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Get Out of the REAL ESTATE FRIEND ZONE | How To Win Impossible Expired Listings | Probate Mastermind #290

Recorded Live on August 06, 2020

These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

Call Re-cap:

Getting Clear On Your Offer and Building A Vendor Team (3:02)

Mike follows up after his role-play and critique yesterday.  He took Chad and Bruce’s advice to get confident in the value he can provide families going through probate and is looking to build out his vendor network. Chad and Bruce discuss how to do this.

SALES PSYCHOLOGY: How To Stay Top-Of-Mind and Motivate Sellers Right Now (11:01)

Renee is in Los Angeles and courts are backlogged until at least November.  With such a long gap between filing and receiving authority, what can Renee use as a USP (unique sales proposition) to stay top-of-mind?  Chad discusses the No-Trespassing-Posting strategy that was discussed in-depth on Mastermind Call #289Chad and Bruce dig into consumer psychology and how every agent/investor should be working with the Probate Clerk and Probate Attorneys in the area to lead with an informative newsletter on what can and can’t be done RIGHT NOW. This keeps you in the pipeline while your competition falls off, and provides the seller with the clarity needed to solidify their motivation.  This strategy also builds stronger B2B relationships.

Mark’s Insight – How to Win Expired Listings  (28:00)

Mark came across All The Leads about a week ago and has dived in.  He described it the way Chad does – “Drinking from a firehouse!”  In exploring All The Leads content, he’s realized the approach we teach is the missing link in his Expired prospecting.  In particular, the creative financing options in Shift Happens Session 4 got him rethinking what he can offer Expired Leads that haven’t agreed to list yet.  Mark and Chad discuss a free-and-clear expired lead Mark is trying to convert.  

“I know what I need to know, I just need to go do it, right?”

Getting Out of the “Real Estate Friend Zone” (44:42)

Johnathan Hawkins shares his story.  His newest client was someone that knew him when he used to be a teacher; they were about to sell their home with another agent, but when a death in the family occurred they remembered Johnathan mentioned something about working in probate.  Johnathan shares how what he learned with All The Leads allowed him to really impact and help his friend.  His friend even told him at first she didn’t feel like he would make the best real estate agent but now she wouldn’t trust anybody else!

CMAs and Market Absorption Analysis (47:32)

Chad and Johnathan discuss strategies for delivering valuations in a way that demonstrates expertise and a level of service above the ordinary agent/investor.

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