Tag - probate script

Probate Mastery Logo for Chad Corbett's Real Estate Education and Training Course

Probate Mastery Training – Become a Certified Probate Expert

November Probate Mastery Training starts on 11/13/19

We found that in 2016 our Mastery Graduates were 3 times more likely to succeed in probate real estate.  The class is not required because many don’t want to go this deep but those who see value in raising the bar for themselves excel in this niche and often make probate the main pillar in their business.

The cost is only $250 which includes your Certified Probate Expert (CPE) designation and certificate that will be mailed upon completion.

All sessions are video recorded and recaps are sent immediately following each session along with supplementary forms, training videos and more.

After taking the course once, you can attend all future sessions for free.

 

Upon completion, you’ll have access to our Probate Alumni Group! In the meantime, join over 6000 agents, investors, wholesalers, and attorneys in our Probate Mastermind Group on Facebook

 

Click Here to Enroll in Probate Mastery

Probate Mastery SCHEDULE AND COURSE OUTLINE

Session #1 – 11/13/19 at 2pm EST
Understanding Probate & Creating Value as an Expert

  • The Statistics Behind Baby Boomers and Probate
  • The Opportunity in Probate for Professionals
  • How to Make a Difference as a Real Estate Professional
  • The Probate Process Step-by-Step
  • Understanding Roles in the Probate Process
  • Learning the Nuances of Your Local Probate Process

Session #2 – 11/14/19 at 2pm EST
Developing Your Probate Strategy

  • Getting Clear on Your “WHY”
  • Identifying Your Ideal Client, their Biggest Problem and Becoming the Solution
  • Determining Your Unique Offer/Service
  • Mapping Out Your Marketing Sequence
  • Building Your Probate Team
  • Systemization & Automation of Marketing
  • Organization and Accountability
  • CRM/Database Management
  • Direct Mail Systems
  • Telemarketing
  • Referral Generation Systems

Session #3 – 11/15/19 at 2pm EST
Developing Your Probate Sales & Service Process

  • Understanding the PR’s Mindset
  • Mastering Your Probate USP©
  • The Initial Conversation Step-by-Step
  • Asking the Right Questions in the Right Order
  • Gathering Enough Information to Offer Options
  • Common Objections and Role Play Scripts for Probate
  • Preparing for the Appointment
  • Offering Multiple Solutions/Services
  • Service After the Sale
  • Listing Appointment Step-by-Step
  • Tips & Tricks to Give You an Advantage and Differentiate You from Competition

 

Each session typically lasts between 2-3 hours, depending on how active the Q&A sessions are at the end of each session.

Click Here to Enroll in Probate Mastery
” After I took the leap into the ATL lead program… I knew nothing about probate. I zoomed through the Fast Track videos and really believed that I had something to differentiate myself from other Realtors.  I soon began to realize that there was something missing. Stumbling through the phone calls and really just trying to understand what was happening on the other end of the phone, I realized “THIS MARKET IS DIFFERENT”.  I am not saying that I could not figure out the best way to do things over time…I am saying that I just was not getting the perspective in the overall concept of what makes this market successful for me and my family. Something was missing.

I listened to a couple of Mastermind calls and the repeated opportunity to spend another $250 for the ATL Probate Mastery Program. Several benefits jumped out at me from the pitch: 1) understand why you are in this market…a unique proposition of value, 2) methods for handling the data and follow-up, 3) initiate the calls with a structure in mind, 4) designing a campaign (a procedure to reach out), 5) developing an effective team and 4) Certification as a Probate Expert from the ATL institute (a badge that gives me credibility),  WOW, maybe this program for $250 is worth the expense.

I paid the money and found that it was well worth the cost.  I made a one year commitment to myself to see what this ATL list could produce. In short order I received over 1000% return on my investment. What I realized was that I needed to reorganize the same skill set I possessed but change the context. Mastery changed the paradigm.

Probate Mastery points out how I can successfully understand and navigate the Probate market. It provides the tools for creating a VALUE BASED CONVERSATION, AN ORGANIZED WAY TO APPROACH AND REACH THE MARKET, BUILDING A VALUE DELIVERY TEAM, AND A DIRECTION FOR DEVELOPING OPPORTUNITIES TO EVOLVE THE VALUE SET INTO ADDITIONAL MARKETS. Mastery provides a clearer business plan for delivering solutions to PRs, Trustees and Attorneys.  The result I have realized with this reorientation are astronomical.  I am listing probate properties. I am also adding family members to my sphere of influence and receiving referrals from people that trust me.”

– Rodger Lecy, CPE

Click Here to Enroll in Probate Mastery

 

Education & Training

Video Thumbnail with headshot of real estate agent Donna Hastings and a description of probate lead scripts

Why You Should Change Your Prospecting Script for Probate Leads – Donna Hastings’ Update | All The Leads Reviews

Donna Changed Her Prospecting Script For Probate – Here’s What Happened:

Donna Hastings jumped in the hot seat and roleplayed her cold calling script for probate live with Chad Corbett just a couple of months ago. Chad quickly broke the roleplay off and told her three things she should immediately change in her calling script.  There were over 100 agents, investors, and wholesalers listening live on that roleplay training call and the call has been played several thousand more times since.

 

So many witnessed Donna’s first foray into probate cold calling – Today, we’re highlighting Donna’s hard work and progress since that call. 

 

Donna jumped on All The Leads Mastermind Call #252 to share her current progress working through her probate leads lists.  She has:

  • Several probate listings under contract
  • A couple off-market probate properties that are going to cash investors
  • A calendar full of listing appointments in the upcoming week
  • A bright sound of pride and confidence in her voice.

 

Donna discusses her pipeline and projected earnings from probate sales in detail, but more importantly she describes how she adjusted her prospecting script and general approach to probate to make this possible.  She shares her story of looking inward, adapting to criticisms, making improvements, and getting better at what she does every day.

 

Not only is she seeing a great return on investment with probate real estate, but the pride she has in helping people is truly inspirational.  Check out Donna’s update below!

 

 

 

Donna, so many of us were looking forward to hearing what you did next and this is truly one of the best progress updates we’ve heard here at All The Leads! We are so grateful you shared your prospecting progress with all of us.

Join our Mastermind Group on Facebook to connect with Donna and other Masterminds. Share your story and ask your questions!

Should You Leave Voicemails When Cold-Calling Leads? What to Say and How Often? | Tips From The Trainer | Probate Leads Training for Real Estate Agents, Investors, and Wholesalers.

Video Thumbnail for All The Leads Probate Real Estate Success Story - 60 Second Case Study from Willie Gallegos

What 30 Minutes Could Do For Your Pipeline This Week | Probate Leads – Real Estate Success Stories

Willie Gallegos realized he left 12 deals on the table because he didn’t work an old set of probate leads.

He decided it was time to get accountable and work these leads instead of letting them fall through the cracks!

So, he took a few minutes to prepare and send off a voice broadcast (ringless voicemail) campaign, and from that campaign he’s already purchased a property himself and taken a listing.

Willie’s story is a 60-second case study of success with probate real estate leads, and how a little motivation can bring an easy ROI. In addition to his ringless voicemail campaign, he sent emails to about a dozen probate leads and is now working on a third deal referred by a probate attorney who saw value in what Willie offers as a probate specialist.

Would you take 30 minutes to follow-up with a set of old probate leads if it put 3 deals in your pipeline?

Willie is a real life reminder that the fortune is in the follow-up – And all it takes is a little motivation to bring BIG SUCCESS.

Let’s put it into practice!!!

 

 

 

Willie shared this story on our 245th Live Mastermind Q&A call, which you can catch in full here.


Want more tips, tricks, success stories, and motivation to keep your cold calling and prospecting efforts going strong?!

Join the All the Leads Mastermind Group on Facebook.

 

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! https://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

Aging Boomers and the Growing Need for a Higher Level Real Estate Professional

 

 

 

 

How To Leave Voicemails when Cold-Calling Real Estate Leads - Tips From The Trainer with Chad Corbett

Should You Leave Voicemails When Cold-Calling Leads? What to Say and How Often? | Tips From The Trainer | Probate Leads Training for Real Estate Agents, Investors, and Wholesalers.

Should You Leave Voicemails When You’re Cold-Calling / Prospecting Your Probate Leads?

You’ve gotten your introduction down…

[Here is some great advice for opening your cold-calls without boxing yourself in as JUST an agent]

You know how to overcome objections….

[Here is advice on how to provide options instead of jump to one solution]

You’re ready to pick up the phone!

….

But what if you reach an answering machine?

 

Leaving voicemails can be intimidating: The recording starts quickly, the time you have to speak is limited, and only some answering machines give you the option to review and re-record your message if you mess up.  You often have one shot, and a limited time-frame, to get your message across.

 

Most people try to rush and explain everything they do in 15 seconds. This DOESN’T WORK!  Not only is this overwhelming, but it’s akin to showing all your cards in a game of poker.  Effective voicemails provide a warm introduction, leave enough room for curiosity, and provide a reason your lead should call you back.

 

What is the right voicemail to leave personal representatives/prospective sellers?
When is the right time to leave it?
How often should you leave a message if you’re calling leads more than once?

 

It seems like it’s something really simple, but it’s critical to your business to get the most out of your prospecting time…. So what’s the right way leave a voicemail???

In this video, Chad goes through the voicemail he leaves and why it has consistently been the most effective for generating call backs from leads, as well as some other best practice tips for voicemail etiquette.

Check it out!


(And don’t forget! When leaving a voicemail, make sure you remember to provide a call-back number!)

 

So there you have it! Get more call-backs, get more appointments, get more deals! Put it into practice and come back to share your results!

 

 

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

 

 

 

 

 

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

Role Play 45 Highlight - How to NAIL Cold Calling Probate Leads as a Real Estate Agent, Investor, Or Wholesaler - Live Roleplay Critique and Comparison

How to NAIL Cold Calling Probate Leads as a Real Estate Agent, Investor, Or Wholesaler – Live Roleplay Critique and Comparison

In this highlight, we put two live roleplays side-by-side to compare the difference in tone and delivery.

In Roleplay call #45, Justin (new to Probate Real Estate) and Peter (A Probate Mastery Veteran) both jumped in the hot seat with the coaches.

They both hit all the same points, but their tone and delivery were vastly different!

Together, the examples show the beginning and end result of getting your core content down and backing away from a scripted conversation.

Check it out!

Join Our Mastermind Group On Facebook – Find a roleplay partner and get tons of new tips and tricks each week: https://www.facebook.com/groups/AllTheLeadsMastermind

More content:


 

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

Interested in Collaborating or Becoming an Affiliate Partner? Contact Katt at katt@alltheleads.com

 


Probate Leads/Automated Marketing for agents, investors, and wholesalers: Check For Leads In Your County! (954-400-3500)

 

Probate Quicksand – How to pull Sellers Out of It and WIN THEIR BUSINESS | Probate Real Estate Training Top Plays

Thumbnail Preview for live roleplaying training with Probate Coach Chad Corbett.

3 EASY Ways to Improve your Cold-Calling Script – Live Cold Call Role Play Breakdown and Critique

Success With Cold-Calling Probate Leads Requires Turning Your Script into a Conversational Framework That Moves WITH A Prospective Client’s Needs.

If you’re a regular on our Mastermind Calls or follow our Vlog content, you’ve probably heard it dozens of times – It takes some adjustment to jump on the phone and call probate leads when you’ve built up hard-sell habits from years of calling FSBOs and Expired leads.  With Probate, you’re dealing with someone who might have a lot more on their plate, who likely could use your help much more than a traditional home-seller, but has no idea right now what their roadmap looks like.

When Donna jumped on our 44th Role Play call last week (which you can catch in full here in our Role Play archive ), she bravely jumped in the hot seat with Chad.  Though she has years of experience in real estate, she is new to calling probate leads and wanted to go over her script. Below, we re-cap the live role play, break it down, and offer valuable critique, so read on!

Prefer to Watch? Jump straight to the Video Clip

Chad Gave Donna Some Straight-To-The-Point Critique on her Cold-Calling Script.

Donna opened her call with the same structure so many other agents use:

“My name is ______ and I’m an agent with _______. Is there any real estate?”

Does this sound like you or someone on your team?

After Donna’s first few statements, Chad said “Let’s break here.”  Then he gave her some critical advice anyone making cold-calls should use to improve their cold-calling introduction fast.

Use these 3 Tips Next Time You Cold-Call Leads (Even leads that aren’t probate leads) and Your Conversations Will Go Much Further.

  1. Be Donna. Be Jim. Be Jessica. Don’t title yourself as a Realtor/Investor/Wholesaler.

    On one hand, and especially if you’re working in a competitive market, your prospective clients are being contacted by other realtors and investors, and have probably built up a wall from hearing the same thing over and over.  Throwing your title out there so soon allows this wall to go right up and it’s hard to get over.

    On the other hand, you aren’t just a Realtor, an investor, etc… Are you?  You have skill sets, specialties, hobbies, things you’re naturally good at – You have value and solutions you can provide beyond a one-word title. Do not pigeonhole yourself.  You don’t even know what a client’s specific needs are when you are making your introduction, and they might assume by your title alone you won’t be able to help them at this point in time.

    Bonus: Check out David Pannell and Chad Corbett’s discussion on the Good Cop/Bad Cop approach for winning every listing appointment as a realtor/investor pair:

  2. Don’t offer condolences to someone you did not know.

    This can be a trigger for a lot of people who may still be hurting emotionally.  Oftentimes, sympathizing with someone -especially someone who has no idea who you are- seems not just inauthentic, but also like it’s coming from a place of pity.

    Sympathy is also different from empathy – Empathy involves an understanding of the situation someone is dealing with, and conveying that understanding will go a long way in positioning yourself as the person who can offer a relevant and compassionate solution.

    I want to emphasize that this approach is something that can make you much more successful in any niche.  In my years working as a real estate ISA, I think of the countless times an empathetic approach (i.e. listening) got me through the typical expired and FSBO objections that a bullish approach would not have.  Maybe you reach an expired lead whose motivation was not just to sell and buy another house, but had added pressure from notice of default and pre-foreclosure.

    Do you have a plan for where you are going next?

    Has anyone given you a framework for what your options are if you need to sell fast vs. if you have time to get the most equity back in your pocket, and what those numbers might look like for you?

    In a way, you’re still asking for the client’s business with questions like these, but unlike the dozens of other agents and investors who might be reaching out, you’re asking for this business as part of a two-way dialogue.  You will also have much more knowledge on the situation, which means can better prepare your roadmap for the steps and processes necessary to reach the desired result.

    I used to get off these calls feeling like I was really making a difference for so many people!  Feeling like a human and not a telemarketer also had the added benefit of keeping my motivation to keep dialing high.  Selling with empathy has obvious extrinsic benefits like increased conversion and stellar testimonials, but it also brings invaluable intrinsic benefits that make this work much more rewarding.

  3. Don’t go straight for the jugular on Real Estate.

    Above, I mentioned how you as the caller don’t even know the seller’s specific situation when you are first making your introduction.

    The truth is, it’s extremely common for personal representatives and the related family members who might be answering your calls to not fully understand the situation they’re in, either.   When you lead into a conversation by asking a question they don’t even have an answer to, they won’t have anything valuable to offer you in response.

    Get creative and use discovery questions to lead into the real estate conversation, instead of leading with it.

Chad and Jim go on to share some anecdotes of how they’ve evolved their approach over the years to change these three habits.  Watch the role play and breakdown in full below:

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Questions, comments, thoughts? Leave us a comment below!

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

The BEST Real Estate Cold-Calling Script for Probate Leads – Tips From the Trainer