Tag - Probate Training

Ask The Expert – Everything You Need To Know About Working With A Probate Attorney to Grow Your Real Estate Business, With John Erik Fraker, JD

What Should I Know About Probate and How Can I Start Getting Referrals From Attorneys?

Have you ever wondered:

How can I get deals and listings through referrals from Real Estate, Probate, and Wills and Trusts Attorneys in my market?
“What is Probate?” and how is it different from a trust?
What are the most common delays and issues in probate?
What should I know when my client has real estate that is in Probate?
How can I impress a probate attorney and win their business?

 

Which Comes First, The Probate Agent or the Lawyer?

Probate is a big ticket for BOTH attorneys and real estate professionals.  Attorneys know people that need help with real estate, and real estate professionals know people that need help with Probate, Wills and Trusts, and Estate Planning.  The truth is, Probate is a viable opportunity for both agents and lawyers, no matter who finds a client in need first.  As an agent/investor, understanding what a Lawyer does and what they might need from you will provide a solid foundation for building referral relationships and providing a higher level of expertise to your clients.

So, What’s the Best Way To Build Relationships With Probate and Estate Attorneys Near You?

We’ve worked with thousands of agents and investors in teaching how to build lasting referral networks and strong relationships with attorneys, but until now, we’ve never heard the Do’s and Do-Not’s directly from an Attorney.

John Erik Fraker joins us today not only to lend his insight on what the legal side of probate involves, but also how agents can incorporate a basic understanding of the Probate legal process in their own business to provide exceptional value.

We are excited to bring this to you, and hope you find this valuable!

Nuggets In This Video

1:58 Who is John Fraker?
3:03 Where probate real estate and law intersect
5:10 The true cost and pragmatic differences of probate vs. having an estate plan/trust
19:07 What are the most common reasons for delays in Probate?
20:51 What should agents/investors be ready for when working with Personal Representatives?
23:14 The important question to ask Personal Representatives: “Who do you feel like should be part of these conversations?”
24:13 The most common challenges for Probate Attorneys in dealing with multiple heirs/people who have a role in the decision.
26:08 How do (As an Agent/Investor) you build a referral network of probate attorneys that can bring you business?
29:49 How you can bring real value to a probate attorney?
32:22 What is the biggest mistake agents/investors make when trying to earn referrals from attorneys?
36:32 How you can help attorneys market for new clients (since Attorneys can’t prospect the way Real Estate Professionals can) 41:47 What’s the best way to meet attorneys?
45:35 The Probate Checklist as a co-marketing piece.
48:48 A story of the real value you can bring to an attorney and their client(s): Do you have an example of a realtor that really went above and beyond in their service?
54:33 What does the real estate community need to learn the most about the probate law side of things?
57:08 What’s your advice for legal clients that have real estate to deal with?

 

 


About the Expert – John Erik Fraker, JD

John Erik Fraker, JD - Probate Real Estate Attorney and Agent

 

As a Private Client Attorney since 1999, I have had the privilege of representing many of Silicon Valley’s most successful families with their Estate Planning, Asset Protection and Real Estate needs.

I am a zealous advocate for my clients, whether representing them in the buying or selling of real estate, or in the planning of their Estates.

As a Silicon Valley native, I have seen first-hand how the long-term appreciation of real estate and the financial success of my clients goes hand in hand.

 

 

Connect with John:

https://www.facebook.com/johnerikfraker

https://www.linkedin.com//in/johnerikfraker/

https://www.youtube.com/channel/UC1-IGRz19fr5eu4zGXU3Z-g

https://www.johnerikfraker.com/

https://siliconvalleyhomesandschools.com/

 

Join Our Mastermind Group on Facebook! All The Leads Mastermind

 

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

Check Your County for Probate Leads!

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 !

 

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

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

 


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

 

 

 

 

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

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

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

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

Probate leads season exceptionally well.

Well, why?

Personal representatives and heirs often get stuck in what we call “Probate Quicksand.” Either due to time constraints, emotional stress, or both, people procrastinate when it comes to handling what needs to be handled regarding inherited property.

In many cases, this means they are leaving money on the table and possibly setting themselves up to fall behind on mortgage payments, let properties slip further into distress, or miss other unforeseen circumstances like a lack of homeowners’ insurance during natural disaster, Squatter occupancy, etc…

(BONUS: Get around the “I don’t need any help, my attorney’s handling it” objection – The Homeowner’s Insurance Trick ” Live Cold-Calling Roleplay and Script Critique )

These are especially viable opportunities for YOU to step in and pull them out of this quicksand – Even/especially if it’s been a few months since the probate was initially filed.

Doing exactly this just brought James 3 deals and 4 listing appointments in the last two weeks!

In this video, James shares his success story with calling older leads – He was surprised to see how well they seasoned and is now looking to 10x his business through probate real estate leads.  Most importantly, he really feels like he is finding intrinsic value in his business by taking an empathetic approach and providing real solutions to real problems people are dealing with.

ATL Trainers and Founders Chad, Jim, and Tim all offer great insights for recognizing when prospective clients (both personal representatives and other heirs to the estate), are stuck in Probate Quicksand, and how to pull them out. Watch Below:

 

 

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

 

This highlight is from Mastermind Call #235, 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

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

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

David Pannell’s #1 Secret In Real Estate: The Water Bottle Trick.

The Do-Or-Die Rule When Meeting Face-to-Face with Motivated Sellers.

You’ll probably never hear me say this again, but in this SHORT, ONE-MINUTE (😅😁) Video, David Pannell and Chad Corbett share a golden nugget of wisdom for sealing the deal during face-to-face appointments with sellers.

(Alternatively, you can catch David’s full success story here, complete with timestamps and dozens of additional best-practice nuggets: https://youtu.be/twb5PrpXcRk)


David is projected (conservatively) to be making $1,000,000 a year by the end of 2019 through listings and acquisitions from PROBATE DEALS ALONE.

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.

 

WATCH THE FULL VIDEO HERE

Or select a time-stamp to jump to a specific segment:

5:30 First time calling Probate Leads
6:05 2018 Totals from all lead types
7:37 My First Year in Probate
8:56 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” 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 – 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
59:57 The Numbers
01:03:23 The Million Dollar Pillar

 


About 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.

 

Connect with David and others in the All The Leads Mastermind Facebook Group!

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

 

 

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

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

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

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

Thanks for watching!

 

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MORE MARKETING TIPS AND TRICKS:

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

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

 

 

 

 

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

Providing solutions for Personal Representatives means providing options.

In the latest from the All The Leads Tips From The Trainer series, Chad Corbett discusses why you shouldn’t jump head-first into a conversation with a personal representative with your proposed solution at the forefront.  Even if you think you know without a doubt what the best solution for a personal representative’s specific situation is, here’s why should still open your conversation differently:

Think: Provide THEIR Solution, Not Your’s

For more Tips from the Trainer and other content, check out our YouTube channel: https://www.youtube.com/channel/UC2S3yZKD2cvmNX7WBUEue1A

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

For more information on Probate Mastery: https://alltheleads.com/education-training/

 

 

Thank you for your participation! Join us every Thursday for a free hour of training from our coaches.

All The Leads Weekly Mastermind calls for Probate Leads

Join agents, brokers, and investors from across the country for the #1 Probate Real Estate Mastermind call in the United States. Thursdays at 1:00pm EST

 

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

How to Adjust Real Estate Cold-Calling Scripts to Increase Your Conversion with Probate Leads

In the latest from the All The Leads Tips From The Trainer series, Chad Corbett discusses what makes prospecting probate leads quite a bit different from traditional leads such as Expired Listings and For Sale By Owners.  By the end, you’ll understand why using a conversational framework will leave you better prepared to handle any objection the personal representative of the estate hands you.

For more Tips from the Trainer and other content, check out our YouTube channel: https://www.youtube.com/channel/UC2S3yZKD2cvmNX7WBUEue1A

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

For more information on Probate Mastery: https://alltheleads.com/education-training/

 

 

Thank you for your participation! Join us for our weekly Mastermind call every Thursday at 1pm EST:

All The Leads Weekly Mastermind calls for Probate Leads

Join agents, brokers, and investors from across the country for the #1 Probate Real Estate Mastermind call in the United States. Thursdays at 1:00pm EST

 

 

 

 

 

 

 

Interested in becoming an affiliate partner or hosting one of our trainers on your YouTube/Podcast/Webinar? Contact affiliate manager Katt Wagner katt@alltheleads.com or visit www.alltheleads.com/affiliates

 

 

Ask The Expert – Hiring a Real Estate Virtual Assistant to Help Grow Your Business

Thinking About Hiring a Virtual Assistant to Help Get More Leads, Listings, and Closings in Your Real Estate Business?

In this episode of Ask The Expert, Daniel Ramsey from MyOutDesk joins us to discuss WHY and HOW you should hire a virtual assistant if you are out of time and bandwidth in your real estate business.  From lead generation, marketing assistance, handling follow-ups and appointment setting calls, to assisting with different tasks throughout the transaction through to closing, Virtual Assistants are a valuable tool for effective time management.

Considering hiring a VA? Get your questions answered for you.

Request info about MyOutDesk Virtual Assistants and you’ll get 20+ free growth & strategy guides, a Market Force® Personality Indicator, Real Estate Checklists & Hiring Guides all absolutely free!

Why You Should Hire a Virtual Assistant as your Real Estate ISA:

Especially when it comes to working probate leads or leads in other specialized niches, your prospects and clients might require some extra nurturing. Your VA can help handle vendor referrals and client follow-ups to keep you focused on what makes most sense for your dollar.

But something our clients frequently express is how difficult it can be to hire and train a Virtual Assistant that is knowledgeable in real estate and can get results.  You might be hiring someone who lives far away, who will be working remotely, and who you’ve never built rapport with yet. How can you trust their skill set and expertise will bring growth to your business?

While nobody can exactly replicate YOU, consider the tasks and to-do list items you have that all the time management in the world can’t help you complete the way you want them to be completed.  If your business is to grow, it’s necessary to take a look at the non-revenue tasks in your business and assign them to someone who can get them done efficiently.  At the end of the day, the goal is to work ON your business.

We know all too well that even the best organization skills and CRMs can’t help ONE PERSON stay on top of every single lead and client who needs nurturing and attention.  A Virtual Assistant can keep your pipeline happy and growing as your right-hand Real Estate ISA while you can spend your time where it makes the most sense.

Make sure you check out our Ask The Expert video above where Daniel Ramsey breaks down all the ins-and-outs of hiring a Real Estate Virtual Assistant.

 

These free resources will make finding the right VA a breeze:

Leverage Inventory Framework

Hiring Guide – Interview Questions

Hiring Guide – Interview Worksheet

Hiring Guide – Evaluation Worksheet

Hiring Guide – References Worksheet

Looking for more info? Request info about MyOutDesk Virtual Assistants and you’ll also get 20+ free growth & strategy guides!

 

 


About the Expert – Daniel Ramsey (CEO, MyOutDesk)

Daniel Ramsey - CEO of MyOutDesk - Hire A Virtual Assistant For Your Business

Daniel Ramsey – MyOutDesk CEO

Daniel Ramsey has been in the industry since 2001, running a Real Estate and Development company. After several years of great success, Daniel realized that realtors spent too much time working on tasks that are necessary but highly administrative, routine, and time-consuming—working overtime soon becomes required to finish all these tasks and keep in touch with clients and generate new business. Daniel saw a need that he could fill after his experience with his very own Virtual Professional. He realized that these tasks could be delegated by leveraging a Virtual Professional to take care of them, enabling real estate agents and brokers more time and focus on growing their business.

In 2008 MyOutDesk was born, offering services from high caliber talent to Real Estate Agents who needed them the most. MyOutDesk Virtual Professionals have been part of over 5000 client’s teams around the USA and Canada. Daniel has two lovely daughters and a wonderful wife and is passionate about extending the movement beyond revenue, making an actual difference in many people’s lives.

 


 

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Check Your County for Probate Leads