Real Estate Scripts Training: Live Cold Call Role Play #59Katt Wagner
Real Estate Scripts Role Play Training #59
Welcome to All The Leads Cold Call Training, a special series recorded once a month for the Probate Mastermind Podcast. These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Chad Corbett and Bruce Hill. The role play portions of the call are completely un-edited, so listeners can experience how these calls would sound if they were real conversations. Be sure to join our Facebook Group, All The Leads Mastermind, to find role play partners and more!
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Cold Call Scenario 1: How To Win Face-To-Face Appointments When The Seller is Undecided (1:00)
Danny plays the personal representative in this role play with Bruce Hill. Danny poses a scenario where two brothers working full-time waiting tables are trying to figure out what to do with inherited property. Money is tight. The brother wants to keep the house, but Danny hints he’d rather sell the house and get some funds in their pockets. Danny’s biggest obstacle is lack of time. He hasn’t yet figured out how “being too busy” can ultimately cost him much more in holding costs and equity the longer he sits and waits. Bruce and Chad breakdown the role play and share their insights on how to become the solution in scenarios like this.
See Also: Dan’s previous two role plays, where he played the probate expert:
Cold Call Scenario 2: How To Make Follow-Up Calls After A Bad First Impression (20:47)
Ashley had a potential seller in her pipeline, but after her attorney referral bailed, the seller lost faith in Ashley’s ability to provide any real value. Ashley describes her background, how she got into real estate and how she is transitioning into agency from wholesaling. Chad offers Ashley solid advice on personal development and demeanor before jumping into a role play.
Best Cold Calling Tips and Advice Here:
Understanding the prospect’s pain point and addressing it is the key to moving forward. Bruce and Chad discuss how to discover the pain point and offer solutions for it.
Sometimes, you have to get a prospect to accept reality, even if it isn’t ideal or morally right.
When you feel uncertain or something is out of your power (like legal issues), tackle a smaller problem. This becomes proof that you’re doing what you say and solving problems, even if the bigger problems can’t be solved yet.
TRY THIS EXERCISE (48:05):
Chad advises everyone to create a spreadsheet with two columns:
1) What problems might people face because of Probate?
2) What are all the solutions you can provide?
If you do this exercise, you'll have better confidence and delivery when offering solutions to cold call objections.
Related Resources For Probate Cold Calling Scripts:
- 3 EASY Ways To Improve Your Cold-Calling Script for Probates
- Why You Shouldn’t Open a Conversation By Offering Your Best Solution
- Chad and Jim’s homeowner’s insurance trick for easing into the real estate conversation, or catching a lead who is about to hang up on you. Also, check out recommendations for Homeowner’s insurance companies.
- Chad often references direct mail to open his calls and keep people on the phone. Learn more about using Direct Mail in conjunction with Cold-Calling
- Why EVERY Investor and Agent should have an Agent/Investor partner
- Full Role Play Playlist on YouTube
Ways To Catch This Episode of Probate Mastermind:
(Note: Some podcast platforms take a little bit longer to process uploads, but should all be available within 24 hours of this post publishing).
Real Estate Scripts Role Play 59 Transcript
A.I. Narration: [00:00:00] Welcome to All The Leads Cold Call Training, a special series recorded once a month for the Probate Mastermind Podcast. These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Chad Corbett and Bruce Hill. The role play portions of the call are completely un-edited, so listeners can experience how these calls would sound if they were real conversations. Be sure to join our Facebook Group " All The Leads Mastermind" to find role play partners and more. For previous episodes, visit all the leads.com slash podcast
regular call, but I was thinking about switching it up today. probably just this once just so I can step out of my own shoes and get a different perspective and maybe this time be the prospect and shoot you guys the common response that I'm hearing as of late.
[00:01:29]just basically, yeah, I'd be the prospect. If someone wants to be an agent and a role play with me.
[00:01:33]Bruce Hill: [00:01:33] Okay. Cool. good deal. Are you ready to start?
[00:01:36] Danny: [00:01:36] Uh, yes. I'm. I'm ready to go.
[00:01:38] Role Play 1: [00:01:38] Okay. A ring ring. Hello? Um, Hey Danny, uh, Bruce Hill. Uh, my name is by any chance familiar to you, is it, uh, no, no, actually I've never heard that name before. Okay. No. Okay. Listen. It's no big problem every now and then I get that.
[00:01:55] The reason I'm giving you a call. If I shot you a letter, a couple of there's a go. And, um, basically what I do is kind of help people that are going through the probate process. And listen, I have no earthly idea. If what I'm offering is beneficial to you or not take about 45 seconds, I can tell you the reason that I'm calling is that cool.
[00:02:17] I mean, probably it's. How did you get my number? Yeah. Yeah. Uh, listen. It's exactly. That's what I was going to tell you. We run down to the court, um, the courthouse and talk to the clerk generally about once a month and just find some of the people that are going through probate that, uh, that might be able to use some of the services we offer.
[00:02:38] And what we do is we, we put together a team that kind of helps people that are struggling or trying to figure out if they're going to keep her sell real estate. Uh, maybe some people that that might be. Struggling with the clean-out personal property that they have to get rid of, that they have to sell things like that.
[00:02:56] And then ultimately all the repairs and the maintenance that can sometimes kind of pile into an already busy life. I assume that you probably don't handle a States, administer a straight estates for a living. Do you? I do not know. No. Okay. Uh, so let me ask you a quick question. What, uh, what's been the biggest struggle that you've had so far.
[00:03:20]Okay. Okay. Well, I mean, I like some, like, uh, like what you're saying, Bruce, um, I guess I'll talk to you for a couple of minutes. Um, definitely after my, uh, stepfather's passing, um, after, you know, after he passed his only myself and my brother that are, uh, you know, really trying to handle. Okay. Everything going on and, uh, we don't really know how to go about handling what little estate he had.
[00:03:46] We don't think we need an estate sale after it. We talked to my attorney. Mmm. Okay. I be thinking of doing something with the house. Not sure yet. Maybe my, I think my brother might want to move into it, but we're not a hundred on it. Um, but. I guess it's just kind of all mixed and mix and match of the different things and not surely not sure what to do.
[00:04:12] Okay. Okay. So yeah, I would, I would imagine just the myriad of choices that you're having to make decisions on. Kind of get a little overwhelming at the time. Is that, is that a fair statement? It's definitely, uh, like, uh, right now, I mean, I have my own job. I work 40 hours a week, so it was my brother, you know, we're trying to do what we can here, but I'm not really sure how to go about the next step.
[00:04:41]So we, we both work at the same job over serving. We both work at a little Chinese, Chinese place. Um, and that's what we're doing right now. Cool. Cool. Um, so I imagine all of a sudden now handling an estate is like piling a whole new job on top of, of you being already busy, right. Without a doubt. Yeah. Okay.
[00:05:05] Um, now you mentioned that your brother was talking about maybe moving into it. Um, if, uh, if you could wave a magic wand and get your way, do you think that you'd try to lean towards selling or do you think that you'd personally lean toward keeping. Mmm. I think, I think we would want to maybe sell it for, for me personally.
[00:05:27] Well, and I say that because no money is not the. The biggest thing right now for us, we, you know, we don't have a lot of it and I think someone else would be good for both of us. Um, he's trying to convince me to move in with him in the house, but I think selling it and going through somewhere new together would be probably the best financial move.
[00:05:49] But, uh, he seemed adamant, but I don't want to argue too much with him. He is the order. Um, I just, yeah, it's just a lot. Okay. Um, what, uh, what kind of shape is the house in? Is it in good shape? It's in, it's in good shape. Um, it it's, it's not bad. It could definitely use a little repair is nothing major. Um, but you know, it's definitely a liberal without a doubt.
[00:06:14]What, uh, what kind of repairs do you think are needed? I know, I know it's not major, but if you, if you were going to move in, what would you do? Probably, uh, just the roofing. Oh, I would, I would definitely look to do that first. Um, yeah, maybe, maybe it past that. Uh, I'll do a little side things, just a deep cleaning of like tiles and, uh, floorboards and everything like that, but that's about it.
[00:06:39] Okay. Um, how much time do you think that would take for you to, to fix it up and get it to your standards? I don't any idea how much money it would take? I have no idea. Um, I don't know. Are you, are you asking me this question to try and like buy it from me? Uh, maybe I, I honestly, I don't know exactly what you and your brother what's going to be best for you guys.
[00:07:04] So, um, you know, it might be to sell, it might be to keep it, um, tell you what, without eyes on the property. Um, we might just want to go ahead and, uh, and, and set up a quick time when we can walk through it for 15 minutes together. And I kind of give you guys a little bit of a roadmap and, um, Give you some information and that way you guys can make a better decision.
[00:07:27] And if it's me buying the house or helping you sell it, um, great. If it's you guys keeping it, I have no problem with that either. Ultimately you just, I need more information and maybe even a little bit of help, sort of sorting through them process that you have so far. Um, No, I have some time later this week on, on Friday or possibly next week on Tuesday.
[00:07:51] Uh, either one of those days work to meet for 15, 20 minutes over at the house. Uh, well, both Fridays and Saturdays, I double, um, I wouldn't be able to make any of those days. Okay. How about Tuesday? No, I work in the morning shift. I can do Tuesday evening morning. Okay. How about your brothers? He works the same shift.
[00:08:12] Did you. Um, not all the time though. Um, I don't even know if he'd really want to meet, to be honest, so much just be me. I would have to talk to him for a little bit. Okay. All right. So he, he sounds like he wants to keep the house, right? I would say it's, it's, it's 60, 40, but it's a bit there in here. Yeah.
[00:08:35] Tell you what let's, uh, let's you and I go ahead and pencil in. See if we can plan on meeting there Tuesday, I'd say six o'clock. Um, I'd really like to meet him as well. Cause I want him to feel like he's heard and that his voice has, uh, that he has some pull in what we discuss. Um, ultimately I wouldn't want to be blindsided if I were him.
[00:08:55] How about you do me a favor and, um, Ask him, if he can come at six o'clock and listen, if another day besides Tuesday works better for both of you guys, just give me a call back and say, Hey, let's do it Wednesday instead, or Thursday, something like that. But you and I can go ahead and plan tentatively on six o'clock on Tuesday, if that's cool.
[00:09:14] Does that work? That does work. Great. Thank you. Okay, perfect. Listen, I'm going to call you Tuesday morning. And just confirm that we are still on and, um, and, and if you need, need me in the meantime, just give me a shout. Okay. Alright. Thank you. Alright, thanks, Danny.
[00:09:32]Role Play 1 Break Down: [00:09:32] Okay. What'd you hit me with that. You were hearing. Uh Hmm. Okay. Um, So the, what I've been getting hit with a lot, um, which I tried throwing in there was, we're not even sure if we're going to need in the state. So I've been getting that one quite often, um, uh, trying to decipher, you know, moving out to my questions around that, um, uh, Ashley, you know what I did want to throw in there as well.
[00:10:01] Um, Is the fact like, so the are getting the letter of testamentary. They're either early on it or they just got it and they're not sure their steps move, you know, you know, to get moving and get going. Um, but I mean, I got, I got the gist of like how to pretty much approach that, but, uh, yeah, it was, I think it was definitely the biggest one was not sure on the whole house.
[00:10:23] Possibly I'm getting a lot of relatives might want to move into it. And I'm getting a lot of, uh, um, we don't even think we need to do in this state, so. Okay. And maybe they don't. So I just let, let you go with that. I didn't try to handle that at all with you. Cause I don't know. Um, I don't know until I see the house.
[00:10:47] And we can discuss your best option. So I definitely, if they, if somebody is going to hit me with, with, with that, that's not an objection. That's just something that I don't need to dig into one on our call. I can move on we can dig in spectrally Bruce. I'll disagree with you on that because it's a great opportunity to show them a go.
[00:11:09] It's a great opportunity to show it as a golden safety net. I would say, use a state sales on one and 51 and 75 deals. However, knowing that you've got their back makes people, it usually spurs them into action. So for me, the way I handled that as, okay, well, listen, that's where most people start. A lot of families attempt this on their own, but just so you know, we have an entire team of people that can step up if you ever would just want them, someone to write a check or do you want to do a tag sale or an auction sale? And that's something that once we see the property, we can kind of give you our suggestion. We've seen a lot of families struggle and we've seen a lot of families be successful at.
[00:11:47] Clearing the personal property. And you know, it's obviously once we take a look at everything, we can give you our opinion of what we think is best for your situation, but you can, I can provide a little bit of value to them and a little peace of mind before, because you're, you're paving the way, way to setting the appointment.
[00:12:04] So for me, I think way that I can find that I can show them how I can protect them, save them money. I'm stressed. I'm going to do that to try to build up to that appointment. So it's just a different perspective, but I do talk about it before the appointment. I don't get into the details. I just show them how it's kind of like other people felt this way.
[00:12:26] And we had a safety net in place for the ones that needed it, and then we move along and they feel like it just helps reinforce the rapport and trust you're building. Good. Okay. Chad you just fractured my ego? Just kidding. Um, ultimately, um, ultimately. Um, I think that, uh, every SIG, Chad just said is spot on one of the things in our conversation that you did, Danny, as the PR is you touched on the estate sale and then you moved on.
[00:12:57] Um, one of the reasons that I didn't camp on the estate sale is you kind of moved on and started talking about your and your brother's desires. So you can always circle back to an estate sale through the conversation. Um, And, and I don't know Chad, how you feel, but if he moves on into desires of whether they're going to sell or keep the house, would you try to backtrack to an estate sale immediately or later?
[00:13:26]I will. What I noticed is you had trouble setting an appointment, you know, he's a server. So, you know, he works weird hours and he probably sleeps in late. And it's, it's highly unlikely that two brothers that probably don't have a whole lot of money and are struggling with time because they're waiting tables all the time.
[00:13:44] They're probably not going to be successful at getting a property cleared out. And maximizing the value of the personal property are they're very likely to get to a point where they give up and say F it and throw it all away. Like throw a lot of stuff away or donate a lot of stuff. So I would have gone the route of.
[00:14:02] Maximizing the personal property equity and using that as a reason to get there. And then I would, I would have, I would go there without trying to push, nudge him either way, but I would let him know on the phone. Hey, we've got, you know, if you do decide, you want to keep it, uh, we can, you know, we can connect you with, with the right professionals.
[00:14:24] So I'm assuming that if you, if you decide to keep the home, you're going to want paid for your house, right. Because chances are, he's not financially savvy and he's not thinking of that. So I want to paint. I want to trigger that. Oh shit. I can think of that. How am I going to get my house? If he moves in, what do I get?
[00:14:42] And I want, I want to stir that up and get him thinking about that because chances are based on the, when he was in character. He wasn't, he didn't say my perception is he wasn't considering his after the equation, he was subordinating to his brother to move into the house. And a lot of folks don't understand real estate finance at all.
[00:15:01] So I'm going to use a lender suggestion. To bring up that pain. And so, you know, for example, if you're, if you guys do you decide to keep it in, your brother wants to move in, you have to find a way for him to get financing I'm mortgage on this so he can pay you out. If that makes sense and boom that's right.
[00:15:18] It was the red flag. Well, wait, I didn't think of that. His credit sucks. He doesn't have any money. He's never going to qualify for a loan. And then we start, he starts to send you, they start to get clear on okay. What they need. I'm not going to push on that hard. I just know that going to the appointment.
[00:15:33] And I'm using personal property to get there where I'm using a no trespassing posting or something else to get there. And they'll, they'll have to have their own apifany and realize that it's not feasible for them to keep the home, but when they do I'll be there. So that's the way I was. I would've handled it well.
[00:15:53] Okay. We have Nope. We have nobody else in the queue. So keep going guys in Bruce, I'll build your ego back up when we're done. I'll give you, I'll give you a couple of compliments, but go ahead. I interrupted you. Go ahead. So I was using this situation. It was a closest to, you know, what I personally went through.
[00:16:14] So I locked my stepdad two years ago and I didn't realize it at the time, but that was probate, that, that part of the family was going through and I was there for it. Um, so, you know, and not about a couple of weeks ago, I called back, you know, a family over there and I asked them more about, you know, what they were going through.
[00:16:31] So I know talking points. Um, for, you know, when I make my calls and, um, and I use that house as a platform for this, for this role play as well. You know, the, you need the word titling, you know, work, uh, um, no family, family still wanting to kind of stay into it, but they thought about selling it. I'm not too sure what they want to do.
[00:16:55] Um, You know, and it's just, basically, I tried using my own situation in this roleplay and that way I, you know, get gathering information more about it. So I know how to basically it can be more genuine in the call. You're like, look, I've been through the same thing. You know, I was there for my family.
[00:17:11] We've been through probate as well. I know I get messy. Don't always know, always know what to do at the time. My brother and I were serving a, you know, it's hard. We didn't really have any money, et cetera, like that, you know?
[00:17:22]So good. Bruce did a really good Bruce had a really good job reading you and mirroring you. And he matched your energy master your tone of voice. He listened to the things you were saying. And especially when you talked about the repairs needed and he asked a really great question, you know, what would it take to get it up to your standards?
[00:17:42] And that's getting, getting your gears turning on of, you know, well, you've, you've got to put yourself in that position. What, what would it take for me to live there? Or me to spend my paycheck on that. And that, that was a really good tactic. Um, but anyway, so those are, those are some of the things that I think, you know, as you listen to this pay attention to, you know, there's a lot of things, Bruce, isn't telling you why he was doing, but I see a lot of matching and mirroring that he was doing.
[00:18:11] And he, the, the biggest thing is he was a good listener. He was gathering information, no matter how small the pieces were and he brought it all together and you felt like you could trust him then. Right, right, right. I did. And I was going to echo that you go ahead. Oh, another thing, uh, Danny is you, um, as soon as you started expressing and sharing that you just didn't know.
[00:18:38] So I don't know what I need to do at the house. I don't know how much it's going to cost. This is what it would take to get to my standards, but I don't know how much that's going to take. That's the opening to. Really pushed for that appointment. So, um, you'll notice I changed gears really quickly and started going for a time.
[00:18:58] As soon as you started expressing doubts that you're, you're blind to what you're about to face. Okay, go ahead. I was going to say you started off with something I'd never heard before. First of all, you're about as far away from scripted as possible, which I know you could tell. I was totally not scripted.
[00:19:18] It was kind of very conversational, matching and mirroring. I had never heard anybody say, Hey, this is Bruce. Have you ever heard of me? And I, I kind of liked that because it made it sound totally not like a cold call. And it put a question in his mind was. Am I should, I have heard of you, sorry. I like that opening a lot.
[00:19:37] And when you close for the appointment, um, it was almost the opposite of an assumptive close. She said you think maybe we might maybe could get together, but you said it competently and it, I felt like it gave him permission. To say no. So he wasn't afraid to say yes, if that may be such, you, you, you, the way you close there was very low key.
[00:19:59] And it was, I felt like it was, would have been difficult for him to say no, because you gave him permission to so anyway. Excellent, excellent job that make your ego feel better. Oh, I don't need my ego boosted. I know you said, you said Chad, shut it. Shut down there. I thought, ah, I thought it was really cool.
[00:20:17] There was some things I'd never heard before and role-plays so good job. Danny. Here's your action. Step on your very next prospecting call. You have to pick up the phone and say, Hey, this is Danny. I'm kind of a big deal like Bruce Hill. Have you heard that?
[00:20:29]Definitely. Definitely. Well, thank you guys, Matt. And I'll definitely be here for all the other role plays. I'll be here this Thursday as well for the mastermind call and you know, everything so forth. Keep coming back, man. We have two more in the queue.
[00:20:42] Good job guys. Next up is phone number ending in nine zero seven seven.
[00:20:47] Ashley: [00:20:47] You're up next? I don't know. Hello there, Ashley? Hi, this is Ashley.
[00:20:54]Role Play 2: [00:20:54] So, um, I'm a real estate agent also. Before I became an agent, just a quick little background before I became an agent. I tried being the wholesaler in my market and it was very difficult, especially because I didn't have a one single strategy. I was going after like multiple types of leads. Um, here recently I decided to focus in on one thing, which is so bait.
[00:21:25] And I guess my list again, to return to of, um, um, attract the customer somehow. So. Um, someone that I know reached out to me and asked like, Hey, do you know any real estate attorney? I have a friend who's a real estate attorney. I asked her, okay, well, what kind of real estate attorney title probate? Like what type of attorney does he need?
[00:21:53] What she gave him, my number. He called me in, when he called I kind of like. I kind of like what I froze up. I was scared. I wasn't, I didn't necessarily, I didn't know when he probates attorneys really, you know, like I was trying to, so I reached out to some people cause I didn't want to just like refer anybody.
[00:22:15] Right. I wanted someone reputable. Um, I got a few references, uh, as far as the probate attorneys and I got back with him and gave him the information. Right. Well, let me collect them with information, right. I just kind of nervous. I don't, I don't know. I was kind of nervous talking to people on the phone makes me nervous, but being in person it's it's normal for me.
[00:22:42] Right. So yeah, with all that being said, I, um, call them back to followup with them. And then I tried to collect some information like, Hey, I didn't get a bunch of information from you the other day. Um, but was the attorney that are referred, you know, was he helpful? And he was like, yeah. I mean, I submitted some information to him.
[00:23:09] He hasn't called me back yet. Right. So I proceeded to ask him sound wise. All right. Well, what, what what's going on in your case? He like, he's just being very short. He told me that pretty much, um, his mom wrote a wheel and she did not. Um, she handled, I hand wrote it. It was like a holographic will. And, um, apparently, uh, it's not good enough for the court.
[00:23:41] Um, with that being said, he has, she has a mortgage. On her home. So that's how I know that there's real estate involved. Cause he told me she has a mortgage on the home and he can't find out any information about it. Um, because he's not the successor of interest. Um, so I didn't know what any of those things meant at the time.
[00:24:03] Right. And I really didn't know how to respond to it besides to say, okay, well, you know, the person I referred to you, he's great. He'll, you know, he'll get you taken care of on that end. What do you plan on doing with the hell? So you plan on selling it and he kind of just shut me off. Right? It's kind of like, I don't know what I'm going to do with it.
[00:24:21] I'll probably rent it out or something I don't know right now. And so I told them, I'll follow up with him the next time I called him and he didn't answer right. So I'm going to follow up again today, but before I do that, I guess I just want us to role play with you, the guy to make sure I don't sound crazy.
[00:24:39]Go. I first went to, we can role play before that. I want to try to see, I want to see if we can clear your block. So I want you to, I want you to go back and listen to this recording too. And listen to yourself. Talking about your limited beliefs. I'm really good in person. I'm not really, I'm not good at all on the phone.
[00:24:58] Where do you think that comes from and the fear that you referenced? What do you think that fear is? What's the emotion driving that fear. Um, because I wanna, I want to be good at it, you know? And, uh, I want to see what's the fee. Um, the theory is then figuring out that I don't know what I'm talking about.
[00:25:23] Okay. So you have a, you have a fear of being your ignorance being exposed. Yes. When I'm not ignorant, I don't know. You'll you will always be ignorant and something. You'll never know everything. So I'm trying to help you deal with this so you can change your inner dialogue or your monologue. So what's the fear and what's the worst outcome.
[00:25:48]Um, the worst outcome is that he just hang up and not wanting to work with me. Um, I suppose, right. And now he's not calling you back. Yeah, Mike, this might sting a little bit, but this is, this is the learning environment. He's not calling you back because you didn't provide any real value. You gave him a referral.
[00:26:09] You gave him a referral that wouldn't call him back, and then you called back and like there's there's opportunities there and we can role play it, but it's, it's a good gauge of the value you provided. Like, he doesn't feel like you, you were, you know, You want anything to change this situation and that's okay.
[00:26:26] Okay. We all fall on our face. I've done it hundreds of times. Yeah, but I want you to, and you know, after this call really dig into why that, why do you have call reluctance and how will that ever serve you and what, whatever you have to do, whether it's going to fall on your face to prove it to yourself, and it's not going to end your life or ruin your reputation.
[00:26:48] You need to break through that. Because prospecting will always be a struggle. As long as that's present, you will always be ignorant. You'll never know everything. You have to find your way of dealing with that. Right. And for me, you know, we all have imposter syndrome. It's no matter how successful or how, how much of an expert you are.
[00:27:07] Sometimes I feel like I'm full of it, right? It's never going to go away. We just have to find ways to work with it and use it to our advantage and well tactics. Like, you know, that's a really great question. I I've, I've helped a lot of families, but I haven't actually had that one. Let me, uh, be okay if I give you a call back at 4:00 PM, I'll have the answer.
[00:27:28] And just things like that to let yourself off the hook, show yourself some grace, go, go fill your blind spot and come back with real value people. Won't judge you. Like it's not gonna, it's not going to be a, a point against you. If you do things like that and doing it that way. And six weeks you'll know everything there is to know about probate.
[00:27:48] Because you'll be out there gathering. Yeah. And information filling me blind spots, but be confident. I mean, the thing is you found your way to this call because of your heart. Right? You, you, you must be a compassionate, empathetic person because you doing some things that are really uncomfortable, you're facing fears because you want to help these people.
[00:28:09] Right. Is that why you're here? Are you just looking to make some money? No, no. I mean, when I have a purpose behind what I'm doing helps need to get a lot more done. So it's absolutely not just about the money. So show yourself some grace and like, but I really want you to focus on this and understand where that's coming from.
[00:28:33] Maybe it was getting picked on in third grade, when you, you spelled the word wrong or you, you gave the wrong answer. Um, whatever that is, figure out what it is. Think about. What's the worst thing that can happen. If this guy completely cusses me out and hangs up on me, what's the worst thing that can happen.
[00:28:48] But I think what you'll find is you'll you believe in your heart, these people are better off hearing from you than not because they're in good hands because you're done this for the right reason. And that's the kind of confidence I want you to show up with on your next phone call. This person is better off hearing from me than anyone else.
[00:29:05] I'm certainly better off hearing from me than not hearing from me. And it'll change your demeanor and you'll, you'll learn to defer things and say, you know what? That's a really good question, but I don't know the answer to, but I have a mentor in probate and I'm part of a group of thousands of probate professionals.
[00:29:22] And I'm going to go get you the answer right now. Can we talk at four and you've got all of us to lean on. You have a community of 10,000, 11,000 people and all the leads mastermind. You've got Bruce professional real estate coach that you can, you can vary. You know, if you call support, you can talk to one of us and we've got your back.
[00:29:42] Consider this your mentorship. Like, even if you're, you know, maybe there's not like a formal coaching program, it's part of what you're doing here. So just proceed with, with confidence and know that we'll help you through this stuff. Use the resources you have, don't ever feel embarrassed or ignorant or, or when you do reach out to us.
[00:30:03] Okay. For emails you want to play the agent or do you want to play the prospect? Uh, the agent. Okay. And you're going to do an outbound, outbound. Okay. Outbound. Okay. Okay. Okay. So, um, Oh, I guess you can name yourself kin, um, green, green, green. Okay. Hello? Hey Ken, this is Ashley. How are you? Ashley, uh, I spoke to you last week and I connected you with Bob Carter.
[00:30:43]I'll be back. Well, you. Uh, I mean, I know you, you, you gave him my number. I think I haven't heard from him. Um, we've, you know, we, uh, I've got my, my cousin is, is looking for an attorney. I haven't heard from Bob Carter or whatever his name was. Okay. Well, that's unfortunate. I even followed up with him to make sure, uh, he got back with you.
[00:31:10] I'm sorry about that. Can. What I'll do is I will get back in contact with him and find out what the holdup is. Um, but in the meantime, I do want to take a moment to kind of go back to where we were last week. Um, I really want to get some more information from you because I'm sure that this is really, really stressful for you.
[00:31:38] I know you work a full time job. Um, for the state right now and they have you guys doing all kinds of things. So I just kinda want to go back and figure out, like, what are your biggest challenges right now? Because any way that I can help you can, are really wanting to help you. Well, my biggest challenge is that my mother wrote her last will and Testament, and nobody wants to recognize it as hers, just because of the damn thing wasn't notarized.
[00:32:06] We all know what she wants. It's written right there. Right. So how do I carry out my mother's wishes when the state says I have to do something different? Gotcha. Gotcha. That, that, that were frustrating. Me too. That will frustrate me too. So what we'll do is we'll find an attorney to help you deal with the legal aspects of that.
[00:32:29] Okay. I'll hold your hand, walk you through a week. We'll get through it together. I'll see you through to the finish line. Okay. To make sure that your questions get answered and we get you somebody reliable. Okay. Now, in terms of the home itself, right? Because that's. That's a major concern for you. I remember you telling me that, uh, you're thinking about possibly putting a pin it in there.
[00:32:56] Does anyone live in a home right now? No. Okay. So it's vacant. Okay. And, um, just a quick question, is that home? Insured right now with the vacant home insurance policy. Yeah. It's always, we always, the insurance payments are being made. Yes. Yeah. But the home is vacant. So do you have a vacant home insurance policy?
[00:33:28]We have homeowners insurance. I mean, it should cover anything.
[00:33:32]So here's the deal case. If something happens to that house and it burns down while no one is living there, um, you'll be in trouble. So that's one thing that we may need to listen to for you to make sure that's recovered all the way around. Okay. Um, I'm not sure what type of home insurance policy you have, but let's just double check.
[00:33:56] That's one of the things that I'm going to write down right now. For us to look into bank, it vacant home insurance. That's just going to cover you in case something happens because the home is not being occupied right now. Okay.
[00:34:09]Outside, outside of that, um, is there is the home furnished right now. Is there a lot? Well, I mean, it's the same as it always was. It was mom's stuff. I mean, it even has extra furnishings. There's a hospital bed in the living room. Gotcha. Okay. So even, even in that situation, right. Do you plan on keeping those things or you want to give them away so long?
[00:34:37] How do you want to go about handling those? Oh, submissions at home. Actually, I don't know, like, I, I, you know, the will says one thing, the state says another, I haven't gotten that far. Like I I'm worried about everything, everything that my mother wanted to be done, being done differently. And that, that being my responsibility, I don't know how the hell you're supposed to show her that, like, I don't know what I'm going to do with the house.
[00:35:03] Like, is that all, I mean, what is this about? No, it's not just about the house. Can I want you to take a minute to breathe? Okay. These I'm calling you because I care. And I want to see you get through this as stress free as possible. Okay. I really, really do. If you want to sell your home in the process, fun, we can have that conversation.
[00:35:24] If you don't, it will be my pleasure to help you get, just get through the process. I hear the stress all in your voice, right? And my friends thought enough of me to refer you to me. Please allow me to take care of you because you need the help right now. So again, if you're not interested in selling the house, that's not my concern.
[00:35:49] It'll be my pleasure to help you for whatever you need help with. Okay. So let me ask you, do you have any siblings, anybody else who might, uh, Possibly have interest in his home or, or the probate at all? I do. I have three siblings and according to the probate clerk there do a pro then equal percentage of everything.
[00:36:13] But yeah. Two of my sisters, neither me nor my mom talked to for the last 20 years. And they're kind of there. They just want to come in here and cash, grab whatever they can after spending years abusing mom. And I, I don't want to stand for it, but I'm being told I have to. So I think you can appreciate, I don't really give a damn about the hospital bed in, in, in, in, in the living room right now.
[00:36:39] It's not what's top of mind for me. I'm trying to figure out if I even want to do this, if it's all just going to be spread around, why not let somebody else do this? You know, because your mom trusted you. That's why she trusted you. Right. And you are not alone. You have to, you can, you have to remember, you're not alone.
[00:36:59] I'm calling you because I want to help you. Okay. So I understand you don't have a great relationship with your sisters. We all got family drama, you know? So why don't you allow me to arrange something with your sisters, um, for us to have a call and talk about it, what we can do, right. To get us all on the same page.
[00:37:25] Cause that's what we all want. We all want to be on the same page so that we can move forward. So to be difficult to move forward, if everyone can't get aligned, you understand what I'm saying? Yeah. All too. Well, yeah. We're going to face back in this place, you know, and, and I don't want us to stay, so we need to move to step two.
[00:37:45] We're still in step one. Okay. So how about it? You got enough going on? Why don't you give me the names of your sister with whatever contact information you have for them. Okay. And I will give them a call and see, um, if we can all get together. Um, right now, first name is Ima middle initial B, last name, arch.
[00:38:15] Okay. Did you not?
[00:38:17]I'm a B arch. What's the phone number? Five five five
[00:38:22]four four four, four. Easy enough. Okay. And your other sister? Selma middle initial N Louise. Okay. And it's five, five, five cliff.
[00:38:35]Okay. So I have that, um, I thought you told me that one more sibling. I have a brother. Okay. And, um, you're on good terms with him. Yeah. He lives here in town and we see each other at least once a month. Perfect. So what made me have way you call your brother out, get your sisters on the line. Um, and then I'm going to schedule for us to sit down and have a conversation because we're going to move this process forward.
[00:39:08] Um, What is a good time for you on Friday? That's a busy day for me. Okay. But I do have an opening right at about five 15. You good with that? Uh, depending on traffic, I mean, we, we get off at five. Um, I mean, where do you want to meet at the house? So are your sisters actually here in town now? I quite honestly don't know where they are.
[00:39:37] Okay. Well then let's start with, um, do you, are you pretty good with the internet?
[00:39:45]Oh, I think I know my way around. Okay. Well here's what we'll do. There's a Panera bread on Thompson Boulevard. Is that close to you? Yeah, it's 20 minutes away. I could make it there. I mean, if we do five 30, I could make that. I think I can work out five 30, so five 30. It is meet me there. What I'll do is I'll get in contact with your sisters.
[00:40:09] Hopefully we can pull them up on a zoom call. If not, we'll just do it the old traditional way and do a three way call, tell your brother and meet us there. And we are about to get the wheels rolling. You ready? How about to get what the wheels, Rolling, the wheels, the wheels rolling going. Yo, I do fine. Don't worry about it.
[00:40:36] Just meet me there. I thought you were talking about the will that my mother wrote that nobody wants to validate not the wheel. Oh, it's okay. You'll you'll learn to accept my sense of humor. Um, all right, Ken. Well, thank you for taking my call today. I am. Um, I'm looking forward to the actually getting to meet you and your brother in person and, um, and moving us forward in the process.
[00:41:06] Role Play 2 Breakdown: [00:41:06] Okay. Okay. Alright. Well, just know I have you covered, I got your back. So when we get off the phone, don't worry about anything. Okay. Right. Alright, good. Keith CSO. Alright, so what's your objective in that appointment? What do you do to prepare? So what I would do is I would call an attorney, right. And, um, make sure that they are ready to answer questions.
[00:41:42]In the event that I need to call them on Friday as well. Um, I'd also check to take on the vacant home insurance situation, um, and be ready to just find out like what it is they want to do. You know, even if. In all honesty, even if they don't want to sell it, that doesn't bother me because I just want to learn this process.
[00:42:08] Oh no, no, no. That's clear. And it is clear that you're intents. Good. But the way I feel like the way my character feels at the end of that phone call is why the hell am I meeting her? I threw you some slow pitches. I showed you my mental distress over having to deal with knowing that my mother wrote the will.
[00:42:28] I watched her do it. It's yeah. And her handwriting. And because she didn't know enough to get it notarized. Now I'm being told by a government. That I have to do. I have to give it to the sisters that don't in my, in my perception don't deserve it. And you you're like, listen, just you're taking care of let's move on.
[00:42:48] And, you know, we moved on without me, quite frankly. And what I would, the way I would have dealt with that is I would have, I would have taken the whole big conversation and focused it on that one thing that was causing him so much pain at that point. Cause he's not listening to anything else. Right. He's he's in an emotional loop of distress and that's where he stuck.
[00:43:09] So you need to deal with this one domino at a time, if you go to Panera bread, the brother shows up those two, get along. You put the sisters on a zoom call. You're very likely to inflame and old family conflict and make their situation worse. So my advice would be make backtrack. Finding an attorney. And I would go find a different attorney.
[00:43:29] If this attorney had a week to reach out to a qualified referral, the hell with him, go find another one because that's not the right partner for your team. You're holding yourself to yourself to a high standard. And you, you want to provide a high standard of service and you want to help. That's clear that attorney isn't a good fit for you.
[00:43:48] So go find another one. That can meet and set the appointment at the attorney's office and say, you know what? I can, there's a lot of things we need to talk about, but right now, I think there's only, only, um, one. I'm not, not going to give you some more to think about what's the vacant insurance you kept saying, we're going to look into that.
[00:44:09] We're going to put it on the list. He already has an all list. That's overwhelming. I mean, you just put one more thing on it. You need to hand them the solution. And use the, you know, what can I do? I didn't even write this down last time, property address so I can look up the tax record. I'm going to go ahead and get you proper insurance before the sunsets this afternoon.
[00:44:28] Okay. Okay. And get the property address, pull the tax card, go to the insurance broker. I have him quoted through a couple of different companies and then follow up and, and have that agent call him within the hour. And then he feels like he knows what you're doing to help because he has evidence, right?
[00:44:46] You already you've already helped him in the first conversation. The number two priority would be getting him in front of an attorney. So a legal professional and explained to him why the will is. Not valid and why he subject to state succession law. And he's going to have to accept that before he can move forward.
[00:45:04] He's not unacceptance yet. He's in anger or denial. And that's what I was showing you before you finish. Let me, let me, maybe I didn't clarify this the internet. So the attorney that I talked to did call him back, right? Um, he hits the admitted documents to him and he, the client, right. He was, uh, he hadn't received a call back since he had, um, sent the documents over, but it had only been like a day and a half.
[00:45:36] Right. So I don't sit then. I don't know if they've communicated again, because when I called back, he didn't answer. Okay. Either way. The only thing that changes, what, what I've pieced together about the situation, my guess is that that person is stuck in that loop of, this is what my mom wanted. This is what I'm being told otherwise.
[00:46:02] And, and until you can get him to a level of acceptance, it's unlikely that that Will's going to be validated. It probably was not validated because it was not notarized. I'm working off of the assumption that no, my best here, but. My assumption is that he's probably in that loop and he's pissed off or he's in denial and he doesn't know, he's not ready to take the first step because he's not sure which direction he's even going in.
[00:46:27] He doesn't know where his bearing is heading is right. One heading is the last will and Testament. The other heading is state succession law. So. I want to get him over that mental barrier and whether the will becomes valid or not. I need him to accept the outcome of that. And I need the attorney to do that because I can't do that as a, without a boat, without, you know, without, without being an attorney.
[00:46:52] So where I would have moved him was I'd get vacant insurance immediately. And then I would move. I would say, you know what? Listen, I'm going to call the attorney, um, and speak with their office. Let's see where we are. And when you could expect to hear back from them, um, if possible, I'd like to make that a three way call or an in person meeting.
[00:47:13] So what does your, what would be a good time of day to actually meet. With, with the attorney. And I would find like getting a general idea of his schedule, make contact with the attorney's office office. And because you're saying I'm going to be here holding your hand. So show him right at, show him right now.
[00:47:33] How do you hold his hand today during this phone call? Um, you know, because when somebody is distressed like that, like they're not hearing everything you're saying. You're pouring your soul out, but he's stuck. He's stuck back in the beginning of the conversation. So anyways, that was the character I was showing you.
[00:47:50] And, and the way I would have dealt with that, that scenario, um, things you do there, you heard us, have you heard me talk about the exercise of like column a, all the problems, column B all the solutions. No, I have it. Okay. Also an exercise we've talked about in the last couple of, I think it was on the last role play, call it.
[00:48:11] It really helped you understand what value you can provide. So open up a claim, spreadsheet, column a what problems could they have column B, what solutions could I bring? And it completely exhaust your imagination. Sibling rivalries, um, a strange family members, dead family members of hold over tenants or squatters in the house, you know, homes in disrepair, you name it any, no matter how small any and every little solution.
[00:48:42]Okay. And then in the other column say, here's how I deal with that. Here's who helps me. Or maybe there's even a third column, like what I can do, what my team can do, but that extra will really help you get into, into, uh, uh, an empathetic mindset of what they could be going through. And it will force you to kind of premeditate your solution.
[00:49:03] So you'll be quicker on your toes. And it it's, it's the best exercise I've come up with short of experience. And I went out there and fell on my face and felt like, felt ignorant. Like I was warning you not to in the beginning of this. Um, and I know how that feels. That's why I was so passionately. Making sure you, you.
[00:49:22] Understood. It like, kind of, it's a learning, it helps you beat a lot curve, so you can kind of gain experience through imagination and visualization versus having to go out there and fall on your face. So just think about every little scenario that could possibly come up, how you would deal with it. And then the next time you find yourself in a conversation like this, instead of saying, you know what, we're going to look into that you're going to be like, here's the deal.
[00:49:44] Here's how we, here's how we address these situations. And even if you've never done it, you'll have an idea of what you're going to do, what you can do, what you're capable of. And Ashley, I, I just, I just wanted to say you remarked that you get nervous on the calls. Will you just get that in front of almost a hundred people and you did not sound the slightest bit nervous to me, not at all your, I think your empathy and your sincerity came through.
[00:50:11] So clearly I can't imagine there's ever any reason for you to be nervous and you certainly certainly didn't come across nervous. He came across as very, very confident to me. Yeah, I agree. You took kind of the, a matriarchal role. They're almost like you, you kinda comforted me and became, you said, come on, I'm going to leave you.
[00:50:34] I'm going to hold your hand. You're going to get through this. Like you are the opposite of what you're afraid of. And what I loved also the, I actually, I loved it right away. It was, we in us, it wasn't, here's what Ashley's going to do for him. It was we and us. You sort of, even though you may have left him behind a little bit, in some regards, it, you still took him along and you, you just right away kind of, kind of bonded with them in the conversation.
[00:51:00] So you're, you're doing, you're doing an awful lot, right? Man. Don't ever feel nervous or insecure. I think you're going to be very good at this. Okay, thank you very much. And if you need help on, on that specific deal, like please call us and we'll set up a one on one call with you and get all of the details and help, you know, once you know the facts, we can help you steer that one if you need it.
[00:51:24] Perfect. Sounds great. Thank you guys, right. I know Chad has to go, but actually I just want to give you a couple of very, very quick pointers when someone is, um, you can tell someone's stuck in a loop. Um, if you want to be heard and want to build a little bit more rapport so that they will listen to you as you start to lead them, um, a little deeper in that so that you can truly understand, we don't want them camped out in that pain, but you do want to build rapport.
[00:51:51] And so. Uh, statements, like, tell me a little bit more about that. And how long has this been a problem? Um, what have you tried to do about this, those questions? Just take them deeper into rapport with you and give you a greater understanding of their situation and you'll have a clear path leading out.
[00:52:09]Got you. Okay. Thank you very much. All right. Thank you.
[00:52:15] Jim Sullivan: [00:52:15] All right. Thank you. Alright. Alright guys, at other great call, we had, you know, less participation, but we got, we really dug in there. I want to take all a hundred of you that showed up today. I want to challenge each of you. Take one, thought one idea. One thing that inspired you on this call. Go out and put it into practice and come back tomorrow at one o'clock Eastern and share your results with the group.
[00:52:39] Thank you so much, guys. Make it a great day. Stay productive. Stay healthy. We'll talk to you tomorrow. Take care.