Author - Katt Wagner

Dealing With No-Answers and Quick Hang-Ups

Probate Mastermind Episode #334 | Recorded Live on July 1st, 2021.  

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These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 Introductions

Jim, Tim, and Bruce share general updates. Next week is July's Probate Foundations class, as well as a special announcement!

 

5:55 How to Start Building Your Team

Steve Faust is just getting started in probate.  How should he go about building out his team?

 

14:30 Learning To Enjoy Real Estate Again

Douglas shares a win and his appreciation for what he’s learned from the all the leads mastermind community.

 

21:40 Breaking Ground With Probate Prospecting

Eric has been successful with prospecting other lead types but seems to be getting shut down when calling personal representatives.  What should he do differently?

 

30:55 Suggestions for Phone Number Look-Ups

Rick Wilson is looking for services to help supplement the data he has in his probate lists from All The Leads.  

 

34:25 Should I Start Leaving Messages On No-Answers?

Rick has tried calling the numbers he has at different times on different days, but some people just aren’t picking up.  When should he leave voicemails?

See More: Should You Leave Voicemails When Calling Probate Leads? What to Say and How Often: https://alltheleads.com/leave-voicemails-cold-calling-probate-real-estate-leads-tips/

 

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Getting Past The Receptionist | Should You Change Your Intro For Recent Date of Death? Episode #333

Probate Mastermind Episode #333 | Recorded Live on June 25th, 2021.  

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These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 Introductions

Jim and Bruce share general updates. 

  1. Jim reminds Subscribers about Hybrid Lending with Navigator Capital: Learn More in this video: https://youtu.be/kpkROMh3jmQ or jump to their site 
  2. Bruce shares an update on the ISA service and the bi-weekly management fee.
  3. Bruce shares updates on Probate Foundations.

12:33 Getting Past The Receptionist

Kristin is trying to prospect attorneys and is often reaching their receptionist. What are some tips for getting through the gatekeeper? Bruce and Jim share what's worked before.

 

23:22 What To Say When The Death Occurred Recently

Rick Wilson is looking for advice on approaching probate leads where the death may have occurred recently.  How should he open these calls?

 

33:57 Probate In Texas

Tony from New York shares thanks for the weekly calls! He and his partner are working leads in Texas. A lead wants to sell before going through the process. This is possible in Texas (and is called Muniment of Title)

 

37:56 Pete Double-Ends a Deal Referred by A Probate Contact

Pete shares a win! He is in Denver and double-ended a deal referred to him by a personal representative! He is proof that leading with value first will help you help more people and get more deals under your belt all at the same time.

 

42:03 Hoarder House With A Reverse Mortgage?!

Caller was able to get a Personal representative out of Probate Quicksand. She leveraged her network to help evaluate the belongings to get the house cleared out. The house is currently listed and has a reverse mortgage. There might be some medical debt as well. What's the best course of action? (Tip: See if your state allows the personal representative to get paid for their time handling the administration of the estate!).

 

47:25 Buying Personal Property From A Seller

Belinda offers advice on getting money by selling other assets in the property, such as a washer and dryer.

 

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Preview for Probate Mastermind Podcast Episode 332

New Service Announcement: Probate ISA/Virtual Assistant Program #332

Probate Mastermind Episode #332 | Recorded Live on June 17th, 2021.  

Join Us Live Every Thursday | Previous Episodes.

 

These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 and 33:37 Probate ISA/Virtual Assistant Program

Jim and Bruce share general updates. In particular, Bruce describes a new ISA/Virtual assistant program he is launching that will include ongoing training and a hybrid independent contractor model.

 

11:24 What To Do When A Lead Engages, But Rushes Off The Phone

Rick was making outbound calls and had a brief engagement with a lead while they were driving.  They aren’t a dead lead, but the conversation did not involve as much discovery as normal.  What’s a good way to follow up with a lead you’ve had some engagement with, but didnt get to do enough information-gathering to know what problems and solutions are relevant?

 

22:56 Using Letters of Intent to Win Emotional Commitments

Beth shares a win, and then an almost-win that slipped away.  After working with a family while they were waiting to get letters of testamentary from the probate court, the family signed a listing agreement with another agent. How can Beth get ahead of this next time?

 

28:35 TCPA and Liability for Outbound Calling via ISAs/Virtual Assistants

Beth and Tim discuss TCPA regulations and what liabilities and risk might apply to outbound dialing by virtual assistants.

 

30:04 and 35:44 Direct Mail: Copy and Envelopes

Joe, Tim, and Bruce discuss ideas for improving open rates and response rates for direct mail campaigns.

 

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Preview for Probate Mastermind Podcast Episode 331

Doug Lands 8 DEALS from 5 CONTACTS | Probate Mastermind Podcast #331

Probate Mastermind Episode #331 | Recorded Live on June 10th, 2021.  

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These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 General Updates

Jim and Bruce share general updates.

 

04:15 Co-Marketing With Vendors

Kristen is interested in getting more out of her marketing by getting vendors on board for co-marketing.  How can she package and pitch this to vendors?

 

12:41 Finding Deals Through Courthouse Auctions

Jim shares a tip on finding leads by looking for liens and judgments, or using a courthouse auction lead list service. 

 

17:00 Doug Lands 8 Deals from 5 Contacts!

Doug shares his feedback on the value of Bruce Hill’s Probate Foundations! He shares an update on his success with prospecting probates, and has gotten 8 deals from 5 contracts!

 

25:52 Working Probate Leads Remotely

Kristen lives in Virginia but is also working Probate Leads from Ohio. Bruce and Jim offer tips for working probate remotely. The virtual shift motivated by COVID shut downs has made this a particularly great time to work new markets virtually.

 

34:33 Calling Historical Leads WIth Unsold Property

Vince is working on historical leads from before COVID.  He is getting ready to dial outbound to the leads that still haven’t sold property.  How should he script for this?

 

40:46 Learning To Appreciate The First and Second Contact

Eddie is looking to combat negative thoughts about contacts that don’t convert into appointments and deals right away. Bruce offers advice on remembering the importance of information gathering and rapport building - a first contact can be a huge success even if it doesn’t land an appointment.

 

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6 Things to Consider When Choosing a Domain Name for Your Probate Website

6 Things to Consider When Choosing a Domain Name for Your Probate Website

 

"Woah, I've got to come up with a domain name for a second website?!" 

 

Agents and Investors often create separate websites for the probate side of their businesses and sometimes create a separate business entity for their probate deals. The rationale here is that offering value to families in probate means offering more options than just “real estate” solutions. Creating a separate website is a great way to take off your real estate hat and brand yourself as the solution for any number of problems someone in probate might be facing. Accomplishing this means you’re much more likely to be the go-to when a personal representative’s real estate needs become the priority.

Pretty simple, right? 

The problem is, I still see many real estate agents and investors set their probate website up as something that mirrors their regular real estate website. Their website screams “I’M A REAL ESTATE AGENT” or “I’LL BUY YOUR INHERITED HOUSE, CASH, 7 DAYS!” 

The website they set up to develop a probate brand that stands apart from their main real estate brand, is accomplishing the opposite of what they intended.

I wanted to share some tips for avoiding the biggest probate website mistake people make: choosing a poor domain name. Whether you find it hard to think of a name from scratch, or you’re having trouble shaking the notion that your URL MUST include a mention of real estate, the following tips will greatly improve your overall approach to your probate branded website.

 

  1. Use a Brand Name: A brand name makes a massive difference in how memorable you and your offer are. Your probate brand name doesn’t need to be the same as your real estate brand name, and it most likely should be quite different. This brand name will give you something to use across all marketing efforts. Using a memorable brand name in your website URL will make it easier for people to find your website online.

  2. Make The Name Unique - You do not want to compete with a domain name that’s already established and ranking well. In other words, if “ProbateAgent .com” is taken, choosing “TheProbateAgent .com” might be confusing to people looking for your website, and you’ll be competing with the pre-existing website for search rankings. The less competition you have to deal with, the better.

    Tip: Need some ideas to get you started? Check out Shopify’s business name generator for inspiration.

  3. Make It Memorable: Memorable and Unique have their overlap, but they are not the same. If you’re like most people, you type a brand name and run a search when you don’t remember a company’s exact URL. If all goes well, the company you’re looking for will show right at the top of the results and you’re good to go. But if not, then what?
    Or what if you can’t even remember the brand name you wanted to search for in the first place?

  4. Make it Easy To Type: Avoid words that are hard to spell; a best practice is to keep it phonetic and make sure the name you choose is spelled the way it sounds. While it might seem tempting to add hyphens and numbers to your domain name (as it often makes the domain name cheaper to purchase), it’s harder to remember and harder to tell someone about verbally.
    The harder it is for someone to type your URL exactly as it is, the harder it is for someone to successfully land on your website. So before you use Probate-agent .com because probateagent .com is taken, remember that anyone who leaves out the hyphen will become somebody else’s web traffic.

  5. Think Long Term: It costs time, money, branding, and SEO juice to change a domain name. If you think there’s a chance you might expand your team, service area, or business offerings, take this into consideration when choosing a domain name. Limiting your brand to your personal name, geographic space, or a single service offering today could inhibit growth in the future. Consider whether you will need an all-encompassing brand and if so, start building it now. Remember, you can also create subdomains specific to different markets and niche offerings to keep everything located in one home base.

  6. Check Availability and Current UsageKnowEm.com is a cool tool that will allow you to search your potential name and show you if that name is available on social networks, any trademarks already registered to the name, and of course if domains using that name are available or taken.
    Consider also running a search for your prospective name on a few search engines and social media platforms to get an idea of current results. Do popular brands come up first in the results? Are the results relatively quiet? Does the search engine/social media platform suggest relevant results, or is the prospective name too vague to interpret? Searching prospective names can help spark some great ideas for improvements.

 

The most important takeaway from all of this is that you should treat your domain name as a brand name, and you want that brand name to be unique, memorable, and a reflection of the value you can offer. There are plenty of resources out there that dive more deeply into domain names and the technical aspects of SEO, as well as the psychology behind brand names and their impact. 

Instead of cramming your name, market, and a bunch of keywords in a domain name, invest some time and thought into choosing a really great and future-forward brand name. After all, your website is the online home of your brand.

 


Exhausted after picking out a domain name? We can handle the rest of the site for you: Probate Websites made Easy.

Probate Mastermind Podcast #330 Eddie’s Deal: Profit Margins vs. Appraisal Requirements

Eddie’s Deal: Profit Margins vs. Appraisal Requirements | Probate Mastermind Podcast #330

Probate Mastermind Episode #330 | Recorded Live on June 3rd, 2021.  

Join Us Live Every Thursday | Previous Episodes.

 

These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 General Updates

Jim shares general updates.

 

01:55 Tips for Real Estate Virtual Meetings

Rick is implementing virtual meetings in his business model and has found it to be much more convenient for himself and clients.  As he uses virtual meetings more and more, what applications besides Zoom should he look towards? What are some other tips for evolving with the times? Mike jumps in the queue to share his insight: Virtual and In-Person both have their tie and place, and in combination can lead to a really efficient workflow.

.

14:30 Probate Foundations: What and When

Bruce and Jim share a refresher on what Probate Foundations is, and why it’s a great first step into the probate niche and way to stay on track after you’ve gotten the ball rolling.

.

23:01 Transaction Engineering with Eddie

Eddie shares updates on deals he’s been working on since previous masterminds.  He went on three appointments last week and came back with two signed contracts and another highly-likely deal. This third deal is being held up by a 75% appraisal requirement from the court; the property includes two condos that are severely distressed. He can still make money if he goes the 75%, but is this the only option?

.

 

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Preview for Probate Mastermind Podcast Episode 329

How to Introduce Yourself to Probate Leads | Probate Mastermind Podcast #329

Probate Mastermind Episode #329 | Recorded Live on May 27th, 2021.  

Join Us Live Every Thursday | Previous Episodes.

 

These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 General Updates

Jim and Bruce share general updates.

.

05:30 Making The First Investment Offer

Eddie is looking for advice on making offers when he’s the first investor in line. What should he say so the next investor offer doesn’t undercut him?

.

13:00 Marketing to Stay Top-Of-Mind

Eddie is looking to adjust his marketing strategy to get his name out there. He’s already handling outbound marketing, but struggling with staying top-of-mind.  What can he do? Bruce advises.

26:41 Should I Email Probate Leads?

Nick asks: Is it okay to email personal representatives? When and How?

See More: Using Email Marketing for Probate Leads: https://alltheleads.com/find-probate-homes-real-estate-leads-email-marketing/

33:33 Dialers and Voicemail Drops

Belinda is looking to maximize her prospecting time. Should she be using ringless voicemail? Bruce discusses.

36:41 How to Introduce Yourself To Probate Leads

How should you introduce yourself to prospects as someone that does “All-Things-Probate,” rather than pitch yourself as just an agent/investor?

See More: The BEST Script For Calling Probate Real Estate Leads

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Preview for Probate Mastermind Podcast Episode 328

How to Prospect Older Probates | Probate Mastermind Podcast #328

Probate Mastermind Episode #328 | Recorded Live on May 20th, 2021.  

Join Us Live Every Thursday | Previous Episodes.

 

These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 General Updates

Jim and Bruce share general updates.

3:46 Diligence Leads to Deals!

Eddie has been investing for a while, and he’s about to take his real estate licensing exam on Monday. He recently sent out marketing to his 2019 leads and got an appointment from one of them.  The prospect hasn’t even been able to get into her mother’s house for the last year.  Eddie emphasizes that working historical probate leads is a great strategy now.
Eddie also just closed on a deal he’s been working on for a year - he and his partner made just shy of $100k profit! He’s also working a deal he had to trace down because the property was in an LLC, and involved several other obstacles.  Eddie describes his methodology.

11:05 Getting Heirs On The Same Page

Eddie is working out a deal with a personal representative, but the heirs are unhappy with their split.  Holding is costing them, and an increase in sale price won’t impact their individual splits much. How hould Eddie approach this?

19:27 Unclaimed Funds As A Value Add - It’s Real!

Rick Wilson is getting started in Probate and comments on the “Unclaimed Finds” value-add strategy.  He actually checked in Florida where he previously lived and found money owed to him! Thanks, Jennifer! And this is proof that there could be money there.

22:54 Does All The Leads Offer Social Media Ads?

Chris asks if All The Leads offers anything to jumpstart social media marketing.  Bruce describes a strategy for building a custom campaign with your probate lead lists.

 

26:52 Fiduciary Responsibilities, Heirship Agreements, and Opportunities For Value-Adds

Can there be any side agreements? When and when not? If everyone has to know about it, what is the point of the side agreement? Caller also shares creative options of his own for getting heirs on the same page.

35:07 How to Contact Older Leads

What should you say when you reach back out to old leads? Since it’s less emotional after time has passed, should you use SMS marketing and Ringless Voicemail? Bruce shares his insight.

43:00 Calling Surviving Relatives That Share an Address With The Decedent.

Nancy is calling surviving relatives that share an address with the deceased’s last known. Should she change her approach? Why or why not? What about when you’re calling relatives of a young decedent?

 

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Preview for Probate Mastermind Podcast Episode 327

Building a Probate BRAND | Probate Mastermind #327

Probate Mastermind Episode #327 | Recorded Live on May 13th, 2021.  

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These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 General Updates

Jim and Bruce share general updates.

2:16 Building a Probate Brand.

Bruce philosophizes building a brand within the probate space.

12:13 Joe Discusses A Commercial Referral From a B2B Relationship.

Joe has nurtured his relationships with probate attorneys for a while. One just paid off, and involves multiple commercial lots!

19:46 Calling Old Expireds in A Hot Seller’s Market.

Joe Lehman discusses the call categories he teaches his students to use. In particular, he emphasizes the opportunity in calling old expireds right now, during this market, and discussing appreciation.

24:10 Why You Should Reach Out To Past Buyers.

Bruce and Joe discuss ideas for reaching out to past buyers to discuss equity, PMI, and interest rates.

 

31:57 Marketing That Pays For Itself

Norm share how he’s productizing his own marketing in his “Champions” Program

 

38:56 Collecting Leads Yourself

Rick has collected his own probate leads a few times and the clerks are asking him why he’s looking for this information.  He told them he was just doing research, but one clerk pushed back harder. What’s a good response for this?

 

44:07 Using Unclaimed Money as a Marketing Hook

Jennifer suggests using unclaimed money as a marketing hook.

 

49:00 Doug Reviews Bruce Hill’s Sales Coaching With High Praises

Doug is a sales strategy bookworm - He shares his highest compliments for Bruce Hill’s sales coaching for Probate Foundations

 

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Preview for Probate Mastermind Podcast Episode 326

Multiple Siblings, Quit Claim Deeds, Survivorship Rights | Probate Mastermind Podcast #326

Probate Mastermind Episode #326 | Recorded Live on May 6th, 2021.  

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These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 General Updates

Jim and Bruce share general updates.

9:19 | 35:52 Assuming a Mortgage for A Surviving Spouse

DeVaunte is working with a widow who is motivated to get rid of the property. She is having trouble making payments and is willing to sell.  DeVaunte is also considering assuming the mortgage payments, as long as a proper contract is in place. 

See More: Creative Financing Options: Shift Happens Episode 4

20:01 Finding Absentee Owners and Turning Them Into Listings

Joe offers his suggestion for prospecting absentee owners - How to find them and how to turn them into a great source for listings.  This is an especially great source right now as many landlords aren’t aware of how much their property has appreciated, and that extra net might be a big motivator in a decision to sell. Joe recommends ArchAgent for this purpose.

26:29 How to Approach a Real Estate Agent as a Wholesaler

Tony is a wholesaler that recently started cold calling probate leads.  He got a call back from a real estate agent that was representing them, and the agent has declined other offers. The real estate agent is willing to meet with him.  Bruce advises.

31:26 Multiple Siblings, Quit Claim Deeds, Multiple Generations.

Steve Tucker is navigating a multi-layer probate situation. The big question is, who is going to get the title?

40:12 Brokerage Logos and Compliance for Mail Marketing.

Larry offers compliments to Bruce for his role play teaching in Probate Foundations. He is about to send out his first mailer but is curious if he should market with brokerage branding or just as an investor.

 

 

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