Preview for Real Estate SCripts Role Play episode 59

Real Estate Scripts Training: Live Cold Call Role Play #59

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Real Estate Scripts Role Play Training #59

Recorded Live on October 7th, 2020 (Join Us Live Next Time | Previous Episodes)

 

Welcome to All The Leads Cold Call Training, a special series recorded once a month for the Probate Mastermind Podcast.  These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Chad Corbett and Bruce Hill.  The role play portions of the call are completely un-edited, so listeners can experience how these calls would sound if they were real conversations.  Be sure to join our Facebook Group, All The Leads Mastermind, to find role play partners and more!

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Cold Call Scenario 1: How To Win Face-To-Face Appointments When The Seller is Undecided (1:00)

 

Danny plays the personal representative in this role play with Bruce Hill.  Danny poses a scenario where two brothers working full-time waiting tables are trying to figure out what to do with inherited property.  Money is tight.  The brother wants to keep the house, but Danny hints he’d rather sell the house and get some funds in their pockets.  Danny’s biggest obstacle is lack of time.  He hasn’t yet figured out how “being too busy” can ultimately cost him much more in holding costs and equity the longer he sits and waits.  Bruce and Chad breakdown the role play and share their insights on how to become the solution in scenarios like this.

Real Estate Objections - Role Play Training

 

 

See Also: Dan’s previous two role plays, where he played the probate expert:

Role Play Session #58

Role Play Session #57

Time Stamp for bonus tip: How To Win Face-To-Face Appointments When The Seller is Undecided

Bonus Tip: Chad Breaks Down How To Win An Appointment At The Property WITHOUT pushing a hard-sell on listing/acquisition. (11:04)

 

Cold Call Scenario 2: How To Make Follow-Up Calls After A Bad First Impression (20:47)

 

Ashley had a potential seller in her pipeline, but after her attorney referral bailed, the seller lost faith in Ashley’s ability to provide any real value.  Ashley describes her background, how she got into real estate and how she is transitioning into agency from wholesaling.  Chad offers Ashley solid advice on personal development and demeanor before jumping into a role play.

Time stamp for Real Estate Objections Scenario 2: How To Follow-Up After A Bad First Impression

 

Best Cold Calling Tips and Advice Here:

Understanding the prospect’s pain point and addressing it is the key to moving forward. Bruce and Chad discuss how to discover the pain point and offer solutions for it.

Real Estate Cold Calling Tips 5

 

Sometimes, you have to get a prospect to accept reality, even if it isn’t ideal or morally right.

 

Episode Tip: Understanding the prospect’s pain point and addressing it is the key to moving forward.

 

When you feel uncertain or something is out of your power (like legal issues), tackle a smaller problem.  This becomes proof that you’re doing what you say and solving problems, even if the bigger problems can’t be solved yet.

 

 

Timestamp for Real Estate Cold Calling Tip: Getting Over Your Fear of Not Knowing What To Say

 

TRY THIS EXERCISE (48:05):
Chad advises everyone to create a spreadsheet with two columns:
1) What problems might people face because of Probate?
2) What are all the solutions you can provide? 
If you do this exercise, you'll have better confidence and delivery when offering solutions to cold call objections.

 

 

 

 

 

Related Resources For Probate Cold Calling Scripts:

 

 

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Episode Transcript

Real Estate Scripts Role Play 59 Transcript

A.I. Narration: [00:00:00] Welcome to All The Leads Cold Call Training, a special series recorded once a month for the Probate Mastermind Podcast.  These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Chad Corbett and Bruce Hill.  The role play portions of the call are completely un-edited, so listeners can experience how these calls would sound if they were real conversations.  Be sure to join our Facebook Group " All The Leads Mastermind"   to find role play partners and more.  For previous episodes, visit all the leads.com slash podcast

regular call, but I was thinking about switching it up today. probably just this once just so I can step out of my own shoes and get a different perspective and maybe this time be the prospect and shoot you guys the common response that I'm hearing as of late.

[00:01:29]just basically, yeah, I'd be the prospect. If someone wants to be an agent and a role play with me.

[00:01:33]Bruce Hill: [00:01:33] Okay. Cool. good deal. Are you ready to start?

[00:01:36] Danny: [00:01:36] Uh, yes. I'm. I'm ready to go.

[00:01:38] Role Play 1: [00:01:38] Okay. A ring ring. Hello? Um, Hey Danny, uh, Bruce Hill. Uh, my name is by any chance familiar to you, is it, uh, no, no, actually I've never heard that name before. Okay. No. Okay. Listen. It's no big problem every now and then I get that.

[00:01:55] The reason I'm giving you a call. If I shot you a letter, a couple of there's a go. And, um, basically what I do is kind of help people that are going through the probate process. And listen, I have no earthly idea. If what I'm offering is beneficial to you or not take about 45 seconds, I can tell you the reason that I'm calling is that cool.

[00:02:17] I mean, probably it's. How did you get my number? Yeah. Yeah. Uh, listen. It's exactly. That's what I was going to tell you. We run down to the court, um, the courthouse and talk to the clerk generally about once a month and just find some of the people that are going through probate that, uh, that might be able to use some of the services we offer.

[00:02:38] And what we do is we, we put together a team that kind of helps people that are struggling or trying to figure out if they're going to keep her sell real estate. Uh, maybe some people that that might be. Struggling with the clean-out personal property that they have to get rid of, that they have to sell things like that.

[00:02:56] And then ultimately all the repairs and the maintenance that can sometimes kind of pile into an already busy life. I assume that you probably don't handle a States, administer a straight estates for a living. Do you? I do not know. No. Okay. Uh, so let me ask you a quick question. What, uh, what's been the biggest struggle that you've had so far.

[00:03:20]Okay. Okay. Well, I mean, I like some, like, uh, like what you're saying, Bruce, um, I guess I'll talk to you for a couple of minutes. Um, definitely after my, uh, stepfather's passing, um, after, you know, after he passed his only myself and my brother that are, uh, you know, really trying to handle. Okay. Everything going on and, uh, we don't really know how to go about handling what little estate he had.

[00:03:46] We don't think we need an estate sale after it. We talked to my attorney. Mmm. Okay. I be thinking of doing something with the house. Not sure yet. Maybe my, I think my brother might want to move into it, but we're not a hundred on it. Um, but. I guess it's just kind of all mixed and mix and match of the different things and not surely not sure what to do.

[00:04:12] Okay. Okay. So yeah, I would, I would imagine just the myriad of choices that you're having to make decisions on. Kind of get a little overwhelming at the time. Is that, is that a fair statement? It's definitely, uh, like, uh, right now, I mean, I have my own job. I work 40 hours a week, so it was my brother, you know, we're trying to do what we can here, but I'm not really sure how to go about the next step.

[00:04:41]So we, we both work at the same job over serving. We both work at a little Chinese, Chinese place. Um, and that's what we're doing right now. Cool. Cool. Um, so I imagine all of a sudden now handling an estate is like piling a whole new job on top of, of you being already busy, right. Without a doubt. Yeah. Okay.

[00:05:05] Um, now you mentioned that your brother was talking about maybe moving into it. Um, if, uh, if you could wave a magic wand and get your way, do you think that you'd try to lean towards selling or do you think that you'd personally lean toward keeping. Mmm. I think, I think we would want to maybe sell it for, for me personally.

[00:05:27] Well, and I say that because no money is not the. The biggest thing right now for us, we, you know, we don't have a lot of it and I think someone else would be good for both of us. Um, he's trying to convince me to move in with him in the house, but I think selling it and going through somewhere new together would be probably the best financial move.

[00:05:49] But, uh, he seemed adamant, but I don't want to argue too much with him. He is the order. Um, I just, yeah, it's just a lot. Okay. Um, what, uh, what kind of shape is the house in? Is it in good shape? It's in, it's in good shape. Um, it it's, it's not bad. It could definitely use a little repair is nothing major. Um, but you know, it's definitely a liberal without a doubt.

[00:06:14]What, uh, what kind of repairs do you think are needed? I know, I know it's not major, but if you, if you were going to move in, what would you do? Probably, uh, just the roofing. Oh, I would, I would definitely look to do that first. Um, yeah, maybe, maybe it past that. Uh, I'll do a little side things, just a deep cleaning of like tiles and, uh, floorboards and everything like that, but that's about it.

[00:06:39] Okay. Um, how much time do you think that would take for you to, to fix it up and get it to your standards? I don't any idea how much money it would take? I have no idea. Um, I don't know. Are you, are you asking me this question to try and like buy it from me? Uh, maybe I, I honestly, I don't know exactly what you and your brother what's going to be best for you guys.

[00:07:04] So, um, you know, it might be to sell, it might be to keep it, um, tell you what, without eyes on the property. Um, we might just want to go ahead and, uh, and, and set up a quick time when we can walk through it for 15 minutes together. And I kind of give you guys a little bit of a roadmap and, um, Give you some information and that way you guys can make a better decision.

[00:07:27] And if it's me buying the house or helping you sell it, um, great. If it's you guys keeping it, I have no problem with that either. Ultimately you just, I need more information and maybe even a little bit of help, sort of sorting through them process that you have so far. Um, No, I have some time later this week on, on Friday or possibly next week on Tuesday.

[00:07:51] Uh, either one of those days work to meet for 15, 20 minutes over at the house. Uh, well, both Fridays and Saturdays, I double, um, I wouldn't be able to make any of those days. Okay. How about Tuesday? No, I work in the morning shift. I can do Tuesday evening morning. Okay. How about your brothers? He works the same shift.

[00:08:12] Did you. Um, not all the time though. Um, I don't even know if he'd really want to meet, to be honest, so much just be me. I would have to talk to him for a little bit. Okay. All right. So he, he sounds like he wants to keep the house, right? I would say it's, it's, it's 60, 40, but it's a bit there in here. Yeah.

[00:08:35] Tell you what let's, uh, let's you and I go ahead and pencil in. See if we can plan on meeting there Tuesday, I'd say six o'clock. Um, I'd really like to meet him as well. Cause I want him to feel like he's heard and that his voice has, uh, that he has some pull in what we discuss. Um, ultimately I wouldn't want to be blindsided if I were him.

[00:08:55] How about you do me a favor and, um, Ask him, if he can come at six o'clock and listen, if another day besides Tuesday works better for both of you guys, just give me a call back and say, Hey, let's do it Wednesday instead, or Thursday, something like that. But you and I can go ahead and plan tentatively on six o'clock on Tuesday, if that's cool.

[00:09:14] Does that work? That does work. Great. Thank you. Okay, perfect. Listen, I'm going to call you Tuesday morning. And just confirm that we are still on and, um, and, and if you need, need me in the meantime, just give me a shout. Okay. Alright. Thank you. Alright, thanks, Danny.

[00:09:32]Role Play 1 Break Down: [00:09:32] Okay. What'd you hit me with that. You were hearing. Uh Hmm. Okay. Um, So the, what I've been getting hit with a lot, um, which I tried throwing in there was, we're not even sure if we're going to need in the state. So I've been getting that one quite often, um, uh, trying to decipher, you know, moving out to my questions around that, um, uh, Ashley, you know what I did want to throw in there as well.

[00:10:01] Um, Is the fact like, so the are getting the letter of testamentary. They're either early on it or they just got it and they're not sure their steps move, you know, you know, to get moving and get going. Um, but I mean, I got, I got the gist of like how to pretty much approach that, but, uh, yeah, it was, I think it was definitely the biggest one was not sure on the whole house.

[00:10:23] Possibly I'm getting a lot of relatives might want to move into it. And I'm getting a lot of, uh, um, we don't even think we need to do in this state, so. Okay. And maybe they don't. So I just let, let you go with that. I didn't try to handle that at all with you. Cause I don't know. Um, I don't know until I see the house.

[00:10:47] And we can discuss your best option. So I definitely, if they, if somebody is going to hit me with, with, with that, that's not an objection. That's just something that I don't need to dig into one on our call. I can move on  we can dig in spectrally Bruce. I'll disagree with you on that because it's a great opportunity to show them a go.

[00:11:09] It's a great opportunity to show it as a golden safety net. I would say, use a state sales on one and 51 and 75 deals. However, knowing that you've got their back makes people, it usually spurs them into action. So for me, the way I handled that as, okay, well, listen, that's where most people start. A lot of families attempt this on their own, but just so you know, we have an  entire team of people that can step up if you ever would just want them, someone to write a check or do you want to do a tag sale or an auction sale? And that's something that once we see the property, we can kind of give you our suggestion. We've seen a lot of families struggle and we've seen a lot of families be successful at.

[00:11:47] Clearing the personal property. And you know, it's obviously once we take a look at everything, we can give you our opinion of what we think is best for your situation, but you can, I can provide a little bit of value to them and a little peace of mind before, because you're, you're paving the way, way to setting the appointment.

[00:12:04] So for me, I think way that I can find that I can show them how I can protect them, save them money. I'm stressed. I'm going to do that to try to build up to that appointment. So it's just a different perspective, but I do talk about it before the appointment. I don't get into the details. I just show them how it's kind of like other people felt this way.

[00:12:26] And we had a safety net in place for the ones that needed it, and then we move along and they feel like it just helps reinforce the rapport and trust you're building. Good. Okay. Chad you just fractured my ego? Just kidding. Um, ultimately, um, ultimately. Um, I think that, uh, every SIG, Chad just said is spot on one of the things in our conversation that you did, Danny, as the PR is you touched on the estate sale and then you moved on.

[00:12:57] Um, one of the reasons that I didn't camp on the estate sale is you kind of moved on and started talking about your and your brother's desires. So you can always circle back to an estate sale through the conversation. Um, And, and I don't know Chad, how you feel, but if he moves on into desires of whether they're going to sell or keep the house, would you try to backtrack to an estate sale immediately or later?

[00:13:26]I will. What I noticed is you had trouble setting an appointment, you know, he's a server. So, you know, he works weird hours and he probably sleeps in late. And it's, it's highly unlikely that two brothers that probably don't have a whole lot of money and are struggling with time because they're waiting tables all the time.

[00:13:44] They're probably not going to be successful at getting a property cleared out. And maximizing the value of the personal property are they're very likely to get to a point where they give up and say F it and throw it all away. Like throw a lot of stuff away or donate a lot of stuff. So I would have gone the route of.

[00:14:02] Maximizing the personal property equity and using that as a reason to get there. And then I would, I would have, I would go there without trying to push, nudge him either way, but I would let him know on the phone. Hey, we've got, you know, if you do decide, you want to keep it, uh, we can, you know, we can connect you with, with the right professionals.

[00:14:24] So I'm assuming that if you, if you decide to keep the home, you're going to want paid for your house, right. Because chances are, he's not financially savvy and he's not thinking of that. So I want to paint. I want to trigger that. Oh shit. I can think of that. How am I going to get my house? If he moves in, what do I get?

[00:14:42] And I want, I want to stir that up and get him thinking about that because chances are based on the, when he was in character. He wasn't, he didn't say my perception is he wasn't considering his after the equation, he was subordinating to his brother to move into the house. And a lot of folks don't understand real estate finance at all.

[00:15:01] So I'm going to use a lender suggestion. To bring up that pain. And so, you know, for example, if you're, if you guys do you decide to keep it in, your brother wants to move in, you have to find a way for him to get financing I'm mortgage on this so he can pay you out. If that makes sense and boom that's right.

[00:15:18] It was the red flag. Well, wait, I didn't think of that. His credit sucks. He doesn't have any money. He's never going to qualify for a loan. And then we start, he starts to send you, they start to get clear on okay. What they need. I'm not going to push on that hard. I just know that going to the appointment.

[00:15:33] And I'm using personal property to get there where I'm using a no trespassing posting or something else to get there. And they'll, they'll have to have their own apifany and realize that it's not feasible for them to keep the home, but when they do I'll be there. So that's the way I was. I would've handled it well.

[00:15:53] Okay. We have Nope. We have nobody else in the queue. So keep going guys in Bruce, I'll build your ego back up when we're done. I'll give you, I'll give you a couple of compliments, but go ahead. I interrupted you. Go ahead. So I was using this situation. It was a closest to, you know, what I personally went through.

[00:16:14] So I locked my stepdad two years ago and I didn't realize it at the time, but that was probate, that, that part of the family was going through and I was there for it. Um, so, you know, and not about a couple of weeks ago, I called back, you know, a family over there and I asked them more about, you know, what they were going through.

[00:16:31] So I know talking points. Um, for, you know, when I make my calls and, um, and I use that house as a platform for this, for this role play as well. You know, the, you need the word titling, you know, work, uh, um, no family, family still wanting to kind of stay into it, but they thought about selling it. I'm not too sure what they want to do.

[00:16:55] Um, You know, and it's just, basically, I tried using my own situation in this roleplay and that way I, you know, get gathering information more about it. So I know how to basically it can be more genuine in the call. You're like, look, I've been through the same thing. You know, I was there for my family.

[00:17:11] We've been through probate as well. I know I get messy. Don't always know, always know what to do at the time. My brother and I were serving a, you know, it's hard. We didn't really have any money, et cetera, like that, you know?

[00:17:22]So good. Bruce did a really good Bruce had a really good job reading you and mirroring you. And he matched your energy master your tone of voice. He listened to the things you were saying. And especially when you talked about the repairs needed and he asked a really great question, you know, what would it take to get it up to your standards?

[00:17:42] And that's getting, getting your gears turning on of, you know, well, you've, you've got to put yourself in that position. What, what would it take for me to live there? Or me to spend my paycheck on that. And that, that was a really good tactic. Um, but anyway, so those are, those are some of the things that I think, you know, as you listen to this pay attention to, you know, there's a lot of things, Bruce, isn't telling you why he was doing, but I see a lot of matching and mirroring that he was doing.

[00:18:11] And he, the, the biggest thing is he was a good listener. He was gathering information, no matter how small the pieces were and he brought it all together and you felt like you could trust him then. Right, right, right. I did. And I was going to echo that you go ahead. Oh, another thing, uh, Danny is you, um, as soon as you started expressing and sharing that you just didn't know.

[00:18:38] So I don't know what I need to do at the house. I don't know how much it's going to cost. This is what it would take to get to my standards, but I don't know how much that's going to take. That's the opening to. Really pushed for that appointment. So, um, you'll notice I changed gears really quickly and started going for a time.

[00:18:58] As soon as you started expressing doubts that you're, you're blind to what you're about to face. Okay, go ahead. I was going to say you started off with something I'd never heard before. First of all, you're about as far away from scripted as possible, which I know you could tell. I was totally not scripted.

[00:19:18] It was kind of very conversational, matching and mirroring. I had never heard anybody say, Hey, this is Bruce. Have you ever heard of me? And I, I kind of liked that because it made it sound totally not like a cold call. And it put a question in his mind was. Am I should, I have heard of you, sorry. I like that opening a lot.

[00:19:37] And when you close for the appointment, um, it was almost the opposite of an assumptive close. She said you think maybe we might maybe could get together, but you said it competently and it, I felt like it gave him permission. To say no. So he wasn't afraid to say yes, if that may be such, you, you, you, the way you close there was very low key.

[00:19:59] And it was, I felt like it was, would have been difficult for him to say no, because you gave him permission to so anyway. Excellent, excellent job that make your ego feel better. Oh, I don't need my ego boosted. I know you said, you said Chad, shut it. Shut down there. I thought, ah, I thought it was really cool.

[00:20:17] There was some things I'd never heard before and role-plays so good job. Danny. Here's your action. Step on your very next prospecting call. You have to pick up the phone and say, Hey, this is Danny. I'm kind of a big deal like Bruce Hill. Have you heard that?

[00:20:29]Definitely. Definitely. Well, thank you guys, Matt. And I'll definitely be here for all the other role plays. I'll be here this Thursday as well for the mastermind call and you know, everything so forth. Keep coming back, man. We have two more in the queue.

[00:20:42] Good job guys. Next up is phone number ending in nine zero seven seven.

[00:20:47] Ashley: [00:20:47] You're up next? I don't know. Hello there, Ashley? Hi, this is Ashley.

[00:20:54]Role Play 2: [00:20:54] So, um, I'm a real estate agent also. Before I became an agent, just a quick little background before I became an agent. I tried being the wholesaler in my market and it was very difficult, especially because I didn't have a one single strategy. I was going after like multiple types of leads. Um, here recently I decided to focus in on one thing, which is so bait.

[00:21:25] And I guess my list again, to return to of, um, um, attract the customer somehow. So. Um, someone that I know reached out to me and asked like, Hey, do you know any real estate attorney? I have a friend who's a real estate attorney. I asked her, okay, well, what kind of real estate attorney title probate? Like what type of attorney does he need?

[00:21:53] What she gave him, my number. He called me in, when he called I kind of like. I kind of like what I froze up. I was scared. I wasn't, I didn't necessarily, I didn't know when he probates attorneys really, you know, like I was trying to, so I reached out to some people cause I didn't want to just like refer anybody.

[00:22:15] Right. I wanted someone reputable. Um, I got a few references, uh, as far as the probate attorneys and I got back with him and gave him the information. Right. Well, let me collect them with information, right. I just kind of nervous. I don't, I don't know. I was kind of nervous talking to people on the phone makes me nervous, but being in person it's it's normal for me.

[00:22:42] Right. So yeah, with all that being said, I, um, call them back to followup with them. And then I tried to collect some information like, Hey, I didn't get a bunch of information from you the other day. Um, but was the attorney that are referred, you know, was he helpful? And he was like, yeah. I mean, I submitted some information to him.

[00:23:09] He hasn't called me back yet. Right. So I proceeded to ask him sound wise. All right. Well, what, what what's going on in your case? He like, he's just being very short. He told me that pretty much, um, his mom wrote a wheel and she did not. Um, she handled, I hand wrote it. It was like a holographic will. And, um, apparently, uh, it's not good enough for the court.

[00:23:41] Um, with that being said, he has, she has a mortgage. On her home. So that's how I know that there's real estate involved. Cause he told me she has a mortgage on the home and he can't find out any information about it. Um, because he's not the successor of interest. Um, so I didn't know what any of those things meant at the time.

[00:24:03] Right. And I really didn't know how to respond to it besides to say, okay, well, you know, the person I referred to you, he's great. He'll, you know, he'll get you taken care of on that end. What do you plan on doing with the hell? So you plan on selling it and he kind of just shut me off. Right? It's kind of like, I don't know what I'm going to do with it.

[00:24:21] I'll probably rent it out or something I don't know right now. And so I told them, I'll follow up with him the next time I called him and he didn't answer right. So I'm going to follow up again today, but before I do that, I guess I just want us to role play with you, the guy to make sure I don't sound crazy.

[00:24:39]Go. I first went to, we can role play before that. I want to try to see, I want to see if we can clear your block. So I want you to, I want you to go back and listen to this recording too. And listen to yourself. Talking about your limited beliefs. I'm really good in person. I'm not really, I'm not good at all on the phone.

[00:24:58] Where do you think that comes from and the fear that you referenced? What do you think that fear is? What's the emotion driving that fear. Um, because I wanna, I want to be good at it, you know? And, uh, I want to see what's the fee. Um, the theory is then figuring out that I don't know what I'm talking about.

[00:25:23] Okay. So you have a, you have a fear of being your ignorance being exposed. Yes. When I'm not ignorant, I don't know. You'll you will always be ignorant and something. You'll never know everything. So I'm trying to help you deal with this so you can change your inner dialogue or your monologue. So what's the fear and what's the worst outcome.

[00:25:48]Um, the worst outcome is that he just hang up and not wanting to work with me. Um, I suppose, right. And now he's not calling you back. Yeah, Mike, this might sting a little bit, but this is, this is the learning environment. He's not calling you back because you didn't provide any real value. You gave him a referral.

[00:26:09] You gave him a referral that wouldn't call him back, and then you called back and like there's there's opportunities there and we can role play it, but it's, it's a good gauge of the value you provided. Like, he doesn't feel like you, you were, you know, You want anything to change this situation and that's okay.

[00:26:26] Okay. We all fall on our face. I've done it hundreds of times. Yeah, but I want you to, and you know, after this call really dig into why that, why do you have call reluctance and how will that ever serve you and what, whatever you have to do, whether it's going to fall on your face to prove it to yourself, and it's not going to end your life or ruin your reputation.

[00:26:48] You need to break through that. Because prospecting will always be a struggle. As long as that's present, you will always be ignorant. You'll never know everything. You have to find your way of dealing with that. Right. And for me, you know, we all have imposter syndrome. It's no matter how successful or how, how much of an expert you are.

[00:27:07] Sometimes I feel like I'm full of it, right? It's never going to go away. We just have to find ways to work with it and use it to our advantage and well tactics. Like, you know, that's a really great question. I I've, I've helped a lot of families, but I haven't actually had that one. Let me, uh, be okay if I give you a call back at 4:00 PM, I'll have the answer.

[00:27:28] And just things like that to let yourself off the hook, show yourself some grace, go, go fill your blind spot and come back with real value people. Won't judge you. Like it's not gonna, it's not going to be a, a point against you. If you do things like that and doing it that way. And six weeks you'll know everything there is to know about probate.

[00:27:48] Because you'll be out there gathering. Yeah. And information filling me blind spots, but be confident. I mean, the thing is you found your way to this call because of your heart. Right? You, you, you must be a compassionate, empathetic person because you doing some things that are really uncomfortable, you're facing fears because you want to help these people.

[00:28:09] Right. Is that why you're here? Are you just looking to make some money? No, no. I mean, when I have a purpose behind what I'm doing helps need to get a lot more done. So it's absolutely not just about the money. So show yourself some grace and like, but I really want you to focus on this and understand where that's coming from.

[00:28:33] Maybe it was getting picked on in third grade, when you, you spelled the word wrong or you, you gave the wrong answer. Um, whatever that is, figure out what it is. Think about. What's the worst thing that can happen. If this guy completely cusses me out and hangs up on me, what's the worst thing that can happen.

[00:28:48] But I think what you'll find is you'll you believe in your heart, these people are better off hearing from you than not because they're in good hands because you're done this for the right reason. And that's the kind of confidence I want you to show up with on your next phone call. This person is better off hearing from me than anyone else.

[00:29:05] I'm certainly better off hearing from me than not hearing from me. And it'll change your demeanor and you'll, you'll learn to defer things and say, you know what? That's a really good question, but I don't know the answer to, but I have a mentor in probate and I'm part of a group of thousands of probate professionals.

[00:29:22] And I'm going to go get you the answer right now. Can we talk at four and you've got all of us to lean on. You have a community of 10,000, 11,000 people and all the leads mastermind. You've got Bruce professional real estate coach that you can, you can vary. You know, if you call support, you can talk to one of us and we've got your back.

[00:29:42] Consider this your mentorship. Like, even if you're, you know, maybe there's not like a formal coaching program, it's part of what you're doing here. So just proceed with, with confidence and know that we'll help you through this stuff. Use the resources you have, don't ever feel embarrassed or ignorant or, or when you do reach out to us.

[00:30:03] Okay. For emails you want to play the agent or do you want to play the prospect? Uh, the agent. Okay. And you're going to do an outbound, outbound. Okay. Outbound. Okay. Okay. Okay. So, um, Oh, I guess you can name yourself kin, um, green, green, green. Okay. Hello? Hey Ken, this is Ashley. How are you? Ashley, uh, I spoke to you last week and I connected you with Bob Carter.

[00:30:43]I'll be back. Well, you. Uh, I mean, I know you, you, you gave him my number. I think I haven't heard from him. Um, we've, you know, we, uh, I've got my, my cousin is, is looking for an attorney. I haven't heard from Bob Carter or whatever his name was. Okay. Well, that's unfortunate. I even followed up with him to make sure, uh, he got back with you.

[00:31:10] I'm sorry about that. Can. What I'll do is I will get back in contact with him and find out what the holdup is. Um, but in the meantime, I do want to take a moment to kind of go back to where we were last week. Um, I really want to get some more information from you because I'm sure that this is really, really stressful for you.

[00:31:38] I know you work a full time job. Um, for the state right now and they have you guys doing all kinds of things. So I just kinda want to go back and figure out, like, what are your biggest challenges right now? Because any way that I can help you can, are really wanting to help you. Well, my biggest challenge is that my mother wrote her last will and Testament, and nobody wants to recognize it as hers, just because of the damn thing wasn't notarized.

[00:32:06] We all know what she wants. It's written right there. Right. So how do I carry out my mother's wishes when the state says I have to do something different? Gotcha. Gotcha. That, that, that were frustrating. Me too. That will frustrate me too. So what we'll do is we'll find an attorney to help you deal with the legal aspects of that.

[00:32:29] Okay. I'll hold your hand, walk you through a week. We'll get through it together. I'll see you through to the finish line. Okay. To make sure that your questions get answered and we get you somebody reliable. Okay. Now, in terms of the home itself, right? Because that's. That's a major concern for you. I remember you telling me that, uh, you're thinking about possibly putting a pin it in there.

[00:32:56] Does anyone live in a home right now? No. Okay. So it's vacant. Okay. And, um, just a quick question, is that home? Insured right now with the vacant home insurance policy. Yeah. It's always, we always, the insurance payments are being made. Yes. Yeah. But the home is vacant. So do you have a vacant home insurance policy?

[00:33:28]We have homeowners insurance. I mean, it should cover anything.

[00:33:32]So here's the deal case. If something happens to that house and it burns down while no one is living there, um, you'll be in trouble. So that's one thing that we may need to listen to for you to make sure that's recovered all the way around. Okay. Um, I'm not sure what type of home insurance policy you have, but let's just double check.

[00:33:56] That's one of the things that I'm going to write down right now. For us to look into bank, it vacant home insurance. That's just going to cover you in case something happens because the home is not being occupied right now. Okay.

[00:34:09]Outside, outside of that, um, is there is the home furnished right now. Is there a lot? Well, I mean, it's the same as it always was. It was mom's stuff. I mean, it even has extra furnishings. There's a hospital bed in the living room. Gotcha. Okay. So even, even in that situation, right. Do you plan on keeping those things or you want to give them away so long?

[00:34:37] How do you want to go about handling those? Oh, submissions at home. Actually, I don't know, like, I, I, you know, the will says one thing, the state says another, I haven't gotten that far. Like I I'm worried about everything, everything that my mother wanted to be done, being done differently. And that, that being my responsibility, I don't know how the hell you're supposed to show her that, like, I don't know what I'm going to do with the house.

[00:35:03] Like, is that all, I mean, what is this about? No, it's not just about the house. Can I want you to take a minute to breathe? Okay. These I'm calling you because I care. And I want to see you get through this as stress free as possible. Okay. I really, really do. If you want to sell your home in the process, fun, we can have that conversation.

[00:35:24] If you don't, it will be my pleasure to help you get, just get through the process. I hear the stress all in your voice, right? And my friends thought enough of me to refer you to me. Please allow me to take care of you because you need the help right now. So again, if you're not interested in selling the house, that's not my concern.

[00:35:49] It'll be my pleasure to help you for whatever you need help with. Okay. So let me ask you, do you have any siblings, anybody else who might, uh, Possibly have interest in his home or, or the probate at all? I do. I have three siblings and according to the probate clerk there do a pro then equal percentage of everything.

[00:36:13] But yeah. Two of my sisters, neither me nor my mom talked to for the last 20 years. And they're kind of there. They just want to come in here and cash, grab whatever they can after spending years abusing mom. And I, I don't want to stand for it, but I'm being told I have to. So I think you can appreciate, I don't really give a damn about the hospital bed in, in, in, in, in the living room right now.

[00:36:39] It's not what's top of mind for me. I'm trying to figure out if I even want to do this, if it's all just going to be spread around, why not let somebody else do this? You know, because your mom trusted you. That's why she trusted you. Right. And you are not alone. You have to, you can, you have to remember, you're not alone.

[00:36:59] I'm calling you because I want to help you. Okay. So I understand you don't have a great relationship with your sisters. We all got family drama, you know? So why don't you allow me to arrange something with your sisters, um, for us to have a call and talk about it, what we can do, right. To get us all on the same page.

[00:37:25] Cause that's what we all want. We all want to be on the same page so that we can move forward. So to be difficult to move forward, if everyone can't get aligned, you understand what I'm saying? Yeah. All too. Well, yeah. We're going to face back in this place, you know, and, and I don't want us to stay, so we need to move to step two.

[00:37:45] We're still in step one. Okay. So how about it? You got enough going on? Why don't you give me the names of your sister with whatever contact information you have for them. Okay. And I will give them a call and see, um, if we can all get together. Um, right now, first name is Ima middle initial B, last name, arch.

[00:38:15] Okay. Did you not?

[00:38:17]I'm a B arch. What's the phone number? Five five five

[00:38:22]four four four, four. Easy enough. Okay. And your other sister? Selma middle initial N Louise. Okay. And it's five, five, five cliff.

[00:38:35]Okay. So I have that, um, I thought you told me that one more sibling. I have a brother. Okay. And, um, you're on good terms with him. Yeah. He lives here in town and we see each other at least once a month. Perfect. So what made me have way you call your brother out, get your sisters on the line. Um, and then I'm going to schedule for us to sit down and have a conversation because we're going to move this process forward.

[00:39:08] Um, What is a good time for you on Friday? That's a busy day for me. Okay. But I do have an opening right at about five 15. You good with that? Uh, depending on traffic, I mean, we, we get off at five. Um, I mean, where do you want to meet at the house? So are your sisters actually here in town now? I quite honestly don't know where they are.

[00:39:37] Okay. Well then let's start with, um, do you, are you pretty good with the internet?

[00:39:45]Oh, I think I know my way around. Okay. Well here's what we'll do. There's a Panera bread on Thompson Boulevard. Is that close to you? Yeah, it's 20 minutes away. I could make it there. I mean, if we do five 30, I could make that. I think I can work out five 30, so five 30. It is meet me there. What I'll do is I'll get in contact with your sisters.

[00:40:09] Hopefully we can pull them up on a zoom call. If not, we'll just do it the old traditional way and do a three way call, tell your brother and meet us there. And we are about to get the wheels rolling. You ready? How about to get what the wheels, Rolling, the wheels, the wheels rolling going. Yo, I do fine. Don't worry about it.

[00:40:36] Just meet me there. I thought you were talking about the will that my mother wrote that nobody wants to validate not the wheel. Oh, it's okay. You'll you'll learn to accept my sense of humor. Um, all right, Ken. Well, thank you for taking my call today. I am. Um, I'm looking forward to the actually getting to meet you and your brother in person and, um, and moving us forward in the process.

[00:41:06] Role Play 2 Breakdown: [00:41:06] Okay. Okay. Alright. Well, just know I have you covered, I got your back. So when we get off the phone, don't worry about anything. Okay. Right. Alright, good. Keith CSO. Alright, so what's your objective in that appointment? What do you do to prepare? So what I would do is I would call an attorney, right. And, um, make sure that they are ready to answer questions.

[00:41:42]In the event that I need to call them on Friday as well. Um, I'd also check to take on the vacant home insurance situation, um, and be ready to just find out like what it is they want to do. You know, even if. In all honesty, even if they don't want to sell it, that doesn't bother me because I just want to learn this process.

[00:42:08] Oh no, no, no. That's clear. And it is clear that you're intents. Good. But the way I feel like the way my character feels at the end of that phone call is why the hell am I meeting her? I threw you some slow pitches. I showed you my mental distress over having to deal with knowing that my mother wrote the will.

[00:42:28] I watched her do it. It's yeah. And her handwriting. And because she didn't know enough to get it notarized. Now I'm being told by a government. That I have to do. I have to give it to the sisters that don't in my, in my perception don't deserve it. And you you're like, listen, just you're taking care of let's move on.

[00:42:48] And, you know, we moved on without me, quite frankly. And what I would, the way I would have dealt with that is I would have, I would have taken the whole big conversation and focused it on that one thing that was causing him so much pain at that point. Cause he's not listening to anything else. Right. He's he's in an emotional loop of distress and that's where he stuck.

[00:43:09] So you need to deal with this one domino at a time, if you go to Panera bread, the brother shows up those two, get along. You put the sisters on a zoom call. You're very likely to inflame and old family conflict and make their situation worse. So my advice would be make backtrack. Finding an attorney. And I would go find a different attorney.

[00:43:29] If this attorney had a week to reach out to a qualified referral, the hell with him, go find another one because that's not the right partner for your team. You're holding yourself to yourself to a high standard. And you, you want to provide a high standard of service and you want to help. That's clear that attorney isn't a good fit for you.

[00:43:48] So go find another one. That can meet and set the appointment at the attorney's office and say, you know what? I can, there's a lot of things we need to talk about, but right now, I think there's only, only, um, one. I'm not, not going to give you some more to think about what's the vacant insurance you kept saying, we're going to look into that.

[00:44:09] We're going to put it on the list. He already has an all list. That's overwhelming. I mean, you just put one more thing on it. You need to hand them the solution. And use the, you know, what can I do? I didn't even write this down last time, property address so I can look up the tax record. I'm going to go ahead and get you proper insurance before the sunsets this afternoon.

[00:44:28] Okay. Okay. And get the property address, pull the tax card, go to the insurance broker. I have him quoted through a couple of different companies and then follow up and, and have that agent call him within the hour. And then he feels like he knows what you're doing to help because he has evidence, right?

[00:44:46] You already you've already helped him in the first conversation. The number two priority would be getting him in front of an attorney. So a legal professional and explained to him why the will is. Not valid and why he subject to state succession law. And he's going to have to accept that before he can move forward.

[00:45:04] He's not unacceptance yet. He's in anger or denial. And that's what I was showing you before you finish. Let me, let me, maybe I didn't clarify this the internet. So the attorney that I talked to did call him back, right? Um, he hits the admitted documents to him and he, the client, right. He was, uh, he hadn't received a call back since he had, um, sent the documents over, but it had only been like a day and a half.

[00:45:36] Right. So I don't sit then. I don't know if they've communicated again, because when I called back, he didn't answer. Okay. Either way. The only thing that changes, what, what I've pieced together about the situation, my guess is that that person is stuck in that loop of, this is what my mom wanted. This is what I'm being told otherwise.

[00:46:02] And, and until you can get him to a level of acceptance, it's unlikely that that Will's going to be validated. It probably was not validated because it was not notarized. I'm working off of the assumption that no, my best here, but. My assumption is that he's probably in that loop and he's pissed off or he's in denial and he doesn't know, he's not ready to take the first step because he's not sure which direction he's even going in.

[00:46:27] He doesn't know where his bearing is heading is right. One heading is the last will and Testament. The other heading is state succession law. So. I want to get him over that mental barrier and whether the will becomes valid or not. I need him to accept the outcome of that. And I need the attorney to do that because I can't do that as a, without a boat, without, you know, without, without being an attorney.

[00:46:52] So where I would have moved him was I'd get vacant insurance immediately. And then I would move. I would say, you know what? Listen, I'm going to call the attorney, um, and speak with their office. Let's see where we are. And when you could expect to hear back from them, um, if possible, I'd like to make that a three way call or an in person meeting.

[00:47:13] So what does your, what would be a good time of day to actually meet. With, with the attorney. And I would find like getting a general idea of his schedule, make contact with the attorney's office office. And because you're saying I'm going to be here holding your hand. So show him right at, show him right now.

[00:47:33] How do you hold his hand today during this phone call? Um, you know, because when somebody is distressed like that, like they're not hearing everything you're saying. You're pouring your soul out, but he's stuck. He's stuck back in the beginning of the conversation. So anyways, that was the character I was showing you.

[00:47:50] And, and the way I would have dealt with that, that scenario, um, things you do there, you heard us, have you heard me talk about the exercise of like column a, all the problems, column B all the solutions. No, I have it. Okay. Also an exercise we've talked about in the last couple of, I think it was on the last role play, call it.

[00:48:11] It really helped you understand what value you can provide. So open up a claim, spreadsheet, column a what problems could they have column B, what solutions could I bring? And it completely exhaust your imagination. Sibling rivalries, um, a strange family members, dead family members of hold over tenants or squatters in the house, you know, homes in disrepair, you name it any, no matter how small any and every little solution.

[00:48:42]Okay. And then in the other column say, here's how I deal with that. Here's who helps me. Or maybe there's even a third column, like what I can do, what my team can do, but that extra will really help you get into, into, uh, uh, an empathetic mindset of what they could be going through. And it will force you to kind of premeditate your solution.

[00:49:03] So you'll be quicker on your toes. And it it's, it's the best exercise I've come up with short of experience. And I went out there and fell on my face and felt like, felt ignorant. Like I was warning you not to in the beginning of this. Um, and I know how that feels. That's why I was so passionately. Making sure you, you.

[00:49:22] Understood. It like, kind of, it's a learning, it helps you beat a lot curve, so you can kind of gain experience through imagination and visualization versus having to go out there and fall on your face. So just think about every little scenario that could possibly come up, how you would deal with it. And then the next time you find yourself in a conversation like this, instead of saying, you know what, we're going to look into that you're going to be like, here's the deal.

[00:49:44] Here's how we, here's how we address these situations. And even if you've never done it, you'll have an idea of what you're going to do, what you can do, what you're capable of. And Ashley, I, I just, I just wanted to say you remarked that you get nervous on the calls. Will you just get that in front of almost a hundred people and you did not sound the slightest bit nervous to me, not at all your, I think your empathy and your sincerity came through.

[00:50:11] So clearly I can't imagine there's ever any reason for you to be nervous and you certainly certainly didn't come across nervous. He came across as very, very confident to me. Yeah, I agree. You took kind of the, a matriarchal role. They're almost like you, you kinda comforted me and became, you said, come on, I'm going to leave you.

[00:50:34] I'm going to hold your hand. You're going to get through this. Like you are the opposite of what you're afraid of. And what I loved also the, I actually, I loved it right away. It was, we in us, it wasn't, here's what Ashley's going to do for him. It was we and us. You sort of, even though you may have left him behind a little bit, in some regards, it, you still took him along and you, you just right away kind of, kind of bonded with them in the conversation.

[00:51:00] So you're, you're doing, you're doing an awful lot, right? Man. Don't ever feel nervous or insecure. I think you're going to be very good at this. Okay, thank you very much. And if you need help on, on that specific deal, like please call us and we'll set up a one on one call with you and get all of the details and help, you know, once you know the facts, we can help you steer that one if you need it.

[00:51:24] Perfect. Sounds great. Thank you guys, right. I know Chad has to go, but actually I just want to give you a couple of very, very quick pointers when someone is, um, you can tell someone's stuck in a loop. Um, if you want to be heard and want to build a little bit more rapport so that they will listen to you as you start to lead them, um, a little deeper in that so that you can truly understand, we don't want them camped out in that pain, but you do want to build rapport.

[00:51:51] And so. Uh, statements, like, tell me a little bit more about that. And how long has this been a problem? Um, what have you tried to do about this, those questions? Just take them deeper into rapport with you and give you a greater understanding of their situation and you'll have a clear path leading out.

[00:52:09]Got you. Okay. Thank you very much. All right. Thank you.

[00:52:15] Jim Sullivan: [00:52:15] All right. Thank you. Alright. Alright guys, at other great call, we had, you know, less participation, but we got, we really dug in there. I want to take all a hundred of you that showed up today. 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 tomorrow at one o'clock Eastern and share your results with the group.

[00:52:39] Thank you so much, guys. Make it a great day. Stay productive. Stay healthy. We'll talk to you tomorrow. Take care.

[00:52:45]

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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.


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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.

 


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Probate Plus

4 Benefits of Investing In Probate Properties

Probate leads represent the very best and most lucrative residential real estate-related lead source available today. This is why real estate professionals clamor to secure well-vetted, probate leads. Below you’ll learn exactly why such leads are so popular and potentially profitable for investors who can leverage their knowledge of the probate process with their customer service skills.

Owners are often motivated to sell: Often times owners of probate properties do not wish to be responsible for taking care of the property they have been left with. This can lead to them selling the property at a lower price than they might do so under ordinary circumstances. Additionally, people who are left with probate properties know that they will eventually be saddled with the taxes on the property. These things can put you in an excellent position as an agent and investor.

Probate owners are often in a weaker bargaining position: In some cases probate properties need lots of work to be done on them. This is because older people sometimes defer repairs on their homes as they age. Ultimately, this means that the buyer is in a position to purchase the property at a better price.

They are excellent for “flipping.” If the repair costs are not too great, then probate properties can often be fixed and sold for a profit. A word of warning here: Sometimes a probate property can require such excessive improvements that it is not worth the investment in time and money to repair. Thus, the savvy investor should be very careful when assessing the condition of the property in question.

Both the state and creditors are usually interested in liquidating real estate assets as quickly as possible: This can provide you with a bonanza as a real estate investor.investment

How to Find Probate Leads

Many professionals start with the obituaries. The problem with using this as a source is that any real estate professional worth his or her salt knows this is where many people start. Thus, it is very hard to find fresh leads that many others have not already gone over. You can also use legal notices as a source to find probate leads. The problem with this method is that you may have to do some cold calling and quite a bit of work to make your efforts pay off. Ultimately, the best way to find qualified probate leads is through a trusted website. All the Leads, vets its probate real estate leads and gives you the knowledge you need to make the most of them.

5 Tips for Breaking out of a Sales Slump

Everyone who sales any product or service goes through a slow period. Most of us – even master salespersons – go through periods when we are on fire at certain times to periods when our efforts just don’t seem to be paying off. That’s just the nature of the beast. At times like these, it takes a little self-reflection to figure how to get back on the right track. What can you do at such times? Here are five tips that may help you get out of a sales slump.

  • Don’t give up: Remember that every salesperson goes through down periods. If you experience such a period remember this and forge ahead with your efforts. Resist the temptation to throw your hands up and conclude that all is hopeless. Seldom is this the case.
  • Review your account list: You should do this anyway to see who may have slipped off your radar but during slow times it is even more essential to review your contacts. See if there are people on your list that you have not communicated with in some time and attempt to re-establish a connection.
  • Purchase new leads: If your current client list does not prove to be fruitful, try purchasing and following up on fresh leads. Our real estate leads for sale have been vetted and are ready for you to explore.
  • Take a refresher training course: Everyone needs help from time to time. There is no shame in this fact. At slow times, seek the guidance of people who may be able to give you a new perspective and more information that may help you recharge your batteries. Our courses help by giving you knowledge about the probate process that your clients will find invaluable. We also have archival video conferencing calls that will expand your knowledge.
  • Take a break: If you are due for a holiday – and even if you are not – consider taking a break and clearing your mind. Place yourself into new surroundings and try not to focus on the business for a time. You may come back to it with renewed energy and a fresh perspective.probate

In the end, you are responsible for your slump, and only you can change it. However, like every human being on the planet you may need help from others. Our real estate leads list can help you reverse your fortune and start you out on the road to recovery but only if you are open and willing to take this journey with us.

Common Questions Probate Real Estate Agents are Asked

As a probate real estate agent, most of your clients will depend upon you to be a repository of knowledge. That is what our knowledgebase is all about. We seek to give you all the knowledge you need about probate property and the probate process to make it easier for both you and your clients. This knowledge is contained in our course and in our archival conference call database. However, clients will also want to know that you are the right person to help them. As such, you may be asked some of the following questions as they screen you for the value you may or may not be able to bring to the table.
Qualifying Questions
• Have you sold real property through probate or trust before? You should be truthful here as you should be with all your client’s inquiries. If the answer is yes, then give them detail and show how you helped other clients in the past. If the answer is no, then try to convince your client why they should still take a chance with you.
• How long have you been selling probate and trust real estate? Most people going through probate quickly discover how complicated this area of law is. That is why your clients will prefer to deal with seasoned agents who have spent several years in the business. Moreover, most clients know that strong negotiating skills – which will be put to work on their behalf – come with time and years of practice.
• What sets you apart from other agents? Here, clients are often look for a record of satisfied customers, effective communication and diverse marketing skills. If you cannot explain what sets you apart from the competition you could be driving potential clients away. Therefore, you should give this question careful thought so that you will have an answer ready.
• Do you have a list of references? Always meticulously maintain a database of all your business contacts. In the case with past clients, be sure to communicate with them and ask if they would be willing to give you a positive reference of your services.
• How do you market probate and trust properties? You should always have a probate marketing plan at your disposal. This plan should include how you plan to turn vetted listing leads – which we can provide – into clients, and how you will promote the property in question.
In short, stumbling on any of these critical questions could cost you clients. Clients are entitled to the right agent who can guide them through the probate process and provide them with the answers to these and other important questions. Of course, you can’t know everything as a real estate professional but the wider your knowledge base is and the more confident you are about your abilities, the better off you will be. Let us help expand your knowledgebase and provide with the tools to grow your business.

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

 

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 Probate Real Estate 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?

 

 

GET PROBATE LEADS

 

 

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!

 

 

 

JOIN OUR 24/7 MASTERMIND ON FACEBOOK

 

 

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?

 

 

 

Probate Plus

 

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.

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

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

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

 

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

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

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

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

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

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

Call Summary

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

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

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

This highlight is from Mastermind Call #238.

Join Our Mastermind Group for more resources and networking opportunities.

 

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

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

 

 


 

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

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

 


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

 

 

Probate Quicksand – Knowing When Your Clients Need a Hand

 

Assets That Don’t Need to Go Through Probate

 

 

 

How to Help A Client File Probate, Get COMPENSATED Through The Estate, and Sell Inherited Property – Probate Real Estate Leads Top Plays and Highlights

“What should I do when a client has been taking care of bills for an estate, but hasn’t filed probate yet?”

Kwabla is a newcomer who found us through Chad’s interview with Ty the Flipman (which you can catch here). He has a motivated seller who did not file probate yet, but she has been paying bills to maintain the house. Chad gives some GREAT advice for getting her through the probate process and helping to ensure she can be compensated for her time and monetary input through the estate. Then, Kwabla (an investor and wholesaler) will be able to close a deal on this probate property!

This highlight is from Mastermind Call #238.

 

Join Our Mastermind Group for more resources and networking opportunities: https://www.facebook.com/groups/AllTheLeadsMastermind

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

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

 

 


 

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

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

 


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

 

 

 

 

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

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

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