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5 Psychological Tools for Power Selling

There’s no doubt about it – human beings are complex creatures. And a great part of selling anything you can imagine to other human beings takes a bit of psychological understanding. You have to be able to read people, to understand what motivates them and to integrate that into your sales strategy. For no matter how good your listing leads are, you will ultimately have to convince other members of our flawed species that your services are best suited for their needs. So, how do you do this effectively? How do you sell better, faster and more profitably from the probate lead list we can provide you with? Take a look at some of the psychological tools “power sellers” use to close the deal.

  • Give your prospect fewer options: Don’t make the decision making process overly complicated for your potential clients. You can best accomplish this by researching your prospects ahead of time in order to determine their specific needs. Also, boil your presentation down to a few specific benefits you can produce for him/her.
  • Understand the 3 types of buyers: Experts have broken down buyers into three types: spendthrifts, tightwads and average spenders. Their percentage in the general population breaks down to 15%, 24% and 61% respectively. If you are selling to tightwads be sure to bundle your services and explain why this saves them money in the long run.
  • Flaunt your expertise to build credibility: The more of an authority you are as a seller the more confidence buyers will have in you and your services. We can provide you with probate mastery training that will instill confidence in your prospects and help your business to become more profitable. With our program and our archived conference and video calls we can give more information on turning leads into prospects and prospects into clients.
  • Use urgency in a smart way: Let people know about the deadlines that exist as far as the courts are concerned. People will be more likely to choose your services if you let them know that you are prepared to act quickly on their behalf in order to put them at the greatest advantage.selling
  • Ask hesitant prospects to explain their reasoning: One effective way to poke holes in a prospect’s objections to using your services is to ask them to explain why they are hesitant. People like to appear to be consistent and logical even when they are not. Use this. Take this opportunity to chip away at their defenses and to further promote your service, explain your qualifications and to state your expertise in the field.

In short, great leads + a power seller = great profits. Great leads + a poor salesperson = poor sales. By pulling back the curtain and looking at what motivates people you can stand among the world’s most effective sales people, marketers and politicians. This – along with our quality leads and the education we can provide – will boost your sales and response rates to the next level.

Myths about Wills and Probate

At All the Leads, we’ve long contended that knowledge is power. If you browse the blog posts on our site and learn a little about the education we offer via our conference call video archive, you will see this principle in action. As a real estate professional you will be called upon to delve into a number of areas and interact with professionals in many different fields. So that you will not have to deal with the topic and professionals in the field, e.g., probate attorneys, from a position of ignorance, we are going to debunk the following myths about probate and wills in general.

  • If someone dies without a will, the state gets everything: This is a very common belief among a lot of people and one that is totally wrong. Although inheritance laws vary somewhat by state, when someone dies the spouse and children are usually the first in line to inherit the deceased person’s estate. Usually assets only go to the state when no relatives can be found. It is still a good idea to have a will to clear up any confusion.
  • It takes a lifetime to probate an estate: Usually the probate process is delayed only for a period of time as to allow creditors to file a claim. This period varies from state to state but is generally not very long.
  • The costs associated with probate will deplete the estate’s assets: For most estates probate isn’t even required in the first place. If an estate does need a formal probate, then the cost of probate is usually less than 5% of the estate’s total value. Sure, survivors are likely to face attorney’s fees but in some states attorneys charge a percentage of the estate’s value rather than a flat or hourly fee. This fee is usually less than if those same survivors were to pay a flat out hourly fee to a probate attorney.myth
  • The oldest child is entitled to be the executor of a parent’s estate: Birth order does not hold any water when it comes to who will be the executor of an estate. The court usually goes with whoever is named in the will regardless of whether or not they are the eldest sibling. The only exception to the court respecting the wishes of the deceased in these cases is when there is a compelling reason to not have the person named in the will be the executor.

Now that you’ve learned about some of the common misconceptions and misunderstandings regarding wills and probate, you can start the probate real estate investing process with accurate information and with confidence. This knowledge will also help you when you purchase listing leads from us. Don’t let probate be the one area that you are lacking knowledge.

Probate Case Study – Michelle Knobloch – All The Leads Reviews

All The Leads reviews are my favorite content to share with Real Estate Agents and Real Estate Investors.  Every day we live our #1 core value – Provide Value First – to help others find success in doing the same.  We provide a full system to help our Subscribers meet their business goals but, more importantly, a system that offers a huge impact in hundreds of communities to thousands of people every month across the US.

I’m thrilled to have finally captured Michelle’s story on camera so you guys can see the potential of becoming a Probate Expert in your market.  Her opening line says it all…


“All I can say is, it has brought so much joy and peace to be able to do what I do; becoming a specialist in this area.  The lives that we’ve touched, the difference that it’s made, it really is a blessing and we are all passionate about changing lives and making a difference.”
– Michelle Knobloch


Now, we ARE all running a business so it’s not always about “the feels” and emotions…sometimes it IS about dollars.  Serving as a Probate Expert can certainly make a difference in the lives of others but the value provided can also result in a 10x or greater return.  As you will see in the video, Michelle has invested $6,382 to make $61,042 in her first three years as a Probate Expert, which yielded a return on investment of 856.47%

 

Tenure:  3 Years

Probate Closings: 23

Total Cost: $6,382

Total Commissions: $61,042

Pipeline:  6

 

See more Case Studies and All The Leads reviews from our Subscribers HERE

 

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.

5 Tips for Upping Your Social Media Marketing Game

If you’ve gotten nothing else from this blog then we hope that at least you’ve gotten the message that as a real estate professional you must utilize every tool at your disposal in order to grow your business. Several of these tools and resources we’ve already discussed at great length. For example, we’ve talked about how our probate listing leads will help you increase your profits and your success rate. We’ve also talked about how our conference call video archive can educate you further about the complex probate marketing process. In this post, we would like to talk about marketing your company via social media. Here are some social marketing tips for real estate experts.

  • Add reviews & services: If have not already posted reviews from your satisfied customers on your Facebook page you must do it now. Reviews are like gold for real estate agents. Also, make sure that your client testimonials and information about your services are clear on both your website and your social media pages. Demonstrating that you are willing to allow your prospective clients to have access to former customers lets your new clients know that you have confidence in your services.
  • Post photos on Instagram to generate leads: According to the latest social media studies, there are more than 700 million users on Instagram. Post your best photos on Instagram since it is very user friendly.
  • Tweet to promote listings: Though not as popular as Facebook or Instagram, real estate professionals can use this platform to connect with some of the strategic partners we discussed in past posts such as attorneys, clients, local business people, brands and influencers. social media
  • Have a presence on LinkedIn: This site has become the number one site for business professionals who are interested in growing their professional network. Its discussion boards, private messaging and blogging are perfect for savvy real estate professionals who desire to grow their presence.
  • Don’t forget the power of video marketing: According to a 2016 study by HubSpot, 45% of people watch more than an hour of Facebook or YouTube videos a week. And while it may be tempting to skip using YouTube in order to market your site, this would be a mistake. Real estate is a visual profession. Videos create a connection to actual places and things (such as estates, homes, etc.)

These seven sure-fire ways to market on social media should help you reach out to your target markets and consequently improve your performance. So will ordering our leads and educating yourself using the wealth of materials we have on our site.

probate

Myths about Wills and Probate

At All the Leads, we’ve long contended that knowledge is power. If you browse the blog posts on our site and learn a little about the education we offer via our conference call video archive, you will see this principle in action. As a real estate professional you will be called upon to delve into a number of areas and interact with professionals in many different fields. So that you will not have to deal with the topic and professionals in the field, e.g., probate attorneys, from a position of ignorance, we are going to debunk the following myths about probate and wills in general.

  • If someone dies without a will, the state gets everything: This is a very common belief among a lot of people and one that is totally wrong. Although inheritance laws vary somewhat by state, when someone dies the spouse and children are usually the first in line to inherit the deceased person’s estate. Usually assets only go to the state when no relatives can be found. It is still a good idea to have a will to clear up any confusion.
  • It takes a lifetime to probate an estate: Usually the probate process is delayed only for a period of time as to allow creditors to file a claim. This period varies from state to state but is generally not very long.
  • The costs associated with probate will deplete the estate’s assets: For most estates, probate isn’t even required in the first place. If an estate does need a formal probate, then the cost of probate is usually less than 5% of the estate’s total value. Sure, survivors are likely to face attorney’s fees but in some states attorneys charge a percentage of the estate’s value rather than a flat or hourly fee. This fee is usually less than if those same survivors were to pay a flat out hourly fee to a probate attorney.probate
  • The oldest child is entitled to be the executor of a parent’s estate: Birth order does not hold any water when it comes to who will be the executor of an estate. The court usually goes with whoever is named in the will regardless of whether or not they are the eldest sibling. The only exception to the court respecting the wishes of the deceased in these cases is when there is a compelling reason to not have the person named in the will be the executor.

Now that you’ve learned about some of the common misconceptions and misunderstandings regarding wills and probate, you can start the probate real estate investing process with accurate information and with confidence. This knowledge will also help you when you purchase listing leads from us. Don’t let probate be the one area that you are lacking knowledge.

probate lawyer

Top Probate Attorneys Give Pointers on How You Can Help Them

One of the key people who will increase the value provided by your services is a probate attorney. There are primarily two reasons for this: First, the probate process is very complex and the average layperson has problems negotiating the various legal twists and turns that are involved in even the simplest case. Second, probate is required in most cases. As such, many issues can arise; people can contest the will, etc. So that you have a hand up on helping facilitate the legal process of probate for your client, we’ve gathered together some advice from top probate attorneys.
Make self available to clients and to the probate attorney: Probate cases can rapidly evolve as wills are contested, etc. Nothing is static. For this reason, your client may need to reach out to you often. Make yourself available to your client so that the probate attorney can have information he or she may need to adjust his strategies.
Know probate process in and out: Only by understanding the ins and outs of probate can you be of assistance to your client and/or the probate attorney. Professionals who are not so equipped can lose money, clients and cost the attorney time. You can increase your knowledge and indeed become an expert through training on our site. At the same time you can grow your real estate seller leads in a cost effective and efficient manner.
Be empathetic with client: Ultimately, it is all about making a sale. However, you must not forget what the client has just gone through. They have suffered the loss of a loved one and are experiencing a difficult and confusing time. You can help the probate attorney by acknowledging this and by letting clients know you understand their current situation.probate lawyer
Be ready to form network of associates: There are others involved in the probate that will help your client and indeed help your business. These people include bankers, lenders and of course, the probate attorney. Be someone who is an expert on team building and knows that it often takes a group effort to accomplish a goal. Probate attorneys can help you. You can help them. And both of you can help clients and their relatives in a time of loss.
There you have it. These are some ways you can help probate attorneys help others and at the same time grow your client base. You can also help yourself by enrolling in our program. Leads don’t just grow trees. Put the time and effort into your business that will accelerate it to the next level and increase your value for clients, attorneys and anyone else who uses your services.

The Biggest Fear We Hear from Rookie Probate Agents

A great man once said, “The only thing we have to fear is fear itself.” Fear can be immobilizing. It can keep us from achieving our goals and pursuing our dreams because we fear we will fail. Well, such paralysis in the real estate business can mean not only the loss of confidence but it can also mean the loss of money, time and other resources as well – not just yours but that of your client’s too. Thus, the biggest fear we hear from rookie probate agents is that they will not know enough to navigate a very complex system that is full of pit falls both for the agent and his/her clients. After all, the probate process affects lives in a very personal and profound way that goes beyond monetary considerations. People who are in the probate process are dealing with the loss of a loved one or ones. They are dealing with surviving relatives and they are dealing with a justice system that seeks to make things even for everyone but sometimes fails at it. So, you must, in the midst of all things, be sure you are doing things right and following all the steps necessary to help your client, improve your bottom-line and grow your business. (No extra pressure here at all.)

How Your Fear can be Conqueredprobate

As we said, the fear and apprehension that rookie real estate agents face is not an unnamed, non-specific fear. It all rests on how much you think you know and can bring to the table when you sit with your clients. The world of probate is populated by a great many professionals from the probate attorney, to judges, to other real estate agents all of whom know what they are doing. Listing leads are one thing; how to follow up on them is another thing. The best way to conquer your fear is by educating yourself and by using resources that are available to you. Just as your clients rely on you to inform them and make their lives easier, we do the same with our Probate Leads Marketing Program. Our education and leads program can help you conquer your fear by arming you with actionable intelligence on generating leads and becoming skilled in the probate process. This is what we know the end result of our services can do.

Probate Quicksand – Knowing When Your Clients Need a Hand

For first time executors, the weight of the duties surrounding the probate process can be overwhelming. Still assets must be secured, forms prepared and family members dealt with in a way that wraps up the loose ends that are usually left when a loved one passes away. Even when a person has gone through and is used to the process, probate can be…unpleasant, inconvenient, and expensive. Pick your adjective. That is why most experts recommend avoiding probate court if possible. And it is here, in the midst of such overpowering circumstances, that the value of your services can, as a real estate professional, increase tenfold. You can essentially be a life line that pulls your clients back to shore.

Signs your Client is in over his/her Head

As you know, the main duties of an executor are to identify, inventory, secure, and manage assets of the decedent. Yet, within that scope of duties problems can arise that can take first time executors by surprise and can make things difficult for him/her to manage. These problems include the time it can take for the process to play itself out and the fact that it can tie up probate property for months, sometimes more than a year. Another difficulty that trustees can encounter is when one or more of the beneficiaries object to the way that a trustee handles the estate. This can lead to legal action which can increase what can already be an expensive process for your client. For example, even though the probate court approves of fees that are considered “reasonable,” a probate attorney’s fees can amount to 20k for a home valued at 400K. For most people this is a prohibitive amount to pay. If your client has considered handling the probate proceedings without an attorney (“pro se”), then he/she may need your help as the probate process is too complicated a process for most people to go it alone.

Your Services to the Rescueprobate

Naturally, you can see how these problems would be burdensome to your client. If your client has communicated any of these concerns to you then this is a clear sign that he/she may be in over his/her head. Even if your client hasn’t expressed concern over these issues, you should be expert enough in the probate process to anticipate that your client may need you at some point. Our Probate Listing System and training resources can help give you valuable information that can help you extricate your client from the quicksand of the probate process and can help you gain real estate seller leads. This course is comprehensive and complete giving you such valuable information such as how to build your probate team and how to make a difference as a real estate professional. Do yourself and your client a favor by increasing your knowledge through us as many professionals have.

Top 3 Secrets to Help Your Clients Avoid Probate Property Process

The probate process can sometimes be slow and costly. It can also leave information the client might just as well keep private vulnerable to scammers and even burglars. For these reasons, many of your clients will wish to avoid this process. As a real-estate expert you can add value to your clients and make things easier for yourself by letting them know how this process can be avoided when possible. Here are three secrets your client can use to avoid probate.

    • Write a living trust: Many people believe that simply having a last will and testament will prevent their loved ones from going through probate. This is not necessarily so. The truth is that all the assets that you own and will pass on to your beneficiaries are subject to probate. A revocable living trust circumvents the probate process which can leave your beneficiaries waiting indefinitely for the income from the probate property. A revocable living trust is a document whereby you can create a living trust as a separate entity from yourself. The trustee can easily transfer the property it holds to the family and friends it was left to without probate.

 

  • Joint Ownership of Property: By taking joint ownership of a property your client can avoid probate after the first owner dies. Be sure your client has stated on his/her deed how they want the title to be held. This way the property goes to the joint owner when the primary owner(s) dies, avoiding probate completely. Your client can avoid probate using the following kinds of joint ownership: Joint tenancy with right of survivorship, tenancy by the entirety and community property with right of survivorship.

 

  • Pay-on-Death Accounts and Registrations: Suggest that your clients designate a beneficiary or beneficiaries on their bank accounts, insurance policies, pension plans, 401K plans, IRA accounts, stocks and bonds. This is actually quite easy and these financial instruments often include language that allows you to do so when you open them. Your client is then able to ensure that his/her assets are immediately dispersed without having to go through probate first. Again, this can save him/her much time and expense.living trust

This list is by no means complete but it is a good start to avoiding the tedium of probate. Even though probate can generate listing leads, your client can begin to do things to avoid the process starting today if they so desire.   

Top 5 Responsibilities of Executors and How You can Provide Value as an Expert

One of the best ways to guarantee your success as a real estate professional is to learn how other experts can add value to your own services. In other words, you should strive to learn how experts among the other fields you encounter can help you to get more listing leads, perhaps through real estate lead generation websites, increase sales and become better at what you do. An executor is one professional whose responsibilities you should know so that you can provide them with greater value as an expert.

What is an Executor?

An executor is someone who is named in a will or appointed by a court that has the legal responsibility to take care of the deceased person’s remaining financial obligations including the disposition of his/her property and other assets. This is a position that is fraught with responsibilities which become even more complicated when there are no direct inheritors.

The Top 5 Responsibilities of an Executor

  • An executor decides whether or not to sell real estate: The disposition of land and property and is among the fundamental and most important responsibilities entrusted to an executor. At times it can be a straightforward process and at other times it can be quite complicated depending on the nature of the will. An executor should know to prepare a house if he/she is going to put it up for sale.
  • An executor gets the property in the estate ready to sell: This of course is directly related to real estate experts. Getting the property ready to sell could entail removing old, word or broken furniture, replacing light fixtures, fixing the roof, etc. Here a realtor is often consulted in order to help determine an effective sales strategy.
  • An executor handles issue related to probate proceedings: This will directly impact you as a real estate expert as well for reasons explained in the previous post concerning how to acquire more listings by becoming a probate expert.
  • An executor handles debt and tax issues: The executor makes sure that the deceased person’s debts are settled and that their taxes are filed. There is a federal estate tax and smaller state taxes that may be due.
  • An executor figures out who inherits property: If the deceased person left a will this duty can be carried out quite easily. If the deceased person did not leave a will the administrator will have to consult state law to see who the decease person’s heirs are and relate them to the “intestate succession” statutes.

How You Add Value and an Expert

There are a lot of moving parts to being an executor. For this reason, executors often engage with and require the help of other experts such as attorneys, CPAs and of course real estate agents. All The Leads offers a system to help you become the HUB of the probate process so you can differentiate yourself against any other professionals and be the first to engage in the conversation.  You may be a real estate agent or investor but first and foremost you are a Probate Expert (the HUB) and then a real estate agent or investor (one of the spokes).  The diagram below will help you understand the HUB concept and what other professionals you can add to your team so you can help the Administrator no matter what their challenges may be. executor

To learn more about our service and how we can provide you a complete system to be THE Probate Expert in your market please give us a call at the number above or click HERE to see if our probate leads and complete system is still available in your county.