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Probate Real Estate Leads and How to SUCCEED – Richard Eaton’s $22k ROI in Under 2 Hours

Probate Leads: How to Find Long-Term Success and Big ROI.

Richard got three “Come List Me” Calls from Probate Leads in one day. How? Two were brand new leads that called him back after receiving his first letter in the mail, and one was from an 8-month old lead he made a follow-up call to.  He is looking at about $22k ROI from these three calls he got within an hour and 45 minutes.

Richard shares several pieces of advice for getting the most out of probate leads.

He describes how he manages follow-ups to people who tell him they aren’t interested, and how following up to these same people really pays off.

The Competitive Edge of the All The Lead’s Approach

Richard also builds on a question Renee Kische introduced earlier in Mastermind Call #251  about how to compete with iBuyers.  In Richard’s market in Birmingham, Alabama, iBuyers are already losing their wind as people realize the perceived savings of working with an iBuyer really don’t match the final net of the sale.  Richard describes his success competing with iBuyers simply by doing what he was already doing – Offering options and providing real value to his clients as All The Leads teaches.

Richard has been working with Probate Leads for about 8 months and his response and position as the probate expert in his market is growing.  Chad and Richard discuss how to channel this momentum into building attorney referral relationships so Richard can continue multiplying his success.

Congratulations on your success, Richard! Hear Richard’s story by watching below:

 

More Things To Do With All The Leads:

Join the All The Leads Mastermind Group on Facebook.

Hear last week’s Success Story – How David Milonas turned 5k into 75k

More on Competing with iBuyers by removing your agent/investor/wholesaler hat and offering real options

Check for probate leads in your county

 

 

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

Preview for Scott Nance's success story of a probate property he sold for $240k when the seller was about to take a $70k cash offer.

Scott Nance’s BIG WIN – From $70k to $240k in Just 22 Hours! Probate Real Estate Success Stories With All The Leads

In this highlight from Mastermind Call #248, Scott Nance shares his Probate Real Estate Success Story!  Scotts clients are an elderly couple, and they were about to accept a 70k cash offer.  He knew the house had more equity and that the area was up-and-coming because of nearby colleges and new construction.  Scott helped the couple list the property and within 22 hours, it was under contract for $240k!  What a great win for both Scott and his clients!  Hear his story in the video below:

Become A Certified Probate Expert

Here at All The Leads, we encourage everyone to put titles aside and offer value first.  Instead of being JUST a real estate agent, investor, wholesaler, or fix-and-flipper, we teach you how to offer multiple options so you can turn leads into clients, and clients into lifelong referrals.   We teach you how to do this creatively by building a team of vendors in your market, this way you can maximize your brand value and minimize the time and capital. Make sure you subscribe to our channel and join the All The Leads Mastermind group on Facebook!



Join us each and every Thursday for our weekly Probate Mastermind Q&A Calls!  Share your wins, get motivated, and learn from the best probate real estate agents, investors, and wholesalers in the country.

 

 

New to All The Leads?

  1. Join the All the Leads Mastermind Group on Facebook
  2. Hop over to the All The Leads YouTube Channel For Over 600 Hours of Free Probate Training Content
  3. Take a 3-day Probate Mastery course and become a Certified Probate Expert.
  4. Check Your County for Probate Leads

 

Mastermind Highlight Summary - Handling Probate Real Estate Objections. Probate Attorney Myths

TRUTH or MYTH?? “Our Probate Attorney Said We Can’t Sell Until Probate is Closed!” Handling Objections – Mastermind Highlights

In this highlight, Chad covers the basics of the probate process and how to communicate effectively to prospective clients that they CAN move forward in selling their inherited property – even while probate is open.

 

Has A Personal Representative Ever Told You They Can’t Do Anything With Their Inherited Property Because They’re Still Going Through the Probate Process?

Maybe their attorney misspoke. Maybe they were taking in too much information at once and didn’t really understand correctly.  In any case, this is a MYTH!

The Truth Is, Probate Doesn’t Need To Be Closed In Order To Sell Property!

There are even instances where settling an estate requires property to be dealt with.

We know this is a common misconception, wherever it may originate from.  We also understand people trust their probate attorney and in order for them to be receptive to you, you’ll need to convey value and expertise confidently when you hear this kind of objection.

In this highlight, Chad covers the basics of the probate process and how to communicate effectively to prospective clients that they CAN move forward in selling their inherited property.

Call Summary

Kenneth calls in from California and asks a few questions about the probate process. How does the overbid process work? How do creditor claims work in probate and what is the window for that? How does the bill for the Broker Price Opinion (BPO) get assigned through probate? Is it true I can’t move forward with selling the property until the estate is closed?

Chad gives a great overview on the timeline of the probate process, dispels the myth that property can’t be sold until probate is closed, and offers great verbiage for handling this objection in a way that conveys value and expertise.

Don’t forget, when you are able to help a personal representative move forward when they thought they had to wait, you now have a great opportunity to build a bridge with their probate attorney! Show THEM how you can provide the same success story for their other clients.

This highlight is from Mastermind Call #238.

Join Our Mastermind Group for more resources and networking opportunities.

 

SEE ALSO:
HOW TO HANDLE THE MOST COMMON PROBATE REAL ESTATE OBJECTIONS: https://youtu.be/j-OnEg_nC_A

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)

 

 

Probate Quicksand – Knowing When Your Clients Need a Hand

 

Assets That Don’t Need to Go Through Probate

 

 

 

How to Go on Listing Appointments

Tips for Winning Face-To-Face Appointments – From Start to Finish! Probate Real Estate Training Top Plays

How to Walk Out of Face-To-Face Appointments With PAPERWORK SIGNED – Whether You’re An Agent, Investor, or Wholesaler.

Have you ever wondered what to say when a seller tells you they’re planning to work with another agent (That they’ve known for years… That they HAVE to use)?
(If you missed our prospecting quick tip yesterday on landing a face-to-face appointment when a seller already has another agent in mind, check it out here)

In this highlight, Chad Corbett and David Pannell discuss how you can go into any face-to-face appointment and win it, all while using your competition to set yourself apartMuch like the Tortoise and the Hare, the first to blast off from the starting line isn’t necessarily the one with the strongest finish.

 

Nuggets in this Video:

  1. Leave your Agent, Investor, or Wholesaler Hat at the door – How to offer more than one option.
  2. The Good-Cop/Bad-Cop Approach – Get sellers to self-select a Cash Offer, As Is, or Retail Price.
  3. How to present prices in a way that builds trust and motivation.
  4. ALWAYS bring pre-filled paperwork and leave an offer in hand.
  5. Get the signature without even asking.

Check it out!

 

What’s the Water Bottle Trick

 

 

SEE ALSO:
Creative Financing – Don’t stop at a cash offer! Here are 5 Ways to Access Equity for Improvements!

 

This highlight is from David Pannell’s Probate Leads Case Study, which you can catch in full here.

 

For more Training and Education resources for Probate Real Estate,
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Join our Mastermind Group on Facebook

 


 

Connect with Chad Corbett: https://www.linkedin.com/in/chad-corbett/

Interested in Affiliate Partnership/Collaboration? www.alltheleads.com/affiliates or email 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

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

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

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

Guide to Getting Referrals

According to a 2015 Nielson survey, 83% of people rely on the opinions of family and friends to make their purchasing decisions. Thus, word-of-mouth is just as important in your marketing efforts as SEO, social media marketing and email. How does one learn how to get more referral business? Lucky for you, we’ve got a guide right here.

  • Get referral ready: Prepare to solicit and be able to handle referrals. Ideally, your business should do things to make itself referral ready by offering clients incentives, identifying referral prospects and by keeping in touch with clients even after you have met their needs. You can gauge who might be a prospective referral by creating a survey or poll that clients can take once you have served them. In this way, you will gain more listing leads.
  • Exceed expectations: Your business should strive to go above and beyond for its customers. By doing so, customers will be more likely to share the positive experience they had with you via social media, blogs, etc. This can not only enhance your reputation, it can also be an inexpensive and effective means of advertising.
  • Be tactful when soliciting referrals: We know it can be a bit difficult to ask customers for referrals outright. However, as long as your timing is just right and you are polite and courteous with your ask most customers will not have a problem giving you a referral. Finally, don’t forget to thank customers who do give you a referral.
  • Don’t accept just any referral: Quality matters more than quantity when it comes to referrals. Be sure that the clients you do solicit for referrals will make high quality, complimentary comments about your services.
  • Offer incentives: Don’t think of it as a bribe. Think of it as sweetening the pot for someone who you have helped with your services. The incentive you do offer does not have to be cash although that is always a nice plus for most people. The reward you offer can be as simple as an inexpensive Starbucks or Amazon gift card. After all, many people desire to know how they can be benefited once they have helped others achieve their goals. referal

As we said before, referrals are all about putting your clients out there as salespeople for your company. You can spread the word about your company through someone who you have given superior service to and save money at the same time. As one of the top real estate lead generation companies on the Internet we can save you time and money by supplying you with quality probate leads and invaluable knowledge about the probate process.

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! Let us know some of your favorite creative financing strategies by dropping a comment below!

 

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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

 

 

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

 

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.

 

 

 

 

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.