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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!

 

 

 

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

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

In this highlight, we put two live roleplays side-by-side to compare the difference in tone and delivery.

In Roleplay call #45, Justin (new to Probate Real Estate) and Peter (A Probate Mastery Veteran) both jumped in the hot seat with the coaches.

They both hit all the same points, but their tone and delivery were vastly different!

Together, the examples show the beginning and end result of getting your core content down and backing away from a scripted conversation.

Check it out!

Join Our Mastermind Group On Facebook – Find a roleplay partner and get tons of new tips and tricks each week: https://www.facebook.com/groups/AllTheLeadsMastermind

More content:


 

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

Interested in Collaborating or Becoming an 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 – How to pull Sellers Out of It and WIN THEIR BUSINESS | Probate Real Estate Training Top Plays

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

 

 

 

How to Help A Client File Probate, Get COMPENSATED Through The Estate, and Sell Inherited Property – Probate Real Estate Leads Top Plays and Highlights

“What should I do when a client has been taking care of bills for an estate, but hasn’t filed probate yet?”

Kwabla is a newcomer who found us through Chad’s interview with Ty the Flipman (which you can catch here). He has a motivated seller who did not file probate yet, but she has been paying bills to maintain the house. Chad gives some GREAT advice for getting her through the probate process and helping to ensure she can be compensated for her time and monetary input through the estate. Then, Kwabla (an investor and wholesaler) will be able to close a deal on this probate property!

This highlight is from Mastermind Call #238.

 

Join Our Mastermind Group for more resources and networking opportunities: https://www.facebook.com/groups/AllTheLeadsMastermind

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

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)

 

 

 

 

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

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

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

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

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!

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:

Join Our Mastermind Group on Facebook!

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