5 Tips for Managing Leads and Growing Your Sales in the New Year

A New Year is nearly upon us. This means that if your business was booming last year then you will naturally wish to do everything you can to maintain your pace and improve if possible. On the other hand, if you had a less than record breaking year then it means you have a chance to start all over again. But how do you do this? First, you do so with the knowledge that you will gain from our online instruction. Second, you can do so with our vetted property lead list. Finally, you can grow your business by properly managing those leads. Hopefully, these 5 lead management tips will help you make 2020 your best business year ever.

  • Follow up! Even when you do have list of vetted probate property leads, you will have to keep yourself uppermost in the minds of the people who can use your services. This means contacting and keeping in touch with your leads. It also means sending out automated messages to remind people that you are there for them should they have further questions or need more guidance.
  • Use client relationship management (CRM) software: Client relationship software can help you by streamlining your sales process and by improving your customer interactions. This technology can also help you stay connected with customers and increase your profitability.
  • Contact your leads right away: Contact all your leads within 48 hours of acquiring them if possible. Studies have shown that contacting leads quickly can produce higher closing rates than if a business person waits too long to do so.
  • Learn as much you can about your leads: Start by learning as much as you can about your leads, who they are and what value you can bring them. By nurturing a relationship with them, it will be much easier to convince customers that you can help them in achieving their goals.sales
  • Track your results: Find the best way you can to track the success of your contacts. There are a number of free and paid ways for you to track all kinds of sales related metrics online.

Start the New Year off with this resolution – 2020 will be a better year than 2019 for your business. Then follow this up by purchasing our probate lead list and taking our courses on how to use these leads effectively.

Common Questions Probate Real Estate Agents are Asked

As a probate real estate agent, most of your clients will depend upon you to be a repository of knowledge. That is what our knowledgebase is all about. We seek to give you all the knowledge you need about probate property and the probate process to make it easier for both you and your clients. This knowledge is contained in our course and in our archival conference call database. However, clients will also want to know that you are the right person to help them. As such, you may be asked some of the following questions as they screen you for the value you may or may not be able to bring to the table.
Qualifying Questions
• Have you sold real property through probate or trust before? You should be truthful here as you should be with all your client’s inquiries. If the answer is yes, then give them detail and show how you helped other clients in the past. If the answer is no, then try to convince your client why they should still take a chance with you.
• How long have you been selling probate and trust real estate? Most people going through probate quickly discover how complicated this area of law is. That is why your clients will prefer to deal with seasoned agents who have spent several years in the business. Moreover, most clients know that strong negotiating skills – which will be put to work on their behalf – come with time and years of practice.
• What sets you apart from other agents? Here, clients are often look for a record of satisfied customers, effective communication and diverse marketing skills. If you cannot explain what sets you apart from the competition you could be driving potential clients away. Therefore, you should give this question careful thought so that you will have an answer ready.
• Do you have a list of references? Always meticulously maintain a database of all your business contacts. In the case with past clients, be sure to communicate with them and ask if they would be willing to give you a positive reference of your services.
• How do you market probate and trust properties? You should always have a probate marketing plan at your disposal. This plan should include how you plan to turn vetted listing leads – which we can provide – into clients, and how you will promote the property in question.
In short, stumbling on any of these critical questions could cost you clients. Clients are entitled to the right agent who can guide them through the probate process and provide them with the answers to these and other important questions. Of course, you can’t know everything as a real estate professional but the wider your knowledge base is and the more confident you are about your abilities, the better off you will be. Let us help expand your knowledgebase and provide with the tools to grow your business.

5 Simple Tips for Building Your Professional Network

Many hands make light work, or so the saying goes. And while this may be true, when it comes to probate marketing, many hands also help make you more efficient. It also allows you to be of greater value to your clients. Because as we have discussed in the past, your marketing efforts will not only involve you reaching out to people who are going through probate, it will also involve you interacting with attorneys, bankers, etc. Thus, you will have to know how to build and maintain a network of professionals who can supplement your strengths. If you’re looking to broaden your network and advance your career, these networking tips will help you do just that.

  • Look at who you already know: Some of the alliances you may need to form may be people who are already close to you such as former employers, friends, family, neighbors, and community members. Just be sure that they can add value to you and can help you achieve your selling goals.
  • Know what you bring to the table: Your appeal for a partnership will be more enticing if you can demonstrate to other professionals that you bring something to the table that they can profit from. When it comes to probate, this is knowledge of the process which we can give you with our probable marketing course along with the best real estate leads of any site online.
  • Remember you’re building a mutually beneficial relationship: In biology the term is symbiosis. This is a relationship between two organisms that benefit both. Demonstrate to your business contact that you can help them achieve their business goals as well as they can help you achieve yours. Moreover, remember to stay in contact with these professionals from time to time in order to grow this relationship.
  • Develop a social media presence: Social media has revolutionized the way all professionals connect with one another. By joining and maintaining a presence on popular social media sites such as LinkedIn, Facebook and Twitter you will be able to identify and be identified by professionals who can increase the value clients can derive from your services.
  • Keep records: Always keep records about those whose services you used and who might help you in the future. This will make it easier to contact these professionals when needed and help you personalize communications when you do reach out to them.networking

The English poet and cleric John Donne famously wrote, “No man is an island.” What he meant is that the world is built upon relationships between people. You will find that your work will be much easier when you embrace this idea and use your skills to develop and grow your professional network. We can be a part of that network by providing you with vetted probate leads and the knowledge to use them effectively.

5 Surprisingly Simple Ways to Nurture Leads and Increase Sales

Not even the best leads are necessarily ready from day one to become customers. It takes a skilled and knowledgeable salesperson to be able to nurture leads through every step of the sales process. In other words, the purpose of lead nurturing is to educate the prospect and build their awareness of the value you can create for them. What are the ways to nurture leads and increase sales? Here are five proven techniques tried and tested by top salesmen and women.

  • Follow up promptly: If you say that you are going to follow up with a client do it and do so quickly. This can be via phone, email or marketing material just make sure that you do not overwhelm your lead with emails, calls, etc and that he/she lead has enough time to digest the information you do provide.
  • Send personalized emails: When it comes to establishing a relationship with clients, personalized emails are the way to go. In fact, a study by Experian concludes that personalized emails generate more responses and create greater revenue for sales persons than generic emails.
  • Provide your leads with valuable information: Effective lead nurturing requires that you be able to provide your contacts with proof that the services that you can provide can help them. For this, you will have to have a deep knowledge base yourself when it comes to the probate process. We can widen your knowledge through our Probate Mastery© Training and our archival video conferencing calls.
  • Offer a discount of your services: People love to feel as if they are getting a bargain. Therefore, offer your leads a discount if you can. Moreover, offering a discount can sometimes help you to re-engage with leads with whom you have lost contact. If you are able to discount your services or give your lead some extra incentive for using your services, you may even gain a valuable referral in the future.
  • Address your leads pain points: This involves active listening. Learn why your lead is hesitant so that you can address his/her concerns. This will take confidence and a mastery of the probate process.sales

The process of lead nurturing sounds complicated, but really isn’t especially if you have carefully vetted probate real estate leads to begin with. Our company provides this and the knowledge you need to use these leads effectively. We are one of the most complete real estate lead generation companies on the Internet. Just remember that a buyer’s journey is not necessarily a straightforward path that he/she travels alone. You must often guide your prospect along the way.

Clayton Morris Investing in Real Estate Podcast - Featuring Chad Corbett

How To Build A Portfolio of Probate Properties with Chad Corbett – Investing In Real Estate with Clayton Morris | Build Financial Independence Ep. 509

How to Build a Portfolio of Probate Property with Chad Corbett – Episode 509

One interesting way of building a real estate portfolio is to acquire probate deals. However, this can be a sensitive topic, so it must be approached with kindness and empathy. Chad Corbett is the co-founder of All the Leads, a company that provides comprehensive probate training to real estate investors.

On today’s show, Chad is pulling back the curtain on the probate industry so you can learn how to build a portfolio of probate deals. You’ll learn how to find probate deals, how to be an effective and fair negotiator, and more! If you’ve ever wondered about buying probate deals, this episode is for you!

Listen to Chad and Clayton’s interview about How To Build A Portfolio of Probate Properties:

https://morrisinvest.com/podcast/2019/8/10/how-to-build-a-portfolio-of-probate-properties-with-chad-corbett-episode-509

iTunes: http://apple.co/29XoSp5

Overcast.fm: http://bit.ly/2a6yApt

Stitcher: http://bit.ly/2hbLkhr

 

On this episode you’ll learn:

  • The three rules that Chad lives his life by.
  • What probate is and how it works.
  • What percentage of Americans have a living trust.
  • Cultural differences on how we view death.
  • How to find probate deals.
  • Why being a good listener is part of being a good negotiator.
  • How being empathetic changed Chad’s business.
  • And more!

 

Book a call with Clayton’s Team: https://goo.gl/qr6iat

Show notes: http://morrisinvest.com/episode509

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Subscribe to the Morris Invest YouTube channel

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Read more at http://investinginrealestate.libsyn.com/how-to-build-a-portfolio-of-probate-property-with-chad-corbett-episode-509#bPej8HhffcKEIvSu.99

5 Common Mistakes Executors an Administrator or Executor can Make During Probate

Law is one of the most complex fields of study there are. For this reason most people find legal processes to be daunting. And when it comes to the probate process even the most organized and reliable among us can be overwhelmed with the sudden responsibilities of the probate process and the complexities of the court system. Thus, many of your clients will be prone to making mistakes that could cost them. Therefore, it may help you to know some of the most common mistakes executors and administrators make when facing the probate process.

  • Waiting too long: It often takes months to resolve all the issues involved in an estate. For that reason alone the faster an executor or administrator begins the process the better. Moreover, waiting too long can cause problems to develop such as the accumulation of taxes and creditors and beneficiaries growing impatient and becoming more demanding.
  • Failing to keep accurate records: Keeping accurate records is an extremely important part of being an executor or administrator. Yet, many executors fail to keep these records. Such records include estate appraisals, tax forms, and expense vouchers. Ultimately, by failing to keep accurate records executors and administrators can end up delaying the final disposition of the estate.
  • Not maintaining the property: Another important but often overlooked part of an administrator or executor’s job is to maintain the property for which they are responsible. This is critical to the probate process since the state the property is in will directly influence whether it is to be sold or passed down to a beneficiary.
  • Failing to hire an estate planning attorney: It is a huge mistake to not retain the services of an experienced estate planning attorney. For choosing an inexperienced estate planning attorney or an attorney who does not even specialize in this area of the law can increase an executor or administrator’s expenses considerable and cause errors to occur in the probate process.
  • Ignoring the beneficiaries: Beneficiaries don’t often just go away. In fact, a beneficiary has the right to challenge an executor or administrator if he/she does not keep the beneficiary informed about what is happening.Filling out probate court documents

These are just a few mistakes that executors and administrators can make during the probate process. There are others such as calculating estate taxes incorrectly, distributing assets too soon, failing to prepare an accurate inventory of assets, etc. Our course on probate real estate investing will teach you all you need to know to help guide patients towards an outcome that will benefit both of you. That, coupled with our real estate leads for sale, will give your business greater value and larger profits.

Mastermind Highlight Summary - Handling Probate Real Estate Objections. Probate Attorney Myths

TRUTH or MYTH?? “Our Probate Attorney Said We Can’t Sell Until Probate is Closed!” Handling Objections – Mastermind Highlights

In this highlight, Chad covers the basics of the probate process and how to communicate effectively to prospective clients that they CAN move forward in selling their inherited property – even while probate is open.

 

Has A Personal Representative Ever Told You They Can’t Do Anything With Their Inherited Property Because They’re Still Going Through the Probate Process?

Maybe their attorney misspoke. Maybe they were taking in too much information at once and didn’t really understand correctly.  In any case, this is a MYTH!

The Truth Is, Probate Doesn’t Need To Be Closed In Order To Sell Property!

There are even instances where settling an estate requires property to be dealt with.

We know this is a common misconception, wherever it may originate from.  We also understand people trust their probate attorney and in order for them to be receptive to you, you’ll need to convey value and expertise confidently when you hear this kind of objection.

In this highlight, Chad covers the basics of the probate process and how to communicate effectively to prospective clients that they CAN move forward in selling their inherited property.

Call Summary

Kenneth calls in from California and asks a few questions about the probate process. How does the overbid process work? How do creditor claims work in probate and what is the window for that? How does the bill for the Broker Price Opinion (BPO) get assigned through probate? Is it true I can’t move forward with selling the property until the estate is closed?

Chad gives a great overview on the timeline of the probate process, dispels the myth that property can’t be sold until probate is closed, and offers great verbiage for handling this objection in a way that conveys value and expertise.

Don’t forget, when you are able to help a personal representative move forward when they thought they had to wait, you now have a great opportunity to build a bridge with their probate attorney! Show THEM how you can provide the same success story for their other clients.

This highlight is from Mastermind Call #238.

Join Our Mastermind Group for more resources and networking opportunities.

 

SEE ALSO:
HOW TO HANDLE THE MOST COMMON PROBATE REAL ESTATE OBJECTIONS: https://youtu.be/j-OnEg_nC_A

Ask The Expert – John Erik Fraker, JD; EVERYTHING You Need To Know About Working With A Probate Attorney To Grow Your Real Estate Business.

 

 


 

Connect with Chad Corbett: https://www.linkedin.com/in/chad-corbett/

Interested in Collaborating or Becoming and Affiliate Partner? Contact Katt at katt@alltheleads.com

 


Probate Leads/Automated Marketing for agents, investors, and wholesalers: Check For Leads In Your County! (954-400-3500)

 

 

Probate Quicksand – Knowing When Your Clients Need a Hand

 

Assets That Don’t Need to Go Through Probate

 

 

 

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

What Should I Know About Probate and How Can I Start Getting Referrals From Attorneys?

Have you ever wondered:

How can I get deals and listings through referrals from Real Estate, Probate, and Wills and Trusts Attorneys in my market?
“What is Probate?” and how is it different from a trust?
What are the most common delays and issues in probate?
What should I know when my client has real estate that is in Probate?
How can I impress a probate attorney and win their business?

 

Which Comes First, The Probate Agent or the Lawyer?

Probate is a big ticket for BOTH attorneys and real estate professionals.  Attorneys know people that need help with real estate, and real estate professionals know people that need help with Probate, Wills and Trusts, and Estate Planning.  The truth is, Probate is a viable opportunity for both agents and lawyers, no matter who finds a client in need first.  As an agent/investor, understanding what a Lawyer does and what they might need from you will provide a solid foundation for building referral relationships and providing a higher level of expertise to your clients.

So, What’s the Best Way To Build Relationships With Probate and Estate Attorneys Near You?

We’ve worked with thousands of agents and investors in teaching how to build lasting referral networks and strong relationships with attorneys, but until now, we’ve never heard the Do’s and Do-Not’s directly from an Attorney.

John Erik Fraker joins us today not only to lend his insight on what the legal side of probate involves, but also how agents can incorporate a basic understanding of the Probate legal process in their own business to provide exceptional value.

We are excited to bring this to you, and hope you find this valuable!

Nuggets In This Video

1:58 Who is John Fraker?
3:03 Where probate real estate and law intersect
5:10 The true cost and pragmatic differences of probate vs. having an estate plan/trust
19:07 What are the most common reasons for delays in Probate?
20:51 What should agents/investors be ready for when working with Personal Representatives?
23:14 The important question to ask Personal Representatives: “Who do you feel like should be part of these conversations?”
24:13 The most common challenges for Probate Attorneys in dealing with multiple heirs/people who have a role in the decision.
26:08 How do (As an Agent/Investor) you build a referral network of probate attorneys that can bring you business?
29:49 How you can bring real value to a probate attorney?
32:22 What is the biggest mistake agents/investors make when trying to earn referrals from attorneys?
36:32 How you can help attorneys market for new clients (since Attorneys can’t prospect the way Real Estate Professionals can) 41:47 What’s the best way to meet attorneys?
45:35 The Probate Checklist as a co-marketing piece.
48:48 A story of the real value you can bring to an attorney and their client(s): Do you have an example of a realtor that really went above and beyond in their service?
54:33 What does the real estate community need to learn the most about the probate law side of things?
57:08 What’s your advice for legal clients that have real estate to deal with?

 

 


About the Expert – John Erik Fraker, JD

John Erik Fraker, JD - Probate Real Estate Attorney and Agent

 

As a Private Client Attorney since 1999, I have had the privilege of representing many of Silicon Valley’s most successful families with their Estate Planning, Asset Protection and Real Estate needs.

I am a zealous advocate for my clients, whether representing them in the buying or selling of real estate, or in the planning of their Estates.

As a Silicon Valley native, I have seen first-hand how the long-term appreciation of real estate and the financial success of my clients goes hand in hand.

 

 

Connect with John:

https://www.facebook.com/johnerikfraker

https://www.linkedin.com//in/johnerikfraker/

https://www.youtube.com/channel/UC1-IGRz19fr5eu4zGXU3Z-g

https://www.johnerikfraker.com/

https://siliconvalleyhomesandschools.com/

 

Join Our Mastermind Group on Facebook! All The Leads Mastermind

 

Probate Quicksand – How to pull Sellers Out of It and WIN THEIR BUSINESS | Probate Real Estate Training Top Plays

Check Your County for Probate Leads!

How to Go on Listing Appointments

Tips for Winning Face-To-Face Appointments – From Start to Finish! Probate Real Estate Training Top Plays

How to Walk Out of Face-To-Face Appointments With PAPERWORK SIGNED – Whether You’re An Agent, Investor, or Wholesaler.

Have you ever wondered what to say when a seller tells you they’re planning to work with another agent (That they’ve known for years… That they HAVE to use)?
(If you missed our prospecting quick tip yesterday on landing a face-to-face appointment when a seller already has another agent in mind, check it out here)

In this highlight, Chad Corbett and David Pannell discuss how you can go into any face-to-face appointment and win it, all while using your competition to set yourself apartMuch like the Tortoise and the Hare, the first to blast off from the starting line isn’t necessarily the one with the strongest finish.

 

Nuggets in this Video:

  1. Leave your Agent, Investor, or Wholesaler Hat at the door – How to offer more than one option.
  2. The Good-Cop/Bad-Cop Approach – Get sellers to self-select a Cash Offer, As Is, or Retail Price.
  3. How to present prices in a way that builds trust and motivation.
  4. ALWAYS bring pre-filled paperwork and leave an offer in hand.
  5. Get the signature without even asking.

Check it out!

 

What’s the Water Bottle Trick

 

 

SEE ALSO:
Creative Financing – Don’t stop at a cash offer! Here are 5 Ways to Access Equity for Improvements!

 

This highlight is from David Pannell’s Probate Leads Case Study, which you can catch in full here.

 

For more Training and Education resources for Probate Real Estate,
SUBSCRIBE | LIKE | COMMENT | SHARE !

 

Join our Mastermind Group on Facebook

 


 

Connect with Chad Corbett: https://www.linkedin.com/in/chad-corbett/

Interested in Affiliate Partnership/Collaboration? www.alltheleads.com/affiliates or email katt@alltheleads.com

 


Probate Leads/Automated Marketing for agents, investors, and wholesalers: Check For Leads In Your County! (954-400-3500)

 

 

 

 

3 EASY Ways to Improve your Cold-Calling Script – Live Cold Call Role Play Breakdown and Critique

Turning Probate Leads Into a Million-Dollar Pillar – David Pannell’s Story – All The Leads Reviews

Vlog: How to BUILD MOTIVATION behind Cash Offers and As-Is Prices by Pairing Real Estate Math and Empathy

Probate Quicksand – How to pull Sellers Out of It and WIN THEIR BUSINESS | Probate Real Estate Training Top Plays

Probate leads season exceptionally well.

Well, why?

Personal representatives and heirs often get stuck in what we call “Probate Quicksand.” Either due to time constraints, emotional stress, or both, people procrastinate when it comes to handling what needs to be handled regarding inherited property.

In many cases, this means they are leaving money on the table and possibly setting themselves up to fall behind on mortgage payments, let properties slip further into distress, or miss other unforeseen circumstances like a lack of homeowners’ insurance during natural disaster, Squatter occupancy, etc…

(BONUS: Get around the “I don’t need any help, my attorney’s handling it” objection – The Homeowner’s Insurance Trick ” Live Cold-Calling Roleplay and Script Critique )

These are especially viable opportunities for YOU to step in and pull them out of this quicksand – Even/especially if it’s been a few months since the probate was initially filed.

Doing exactly this just brought James 3 deals and 4 listing appointments in the last two weeks!

In this video, James shares his success story with calling older leads – He was surprised to see how well they seasoned and is now looking to 10x his business through probate real estate leads.  Most importantly, he really feels like he is finding intrinsic value in his business by taking an empathetic approach and providing real solutions to real problems people are dealing with.

ATL Trainers and Founders Chad, Jim, and Tim all offer great insights for recognizing when prospective clients (both personal representatives and other heirs to the estate), are stuck in Probate Quicksand, and how to pull them out. Watch Below:

 

 

SEE ALSO:
Creative Financing – Don’t stop at a cash offer! Here are 5 Ways to Access Equity for Improvements!

 

This highlight is from Mastermind Call #235, which you can catch in full here.

 

For more Training and Education resources for Probate Real Estate,
SUBSCRIBE | LIKE | COMMENT | SHARE !

 

Join our Mastermind Group on Facebook

 


 

Connect with Chad Corbett: https://www.linkedin.com/in/chad-corbett/

Interested in Affiliate Partnership/Collaboration? www.alltheleads.com/affiliates or email katt@alltheleads.com

 


Probate Leads/Automated Marketing for agents, investors, and wholesalers: Check For Leads In Your County! (954-400-3500)

 

 

 

 

3 EASY Ways to Improve your Cold-Calling Script – Live Cold Call Role Play Breakdown and Critique

Turning Probate Leads Into a Million-Dollar Pillar – David Pannell’s Story – All The Leads Reviews

Vlog: How to BUILD MOTIVATION behind Cash Offers and As-Is Prices by Pairing Real Estate Math and Empathy