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.

7 Tips for Long-Distance Investing

With low interest rates and the work-from-home boom, the demand for housing has surged in many areas across the country.  Investing in areas where demand is growing is a great idea, and is entirely possible to do long-distance.

Here are some tips to consider when thinking about long-distance investing:

 

  1. Find a local Real Estate Agent - Having a dependable and knowledgeable agent in the market where you’ll be investing long-distance gives you important boots on the ground.  A great way to find a strong agent is to seek an agent that has their own team, as this suggests they have been successful enough to scale and grow their business.  They have likely built strong relationships with quality property managers, general contractors, and photographers in the community and will know who to send out to find, prepare, and maintain your investment properties. A strong agent will also be able to give you insight on the biggest housing expenses in the area you’re investing in.

  2. Find Out What Property Taxes You’ll Be Paying - You’re likely familiar with property taxes in your own market, but don’t overlook this simple step when browsing long-distance markets!

  3. Get and Idea of Homeowner’s Insurance Rates - Same as tip #2: You probably have a good idea of homeowner’s insurance rates and benefits in your local market, but there could be significant differences between what you’re used to and what homeowner’s insurance rates look like in the long-distance markets you’re considering.  Take a few moments to get familiar with homeowner’s insurance rates as you’re doing your research.

  4. Research Neighborhood Desirability - Get more granular than just the overarching location and look at the walk scores of different neighborhoods.  If you’ll be renting a property out and/or buying to hold and sell a few years from now, desirability is foundational to the underlying demand of housing in one neighborhood vs. the next.

  5. Calculate Rent - Use a tool like rentometer.com to get a rough idea of monthly rental income for specific properties. Then, head over to Craigslist.com, apartments.com, or Facebook Marketplace>Rentals to get a big-picture view of what rentals are going for, and what availability looks like.
    The goal here is two-fold: To establish a bottom line for what renters in the area will pay for what you’re offering; and to establish a ceiling - knowing the most people are paying to live in a neighborhood will help you set a budget for repairs and upgrades that makes sense for rentability. This range is crucial in determining if the purchase price + estimated repair costs make sense.

  6. Get an Idea of Vacancy Periods - Bookmark a few properties as you’re searching for answers in step #5. Check them periodically to see if they are still available; if units are going quickly, demand is high and that’s a good sign you won’t have to deal with long vacancy periods if your rent price is set properly. Low vacancy periods can also indicate high neighborhood desirability.

  7. Consider the Long-Term Price-to-Rent Ratio.  This is where the 1-percent rule comes into play: If a property can generate 1% of the purchase price in rent each month, the price-to-rent ratio is strong and indicates a high likelihood of profitability and positive cash-flow. Consider your overall cost to purchase the house (purchase price, financing fees, interest, etc..), repair costs before renting, ongoing maintenance costs, and tax and insurance payments when estimating your cash flow.   Will this cash-flow hedge against unfavorable marketing conditions? Do trends in market conditions suggest the value of the property will go up with the market? If the answer to both questions is yes, you’re likely looking at a great long-term investment opportunity: positive monthly cash-flow and a chance to make a profit by selling down the road.

Investing does not require your physical presence - it simply requires due diligence and a willingness to work with the right partners in the target market.  If you’re willing to dot your i’s and cross your t’s, long-distance investing is a great way to build your property portfolio and grow wealth strategically. 



Probates often involve Property Distress and Owner Distress, two factors that can help you buy investment properties below market value.  What would Probate Leads in Another Market Cost?

Blog Preview: 5 Tips For Writing a Better About Page For Your Real Estate Website

5 Tips For Writing a Better About Page For Your Real Estate Website

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Your About Page is one of the most visited pages on your real estate website. Don’t make the mistake of not having one!

Let’s say someone visits your website because they’re looking to sell their house.  Maybe they found you through a google search, on Facebook, through word of mouth, or from your other marketing efforts; and now they’re on your website.  They see you are offering the services they’re looking for.

Next, they look for your About Page to learn more about who you are and, if you check all their boxes, how to contact you.  They click into the “About Page” you put up for the sake of having the page, and find nothing compelling.  They click that dreaded back button and continue their search elsewhere. 

Just like that, you lose a lead, a subscriber, a potential client.

An About Page is a crucial element for any website, and its importance isn’t just limited to user experience.  In fact, Google’s search algorithms favor websites that demonstrate expertise and are clear in their identity. In other words, Google’s search quality criteria weighs a page’s quality through the expertise, authoritativeness, and trustworthiness (which Google refers to with the acronym E-A-T), especially for pages that deal with YMYL – “your money or your life.”

Maybe you don’t know what to write about yourself, or you want to avoid the About Page altogether because it feels cliché and self-pandering — But it is more important than ever to have clear and credible copy on your website. 

“What should I write for my About Page?” is something I hear all the time.  While the answer should be authentically your’s, here is some advice to get you past the writer’s block and onto a better website:

 

5 Tips for Writing A Better About Page

So you have the page created for your About Me, but you’re not so confident in your ability to write the content of your page well.  You are not alone.

Taking a few minutes to consider the following tips and tricks can significantly improve your About Page content, user experience, and overall influence on your website’s SEO and ranking. 

1) List your About Page clearly in your site menu:

Maybe you have an About Page but have named it something else in the effort of making it seem less cliché. The problem with doing this is two-fold

  1. Readers are looking for clear and concise information.  If they are looking for your About Page and can’t find it easily within the site menu or header because it’s called something else, they might decide they don’t know enough about your company or how to contact you that they leave off your site.  This ups your bounce rate and lowers your conversion.  Stick with “About,” “About Me,” “About Us,” etc…
  2. Google’s algorithms might not find an “About Page” for site indexing.  This is important for helping to establish your ranking and getting your “About Page” featured within a rich result, giving you additional visibility on search pages. Here’s how AllTheLeads.com shows in search results::Real Estate About Page: How a Google Rich Result looks

Search visibility favors user experience, and the ability of your visitors to find the information they need about your company impacts how search engines rank your site.  Having your About Page easily indexed in your site menu plays an important role in traffic, conversion, and user-friendliness.  

 

2) Use an engaging headline for your About Page

Your About Page should now be clearly labeled in your site menu as “About ______.” Your visitor will know where they are going when they click into your About Page from your menu, and we can utilize the headline/title of the page to capture their attention.  Don’t waste space by making your headline say “About” again!

Use this as an opportunity to make a short value pitch – Think of a slogan or one-sentence purpose statement. This will be much more compelling than “About Me” and give you some framework to expand on who you are below.

 

3) Address your reader’s intent.

In the beginning of the copy for your About Page, you want to touch on why your reader may have found you.

 

Think of the problem that might bring someone to your page.  Relate to that problem and paint a mental picture of how great life will be when that problem is solved. If you have a real story that explains why you do what you do, tell it!

Don’t deter readers with a self-centered resume. We know you’re great, but we’re reading your webpage to find out how you can make our problems better!  This part is especially about the reader, so speak directly to them.

 

Writing an About Page: Make it personal

4) Write from a personal perspective.

Avoid the temptation to write from a third-person perspective.  You are looking to resonate and relate to your reader, not create distance. Especially as the world shifts increasingly towards digital interactions, it’s increasingly possible to kickstart relationships with clients through conversational website copy.

In sharing your story, it is ok to speak with a first-person perspective, and you should!  Academia has made people shy away from using “I” in their writing, but copywriting for your website should be personal!  Even if you are representing a team or large company as you write an About Page, you can include personal voice through a Letter From the Editor, a Founder’s Note, or a short piece from the co-owners or partners about their story and why they came together to form this business.

Give people the impression they are working with real people who know what it’s like to be in their shoes.

 

5) Include friendly calls-to-action.

The ultimate goal is getting your readers excited to have found the right place and direct them on where to go next.

This can be accomplished in a number of ways that are less salesy than you might expect from a call to action:  

  1. Newsletter Sign Up Forms
  2. Offers – Your visitor is probably excited about what you do if they’ve made it to the end of your About Page.  Presenting them with an offer will increase their motivation to seal the deal.
  3. Contact Information (Click-to-Call/Click-to-Message buttons are great to include!)
  4. Links to Further Reading – In a way, this is an offer because you are providing your reader with valuable educational information. It also keeps them on your site longer, where they will see more calls to action – and Google will see your site is worth staying on!
  5. A map of your location – This is helpful for local customers who might want to stop into your office, to establish yourself as a legitimate business with a physical presence somewhere, and for increasing your visibility through google searches off your site.
  6. Contact Request Form or Appointment Scheduler: Not everybody has the time or will-power to pick up the phone and call you right here, right now. If someone is interested but can’t/won’t call you right this second, they probably tell themselves “I’ll call them later.”  I’m guilty of doing this, so take it from me: If I can book an appointment for whatever my “later” is, now I feel a commitment to make that conversation happen; but if I don’t have that option, it’s up to me to remember, eventually, to go back to your website, grab your number, call you, and hope you answer when I do.  The latter scenario is much less likely to result in us working together.  Give people an option to request contact instead of relying on them to pick up the phone.

You can include more than one of these elements on your About Page, so choose what you feel is most relevant for you and get creative!

 

Put It Into Practice!

You’re on your way to a better About Page! Block off two 30 minute sessions this week – one to write a draft, another to revise and improve.  Your About Page is too important to treat as a placeholder, and even the smallest improvements can have a big impact.  Remember, doing is better than perfect.

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Learn how to get reviews for your real estate business and other tips for using customer reviews in your real estate marketing to boost your brand.

6 Tips For Building Your Real Estate Brand With Client Reviews

Learn how to get reviews for your real estate business and other tips for using customer reviews in your real estate marketing to boost your brand.

It sounds simple - Do a great job, get great reviews, and get more sellers and buyers to hire you because you’re so awesome.  But so many people fail to capture reviews at all, let alone capture and utilize them well.  Let’s run through a refresher on why reviews are so significant for your pipeline, and then run through some of the best tips for asking for reviews and getting them out there for the world to see.


Boosting Brand Visibility and Reputation Through Reviews 

If you're not getting reviews online, you're missing out on a huge opportunity to boost your brand visibility and credibility. Online reviews are a major asset for real estate businesses when it comes to local search rankings and click-throughs. In fact, consumers trust these reviews as much as they trust opinions from friends! According to Inc.com,

“Research shows that 91 percent of people regularly or occasionally read online reviews, and 84 percent trust online reviews as much as a personal recommendation. And they make that decision quickly: 68 percent form an opinion after reading between one and six online reviews.”

Research shows that 91 percent of people regularly or occasionally read online reviews, and 84 percent trust online reviews as much as a personal recommendation. And they make that decision quickly: 68 percent form an opinion after reading between one and six online reviews.”

 

Online reviews can be found on search engines, local reviews sites and services, blogs, and other website content. As people increasingly share their opinions on products and services and engage with brands through social posts, social media platforms are bringing social-word-of-mouth to the online stage: Tweets, Facebook statuses, and other types of social posts have become vehicles for powerful, bite-size reviews that feel candid and authentic.

 

It’s also not unlikely that real estate prospects who are considering your services will search your name + ‘reviews’ to see how you stack up. Reading about the real-life experiences of past clients can be a powerful influence to the purchasing decision that a prospective customer is thinking about. At this point, a review is not helping you get discovered so much as it’s helping you get chosen. 

Tips for Capturing and Utilizing Client Reviews in Your Real Estate Marketing

Capturing reviews from happy clients will give you evergreen content to use in your real estate marketing. Here are some tips for capturing reviews:

  1. Capture non-transactional satisfaction surveys: Paying clients and closed transactions aren’t your only opportunity to capture reviews.  You can ask people to rate their experience consulting with someone on your team, or to kindly leave a review if they found informational content valuable. Send out invitations to your mailing list to ask for their feedback, and send follow-ups to potential clients after consultations.  This will help you get more reviews and show that you’re someone worth knowing even before a purchase is made.  Think of all the potential clients lurking search engines, browsing reviews for businesses, that haven’t entered your funnel yet because they aren’t ready to sell or buy right now; reviews that cover non-transactional value will motivate these readers to at least opt-in to stay in touch via mailing list or a social platform follow!
  2. Capture reviews on your website: Your website is where you have the most control over your content, and you should consider creating a section dedicated to testimonials or sharing the experiences of past customers. This is an opportunity to host user-generated content on your sites that search engines will love. And don't forget to provide an area where users can submit reviews directly on your own pages, and make sure to use that schema markup to further enhance the page. Whether you build this into your site directly or embed one of the many third-party review solutions, you'll never know just how many reviews you might be able to get if you don't ask.
  3. Capture reviews on third-party sites: Yelp, AngiesList, Yahoo, Bing Local, Google My Business, and any number of industry-specific review sites like Zillow are potential platforms for capturing online reviews from your real estate clients.  These platforms are typically oriented towards post-transactional reviews.
  4. Capture transactional reviews right away, offline or online: It’s pretty easy for anyone to hit a like button, leave a star rating, or even leave a short sentence or two recommending you and your business.  However, bigger and detailed reviews relating to big transactions and longer-term relationships are easy to put off and forget about.  When you and a client reach a goal, hit major milestones, and finish transactions, you should always try to capture a snapshot of the excitement in that moment.
  5. Find what works for your client: Many people are camera shy or get writer’s block, even though they really want to give you an awesome review!   Try setting expectations earlier in your relationship with a client - let them know their feedback on the process and results can help you improve your service and ability to help people in the future.  Encourage your client not to worry about formality, and take this advice yourself as well.  Try to capture statements, quotes, candid videos, and before and after photos throughout the journey to use, reuse, and incorporate in formalized testimonials in the future.  Capturing candid moments is the important part - all the bells and whistles can be added later!
  6. Keep a spreadsheet: One of the biggest obstacles to creating powerful content from reviews is that the pieces get lost all over the place.  Create a simple spreadsheet to help keep track of all of your reviews and testimonials, existing or pending.  If you will be working with media, create fields to indicate whether you have ratings, text, pictures, and/or videos from a given person.  Create a folder to store all text and media files in one place.  When you’re ready to work on a project, you’ll have all the assets you need in one place.

 

Tip: Easily capture reviews for multiple platforms with EmbedSocial.  We’ve used this program with ease to capture reviews and feature them on our website with dynamically updating widgets!  It’s a low-maintenance and easy to use way to aggregate reviews where you want them, and the review process is simple and easy for your clients.

 

Next Steps For Your Real Estate Marketing:

I know it’s normal to look for a conclusion at the end of an article - But I’m counting on you to get out there and block off some time this week to brainstorm your own strategy for capturing reviews.  Do you have a sphere of influence already? Do you have recent clients you’ve put off asking? Are you new to the game, but have colleagues, vendors, mentors, or peers that can offer their perspective on your character, skillset, and drive?  Where will you host and display your reviews? Will you produce digital and/or print content with them? How will you keep yourself accountable and organized as you hash out your client reviews marketing strategy?  I promise these small and simple questions will get you moving in the right direction!

Highlights from Live Mastermind Q&A about capturing testimonials:

How Do I Get A Testimonial/Review From Someone I Helped? (Episode 302, 34:07)

Yolanda is helping someone find financial assistance for medical care.  There are no real estate needs, but she’s using this as an opportunity to help someone and network with new professionals in the area.  Can this be captured as a testimonial? Yes, and capturing the testimonial of someone you helped without making any money out of it can be extremely powerful for building trust, value, and credibility in future marketing.  Bruce gives one key piece of advice here.

Testimonials That Win Seller Prospects AND Attorney Interest (Episode 280, 31:30)

Devin Doherty has a listing - beachfront property - set to close.  The sellers are extremely happy, and he initially met them via attorney referral, who is equally happy with Devin’s help.  He wants to leverage this as a testimonial to win relationships with attorneys and seller prospects.  Chad lays out a roadmap for doing this.

How To Win Better Real Estate Listings While Prospecting (Episode 296, 1:07)

Rosie shares an update on her prospecting results.  She is blocking off productive call time and building meaningful relationships.  Instead of trying to sell her prospects, she’s qualifying her prospects to see who is the best fit for a stellar testimonial when all is said and done.  Rosie landed 3 solid opportunities from cold calling this week and is starting to get inbound/return inquiries from her marketing efforts.

How To Capture A Testimonial From A Real Estate Client (Episode 296, 3:08)

Rebel jumps on the call to share a sale she just closed.  The lead responded to the first probate marketing letter she received via All The Leads’ Direct Mail Service.  Chad and Rebel discuss how Rebel put the deal together and had a cash conversion cycle of less than 60 days.  Chad and Rebel discuss how to capture an awesome testimonial from her client.

 

How To Have Great Prospecting Conversations

How To Have Great Prospecting Conversations

How To Have Great Prospecting Conversations

The Questions You Need To Stop Asking.

When speaking with a potential client, what do you say? How do you break the ice? How do you deliver your sales pitch? How do you wrap up and go for the close?
I’ve learned something important in my near decade’s experience in sales, and this one thing has consistently been my “best lesson” whether I was dealing with consumer or B2B, in-person or over the phone, or inbound or outbound selling. This lesson goes far beyond real estate, too.

The questions I opened this article with are the wrong questions.

While these questions did help me settle my nerves and feel a little bit more prepared to speak with prospects, asking them at all shifted me into self-centered mindset. 

The Lesson: The center of great sales conversation isn’t you, it’s your potential client, and if you go into a conversation focused on what you feel like or what you sound like, then you’re never going to say exactly “the right thing.”

 

 

What Happens When You Start With The Wrong Questions:

Pre-calling nerves used to have me asking myself: “How exactly do I build trust with someone I’m talking to for the first time? That I might only talk to for like, 30 seconds?”  Take it from me,  these types of questions lead people to:

  1. Get tangled in small talk – This is especially true when initiating a conversation in person, where physical and environmental cues like a sports team t-shirt, posters on the wall, and other objects are available and begging to be fixated on.  But have you ever felt yourself stuck in small talk, waiting for a sales person to just get it over with and tell you what they want you to buy? Did you trust them?
  2. Jump into a hard-sell of a product or service – Not going to lie, you might get lucky from time to time with this, especially if you make a lot of calls.  But by jumping straight to your sales pitch, you’re freezing your window of opportunity to right here, right now.  I don’t think it needs to be said how many decisions will not be made in that timeframe. 
  3. Roll out a laundry list of self-flattery: You know you have competition, and you know you need to make yourself worth choosing, and you’ve got like 30 seconds to squeeze as many words in as you can, right? Chances are, if you feel nervous or uncomfortable talking about yourself, your prospect feels twice as uncomfortable listening to it. 

Your cold calls will go this way when you’re too focused on saying the right thing, so you really need to stop asking yourself ‘exactly how’ style questions: You can’t know exactly the right thing to say, on every call, to people you have zero relationship with. You just need to focus on people and building relationships with them.


Connection and Credibility: Establishing Trust

In the beginning of any sales relationship, building trust is critical. In strong relationships, connection and credibility both contribute to a prospect’s level of trust in different but positive ways.

Trust that comes through connection building is personal trust.  Are you likeable, relatable, and genuine? Do you have a sense of humility, accountability, and vulnerability? Building personal trust is as simple as sharing your why. Why do you do what you do? 

On the other hand, credibility relates to professional trust in your skills, knowledge, and ability as it relates to a specific objective.  In other words, establishing credibility requires an understanding of what you can do for somebody.  Ask your customer about their goals, and then ask secondary questions about anything that might be getting in the way of these goals. You might also ask prospects “which goal is most important to you?”

 

Figuring Out The Right Questions To Ask:

Questions can be powerful tools for creating connections, driving credibility, increasing urgency and motivation, and confirming value. But to use questions effectively, you must understand your prospect’s situation, their role in that situation, and their goals in navigating that situation.

 

To prepare yourself for cold-calling, spend 10-15 minutes brainstorming questions you can ask to help you understand:

  • Your prospect’s situation
  • Your prospect’s role
  • Your prospect’s goals
  • Any obstacles in the way of those goals.

 

Then, ask yourself why you do what you do. What’s your role in solving the problems your prospects commonly face? What can you offer that can make your prospects’ goals attainable?


Instead of trying to fit every conversation into pre-determined script, this exercise will help you create a framework to have meaningful, authentic conversations with anyone you speak to.  

 

Conclusion

Take it from me: Prospecting isn’t just calling someone, following up with them (“It’s me again!”), and using sticks and carrots to walk them into a purchasing decision. There’s no logical reason to get caught in analysis paralysis trying to lay out an entire conversation before it even begins.  If this is the way you approach sales interactions, you’re going to blend in with your competitors and miss out on anyone who isn’t ready to buy the moment you happen to catch them.

Great prospecting is great relationship-building.  It’s about learning and keeping up with your prospects’ interests, needs, and specific situations.  Such authentic relationship-building will bring you greater success when engaging prospects, navigating any obstacles that appear during the transaction stage, and winning reciprocal business in the future as these same clients happily join your sphere of influence. Next time you pick up the phone, remember you’re calling your people to have conversations, not just to say exactly the right thing.

This Probate Mastermind Episode has two GREAT examples of relationship-building: Rodger Lecy and Bill Janiga Share Their Food-Gifting Strategy

Ways to Find Investment Properties

If you really want a great property in which to invest you have to know how to increase your odds of finding fantastic deals. And while you can find a worth property in which to invest by looking through the MLS listings – your best odds are to use several resources to help you scout the best potential investment. Here are nine resources savvy real estate investors use:

Networking: By growing and cultivating your network of professionals you can let people know you are looking. Doing this will sometimes create certain opportunities. For example, some owners out there who want to sell, but haven’t yet listed their property may actually contact you.

Drive around looking for “For Sale by Owner” signs: This is the hard way to do things since competition using this method will be quite stiff.

Find abandoned properties: Owners who don’t want to incur the expense of caring for a certain property are often willing to part with the property for a song.

Use the internet: Use a search engine and enter the type of real estate you are looking for. This can lead you to some interesting opportunities but it can be quite time consuming.

Talk to bankers: You should already have bankers in your network of contacts that can help you. They may be able to help you learn about a foreclosed investment property.

Offer your contacts a finder’s fee: Let your contacts know what is in it for them to help you achieve your goals.

Eviction notices: You can often get a lead on investment properties by scanning your local newspaper’s eviction notices. Or you can get the information at the courthouse. After all, a landlord who just went through the process of evicting tenants can be a very amenable seller.

Old FSBO ads: Look for two-month-old “For sale By Owner” ads. If these have not sold they may be ripe for an investment. This is because owners often give up the effort but not completely.

Purchase Probate Leads: Our Probate leads are well gathered directly from the courthouse and ran through a proprietary data-validation system. Additionally, we offer our professionals the knowledge base to use these leads effectively.

Of course, it isn’t just about finding a potential investment property. You have to have the knowledge too. Our Probate Mastery Course can be one means by which you can find and utilize the probate property leads that we can give you. These leads are vetted and much more reliable than the above methods. Our real estate seller leads can make your business prosper in a way that it never has before.

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.

Thumbnail describing All The Leads Tips From The Trainer content: Why investors should get their real estate license, and agents should start inveseting.

Why Every Investor Should Have a Real Estate License, and Every Agent Should Understand Real Estate Investing (or Be an Investor Themselves)

Whether you have your real estate license and are looking to get into investment, or you’re an investor, wholesaler, or flipper wondering how you can benefit from having a license, we’ve got you covered.

Jump to the Video Here

Should I Get A Real Estate License As An Investor?

If you ask most investment gurus, “Should I get a real estate license to flip houses and buy properties as an investor or wholesaler?” They’ll tell you no.

Gurus often push the idea that being licensed is a liability instead of an asset, but as long as you’re doing business ethically, the opposite is true.

 

So, what can you do with a real estate license?

The biggest benefit of getting your real estate license is you’ll be able to offer more than cash offers.  Some benefits of a real estate license for investors include MLS access, networking opportunities through your brokerage, and increased income from commissions you otherwise would have paid to enlist an agent for.

 

If you want to save money on every disposition, for the rest of your career, get a real estate license. Or at the very least, find an investor-friendly real estate agent to work with.

 

Learn More About How To Bridge the Gap Between Real Estate Brokerage and Investment – David Pannell’s Case Study

Can I Make More Money as an Agent Through Real Estate Investing?

Real estate investing offers agents a unique set of benefits.

It’s also easy to transition into.  You’ve taken your real estate courses, passed your licensing exam, and found a brokerage to hold your real estate license. So what is there to lose?

The biggest reason real estate agents hesitate to start investing is they don’t understand investment strategies well enough.

If you want to understand wholesaling, assignment, subject-to, private money, and all the different strategies investors use in the residential space, shake off your fears! Start learning so you can grab the deals and income you’re missing out on.

Leverage your real estate license and become an investor-friendly agent.

There are always investors and wholesalers looking to find a real estate agent who understands investment and wholesaling.  Investors know working with the right agent means smoother deals and a better experience for their customers.

Even if you choose not to invest yourself, leveraging business relationships with investors and wholesalers is a great way to find listings and make commissions you’d be missing otherwise.

 

Get the Most Out Of Every Deal by Providing Multiple Options

Most clients don’t know what kind of help they need in the early stages of selling. Most people approaching these clients only bring one option to the table.

Offering multiple options allows you to bridge the gap between what just an investor and just an agent can offer.

You will be much more valuable to prospects looking for the right person to help sell their home.

 

And, chances are high you’ll have very little competition standing next to you if you’re the one building the bridge.

 

If you think you should be bridging the gap between licensed brokerage and real estate investment, you absolutely should be!

In this Tips From The Trainer episode, Chad makes it simple to go into any appointment, show sellers their options, and become a transaction engineer on the spot. Check out the video below: 

Video Navigation – Key Tips:

  1. What Investors Gain By Having A Real Estate License (1:58)
  2. What Realtors Should Know About Real Estate Investing (6:48)
  3. How To Re-Imagine Your Strategy and Get Started (10:20)

 

Explore More Tips From The Trainer

 

Invitation to join Probate Real Estate Mastermind Group by All The Leads, for agents, investors, and wholesalers to network.

Find Agents and Investors to partner with in the All The Leads Mastermind Facebook group!

 

Check for Probate Leads Near You

 

 

How to NAIL Cold Calling Probate Leads as a Real Estate Agent, Investor, Or Wholesaler – Live Roleplay Critique and Comparison

Learn More: How to Cold-Call Probate Leads as an Agent, Investor, or Wholesaler.

Video Preview for Tips From The Trainer - Finding Probate Real Estate Deals through Email Marketing

Using Email Marketing to Find Probate Homes for Real Estate Listings, Investing, Wholesaling | Probate Leads Tips From The Trainer

Using Email Marketing to Find Probate Homes

If you’re interested in probate real estate, you already know the importance of direct mail marketing. Probate records (whether pulled from the probate court or through a probate list), contain at least one address, and since anyone can run a probate search, the mailbox can be one of the most competitive places to market.  There may be dozens of other realtors, investors, and wholesalers working the same set of probate real estate leads, competing to for any probate property that might need to be sold.

Competitive markets (Think probate in California, Florida), typically favor those who send out multiple letters, but running a multi-touch direct mail campaign to follow up with personal representatives as they move through the probate process can be difficult, especially for those who are just getting started or have smaller marketing budgets.

[Interested in optimizing your direct mail marketing? Read More: Direct Mail Isn’t Dead!]

What about calling the personal representative of the estate? Calling probate leads is an effective way to build rapport and demonstrate your value by leveraging your services as the solution to any problem they’re dealing with right now in the probate timeline, whether they need help holding an estate sale, filing and filling out probate documents at the probate court, or discussing options for any property in probate.

Whether your goal is getting listings from probate leads, wholesaling probate houses, or purchasing probate properties as an investment, taking off your agent/investor/wholesaler hat, picking up the phone, and calling probate leads as THE Probate Specialist in your market can be extremely effective in terms of up-front cost and overall conversion.

But what about the leads you can’t make contact with? The ones who don’t answer unknown numbers, never clean out their voicemail inbox, or simply aren’t the type to speak on the phone (I’m sure some of us can relate!)…. Then what?

Some People Pick Up The Phone. For Everyone Else, There’s Email Marketing.

You’ve probably already thought about using email marketing to grow the probate pillar of your business.  Maybe you want to maximize your budget. Maybe you’re procrastinating picking up the phone and prospecting (Not sure how to start calling? Check out this quick probate script critique and squash your fears! http://alltheleads.com/3-easy-ways-improve-cold-calling-script-live-cold-call-role-play-breakdown-critique/ )

Or, maybe you just want to use every marketing channel effectively (Which is what we recommend!).

If you found your way here because you’re curious how effective email marketing is for probate, or are wondering how to write email copy for personal representatives that gets your phone ringing, we’ve got you!  In this Tips From The Trainer, Probate Coach Chad Corbett covers his best practice tips for writing effective email copy, using tools like Mailchimp and Gmail to save time, and staying away from spam filters.

If you’re a subscriber, we also show you how to find email addresses (now included for free!) in your probate leads lists in the ATL CRM!

Jump To Best Practice Tips For Email Marketing for Probate Leads:

0:38 Open Rates for Email Marketing, any industry vs. real estate

1:04 Why do real estate professionals gravitate towards email?

1:28 Open rates for email marketing vs direct mail and cold calling

1:47 Best Email Strategy

2:09 Navigating the All The Lead’s CRM to Find Emails In Your Lead Lists

2:50 Canned Responses

3:15 Effective Email Copywriting: Use A Personalized Subject Line

3:39 Chad’s Email Copy for Prospecting Probate Real Estate Leads

4:15 The Number One Thing NOT to do in your email marketing

4:54 Mirroring Your Probate script/USP

5:49 Drip Campaigns, Email Lists, Opt-Ins – Why I Use Mailchimp

7:35 Spam filters, email blacklists, and other best practice tips.

 

 


For more Tips From The Trainer:

Our Tips From The Trainer Blog Category

Our Tips From The Trainer Playlist on Our YouTube Channel

And if you have a question or topic you’d like us to cover in a future Tips From The Trainer episode, drop a comment below letting us know!

 

The ultimate Probate YouTube Channel: https://www.youtube.com/channel/UC2S3yZKD2cvmNX7WBUEue1A

Join Our Facebook Mastermind Group: https://www.facebook.com/groups/AllTheLeadsMastermind


 

If you’re having trouble finding phone numbers, addresses, or emails for probate leads you’re pulling from the courthouse, speak to someone on our sales team to see if we can do the data research for you: 954-400-3500

 

Interested in Probate Leads/Automated Marketing? https://my.alltheleads.com/checkmycounty

If you have any questions, let us know by commenting or contacting us:
support@alltheleads.com
954-400-3500

Why you SHOULDN’T Open a Real Estate Conversation by Offering your Best Solution

http://alltheleads.com/aging-boomers-growing-need-higher-level-real-estate-professional/

 

 

 

 

Facebook Logo with question "Are Facebook Ads Worth It?"

Are Facebook Ads Worth It? Navigating the Digital Marketing World As A Real Estate Agent, Investor, Wholesaler

If you haven’t already heard, this Thursday’s (8/29/19) Live Mastermind Q&A call we will be fielding any questions related to Social Media or the parts and pieces of our Probate Marketing System (The partners are all out to sea, so myself, Jordan, Natalie, and Darci will be taking the reins!)

In anticipation for this week’s upcoming call, Renee Kische asked a few questions in our Mastermind Group she was hoping I could answer on the call.  Well, I’ve had so many points and nuggets pop in my head over the last few days! This morning, I decided writing it out would really be the best way to give a comprehensive answer.

[You can view the original conversation we had by checking out the pinned post in our Facebook Group here]

Renee is in a competitive market and looking for insight on how she can best spend her time and money as she grows her footing in the Probate niche, both as an agent and an investor.  In short, she is asking:

Are Facebook Ads Cost-Effective?

It is my opinion, generally, that the success of Facebook ad campaigns falls on a very broad spectrum, with high success and low cost-per-action existing as an extreme outlier more often than not.  Especially since Renee is in Los Angeles, one of the hottest markets for digital and social marketing agencies AND where everyone seems to want to be a real estate agent without doing much more than throwing thousands into a marketing budget (must be nice, right?), Facebook is probably one of the most saturated marketing channels for general real estate services near her.  Even in smaller markets and less-competitive niches, a successful Facebook ad campaign requires the correct targeting, intended goals, sales copy, value pitch, placement, and the list of factors goes on.

What About Becoming the “Digital Mayor” of Your Niche? Is That More Cost-Effective Than Running Ads on Facebook?

If you’re not familiar with the Digital Mayor concept, it’s something Gary Vaynerchuk coined during the 2016 Inman Connect Conference.  The idea posits that creating highly-local content, distributing and promoting that content, and engaging with your community through online channels will allow you to become a sort of expert and leader in your community, and you can in turn use that reputation in marketing your own listings and services.

You can read Gary’s own words on what it means to be a digital mayor here.

For those of you reading this that aren’t enthused about gambling away thousands of dollars into Facebook ad spend, you might be thinking this approach is a great alternative because writing is free.  While I encourage getting involved in your community and sharing your experiences through meaningful content, I see three major chokepoints people (consistently) run into when trying to become their market’s digital mayor:

1) Underestimating the time (and money) it takes.

You’re running around visiting restaurants and local businesses, trying to take the perfect pictures to use in your posts, and then you’re trying to find enough time to write about it.  When all is said and done, how much time did it take you from start to finish? Scale this up to doing this 2-3 times a week on a consistent basis.  What’s your time worth? This is in addition to the cost of anything you’re paying for in the process.  

2) Becoming “Me” focused instead of community-focused.

If you’re writing from your real estate page about your opinions, your favorite things, your itinerary etc… You have to do so with an immense amount of creativity, zest, and tact or you’ll find yourself entering “join my fanclub” territory.  The goal is to become the leader in “community expert” territory – leadership is a dynamic! Instead of visiting all these places with the purpose of writing about them later on your Facebook Page, why not immerse yourself in the moment, build rapport and focus on networking while you’re visiting new places, and write a review for the business on Yelp, Google, or that business’s Facebook page with an account branded to your business? These are the places people looking for reviews will be most likely to see your review anyway (not your personal pages) – so use that space as free digital marketing real estate AND earn the gratitude of business owners you just met at the same time.

3) The content isn’t reaching enough people, or the right people.

A major component of becoming the digital mayor is distributing and promoting the content you already spent time creating.  If you aren’t promoting and distributing your content, the time you’re spending to make the content in the first place is a waste.   To boost your content to a wide enough audience from a personalized business page will almost always require a significant budget, which defeats the whole purpose of the digital mayor strategy in the first place.

So, How Can You Use Facebook to Grow Your Business Without Spending A Ton of Time Writing Content and Money Promoting It?

The solution I’m getting at isn’t just to say “Ah, to hell with Facebook!”  It’s a powerful platform that provides you with a different type of reach door-knocking, cold-calling, and direct mail marketing simply don’t provide.  Most people have a personal facebook account, and a good amount of realtors/investors have a professional Facebook page branded with their name or their business name.

Is that enough? How do they work together? Where do I start?

There are four pieces your digital presence should include when it comes to Facebook, and while you might already know what personal profiles, business pages, and groups are, I’m going to show you how to fit all the pieces together in a way that makes the most sense for your watch and wallet.

 

Let’s go through each part’s function, potential benefits, and role in the big picture:

 

1) Personal Profile

Your personal profile is your friends, colleagues, and typically people you know personally.  This is the core of your sphere of influence.  This is where you get to be you the most.   My personal advice here? I don’t want to see you post 600 times if you know anyone looking to buy or sell, call me!!!!  But share your funny open house stories. Share pictures of the family you just helped move into a new home.  Make it about memories, laughs, and conversations here and less hard marketing.

2) Personalized Facebook Business Page

This is your “Katt Wagner – Your Guide to Space Coast Homes” page.  The title of this page AND the page description will contribute to your search visibility both in Facebook AND Google! Keywords like Real Estate, Buy, Sell, etc can go in your description.  Keep in mind that this page is really for people who are finding you through word of mouth influence.  When your friends tell THEIR friends about you because they’re looking for a service you provide, they are going to tag you or your page (or both if they’re facebook savvy), or give your name if it’s a conversation happening outside of Facebook.  This page exists as a sort of landing page for people who will be searching for your name specifically, to give them an introduction to who you are, what you do.  Make sure you have a profile picture, cover photo, description, and any other relevant profile information filled out accurately.  Since Facebook AND Google both use page descriptions in their indexing, a description is a good place to include a few “title” keywords – Realtor, Buy, Sell, Home Value, whatever you choose.  Create a few posts with valuable content just so people have a few things to scroll through when they first visit your page.  Make sure you direct people to the appropriate place(s) to learn more or take the next steps if they need your services.

The goal with this is to give people a place to find you on facebook when they are already looking for you by name, or at the recommendation of a mutual friend.  We want to provide enough content for a first time visitor to “get the idea” and get excited about how awesome what you do is and get them somewhere else to contact you or follow you permanently.  We don’t want this page to become a tedious thing to manage – There really isn’t much benefit in trying to squeeze out slightly-relevant content like “5 ways to re-use this household object!” on a page called “Katt Wagner.”  Nobody is going to pay attention.

+Bonus Tip: Facebook changed the way their recommendations work a few months back. Now, whenever someone tags your business page, Facebook counts it as a recommendation! This boosts your visibility and credibility.

3) Non-Personalized Business Page (But still has a solid purpose/brand identity).

Above, I made the argument that having a personalized Facebook Business page is important for word of mouth referrals/tagging within Facebook.  But while your Personalized Business Page can help contribute somewhat to your search visibility, the visibility of that page will be limited or next to nothing for people who aren’t searching for you by name.

Non-Personalized business pages are your gateway to connecting with people who are searching for what you do – and even moreso where you do it.  Two things I want to add here: First, most people aren’t going to go to their Facebook toolbar to search for “real estate, investor, property help, probate…” they’re probably going to look for their area; Second, people are more likely to search for those same keywords in a search engine, and because search engines give more weight to local results, your Facebook Business Page can give you an opportunity to rank in the top results.  Make sure you fill out location information on your business page or you will miss this opportunity.

These pages are pages like “Best New York Homes,” “Palm Bay Property Solutions.” “Bay Area Living.”  These titles all capture an area and will be visible to anyone searching their neighborhood name in the Facebook search bar. But people searching “Palm Bay” might not be interested in Property Solutions, and that page likely won’t get many likes from cold searches.  However, someone might come across that page who does have a need, and the likes you do get will have a higher intent to do business with you.  On the other hand, something like “Best New York Homes” might get a TON of attention because people are interested in cool architecture, interior design, luxury homes, HGTV type things.  But you’ll get a lot of likes from people that have no intention to buy.

In general, I recommend having a business page for each business entity you work under, as well as a separate page if you work in two distinct markets. A good rule of thumb: If you have a separate website or a separate business card for it, you should probably have a Facebook business page to match it.

+Bonus Tip: You can recommend/suggest each of your pages from any other page you own/manage.  If you’ve ever seen the “Suggest pages” on the right hand side while looking at a Facebook page, this is where your other pages will be shown.  You can also share content between different pages if you’d like.

 

But How Can I Keep Up With All Of These Pages?

Unless you have the time to create and curate content for a business page, business pages are best used as a sort of landing page.  People want to fill their Facebook feed with content they find interesting, and unless you have the time to post consistent valuable information from your business page (like a news or radio station Facebook page might do – and remember, they have whole teams of contributors and social content pros to do so), your goal of building a huge general audience on your Facebook business page(s) will probably end in disappointment.  Again, the function of a business page is to be found by people who already have some idea of what they’re looking for, to convey value within a few seconds of a reader landing on the business page, and to direct them on where they can go to learn more (your website, or a platform like YouTube that you consistently utilize) and what to do next if they are ready for your services.

The easiest and best use of your time is in a fourth piece – Facebook Groups.

4) Facebook Groups

This is where we turn Gary V’s “Digital Mayor” concept on its head.   Here at step 4, we have two major obstacles:

    1. What do we do to capture the audience that either 1) doesn’t know you personally, or 2) Isn’t enticed to engage with your real estate pages because, let’s be honest – how often does anyone tune into a branded business page reposting generic 3rd party blogs on “5 ways to re-use this household item”??
    2. How can we build an audience, build a brand, build a network without gambling thousands away into Facebook ad spend or becoming a full-time content creator?

My answer here is to create a Facebook group centered around your community.  Keep it general and make sure the Group Name includes the neighborhood/area people will search for to find it:

The Cocoa Beach Facebook Group
All Things Orlando
Glen Cove Neighbors
Greater Rochester Community

If your community already has a group like this, well, most people looking for groups on Facebook will join more than one, anyway.  You might even want to consider collaborating with the other group’s owner.

Unlike a Facebook Page, Facebook groups allow (and encourage!) members to post content, engage with others, and have conversations.  Groups provide the biggest opportunity for you to grow an audience, expand your network, and become a trusted expert in your community – all without having to create and curate tons of content the way a “digital mayor” would.  Instead of constantly covering community events or writing reviews of local restaurants and hoping someone finds it and follows you to keep reading your opinions, you can bring a group of people together who can start and carry these conversations on their own.

Think of it like a social Chamber of Commerce for the vendors you’ll bring on board, and a 24-hour block party/community resource group for your general audience.  It’s worth it to reach out to a few related but non-competitive vendors in your area, tell them about your group’s purpose, and ask if they’d like to take on a moderator role in exchange for bringing value to the group. Don’t forget to ask them to invite their Facebook friends to join the group as well!

There are so many ways to get a group engaged – Encourage members to ask for recommendations and post their own, share events they know are happening this weekend, etc..  Keep it light and fun.  We are always shocked at how our group members are already carrying conversations before we’ve even had a chance to get on Facebook! Group members can provide such tremendous value and experience on their own – something they wouldn’t be able to do if they only liked your business page!

+Bonus Tip: Create the group from the profile/page of your choosing and the group will highlight it! In the top right corner, it will show your audience “Group Created By: _____” and give you some bonus recognition.

+There are so many things you can do in groups: Watch parties, Live Videos, Invite Email Contacts to join, share content from other places to the group, etc…

+A good rule of thumb is if it reads like a Craigslist ad, it probably doesn’t bring value to the group.  Encourage people to share and participate without flagrant self-promotion.  Don’t be afraid to moderate – and hey, if you see someone doing some tacky marketing in the group, is there an opportunity here to build a relationship by starting a conversation with them?  Maybe they run a classic automobile restoration company and are trying to get their name out there – Could they add some curb appeal at your next open house, and could you share with the group the awesome response your guests had to Jim’s restored 1967 Ford Mustang?  Now you’re sharing great experiences and have a new friend in the neighborhood.

With the Right Approach, These Four Pieces Will Work In Harmony Without Consistent Input.

Take the time to set pieces 1-3, particularly your business pages, up properly: Fill out your basic information; add contact information; get your profile images up; and make 2-3 posts so people see some meaningful content when they first visit any of these pages.

Once you do that, you can share content you’re creating anyway to these pages, but you do not need to expend time and money playing social media content wiz.

With your digital presence established on Facebook, get focused on immersing yourself in the community, and view your Facebook group as your digital neighborhood.  This time spent will yield much greater rewards, both intrinsically and extrinsically.

Oh, and one other awesome perk?  There are all sorts of ways you can use group audiences for targeted ad campaigns (i.e. cost-effective ad targeting!) – this topic will likely become a Tips From The Trainer post on its own soon ;).

 

 

So there you have it! The Best Bang-For-Your-Buck on Facebook is To Use It To Immerse Yourself In The Community Digitally.

Thank you for your question, Renee Kische!

 


For more Tips From The Trainer:

Our Tips From The Trainer Blog Category

Our Tips From The Trainer Playlist on Our YouTube Channel

And if you have a question or topic you’d like us to cover in a future Tips From The Trainer episode, drop a comment below letting us know!


 

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Most LUCRATIVE Real Estate Niches: PROBATE Wholesaling, Investing, and Listings – David Pannell’s Story | All The Leads Reviews