Tag - listings

5 Ways to Access Equity for Improvements When Traditional Financing Isn’t An Option

How Can I Finance Repairs to Get the Most Out of A Listing (Probate or not!) When the Owner Has Equity, But No Liquidity?

In our latest from our Tips From The Trainer vlog series, Chad discusses 5 Ways Real Estate Agents, Investors, and Wholesalers can access and leverage equity to make improvements on a home.

Today’s video was inspired by a question from Susan B.  in California. Susan has an opportunity with a home owned by a 92-year old widow with a fixed income in Palm Springs.  She wants to be able to access 75k in equity to fix the property because she knows she can make that another 150k through construction. The owner has equity but no liquidity, so most lenders don’t want to work with her. What are the best options?  Watch below!

Thanks for watching!

 

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MORE MARKETING TIPS AND TRICKS:

Mail Marketing Isn’t Dead – Here’s How You Can Bring Your Direct Mail Campaign Back To Life

Ask The Expert – Ivan Oberon – Leveraging Private Money for Your Real Estate Business

 

 

 

 

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/


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

 

 

 

 

Sales Psychology: More Tips That Will Help Improve Your Sales

“So keep on playing those mind games together. Faith in the future out of the now,” John Lennon – Mind Games.

Have you ever heard the expression to “be inside someone’s head?” Well as a real estate professional – and let’s face it a sales person – this is just where you want to be when it comes to your clients. When you understand and use human psychology to guide a sale you employ one of the most powerful tools in any real estate person’s arsenal. After all, our probate marketing leads will help you gain prospects, but how you interact with your clients will determine whether or not you can turn prospects into clients. Let us show you some tips about sales psychology that can help you produce more sales.

 

  • Give your prospect fewer options: Giving your potential client too many options will tend to confuse them and make it difficult for them to make a choice. Instead of throwing everything at them that you can do, ask qualifying questions and use this knowledge to see how you can help them specifically.
  • Use urgency effectively: Use urgency and scarcity to let client know that if they delay they may be missing out on a great deal. Just be sure to give them enough information to follow up with you and remain available should they choose to do so. Remind them of the deadlines that are involved when dealing with issues involving probate property.
  • Arouse curiosity: Curiosity if one of the strongest motivators of human behavior. Whet your prospect’s curiosity by telling him a story that relates to his/her situation. You can also follow up an initial encounter with a letter that speaks more about what you can do for your client.probate marketing
  • Use the fear of loss in your pitch: Make your listener know that he/she has a great deal to lose by not using your services e.g., money, time, etc. This is also known as FOMO or Fear of Missing Out and it is often just as powerful as the desire to gain something.
  • Be honest: A lot of people associate anyone who is trying to sell them something as inherently being dishonest. The truth is you can sell without deception and let prospects know this. Admit to your shortcomings and that you will not be able to do everything for your client. In other words, only promise what can deliver.

In short, you will be amazed by how effective these psychological triggers can be once you roll them out of your arsenal. Another tool you can use is our probate leads list and our courses that will give you the knowledge to use the list in the most effective way.

Best Real Estate Marketing Strategies

All real estate experts know that the housing market is constantly full of fluctuations. However, savvy real estate professionals can find opportunities in even the dimmest economic conditions. How can he or she do this? He/she can buy qualified leads and ramps up his/her marketing efforts. In order to help you adapt to these changes and to the competition, we have provided you with six foolproof real estate marketing strategies that will help you excel in 2019.

  • Stay up to date on your social media accounts: Keep all your social media accounts with the big boys – Facebook, Twitter, Pinterest, Google+ and Instagram – up to date. This will help you interact better with users and promote your properties. Instagram and Pinterest in particular good sites for sharing house pics.
  • Add social sharing to property pages: Home shoppers love to share housing picture with their friends and family. Therefore, you should always make it easy for them to share pictures and info on your sight by adding plenty of easily visible social sharing buttons.
  • Consider using a chat service on your site: Let’s face it – people have different schedules. Not everyone is able to communicate with others during normal business hours. Therefore, you should consider hiring a chat service that can take messages and respond to queries 24/7.real estate
  • Reach out to influencers: This has become a very popular way to build and grow brands. And as a real estate agent you will work with a network of professionals – mortgage brokers, general contractors, interior designers. Agree to compensate major influencers in some mutually beneficial way and you will have a partner who is willing to help you grow your business.
  • Use experiential marketing: Engage with former satisfied clients to help you promote your services. These former clients can help you by becoming referral sources and by sharing content about your business via social media.
  • Write guest blogs to earn high quality backlinks to your site: Contribute to one of your colleague’s or partner’s website by submitting informative articles to it. The link back to your website may help generate traffic if the partner or colleague’s site has a high visitation rate.

These are just a few marketing ideas you can use in 2019. We haven’t even touched upon offline marketing techniques. Of course, you can also grow your business by purchasing our real estate leads for sale and by educating yourself on probate marketing. Our site contains a video conference archive and instructional materials that will help you do just that.

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.

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.

Why We Use Greeting Card Envelopes for Probate Marketing?

Here is a fact that you may not know – mail is more likely to be opened when is wrapped inside an attractive envelope. And since it is an absolute necessity in this business that you preempt the competition and that you build a rapport with clients, the manner in which you send your message is also important. Thus, there are several advantages to using greeting cards and greeting card envelopes to reach out to clients and strategic partners, e.g. attorneys, bankers, etc.

  • Greeting cards and envelopes come in a variety of sizes and colors: Thus, you have already distinguished your correspondence to the other mail your partners and clients receive. Moreover, the texture, color and size can also be personalized to fit your needs and the content of the mail you are sending.
  • Greeting cards and envelopes are more likely to be saved: People have a habit of saving greeting cards and even the envelopes they came in. This means that they are less likely to be lost or thrown away unlike e-cards.
  • Greeting cards and envelopes are tangible: Because clients can physically touch the correspondence you send them, they are more likely to view its contents as being reliable.
  • Greeting card envelopes are personal: As we have said before on this blog, rapport building is an essential part of what you do as a real estate professional. It is a vital part of yourmailbox motivator communications with your strategic partners as well as your clients. Correspondence sent in an attractive, customized envelope is more personal and attention getting. Clients will know that you have their specific needs in mind when you send your message this way.

The Advantages of Sending Physical “or Snail Mail”

Of course, in our digital age it is fair to ask if sending a physical piece of mail to someone is even practical. We say it is for the following reasons.

  • Direct mail can extend your personal brand.
  • Direct mail can be personalized and its results measured accurately
  • Direct mail can be more cost effective than heading a digital campaign.

For these reasons, we suggest that your probate property strategy include regular mailings to clients and partners. This will make your correspondence stand out from others. We also suggest that in order to grow your listing leads that you join our program. We can help you automate your probate leads marketing program and get results quickly.

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.

Partnering with Real Estate Leads Sale Companies to Provide More Seller Leads

If you’ve ever watched ABC’s Shark Tank you know that one of the main things entrepreneurs seek in being on the show is to form strategic partnerships with the “Sharks.” Money is always helpful in any enterprise as is exposure for your product or services but forming relationships with the right partners, people who can add value to your services, is equally important. For forming strategic partnerships with others offers the following advantages:

  • Access to new customers
  • Opportunity to reach new markets and sectors
  • Added value proposition for your existing customers
  • Build brand awareness and trust
  • Expanded geographic reach
  • Share resources

All of these benefits are helpful to real estate professionals who most often gather together resources from a number of professionals in order to make the wisest business choices. This brings us to the network of people with whom real estate professionals must interact in order to give value to their customers. This network of professionals includes mortgage brokers, lenders, insurance brokers, etc. A probate attorney is also an important person for whom you should seek to partner. However, few are as important as the relationships formed with estate sale companies. Estate sales companies give professionals actionable intelligence on homes and estates that are for sale or that will become available. They give real estate professional information that they can use to navigate the probate process. This knowledge not only increases a real estate agent’s leads, it also helps him/her better serve his/her client.estate sale

For this reason, you should seek to think strategically. Of course, the person/entities must know that you can help them as well. It makes little sense to attempt a partnership with a company or individual whose interest are not aligned with your own or one that is a competitor to your services. An estate company’s goals perfectly align with your own.

All the Leads can, in a sense, be a strategic partner for your business as well. We can do this by supplying you with the knowledge and the skills needed to increase your businesses’ value. We do this by helping you to grow your bottom line by giving you’re the ability to get more listing leads. The value we get from you is in the form of feedback. Only by listening to you can we help improve our service to benefit everyone in the profession. We value feedback since it helps us all in the end. So, take advantage of our training resources today.