Preview for Probate Mastermind Real Estate Podcast Episode 298

Cold Call Tricks for Common Objections | Wholetaling vs Wholesaling and How COVID is Impacting Investment Strategy | PLUS 15 More Real Estate Q&As. Probate Mastermind Real Estate Podcast #298

The Interactive Podcast on Probate Real Estate - Pick Your Podcast Platform

Probate Mastermind Episode #298

Recorded Live on October 1st, 2020.  Join Us Live Every Thursday and check out previous episodes

 

In this episode of the Probate Mastermind Podcast, you'll learn new ways to handle cold call objections like "Court's delayed, call me back later!" and "I am not interested."   The coaches break down price options, estimating repair costs and ARVs, and how COVID's impact on the lumber market is affecting investment strategy.  Chad breaks down wholetailing vs. wholesaling.  Other topics covered include optimizing long-term marketing for old leads, partnering with an attorney for creative financing, using Letters of Intent in place of contracts, and real success stories, feedback, and insights from participants.

Shout out to MaryLee for her recent double-side PLUS referral transaction! Hear about it at 12:18. “I have really overcome my fear of making those telephone calls and feeling like I'm not being of service.  Now. I realize what a tremendous success it was and how helpful it was to everyone all around that I no longer feel intimidated that I'm bugging them or I don't have offer any value.”

 

These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country, and can be found at AllTheLeads.com/Blog or in the “All The Leads Mastermind” Facebook Group. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate Real Estate

 

 

 

Handling Cold Call Objections: "Court's Delayed; Call Me Back Later!" (0:38)

Caller is getting the “Call Me Back” objection more than ever because of Coronavirus and court backlogs.  The seller is concerned they can’t do anything without their letters of testamentary or until probate is closed.  Chad shares tips for handling this common cold call objection.

See More: “Our Probate Attorney Said We Can’t Sell Until Probate is Closed!” Handling Objections – Mastermind Highlights

Real Estate Contracts vs. Letters of Intent (2:44)

Can you sign paperwork to purchase a house or list a house before a probate lead has their letters of testamentary?  Chad discusses the difference between enforceable real estate contracts and letters of intent.  Even though they’re not legally-binding, letters of intent are extremely powerful and using one has a lot of pros.  

Sales Psychology and Language: Future Pacing (3:37)

Bruce describes a sales technique called ‘Future Pacing,’ and how you can win a commitment by getting the your prospect to picture themselves in the future with their problems solved.  This effective technique will help you win commitment when responding to objections that deal with waiting, procrastinating, and uncertainty about where to start.  

Creative Financing 101: Learn The Different Strategies and When To Use Them (4:54)

Josh (Pennsylvania) has a SUPER motivated seller that’s dealing with a reverse mortgage.  The ARV value would cut out all the equity in the deal.  Jim and Chad breakdown going the Short Sale vs. Sub2 route.  Next, Josh asks how to present this. Chad details how to educate the seller on both options.


See More: Chad’s Book Recommendation - Chris Fontaine: Real Estate On Your Terms

Chad’s Webinar on 7 Different Creative Financing Strategies and the Pro’s and Con’s of Each.

Partnering With A Real Estate Attorney For Creative Financing (8:14)

How can a real estate attorney help you compared to a title company? How can you find attorneys to work with and make sure they are strong partners for real estate investment? What’s the best way to approach an attorney to work with them on creative finance paperwork, deals and closings?

How to Jump Into Probate Real Estate (11:30)

Ken is looking for advice on getting started as a probate real estate agent. 

See More: The Probate Leads System, Probate Mastery course, the All The Leads Facebook Mastermind, and the All The Leads YouTube Channel.

Mary Lee Shares Her Success Story: Trusting the Process and Providing Value (12:18)

Mary Lee describes a phenomenal deal she’s closing.  She initially marketed to the lead back in June through the mail, and they reached out to her via text message two weeks ago.  Mary Lee describes how she navigated the deal by offering three different solutions.  The house was a hoarder house.  She ended up double-siding the transaction on this house, referring the personal representative to an agent in California to help her buy a house with the funds, and the seller is super happy! Mary Lee describes how this deal is expanding her sphere of influence.  Mary Lee was about to throw in the towel on marketing to probate leads, but just like that the ROI came through! 

Chad and Mary Lee reflect on how deals like this make you fearless and solidify confidence in the value of your work.

Cold Call Tips: Follow-Ups and Converting Leads to Clients (17:35)

Dave is interested in using ringless voicemail.  How risky is it to leave automated voicemail drops; can you get sued? Chad explains why the litigation risk of ringless voicemail is growing in 2020 and suggests an opt-in strategy to protect yourself.

See More:

  1. Probate Quicksand and Pulling Personal Representatives Out Of It
  2. David Pannell’s 2020 Case Study: See how David Pannell has built wealth through probate real estate as an agent AN investor.

Price Options, Estimating Repair Costs and ARVs, and Choosing The Best Deal Structure (23:12)

Caller is looking for clarity on how to price properties out and choose the most profitable deal structure.  Chad and the caller discuss the different price options and the math behind calculating repair costs, after-repair values, and return on different listing, acquisition, or creative finance strategies. Chad also discusses how rising repair costs due to lumber market supply chains make as-is a much safer strategy right now.

See More: Rising Lumber Costs and Real Estate Investment Strategy: Why YOU Should Motivate Sellers To Skip Repairs and Sell AS-IS 

Wholetailing vs. Wholesaling Real Estate (26:28)

Chad and Jim discuss what wholetailing is, how it’s different from wholesaling, and why it’s often a better and more profitable strategy in today’s market.

Steve Shares His Experience with QLS and Chris Fontaine's Coaching (29:36)

Steve has taken Chris Fontaine’s course and is using his QLS (Quality Leads System).  Steve shares his praise for Chris’s work and how well it ties into what Chad teaches as far as creative financing and the probate real estate niche.  Overall, if you understand how to provide options you can carve out an opportunity anywhere.

Tips For Prospecting Unrepresented Probate Leads AND Winning Attorney Referral Relationships (31:09)

Mary is about to send letters out to her first list of probate leads.  She sees a section in one of All The Leads’ letter templates that mentions helping unrepresented petitioners find a qualified probate attorney.  Mary is curious how many probate leads are unrepresented at the time of filing.  Chad breaks down the statistics on pro per and pro se filings in probate. Then, Chad describes how offering to help someone find quality representation is not only a viable prospecting strategy on the lead side, but also for winning B2B relationships with attorneys by bringing them referrals they can’t solicit for themselves.

I'm an Investor. How Can I Find An Investor-Friendly Realtor Partner? (35:14)

Mary is a real estate investor.  Sometimes her prospects want to go the listing route.  Should Mary get her real estate license? Chad discusses how every agent and every investor can make more money by offering both options, whether by getting licensed themselves or working with a strong partner.

See More: Why EVERY Investor and Agent Should Have an Agent/Investor Partner.

How Asking The Right Questions While Prospecting Can Up Your Follow-Up Game  (39:10)

Eddie is sticking to his prospecting schedule and getting his cold calls and follow-up calls made.  He’s trying to find the “Sweet Spot” for making follow-up calls.  He wants to be aggressive without bothering people.  Bruce shares his strategy and conversational language for finding the follow-up sweet spot.  It all comes down to the individual’s ideal situation and adjusting your follow-up strategy to match that individual’s ideal situation.

How To Overcome the "I am not interested" Objection (41:44)

Eddie is looking for tips on handling cold calls that end with “I’m not interested, we have it all handled, *CLICK.*” Bruce explains his technique for responding to this objection before people can hang up.  It works so well, the prospect usually won’t offer any follow-up objection at all.

Old Leads: Tips For Optimizing Your Long-Term Marketing (45:59)

How old is too old? How long are probate leads worth marketing to? Chad gives his magic number at 3 years, and Jim shares a deal he closed yesterday on a two year-old lead.  The coaches offer advice on how to optimize a marketing schedule to maintain followup to old leads.  Bruce also plugs Probate Plus+ as a tool to check who still has property to sell.

Cold Calling Widows/Surviving Spouses in Probate (48:32)

How often should you call widows/surviving spouses? Chad lays out a tentative schedule, and more importantly emphasizes the value you can bring by helping surviving spouses early in the process.  Chad shares how the first widow he helped left a lasting impact. 

See More: Cold Calling Widows/Surviving Spouses in probate

 

 

 

Ways To Catch This Episode of Probate Mastermind:

Apple Podcasts

Spotify

YouTube

Download MP3 from Dropbox

Browse More Podcast Options

Episode Transcript

Probate Mastermind Real Estate Podcast #298 Transcript

A.I. Narration: [00:00:00] Welcome to the Probate Mastermind Podcast! These episodes feature: live questions, Deal Analysis, and Best-Practice Tips on everything from personal development, sales psychology, creative financing, marketing, and more.  Hundreds of Agents, Investors, and Wholesalers from around the country join the All The Leads Coaches: Chad Corbett, Jim Sullivan, and Bruce Hill , each and every week.

Be sure to subscribe at AllTheLeads.com/Podcast, and join our Free Facebook  Group " All The Leads Mastermind."

Thanks for listening to the Probate Mastermind Podcast!

(Disclaimer: As with any live recording, things happen, this audio has been cleaned up for better listening experience.  Let's go to the first caller)

Handling Cold Call Objections: "Court's Delayed; Call Me Back Later!" [00:00:38]Caller 1: [00:00:38] Hey guys, quick question. During COVID right now it's taken a lot longer to get their letter of testamentary than they'd like. Personal representatives are having trouble, or they don't think they have any authority to do anything and hold off and give you the kind of "call back later".

So my question is in situations where, the letter of testamentary has not been released yet personal representative has basically no power to do anything yet. What can you do to earn their business or get them to commit to you guys and help out?

Chad Corbett: [00:01:09] So until they get the letters. Yeah they can't really do anything as far as selling anything, but you can prepare the real property for sale, including staging personal property. So for example, we could take everything to a storage unit and have it ready to go or get it out to the garage or the outbuildings. Have a plan in place and you can do things like that to help, just get them ahead of the curve.

I like to use it. The metaphor of, everybody's familiar with Disney world. And the lines there. So whenever the gate opens, would you rather be the first person at the gate? Would you rather be just getting off the tram and then you get to stand there for another three hours?

So there's some things that we can do that you know, that don't require the letters testamentary,that we're going to have to do anyway. We're going to have to value the personal property, organized personal property, schedule a sale, get posted, no trespassing sign, get proper insurances in place.

Others. There's a lot of things, not a lot of things. There are some things that you can do that will make them feel like they're making progress and will create a bond with you. there's some service we can give them, even if they don't have the authority to sign contracts and actually convey property.

So things like that, just through asking good questions, find out what their needs are. Just, what's been the toughest thing. If you had the letter of testamentary, what would be the first thing you would do today? What do you feel is most important that you're not allowed to do right now and get them talking, get them telling you what's stressing them out, but.

Basically, other than selling anything, you can do just about everything else. You just don't want to go sell everything before the court actually gives them the authority.

Real Estate Contracts vs. Letters of Intent [00:02:45] Caller 1: [00:02:45] Got it. And are you allowed to sign paperwork to purchase a house or and put it as a closing date of when they're able to sell, as opposed to putting a closing date, like 30 days, is that possible?

It wouldn't be a valid enforceable contract. So just use a letter of intent. So for anyone who's listening, even in brokerage, like you can purchase a letter of intent to list. And, you and your broker could come up with that. It's not worth the paper it's threatened on, but it's very valuable because it creates a mental commitment.

So they know they signed something and they know that emotionally they were serious  when they signed.  And they made the commitment. It just helps insulate you against competition. It's not enforceable. And not that you would ever want to litigate that anyways, but it's something you can do to try to get, get the mental commitment to protect your position.

Okay.

Sales Psychology and Language: Future Pacing [00:03:38]Bruce Hill: [00:03:38] I'll throw in and say a lot of times when you're dealing with, these folks they're not in a position where they have their letters testamentary, they can't sell anything or do that much. It's a really great way to throw in, Hey, look, I completely get it, but in other words, let them off the hook.

I completely get it. There's not a whole lot you can do right now. You don't have to worry. I'm not going to try to sell you on anything. But real quick, tell me a little bit more about the process and I love Chad's, that question you asked If you did have your letters, testamentary, what would be the first thing you do is that how you phrase that?

I thought that was really good.

Chad Corbett: [00:04:13] Yeah. And what I'm trying to do is get them in the mindset. I want to get them in the mindset of okay. If I had it, what I commit to this guy and if I can get them to mentally internally say yes, then I'm good. And then I hand them the blue pen and the letter of intent.

Bruce Hill: [00:04:28] Yep. There's something called future pacing. In sales, you get people to start imagining themselves the results that they get down the road. And that's a really good opportunity to future pace them without them feeling like they have to buy what you're selling and you get them kind of thinking about the future.

And it's a very strong, emotional connection that forms between you and a prospect. When you can ask them about the future.

Caller 1: [00:04:52] Got it. Thanks guys.

Jim Sullivan: [00:04:53] All right. You're very welcome.

Creative Financing 101: Learn The Different Strategies and When To Use Them. [00:04:54]Caller 2: [00:04:54] Hey, what's up guys? Can you all hear me?

Jim Sullivan: [00:04:55] Yes, sir.

Chad Corbett: [00:04:56] Loud and clear.

Caller 2: [00:04:57] Cool. Few questions guys. I was listening to the call you guys put out yesterday, but the gentlemen on there asked about subject to, or actually had asked about a scenario and I think Chad had proposed a subject to, or a wrap or something like that.

Some sort of creative financing I'm trying to learn about. Subject to, and I did buy the book that you suggested Chad, on audio book. d into it yet. Just bought it this morning, but I've also found Propelio, which I guess is a CRM and a data pooling website. But anyway, they have a really good YouTube channel with a guy named Grant Kemp.

And he's supposedly really savvy with the. Subject is, he's one of the, one of the big boys when it comes to creative financing.  But my question was. I'm going to go through those.

And I'm just about to get my realtor's license along with my wife. And, we're just kinda trying to figure out how, really trying to get some value to offer these people when we're calling them, whether it'd be probate or pre-foreclosure vacant homes or whatever, you know, wholesaling a part of that, obviously listing as a, is a part of that as well and brokerage. But the creative financing, where do you guys suggest, I know you said that author of that book did have a program, which grant Kemp does also, I think the, entry-level, mastermind or whatever, it was like five grand a year.

And then he had a big boy when it was like 25 grand. And I spoke with him on the phone actually, obviously we're not trying to go that route now. We just want to learn and bump our heads. But what do you guys suggest as far as getting into creative financing and, just learning all this information I've been in the probate mastery twice. And I've got a pretty good grasp on that, but where do y'all suggest going for the creative financing education?

Chad Corbett: [00:06:30] A good starting point. We did a series back in March called 'Shift Happens' when Covid began. Have you watched episode four?

Caller 2: [00:06:38] I haven't man. I've listened to everything you guys have done except

Chad Corbett: [00:06:40] Episode four of shift happens, seven specific creative techniques that will work in this environment really well,  how to negotiate a free deal. And I've been pushing everybody to Chris Prefontaine. He has the book, 'Real Estate on your Terms.' And then he has a course, I think it's called well now it's his course, but, I think his courses either a thousand bucks or 1500 bucks, we currently don't have any affiliation with him, but he's doing it right.

He's doing creative financing with ethics. And so I've been sending everyone his way. just because I believe in what he's doing. I think he's doing it right. He's doing it ethically. It's good quality education. 1500 bucks is nothing.

Caller 2: [00:07:23] Right. And is he hitting subject to the raps, the, all the different kinds of Creative Financing?

Chad Corbett: [00:07:29] Yep, and then the other thing also my friend Brandon Turner, who does BiggerPockets real estate podcasts. He wrote a book you can go to biggerpockets.com or it's also an Amazon. It is 'Buying Real Estate With Low or No Money down by Brandon Turner.

Caller 2: [00:07:45] Never read it, but I got it.

Chad Corbett: [00:07:47] Okay. That's a good book too. Brandon's a sharp dude.

Caller 2: [00:07:50] Oh, sweet.

Chad Corbett: [00:07:51] Those are the two guys that I send people to. I have creative financing courses in my head, but I haven't gotten them out. Those are the guys that I trust to send folks to. I wouldn't, I would, yeah, I know.

There's some people on this call that have taken, Chris's QLM course and really got a lot from it for a thousand bucks. It's yeah. Honestly, it's not very much money

you know, you'll make that back 10 fold on your first deal.

Partnering With A Real Estate Attorney For Creative Financing [00:08:14] Caller 2: [00:08:14] For sure. And also I heard, you mentioned going to a real estate attorney. Here in Georgia, that's what we have to do. We don't have a title company.

Chad Corbett: [00:08:21] Yeah.

Caller 2: [00:08:22] I heard you propose, going to them and asking them how the paperwork works exactly.

Chad Corbett: [00:08:25] I'm sure you 50 grand to look over your shoulder or they'll split your deals. I don't recommend it man. Like with creative financing, it's so easy to take advantage of people are so easy to make mistakes. I actually liked to have the attorney be the actually mentoring you. And the attorney you want to choose is the one that's representing the investors who is closing deals for the investors who are buying as the courthouse steps that were bought at tax sales by and short sales.

So they have a lot of experience dealing with issues and more, advanced real estate tactics. And that person you're going to have to go to him eventually anyways and make sure that your paperwork's right, the clauses are right. So paying somebody  50 grand to mentor you and tell you how to do that stuff at a very broad level?

Just go local. Even if you have to pay the guy 200 bucks an hour for his time. That's how I did this. Like I basically sit down and wrote all my own contracts and then took them to an attorney and I'm like, alright, shoot holes in this. And they're like, where did you get this? And I'm like, I wrote it, but I trust my paperwork especially now because we did it together, me and the attorney. Hey Jim, are you there?

Jim Sullivan: [00:09:37] Yeah. That's your microphone's cutting in and out significantly. About 80% of the time. You're fine. And the other 20% is you're in a tunnel. I don't know what that music was. That music started playing...

Chad Corbett: [00:09:50] This is my first call with my AirPods Pro.

I trusted them and I shouldn't have

Caller 2: [00:09:54] And Chad, if I'm approaching an attorney like that before I really get started, just trying to get that the nuts and bolts, make sure I know what I'm doing. What do you suggest that I say to that attorney? even if I have to pay him, 250 or whatever, to sit that with him for an hour, how do you suppose

Chad Corbett: [00:10:09] So the way I did it, I found out what attorney that, the more advanced investors were using. I went, introduced myself, "Hey, listen, we'll be doing creative financing, lease options, wraps, sub 2s. and I really would like to, make sure I have my head wrapped around it. And I know exactly how to write a good contract before I start.

Can I bring my paperwork in and sit down with you? And obviously with the intent of you being my kind of exclusive attorney for closings", and they said, "Absolutely, come on over!" And we sat down and.  I think I asked them to throw an invoice at me. They weren't going to charge me because they saw it as an opportunity to earn future business for their closing business, for escrow business. So you probably won't have to pay them. Just say listen, I'm looking for an attorney that - I want to make sure that I'm doing this right. And that I'm mitigating as much risk as possible on my side, obviously, but also on their side. And in exchange, I want to have an exclusive office that I run my creative financing closings through. Am I in the right place?

And they should perk up and be like, absolutely, come on. Let's talk about it. It's so much just like with most of our vendor relationships, usually you don't have to pay or exchange money. It's reciprocal value, goes a long way.

Caller 2: [00:11:26] Never hurts it though. Cool. Thanks so much go enjoy the beach, man.

How To Jump Into Probate Real Estate [00:11:30] Ken Maxwell: [00:11:31] Hi, good morning. My name is Ken Maxwell. I'm in New York in the Bronx and I'm just..

This is my first time call in and I'm just curious to understand what is the process to get started as a probate agent. what would you recommend that we do in the beginning and continuously.

Jim Sullivan: [00:11:52] Kevin, have you spoken to any of our salespeople yet here they walked you through the program or not?

Ken Maxwell: [00:11:58] No.

Jim Sullivan: [00:11:59] Yeah. That would be a good place to start. They'll give you the best practices after the call. I'll have somebody reach out to you at this number if that's okay, but, very simply, you get the leads, we've got a fast track program. You can go through in an hour and then just start learning. We have a ton of information on our website that you can absorb in the meantime.

Mary Lee Shares Her Success Story: Trusting the Process and Providing Value [00:12:18]. Next up is four zero four six. You're up next.

Mary Lee: [00:12:23] Hi, this is MaryLee. I have a success story I want to share,

Jim Sullivan: [00:12:27] Great! We like those!

Mary Lee: [00:12:29] So, I got my first batch of letters sent out to my leads in June. And two weeks ago, I got a text from one of those leads, asking if I could help with the sale of a house. She lived in California and the property was in a different state where I live. And I said, absolutely. So what I ended up doing was giving her three options.

I was going to sell it with all of its contents, I was going to sell it. with all of the contents removed and have an estate cell company manage the interior belongings, personal belongings of the deceased, or I was going to buy it myself and deal with it. And we got a really great offer from a cash buyer who was planning on living in the house, but was also perfectly capable of managing the patient personal belongings inside the house.

It was a hoarder house filled with valuable collectibles. So it was rather interesting. I ended up, double siding the transaction and the seller is pleased. She has her fund and I referred her to an agent in California, that's going to help her buy a house in California.

So I just wanted to say, thank you.

Three months into this. I was starting to get really weary and feeling well, the system's not working for me. I'm not saying the right thing. It's not a good idea for me to invest my money, my marketing money into this program. And then I had that phenomenal success story. I also personally met the attorney at the property so that he knew what I was dealing with and he knew that I was credible.

So it was a win for the neighbors. It was a win for the buyer, the seller, the attorney, and for me. So I wanted to thank you for all the little gems along the way that you pick up, that I picked up by doing the mastery course repeatedly, and by really having faith that the system works if you follow it and do the training.

Sometimes as agents, we spend a lot of time getting ready to do the work, and we forget to take the next step and do the work. So this was a big deal and I just wanted to thank you.

Chad Corbett: [00:14:59] That's such good advice and thank you. Thank you. I'm curious though. Yeah, you should you share the negative emotions with it.

So what are your emotions now, like now? What does it mean to you?

Mary Lee: [00:15:11] I have really overcome my fear of making those telephone calls and feeling like I'm not being of service. Now I realize what a tremendous success it was and how helpful it was to everyone all around that I no longer feel intimidated that I'm bugging them or I don't have offer any value.

Chad Corbett: [00:15:34] Exactly. And you're proud now, aren't you?

Mary Lee: [00:15:37] Yes, I am. Thank you, Chad. I do feel a lot of pride.

Chad Corbett: [00:15:42] That's what probate mastery is about!

Bruce Hill: [00:15:44] Tell us what the attorney said to you.

Mary Lee: [00:15:47] Oh, I called him to let him know the transaction had closed, asked him if he needed anything from me. And then I asked for referral business  and he said, if someone needs a real estate agent, you are by far the top of the list and I absolutely will send business your way.

Chad Corbett: [00:16:03] That's amazing. Thank you so much for sharing. I'm happy. You've got momentum now. So now what? Are you doubling down?

Mary Lee: [00:16:12] I am. And I'm actually considering taking on another County. So like a good sign. and I did speak to my sales rep there and we've talked about it and I'm looking forward to helping more people because now I know people really need this service, even though when you talk to them and they give you all kinds of bits of objections, there's a reason they're giving you objections.

Right? Chad. And so by being - exactly. So I'm just really excited about it and I'm really pleased that it was so smooth. And furthermore, I need to tell you this, Bruce, my transaction coordinator has been in the business for 35 years as a transaction coordinator. She said in all my years in real estate, this is probably the most brilliant transaction I've ever seen.

All The Leads Coaches In Unison: [00:17:04] That's incredible. So thank you. Wow. That's awesome. You said you were credible. I would say you're incredible. So that's a great story. Thank you. Thank you. Good attitude. Great results. you're definitely, in first place for the winner of the week, and I know that's that why you shared it.

Mary Lee: [00:17:23] Yay!!

Jim Sullivan: [00:17:23] I think you probably inspired a lot of other people on the call.

We really appreciate it.

Mary Lee: [00:17:27] Sure. Thank you.

Jim Sullivan: [00:17:30] All right. Next up is phone number ending in one 805 five. You're up next?

Cold Call Tips: Follow-Ups and Converting Leads to Clients [00:17:36] Danny: [00:17:36] Hey guys, it's Danny. Glad to be back on the call and definitely just want to say that, her success story definitely inspired me. And that's a great on her for that. My question, of course. Glad to be back

So I've been doing this now for about a month and almost two weeks. Done a lot of growth and improvement in the way I'm handling calls, staying on calls longer, generating the leads I want, but I'm not getting so much the closes.

And I really feel like I'm at one last hurdle. I guess just the way I'm talking? Or the way I'm presenting my pitch or how I'm just talking to the prospect. And so I don't want to stop. I want to go even harder right now because I know that's when I'll, hit the Green Land.

my only question then is when I'm presenting my pitch and I've started implementing the two to three things that the family struggle with, and the open ended question, and that works really well. They either  don't have the letter of testamentary yet, or, they might feel scared, so they don't want to like fully work with us.

 

Chad Corbett: [00:18:41] Sometimes you just have to relax, Danny and David Pannell is a great example of this. He will just step back and continue to follow up until they're ready. And then sometimes it doesn't matter how much you want it or how aggressive you want to be.

It won't help you move forward.  It's not easy to get out of probate It's a process, right? Rather than looking at this as how can I be more aggressive to get what I want? Just understand that over time you'll build that momentum and you'll have enough come list me business, or come buy this business six to eight months in those start to become regular occurrences.

Understand that with a commitment to this long term comes a momentum that really can't be replaced with more phone calls or more aggressive marketing tactics. Eventually you'll get to a point where you'll have enough letters out there and enough follow up phone calls made.

You'll have Five times the deal flow, and you'll be closing tons of these deals. we can't always force people to do what's in their best interests. We can try to influence them, but some people just go back into their shell and I bring them, but it's what makes them comfortable. So being more aggressive is not always the answer is, I guess my main point is maybe you're not doing anything wrong other than not having enough patience for the process.

For some people it's different area to area areas are yeah. More fast paced cash, conversion cycles, quicker or others. It just happened more slowly. I think you're doing the right things. you show up, you do the work you role play with us. Like you, you really care my caution to you is that if you put too much focus on what more can I do?

What more can I do? What more can I do? And you don't get that result. You might be discouraged and just understand that sometimes we have to wait for them to catch up with us.

Danny: [00:20:31] All right. All right. And that makes complete sense. Yeah, I got ya.

Bruce Hill: [00:20:35] So Danny, I'll go ahead and chime in here.

I've seen you make some incredible incremental steps. Each time you get on these calls and each time we communicate and you're getting better and better each time you were learning how to be more of an influential leader, which is the most important thing. You're still very early in this conversion cycle.

So as Chad mentioned, don't get discouraged because we have typically three to four months conversion cycle in my experience. And, you're early in it. And your pipeline is filling up your rapport that you are continuing to build each time you communicate with these people is only growing. Multiple years ago I had a client of mine that said now a client and one of my best.

Referral partners who blew me off for two years, And about every eight or nine months, she would shoot me a message that just said, Hey, don't, don't give up on us. And that was the only reason I didn't give up on him. And every time she'd sent me that message, she'd say we are so busy or overwhelmed at work.

We can't even think about responding to you. Can't even think about looking at houses in one day, two years later. They call me, we go look at houses and we look every single day for a week, every day for a week. And it was a really nice price point. So I didn't mind and about halfway through, I said, I guess your schedule's lightened up.

And she said, what do you mean? We're busier now than we've ever been before! And she'd forgotten about the busy excuse that she'd been giving me. And what I took from that is she was too busy based on the priority that buying a house was in their life. Not that they were too busy to do it. It's just that it wasn't a priority to them at that point.

And  because I built rapport through the time that business came to me. And, you'd be shocked at the amount of influence that I have in times that I spend with them now because it's easy. I call, they answer the phone and it's because I was there. And had rapport when they were ready. We have to look at these the exact same way. These are our families that might just not be emotionally ready yet. And we can increase our influence over them, but we can also spend time caring about them, loving on them, building rapport so that when they. Emotionally get over that hurdle. You're the only person that's there.

Cause I guarantee almost everybody else is going to drop out. I guarantee it. So keep doing what you're doing. Keep calling and keep building rapport, stay in front of them.

Danny: [00:23:01] Gotcha. Alright. That's great. Thank you for all that information guys. And thank you for talking to me about this. I'll be sure to bring in my success story once it comes in.

Thank you guys.

Price Options, Estimating Repair Costs and ARVs, and Choosing The Best Deal Structure. [00:23:11] Jim Sullivan: [00:23:11] Sounds great! Alright, next up is so number ending in four six, six, three. You're up next.

Caller 3: [00:23:18] Thank you. I wanted to go back to, something that Chad did a couple of weeks ago and it was, he broke down his, three or four pronged, offer strategy and it was, Briefly, it was a cash sale, which was, he described his contract now cash in seven days.

second was as is, whereas, which I think he described as a contract in seven days and cash in 30 days. And then I think he put in as is, but for a retail price and I'm gathering from that he was proposing no fixes, but still wait for a conventional buyer. and then fourth was, a renovation retail where, the sellers would fix it themselves, take on all that responsibility and then sell for top retail.

What I wanted to know is  how the um, on a percentage of, after repair value basis. If I were doing it, I would think, the cash sale would be 70%. Of after repair value, less repairs or better.

And therefore it's such a good deal. You'd want to keep it for yourself. And then maybe the as is, whereas maybe 80% are, maybe the retail price, maybe 90%. And then of course the renovation retail would be a hundred percent, of retail value. Am I thinking about those percentages approximately correct?

Chad Corbett: [00:24:35] The one you left out would be number five, creative financing. Another option where you could even sell above retail price. I'm assuming the term was long enough. So if you have a house that's slightly underwater or they feel like they don't have enough equity to sell and pay commissions, then the fifth scenario would be a creative financing that would stretch your term out over two to 10 years, or you would have appreciation or principal pay down where it would appraise and they couldn't close. So that would be number five.

As far as the values. You have the traditional ARV times 70% minus repairs equals your cash price.

The problem with that formula is most people don't know how to estimate repairs. And in 2020, the cost of lumber has gone up almost 900% over the last five months, like lumber went from $200, a board foot to $950 a board foot just in the last quarter. So repairs are extremely hard to estimate period, but really this year they're more challenged because of supply like material, Supply chain was just so and easier formula is I find the as-is value. So my definition for as-is, it's kind of intuitive I suppose - but knowing your market, seeing what things sell for what pretty much all but guaranteed go under contract for. And seven days and close in 30 days with no contingencies.

What is that price? If you take that price times 75%, pretty much it comes within half - and I've done this test on spreadsheets. over and over-  It comes down to a few percentage points. It's like single digit percentage points. So that old tried and true 70% minus repairs formula. But the difference is you don't have to become a construction estimation expert to get there.

Wholetailing vs. Wholesaling Real Estate [00:26:28] So if a house would sell for a hundred grand, for sure. If we could get an under contract this week. And we could pay 75 cash and that would be a wholesale price. And that kind of gets you to the cash price and the as is price, the, as is price. I don't really have a formula. Like I don't say ARV minus 80 because every house is different.

One has foundation issues. The other is functionally obsolete. The other just needs cosmetic rehab because it had a shag carpet and pink tile. You just have to look at the neighborhood and it's an intuitive valuation, but that said most of my as is where is sales come in about 80 cents on the dollar of what I would sell them for retail if he did the work.

And they're usually bought by landlords or first time home buyers who have saved up to do their own renovation.

Jim has done a lot of flips and he might have some advice on this as well, but that's how I value my stuff.

Jim Sullivan: [00:27:20] Yeah, I agree. I'll tell you I've become more in favor of what you call wholetailing. And  it seems like the houses that I do a lot of work to, I have a hard time getting the money back out of them.

The most profitable ones are the ones. I just get them looking halfway decent, put them on the market and let somebody else take a little bit of the profits at least recently. So you're right. Chad, it's much harder to estimate the repairs now. I closed on one yesterday morning. I put it on the market this morning and I've got two offers on it already.

This market is crazy right now, okay. Go ahead. No, go ahead.

Caller 3: [00:27:55] And with the whole-tailing. are you white boxing? It, meaning, are you just kinda, if it's got a hole in the roof, obviously you, take care of the major things, but then you leave as much of the interiors to the new homeowner. or to the buyer, to just let them do what they ultimately would want to do anyway. Is that what you're thinking.

Correct.

Jim Sullivan: [00:28:15] We

Caller 3: [00:28:15] met someone

Jim Sullivan: [00:28:15] out there yesterday. He's putting on a new side deck, roof and replacing rotten facial board. And I'm replacing the AC compressor, the bare bones. But the inside of the house, I just gave it a good cleaning, vacuum the carpet and put it back up for sale.

I just find that, like Chad said, it is hard to estimate what you're going to spend on it. And it seems like you always go over and when you do it that way, you're opening it up to an owner occupant that might want to put some money into it. And you're also leaving a little bit on the table for the next investor that comes along.

Caller 3: [00:28:44] ...And that also sounds like you're getting it better than just landlord quality. It seems like a homeowner would not be as scared away if some of those bigger expenses were taken care of, is that. So are you getting 85%, 90, 90%?

Chad Corbett: [00:29:00] A good way to think about this is if I go into this house, what would it take to get it to pass on FHA or VA appraisal?

Caller 3: [00:29:09] Okay. Yep.

Chad Corbett: [00:29:10] So anything, safety, sanitary, major mechanical needs to be replaced, but cosmetic things like if it has a pink bathtub, it has a pink bathtub. It will pass in effect. Like it would pass an FHA appraisal. you can give it to people who you can talk to people who are using financing. Just think of it that way.

Like what does it take to get it to that level?

Okay.

Steve Shares His Experience with QLS and Chris Fontaine's Coaching [00:29:35] Jim Sullivan: [00:29:35] Oh, you're very welcome. Appreciate it. Next up is phone number ending in five nine one six. You're up next.

Steve: [00:29:42] Hey, good afternoon. My name is Steve. Just want to do, piggyback on what Chad said earlier with Chris Prefontaine.

I am in the QLS system, quality leads system, which, Chad recommended. Yeah, it really is a niche for the niche working probate, because now you can provide many other options. Now the shift happens that Chad did back, I think in either March or April was pretty incredible and really planted the seed.

And like Chad said, it's a little over a thousand dollars. And one of the things that Chris talks about is you buy the program, you can do deals immediately, and they fully recommend that you do everything through an attorney, which ties into what Chad said. They do offer other coaching, which you can pay for considerably, provides you with perhaps greater credibility as you start off , but he'll be the first one to tell you don't need to do the coaching, although they count it. And you can purchase the program and you can do it. And Chad, I'm trying to get Chris to contact you for a future podcast and look forward to the listening between the new England accent and the accent from Appalachia.

I'm gonna have you go through and show you guys and show you really share some incredible nuggets.

Yeah, you are. You're one of four people in the last quarter would have said you guys have to get together and do something. So I'm looking forward to meeting Chris.

Thank you, Chad.

Chad Corbett: [00:31:04] Good. I'm sure it'll be magic whenever we find time to get together. So I appreciate you connecting us.

Tips For Prospecting Unrepresented Probate Leads AND Winning Attorney Referral Relationships [00:31:09] Jim Sullivan: [00:31:09] All right next up, we have four more in the queue for seven zero two. You're up next?

Mary: [00:31:15] Yes. Hi, Mary. Hi, so this is the first time with you guys, we just started a couple of weeks back  and I got some on my list. I'm looking, I have two question quick one. So I look at one of our letters that we are, editing, if there's something in the letter that I'm not quite understanding, and if you can just, shine a light in it. So one of that we were looking at said something. yeah.

What is it? I am here to assist in a process of communication between the relevant parties and in the acquisition of an experienced probate attorney. So am I not understanding? So when people go through probate, they already have their own attorney, right? They're working through that process, is it not?

Chad Corbett: [00:32:00] About 80% of the time. So they have a choice and some people make a choice to go pro se. And before that, before the confirmation hearing, which if they go through the confirmation hearing without an attorney, it becomes pro per and so about 20% of the time people think that they can, they, and this is with the exception of central to Western Virginia, everywhere else in the country pretty much it's there to use attorneys, but in those markets where attorneys are pretty much always, very common. Still about 20% of people think, Oh, we're just going to do this on our own. And we're going to save money. Ultimately, they ended up in most cases, they end up costing themselves a considerable amount more because they have to pay for billable hours to clean up the damn mess they made.

So it's usually not in anyone's best interest to go through a bureaucratic, overly complicated process without counsel. It's a great opportunity for us to build attorney relationships by connecting them with those people who have, or would do who do not have attorneys. And that's one of the tactics we use to open the door to new referral, referral partner relationships with probate attorneys.

Mary: [00:33:15] Okay. okay. So I did not realize that 25% would be, they don't have attorney. So obviously I have it in my letter. I should have an attorney that. I have a relationship with just about wait.

Chad Corbett: [00:33:27] One of the ways you can do, one of the things we suggest is you go sit down with an attorney, like your first visit with an attorney is.

Hey, my name's Chad. I have a team of people here in Roanoke that helps families going through probate. As part of that, we need a good attorney on the team for those that don't have representation. And then it's my understanding that you can't direct market for business. So what I'd like to offer is if you and I could sit down and design a checklist or a timeline, your firm name and contact information at the bottom.

And that'll be part of every mailer.  Have I come to the right place? You have a half an hour? And then let them sit there and literally list out every single little, no matter how small every patch it could be done from the time the petition was filed, until probate is closed and then color the legal aspects become one color.

The non-legal aspects become another color. And whatever you think is passed, you can do it as a timeline, or you can do it as a checklist, but it's powerful. Jeez, because even the people who have an attorney probably haven't gotten a piece like that. Like they don't, they're waiting for the attorney to tell them what to do.

So you're giving them like a usable checklist, even if they already have to have, representation, but the ones that don't have representation, they're going to look at it and go. Oh crap. I didn't know where to do all this stuff. Maybe we do need an attorney and there's a good chance. I'll call the attorneys page and usually looking forward at a probate attorney specific.

That's what they do. Usually it's probate or any yeah. Typically attorney and an estate planning attorney are synonymous. They're usually doing both sides of the business.

I'm an Investor. How Can I Find An Investor-Friendly Realtor Partner? [00:35:14] Mary: [00:35:14] Okay, so I've been hearing, I listened to some past calls from you guys and it  seems like a lot of the people are actually real estate agents, I'm not.

I was thinking about doing it, but right now I'm not sure if I am. If my prospects do want to list it with an agent, what kind of ideal or what kind of, how would I offer that? If I'm looking for real estate agents work with me, for those people that really want to list them in the MLS , how would I approach that?

Chad Corbett: [00:35:42] First off, do you like growing your wealth, your personal net worth? And why are you paying real estate agents when you're a real estate expert? You're paying real estate commission. Why?

Mary: [00:35:52] So I don't have, I don't want to pay, but if I'm not real estate agent, and that's what my client wants to do..

Chad Corbett: [00:36:01] So what I'm saying is you're not a real estate agent yet. Are you doing ethical business or are you screwing people knowingly and openly?

Mary: [00:36:10] No,

Chad Corbett: [00:36:10] So, it was a rhetorical question. I would encourage you to get your license. There's a lot of bad advice out there about investors not getting a license. And the reason I say it's bad advice, it's going to cost you hundreds of thousands, if not millions of dollars over your career.

You know your market enough to risk your own capital, which is more than most real estate agents will do. Step up and hold yourself to a higher standard of ethics. It's Easier to compete with other investors and you don't have to refer your business out.

So now I'll get off my soap box. You should have a good brokerage partner. And a good place to find someone who understands your side of the business, if you go to biggerpockets.com and look under, I think it's community. Yeah. And you can search real estate agents who are on the bigger pockets platform. And that's a pretty good first level filter. If they have found bigger pockets, they pretty much know what value they can provide to investors, or they are an investor and they understand the investment side of the business. Either way, they have their license, they're looking to do something with it. So they're probably a good brokerage referral partner, but I would encourage you to stop giving away that 3% chunk on every deal. Cause if you have courage to risk your own money in the marketplace, you obviously know your market and if you're doing business ethically, there's no risk whatsoever in being a licensed investor.

You pay 50 bucks for a separate LLC and run a separate bank account, but it can make a huge difference over the trajectory of your career. It can be millions of dollars difference.

Mary: [00:37:46] All right. I actually did take the class. I just never went. I had some life crises coming, so I never took the test, but I was planning to do that.

I was just wondering since I don't want to wait till I'm going to be. And I'm starting now with the probate. We've been some doing some other real estate investing, but probate is, this is a new one that we always wanted to get in. Okay. So..

Chad Corbett: [00:38:08] What market are you in?

Mary: [00:38:10] I'm in Salt Lake City.

Chad Corbett: [00:38:12] Okay. Yeah. So in most major Metros, you'll have several real estate agents who have created a profile and became active on Bigger Pockets, and that means they're already working with investors.

Mary: [00:38:23] I do know quite a bit of them.  My question was more, okay. Let's say I did give it, what am I gaining? Am I gaining anything?

Chad Corbett: [00:38:30] Oh, sorry. Okay. Oh, I'm sorry if I'm asking. So you can take marketing fees, they can, for example, if you have a good lead flow, if you're giving them a lot of referrals, maybe they pay for your mail, you pay for the leads or vice versa, or they could give you cash marketing fees, they could pay you in Visa, like prepaid visa gift cards, just the marketing fees.  There's ways hat you can do it, where you won't get in trouble, but. obviously I'm pretty solid on my view that every investor should have a license. If they're not taking advantage of people, they have no risk.

Mary: [00:39:07] I absolutely agree with you. Alright, thank you very much. That's answer my question. Thank you!

How Asking The Right Questions While Prospecting Can Up Your Follow-Up Game [00:39:12] Chad Corbett: [00:39:12] Jimmers! Bueller?

Jim Sullivan: [00:39:14] We have a couple more in the queue, Chad. Can you handle a couple minutes over today? Are you good?

Chad Corbett: [00:39:19] Yeah, I'm good.

Jim Sullivan: [00:39:19] Okay. Next up is five, four, six, four.

Eddie V: [00:39:23] It always seems to cut out on you, Jim, when it comes to me! And this is Eddie here in Kansas city.

Jim Sullivan: [00:39:28] It's been the whole call today with Chad's mic, I think, but it's okay. we can understand him.

Eddie V: [00:39:33] Okay. I'm really just trying to figure out what's too much. I answered this in the, in, I think two or three calls ago, but what's too much to be bothering these people?

I know David Pannell, he does every seven days, but I'm like, if I talk to that person on Monday, let's say, do I wait another seven days to call them back? I'm just trying to find out most of the things I have questions about. I can go to YouTube or look it up on All The Leads. They just haven't been able to find it today.

Like a schedule on, if you want to be aggressive, here's how often you would call and send letters. And here's, maybe if you're not as aggressive or don't have as much time, here's what you can do. Cause I have the time to be calling people more. I just don't know. Where's the point where it's too much.

Or what's the, sweet spot.

Bruce Hill: [00:40:22] Eddie, it's Bruce. When you communicate with someone. So let's say you have already spoken with them. Whether it's in the middle or towards the end of the call, you say, Hey, by the way, were you guys going to be keeping your real estate or selling the real estate? And they say selling. Ideally what you want to do is go down a little bit of a funnel with them where you might start.

Mike. Okay. There's lots of ways to start and we don't recommend specific way, it's up to you, but it might start with something like, can you tell me a little bit more about that? Yeah, we're just not there yet. we're a couple of months away. Okay. in a perfect world, when would a couple of months be, are we looking at two or three?

Okay. There they say three months. There's a bunch of family members involved, you just ask questions and they start to share with you what their ideal experience looks like, and you really tailor your followup approach with that person around their ideal experience. So if somebody tells me three months, I'm going to call them in a month and ask if anything has changed.

If they say, yeah, we're probably a month away, I'm going to call him in a week. Hey, just want to make sure that everything was on track. Did you guys run into anything? So I really base that on the information I'm able to gather on the previous call. There's no set formula for what you're asking.

It really depends on what their timeframe is. And if you ask good questions, they will tell you what their ideal experience is going to look like.

How To Overcome the "I am not interested" Objection [00:41:44]Eddie V: [00:41:44] Okay. What if says, we've got this, we've got it taken care of.

Bruce Hill: [00:41:48] We've got it taken care of. So are we talking about the house or are they just say, Hey, we're all good, we've got it taken care of.

Eddie V: [00:41:55] They've got it all good. I think specifically, this is one that somebody just, Hey, we've got it taken care of. Thanks. Click call them back seven days again?

Bruce Hill: [00:42:04] I don't know. What do you think Chad? I would probably do a couple of weeks. It depends on how far, how long into the process they are. If they're a relatively new lead, I might do seven days. If they're a lead from three months ago, I might do a couple of weeks.

And a lot of times, Eddie, so there's a particular sales training that, I'm not allowed to say the name of on online that you and I have talked about Eddie. If you have an appropriate intro it's rare that someone's gonna say, Hey, we got it all handled, click.

I don't experience that a whole lot. But people do tell me that they have it all handled and one approach that you can use if someone says, Hey, no, we're pretty good. Is you can use the approach of letting them off the hook and saying, Hey, I'm really glad to hear that you have no idea how many people I talked to that are overwhelmed.

So I, you're probably pretty organized. And now my particular approach, if we go there is to say, Hey, before I let you go, were you guys planning on keeping the house or were you planning on selling it and just kinda letting them off the hook? it gives them a sigh of relief, Oh God, thank God.

I don't have to come up with another objection. And then you just go into a, another question and start down that line. Normally, if they feel like they're off the hook, they're not going to be as rigid.  Especially if they've said that they, I have it handled. So you might even pair it back to them when you follow up.

Hey, I know a couple of weeks ago you said you had everything handled. Just wanted to see how the process was going for you. Have you guys gotten a little closer to deciding what to do with the house, have you gotten a little further along any struggles and maybe they say the same thing, but. A few times that barrier is going to break down.

It always happens with enough communication and enough times where they hear you and remember, you naturally build some rapport.

Eddie V: [00:43:47] Okay. Okay.

Chad Corbett: [00:43:49] So Eddie, I would split this into two categories, have had dialogue, not had dialogue.  So to the root of his question, how much is too much?  until you've had dialogue with them, meaning you've had a meaningful conversation - not a hang up. Like we've got it handled hang up. That's not a contact. Then you can continue to be as aggressive as you want to be. If it's every day, if it's twice a day until you've actually had a true conversation and had two way dialogue with a person, then you should be aggressive. Once you've had dialogue with them, at that point, everyone becomes a thumbprint.

Some you want to follow up with daily. Some you want to follow up with quarterly because they're in such deep, emotional pain. You don't want to push them on others or just standing in their own damn way and making their situation worse. So you want to call them every day, but the takeaway is it depends on what you know about the situation, how aggressive you should be after you have the dialogue.

So the people who are hanging out who are saying, we've got it handled and hanging up. Call them every day until you have the real conversation. And then you'll know how often to follow up with them. Just use your intuition. once you understand the people and the situation, then it's easy to determine how often you should call them because you understand what they're going through.

You understand the value you bring to that situation and there's no, it all becomes different. And until you have dialogue, just, be as aggressive as you want to be. And that's David, he's hitting the phones every day for the first seven days. So he establishes dialogue and then based on each individual conversation, he spreads them out over a year.

I think some people he's okay, that's a surviving spouse. I'm going to call her back in three months because she'll be in a different state of mind. This guy is out of town. He had no relation to the family member. He was a friend who was appointed. I'm calling him back tomorrow because he's ready to get this behind him.

So each one becomes different once you have dialogue. But I would encourage you to think about it that way: Once you've had a real conversation with them, then you'll know what the right followup sequence is.

Old Leads: Best Way To Maximize Your Marketing Over Time [00:45:59] Jim Sullivan: [00:45:59] All right. And thank you for your patience.  Six, six two eight. You're up next.

Caller 4: [00:46:03] Hey. Yeah, so I've got some older leads. How old would you consider them to not be really useful anymore? Is there a timeframe on that

Chad Corbett: [00:46:12] Three years.

Caller 4: [00:46:14] Three years? Wow.

Chad Corbett: [00:46:17] We've had a lot of success through two year-old lists. I've personally listed them and bought them 25 months in. If you put a number to it, like where you should quit probably three years. A certain number of people, have their act together and they'll proactively move through the process quickly,  but we have a lot of different personality types in the world and a lot of different situations within that. So some people, their heads in the sand and initiate the process, then they pull back and then they just completely shut down.

They don't do anything for months. And then one day they have this breakthrough and they're more motivated than they have ever been because they're ashamed of the lack of progress made. And that happens anywhere from one day to at least two years. two years as you should. And if you had the budget and the bandwidth, I support it.

And they, All The Lead System is designed to make sure you're not spending, you're not marketing to people who have already said, we don't need your help, but we don't want your help. If you can afford it, you should be marketing for two years minimum. And every month our CRM will help you cut your list down.

So you're only marketing to the ones you haven't spoken to. But the people that need our help the most are the ones that put their head in the sand six, eight, 12 months ago. And haven't achieved anything. They're the ones that really need us and you'll find them two years out for sure.

Jim Sullivan: [00:47:39] Hey Chad, the one I closed on yesterday was two years old, had probably it was filed two years ago.

Bruce Hill: [00:47:44] Especially if you're running probate, I'm going to, I'm going to plug probate plus here really quickly. If you have an old list and you don't want to be marketing to a hundred people that are old, run pro probate plus against it. See where CC, who still has real estate. it'll show you who you should be marketing to.

One of my closings contacted me two years after his father had died that the property had been vacant for two years. Contacted me. He pulled back just like Chad just mentioned. He pulled back for another year and a half and then called me to Lish. And so that was three and a half years after the date, his father had died and it had been vacant the whole time.

So some people just take time that their situation, their emotional stability. There's a lot of different reasons to say might take time.

Cold Calling Widows/Surviving Spouses in Probate. [00:48:32] Caller 4: [00:48:32] Okay. Can I ask one more question? I appreciate your input. What would you suggest on the surviving spouse contact schedule?

I get it to where they're kind of a bummer on the first call. You don't want to call them too early, but, is maybe three months or something?

Chad Corbett: [00:48:47] Everyone's different. There's if you go to all the leads.com in the top, Type in surviving spouse. And there's a tips from the trainer video I did, I don't know, four or five years ago. And I kinda tell you the story of what encouraged me to get on the phone early on, often with surviving spouses, because so many people shy away from them. They're the people that most often need our help. The most, they just don't know it yet and they haven't admitted it.

So yes, it's not apparent in their psychology yet. So if you can make contact with them, it's a different tactic. It's low pressures to not talk about real estate. You need to really take my advice, focus on people in situation, let them know there's a service here in the community and help with anything and everything.

And just, if they feel like they're emotionally raw, just back away, listen, I'll call you in a couple months. See if there's anything that you could use help with them, but more as branding and marketing, you want them to be aware that you are you're a safety net for them, because what we know from the nursing home industry, 78.8% of senior citizens plan to die in their homes, there's no contingency plan.

What we know from the federal reserve, the average senior citizen. Yes. $24,000. Oh, an illness hospital of Saul property, just upkeeping a property, having the correct, social security checks on an app because they were getting to now they're only getting mom, their situation changed and it might take them a month or two months or three months to realize that they're not, I think, situation when they do.

I will call who they trust. So if you've made contact and you found some way to make them feel comfortable, even if that's just making them aware that there's a safety net in the community, you will be their first phone call when they need you. So don't shy away from the surviving spouses. Just remember, I'm not calling to list this house.

I'm calling to see how I can help her or help him. And if you can build rapport and that person trusts you, then when they're ready, you'll be okay. The only phone call and I've got dozens and dozens of stories like this, the very first deal I ever did was the one that gave me the courage to always make that call.

And if you search surviving spouse in the top, Of all the leads.com, you can hear the story about it, about Drusilla, or that was Pam.  It's, a softer approach, some will list right now, others will take two to three years, but now they're probably the ones that can benefit the most from our service when they realize it.

Jim Sullivan: [00:51:30] All right, guys, another great call. I want to thank each and every one of you for being here today, we had great participation. We had some really good inspiring stories. I think I know who our winner of the week is. We'll be reaching out to you and I want to challenge each of you. Take one, thought one idea. One thing that inspired you on this call, go out and put it into practice and come back Wednesday, actually for our role play, call and share with the group.

Thank you so much, guys. Stay healthy, stay productive, and we will talk to you next Wednesday at 2:00 PM. Eastern take care, everybody.

A.I. Narration: [00:52:05]  All The Leads hosts Cold Call Role Play trainings the first Wednesday of Every Month. On these calls, agents and investors can jump in the hot seat with our coaches to test their cold call scripts.  To join the Role Plays or Probate Mastermind sessions, join the All The Leads Mastermind Group on Facebook for Free.  Thanks for tuning in to Probate Mastermind!

 

Read more

Join the All The Leads Mastermind Group on Facebook. Networking, Accountability, Masterminding, and more!

Join Now

New Uploads Weekly, featuring live Q&A, Tips From The Trainer, Interviews with Industry Experts, and Success Stories to Keep You Motivated

Jump In

Stay in the Loop With Industry News and Grab Consumer-Facing Content to Share With Your Audience, curated by All The Leads.

Get Connected

Preview for Live Probate Expert Phone Call and Testimonial from Probate Real Estate Client

Probate Expert Shares a Live Probate Call

Learn from the Probate Experts and Build a Better Business with Probate Real Estate.

David Pannell is one of the top-performing Probate Investors/Probate Agents in the country.  Combining the Probate Mastery approach with the dedicated prospecting strategy he developed in a decades worth of converting FSBOs and Expireds, David consistently converts probate leads at high rates and leaves lasting impressions on the people he helps.

David Pannell recently helped Betty get through the probate process and sell her home.  Even though Betty was contacted by plenty of agents and investors she was reluctant to speak with, David built a relationship by calling and checking in on Betty periodically.  Betty saw David could get the job done, David delivered, and Betty is now a great testimonial for the value David provided as a Probate Expert.  

 

David shared with us (with consent) the recording of the live phone call where Betty committed to letting David get over to the property and begin the sales process. David was able to sell her home for $34,000 more than the PREVIOUS listing agent had it listed for. Listen Below:

 

Things to Know:

  • David called this probate lead multiple times until he won the deal.
  • Betty specifically recalled that David was the one that sent him “those nice brochures” in the mail.
  • The mailer included a mention of Estate Sale help, which drew Betty’s attention.
  • Betty was a dependent administrator who had concerns of Covid and having people in and out for an Estate Sale.
  • Betty was concerned about the cost of Estate Sale, as another company estimated 45% commission.
  • Betty lives over 240 miles from the property.
  • David laid out price options (cash offer and get it over with, clean it out and take a bit more time to get a higher price on the market).  
  • David offered Betty to make either option happen.
  • David landed permission to get over to the house with his Mom to price out some of the items for sale and look at the property.

 

Most importantly, when David can use his story of helping Betty to show his next client how much value a Probate Expert can bring to the table.

 

 

 

GET PROBATE LEADS

 

 

Next week, catch David Pannell as he sits down with Chad Corbett for a 2020 Case Study, a follow up to their 2019 interview where David discusses his roadmap to the Million-Dollar-Club in Probate Real Estate. Subscribe on YouTube, to this blog below, or get in the All The Leads Mastermind group to catch the Case Study when it’s published.

 


David Pannell Headshot - Probate Real Estate Investing, Wholesaling, and Listing All The Leads SubscriberAbout 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.


Company Social Media

Facebook: https://www.facebook.com/citiesrealestate/
LinkedIn: https://www.linkedin.com/in/citiesrealestate/
Twitter: https://twitter.com/CitiesRE


 

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.

 


Our Subscribers Always Say It Best …


USERS DESCRIBE ALL THE LEADS

 

 

 

 

 

Join over 10,000 Agents and Investors in Our Mastermind Group:

 

Probate Plus

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! http://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

Join Our Facebook Mastermind Group: https://www.facebook.com/groups/AllTheLeadsMastermind


 

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

http://alltheleads.com/aging-boomers-growing-need-higher-level-real-estate-professional/

 

 

 

 

5 Simple Tips for Building Your Professional Network

Many hands make light work, or so the saying goes. And while this may be true, when it comes to probate marketing, many hands also help make you more efficient. It also allows you to be of greater value to your clients. Because as we have discussed in the past, your marketing efforts will not only involve you reaching out to people who are going through probate, it will also involve you interacting with attorneys, bankers, etc. Thus, you will have to know how to build and maintain a network of professionals who can supplement your strengths. If you’re looking to broaden your network and advance your career, these networking tips will help you do just that.

  • Look at who you already know: Some of the alliances you may need to form may be people who are already close to you such as former employers, friends, family, neighbors, and community members. Just be sure that they can add value to you and can help you achieve your selling goals.
  • Know what you bring to the table: Your appeal for a partnership will be more enticing if you can demonstrate to other professionals that you bring something to the table that they can profit from. When it comes to probate, this is knowledge of the process which we can give you with our probable marketing course along with the best real estate leads of any site online.
  • Remember you’re building a mutually beneficial relationship: In biology the term is symbiosis. This is a relationship between two organisms that benefit both. Demonstrate to your business contact that you can help them achieve their business goals as well as they can help you achieve yours. Moreover, remember to stay in contact with these professionals from time to time in order to grow this relationship.
  • Develop a social media presence: Social media has revolutionized the way all professionals connect with one another. By joining and maintaining a presence on popular social media sites such as LinkedIn, Facebook and Twitter you will be able to identify and be identified by professionals who can increase the value clients can derive from your services.
  • Keep records: Always keep records about those whose services you used and who might help you in the future. This will make it easier to contact these professionals when needed and help you personalize communications when you do reach out to them.networking

The English poet and cleric John Donne famously wrote, “No man is an island.” What he meant is that the world is built upon relationships between people. You will find that your work will be much easier when you embrace this idea and use your skills to develop and grow your professional network. We can be a part of that network by providing you with vetted probate leads and the knowledge to use them effectively.

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

 

 

 

 

Most LUCRATIVE Real Estate Niches: PROBATE Wholesaling, Investing, and Listings – David Pannell’s Story | All The Leads Reviews

 

5 Surprisingly Simple Ways to Nurture Leads and Increase Sales

Not even the best leads are necessarily ready from day one to become customers. It takes a skilled and knowledgeable salesperson to be able to nurture leads through every step of the sales process. In other words, the purpose of lead nurturing is to educate the prospect and build their awareness of the value you can create for them. What are the ways to nurture leads and increase sales? Here are five proven techniques tried and tested by top salesmen and women.

  • Follow up promptly: If you say that you are going to follow up with a client do it and do so quickly. This can be via phone, email or marketing material just make sure that you do not overwhelm your lead with emails, calls, etc and that he/she lead has enough time to digest the information you do provide.
  • Send personalized emails: When it comes to establishing a relationship with clients, personalized emails are the way to go. In fact, a study by Experian concludes that personalized emails generate more responses and create greater revenue for sales persons than generic emails.
  • Provide your leads with valuable information: Effective lead nurturing requires that you be able to provide your contacts with proof that the services that you can provide can help them. For this, you will have to have a deep knowledge base yourself when it comes to the probate process. We can widen your knowledge through our Probate Mastery© Training and our archival video conferencing calls.
  • Offer a discount of your services: People love to feel as if they are getting a bargain. Therefore, offer your leads a discount if you can. Moreover, offering a discount can sometimes help you to re-engage with leads with whom you have lost contact. If you are able to discount your services or give your lead some extra incentive for using your services, you may even gain a valuable referral in the future.
  • Address your leads pain points: This involves active listening. Learn why your lead is hesitant so that you can address his/her concerns. This will take confidence and a mastery of the probate process.sales

The process of lead nurturing sounds complicated, but really isn’t especially if you have carefully vetted probate real estate leads to begin with. Our company provides this and the knowledge you need to use these leads effectively. We are one of the most complete real estate lead generation companies on the Internet. Just remember that a buyer’s journey is not necessarily a straightforward path that he/she travels alone. You must often guide your prospect along the way.

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,
SUBSCRIBE | LIKE | COMMENT | SHARE !

 

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

Most LUCRATIVE Real Estate Niches: PROBATE Wholesaling, Investing, and Listings – 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

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.

David Pannell joins Chad Corbett to discuss his system for probate leads marketing, and offers his review of the All The Leads system

Most LUCRATIVE Real Estate Niches: PROBATE Wholesaling, Investing, and Listings – David Pannell’s Story | All The Leads Reviews

Finding The Most Lucrative Real Estate Niches: PROBATE REAL ESTATE

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.  David ended up discovering probate is one of the most lucrative real estate niches, and probate leads are often some of the easiest deals out there.

“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

This video serves as a case study for David’s experience building a new pillar in his business through probate – He is projected (conservatively) to be making $1,000,000 a year by the end of 2019 through listings and acquisitions from PROBATE DEALS ALONE.  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 whether you’re an agent, investor, or(and) a wholesaler, watch David discuss his story with Chad Corbett below!

 

GET PROBATE LEADS

 

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
Best Prospecting Script for Probate

Call Recap:

5:30 First time calling Probate Leads
6:05 2018 Total ROI from all lead types
7:37 My First Year in Probate Real Estate
8:56 Probate Leads 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, wholesaler” 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 to Probate – 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 for prospecting probate
59:57 The Numbers
01:03:23 The Million Dollar Pillar in Probate

 


David Pannell Headshot - Probate Real Estate Investing, Wholesaling, and Listing All The Leads SubscriberAbout 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.

 


Our Subscribers Always Say It Best …


USERS DESCRIBE ALL THE LEADS

 

 

 

 

 

Join over 10,000 Agents and Investors in Our Mastermind Group:

 

Probate Plus

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!

 

 

Join our Facebook Mastermind Group

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