcast segment on how to Finance home repairs and remodels without cash or credit


How to Pay For Repairs and Improvements When A Seller is Tight on Cash (28:08)

Caller is looking for advice on how to help sellers fund and finance repairs when they don’t have the cashflow themselves.  Chad offers different strategies for accomplishing this without having to risk your own capital.

See More:

Offering Sellers Vertically-Integrated Solutions Without Putting Your Own Capital On The Line

5 Ways To Access Equity for Improvements When Traditional Financing Isn’t an Option

How to Get Your Clients Cash UPFRONT When Inheritance Is Tied Up in Probate – Estate Advance with ProbateCash


Preview for podcast segment on how to Buy abandoned house next door in probate with late mortgage


I Want to Buy The House Next Door.  The Kids Are Done Dealing With it. How Can We Transfer Title? (37:58)

Ryan’s neighbor passed away and Ryan is interested in buying the house himself.  The kids were living there for a while, but they got tired of dealing with it and left  The house is about $8000 late on mortgage payments.  There is only one mortgage. Ryan knows how to contact the kids.  What does he need to do to make sure title can be transferred, and how can he motivate the kids to get out of Probate Quicksand?


Preview for podcast segment on Cold Calling Tips for Virtual Wholesalers


Building Rapport With A Seller That Has A Bad Impression Of Real Estate Investors (40:55)

Dave is interested in an ancillary probate property that he wants to wholesale virtually.  The property and the surviving spouse are in Brevard County, Florida. The seller is wary of cash offer prices and wants to meet Dave in person.  Dave lives in another state and is wholesaling virtually.  How should he proceed? Chad offers two solid strategies for leveraging a contractor partner and/or earnest money deposits in this situation.  If those don’t work, Chad offers a trick for getting the neighbors to help nudge the seller.


Preview for podcast segment on Landline phone use 2020 covid impact cold calls and telesales


Are People Finally Getting Rid of Landline Phones? Adjusting Your Marketing for COVID-19 Impact (44:58)

Stefan is in Northern California and is running into a good amount of disconnected lines while making calls.  In particular, the first and sometimes second column of numbers is seeing this happen more often.  Are court delays and economic impacts from COVID-19 impacting prospecting?  In other words, are people making different financial decisions, such as shutting off a landline to save on monthly expenses?  As the nature of telesales changes, how should you adjust your overall marketing strategy? Chad and Stefan discuss.



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Episode Transcript

Probate Mastermind Real Estate Podcast - Episode #299 Transcript

A.I. Narration: [00:00:00] Welcome to the Probate Mastermind Podcast!

These episodes are recorded live once a week and are hosted by the All The coaches.     Agents, Investors, and Wholesalers join the coaches 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.  "

A.I. Narration: [00:00:25] Be sure to catch show notes at All The slash Podcast, and join our free Facebook Mastermind Community, " All The Leads Mastermind."

Jim Sullivan: [00:00:34]

Welcome prosperous agents and investors nationwide . We do have five people in the queue. So let's go right to our first, our first person up this week is five, four, six four you're up.

Advanced Investment Strategy: Infinite Banking, Life Insurance, and Medicaid Properties.Eddie V: [00:00:47] Hey, what's going on. It's Eddie, Kansas city. I'm doing probate mastery and, I was on the phone call yesterday, but for some reason, Chad couldn't see me. And I had asked the question about, somebody who's losing their house, in a property that was transfer on death to Medicare, contract for deed on the property. So they have somebody living in the house and the attorney for Medicare told the purchaser, the contract for deed, that they should stop paying the person that inherited the house and not to do anything. So anyway, they had hired an attorney who spoke with the attorney for Medicare and basically said, Hey, we can't do anything.

Chad, in the Mastermind or in Probate Mastery said without more details, you can't really give anything.

Chad Corbett: [00:01:32] I'd I think I understand now.  So what it sounds like to me is that you put, they've put a contract in place as a first position lien . Then this person went into longterm care, racked up a massive medical bill. And then the Medicaid lane subordinated that first position.

So if an attorney has already looked at it and already spoken with their counsel and says, there's nothing they can do, I would say that they probably should just cut their losses, live there as long as they can and move on. Medicaid is not really known to negotiate their liens, typically with medical liens, like with hospitals, you can oftentimes negotiate those for pennies on the dollar, but with Medicaid and IRS, it's pretty tough.

Now there are debt attorneys that. Specialize in negotiating with government entities. If they wanted to try something else, I think the only suggestion I have would be contact a really good, debt negotiation attorney, and have them go after Medicaid to see if they can settle it.

Do you know how much the Medicaid lien is for?

Eddie V: [00:02:27] The Medicaid lien is for $120,000. Okay. And the property you in that house is about 120,000.

Chad Corbett: [00:02:35] They might negotiate it down to 60. Does the family, they probably don't have any other cash.

Eddie V: [00:02:39] I think they have cash and they were told that they could purchase the property for three fourths of what was owed.

Chad Corbett: [00:02:46] So since they transferred title, there's a rule. If you can find somebody, this is one of the more advanced things we might've touched on it yesterday:  You can pay Medicaid that three quarters of what they're due , and the person who steps up to do that can buy a life insurance policy where they are the beneficiary on the insured.

For example, if you, this is common with kids and parents, like savvy families will do this. If you move the property over into the kid's name or into trust, whatever it is, you transfer title out of the parent's name - that starts a five year window. If they have to go into longterm care and Medicaid as to pick up the tab, you can pay three quarters of the property value.

The market value at the time of transfer and Medicaid will release all claims and pay a hundred percent of the medical costs. Now, what you can do to recover that capital is you actually buy a life insurance on your parents and it's, the insured, you are the beneficiary for whatever the face amount that you had to pay Medicaid.

So whenever they do pass away, you get your full principal return. And if you want, you can buy a bigger policy and you can actually make money. Sounds dark, but it's just an estate, an advanced estate planning tactic; one that I've used in my own family because it allows you to move assets around and if your parents didn't plan for longterm care and they simply can't afford that, but they're likely to need it, it's something you can do after the fact, because you didn't start early enough in their life. So that's, if you can find somebody that has the $120,000 to step up and then whoever the mortgagor is if that's the kids or the surviving spouse, they could buy a whole life policy on that person.

And eventually they would be reimbursed. Now whether the numbers work for them, for the people you have involved or not, that will work if you have the right people.

Eddie V: [00:04:34] Okay.

Chad Corbett: [00:04:35] Does that make sense?

Eddie V: [00:04:36] Yeah, it does make sense.

Chad Corbett: [00:04:37] So somebody writes Medicaid a check. It could even be a third party investor. But somebody writes Medicaid check to get them out of the picture. The first stays in position. The contract for deed goes on, the buyer is protected. And then whoever wrote that check buys a life insurance policy on the mortgagor whoever now holds title to that property.

And when they pass away, then they get paid back the death benefit.

Eddie V: [00:04:59] Got it. Okay. That makes more sense. I didn't know who the life insurance policy was going to be put on.

Chad Corbett: [00:05:04] I don't either. And that's, it's, whoever's on title that wrote the contract for deed and holds that first lien position is who you should have the insurance on it.

If that person is 25 years old, it's probably not gonna make sense to pay premiums for 40 years for an investor. If that person is 70 years old, it may make a whole lot of sense to do this deal this way. And you can, everybody can win. Medicaid gets, they settle for what they're willing to take your investor gets, it, they would, it would be a long position, but for example, if that was a 70 year old and they bought a whole life policy and, statistically there might be eight to nine years on that investment.

just demographically. Then they could buy it where it's, let's say they pay 120,000, but they buy an insurance policy for two 50. Now they have to pay the premiums during that person's lifetime, but they could get a massive return on investment if they do that. And there's actually, it's an advanced development, finance strategy.

I've seen $150 million developments built on these type of agreements where you buy life insurance. You're the beneficiary. You give them a cash advance, then you cross collateralize your position to get development financing. So there's a whole world behind the curtain of things like this.

It's legit, it's above board. It's just not talked about that often.

Eddie V: [00:06:16] Okay. Sounds like I just need to get more details from them to what they want to do.

Chad Corbett: [00:06:21] Yeah. And I don't, what state are you in?

Eddie V: [00:06:24] Missouri. This property is in Kansas.

Chad Corbett: [00:06:26] There is a company in West Virginia, that just does what we're talking about.

They walk families through it and help you get the proper insurances and make sure everything's structured correctly. Like there are professional service companies that do just this to help families out of this position. So you can probably find if there's one in West Virginia, that's probably one everywhere.  If you talk to some insurance friends, or some savier finance guys, or potentially some estate planning attorneys, they should know what I'm talking about.

Eddie V: [00:06:53] Okay. I'll give an estate planning attorney call and see what he can tell me about it.

Chad Corbett: [00:06:58] Okay.

Jim Sullivan: [00:06:58] Alright, good luck! Get back to us and let us know how it turns out, please. Next up is phone number ending in six, two, four eight. What Is The 1% Rule In Real Estate Investing?

Joyce: [00:07:06] Good morning! It's Joyce Arnston Morris in Orange County, California. I want to tell you that mastery is wonderful, but I do have a. Two short questions. Chad, you talked about the 1% rule yesterday and I don't.

find anything in my notes about 1% rule.

Chad Corbett: [00:07:23] So it's the way a lot of investors will value rental real estate. As it just a quick measure, I would point you to Bigger Pockets, and put in 1% rule; it's going to bring up podcast, blog posts and forum conversations.

And that'll be way clearer than me trying to explain it. It's a simple, quick valuation metric. Intra-Family Transfer and Quit Claim Transfer

Joyce: [00:07:40] Oh great. And can you tell me which family members can be in an intra family transfer?  I think it's,

Chad Corbett: [00:07:48] I really don't know what the limitation of that is. Obviously immediate family is, it's a quit claim is the same as an intra-family transfer.

So even if it's not booked as an intra family transfer. It can be booked as a quit claim transfer. So if I were to give them my property to a trust, I would quit claim that out and there wouldn't be transfer tax and my state, and I know like Pennsylvania would charge a transfer tax, but most States don't.

So either way, intra-family, I think is reserved fo immediate family. I may be wrong on that. It may go to extended family, but either way, they get the same result with the $0 transfer.

Joyce: [00:08:24] Perfect. Thank you so much. See you at 12.

Chad Corbett: [00:08:27] Alright. See ya.Helping Real Estate Clients With Medicare Paperwork

Danny: [00:08:28] Hey guys, So I ran across someone and I asked him a question, okay, what's been the most stressful thing for you. And he told me that the biggest thing for him is he needs help with the Medicare paperwork.

It was new for me. So I wanted to come on here and ask you guys a quick question about like how I could, provide some value and get back to him on like how he can, Basically get that solved that I don't know how to

Chad Corbett: [00:08:51] so this is Danny. Have you been through mastery?

Danny: [00:08:53] Yeah.

Chad Corbett: [00:08:53] Yeah, you can go back and listen to the recording, but that's where social workers can come into play and be very valuable as a team member.

There's also an emerging field called care managers and those people can help with that as well. So I would start with just Google social services, your city. And have a conversation with one of the social workers and say, here's, we need someone to help this family with Medicaid paperwork.

Is that something you guys do in your office or can you connect me with care managers? And they'll be able to tell you who in town is the best to serve their need.

Danny: [00:09:24] Awesome. Okay. Perfect. All right. I just wrote that down. All right. And now give echo shy on that too. I think we do have someone possibly that can do that.

Okay, then that was pretty much the only question I had. It was just something new that I ran into the first time.

Chad Corbett: [00:09:37] Yeah. Like I said in mastery, it's one of those team members you won't know you need until you need it. And you won't realize how valuable it is until you've used it the first time.

And I've helped many elderly people get, basically save them financially, help them from becoming homeless. Your social worker will make a massive difference in the impact you have eventually. So for everybody listening, if you haven't considered that as a team member, you might not need them today, but it won't hurt to go ahead and make that connection because typically when you need them, it's an urgent situation.

So it's good to have already established that relationship and understand kind of the scope of what they can do as a member of your team.

Danny: [00:10:13] Perfect. Alright, thank you. Appreciate it.

Jim Sullivan: [00:10:15] Alright, thank you. Next up is phone number ending in eight two one three. You're up next.  Creating a Two-Way Referral Relationship with Real Estate Attorneys

Fed: [00:10:22] Hey guys. It's Fed. Good morning. so I wanted to, I want to make sure I reach out to attorneys.

And I'm having a little bit of a challenge. I listened to the interview that Chad did with, I forgot his name. He was an attorney from, San Francisco who also a realtor. So usually when you call, you usually get the gatekeeper, so secretary or front desk, and some I'm trying to figure out what the best way to  jump that hurdle is since I've called numerous ones asking to you speak to the attorney. And for example, one way I tried is I try to look up the docket number on the leads and, I said, hi, I'm trying to speak to, for example, Mr. Corbett, and then they say, what is this regarding? So it's regarding docket, blah, blah, blah.

and I never got a call back. Or I haven't got a call back yet. So I'm just trying to figure out A: What you guys suggest as to how to get through to the attorney. And B: Perhaps what the conversation is. Cause obviously my, from my understanding doing a mastery and other calls is that obviously we want to make sure that we provide them value and an, and let them understand that we're not calling them just to obtain a listing, but instead to work together and generate a referral back and forth, referral to one another,

Chad Corbett: [00:11:43] You're not in Mastery this month, are you Fed?

Fed: [00:11:45] No, I'm not, I actually, I've been wanting to come back in a, I'm probably going to sign up back, but, I'm going to do it again. This coming month.

Chad Corbett: [00:11:53] So I unpack this pretty lengthy yesterday, there's two main value approaches that I suggest, and both have worked for different personality types and Metro markets, rural markets.

You can decide which one's right for you. The first is find a way to bring them qualified referrals. you got to first understand an attorney is a struggling small business owner just like you are, just like every small business owner is. They're unemployed every morning. But unlike us, they have anti-solicitation laws that they have to deal with as part of their code of ethics.

So it's harder for them to gain business than it is for us, because we can do these things. we come here and talk about direct mail and hammering the phones and they're not allowed to do that. So they rely on referrals and that's why a lot of estate planning attorneys do probate because it fills in the, the it's just another stream of revenue.

They would prefer to do estate planning business because in a couple of weeks they can make a couple of thousand bucks versus making a of few thousand bucks over nine to 12 months.

Fed: [00:12:49] Yeah.

Chad Corbett: [00:12:50] Think about it from an business owner to business owner perspective. What value can you provide to them as a business owner, quit thinking about referrals for yourself, and you want to open the door with something of value to help them grow and scale their business and make their life easier.

One of the best ways to do that is to give them qualified referrals. So the people in your family, the people in your neighborhood, the people in your mastermind groups, your past clients, anyone that you ever worked with in the future: If they don't have a living trust, if they have over a hundred thousand dollars in net worth, they probably should.

Because probate costs three to 8% of the gross estate value. A trust for most families is 1500 bucks, 2000 bucks. So it's considerable savings. The hard part is getting those people to think about much less plan for their own demise. So if you can do a sphere of influence campaign, a past client campaign and say, guys, listen, 2020 has given me an opportunity to really take a step back and realize I'm not providing the highest level of service that I could have been all along.

So I've added the team member. We now have estate planning attorneys on staff, and I'd like to offer you free hour consultation with one of our attorneys. please let me know, book yourself into this calendar and put a Calendly link in the email. And let them book directly in just don't put your phone number in there.

Don't tell them who they're going to be meeting with. That's a good way to gather preset appointments. When you walk into an attorney's office, or I would prefer if you would walk in, but if you have to call because the COVID environment, I understand, but if you call it and say, listen, I'm trying to reach John DOE what's this regarding? Actually I have, I have uh, threw myself into the fire. I've got five clients that need an estate plan, and we helped a lot of families and probate. And we see your firm name and especially John Doe's name. And it just seems like you guys are really active and a firm I could trust. Could you put me through so I could see if we're a good fit?

And if they don't they're damn fools. So you're giving him pre-qual, like pre-vetted ready to go a state planning referrals, and he will, no one's ever done that for that attorney and everyone else is like:I'm an investor, I'll have cash. I close quickly. I'm a realtor, look at my listing presentation.

Isn't this flyer nice? And everybody's me, And it pisses the attorneys off. Talk to them. They'll tell you, listen, dude, I don't open that damn mail. No one's allowed my receptionist will be fired if she lets realtors come through the line and it's because they're saying the wrong thing, she won't really be fired if she lets you through.

She'll be commended for letting you through because you just brought $10,000 in revenue to the business with five referrals. So that's approach number one. And that one takes a little bit more, a little more work and you have to have kind of a sphere of influence built the other approach.

It is an exercise that I use for two purposes. One to build your local probate knowledge, the other, to impress the hell out of an attorney and start a good relationship organically. As I said, they have anti-solicitation laws, so they can't direct mail people on a probate list. We know that about 20% of probate at the petition, when it's recorded, they're pro se meaning they're representing themselves.

And there's a lot of the misconception that every probate has to have an attorney. That's simply not true. The state of Texas is contentious in debating that, but it's just not true. So that 20% of people take that they think they're getting off easy and not on saving money. Most of them will end up hiring counsel to clean up the damn mess they made before the probate's over.

So it ultimately cost them more and takes more time. So it's in their best interest to have legal representation for a. an overly complicated kind of bureaucratic process. We want to get them attorneys. We want to also use that as an opportunity for us to get to know the attorneys so we can approach the attorney and say, listen, we have a team of people here locally that help families going through probate.

As part of that, we meet with the clerk every month to make sure we know which families we should be reaching out to. One thing I keep noticing is like 20% of them aren't have no legal representation. And you, and I both know that's a bad idea, right? So also I've come to learn that you're not allowed to directly solicit these people.

So I'd like to propose that we collaborate and let me pay for your marketing and let's get these people to the counsel they need. So if you can sit down with me for 30 minutes and design a checklist or timeline, we'll color everything legal in red. Everything my team does in black and your firm name, a website, email address, phone number, whatever you want.

will now be included in every mail piece I send. So have you got an hour? Have you got an hour? We can sit down and do this. And they make the time they will go to the conference room. And just like if you can trust me on this and just do this, I've yet to have a single person fail at either of these techniques.

And what does, what usually happens is they immediately get divorce referrals. And then shortly after they start getting probate referrals in a month or two, but don't be surprised if you start, if you become a divorce specialist, because you're doing these two things. Almost everyone who does it well ends up getting divorce referrals within a month.


Fed: [00:17:39] I'm a hundred percent in! Chad, question hovering above the first suggestion, how you were saying go to go through your sphere and just see who has a net worth, over a hundred and, advise them to get a trust. How do you pitch that to your sphere? Does that know your story or

Chad Corbett: [00:17:56] Tell your story.

So my name's fed this year has really taught me a lot. One of the things it's taught me, I've helped many families going through probate and I've seen how expensive and stressful it is. What I've come to learn is a living trust is about a fifth of the cost of probate.

And in the toughest time your family will ever go through, the court is not telling you what to do. Your family's wishes will be carried out by a trustee. that was told what to do in a controlled environment by everyone. So there won't be any infighting. There won't be any government intervention. There won't be any excessive expense. because I now understand this, I have set up and established my own estate plan, even at 30 years old.

My next step is to make sure everyone that I have the privilege of working with has the same opportunity that I did. So I've retained the local legal counsel to give one hour consultation that won't come at a cost to you. It's something my business will provide. And all you have to do is click here to get scheduled.

And then the calendar, please give us at least 48 hours notice. You change your Calendly setting, where they can't book within 48 hours. They can only book 48 hours out and beyond. That gives you two days to be the clearing house and get those out. And you might give one to each attorney. You might give five to, you might give one to 10 attorneys or five, two to five attorneys.

You'll just have to see what comes back. But if you have a sizeable database and the other thing that I would recommend, you have a blog, you have a WordPress site?

Fed: [00:19:19] I do not know. Okay.

Chad Corbett: [00:19:21] You have social media for your business? Like you have pages.

Fed: [00:19:24] Yes, sir. Yes, sir. Yes, sir.

Chad Corbett: [00:19:26] I would recommend you write the copy as I just suggested, but you also do a video, same exact thing.

Give them more than one way to consume it. Some are going to see it on Facebook and watch the video. Some will see it on your YouTube channel. Some will click the email and they won't click the video to see it, but they'll read the copy. Just do it in multiple formats so you can gather as much interest as you can.

Once you've done that. The next step, if you really, if you want to take this to the next level is take the five that actually followed, took your, took you up on the opportunity, established a proper estate plan and had a good experience, and then start doing interviews with them for future content. And if you don't have a blog, it's okay.

You can put that on YouTube. You can put that on Facebook as a native video upload, Instagram, wherever, but start getting that word out. Look what this guy does for his past client. It's not going to hurt you and your conventional business. It's sure as hell going to help you in your probate business.

Fed: [00:20:19] Absolutely. Thank you. I really appreciate that. I'll start that today.

Jim Sullivan: [00:20:22] Awesome. And Chad it reminds me, yeah, whether it's a personal story or one that one of your clients experience, it reminds me of the roleplay yesterday where the roleplay, I think the Danny did, where ran into a guy where he had taken care of his mom for the last 10 years of her life.

And she wrote out a handwritten will left it with him. It wasn't notarized or witnessed. So now the court was getting involved in telling him that he had to sell the house and split it up with the sisters that hadn't been there in 20 years. Anyway, it was a difficult story where it was not only going to cost the family a lot of extra money to do it that way.

But his mom's last wishes weren't being respected. So as your prospect, you're going to come across stories of that all the time with people that didn't do it the right way. Maybe didn't even file the probate the correct way and use those stories and, the consequences to other people and, and how it affected them as you go through, both the attorneys and the executors.

Fed: [00:21:15] Thank you. Thank you so much. Lease Options for Wholesaling Probate Property

Jim Sullivan: [00:21:17] All right. Well, we only have two in the queue guys. Come on that we need our win of the week, hit star six and hit one. In the meantime, we'll go to our next caller, which is anonymous. You're up next.

Patrick: [00:21:28] Hey, good afternoon guys. Quick question. Good afternoon.

Jim Sullivan: [00:21:32] Is that your real name? Anonymous. Okay. it could be, I'll tell you, but then. Okay, go ahead.

Patrick: [00:21:37] This is Patrick.

Jim Sullivan: [00:21:38] Hey Patrick,

Patrick: [00:21:38] We spoke this morning about doing some of the probate, but also, or wholesaling it, and some of the, advertising to get lease purchase options from the other side. Have you figured a way how to get that done or is it possible.

Chad Corbett: [00:21:51] Yeah. My first probate deal was a lease with option to purchase. What you need to be aware of is how title transfers. So  if real estate was titled and for spouses or partners, If real estate is titled as tenants in the entirety with rights of survivorship, then oftentimes it's essentially a transfer on death clause.

Sometimes that'll re require a spousal property petition, but it'll go from John. John does Jane DOE to just Jane DOE. And at that point, Jane DOE can sign a lease with option to purchase. and that's the very first one I ever did was a surviving spouse. I ended up mailing her off of a high equity list.

It was before I was even. It was my second probate, I think. But, it came together beautifully. I was able to meet him. It really works like in her situation. I tell this story in the beginning of mastery, cause it's probably one of the more complex deals I've ever done. And it was a first "aha!" moment. But they needed as much money as possible and they needed it as quickly as possible.

So we ended up doing it as a lease with option to purchase, even though it was a free and clear asset because we were able to sell at a premium price, take a 4% option fee upfront and a market rent until we got it closed with no rent credits. We credited back to 4% in closing. And I have a 95% close rate on lease options.

If you want it. The only place I've really talked about my system publicly, if you go on YouTube and look up Joe McCall, Chad Corbett, Joe McCall was on the guys that inspired me way back in 2011. When I first got into residential. And, it was an hour or two podcast where I just paid back by showing him, what I did.

So you can check out that and Katt can link that in the show notes, but you can absolutely do these. and back in March on our YouTube channel, there's a playlist called shift happens, and episode four will actually walk you through seven, seven distinct, creative financing strategies that will work on these deals.

And I show so it's lease wrap. So to a contract for deed land contract. There are seven different strategies that I've used on probate leads. That's about two hours long. It's not, it goes wide, but not real deep, but, start there and then look at that and that'll help you get a better understanding of when you can use which strategy of creative financing and probate , episode four of shift happens.

Patrick: [00:24:07] Now, how did you, if they're doing Elisa, how'd you get the money to them quickly,

Chad Corbett: [00:24:11] So I take a 4% option fee on the front first month's rent and last month's rent. So on that deal, we were able to get a 10,200 bucks on the day of signing.

And that was enough money to get her mother out of the hospital and into a rehab. and then, she made $1,100 a month until the buyer's closed, which only took us, I think, six or eight months on that it was a pair of retired Navy, but forgotten to pay utility bill. So they had a 90 day late on their credit.

We just had to clear that and we closed. And so we sold for full price, no commission, no. it was no contingencies and we actually did it just to show you how possible this is. It was with a VA loan and we did the VA appraisal before move in. I documented the source of funds on the front end.

I documented the VA appraisal and put that in the lenders database. And I had my fingers crossed terrified when they exercise their option and the VA underwriter took it. So we proactively did things. that's, just showing you that today demonstrate even one with a government entity that we were able to get this closed.

So it was a probate, it was a lease option. It was done with VA financing. Wraps, Sub2, Liens, Annuitys, Liquity and Equity! How to Help Homeowners with Financial Urgency Now

Ellie: [00:25:15] Okay, great. Hi Chad, it's me, Ellie. Here's the deal? Okay. I have a property that a senior needs to sell. She really needs to get out of there, but the property in order to be I'm being telling Patrick, basically to go with the flow and try to do the lease with option to purchase.

I have multiple people during this time that don't have the best credit. And it's kind of the opportunity to jump into it. Maybe I'm wrong on that part, but the thing

Chad Corbett: [00:25:45] Let me ask you how much equity is in that. Is there equity in the home? The property.

Ellie: [00:25:49] Yes.

Chad Corbett: [00:25:50] Okay. Is there, are there any debt?

Ellie: [00:25:52] How much does she owe?

Patrick: [00:25:54] 40% equity,

Ellie: [00:25:55] 40% equity on the property.

Chad Corbett: [00:25:57] Okay. So you have a first mortgage at a 60 LTV?

Ellie: [00:26:00] Yes.

Chad Corbett: [00:26:01] Okay. And what's her urgency. Is it? She needs cash now, or she needs relief from the debt.

Patrick: [00:26:06] Pretty much cash now and to a little bit now.

Ellie: [00:26:09] And she needs to have some kind of income for her to have the rest of her life.

This property next update built in the nineties.

Chad Corbett: [00:26:17] You could do this as you could do it as a broker and sell the home as a wrap where they take title subject to the first lien remaining in place. The seller takes a second lien for the other 40% and you get her immediate debt relief and you basically turn the house into an annuity.

It's almost like a reverse mortgage, but in her favor,

So you're going to, you're going to minimize the tax consequences. You'll give her a consistent monthly payment. If she doesn't need a lump sum of cash right now, if she would rather have more money over more time than less money upfront, then that structure would work if she needs a lump sum right now, you guys can take it sub two.

Then you could sell it on a wrap as an investor and take a heavy down payment from one of your poor credit buyers. Give that, pass that heavy down payment through to them, or use that to replace your principal that you gave her. Either way, the wrap will work. It's just one way. You don't have to come up with a lump sum the other way you do.

And one way you're acting in brokerage. The other way, you're acting as an investor.

Ellie: [00:27:19] You understand?

Patrick: [00:27:20] Okay. All right.

Ellie: [00:27:21] Thanks you guys.

Jim Sullivan: [00:27:23] Alright. You're very welcome. We only have two more in the queue guys. We're still looking for our win of the week. Yes.

Chad Corbett: [00:27:29] Who, who set this up as a 500 level class today?

What's going on?

Jim Sullivan: [00:27:33] No, we haven't had, we haven't had a simple, it's funny the call yesterday after you hung up, somebody from West Virginia said. What's wholesale. What's probate. The most basic question we ever had, these are really in depth, the complicated questions today. Hey, we're here for whatever you guys need help with.

And there's over a hundred of you on the call. We're still looking for our win and we only have two more in the queue guys. So we got plenty of time left, hit star six and hit one in the meantime, next up is phone number ending in one, four, four, seven. You're up next.

How to Pay For Repairs and Improvements When A Seller is Tight on Cash Are you there are Youngstown, Ohio.

Caller: [00:28:11] I'm sorry I had you on mute. That's okay, go ahead. Yesterday regarding one of the role plays that was done, it was really good. It dealt with,  two brothers. they worked in a restaurant and servers. They needed to sell the property when one brother wanted to live in it.

The other one wanted to sell it. Do you recall that one? Yes. Okay. All right. My question is apparently they didn't have. Cash available. and the house, if they were to sell it, there were some things that needed to be done on roof and miscellaneous other things, titles. I think my question is if the descendants have ready and available funds, How do they get the repairs done or you're supposed to be the people that, take the ball and run with it and show them how to get things done.

But where does the money come from? L

Chad Corbett: [00:29:10] Lots of different ways. Katt, remember to link this in the show notes. There's a tip from the trainer posted. I did a couple well years ago. That's five ways to basically fund improvements, I think is what it was. so I'll spare you that you can watch that.

After this, if you go to all the and search five ways to creatively finance repairs, I think might've been the name of it. Post. You can use a contractor by turning them into a lender. So typically a contractor is going to be cost plus 15 cost plus 20. You can allow them to add a premium to their invoice, 10%, usually reasonable and standard so they could make cost plus 25 on this job, they would carry the invoice through to.  The closing. They have three layers of protection. They submit an invoice to escrow. They submit an invoice to the court and they're authorized to record a mechanics lien against the asset. So there's three different ways. I can three different layers of security for them as a lender.

And you give them a premium. That's why I tell you to find contractors who are running a business, not working a crappy job. These are the guys that have cash reserves, very professional business. They typically have strong cash reserves. They're oftentimes they're flipping houses, holding their own rentals, these kinds of things.

You can even do things with local real estate investors, pawn shop owners. The we buy gold guys. We buy junk cars. We buy mobile homes depending on what ground work at your end. These guys, these are all they're they're high yield debt investors. So most people don't think outside of the box, I think, Oh, a pawn shop guy.

He's he's not, he's just a savvy small business owner and he's providing a service that's needed in that community. So they typically are flushed with cash. They're looking to make short term high risk loans. This is the safest. if someone's going to advance a thousand bucks on a Ford Mustang, what is it like with, at an appreciating asset?

And you give them an opportunity to make 10% on their money, on an appreciating asset where if you screw up or someone screws up, they double their money. That is a, one of the best deals ever. So you can look at other investors and cash, rich people in your market and your sphere of influence, the easy button way.

Is you simply go to an estate advanced company, the preferred partner that after two years of vetting these companies, we finally found one we're comfortable with and it's probate cash. So probate cash compound, no space. And if you go to all the again, the top, right where you can, if you're listening to this after the fact, you can see it in the show notes.

Okay. just search probate cash and it'll bring up a, an ask the expert series that I did with the two founders of that company back in, I don't know, July, I think. so that's three there's five on that video, but those three ways, the other ways are you can get a HELOC. You could also do a reverse mortgage. If it's a surviving spouse situation, those two would work. You can use more conventional methods, but. there are a lot of different ways you can do it. I would suggest watch that blog post to watch the probate cash thing. And, you'll have more than one arrow in your quiver whenever you encounter this.

Caller: [00:32:11] Wonderful. Thank you.

Chad Corbett: [00:32:13] The one that I didn't, the other one is you turn yourself into a JV partner. So if you see that this house needs 50,000 work and it could sell for 150,000 more, you have an opportunity. And I would say you have an obligation if you ha, if you are an investor and you know how to do fix and flip, you can step up, establish a basis value for the assets today. Form a fresh LLC, a joint venture, a limited partnership, or a land trust and address the basis value and the control of sale. In that instrument, whatever your attorney's comfortable with, you go bring your contractors in. You pay for the construction and you get a higher listing commission on the way out, which is above the net.

And then whatever's left after you're paid your commission. Whatever that net is, you guys split 50 50, so you can create another, an additional $50,000 in equity for the family and an additional $50,000 in revenue for your company. It's called flipping a free house.


Bruce: [00:33:12] I'm going to throw in there, Chad and mention another way for the agents or investors.

it's specifically probably for the agents who don't have the cash to do what you just mentioned. Most of us have clients. that are sitting on cash and they want to be in the real estate space, but they don't have enough to drop into a flip or maybe they're just there, they're waiting.

And for example, I have three or four people that, will fund up to 20,000 in repairs under the same terms that you just mentioned, Chad, I'll take a higher commission. That's my fee for quarterbacking, the repairs, the upgrade. and then they'll take 50% of the, the gain.

So there are lots of ways to do this. Even if you don't have the money or don't have the pawn shop relationships. We have clients all over the place that have a little bit of extra money and want to be involved in real estate investment in one degree or to one level or another.

Caller: [00:34:06] Okay I wasn't

Jim Sullivan: [00:34:08] Awesome. I feel compelled to mention something, Chad, you said this is a 500 level call. If there's anybody on this call that is brand new and has just decided that this is all way too complicated. There's a good chance you'll go your whole career and never use any techniques we've talked about. The beauty of taking mastery is you can make a deal almost any situation, but the vast majority of probate, 90, 95% of them are just motivated absentee owners. They want to cash out. So don't, if you don't understand anything we've said so far, don't be intimidated.

These are very, the advanced techniques that we're talking about today. Good to happen in your quiver. You understand that,

Caller: [00:34:44] Okay, good. No idea. And I hadn't, I wasn't thinking outside the box.

Bruce: [00:34:49] Yeah. Perfect. I'm to, I'm going to throw in one more time. Cause what started this part of the conversation was the role play yesterday, where we went, where we were taking Danny down a pain funnel.

And if you guys didn't listen to the roleplay, go listen to it from yesterday. that particular example. Was a good opportunity to not only find a way to fund repairs for, for a client for a personal representative, but it was also a great opportunity. if you're an investor to go down the pain funnel, dig into the pain, dig into the need.

And make an offer. it was clear on that role play call that, that Danny was not going to be able to, fund some of these repairs himself. So if you don't have the relationships that you have the means to be the investor, Except asking better questions and accentuating that pain, just position the PR to be in a position it'd be in a place mentally where they're ready to actually let the property go as an investment.

Caller: [00:35:49] Okay, great.

Jim Sullivan: [00:35:50] Perfect. We have two more in the queue that should take us nicely up to the top of the hour. Next up is phone number ending in seven seven, seven, seven. You're up next.

Angelique: [00:36:00] Hey, my

Jim Sullivan: [00:36:00] name is

Angelique: [00:36:01] Angelique. I'm

Jim Sullivan: [00:36:01] in Tampa,

Angelique: [00:36:02] Florida. It's my first time actually on the call. And, you are talking about, actually a gentleman was talking about approaching attorneys and you gave  him a nice spiel, but I wasn't able to write anything down because I was in the car.

Is there a way as the, you're able to share that the, the, the information email or anything.

Chad Corbett: [00:36:24] So these are always recorded and archived. So you can find this as soon as tomorrow on our Facebook page, on our website, or on your favorite podcast platform. Oh, on Facebook.

Where's it at?  it's an, all the leads mastermind has our private Facebook community. We have a, we syndicate to almost every major podcast platform and you can always go to all the and, in the menu at the top, you'll see the complete system and you'll see role play and mastermind archive, and their every single call we have close to 700 hours of these conversations archived there.

Okay. And you said all the and I'm looking at the website right now. where is it supposed to go even? I'm so sorry.

so if you go to yes, and YouTube is the other place I forgot to mention. so if you go to all the You'll see in the top menu, you'll see ATL success systems and the third or fourth button down thing is this like second or third button down. You'll see mastermind and role play conference archive.

There's a podcast player at the top. The most recent call will be shown in the podcast player. Or you can go down and click into the year, the month and the specific call. Okay.

Remember the Facebook community, be sure to request, to join all the leads mastermind. There's about 11,000 of us in there. And then also on YouTube, be sure to look up all the leads. You'll be notified as soon as these calls are published.

Jim Sullivan: [00:37:54] Perfect. Next up is phone number ending in four seven zero one.I Want to Buy The House Next Door.  The Kids Are Done Dealing With it. How Can We Transfer Title?

You're up next.

Ryan: [00:37:59] Hello. Can you hear me okay?

Jim Sullivan: [00:38:01] Yes, sir.

Ryan: [00:38:01] Great. So my name is Ryan I'm from, Pennsylvania Philadelphia area. so I'm looking to buy this house that is next door. The original occupants owners, passed about a year or so ago. And at the time it is a year, their children walked away from the house.

So really just  I know how to get in touch with the kid.  there doesn't sound like they had a will when they passed, so I'm not sure what the next step is on how to approach them on, getting this house

Chad Corbett: [00:38:30] Well, it's very likely to have to transfer through probate.

Have you done the research on the home? Is it as, are there liens against it? Are there any mortgages?

Ryan: [00:38:40] Only one mortgage and it's several months behind. Okay. You know what the balance is? Is there equity in the home?

About 8,000

Chad Corbett: [00:38:49] The balance is 8,000 or the missed payments are 8,000.

Ryan: [00:38:53] The payments

Chad Corbett: [00:38:54] are 8,000 behind.

How much equity do you think is in the home?

Ryan: [00:38:58] Probably a good 70,000.

Chad Corbett: [00:38:59] Okay. So what you're going to have to do is make contact with the kids. If they haven't petitioned the court for probate, they need to, you might want to call and introduce yourself to the probate clerk and get familiar with the local process first.

Then when you make contact with the kids, yes. Speak confidently. And they will trust that you're going to guide it them through and connect them, get them phone number, email address, office address, and even directions to the office. Once inside the courthouse, go the extra mile before you pick up the phone and talk to the kids and I've had to do this before.

A lot of families just, they just check out and they just walk away. And I've had to take people to the courthouse and help them petition for probate so I could help them. Because that's the first step in the process. Someone has to have the authority to sign the purchase agreement. So one of the family members, or one of them, one of the family members have to step up or a fiduciary has to be appointed a public administrator.

And the first step in that is petitioning. Whoever's going to step up needs to petition the court for probate. Once that happens, you can make them, you can sign a letter of intent with them now to just to protect your position. But once they had the letters testamentary, then they can sign a purchase and sale agreement and you can see, I'm not sure in Pennsylvania, if you have to have court confirmation, you may be able to just go ahead and close.

You may have to submit that to the court for confirmation.

Ryan: [00:40:20] Okay. Her transferred title.

Chad Corbett: [00:40:23] unless the house, it sounds like they have enough equity. They're not going to qualify for the small estate exemption, so they will have to probate the estate. And that's the only way you're going to transfer a title. And I would say time is of the essence on this because the equity is just getting chipped away a day at a time, So that's why I'm suggesting you. Proactively basically hand it to them on a silver platter. Don't make a suggestion to bring a solution.

Ryan: [00:40:47] Okay.

Jim Sullivan: [00:40:48] All right. Get back to us. And if you need any help, offline, just reach out to us and get back to us. Let us know how it goes.

Ryan: [00:40:54] Alright, thank you.Building Rapport With A Seller That Has A Bad Impression Of Real Estate Investors

Jim Sullivan: [00:40:55] Alright, next up, Chad, do you have to leave for mastery? Are you good? No, Mastery's at three today. Okay, good. We have two more in the queue. Then next up is seven four, two eight.

Dave: [00:41:06] Oh, Hey guys. I was just calling real quick. I had a old lead I, that's where I'll leave. I decided to do a text message campaign on, just to see if I get some response.

I did get a couple and one in particular was very interesting. It's the reverse of what you typically think. she wanted nothing to do with talking on the phone. She wanted a text. And then went at it more as an investor

Jim Sullivan: [00:41:32] offering to buy, see

Dave: [00:41:34] if she would be considering we'd consider an offer on the property.

She said, sure. she kept pushing for a price. And so I threw something over, and I think, I just needed to get on a call with her or zoom or something. Her initial response actually was, a little bit suspect. I want to meet you in person.  and I said, I'm remote and zoom call. And she's no, if you're interested in sending an offer, go ahead.

And, so now it's stalled out. I gave her a number. She said, send me pictures of houses like mine you bought at that number. I guess I'm wanting to really understand before I put a whole lot more time into she's really looking to sell or she's just dragg ng me along. It's a little bit of a concern.

Chad Corbett: [00:42:18] Is this on Brevard County, Dave?

Dave: [00:42:20] It is. Yup.

Chad Corbett: [00:42:21] Do you have someone that can go by and meet with her? Let me ask a better question.

Dave: [00:42:25] Is she in

I haven't gotten there. Apparently. She must be if she's wanting to meet personally, she's got to go in her life, phone number and, yeah, I've never come across this one.

I'm assuming she is there because of that admission.

Chad Corbett: [00:42:41] You have a contractor on the ground?

Dave: [00:42:43] I do. Yeah.

Chad Corbett: [00:42:44] I think what I would do here to get her attention, because she's probably shopping you as my opinion. And I'm sure I'm telling you what, you already know. You don't have rapport and she's trying to hold you at arms length because she's afraid you're going to take advantage of her based on the experience she's had with somebody else.

Dave: [00:42:58] Sure.

Chad Corbett: [00:42:58] If you can get your contractor over there to meet with her or caretaker and he can do a video. And then I would overnight her, or at least send them a priority express envelope, a legitimate purchase and sale agreement with a fat earnest money deposit. Are you going to close on this one?

Dave: [00:43:14] Probably not. I got a couple of buyers straight there that are ready to go.

Chad Corbett: [00:43:19] Okay. A trick that I've used and situations like this pump the earnest money up because everyone else was offered a hundred bucks in earnest money or 10 bucks in earnest money. So if you can show her in good faith, you had a guy go over there, you looked at it.

You're not bullshitting her. you have had a partner put eyes on the house and give you a construction estimate and you can enclose that construction estimate so she can see that it's legit send her a purchase agreement. with everything, but the price filled in. and, put a post it, note on it and say, I've done my research to let you know I'm serious.

And then I, that I, and, she'll see an earnest money deposit, let's say 50,000 bucks, or maybe 20,000 bucks make it surprise her, but I wouldn't go over 20% in case a guy's using financing. you don't want to have to deal with that. So maybe 20% earnest money. And then just ship it off to her in an unconventional way, like a FedEx overnight, or a USP S express priority.

And you can just on the post it note, just say, I don't know how to finish this without talking to you. So please call me when you're ready to speak and put the ball in her court and show her that you're serious, that you're gonna, you're willing to step up and you have already, and you'll probably get a call back cause no one else is doing that.

I bet.

Dave: [00:44:31] Okay.

Chad Corbett: [00:44:32] The other thing that if you don't get a response and, in addition to that, the other thing you can do is have your contractor take a Manila envelope with him and seal it and tape it inside the front door where it can be seen from the street. Neighbors will be calling her saying, Hey, someone posted something on the house.

there's this yellow envelope. Should I go get it? Do you want me to get it? Do you have a key? And you'll get her attention that way too.

Dave: [00:44:54] Okay. Good stuff. Thank you. Yep.Are People Finally Getting Rid of Landline Phones? Adjusting Your Marketing for COVID-19 Impact

Jim Sullivan: [00:44:58] Last step is phone number ending in one seven five nine. You're up last.


Stefan: [00:45:03] Hi, I'm Stefan  out in Northern California. I'm just getting started on the weekly calls after sending out my letters. And the last, I did about 20 calls, yesterday. And, about 50% of the leads, the numbers have been disconnected and the email addresses are no good.

And I'm, since I'm just starting, I'm not sure. Is this normal or is it is a COVID because I noticed the death date on a lot of these leads is back in March or April, and I'm just getting the lead, now, That's quite a delay between the time of the passing. me getting it, getting the lead.

Chad Corbett: [00:45:38] Sure. We're at the mercy of the court on that. So there wasn't much we could do as far as the numbers, like that's an extremely high rate of disconnected numbers. Typically, we have 80 to 90% accuracy and connectability on our numbers. If you could email support and let us know which specific list you're talking about, what we'll take a look at it and see, if we can figure anything out about it, it may just be the nature of your area.

Jim Sullivan: [00:46:04] Chad, I was just going to ask, is it the second, third and fourth column of numbers? It's mostly disconnected or is it the first and second? Have you noticed?

Stefan: [00:46:12] Oh, I usually start at the top with the first number and then I work my way down and usually it is the first and second number. A lot of times that are disconnected. Okay. Yeah, so many people are, abandoning their landlines. So there could be part of it, I just connect to my landline in my house cause they never use it. I just use my cell phone.

But, that might be part of it. I don't know. But I was just wondering, cause I'm just getting started. So yeah. So I thought it might be unusual and it's probably partially due to the virus thing going on with the delays.

Chad Corbett: [00:46:41] I'm really curious if it's because of kind of the economic uncertainty and people trying to

preserve as much cash as possible. I wonder if a lot of people have started to shut down landlines. Cause it's just one expense they've been thinking about getting rid of, but this was finally the last straw and they said we can live without it.

Stefan: [00:46:59] Yeah, that could be part of it. Cause I know there's a lot of them, after you've been in sales for a number of years, you can start recognizing. A landline, They looked different than cell numbers. I thought one, I could send a letter to the people who I couldn't reach the phone and just say, Hey, listen, I tried to call you, but your line, your numbers disconnected.

Did you get my letter?

Chad Corbett: [00:47:18] Yeah. If you're not, you should be sending letters to all of them. If you're not doing that, you're definitely losing a lot of opportunity.

Jim Sullivan: [00:47:27] I've got to say also that there that makes the win. If the first and second are disconnected, it really makes that third, fourth and fifth phone number more valuable because probably most people aren't going to go the extra mile.

It might be a relative of the person you're trying to look for, but. I would call all the way through all the numbers and see maybe if you get better success with the, what, the ones that are related to them. And Chad said, yeah, do send them letters also.

Stefan: [00:47:52] So how often, would you say send the same letter again in a different letter? Switch frequency?

Chad Corbett: [00:47:59] Ideally it's, with direct mail and probate, it's more about being there when they're ready. Some will be ready immediately. Like the day as a day after filing, there'll be ready to sell. Others will take two to three years. And in your market you have long judicial backlogs right now.

I mean there's people waiting three and four months just to get to their next hearing. so they've been. Paying, paying for the property insurance and all the caring expenses and everything. So it's a lot of those older ones are even more motivated now. And a lot of the newer ones will become highly motivated after they sit around and do nothing for several months.

So all that said, if you have a budget to support it, you should be marketing for at least a year. if you really want to do well with this and extract every bit of opportunity, stretch it out the two years, we found a lot of success of the 24 months. You can get a pretty decent conversion rate.

So it's what your budget will support. But I would, as a absolute bare minimum is three months of letters. One letter per month for three months on each one, followed by a phone call. But ideally like our most successful subscribers, they're continuing to mail until they've spoken to everybody.

They're continuing to call until they've spoken to everybody. And there's no surprise. Those are the people that are in seven digits of revenue with this one single strategy and one single County. Huh. All right. good take. Yeah, I guess I'll probably, what do you think about, I don't know. I think maybe I should send a different letter every time I thought that I tracked pretty meticulously my first 12,000 pieces of mail.

I had six return to senders. I had about a 2% conversion rate and most, all the letters that are available to you. I was shuffling through doing sequences, Doing the same one over and over, and it really didn't change it wasn't, it was barely measurable the difference the content on the letter.

It was more about the time that it got there. It just went on when they're ready and they will call. And, there's a common theme between all of our letters. I'm not proposing that any old letter will work. I'm saying that the letters we've provide to you guys have, are backed by. Tens of thousands of dollars of button, budgets to prove they work.

So it doesn't, as long as you're choosing it from that, from our letter, poor mailbox motivated all of those work and they've all worked in various types of markets. So don't overthink it. And, it's I found ultimately after doing this for awhile, what worked for me best was to send the same letter three times on autopilot and never looked back.

And I was able to maintain 6% conversion rate over time, sending the same letter over and over because by the time a month passes and they've gotten letters from other people, they don't even recognize the redundancy, but. When they're in the right mindset and they get your letter and see the contrast of that to all the other ones, they don't even need to remember.

They've seen your letter before. They just need to know that you're different and they're going to call you first and probably only you.

Stefan: [00:51:01] Alright. Okay. thanks. I appreciate that.

Jim Sullivan: [00:51:04] All right, sir, we appreciate you. Anything else?

Stefan: [00:51:07] No, that's it. Thanks.

Jim Sullivan: [00:51:09] All right, guys, that you are the last caller of the day.

I want to thank each and every one of you for being here today. I want to particularly thank those who actively participated. I want to challenge each of you. Take one idea. One thought, one thing that inspired you on this call, go out and put it into practice and come back and share the results with the group.

Next Thursday, stay healthy, stay productive, and we will talk to you. Same time. Next Thursday. Take care, everybody.

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Online and Social Media Marketing Updates for Real Estate Agents and Investors - October 2020

October 2020 Updates: Social Media and SEO News For Real Estate Agents and Investors


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Weekly Update As Of: 10/13/2020

October 2020 Digital and Social Media Marketing News for Real Estate Agents and Investors


DuckDuckGo Makes Improvements to Map Search

What's New: With DuckDuckGo's new Route Planning feature, users can plan multi-stop trips.  Users will be able to see overviews of possible routes and information like total time and distance of the route.  This feature is privacy-first and currently available for driving and walking routes.

Why this Matters For the Real Estate Community: If you use DuckDuckGo yourself, you can now use the privacy-first search engine to plan appointments, showings, door-knockings, driving for dollars, and other routes you formerly had to give away your location information for.

In addition, if more people start using DuckDuckGo as their primary search engine, you'll have more people to reach through the platform.  If you haven't already, it's probably time to get in on some of DuckDuckGo's daily traffic.


Twitter To Allow Users To Crop Their Image Previews

What's Changing: Currently, image cropping is dictated by an algorithm. Users can not control how an image is displayed within the main newsfeed. Even worse, the preview displayed in the "Compose Tweet" window doesn't match the final news feed display.  Users can't even predict or preview what their image will look like.

Why It Matters for the Real Estate Community: Real Estate Agents and Investors often juggle many hats on social media - As you aim to quickly share valuable content, announcements for your podcast, previews of your new listing, there's nothing helpful about a poorly-cropped image preview.  As Twitter rolls out custom image cropping, you'll be able to create tweets with images that make better impressions and get more engagement.


Google My Business: New Insights For Business Owners

What's Changing: Google is adding new metrics including: detailed search reports, number of people that saw your business page in a search result, Google Maps searches, and how often people clicked your business' contact information through your Google My Business profile.

Why This Matters For The Real Estate Community: Most real estate agents and investors work locally, right? Google My Business is a hyper-local option to get your business displayed at the top of search results page.  If you haven't set up your GMB profile, you're missing out on a huge opportunity to reach people in your neighborhood searching for things like "realtors near me" or "sell my house in [neighborhood name]."


Facebook Brings Updates to Groups

What's Changing: Admins of public Facebook groups will now have the option to allow group discussions to display in users' news feeds.  Also, the 'Groups' tab will now display public groups and content from public groups that match a users' interest.

Why This Matters For The Real Estate Community:  Groups are a great way to connect with your community, professional networks, and even drive reach for your own products and services.    Learn more about how Facebook Groups can fit into a real estate professional's Facebook Marketing Strategy.

[Psst.... All The Leads hosts a Probate Real Estate Mastermind on Facebook!]


Facebook Messenger and Instagram DMs: United At Last

What's Changing: Both platforms are combining their messaging service to provide a cross-platform experience. New features coming with this update will allow users to watch videos together during video chats, set chats to disappear after they've been read, reply in thread-form to a single message within a chat, and more.

Why This Matters For Real Estate Professionals: These features will make it easier and more worthwhile to publish content on Facebook and Instagram (especially video content!).  Also, these features will likely influence consumers to spend more time on each platform, which means more opportunities for content to be discovered.


Google SERP Tip: Leverage Your FAQs!

What To Know: Not only do users click on rich results 58% of the time compared to 41% for non-rich results, but there's a certain type of rich result that really blows the numbers out the water: FAQs! FAQs that appear in rich results have an average click-through rate of 87%.

Why This Matters: People want to know about you, and they want to get that information clearly and concisely.  Having a FAQs page not only puts you in front of more Google Search users, but it also gives you a place to answer questions, build trust, and solidify your credibility quickly without ever having to speak to the person.  Make sure you have a FAQs page (and a FAQs section on any relevant specialty service you offer), and that's it's complete and up-to-date with the questions and answers your prospects are looking for.


Google My Business: Customer Call Logs

What's Changing: Have you ever  called a store or company right from Google Search or Maps? Google is now offering businesses a way to log and respond to missed calls and stay engaged with customers.

What You Need To Do: Next time you sign in to your Google My Business profile, you'll be prompted with a notification about the call history feature.  Click "Try it out," and you'll get a notification from Google as soon as the feature launches.


SearchEngine Journal consistently produces great content for all things digital and social marketing.


....And it's so easy to get lost in good content.


We've curated this list to help you stay up-to-date with the most important things impacting your online real estate marketing strategy without losing track of time.


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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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