Tips From The Trainer

Should You Leave Voicemails When Cold-Calling Leads? What to Say and How Often? | Tips From The Trainer | Probate Leads Training for Real Estate Agents, Investors, and Wholesalers.

Should You Leave Voicemails When You’re Cold-Calling / Prospecting Your Probate Leads?

You’ve gotten your introduction down…

[Here is some great advice for opening your cold-calls without boxing yourself in as JUST an agent]

You know how to overcome objections….

[Here is advice on how to provide options instead of jump to one solution]

You’re ready to pick up the phone!

….

But what if you reach an answering machine?

 

Leaving voicemails can be intimidating: The recording starts quickly, the time you have to speak is limited, and only some answering machines give you the option to review and re-record your message if you mess up.  You often have one shot, and a limited time-frame, to get your message across.

 

Most people try to rush and explain everything they do in 15 seconds. This DOESN’T WORK!  Not only is this overwhelming, but it’s akin to showing all your cards in a game of poker.  Effective voicemails provide a warm introduction, leave enough room for curiosity, and provide a reason your lead should call you back.

 

What is the right voicemail to leave personal representatives/prospective sellers?
When is the right time to leave it?
How often should you leave a message if you’re calling leads more than once?

 

It seems like it’s something really simple, but it’s critical to your business to get the most out of your prospecting time…. So what’s the right way leave a voicemail???

In this video, Chad goes through the voicemail he leaves and why it has consistently been the most effective for generating call backs from leads, as well as some other best practice tips for voicemail etiquette.

Check it out!


(And don’t forget! When leaving a voicemail, make sure you remember to provide a call-back number!)

 

So there you have it! Get more call-backs, get more appointments, get more deals! Put it into practice and come back to share your results!

 

 

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

 

 

 

 

 

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

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,
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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

How can you protect yourself from risking your own capital when a motivated seller needs additional services (cleanouts, repairs, rehabs etc…)?

Offering Sellers Vertically-Integrated Solutions Without Putting Your Own Money On The Line Is Easier Than You Think!

The best way to position yourself and your brand is to provide unique value your competition can’t (or won’t!) offer.  How can you provide a wide-array of services when you’re just starting out? How do you respond to a client who asks “How much is this going to cost upfront?” And how can you protect yourself from risking your own capital?


 

On our 235th Mastermind Q&A call, Alesha from Ft. Myers had some questions about building her vendor list with all of these considerations in mind.  Is it important for her to find vendors that will allow invoicing at closing? How can she confidently handle seller’s questions on cost?  In most cases, vendors will get paid after they’ve done what they promised anyway, but Chad offers his advice.

Susan from the Bay Area, California builds on what Alesha was asking: She is curious if we have any documents to help secure payment at closing for additional vendor services paid for up front, as she put her capital on the line once before and got burned.  Chad recommends agents and investors not to put themselves in the position to risk their own capital by providing the services themselves (though he describes how he has made exceptions twice with elderly clients who were very honest and traditional – You can still use your discretion!).  Chad offers key advice; liens are a great tool your contractors can use to ensure payment; for clean-out companies and others, you can leverage a lender who will write their own agreement to secure payment or who will take a premium to hold the risks themselves through to closing.

Don’t be afraid to educate and ask these vendors if they are prepared for this work – they will be important team members as you come across situations where this is needed and you will all build strong business relationships with new clients this way.

 

Bonus Tip: Liquidity isn’t the only option available to a seller who wants to make improvements before selling their property – Get creative with these 5 ways to access equity for improvements when traditional financing isn’t an option: https://alltheleads.com/5-ways-access-equity-improvements-traditional-financing-isnt-option/ )

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

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!

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!

 

Join our Facebook Mastermind Group!

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 - Tips From The Trainer with Chad Corbett - Direct Mail Marketing Still Has a HUGE ROI in 2019

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

You Can Still Generate Listings and Investment Deals From Your Leads Through Direct Mail Campaigns!

“No one uses mail anymore.” According to https://thedma.org/marketing-insights/marketing-statistics/direct-mail-statistics/, people responded to direct mail 43% more in 2016 than the year before.  Mail marketing actually trumps the response rate of email, online search, paid search and social media!  As more realtors, investors, and agencies channel their marketing budgets to these latter options, the less effective and more expensive these channels can be.  At the same time, as more and more professionals and companies are using mail marketing less, they are creating a vacuum for you to fill.

And if you can fill that space in a way that integrates digital and social elements with your direct mailing pieces, you’ll be the one people hear about, remember, and trust when they need what you offer most.

THINK: If everyone thinks mail marketing is dead, your letters will have less competition. Take advantage of the great migration from mail to digital and fill both spaces effectively!

How Can I Maximize Response Rates and Results with the Letters/Postcards I Send to Personal Representatives (and any other seller lead)?

In our latest from our Tips From The Trainer vlog series, Chad discusses his own ROI with various direct mailing pieces he has sent to real estate and investment leads through the years – what envelopes, stamps, addresses, and sales copy have worked best time and time again –  and how to get the most out of every lead by integrating your mail marketing with your digital marketing, instead of leaving any lead untapped.

 


Thanks for watching!

 

 

Join our Facebook Mastermind Group

MORE MARKETING TIPS AND TRICKS:

Why We Use Greeting Card Envelopes for Probate Marketing?

Tips for Writing Effective Yellow Letters

 

5 Tips for Upping Your Social Media Marketing Game

 

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

 

 

Why You Should NOT Scrub Your Probate Leads…EVER

Let me preface this post by saying we are here to serve the consumer and our Subscribers who trust us to provide probate leads to reach them, and everything we do and suggest is with that in mind first.

A common misconception is that the “deceased last known address” column is the MOST important thing we give you.  I’m here to cast it in stone that it is the LEAST important column in all of the data we give you.  The Personal Representative’s phone number is the MOST important data we give you and their address and the attorney info is close behind.

Because of this misconception, 0ne of the most common things I hear from new Subscribers who are high-analytical is “Well, we need to scrub out list first then we’ll start…” or some variation of it.  I’ve covered this on many Mastermind calls but I realize that we have so much content it sometimes gets buried in the hundreds of hours of archives so I made this video for you:

It’s ultimately up to you how you approach this campaign and how you run your business, but I’ve trained thousands of agents and brokers over the last couple of years and I’ve seen millions of dollars made by those who take our advice, so I’m set in my opinion on this.  Remember, we didn’t ask you or anyone else to sign a contract so everything we teach is to make you successful so you trust our opinion and stick around.  Now get out there and make the world a better place!

Hopefully this was helpful for you.  For more Tips from the Trainer videos click here

If you are not a subscriber but want to learn more about how many probate leads we have in your county, click Check Your County above or simply call Jim at (844) 532-3369 so he can answer any questions you have and let you know how many leads we’re gathering in your county and what the cost is.