Tag - probate mastermind

Preview for Probate Mastermind Podcast Episode 338

How to Turn “I’m Not Ready” Objections Into An Appointment | PLUS Tips for Optimizing Your Contact Rates

Probate Mastermind Episode #338 | Recorded Live on 7/29/2021   

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These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Call Re-cap:

00:00 Introductions

Jim and Bruce share general updates.

0:54 How Can I Take the Probate Foundations Training?

Learn more and view upcoming classes: Foundations Enrollment

2:28 David Pannell Shares A Huge Win!  

David Pannell is closing 4 deals that will net him just shy of 6-figures in assignment fees! The deals came from one house he saw down the street that happened to be in probate.  The personal representative ignored his calls for over a year.  David shares a creative technique for getting a lead to answer your calls.

9:03 David’s Follow-Up Mindset: Why “I’m Not Ready” Isn’t a “No”

David and Bruce explain why getting yourself out of the mindset of thinking “I’m not ready” is a “no” is crucial to your success in prospecting.  David shares his actionable process for dispositioning leads and optimizing his follow-ups until appointments are set.

See More: David Pannell’s CRM Training: Sierra Interactive CRM TAP Action Plans (Outside The Box) Coaching on Conversions - YouTube

19:12 Optimizing Your Contact Rates for Probate Prospecting 

Rick Wilson has tailored his mail and calling campaign down to specific time frames to try to improve his contact rates.  Bruce shares his advice on language that will get people to return your call, either way, allowing you to find out if they have a property to sell.

33:49 When Should You Give Up Calling Prospects? 

Rick asks if there’s a point where you should stop calling a prospect who hasn’t answered? Jim shares his insight on dispositioning these contacts temporarily. Bruce shares advice on value pitches that generate new interest from the leads he’s put on pause: His #1 Go-To? A free lawn-mowing offer.

38:07 B2B Networking: Using Invitations Instead Of Sales Pitches 

Rick is reaching out to attorneys in his market and is looking for advice on getting past the initial impression of being another realtor looking for referrals.  Bruce and David share their advice on using invitations and custom gifts to stay on their radar.

44:38 Eddie Closes a Wholesale Deal; How Can He Close This Next One? 

Eddie Van Buskirk is closing on a wholesale deal; he jokes that this deal is a reminder of why he prefers to double-close, rather than rely on the commitment of his end-buyer. Then, Eddie and Bruce do some transaction engineering to figure out how to acquire the property of a decedent with no next of kin. Eddie shares some insight on his work with Legal Aid in his market (Kansas City), using the Abandoned Housing Act to fix-and-flip abandoned homes.

53:44 Cold Call As You Would Like To Be Cold-Called.

Doug Converse reflects on his own sales approach after being on the other side; a lead provider called him and attempted to close over and over without listening to what Doug was saying.  Doug and Jim reflect on how trying too hard to close can often alienate your prospect.

 

 

 

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How Can I Pitch My REAL ESTATE SERVICES to my SOI? + Bonus Role Play | Probate Mastermind #337

Probate Mastermind Episode #337 | Recorded Live on July 22nd, 2021.  

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These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

Call Re-cap:

00:00 Introductions

Jim and Bruce share general updates.

 

2:12 Surviving Spouses and Aging-In-Place

Rick is coming across many spouses that inherited the property automatically through survivorship in accordance with his state’s homestead laws.  The spouse currently thinks they can and want to age in place.  What can he offer individuals in this situation?

 

10:36 Deadline for Sale of Property In An Estate

Deb is speaking with a personal representative that says the property to be sold by a certain timeframe. How should she proceed in guiding the PR? What if this isn’t decreed in the will and the personal representative just has an incorrect perception of the situation?

 

21:12 Doug Shares His Compliments on Bruce’s Training

Doug shares his feedback and tips learned from Bruce’s Role Play class yesterday.

 

25:01 Marketing to Sphere of Influence: Senior Care Clients

Caller is looking to use tri-fold brochures to tell his home-health patients how he and his wife can help them with senior real estate needs. He is a wholesaler and his wife is a realtor.

 

27:57 Skiptracing, CRMs, and Dialer Optimization

Caller is using two different skip-tracing companies and is looking to optimize his dialer and CRM.  Should he power dial and ignore the numbers, or dial with one-line to note the number quality? 

 

35:19 Conflict with Probate Attorneys

Chris worked with a few probate attorneys to put together some marketing for his blog.  When sending them final edits, they both jumped ship. What can he do?

41:14 David Shares His Insights on CRMs, Cold Calls, and Follow-Ups

David Pannell jumps in at the end of his call to share his insight on CRMs, prospecting, and building solid rapport with sellers.

 

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Navigating a Probate Sale With Multiple Heirs + Bonus Role Play | Episode #336

Probate Mastermind Episode #336 | Recorded Live on July 15th, 2021.  

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These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

Call Re-cap:

00:00 Introductions

Jim and Bruce share general updates.

6:28 Role Play: Looking For The “No”

Rick and Bruce Role Play a scenario where the PR continues to say he doesn’t need help and isn’t interested in any services.  

20:30 Dealing with Leads on the Do-Not-Call List

Kalia is eager to speak with prospects, but many of her leads are on the DNC list. How can she speak with more people? Bruce advises.

27:29 Navigating A Probate Sale With Multiple Parties Involved

Minal is working on a probate deal that came from a 2-year-old lead. There are 15 heirs involved. The executor does not seem to be taking an active role; another heir seems to be steering the ship and looking to push the real estate sale forward.  How can Minal navigate this?

41:14 Finding a Point Of Contact When A Homeowner is Deceased

Caller is interested in a property that has a judgment against it and might go into foreclosure. It doesn’t appear that probate was ever filed. Who can she contact?

46:28 Zillow and Redfin Offers: Are They Worth It?

Eric doesn’t work with investors often and was curious if institutional buyers would be a good avenue. Bruce advises.
See More: Competition from iBuyers and how to Get Ahead - Probate Real Estate Investing and Wholesaling - YouTube

 

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Problem Solving: How Can I Close On This Probate Property?? Probate Mastermind Episode #335

Probate Mastermind Episode #335 | Recorded Live on July 8th, 2021.  

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These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 Introductions

Jim and Tim share updates on Pre-Probate and Probate Cash Advances with ProbateCash.com

See More: How to Get Your Clients Cash UPFRONT When Inheritance Is Tied Up in Probate – Estate Advance with ProbateCash

 

19:44 Probate Leads in South Carolina

Caller is struggling to get data from his local courthouse. He’s in South Carolina, where most courthouses are strict.

 

23:08 How Can I Close On This Probate Property?

Caller is in Georgia and wants to purchase a probate property himself. All of the 4 heirs have  signed the purchase agreement - but the court-appointed administrator seems to be dragging his feet.

 

36:21 What Comes First: Team or Marketing?

Reggie is just getting started and wants to know if he needs to have his team together before he starts his marketing. Bruce shares his tried-and-true advice for getting started on the right foot.

 

37:35 What To Say When You Call A Probate Attorney

Caller is prospecting attorneys to build his network.  He set an appointment to speak over the phone with an attorney who expressed interest in working together. How should he open this call? Bruce advises.

 

40:48 Working With Senior Care Advocates

The caller suggests branching out to senior care professionals as a way to network and generate business. 

See More: 

 

45:11 How to Get Started With Probates

Keith is looking to get started sending probate letters, particularly to attorneys. Bruce advises.

 

 

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Dealing With No-Answers and Quick Hang-Ups

Probate Mastermind Episode #334 | Recorded Live on July 1st, 2021.  

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These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 Introductions

Jim, Tim, and Bruce share general updates. Next week is July's Probate Foundations class, as well as a special announcement!

 

5:55 How to Start Building Your Team

Steve Faust is just getting started in probate.  How should he go about building out his team?

 

14:30 Learning To Enjoy Real Estate Again

Douglas shares a win and his appreciation for what he’s learned from the all the leads mastermind community.

 

21:40 Breaking Ground With Probate Prospecting

Eric has been successful with prospecting other lead types but seems to be getting shut down when calling personal representatives.  What should he do differently?

 

30:55 Suggestions for Phone Number Look-Ups

Rick Wilson is looking for services to help supplement the data he has in his probate lists from All The Leads.  

 

34:25 Should I Start Leaving Messages On No-Answers?

Rick has tried calling the numbers he has at different times on different days, but some people just aren’t picking up.  When should he leave voicemails?

See More: Should You Leave Voicemails When Calling Probate Leads? What to Say and How Often: https://alltheleads.com/leave-voicemails-cold-calling-probate-real-estate-leads-tips/

 

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Getting Past The Receptionist | Should You Change Your Intro For Recent Date of Death? Episode #333

Probate Mastermind Episode #333 | Recorded Live on June 25th, 2021.  

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These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 Introductions

Jim and Bruce share general updates. 

  1. Jim reminds Subscribers about Hybrid Lending with Navigator Capital: Learn More in this video: https://youtu.be/kpkROMh3jmQ or jump to their site 
  2. Bruce shares an update on the ISA service and the bi-weekly management fee.
  3. Bruce shares updates on Probate Foundations.

12:33 Getting Past The Receptionist

Kristin is trying to prospect attorneys and is often reaching their receptionist. What are some tips for getting through the gatekeeper? Bruce and Jim share what's worked before.

 

23:22 What To Say When The Death Occurred Recently

Rick Wilson is looking for advice on approaching probate leads where the death may have occurred recently.  How should he open these calls?

 

33:57 Probate In Texas

Tony from New York shares thanks for the weekly calls! He and his partner are working leads in Texas. A lead wants to sell before going through the process. This is possible in Texas (and is called Muniment of Title)

 

37:56 Pete Double-Ends a Deal Referred by A Probate Contact

Pete shares a win! He is in Denver and double-ended a deal referred to him by a personal representative! He is proof that leading with value first will help you help more people and get more deals under your belt all at the same time.

 

42:03 Hoarder House With A Reverse Mortgage?!

Caller was able to get a Personal representative out of Probate Quicksand. She leveraged her network to help evaluate the belongings to get the house cleared out. The house is currently listed and has a reverse mortgage. There might be some medical debt as well. What's the best course of action? (Tip: See if your state allows the personal representative to get paid for their time handling the administration of the estate!).

 

47:25 Buying Personal Property From A Seller

Belinda offers advice on getting money by selling other assets in the property, such as a washer and dryer.

 

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Preview for Probate Mastermind Podcast Episode 332

New Service Announcement: Probate ISA/Virtual Assistant Program #332

Probate Mastermind Episode #332 | Recorded Live on June 17th, 2021.  

Join Us Live Every Thursday | Previous Episodes.

 

These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 and 33:37 Probate ISA/Virtual Assistant Program

Jim and Bruce share general updates. In particular, Bruce describes a new ISA/Virtual assistant program he is launching that will include ongoing training and a hybrid independent contractor model.

 

11:24 What To Do When A Lead Engages, But Rushes Off The Phone

Rick was making outbound calls and had a brief engagement with a lead while they were driving.  They aren’t a dead lead, but the conversation did not involve as much discovery as normal.  What’s a good way to follow up with a lead you’ve had some engagement with, but didnt get to do enough information-gathering to know what problems and solutions are relevant?

 

22:56 Using Letters of Intent to Win Emotional Commitments

Beth shares a win, and then an almost-win that slipped away.  After working with a family while they were waiting to get letters of testamentary from the probate court, the family signed a listing agreement with another agent. How can Beth get ahead of this next time?

 

28:35 TCPA and Liability for Outbound Calling via ISAs/Virtual Assistants

Beth and Tim discuss TCPA regulations and what liabilities and risk might apply to outbound dialing by virtual assistants.

 

30:04 and 35:44 Direct Mail: Copy and Envelopes

Joe, Tim, and Bruce discuss ideas for improving open rates and response rates for direct mail campaigns.

 

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Preview for Probate Mastermind Podcast Episode 331

Doug Lands 8 DEALS from 5 CONTACTS | Probate Mastermind Podcast #331

Probate Mastermind Episode #331 | Recorded Live on June 10th, 2021.  

Join Us Live Every Thursday | Previous Episodes.

 

These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 General Updates

Jim and Bruce share general updates.

 

04:15 Co-Marketing With Vendors

Kristen is interested in getting more out of her marketing by getting vendors on board for co-marketing.  How can she package and pitch this to vendors?

 

12:41 Finding Deals Through Courthouse Auctions

Jim shares a tip on finding leads by looking for liens and judgments, or using a courthouse auction lead list service. 

 

17:00 Doug Lands 8 Deals from 5 Contacts!

Doug shares his feedback on the value of Bruce Hill’s Probate Foundations! He shares an update on his success with prospecting probates, and has gotten 8 deals from 5 contracts!

 

25:52 Working Probate Leads Remotely

Kristen lives in Virginia but is also working Probate Leads from Ohio. Bruce and Jim offer tips for working probate remotely. The virtual shift motivated by COVID shut downs has made this a particularly great time to work new markets virtually.

 

34:33 Calling Historical Leads WIth Unsold Property

Vince is working on historical leads from before COVID.  He is getting ready to dial outbound to the leads that still haven’t sold property.  How should he script for this?

 

40:46 Learning To Appreciate The First and Second Contact

Eddie is looking to combat negative thoughts about contacts that don’t convert into appointments and deals right away. Bruce offers advice on remembering the importance of information gathering and rapport building - a first contact can be a huge success even if it doesn’t land an appointment.

 

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Probate Mastermind Podcast #330 Eddie’s Deal: Profit Margins vs. Appraisal Requirements

Eddie’s Deal: Profit Margins vs. Appraisal Requirements | Probate Mastermind Podcast #330

Probate Mastermind Episode #330 | Recorded Live on June 3rd, 2021.  

Join Us Live Every Thursday | Previous Episodes.

 

These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 General Updates

Jim shares general updates.

 

01:55 Tips for Real Estate Virtual Meetings

Rick is implementing virtual meetings in his business model and has found it to be much more convenient for himself and clients.  As he uses virtual meetings more and more, what applications besides Zoom should he look towards? What are some other tips for evolving with the times? Mike jumps in the queue to share his insight: Virtual and In-Person both have their tie and place, and in combination can lead to a really efficient workflow.

.

14:30 Probate Foundations: What and When

Bruce and Jim share a refresher on what Probate Foundations is, and why it’s a great first step into the probate niche and way to stay on track after you’ve gotten the ball rolling.

.

23:01 Transaction Engineering with Eddie

Eddie shares updates on deals he’s been working on since previous masterminds.  He went on three appointments last week and came back with two signed contracts and another highly-likely deal. This third deal is being held up by a 75% appraisal requirement from the court; the property includes two condos that are severely distressed. He can still make money if he goes the 75%, but is this the only option?

.

 

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Preview for Probate Mastermind Podcast Episode 329

How to Introduce Yourself to Probate Leads | Probate Mastermind Podcast #329

Probate Mastermind Episode #329 | Recorded Live on May 27th, 2021.  

Join Us Live Every Thursday | Previous Episodes.

 

These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!

 

Get Probate Leads

Get Certified in Probate

Call Re-cap:

00:00 General Updates

Jim and Bruce share general updates.

.

05:30 Making The First Investment Offer

Eddie is looking for advice on making offers when he’s the first investor in line. What should he say so the next investor offer doesn’t undercut him?

.

13:00 Marketing to Stay Top-Of-Mind

Eddie is looking to adjust his marketing strategy to get his name out there. He’s already handling outbound marketing, but struggling with staying top-of-mind.  What can he do? Bruce advises.

26:41 Should I Email Probate Leads?

Nick asks: Is it okay to email personal representatives? When and How?

See More: Using Email Marketing for Probate Leads: https://alltheleads.com/find-probate-homes-real-estate-leads-email-marketing/

33:33 Dialers and Voicemail Drops

Belinda is looking to maximize her prospecting time. Should she be using ringless voicemail? Bruce discusses.

36:41 How to Introduce Yourself To Probate Leads

How should you introduce yourself to prospects as someone that does “All-Things-Probate,” rather than pitch yourself as just an agent/investor?

See More: The BEST Script For Calling Probate Real Estate Leads

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