Realtor Tip

David Pannell’s #1 Secret In Real Estate: The Water Bottle Trick.

The Do-Or-Die Rule When Meeting Face-to-Face with Motivated Sellers.

You’ll probably never hear me say this again, but in this SHORT, ONE-MINUTE (😅😁) Video, David Pannell and Chad Corbett share a golden nugget of wisdom for sealing the deal during face-to-face appointments with sellers.

(Alternatively, you can catch David’s full success story here, complete with timestamps and dozens of additional best-practice nuggets: https://youtu.be/twb5PrpXcRk)


David is projected (conservatively) to be making $1,000,000 a year by the end of 2019 through listings and acquisitions from PROBATE DEALS ALONE.

Tenure: 1 year (Since June 2018)
Probate Closings To Date: 27
Total Commissions: $370k; $1,000,000 projected by close of Q4 2019.
Pipeline: 75+
ROI: 196% since starting; pacing 634% ROI for 2019.

 

WATCH THE FULL VIDEO HERE

Or select a time-stamp to jump to a specific segment:

5:30 First time calling Probate Leads
6:05 2018 Totals from all lead types
7:37 My First Year in Probate
8:56 Pipeline for 2019
9:26 What’s the split between broker/acquisitions deals?
9:50 Does this work in a competitive market?
10:20 What’s the spread?
10:45 Changing the way you present yourself
12:18 The fortune is in the follow-up
13:07 Getting the Cold-Calling right: Going from “Realtor, Investor” to David
13:40 Showing up to your listing appointments as a professional
15:11 The mindset: Go out and get it!
16:13 Competition from iBuyers and how to get ahead
22:08 The All The Leads Approach – Make it work for you
24:04 Why probate is great
24:47 Winning a listing appointmentwhen another realtor is there
27:40 What do we do with leads that don’t answer the phone?
30:45 One appointment, two guys, three options.
33:25 Bring pre-filled documents, leave a cash offer in hand…. ALWAYS!
37:12 The bottled water secret
38:30 How we found the right ISAs and built up our team
41:25 The perfect ISA for probate leads
48:43 Empathy = Lifelong referrals from clients and other business professionals
51:15 David’s system
59:57 The Numbers
01:03:23 The Million Dollar Pillar

 


About David:  David has been in real estate for 12 years.  He worked with buyers through the short sale/REO period between 2007-2010, switching to listings in 2011. He has also since ramped up his acquisitions.  Like many, he started with open houses and SOI leads. He eventually hired a coach and quickly mastered Expireds/FSBO marketing. He now works directly with ATL, GGMS, and B-School to learn and scale his business. He is focused on solidifying 3 major pillars in 2019, one of which is probate real estate.  In mastering the empathetic approach, the team is looking forward to a third of their projected 300 closings in 2020, to come from probate listings/cash deals alone.


David Pannell on YouTube
Get in touch with David


If you are a real estate agent or real estate investor looking for real estate leads and you want to offer a service to your community then you really need to consider becoming a probate expert. Over the next 40 years over $136 Trillion in assets will pass from one generation to the next and nearly 80% of that wealth is locked up in real estate. This is an opportunity for you to build a strong pillar in your business while your competition is still out begging for business from the same leads they’ve worked for the past 20 years. All The Leads provides a system driven by ever-expanding knowledge and experience. To see how many leads we gather in your county each month, click here.

 

Connect with David and others in the All The Leads Mastermind Facebook Group!

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

Success With Cold-Calling Probate Leads Requires Turning Your Script into a Conversational Framework That Moves WITH A Prospective Client’s Needs.

If you’re a regular on our Mastermind Calls or follow our Vlog content, you’ve probably heard it dozens of times – It takes some adjustment to jump on the phone and call probate leads when you’ve built up hard-sell habits from years of calling FSBOs and Expired leads.  With Probate, you’re dealing with someone who might have a lot more on their plate, who likely could use your help much more than a traditional home-seller, but has no idea right now what their roadmap looks like.

When Donna jumped on our 44th Role Play call last week (which you can catch in full here in our Role Play archive ), she bravely jumped in the hot seat with Chad.  Though she has years of experience in real estate, she is new to calling probate leads and wanted to go over her script. Below, we re-cap the live role play, break it down, and offer valuable critique, so read on!

Prefer to Watch? Jump straight to the Video Clip

Chad Gave Donna Some Straight-To-The-Point Critique on her Cold-Calling Script.

Donna opened her call with the same structure so many other agents use:

“My name is ______ and I’m an agent with _______. Is there any real estate?”

Does this sound like you or someone on your team?

After Donna’s first few statements, Chad said “Let’s break here.”  Then he gave her some critical advice anyone making cold-calls should use to improve their cold-calling introduction fast.

Use these 3 Tips Next Time You Cold-Call Leads (Even leads that aren’t probate leads) and Your Conversations Will Go Much Further.

  1. Be Donna. Be Jim. Be Jessica. Don’t title yourself as a Realtor/Investor/Wholesaler.

    On one hand, and especially if you’re working in a competitive market, your prospective clients are being contacted by other realtors and investors, and have probably built up a wall from hearing the same thing over and over.  Throwing your title out there so soon allows this wall to go right up and it’s hard to get over.

    On the other hand, you aren’t just a Realtor, an investor, etc… Are you?  You have skill sets, specialties, hobbies, things you’re naturally good at – You have value and solutions you can provide beyond a one-word title. Do not pigeonhole yourself.  You don’t even know what a client’s specific needs are when you are making your introduction, and they might assume by your title alone you won’t be able to help them at this point in time.

    Bonus: Check out David Pannell and Chad Corbett’s discussion on the Good Cop/Bad Cop approach for winning every listing appointment as a realtor/investor pair:

  2. Don’t offer condolences to someone you did not know.

    This can be a trigger for a lot of people who may still be hurting emotionally.  Oftentimes, sympathizing with someone -especially someone who has no idea who you are- seems not just inauthentic, but also like it’s coming from a place of pity.

    Sympathy is also different from empathy – Empathy involves an understanding of the situation someone is dealing with, and conveying that understanding will go a long way in positioning yourself as the person who can offer a relevant and compassionate solution.

    I want to emphasize that this approach is something that can make you much more successful in any niche.  In my years working as a real estate ISA, I think of the countless times an empathetic approach (i.e. listening) got me through the typical expired and FSBO objections that a bullish approach would not have.  Maybe you reach an expired lead whose motivation was not just to sell and buy another house, but had added pressure from notice of default and pre-foreclosure.

    Do you have a plan for where you are going next?

    Has anyone given you a framework for what your options are if you need to sell fast vs. if you have time to get the most equity back in your pocket, and what those numbers might look like for you?

    In a way, you’re still asking for the client’s business with questions like these, but unlike the dozens of other agents and investors who might be reaching out, you’re asking for this business as part of a two-way dialogue.  You will also have much more knowledge on the situation, which means can better prepare your roadmap for the steps and processes necessary to reach the desired result.

    I used to get off these calls feeling like I was really making a difference for so many people!  Feeling like a human and not a telemarketer also had the added benefit of keeping my motivation to keep dialing high.  Selling with empathy has obvious extrinsic benefits like increased conversion and stellar testimonials, but it also brings invaluable intrinsic benefits that make this work much more rewarding.

  3. Don’t go straight for the jugular on Real Estate.

    Above, I mentioned how you as the caller don’t even know the seller’s specific situation when you are first making your introduction.

    The truth is, it’s extremely common for personal representatives and the related family members who might be answering your calls to not fully understand the situation they’re in, either.   When you lead into a conversation by asking a question they don’t even have an answer to, they won’t have anything valuable to offer you in response.

    Get creative and use discovery questions to lead into the real estate conversation, instead of leading with it.

Chad and Jim go on to share some anecdotes of how they’ve evolved their approach over the years to change these three habits.  Watch the role play and breakdown in full below:

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Questions, comments, thoughts? Leave us a comment below!

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

The BEST Real Estate Cold-Calling Script for Probate Leads – Tips From the Trainer

 

 

5 Ways to Access Equity for Improvements When Traditional Financing Isn’t An Option

How Can I Finance Repairs to Get the Most Out of A Listing (Probate or not!) When the Owner Has Equity, But No Liquidity?

In our latest from our Tips From The Trainer vlog series, Chad discusses 5 Ways Real Estate Agents, Investors, and Wholesalers can access and leverage equity to make improvements on a home.

Today’s video was inspired by a question from Susan B.  in California. Susan has an opportunity with a home owned by a 92-year old widow with a fixed income in Palm Springs.  She wants to be able to access 75k in equity to fix the property because she knows she can make that another 150k through construction. The owner has equity but no liquidity, so most lenders don’t want to work with her. What are the best options?  Watch below!

Thanks for watching!

 

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MORE MARKETING TIPS AND TRICKS:

Mail Marketing Isn’t Dead – Here’s How You Can Bring Your Direct Mail Campaign Back To Life

Ask The Expert – Ivan Oberon – Leveraging Private Money for Your Real Estate Business

 

 

 

 

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

Your Roles and Goals as the Expert are the Same.

Whether you’re a real estate agent or an investor, you probably want to do good business so you can continue to grow your business.  Doing good business requires you not just to offer different solutions in different circumstances, but to help your clients understand their options so they can make an informed and confident decision.  The methodology we teach consistently recommends that all real estate professionals are capable of bringing cash-offers to the table, helping a client list a property as-is, and coordinating repairs and vendor services to prepare a property to go up on the MLS at full retail price, whether this is accomplished independently or by referring business to someone in your professional network.

So, you can provide each of these things no problem, and now you’ve got to guide your clients as they make decisions on which route is best for them.  But what should you do if you come across a client who is disheartened by a cash-offer or as-is price estimate that’s lower than they expected, when you know fixing and selling the house at full price isn’t a viable solution either?

Getting past the stigma of a cash-offer

It usually isn’t easy for a homeowner to accept the reality of a cash-offer on a property they have sentimental attachment to.  They don’t often realize the retail price they have in mind for the property would require a significant investment of time, energy, and finances to attain. As the professional, you get to play an important role in helping them understand why and when accepting a cash-offer or selling as-is might be a much better value for their time.

This video will detail how you can use real estate math to close this gap in perception and build motivation with the prices you present to a client, instead of letting the prices be a source of discouragement.

Find our seller net sheet template in our Mastermind Group on Facebook:
https://www.facebook.com/groups/AllTheLeadsMastermind


Our Mastermind Highlight Reel highlights various top plays from our weekly live (and free!) training calls.
This top play is from Mastermind call #232, which includes greater details on calculating market pricing: https://youtu.be/EdA6OocSiuA

For more tips for increasing acquisition opportunities from probate leads, check out this highlight video: https://youtu.be/QSRZVhUgTfE

For more insight on scripts for cold-calling probate leads, check out our Tips from the Trainer Video – The BEST Real Estate Cold-Calling Script for Probate Leads: https://alltheleads.com/best-real-estate-cold-calling-script-probate-leads-tips-trainer/


Join us for our weekly Mastermind call every Thursday at 1pm EST

AND our Once-A-Month live role play call at 2pm EST every First Wednesday.

 

 

 

 

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

Providing solutions for Personal Representatives means providing options.

In the latest from the All The Leads Tips From The Trainer series, Chad Corbett discusses why you shouldn’t jump head-first into a conversation with a personal representative with your proposed solution at the forefront.  Even if you think you know without a doubt what the best solution for a personal representative’s specific situation is, here’s why should still open your conversation differently:

Think: Provide THEIR Solution, Not Your’s

For more Tips from the Trainer and other content, check out our YouTube channel: https://www.youtube.com/channel/UC2S3yZKD2cvmNX7WBUEue1A

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

For more information on Probate Mastery: https://alltheleads.com/education-training/

 

 

Thank you for your participation! Join us every Thursday for a free hour of training from our coaches.

All The Leads Weekly Mastermind calls for Probate Leads

Join agents, brokers, and investors from across the country for the #1 Probate Real Estate Mastermind call in the United States. Thursdays at 1:00pm EST

 

3 Things NOT to Do When Getting Started With Probate Leads

In the latest from the All The Leads Tips From The Trainer series, Chad Corbett discusses 3 common mistakes real estate agents and investors make when they step into the field of probate real estate. By the end, you’ll understand why some of the things people often assume they should skip over can turn out to be some of the most lucrative leads.

 

For more Tips from the Trainer and other content, check out our YouTube channel: https://www.youtube.com/channel/UC2S3yZKD2cvmNX7WBUEue1A

 

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

 

For more information on Probate Mastery: https://alltheleads.com/education-training/

 

 

Thank you for your participation! Join us tomorrow (6/5/19) at 2PM for our once-a-month live role play call:

Monthly Real Estate Cold-call Role Play

Interested in becoming an affiliate partner or hosting one of our trainers on your YouTube/Podcast/Webinar? Contact affiliate manager Katt Wagner katt@alltheleads.com or visit www.alltheleads.com/affiliates

 

 

 

The BEST Real Estate Cold-Calling Script for Probate Leads – Tips From the Trainer

 

 

 

The BEST Real Estate Cold-Calling Script for Probate Leads – Tips From the Trainer

How to Adjust Real Estate Cold-Calling Scripts to Increase Your Conversion with Probate Leads

In the latest from the All The Leads Tips From The Trainer series, Chad Corbett discusses what makes prospecting probate leads quite a bit different from traditional leads such as Expired Listings and For Sale By Owners.  By the end, you’ll understand why using a conversational framework will leave you better prepared to handle any objection the personal representative of the estate hands you.

For more Tips from the Trainer and other content, check out our YouTube channel: https://www.youtube.com/channel/UC2S3yZKD2cvmNX7WBUEue1A

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

For more information on Probate Mastery: https://alltheleads.com/education-training/

 

 

Thank you for your participation! Join us for our weekly Mastermind call every Thursday at 1pm EST:

All The Leads Weekly Mastermind calls for Probate Leads

Join agents, brokers, and investors from across the country for the #1 Probate Real Estate Mastermind call in the United States. Thursdays at 1:00pm EST

 

 

 

 

 

 

 

Interested in becoming an affiliate partner or hosting one of our trainers on your YouTube/Podcast/Webinar? Contact affiliate manager Katt Wagner katt@alltheleads.com or visit www.alltheleads.com/affiliates

 

 

Ask The Expert – Ivan Oberon – Leveraging Private Money for Your Real Estate Business

Thinking About Taking Your Real Estate Business to the Next Level? START, don’t wait.

In this episode of Ask The Expert, Ivan Oberon joins us to discuss different ways entrepreneurs and the success-minded can become better leaders in their business, personal and financial lives, so that they can continually increase their own value – all without letting funding become a chokepoint.  In addition to offering personal anecdotes and tips for staying motivated, Ivan and Chad also discuss some of their favorite resources for self-motivating success and accountability.

 

 

Why You Shouldn’t Let Financial Fears Block You from Success:

Real estate professionals have plenty of hats to choose from – and there is certainly opportunity to find success and create wealth with any of these hats.

However, many real estate professionals feel stuck wearing the same hat they’ve been wearing, believing they “cannot” invest and grow their wealth and financial security because they feel unsure and uneasy about one of two things:

  1. They have not saved up what they think would be the required amount of money to start down a new path, or
  2. They don’t know how or where to invest the funds they do have.
There are plenty of alternatives to waiting until you can do it on your own (or giving up entirely):
You don’t have to have liquid capital if you know your credit options.
You don’t have to go in blind and leave high yields up to luck.
You don’t have to be a landlord to secure your money to real estate.
You don’t need to wait for an opportunity to find you.
The biggest advantage is doing at all, because 99% of people are comfortable wearing the same hat forever.
Research, reach out, ask questions, touch base with lost contacts, and continue to grow your network with like-minded professionals.  The Fortune is in the follow-up!

Interested in one-on-one coaching with Ivan? Get in touch here

 


About the Expert – Ivan Oberon

Ivan Oberon

Ivan Oberon is a Certified Speaker, Coach & Trainer with the John Maxwell Team and a seasoned Real Estate Investor who has participated in nearly 500 transactions. It is his passion to help you reach higher levels of Success, Awareness, Fulfillment, Focus, Inspiration and Financial Freedom and Security in your life!.

Ivan’s journey into Personal Development Speaking and Real Estate Investing began in 2004. The final catalyst, which ignited his passion to pursue this space and to help others do the same, came through a renewed awareness in the aftermath of a devastating divorce.

Filled with purpose to provide for his two daughters and care for his now aging parents Ivan set off into entrepreneurship, Real Estate Investing, Leadership Training and continual Personal Development.

Ivan’s mentors include industry experts such as John Maxwell, Brendon Burchard and Tony Robins. He has been featured in Private Lender Magazine, Bloomberg Radio, Community Investor Magazine, Realty 411 Magazine and Today’s Practice Magazine.

Check out Ivan’s 31 Things You Should Know About Me.

 

Connect with Ivan:

LinkedIn: https://www.linkedin.com/in/ivanoberon

Facebook: https://www.facebook.com/ivanoberon

YouTube: https://www.youtube.com/user/IvanOberon


 

 

 

Don’t forget to subscribe to our YouTube Channel for more Ask The Expert episodes!

 

 

Check Your County for Probate Leads

 

 

Ask The Expert – Hiring a Real Estate Virtual Assistant to Help Grow Your Business

Best Real Estate Marketing Strategies

All real estate experts know that the housing market is constantly full of fluctuations. However, savvy real estate professionals can find opportunities in even the dimmest economic conditions. How can he or she do this? He/she can buy qualified leads and ramps up his/her marketing efforts. In order to help you adapt to these changes and to the competition, we have provided you with six foolproof real estate marketing strategies that will help you excel in 2019.

  • Stay up to date on your social media accounts: Keep all your social media accounts with the big boys – Facebook, Twitter, Pinterest, Google+ and Instagram – up to date. This will help you interact better with users and promote your properties. Instagram and Pinterest in particular good sites for sharing house pics.
  • Add social sharing to property pages: Home shoppers love to share housing picture with their friends and family. Therefore, you should always make it easy for them to share pictures and info on your sight by adding plenty of easily visible social sharing buttons.
  • Consider using a chat service on your site: Let’s face it – people have different schedules. Not everyone is able to communicate with others during normal business hours. Therefore, you should consider hiring a chat service that can take messages and respond to queries 24/7.real estate
  • Reach out to influencers: This has become a very popular way to build and grow brands. And as a real estate agent you will work with a network of professionals – mortgage brokers, general contractors, interior designers. Agree to compensate major influencers in some mutually beneficial way and you will have a partner who is willing to help you grow your business.
  • Use experiential marketing: Engage with former satisfied clients to help you promote your services. These former clients can help you by becoming referral sources and by sharing content about your business via social media.
  • Write guest blogs to earn high quality backlinks to your site: Contribute to one of your colleague’s or partner’s website by submitting informative articles to it. The link back to your website may help generate traffic if the partner or colleague’s site has a high visitation rate.

These are just a few marketing ideas you can use in 2019. We haven’t even touched upon offline marketing techniques. Of course, you can also grow your business by purchasing our real estate leads for sale and by educating yourself on probate marketing. Our site contains a video conference archive and instructional materials that will help you do just that.

Charlatan or Good Samaritan? It’s Really Up To You

Unfortunately, many people can recall negative experiences they have had with real estate agents. Oftentimes, these kinds of experiences can result in loss of time, money and effort on the part of the client. This makes the job of the majority of agents who wish to provide value to their clients seem rather difficult. However, the choice of what kind of experience you wish to provide for your client is a simple matter of making a commitment to a certain standard of excellence. You can do this by avoiding behaviors that only an agent who can best be described as a charlatan would indulge in.

Shady Real Estate Practices to Avoid (Some are actually illegal)

  • Not listening: An agent who doesn’t listen is more likely to have an agenda that is either different from the client or is uninterested in his or her needs.
  • “Hooking” the buyer: Quoting a price that the seller has not agreed to is not only unethical as a real estate professional, it is actually illegal. However, charlatan agents cover for this by simply making no documentation of their “quote” to a buyer. Thus, it becomes their word against the buyer.
  • Agents who just want to sell – at any price: We all know that the size of the commission is based on the price the property sells for. So, why would any real estate professional desire to sell a property for anything less than the highest price? To produce high turnover and go on to the next property. This can end up hurting the buyer/seller because he or she has not received the full value on the home.

Best Real Estate Practicesreal estate

 

On the other hand, you can end up being an invaluable asset to people wanting to buy or sell a home. This is a life changing event that can impact more than your client’s pocketbook. It can affect where he or she will send his or her children for school, the businesses they will patronize in their new neighborhood etc. You can be a Good Samaritan by being transparent with your client at all times and by establishing strong lines of communications with everyone who will be involved in your transactions. Moreover, you should never promise more than you can deliver. You can further aid your clients by automating your probate leads marketing program which can help you find probate property and provide you with the best real estate leads. Our program gives you a solid foundation upon which you can add your desire to serve your client’s best interest. It all starts with you making the choice of which you desire to be for your clients – an asset or liability, a charlatan or a Good Samaritan.