Tag - all the leads

Video Preview for Tips From The Trainer - Finding Probate Real Estate Deals through Email Marketing

Using Email Marketing to Find Probate Homes for Real Estate Listings, Investing, Wholesaling | Probate Leads Tips From The Trainer

Using Email Marketing to Find Probate Homes

If you’re interested in probate real estate, you already know the importance of direct mail marketing. Probate records (whether pulled from the probate court or through a probate list), contain at least one address, and since anyone can run a probate search, the mailbox can be one of the most competitive places to market.  There may be dozens of other realtors, investors, and wholesalers working the same set of probate real estate leads, competing to for any probate property that might need to be sold.

Competitive markets (Think probate in California, Florida), typically favor those who send out multiple letters, but running a multi-touch direct mail campaign to follow up with personal representatives as they move through the probate process can be difficult, especially for those who are just getting started or have smaller marketing budgets.

[Interested in optimizing your direct mail marketing? Read More: Direct Mail Isn’t Dead!]

What about calling the personal representative of the estate? Calling probate leads is an effective way to build rapport and demonstrate your value by leveraging your services as the solution to any problem they’re dealing with right now in the probate timeline, whether they need help holding an estate sale, filing and filling out probate documents at the probate court, or discussing options for any property in probate.

Whether your goal is getting listings from probate leads, wholesaling probate houses, or purchasing probate properties as an investment, taking off your agent/investor/wholesaler hat, picking up the phone, and calling probate leads as THE Probate Specialist in your market can be extremely effective in terms of up-front cost and overall conversion.

But what about the leads you can’t make contact with? The ones who don’t answer unknown numbers, never clean out their voicemail inbox, or simply aren’t the type to speak on the phone (I’m sure some of us can relate!)…. Then what?

Some People Pick Up The Phone. For Everyone Else, There’s Email Marketing.

You’ve probably already thought about using email marketing to grow the probate pillar of your business.  Maybe you want to maximize your budget. Maybe you’re procrastinating picking up the phone and prospecting (Not sure how to start calling? Check out this quick probate script critique and squash your fears! https://alltheleads.com/3-easy-ways-improve-cold-calling-script-live-cold-call-role-play-breakdown-critique/ )

Or, maybe you just want to use every marketing channel effectively (Which is what we recommend!).

If you found your way here because you’re curious how effective email marketing is for probate, or are wondering how to write email copy for personal representatives that gets your phone ringing, we’ve got you!  In this Tips From The Trainer, Probate Coach Chad Corbett covers his best practice tips for writing effective email copy, using tools like Mailchimp and Gmail to save time, and staying away from spam filters.

If you’re a subscriber, we also show you how to find email addresses (now included for free!) in your probate leads lists in the ATL CRM!

Jump To Best Practice Tips For Email Marketing for Probate Leads:

0:38 Open Rates for Email Marketing, any industry vs. real estate

1:04 Why do real estate professionals gravitate towards email?

1:28 Open rates for email marketing vs direct mail and cold calling

1:47 Best Email Strategy

2:09 Navigating the All The Lead’s CRM to Find Emails In Your Lead Lists

2:50 Canned Responses

3:15 Effective Email Copywriting: Use A Personalized Subject Line

3:39 Chad’s Email Copy for Prospecting Probate Real Estate Leads

4:15 The Number One Thing NOT to do in your email marketing

4:54 Mirroring Your Probate script/USP

5:49 Drip Campaigns, Email Lists, Opt-Ins – Why I Use Mailchimp

7:35 Spam filters, email blacklists, and other best practice tips.

 

 


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!

 

The ultimate Probate YouTube Channel: https://www.youtube.com/channel/UC2S3yZKD2cvmNX7WBUEue1A

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If you’re having trouble finding phone numbers, addresses, or emails for probate leads you’re pulling from the courthouse, speak to someone on our sales team to see if we can do the data research for you: 954-400-3500

 

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

If you have any questions, let us know by commenting or contacting us:
support@alltheleads.com
954-400-3500

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

Aging Boomers and the Growing Need for a Higher Level Real Estate Professional

 

 

 

 

Facebook Logo with question "Are Facebook Ads Worth It?"

Are Facebook Ads Worth It? Navigating the Digital Marketing World As A Real Estate Agent, Investor, Wholesaler

If you haven’t already heard, this Thursday’s (8/29/19) Live Mastermind Q&A call we will be fielding any questions related to Social Media or the parts and pieces of our Probate Marketing System (The partners are all out to sea, so myself, Jordan, Natalie, and Darci will be taking the reins!)

In anticipation for this week’s upcoming call, Renee Kische asked a few questions in our Mastermind Group she was hoping I could answer on the call.  Well, I’ve had so many points and nuggets pop in my head over the last few days! This morning, I decided writing it out would really be the best way to give a comprehensive answer.

[You can view the original conversation we had by checking out the pinned post in our Facebook Group here]

Renee is in a competitive market and looking for insight on how she can best spend her time and money as she grows her footing in the Probate niche, both as an agent and an investor.  In short, she is asking:

Are Facebook Ads Cost-Effective?

It is my opinion, generally, that the success of Facebook ad campaigns falls on a very broad spectrum, with high success and low cost-per-action existing as an extreme outlier more often than not.  Especially since Renee is in Los Angeles, one of the hottest markets for digital and social marketing agencies AND where everyone seems to want to be a real estate agent without doing much more than throwing thousands into a marketing budget (must be nice, right?), Facebook is probably one of the most saturated marketing channels for general real estate services near her.  Even in smaller markets and less-competitive niches, a successful Facebook ad campaign requires the correct targeting, intended goals, sales copy, value pitch, placement, and the list of factors goes on.

What About Becoming the “Digital Mayor” of Your Niche? Is That More Cost-Effective Than Running Ads on Facebook?

If you’re not familiar with the Digital Mayor concept, it’s something Gary Vaynerchuk coined during the 2016 Inman Connect Conference.  The idea posits that creating highly-local content, distributing and promoting that content, and engaging with your community through online channels will allow you to become a sort of expert and leader in your community, and you can in turn use that reputation in marketing your own listings and services.

You can read Gary’s own words on what it means to be a digital mayor here.

For those of you reading this that aren’t enthused about gambling away thousands of dollars into Facebook ad spend, you might be thinking this approach is a great alternative because writing is free.  While I encourage getting involved in your community and sharing your experiences through meaningful content, I see three major chokepoints people (consistently) run into when trying to become their market’s digital mayor:

1) Underestimating the time (and money) it takes.

You’re running around visiting restaurants and local businesses, trying to take the perfect pictures to use in your posts, and then you’re trying to find enough time to write about it.  When all is said and done, how much time did it take you from start to finish? Scale this up to doing this 2-3 times a week on a consistent basis.  What’s your time worth? This is in addition to the cost of anything you’re paying for in the process.  

2) Becoming “Me” focused instead of community-focused.

If you’re writing from your real estate page about your opinions, your favorite things, your itinerary etc… You have to do so with an immense amount of creativity, zest, and tact or you’ll find yourself entering “join my fanclub” territory.  The goal is to become the leader in “community expert” territory – leadership is a dynamic! Instead of visiting all these places with the purpose of writing about them later on your Facebook Page, why not immerse yourself in the moment, build rapport and focus on networking while you’re visiting new places, and write a review for the business on Yelp, Google, or that business’s Facebook page with an account branded to your business? These are the places people looking for reviews will be most likely to see your review anyway (not your personal pages) – so use that space as free digital marketing real estate AND earn the gratitude of business owners you just met at the same time.

3) The content isn’t reaching enough people, or the right people.

A major component of becoming the digital mayor is distributing and promoting the content you already spent time creating.  If you aren’t promoting and distributing your content, the time you’re spending to make the content in the first place is a waste.   To boost your content to a wide enough audience from a personalized business page will almost always require a significant budget, which defeats the whole purpose of the digital mayor strategy in the first place.

So, How Can You Use Facebook to Grow Your Business Without Spending A Ton of Time Writing Content and Money Promoting It?

The solution I’m getting at isn’t just to say “Ah, to hell with Facebook!”  It’s a powerful platform that provides you with a different type of reach door-knocking, cold-calling, and direct mail marketing simply don’t provide.  Most people have a personal facebook account, and a good amount of realtors/investors have a professional Facebook page branded with their name or their business name.

Is that enough? How do they work together? Where do I start?

There are four pieces your digital presence should include when it comes to Facebook, and while you might already know what personal profiles, business pages, and groups are, I’m going to show you how to fit all the pieces together in a way that makes the most sense for your watch and wallet.

 

Let’s go through each part’s function, potential benefits, and role in the big picture:

 

1) Personal Profile

Your personal profile is your friends, colleagues, and typically people you know personally.  This is the core of your sphere of influence.  This is where you get to be you the most.   My personal advice here? I don’t want to see you post 600 times if you know anyone looking to buy or sell, call me!!!!  But share your funny open house stories. Share pictures of the family you just helped move into a new home.  Make it about memories, laughs, and conversations here and less hard marketing.

2) Personalized Facebook Business Page

This is your “Katt Wagner – Your Guide to Space Coast Homes” page.  The title of this page AND the page description will contribute to your search visibility both in Facebook AND Google! Keywords like Real Estate, Buy, Sell, etc can go in your description.  Keep in mind that this page is really for people who are finding you through word of mouth influence.  When your friends tell THEIR friends about you because they’re looking for a service you provide, they are going to tag you or your page (or both if they’re facebook savvy), or give your name if it’s a conversation happening outside of Facebook.  This page exists as a sort of landing page for people who will be searching for your name specifically, to give them an introduction to who you are, what you do.  Make sure you have a profile picture, cover photo, description, and any other relevant profile information filled out accurately.  Since Facebook AND Google both use page descriptions in their indexing, a description is a good place to include a few “title” keywords – Realtor, Buy, Sell, Home Value, whatever you choose.  Create a few posts with valuable content just so people have a few things to scroll through when they first visit your page.  Make sure you direct people to the appropriate place(s) to learn more or take the next steps if they need your services.

The goal with this is to give people a place to find you on facebook when they are already looking for you by name, or at the recommendation of a mutual friend.  We want to provide enough content for a first time visitor to “get the idea” and get excited about how awesome what you do is and get them somewhere else to contact you or follow you permanently.  We don’t want this page to become a tedious thing to manage – There really isn’t much benefit in trying to squeeze out slightly-relevant content like “5 ways to re-use this household object!” on a page called “Katt Wagner.”  Nobody is going to pay attention.

+Bonus Tip: Facebook changed the way their recommendations work a few months back. Now, whenever someone tags your business page, Facebook counts it as a recommendation! This boosts your visibility and credibility.

3) Non-Personalized Business Page (But still has a solid purpose/brand identity).

Above, I made the argument that having a personalized Facebook Business page is important for word of mouth referrals/tagging within Facebook.  But while your Personalized Business Page can help contribute somewhat to your search visibility, the visibility of that page will be limited or next to nothing for people who aren’t searching for you by name.

Non-Personalized business pages are your gateway to connecting with people who are searching for what you do – and even moreso where you do it.  Two things I want to add here: First, most people aren’t going to go to their Facebook toolbar to search for “real estate, investor, property help, probate…” they’re probably going to look for their area; Second, people are more likely to search for those same keywords in a search engine, and because search engines give more weight to local results, your Facebook Business Page can give you an opportunity to rank in the top results.  Make sure you fill out location information on your business page or you will miss this opportunity.

These pages are pages like “Best New York Homes,” “Palm Bay Property Solutions.” “Bay Area Living.”  These titles all capture an area and will be visible to anyone searching their neighborhood name in the Facebook search bar. But people searching “Palm Bay” might not be interested in Property Solutions, and that page likely won’t get many likes from cold searches.  However, someone might come across that page who does have a need, and the likes you do get will have a higher intent to do business with you.  On the other hand, something like “Best New York Homes” might get a TON of attention because people are interested in cool architecture, interior design, luxury homes, HGTV type things.  But you’ll get a lot of likes from people that have no intention to buy.

In general, I recommend having a business page for each business entity you work under, as well as a separate page if you work in two distinct markets. A good rule of thumb: If you have a separate website or a separate business card for it, you should probably have a Facebook business page to match it.

+Bonus Tip: You can recommend/suggest each of your pages from any other page you own/manage.  If you’ve ever seen the “Suggest pages” on the right hand side while looking at a Facebook page, this is where your other pages will be shown.  You can also share content between different pages if you’d like.

 

But How Can I Keep Up With All Of These Pages?

Unless you have the time to create and curate content for a business page, business pages are best used as a sort of landing page.  People want to fill their Facebook feed with content they find interesting, and unless you have the time to post consistent valuable information from your business page (like a news or radio station Facebook page might do – and remember, they have whole teams of contributors and social content pros to do so), your goal of building a huge general audience on your Facebook business page(s) will probably end in disappointment.  Again, the function of a business page is to be found by people who already have some idea of what they’re looking for, to convey value within a few seconds of a reader landing on the business page, and to direct them on where they can go to learn more (your website, or a platform like YouTube that you consistently utilize) and what to do next if they are ready for your services.

The easiest and best use of your time is in a fourth piece – Facebook Groups.

4) Facebook Groups

This is where we turn Gary V’s “Digital Mayor” concept on its head.   Here at step 4, we have two major obstacles:

    1. What do we do to capture the audience that either 1) doesn’t know you personally, or 2) Isn’t enticed to engage with your real estate pages because, let’s be honest – how often does anyone tune into a branded business page reposting generic 3rd party blogs on “5 ways to re-use this household item”??
    2. How can we build an audience, build a brand, build a network without gambling thousands away into Facebook ad spend or becoming a full-time content creator?

My answer here is to create a Facebook group centered around your community.  Keep it general and make sure the Group Name includes the neighborhood/area people will search for to find it:

The Cocoa Beach Facebook Group
All Things Orlando
Glen Cove Neighbors
Greater Rochester Community

If your community already has a group like this, well, most people looking for groups on Facebook will join more than one, anyway.  You might even want to consider collaborating with the other group’s owner.

Unlike a Facebook Page, Facebook groups allow (and encourage!) members to post content, engage with others, and have conversations.  Groups provide the biggest opportunity for you to grow an audience, expand your network, and become a trusted expert in your community – all without having to create and curate tons of content the way a “digital mayor” would.  Instead of constantly covering community events or writing reviews of local restaurants and hoping someone finds it and follows you to keep reading your opinions, you can bring a group of people together who can start and carry these conversations on their own.

Think of it like a social Chamber of Commerce for the vendors you’ll bring on board, and a 24-hour block party/community resource group for your general audience.  It’s worth it to reach out to a few related but non-competitive vendors in your area, tell them about your group’s purpose, and ask if they’d like to take on a moderator role in exchange for bringing value to the group. Don’t forget to ask them to invite their Facebook friends to join the group as well!

There are so many ways to get a group engaged – Encourage members to ask for recommendations and post their own, share events they know are happening this weekend, etc..  Keep it light and fun.  We are always shocked at how our group members are already carrying conversations before we’ve even had a chance to get on Facebook! Group members can provide such tremendous value and experience on their own – something they wouldn’t be able to do if they only liked your business page!

+Bonus Tip: Create the group from the profile/page of your choosing and the group will highlight it! In the top right corner, it will show your audience “Group Created By: _____” and give you some bonus recognition.

+There are so many things you can do in groups: Watch parties, Live Videos, Invite Email Contacts to join, share content from other places to the group, etc…

+A good rule of thumb is if it reads like a Craigslist ad, it probably doesn’t bring value to the group.  Encourage people to share and participate without flagrant self-promotion.  Don’t be afraid to moderate – and hey, if you see someone doing some tacky marketing in the group, is there an opportunity here to build a relationship by starting a conversation with them?  Maybe they run a classic automobile restoration company and are trying to get their name out there – Could they add some curb appeal at your next open house, and could you share with the group the awesome response your guests had to Jim’s restored 1967 Ford Mustang?  Now you’re sharing great experiences and have a new friend in the neighborhood.

With the Right Approach, These Four Pieces Will Work In Harmony Without Consistent Input.

Take the time to set pieces 1-3, particularly your business pages, up properly: Fill out your basic information; add contact information; get your profile images up; and make 2-3 posts so people see some meaningful content when they first visit any of these pages.

Once you do that, you can share content you’re creating anyway to these pages, but you do not need to expend time and money playing social media content wiz.

With your digital presence established on Facebook, get focused on immersing yourself in the community, and view your Facebook group as your digital neighborhood.  This time spent will yield much greater rewards, both intrinsically and extrinsically.

Oh, and one other awesome perk?  There are all sorts of ways you can use group audiences for targeted ad campaigns (i.e. cost-effective ad targeting!) – this topic will likely become a Tips From The Trainer post on its own soon ;).

 

 

So there you have it! The Best Bang-For-Your-Buck on Facebook is To Use It To Immerse Yourself In The Community Digitally.

Thank you for your question, Renee Kische!

 


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

 

 

 

 

Turning Probate Leads Into a Million-Dollar Pillar – David Pannell’s Story – All The Leads Reviews

 

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

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:

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

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

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

 

 

Turning Probate Leads Into a Million-Dollar Pillar – David Pannell’s Story – All The Leads Reviews

All The Leads reviews are my favorite content to share with Real Estate Agents and Real Estate Investors who are interested in the probate niche.  In this special hour-long webinar, David Pannell joins me to discuss all the chokepoints he came across when getting started in the probate niche, what motivated him to re-organize his team and dive into probate headfirst, and the incredible follow-up sequence his team has built around his probate leads in just one year’s time.

“I live by Gratitude, so I will share with you everything we have failed on, discovered that works, and what we’re currently working on to get the most out of the probate leads…

…No lead purchased will fall through the cracks!”

-David Pannell

I am THRILLED to have David share his roadmap for building a $1,000,000/year pillar in his business just from probate listings and acquisitions! For anyone looking for ways to build their team, get their system organized, or really master your face-to-face presentations so you can land every deal, this video is for you!

 

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.

Resources in this video:
ROI Calculator: https://www.calculator.net/roi-calculator.html
Best Scripts for Probate: https://www.youtube.com/watch?v=QSBQgDipp3Q

Call Recap:

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!

 

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

 

 

 

 

 

 

 

 

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!

 

 

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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

 

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

Your Roles and Goals as the Expert are the Same.

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

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

Getting past the stigma of a cash-offer

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

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

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


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

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

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


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

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

 

 

 

 

Assets That Don’t Need to Go Through Probate

Going through probate can be time-consuming and expensive. This is why so many people dread this legal process. Think of it: The stress of losing a love one is bad enough without it being coupled with this sometimes arduous process. However, as a professional you need to know that many assets, including real estate and retirement accounts, may not need to go through probate at all. Let’s take a closer look at some of these exceptions.

Non-Probate Assets

  • Retirement accounts—IRAs or 401(k)s, for example—for which a beneficiary was named
  • Life insurance proceeds (unless the estate is named as beneficiary, which is rare)
  • Property held in a living trust
  • Funds in a payable-on-death (POD) bank account
  • Securities registered in transfer-on-death (TOD) form
  • S. savings bonds registered in payable-on-death form
  • Co-owned U.S. savings bonds

There are many other non-probate assets that you should know about and be able to relay to your clients. The educational materials on our site teach you what you need to know in order to best aid your clients and your business. We also provide you with listing leads that you can use.

Probate Assets

Assets that are solely titled in the name of the decedent, are jointly held as tenants in common or are not exempt from probate must go through the probate process. Additionally, items that are subject to probate must be included in an inventory list and submitted to the probate court.

Things to Remember about Probate in Generalasset

As we have discussed before on this blog and you should know by now, probate is a legal process whereby a court overseas the dispositions of a deceased person’s assets. This may occur regardless of whether or not the deceased left a will. The important thing to know is which belongings are considered to be probate and non-probate assets. The other important thing for you to know is that items that do not have to go through probate can be transferred to the people who inherit it much more quickly.

Ultimately, the way to let clients know that you will be of value to them is to learn as much about the probate process as possible including the obstacles that may arise. You can also aid them and yourself by building a network of professionals to assist you. This network and this knowledge will help you be more effective. It will also make your more profitable as you navigate the world of probate property.