Tag - Real Estate Podcast

Making the Most Of Your Cold Calls, PLUS Probate Foundations Updates. Episode 323

Probate Mastermind Episode #323 | Recorded Live on April 15th, 2021.  

Join Us Live Every Thursday | Previous Episodes.


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


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Call Re-cap:

00:00 General Updates and Probate Foundations News

Jim and Bruce share general updates and two callers ask more questions about Probate Foundations and Probate Mastery Certification.

18:54 Making The Most Out Of Your Cold Calls

Mike shares his experience working probate leads before and after certification course, and discusses a conversational obstacle he’s running into. What should you do if you reach a contact that isn’t the executor/administrator? What should you do to not sound scripted/recorded? Bruce and Mike also discuss Go For The No.

27:19 Probate Prospecting In Colorado

Vincent (A Floridian transplant to Denver, CO) is looking to get in contact with a surviving spouse. He has no made contact with her yet, and the probate case is still in process. How can he get a jump start without waiting for Colorado’s unique probate process to play out?

36:59 Are Probate Leads from All The Leads currently in Probate?

Doug asks where in the process probate leads from ATL are.

38:57 What Percentage of Leads Have Real Estate Involved?

Caller asks how often probate leads have no real estate. Should you approach leads differently depending on whether it appears they inherited a property or not?

Looking to hear prospecting tips in action? Check out our live role play series.



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Episode Transcript

Probate Mastermind Real Estate Podcast Episode #322


A.I. Voice Narration: [00:00:00] Welcome to the Probate Mastermind Podcast. These episodes are recorded live once a week and are hosted by the AllTheLeads.com coaches. Agents, investors, and wholesalers join the coaches each week for everything from marketing tips, sales, psychology, live deal analysis, transaction engineering, advanced real estate strategy and personal development.

You will learn to get more listings, more deals and find financial freedom by listening to these episodes. Be sure to catch show notes at AllTheLeads.com/podcast and join our free Facebook mastermind community: https://facebook.com/groups/AllTheLeadsMastermind



Welcome phenomenal agents and investors nationwide today is April 8th, 2021. And this is my mastermind podcast. Number 322. I wanted to just brief them. No, I've never done phenomenal before. Nope. Oh, I, that sounded like a repeat to me, but all I'm keeping a list. If I did, they are still is phenomenal as they were the first time I mentioned it.

So it still applies. I wanted to just briefly start off with something, everybody. This month is an anniversary of this little thing. We've all experienced called a pandemic. And I, if y'all were with us a year ago, we offered try to help you as much as possible. We offered shift happens that says H I F T we hope that helped you.

And the fact that you're still here on this call, I think it proves that you not only survived physically, but hopefully. Financially, and hopefully you prospered. And honestly, my whole reason for bringing it up some of you may not have noticed, but in the last three or four days, SBA has been sending out emails to anyone that took advantage of either their PPP program.

Or they're they're low program, their low interest loan program and they're offering significant increases. So if any of you took advantage of that program and you haven't noticed, you might want to check your junk mail and if you still. Could you could benefit from that assistance, please take advantage of it like you did the first time.

I just want to make you all aware of that.  Tim and Bruce, nothing to share. We have one person in the queue. Anything you'd like to add? No, not right now. I think I think that was actually a very good advice. I will make one comment though about SBA and all of that. One of the things that I would appreciate hearing from on this call.

We're obviously seeing the same thing as you guys are that according to stuff in AR is putting out and a couple of the investment groups that I'm seeing, obviously inventory is a challenge nationally for everybody. And if you don't mind hop in the queue and just give us a little bit of a. Pizza on the ground deal how's inventory.

Look in your market. What's happening in your market? As far as availability, what's time on market looking nothing, nothing is better than firsthand information. So if you don't mind just hopping in the queue and say, Hey, Tim asking in the beginning, what it looks like in my market how right now I'm on market is really quick.

Things are staying on the market for four days and being gone. Can't find anything or in our market, things are different. Here's where they are. Let's hear about it. I'd like to hear from you guys about that. So I would ask that question. Yeah. Perfect. And by the way, the poor old foot is faded.

I don't think it's feats, but it's, that's a colorful way to put it. I have to give you where I'm from it, buddy. Okay, Bruce, you had a comment to please. Yeah, no, I don't have a whole lot to say I'm going to piggyback onto what Tim just asked for. When you do that. If you guys know how to calculate the absorption rates in your market, share that.

With this as well just an average absorption rate, not just average days on market that really helps helps all of us on this call know not just what's happening in our market. It's really important as professionals to know what's going on everywhere. Absolutely. Perfect. All I have to say.

Yeah. You know that you triggered something, Bruce, I'll add one more thing. About three years ago, we ask our customers to figure their ROI investment on everything they had spent on probate, leads, marketing, et cetera. And back then the people that replied had about a 1500% ROI. If anybody has calculated that lately, I would love to know it because our perception is.

Especially through the pandemic that the probate leads have gotten more valuable because obviously unfortunately, or fortunately, the houses are vacant. There's not an issue showing them. And we to revisit that also, if you have any idea of what your ROI is on your probate investment, I'd love to hear that.

And I guess we stalled long enough that we have two people in the Q a, we do have room for more, just hit star six and hit one. And let's go to our first caller this week. Our first caller is so number ending in 73 69. You're up first. I was going to everyone. This is this is Blake. I know the number comes up as I believe it's just two, the phone numbers, but yeah,

Marker [00:04:49] I have a question that we've gone over before, it it begs the question that I've been thinking about maybe ways to tweak my USP, but anyway, to make a brief Typically when I speak with PR a mass, if they've got a chance to take a look at the letter, I've sent them multiple times, like what letter or no.

And  then I briefly outline, the letter is the letter lists, the various services that myself and my team provide the personal representatives in this County. And I'm basically calling to see in what ways we could help you today. And the common theme. Objection that I get is either I'm not interested at this time or the, we have it taken care of.

And I'm wondering if, what I'm wanting to do is. Whether or not the object with that, what I'm wanting to, or I'm thinking about doing is getting or establishing whether or not we can help them out with real estate  on that first call, whether or not they're ready to move forward, or they just want to get me off the phone.

I'm wondering if there's a way that I could tweak my USP to establish that fact. So that I know  how to follow up. And and when to follow up, that's my burning question today is how do we handle that? And is there a school way to, to determine whether or not there's we can help them out real estate on the first call?

Regardless of if they're going to object straight away or not.  So I'll I'll take that. Let me ask you on your USP  how close to what you just described your actual USP is they say, Hey I don't know. I don't think I got your letter. And you say the purpose of it was to Let you know about the various different services that myself and my team provide.

And I wanted to find out where we could help you. Is that your USP, or do you take the opportunity to go ahead and describe those services? Because they haven't read your letter.  Yeah, I don't describe it. It's basically as a, as you just sit back out to me, My approach. Okay.

So at that point they have no idea what they're turning down. They're turning you down. Not because they don't value your service, but because you're a sales guy on the phone, you're a telemarketer in their mind. They don't know what they're turning down. They're rejecting you, not the service. And it's not it don't take that the wrong way, but they just.

They don't know you, you don't have any credibility. And so what I would probably do is say, and look I don't know where you are in the probate process. Do you think I could take, since you didn't read the letter, do you think I could take a quick 30 seconds and briefly give you an overview of what we do and Get that get that permission to go into your overview and then have yourself a 30 or 62nd description of bracketing some of those services that you provide.

Inside of the bracket, once they've agreed to hear you out for a second  inside of that bracket, you do need to hit on real estate, but you need to move off of it really quickly. I was just having a conversation a few minutes ago with someone that was saying that one of the things that I've taught for a long time is to say, we work with families that have real estate that they need to sell, but they don't want to be taken advantage of.

And this agent was saying exactly that. And she was calling saying we help you not be taken advantage of, and that's an emphasis on being taken advantage of. So as soon as someone that I don't know, says, Hey, I'm calling to help you not be taken advantage of. I'm like, Oh boy, they're going to take, you're going to take advantage of me.

So the the idea here is if you're going to mention real estate and you're going to mention. Not being taken advantage of, you want to cloth over really fast and then flip that coin over and describe the experience that the person's having outside of the real estate. So I'm going to say now on the flip side, a lot of people aren't even ready to talk about real estate at this point.

Maybe you're not even going to sell a house in the future. You're still dealing with. The legal issues and the accounting and collecting bank statements. And who's going to clean the house out and who's going to cut the grass and all these different things that are going on inside of your world is the personal representative.

And those are the things that I help with. So I just described overall their experience and their future goals. And then and then you're just simply going to ask a really powerful followup question maybe back to your original question w which areas do you think I could help with, or what's your experience in probate then?

So far, or where in the process are you. Okay. Those are three really good questions that you could ask after your pitch. Personally, I believe that the objection it's a key to the whole thing. So when they say we have it all handled, or we don't need anything, that's the key to getting to the real estate conversation.

So you take that objection. You validate it. You don't. Try to convince them that they're wrong. You simply agree with them and show them, prove to them that you're in agreement. So you say something like, it sounds like you're probably not looking for help right now, if that changes in the future, do you think we could keep in touch and get a yes.

And then you go, Hey, real fast before I give you my number  was your family leaning toward eventually selling real estate? Or are you all thinking about holding onto it? I wouldn't be able to do that without the objection, though. When you get an objection, you're like, Oh my gosh, how do I deal with this?

And how do I get to real estate? You get to real estate by pretending that the objection had nothing to do with real estate by essentially in your mind telling yourself that objection was more toward their lack of knowledge of what you can really help with. And then you validate it and you move on by asking before I let you go.

Can I ask  were you guys thinking about holding onto the real estate or thinking about selling it. And there's a lot of different pieces of word craft in there. Come to the foundations class that I do and we'll go over that much, much greater detail so that you can get it down for yourself and really crashes it with some of your peers on those calls as well.

Gotcha. Yeah, that's very helpful. And then just a quick follow-up to that. So it's on the same thing. So out of those objections that. I've let go. So to speak, hung up and I didn't validate their objection and ask question, about real estate when I called them that  would it be something to the effect of, Hey, we spoke such and such a time.

And at that time you, you mentioned that you weren't ready to move forward with it. With  or you weren't ready to entertain our services or what have all with that later. But so that's what I'm thinking about now is following up. So where, how we frame that in that context. So it's pretty similar, but I would just, it just helps to hear it.

I'm going to pretend like we really, I'm not in your mind. I want you to think we didn't really have a conversation before. So in your they may not remember you. Per se if you call it say a month ago, when you call again this month, they might not remember you. So I'm usually going to say, do you happen to remember a brief chat that we had last month?

Same that you do with your letters? And if they say, no, you go, yeah. Perfect. That's the reason I was calling is I was the guy that had the service that helped people that were going through probation. And I don't want to bother you.  Do you think I could take 30 seconds and tell you a couple of the things that we do and then I'll just let you decide if maybe it's worth another conversation now or at some point in the future,

and then you just dive right into the USP that we just talked about. Gotcha. Okay. Yeah, that helps tremendously. Perfect. Okay. Yeah, let me just, let me add one other thing that also can help you get to that. And it's always good to have multiple approaches to doing it. Another question that you can always ask if somebody tells you that they got it all handled, they're moving forward and all that a good question for them is, Oh, that's great.

That's great. What all is left on your plate? What all do you what all do you have less to get done? And in doing that. They'll tell you if the, if there's real estate to be sold in the property, without you ever even asking if you simply do that or describe for me what this all looks like when it's all finished up, what all left on your plate rather than be laboring with, by taking all of your time, Mr.

Prospect maybe you can just kinda tell me what's left or now you can see this resolving itself when it's done. And I can say of thing we can throw at you to. Help you get this done. And certainly not any obligation we're here to help, but if you ask them to describe the end result without even getting involved in the discussion about the real estate, they'll tell you if they've got property to be sold or there's a bunch of other stuff to be done.

Gotcha. Hey, test. Special attention to that. That's really good.

Even if it did come from Tim.

Eight Bruce you've mentioned foundations briefly, just maybe because we may, we have different people on the call every week. Just let them know all of this is stuff that you will go over in great detail in the foundations program, and just remind them that's available for both subs and non subs and how to sign up for it that you would.

Yeah. Every week up until now, this has only been available for all the leads, subscribers getting our leads.  But we've been teaching a foundation series and basically it's just two classes. Each class is two hours long. Many of you have made it for those of you that haven't made it. Please join.

If you're a subscriber, getting our leads, it's free.  Starting in two weeks, if you are not a subscriber and you'd like to jump in and take that class and learn those. Basics just the fundamental elements of prospecting marketing, and building your team out for probate.  You can also take that now.

It's not going to be free if you're not a subscriber, but it's it's going to be a very affordable price and you're going to want to take advantage of it. So it's four hours total, and it's generally going to be taught every, almost every other week four hours. And there'll be two hours on a Tuesday and two hours on a Wednesday.

And it's. Got to give you a huge leg up. It's take everything that I used to coach one-on-one and it would take eight months to unpack on a, in a one-on-one coaching schedule and give it all in that four hour class. Correct. All right. Perfect. I hope that helps. We have two in the queue guys.

We have more than enough room for another half a dozen. Don't be shy. We're looking for wins of the week. How's your market. Your return on investment. Anything you want to share with us? I'll go ahead. Did you have another comment? Go ahead. I'll share.

Marker [00:14:54] I'll share just my market real quick. I'm in Wilkes County and Illinois.

So one of the collar counties Chicago metropolitan area  I suspect it's like pretty much everywhere else, low and mid, super low inventory. I don't have the absorption rate on hand, but it's very common right now when stuff gets listed that it's gone within a week. So it's very and it's very common, 10, 15, even 20% over list price to win to win these to win the bid.

So they're competitive, low inventory. A pretty, pretty similar across the country right now, but that's my 2 cents about my market. So perfect. Putting in accelerator bids on houses

to me by accelerator.  Would you say escalation and escalation clause would be the other way to say that? Yep. We're basically you go in and you say, Hey, I'll pay you 400,000 for your house, but that's my base price, but I'll beat anybody. Else's offer by a thousand dollars up to four 20.  Yes.

That, and then waving home inspections.  Yeah. Any really, basically anything, all holds bar to win the, or when the  when it's, so it's very competitive. I saw a post a couple of days ago. I think it may have been an art group. You, it, you gotta do what you gotta do to help your buyer if they want the house.

But there was one where. The buyer waive the appraisal and they got the house and it under appraised by 45,000. Just said what do I do now? It's tough. It's tough, especially if you're working for the buyer you want, it's like anything else, we say in probate, what's more important the time or the money to the buyer.

What's more important, getting a.  Buying this house at top dollar or, not getting the house. So ultimately it's their decision, but yeah, it's it's a tricky market and you gotta got to look at all sides of it, for sure. Yeah. The other thing I was going to ask or bring up and it's, it has to do with the same thing.

So one of the things that we're dealing with right now, we're selling the house and Michelle, and it's pretty darn close to top dollar in the marketplace. And, but we're also selling it. It's a closely held transaction. We're selling it to a family member. And one of the things that they're running into is that even though we've done real good maintenance on it, and it's performing perfectly, it's got an older roof, it's got an older AC.

So we're running into challenges on the air conditioning issue that the roof will probably get by because you can expect that out. And if the roof's in great shape, it's in great shape, then they can see that if it isn't, then they, they'll bring it on the inspection for the mortgage, but the AC the term there as well, it's an accident waiting to happen.

It's just X, years old. You're not going to get out of it. So the other thing is bringing up in that is that one of the things that we're encouraging people to do at this point, just make sure that if you're certainly, if you're looking at stuff. From an investment standpoint or a realtor, you got a pretty good handle on a good, but economically affordable air conditioner installation, or air conditioner installer because the insurance companies are getting tighter and tighter about, or mortgagees are getting tighter and tighter about.

Being unwilling to get it passed inspection without that. And you may find that if you're selling that close to, market, you're going to have to fix the AC to get it sold, to get it past that inspection. So just something to keep in mind. That's why we're asking these kinds of questions. If you're running into that kind of stuff in your market, we really are trying to make this a forum, not just a Q and a we're trying to share info.

So that's why I'm asking these questions. All right. Perfect. Hey David Pinel, you were in the queue and you dropped out. We always like to hear from you. If you're still on the call, you may, he may have had to go. Right now guys, we only have one other person in the queue. So please jump in and participate.

Hit star six and hit one. Got a lot of people on the call. Please share, ask your questions. We're looking for wins.  In the meantime, next up his phone number ending in four zero five five. And David, I see you. You're up next, David, in the meantime, four zero five, five. You're up. Okay. Hey, thanks.

Marker [00:18:46]This is Nick I'm in Sarasota, Florida. I wanted to answer the one question that we'll ask about one thing you said on the foundations class. I am actually on a team and my team leader is a subscriber. So am I able to attend that class? Yes. Okay. It's simple answer. Yeah. Okay. Okay. I wasn't sure if I had to be a subscriber as well, he's allowing me to use his information to get into this call and all of that.

I just wanted to make sure that yeah, I had foundations. Yeah, sign up sign up with his with his information. And then you're the one that's going to come to the class. I have ISA and team members come very frequently. Okay. Okay. Just so you know who I am I'm about a month into the real estate business.

In talking with my team leader, I was looking for a way to Come out of the Gates fast as quickly as possible because I'm in an area that I have absolutely no sphere of influence. So we talked about Using probate leads and all of that, they introduced it to me and caught my interest. And that's why I'm on this call today.

So I know nothing about any of this. Do you have a little bit of knowledge about, the local market though, to answer your question, what you were wanting to find out information, everything.  I've already put one under contract. Everything around here is going under contract almost immediately Atlas price or more multiple offers.

It's absolutely. Basically no inventory, which I just speak of. It's getting brutal out here and it's, you're getting harder and harder to get listings, which is why I am. Looking at this Avenue with doing the probate leaves and see if I can break into this business a little bit quicker going this route versus a traditional route.

So that's great. All I have to add. Yeah, I would just share with you, you remind me, we had a gentleman who was probably about a year ago that came on the call and he shared his, when he's in four months he had done five deals and we said, great. How long have you been in the business? And he said, four months, all five deals I did were probate.

It was brand new and you couldn't. In my opinion, you couldn't pick a better niche because you're in Sarasota. You're going to be talking to people in New York and New Jersey and other parts of the country. And they don't know you from the guy, the agent that has signs all over the place or TV commercials, they just know you're reaching out to try to help them.

And those more seasoned agents are pretty set in their ways. Yeah, no, they're probably not going to be doing what you're willing to do to contact these people. So it really puts you on. Equal footing with the most experienced agents out there. So you're at the right place at the right time for appreciate you being here.

I'm glad to hear that. And I'm thinking that you guys have scripts to follow and all of that curious world is in the financial services, insurance and financial services. And then that's all we did was use scripts. I'm looking forward to that part and. And it's trying to jump in and make some waves real quick.

So appreciate your time. Come on in the water's fine. Appreciate you being here. All right. We are going next to our resident expert. Mr. Patel, what do you have to say for yourself?

Marker [00:21:46]Oh, Hey guys. I'm going to get him an answer. I'm driving out to probate right now, but that's why it cut off. I just wanted to add what Bruce was talking about.

We're also looking for those maybes and those may be joining my CRM and that gives us a branding opportunity to start. Other than just letters. We can send an email to them. We get texts on,  just follow a plan. I've got over 190 maybes in my CRM. I could pop any moment other than prospecting.

So I just want to add that  when it's hard to have that real estate conversation, because they don't know you yet.  Just try to get that maybe, and then send them something in the mail other than,  we sent them that magazine I made, but it's just sending more of a value. So they get to know you over, but I just want to have that.

Great. It's funny that you say that I I always say that the that the word maybe, or the expression we don't know yet, those two  they mean we're going to sell. Nine times out of 10, that person that says maybe, or we don't know yet  they are they're going to sell, maybe they haven't thought about it yet, but I can I can promise you most of the time, that family that is going to be holding onto real estate, they know.

They already, if they were going to keep the property they already have a plan for it. So anyone that hasn't thought about it yet, what they're really saying is we haven't thought about it and we're not ready to, we're not ready to pull the trigger on real estate, but we're going to sell, so you keep them in the, in your pipeline and you're going to get a lot of business out of that.

And I know David, you've gotten a ton of business from the maybes and we don't know yet. No. Yeah. And they, you never know when they're coming up or when they're. Do from court or whatever. Yeah. And they're usually the better deals for investors too. So cause they wait longer I think. Yeah. Yeah. And your

Yeah.  I was going to add also, David that you said you've got 190 maybes. I be willing to bet that a good percentage of those started out as nos and by giving them permission to say, no, you turned them into a maybe. Yeah. And we try to capture an email address. We already have it. And then we just started texting him an email randomly over six months.

And also with an action plan to follow up and call them. So it's just either, always just stay in touch no matter, even if they say no, they got real estate, they're going to sell it eventually. Yep.  Thank you, sir. Yeah, we have as always we appreciate you I appreciate your sharing, man. You always bring a wealth of information.

And guys, we have two more in the queue. Next up is phone number ending in zero seven seven zero.

Marker [00:24:13]Hey guys. Dana worked here. How are ya? Great, sir. How about you? I'm good. I'm good. I apologize for getting into the call late. But I do have a question. I've got I guess a three months worth of of leads and I have been working them steadily since I got 'em and a lot of them.

I have family members as the phone number for the personal representative. And then a lot of them have just totally bogus phone numbers. And what I'm finding is I'm just running out of phone numbers to get in touch with these personal representatives. And I'm wondering if there is something deeper or another way that I can go to actually get in touch with these good folks, because I've got a lot of people that I've got their mailing address and that's it.

Yeah, before you answer Bruce. I just want to address the term bogus and I understand what you mean by it, but what we do, if you look at your five columns of phone numbers, the first column is the rare occasion. When there's a phone number for the executor listed in the court records. And then as you go into the second column  we run multiple filters in our phone numbers, and Tim could explain it better than I, but that's the one that we have the highest confidence in it as probably being the executor.

When you get to the third, fourth and fifth columns, we're just trying to give you as many phone numbers as possible. That. Often will be another John Smith, in the area, or it could be a family member that doesn't live there. The farther you get down the list, the less likely it is to be a good phone number.

So it's not bogus as much as it is that phone number searching is not as exact science, so go with the first couple of columns first and you're probably going to have a better hit ratio on that. And then I forgot your question. No, go ahead, sir. It's just really amazing. It's amazing.

When you talk to somebody I've been divorced from that guy for 30 years, it's nothing,  there's a phone number there for sure. The main thing is that how do I have what's the next level that I go through in order? I don't think anybody does not have a phone number. So how do I get a little bit deeper into that to find a phone number for these people after I've exhausted all of those numbers?

Let me, are you in Collin? Is that where you are? Yes. I'm. I'm actually working out of Grayson County Grayson.  sorry. Is that what you said? You broke up just a little bit. Yeah. Grayson County. Okay, great. And I guess the question is if you're going through them and I'm looking at your data at this point to see what your data looks like a little bit to try to get a good handle on what's going on with it.

Are you not getting.  When you say you're getting, are you getting phone numbers for everybody and they're just, some of them are not getting through or are you seeing blanks in your data?  Almost every one of them has phone numbers. And as I chased them out if you're going down to the bottom, you can see the history of them.

A lot of them are bad numbers. And then some of 'em, if I actually talk to somebody, I make a note of who it is that I actually talked to. And many of them, say 30 years ago was the wife or whatever. Those those people just don't know who to get in touch with anymore.

They don't have phone numbers for them. Yeah, I just I've run low on those good folks and I want to stick with them and I know that the letters are going to do that, but I was just wondering if there's another way to get them. Two more telephone numbers. So let me answer your question.

So yeah, that's great. That's really good. Good feedback. And I blast it through your last set of data because I'm looking at it as we're online. And I see we are, you're getting phone numbers and what you're saying is you're just not finding them in that list. Here's the thing. So here's how, here's what we do.

We currently run. We start with the data that we get back from the front of the courthouse and whatever the court puts on the record, they put down, Ms. Sally Smith as the personal representative. So that means she's been appointed somewhere. And then we try and go find a match between Sally Smith and the address that's listed for Sally Smith on the court record.

If it shows it correctly, sometimes it's accurate. Sometimes it's not. That's the first place human error can crawl in the door. The other thing is that there are often spelling problems with the one with the person that's there. So we've built in some what we call fuzzy logic, searching.

So we run not only the exact spelling of a name, or we have a whole list of names that if there is another way to spell it, we put it in and we look under that, attempting to match it to the address. And then we've seen all the data that we have to try to find it through about four different filters that.

We bring it back from one of them is a paid service that gives us back the majority of our data to start with. And then we augment that with a bunch of other ones. There's places that you can look white pages.com is a place where you might be able to look for that. If you simply type in the name of the person and first, first name, last name and city and state.

Type that into Google, you will likely find something on Google that will have information about that person. And you may find there'll be some of the phone numbers that we have. There'll be maybe different phone numbers that show up. There'll be a bunch of different services that will report to give you that info or a fee.

People find her white pages.com people express locate. There are a bunch of them out there, but there are several of them that put at least one phone or a phone number up for free. So that should give you a few more to try about the other thing that you might want to check into is that.

In a lot of cases and again, I'm digging through your data. I'm I'm seeing that it's there. You've got attorneys in Texas is pretty good at this. You've got attorneys on just about everything. That's there. And you might call and just, if you're really try and find somebody that can't get to them you might call the attorney and say, Hey, I'm trying to find a you represent the estate.

I'm trying to find Sally Jo. And can you tell me how to get in touch with her? They may not be able to tell you, but they're going to need to talk to you because they are the attorney of record on that case. So dig into the attorneys a little bit and she, what you can find, and I'm gonna give you one other free tip.

That I've noticed in your data, you go through your current lead data for this month. And if you scan that down, I think you're going to find that you've got an attorney. That is showing up a bit more frequently. Maybe then another one is you need to be contacting that attorney. He's a guy in Sherman.  He's somebody you should make friends with and you look at your data.

You'll see who I'm talking about. Okay. Okay. Yeah. I noticed that this morning when I was working on it, that there was one name that kept popping up. Yeah, we go by an hour of his time, shit in his office by an hour of his time and tell him what you do for a living and see what you can do to build a great relationship with him, because he can be the key to a crap load of business for you if you do it right.

Okay. All right. Thank you much. That's great information. I appreciate it. Two things I was going to add is if some of our markets we're able to give pretty good emails on some of the leads. If you're getting emails, you can certainly try that in. Tim reminded me of a gentleman. I think it was three or four years ago that, that.

Had an attorney who was really a player in his market. And he did exactly what Tim said. He just, he couldn't get through to the guy. He kept trying and try. And finally just said, I want to book an appointment. What's his hourly rate. He gave the receptionist a credit card and said, I just want to talk to him about a personal matter.

He came in and sat out and started talking to the attorney about what he does to the attorney does. And the attorney said, in 30 years of business, I've never had anybody Pay for my time to come, it's something to me or to come discuss something with me. Obviously I wouldn't do that with every attorney, but it sure is well worth the price of admission if if you're able to establish a relationship.

So just get a good idea. I just want to expand on that a bit. Does that help? Okay. You're very welcome. We may go ahead, Bruce, please. A real fast. They Dana, we've talked a couple of times. Are you are you. Calling them twice a month.

Yes, no, I'm calling them twice a month.  I just run through that thing. Like a Rolodex. Got it. I was looking at your data at the same time. Tim was to see how you were how you were whittling it down. And part of the issue is that you don't have enough leads yet.

You're going to bring it up. Pile a couple of more months on you here soon, but a source. Okay. Tim mentioned going to Google and this source that I'm going to mention, I'm gonna, it's a regular real estate source. That is not as good, generally as the information that we get through our various different sources.

But there is a platform called red X that you can punch it and address in and get some phone information. It might give you a few extra phone numbers here and there. I doubt it's going to overwhelm you with a different phone number for every person in your list. But you might find something if you subscribe to a red X and it's relatively affordable, but I'm going to say beyond the phone, you really want to Jim, is that you or is that you Dana?

Yeah. Okay. Okay. It's not a problem. I'm going to say that you're probably gonna want to take a minute and evaluate the values of the properties that the decedents have had. And if you have some extra time and you're looking for a way to get in front of people, evaluate the perceived value. So what you speculate that the property might be worth and write up a like a single page letter of intent offer.

With a price range that basically says, look, I haven't seen inside of your house. This is based on your property being an average condition. I think I could get you between 200 and 215, if you wanted to sell and take the time and maybe drop those off at a few of the PR houses that are within striking distance of your location  that might help.

Create some conversations. There's nothing wrong with some good old fashioned door knocking or driving to the PRS house. Occasionally if you have time and you're looking for looking for some extra ways to get in front of people. Nah that's gold right there. Good idea. Very well. Very much appreciate appreciated.

Yep. All right, sir.  You have two more in the queue. Next up is phone number ending in five, two seven, three. You're up next.  Hi, it's it's.

Marker [00:34:12] This is bill I'm in New Jersey and I appreciate you taking my call. I'm sure. Yeah. I'm calling cause I'm really looking for some suggestions or guidance on structuring a conversation that I expect to have next week to, hopefully inevitably move along in an envelope, little inevitable process, maybe faster.

And what the situation is that a friend of our families he's in his mid sixties his mom passed away like four weeks ago.  He has two sisters and the three of them are equal heirs to them. To the house, which has fully paid off. But one of the sisters lives in the mom's house and has lived there her entire life.

And I understand, and I stand to use a bit of a recluse, a bit of a hoarder and suspicious of people. But my friend says that she's really not in a position to keep the house. She really needs to sell it so they can just cause she can't carry, the costs of the house.  So like my friend has asked because, he knows me he trusts me to, I'd like you to come over.

Cause I'm going to talk to my sister and having you come over and just talk about it. Cause I'm an investor and my real estate license as well. It just talk about, possibilities things to do with the property. But I just. Anticipate it being  it could be a tense conversation and not a welcoming audience.

I think we're all used to dealing with non welcoming audiences, but it's just looking for any kind of guidance you may have on entering that kind of situation, where you're dealing with somebody that's not used to having people in their home. I don't think it's real anxious down. Somebody coming in their home and needs to sell the property.

But doesn't really want to, but it's inevitable, like it has to be done. So it's just trying to structure a conversation to help move the process along in a way that she would be receptive. That makes sense. Yep. Yes. Yep. Jim, you want to go? Yeah. I was just going to say that really hits close to home.

I have a sister who's in her mid sixties who. Is somewhat special needs mentally, and we're going through the same thing. My mom died and we got to get her out of there.  What seemed to work is we found another place, which we looked at as considerably nicer and more activities and more for her to do.

And we went and showed that to her. We got her excited about the other place. Ironically, we couldn't get her in there. So now we have to go find it option B. So I would just go with the attitude of, instead of having a preset agenda go with the attitude of asking the girls some good questions and maybe ask the family members some good questions and go with a couple options maybe that are as good or better than where she's at.

If you. And just go with without a specific agenda and just see, not only what she wants, but what's good for her. And hopefully,  both can be one in the same. It, and it sounds like just like with my sister, it's not going to be an option. We have to do it, but you want to do it in the most comfortable way for everybody.

And does she have, does the sister who doesn't want to move to, she has equal say, is she's not the executor, correct? She actually isn't the executor. Oh, she, yeah. Okay. Yeah. It's more a personality. Yeah. Just a different type of personality, but yes. Yeah.  And I agree, and I didn't mention the other step of the process is she needs to find, obviously another place to live.

So that would be a part of the equation that would be helping out with I've already sent the police, my friends, some options to, for him to at least talk with her about if he wanted to, just to start showing her some options that she could afford with her third. The inheritance. Perfect. First, what can you add you feel do you know that she does not want to sell or are you suspecting that she doesn't want to sell

told by the brother that she really did not want to sell? But the last time I talked to them, he said that she's coming to the realization that. She's going to have to do it, which is a big step it's cities that she's feeling that way. Yeah. But I think if there was a way that she couldn't, she would do that, but if it's inevitable, but it may not, that just may not be an option for her.

We're going to go in and basically disarm her right off the bat by saying, look, I know someone coming in here and trying to tell you to get out of this house is not something that is very appealing. And I'm not here to do that. I'm not here to try to. Tell you, I'm here to consult with you and see if we can come up with some good options for you and and give you the information that you need.

If you don't mind my asking, where are you mentally in this process? Do you feel like you would prefer to stay here? Would you do you think you're going to need to move and just get her and then just shut up? And get her to admit what is likely going to be the hard truth. And I bet that she's going to start admitting some hard truths to you if you feel like, or if she feels like you're not there to sell her on something.

No, because at the time when I've dealt with a lot of times, it goes on with a divorcing couple and one spouse will say that the other one doesn't want to sell and I'll have a conversation like, like I just described and I'll say what do you think you're going to need to do here? What do you think is the best move for you is going to be, and they'll go I really didn't want to sell, but you know what I might have to, and then, okay what does that look like?

So once you get them to admit what do you think that looks like. Okay. And what what do you think you'd need to get out of the property? Or what kind of help do you think you might need? If you were gonna sell, ask questions? God knows I can go on and start rambling and talking a lot. And that's a temptation for me when I go on a point that you want to really concentrate, go in with a handful of inquisitive questions where you're really, that question is really pulling it a thread.

And then let them unravel the thread. And if it doesn't work, it doesn't work. She might say, Hey, no, I've decided that I've got to find a way to stay here. And at least then you know what the direction of the call is going to be. But I would bet she's going to say, yeah, I've really been resistant because my brother's pushing me and I don't want to be pushed into selling, but I know I can't keep it up.

I'm going to be willing to bet that's what she's going to say. Or at least that's the tone you're going to get from her. Yeah, I like that suggestion because I think it also is her idea either way too. It's not me telling, saying it's coming from her is her idea. So she can have some ownership of the decision.

Yep. Yeah. I like that asking lots of questions and shutting up. Okay, good. Perfect. Yeah that's a value of questions. People are much more likely to agree with what they say than what you say. So you get the answer and congrats on thinking through it ahead of time and I wouldn't be too apprehensive about it.

I think. Bruce said, I think you're going to have less resistance, likely have less resistance than you anticipate. Just go with the idea of help. I'm really looking forward. I'm actually looking forward to the conversation. I just thought, having the value of you guys on the phone, I may as well pick some brains to try to avoid, landmines or something like that too.

So this was very helpful. I appreciate it. Perfect come back next week and let us know you got the listing or you got the contract whichever one, it turns out to be. All right. Perfect. We have one more, one more in the queue. That'll take us up nicely. I'm going to close the queue. That'll take us up nicely to the top of the hour.

Last up this week is phone number ending in five, three, three, three Europe. Last.

Marker [00:41:11]Hi. Yeah, my name is Lisa and I from the Denver metropolitan area. And by the way, I'll start by saying I never do anything. I think that's, that I think is inappropriate, but I've wondered about this. And I just wanted to ask you a.

Every once in a while, when I go through the probate records or whatever, I'll notice someone that I actually knew. And then also I'm in a club where they have a name number of single retirees. And every once in a while, somebody we'll pass on. I never send out any information to someone that I've known before, but yeah.

What I was thinking is, should I ever send out information, but just not acknowledged that I knew him? Or would you ever acknowledge that you knew the person keep in mind that the personal representatives don't know that I'm in real estate or anything else? And of course don't know me. So what's your suggestion on that?

If the personal representative doesn't know you, I don't see why you would really treat it all that differently than a regular lead. You . Yeah. As a matter of fact, if you acknowledge that you did know them on the phone and say, Hey I know you're Jack's daughter. And this is really awkward.

I wanted to reach out and tell you. I knew Jack and it's super uncomfortable. For you, but I'm here to help. If you ever need help and that's, to me that's a real good lead in, because already you're finding a commonality in your relationships. So why not mention your relationship or knowledge or familiarity with the deceased.

Okay. Okay. I wouldn't see that as being an issue at all. Okay. I'll just have to think of how I would word that. Okay. Gotcha. Okay. Okay. Thank you very much. Thanks. All right. Perfect. Another great call guys. Thank you very much for being here. I want to thank each and every one of you. I want to particularly thank those that actively participated.

And as I always do, I want to challenge each of you. Take one idea that inspired you on today's call. Go out and put it into practice and please come back next Thursday and share your results with the group. Have a great week guys. Be productive. We'll talk to you. Same time. Next Thursday. Take care of everybody.


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Setting Expectations and Preventing No-Show Appointments | Prospecting Surviving Spouses | Probate Mastermind Podcast #315

Setting Expectations and Preventing No-Show Appointments | Prospecting Surviving Spouses | Probate Mastermind Podcast #315

Probate Mastermind Episode #315 | Recorded Live on February 18th, 2021.  

Join Us Live Every Thursday | Previous Episodes.


Episode Summary: 

In this episode of the Probate Mastermind Podcast, you’ll learn how to set expectations and prevent no-shows before appointments; how to prospect probate leads with a surviving spouse; how to adjust your pitch when prospecting leads that have already closed probate; and more!

***Most importantly, we hear more incredible success stories from rookies and veterans that are turning probate leads into listings, acquisitions, and wholesale deals!


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


Get Probate Leads

Get Certified in Probate Real Estate


Call Re-cap:

Accidental Attorney Networking

00:00 Accidental Attorney Networking 

David had an expired call this morning and the point of contact was a lawyer. The lawyer mentioned he was interested in carving a niche out of quit claim dates that were fraudulent to target title fraud.  David took this chance to try to build rapport, and while the attorney focuses on criminal law, he was open to referring him to other probate attorneys.



Appointments: Setting Expectations And Preventing No-Shows

12:57 Appointments: Setting Expectations And Preventing No-Shows.

Federico got the cold shoulder from a personal representative he had an appointment with.  The personal representative followed up with him after the scheduled appointment and asked him to reiterate all that he offers. She has not responded since. Is something odd about this?



Posted: No Trespassing Signs: Good or Bad?

22:53 Posted: No Trespassing Signs: Good or Bad?

Offering to post “No Trespassing Signs” on an ancillary probate property is a great strategy to get your foot in the door by providing quick and easy value. However, could doing so signal to outsiders that the house is vacant, and possibly encourage squatters? 



Adjusting Your Pitch for Leads That Have Completed Probate

26:04 Adjusting Your Pitch for Leads That Have Completed Probate 

When reaching out to probate leads where the probate case is already closed, should you change your approach? Jim and Bruce both share insights.




Brainstorming: Email Subject Lines

33:33 Brainstorming: Email Subject Lines 

Mike and Bruce discuss copy for email subject lines and how to write for different personality types.  In particular what are some headlines you should try using when sending emails to leads you haven’t spoken to yet?



Marketing Compliance for Licensed Agents

42:49 Marketing Compliance for Licensed Agents 

I’m an agent and investor - How should I include my disclosures in my mail marketing? Bruce describes how he includes subtle disclosures in some of his marketing, but also sends out other campaigns that are more brazenly focused on his real estate services.


Prospecting Surviving Spouses

44:12 Prospecting Surviving Spouses

What’s the best approach for providing value to surviving spouses when prospecting probate leads? A lot of people shy away from contacting surviving spouses, and many spouses truly believe they will stay in the house. However, most of the time real estate needs become inevitable.  Bruce discusses.




Looking to hear prospecting tips in action? Check out our live role play series.




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Episode Transcript

Probate Mastermind Real Estate Podcast Episode #315


A.I. Voice Narration: [00:00:00] Welcome to the Probate Mastermind Podcast. These episodes are recorded live once a week and are hosted by the AllTheLeads.com coaches. Agents, investors, and wholesalers join the coaches each week for everything from marketing tips, sales, psychology, live deal analysis, transaction engineering, advanced real estate strategy and personal development.

You will learn to get more listings, more deals and find financial freedom by listening to these episodes. Be sure to catch show notes at AllTheLeads.com/podcast and join our free Facebook mastermind community: https://facebook.com/groups/AllTheLeadsMastermind



Welcome dynamic realtors and investors nationwide. Today is Thursday. February 18th, 2021.  Before we get started today, guys, we got a full queues, so get right to the callers, but we do have an announcement to make pretty exciting announcement. I think we, six, seven years ago now when we started this company, we decided we didn't want to just be a data company.

We can just sell your data, but if we don't give you the. Training and the tools to make sure you're successful with the data you aren't going to reach your potential, if you're successful at all. So we really, they tried to make this a systems company and we get great feedback with our training.

We've got an awesome full-time coach, Bruce we've. These role-play calls, we get a lot of good feedback. We've gotten particularly good feedback.  On the role-play calls, which we've been doing the first Wednesday of every month. And we've gotten such good feedback with them that we decided to discontinue them, verse that's right. Which we can work up it up with a budget hats program. And I wanted Bruce just to take a brief minute and tell you what we're going to, and this is going to start with the first Wednesday in in March coming up a week from next Wednesday, the new program's going to start. And Bruce, you want to just give them a real quick.

Summary. Yeah, a real real quick summary. He needs to start with why. So many of our subscribers that are taking advantage of a monthly call with me, a lot of times what's happening is I'm running over a lot of these foundational trainings that are, that they need to make them successful.

But sometimes it's four or five months before we can roll everything out. So we've decided to pack all those foundational pieces, including lots and lots of role-play. Into into Wednesday calls. So you don't have to wait a month between role-play calls and you also don't have to wait a month in between having a coaching session with me.

So they're going to be group.  We're going to be teaching you guys all about, team-building all about marketing to probate leads and a whole lot about. Probate dialogue. I don't want to call them scripts, even though there are some scripts, but that dialogue we're just teaching all the foundations that you need to be successful.

And you are pretty much going to be able to get in on one of those classes every week. Awesome. Great improvement. And before you guys, I told the sales team about this about 10 minutes ago. So they have no details. We're going to there won't be a posted on our website at each and every one of you will be getting an email.

We're going to do a system-wide. Email blast to completely explain the program and that'll be out well before the first call. So I'm not saying don't call our sales team. You're welcome to, but they don't have the details yet, but we'll make sure we get you all the details well in advance of the first Wednesday of next month.

So we're real excited about that guys. We feel like it's a significant upgrade to what we've been doing. And that's all I got to say about that. We've got a full queue. Tim, are you back? Do you want to add anything or I'm not sure he's back. I'm trying to log back. Okay. Anything you want to add to what you may not have heard what we said?

Yeah, I did right back in there. So the only, only thing I don't want to add is to just make sure that everyone is well aware that we continue to refine what we're offering in. Every time we do it with the eye to improving it and improving your success on all of that. And we've been really diligently working on making sure that we're adding data and adding content.

And all that sort of stuff. So that's what you end up with is even more and more. Value for the investment you make, not only in the leads that you get, but we know that you're here because we provide you with a system and we're just increasing the value of the system. We intend to do that as we go forward.

And that's why we do Amelia mailings and websites and ISA programs and training. And. Shower you with as much as we can possibly give you to make it be successful. So we do it because we appreciate you. And we're trying to make sure that we're diligent stewards of our role in the industry and hopefully our role in your life.

So thank you for being here and thanks, Bruce, for taking the lead to make this thing move forward. Thank you. That is awesome. Said guys, and we have got a full queue, so let's jump right in. First up this week is phone number ending in one, four, nine, five. You're up first.

David are you there? One 49, five hit the unmute button. David. There you go.

Marker [00:04:44]How you doing, buddy? Good. Good.  Yeah, I've got a point with Natalie tomorrow, so I'll be getting geared up questions.   Had an expired call this morning and the guy that the POC was was actually a lawyer and long story short  got into him looking.

He as a hobby, he  Was trying to see if he could monetize illegal title set. And  basically he said he found, he was, he found a niche where, he was, he's looking through quick claim deeds that were fraudulent. And of course, trying to figure out, how criminals were, deciding on what properties target to set in Heather Long story short  Him being a criminal lawyer.

I did ask him the question of how I could bring him value and, he said, really, there's not anything you can do for me. I don't really need any help. I did ask him if there were other lawyers that did probate. First I asked him that. And he he said, yes. The guy was just amazingly receptive.

I was like, is this kind of fixing to do something to me? Or, I just couldn't believe how congenial and everything he was. And so the gist of it is that, is there anything that can be offered via the whole title thing? When we start, when I start talking to these probate leads  because he said it's a really, it's beginning to get, to become a very big deal.

So I think that's the biggest thing that maybe you're gonna need to sit down and map out a little bit before you just immediately start. Offering this up, but there are a lot of different pain points that your probate leads and your personal representatives are not aware that they are going to experience.

And a lot of times they're in a pain point that they're experiencing a pain or a frustration that they think is completely normal so that they might not know that it's a pain until they see an alternative. I think you'd just need to sit down and map out  what that title says, what some of that might look like and just use it in your dialogue and your conversations to bring up as something that they didn't even know existed.

And ultimately. You're taking down them down this path of passive pain and what it might mean for them. If somebody did steal their title, I have no idea how popular it is. This is the first time I've heard anyone really bring it up. It's hard for me personally, to give you give you advice on it, how to bring it up to a PR I would just have further conversation and dialogue with this attorney to come up with that.

But but ultimately you probably, once you have an under a greater understanding of that, you probably should start to include it in your conversations when you're calling. Your probate leads and and just ask them if they've, if anyone's ever brought up the fact that there's some fraud going on and if anyone's ever brought up how how they might get taken advantage of, and if they say, no, you simply make a point and then ask them after the point what it would mean to them.

Or how damaging it would be if that happened. And it just further enhances the call and the value that you're bringing to the leads. I don't really have any other answer at this point until I dig into it and maybe start to think about what that conversation might be like. But I said, I think you're potentially onto something.

Yeah, David, the first thing I thought when you mentioned it, I don't know this to be true or not, but I suspect it's probably less than 1% of the probates. Have somebody tried to steal the title? I, as Bruce was talking, it occurred to me that I don't think I would mention it if they already have an attorney.

Because the last thing you want is them calling their attorney and saying, Hey, this realtor said you should look into, you might be making more work for your attorney. You know what I mean? If you don't want to call it the attorney and saying, Hey, is this a problem? Could you check into it for me?

It, if it were me, I would probably, if you're going to mention that if you notice the people that are doing it pro se that don't have an attorney, you might want to say, Hey, there's a lot of reasons you need an attorney. A matter of fact, I was just talking to an attorney the other day. That says, this title, that's not uncommon, it might be an opportunity to refer business to them.

I'm not sure if I would just routinely mention it to someone that already has an attorney. Do you agree Bruce or not? I agree.  We don't want to get into great detail on this. The more detailed you get  the more desperate it sounds.  So I would.  Roll back the actual description of how they might get taken advantage of and just make a blanket statement that I find a lot of personal representatives and families who've inherited property just don't want to be taken advantage of.

Does that make sense? So now you're categorically getting a yes. And if they want to know that you can start to go through details. Yeah, I liked that it could be taken advantage of by an unscrupulous contractor or a state sale company or a realtor. That's much more generic. I like that. I like the way that sounds.

Go ahead, David, you had a follow up question.   Yeah. Just the reason why I asked the question, it was just the oddest. It was a great conversation, but it was the oddest thing that he transferred into that. Because I actually had a construction customer about three months ago that she did have some ID theft and I suggested that she gets titled theft insurance just as a precaution.

And she was ecstatic. If anything, it just brought her that, that brought her peace of mind among everything else. So it was just a very odd. Coincidence today the one last question and I've got is that regarding the letters has anybody had success with, I've got a very industrious wife and a couple of middle school kids is can the letters be handled that way?

While I absorb the initial.  Investment of the leads.

I'll sure. I'll give you  brief. Pro and con obviously if you're absorbent absorbing costs and you're trying to stay in the program longer and get yourself. Absolutely. And I've done it before.  The issue that personally I ran into is people quit or they fall behind on schedules and then you're left scrambling without any marketing going out.

So if it's a band-aid or a bridge to getting to to profitability, It's not a terrible idea, but I, it's hard to hire and it's hard to keep even family members on top of the mail schedule that you're going to want if you're going to be successful. So just keep that in mind.  Certainly we're not blaming you if you're strapped on budget and you need to fulfill some of your own mail for a little bit.

And also David, go ahead. Sorry. It's just initial startup and like I said, I just, I don't know what I'm doing yet. Just I'm being quite Frank with you. This is just a totally new area. So just there you go. Or what's your. Go ahead. Jen go. No please. I'll wait till you guys are both done.

Go ahead, Bruce. What's your what's your doing David? It's a pretty common question. And personally, I really can't blame you for having that question or anyone.  Because I've done it as well. It's just a more unpredictable marketing schedule. So I'm going to encourage you that if you're going to do that, use it more as a bridge and then eventually get your profitability up and get to the point where you can systemize it.

Not have to put that on yourself or your family. Got it. Yep. The only other thing I was going to add, David, and this is very, this is really obvious, but sometimes it's easy to overlook it when you. When you're making the comparison, make sure you factor in all the costs,  the the ink on your printer, the paper, the envelopes.

And then determine if the difference is worth your time or not. If your kids are working for free, it might be, if you're, if your wife's got nothing to do it, it's probably pretty close though to be in break even, if you paid a minimum wage, you're probably going to be breakeven to let us do it for you, but there are certainly people that do it.

Okay. Okay. Thank you so much. All right. Thank you, sir. Appreciate it. All right. Next up in the queue is phone number ending in eight two one three. We got a frequent flyer. How are you doing so I'm well, how are you? Good buddy. What's up?

Marker [00:12:57]I just have a follow-up question for something I asked last week.

So it was regarding the wind. The wind was that I scheduled an appointment with a PR who didn't have an attorney. I was supposed to meet with her this past Saturday. I followed up with her a few times prior to the Saturday appointment. And then finally, Saturday. I saw she wasn't getting back to voicemails, so I decided to text her and confirm that appointment.

And then she said, Hey, look, we're going to have to reschedule, but tell me more about your services. Send me something about what you provide and all that stuff. So it's almost as if, although on our initial call, she understood what the value that was being offered was, and then it's almost as if it.

She regressed.   She's not very responsive at the moment. I sent her an email with a copy of the letter that was sent out through you guys and then briefly summarized in the body of the text. Just how I got her number and why she was contacted and so forth.  She didn't respond to that and has not been responding.

So I'm just trying to maybe strategize on the best way to continue staying in front of her without being the aggressive splash, what could come off as suspicious person that she doesn't know who's contacting her. Yeah, that makes sense. So fed first thing that I'm going to address is how to how to present yourself in the future to future people.

And then we'll circle back on what you might be able to do with this individual  lead.  In the future, if I'm setting an appointment I want to, before I let them go, I really want to clearly define so that there's no ambiguity or wonderment on their end, what it is that meeting is going to be all about.

A lot of times, I like to describe this in a really low pressure way. So I'll say something like  just so we're on the same page and know what our meeting is about. Basically what we're going to do is we're going to take a quick walk through the property. I'm going to probably make a list of several things that you could be doing.

And in what order you should be doing them.   I'll get an idea of what your potential value is. If and when you ever decided to sell. And and then I'll give you a couple of things that I could just take off of your plate. I'm not going to ask you to sign anything. I'm not going to try to pressure you into a sale.

It should be about a 30 minute appointment or just name the time. And and that at the end, you can decide if we should take it a step further. Now that person they know exactly what you're doing. They know that you're not there to give them a hard sales pitch. Now, when I do show up, I usually give them the option.

Of going ahead and signing something, say, just so you know, I every now and then I come out thinking that that somebody's not going to be ready to do business and they tell me that they're ready to list a house. So I did bring a letter of intent if at some point during our conversation, you want to just skip all the formalities and the discussion and the questions you just tell me, give me that thing and I'll, and we'll sign.

We'll get you listed.  But that's not what I'm here for. And so that's just one technique of a way to remove the pressure. Cause what she is saying to you is basically, I think you're coming out here to sell me on something and I don't want to be sold because she has one idea in mind and you have another, yeah, it's really hard to go backwards.

Sorry. I said, yeah, it was definitely strange because obviously with, during that call, I noticed she didn't have an attorney. So I focused the core of the the call that we had on. Do you need any, we're here to we try to reach out as soon as possible because we know that, the probate process can be  pretty extensive and complex and asked her if she had an attorney, she said no, and asked for some recommendations.

So I went ahead and asked her about that and has a vacant home insurance policy. Once she said she didn't have either of those and wanted some assistance with that. I said I'll have, attorney. Give you a call. She, she's worked with many families that have gone through the probate process.

They, they're very happy with her and then we'll have, for example Bruce Hill call you to discuss the home insurance policy. Obviously feel free to, to work with whomever you want, whoever you feel most comfortable with. And so then we set up that appointment and then I said, if anything changes, feel free to give me a call and we can take it from there.

So I thought I wasn't as pushy as I probably came off. So you were pushy. If what you just said is what you did then that doesn't come off as pushy, but it comes off as ambiguous. She didn't know what your meeting was about. And anytime that you have an unknown you're going to start to develop some suspicion out of those questions.

Okay. You didn't define clearly enough.  And you can correct me if I'm wrong, but it sounds to me like you didn't define clearly enough what you were going to be meeting her about. Yeah, I think I should have clarified, like you said just to say, Hey, just so that there's no misunderstandings, I'm going to be coming over to do this, that with no obligation.

I just briefly stated I'd love to meet with you at the property so that we can understand and discuss what options are available to you. Whether, if for whatever you'd like to do, whether it's sell the property, keep the property or. Lease the property. So I gave her those three items just to make her understand that the option is yours.

But perhaps that's good with everything that we discussed. I should have, perhaps reclarify prior to hanging up. Yeah. I would have defined a time and a couple of agenda items. And in addition to what you gave okay. With those three options, I think those were perfect. She's still expecting you to come out and ask her to sign one on one of three different options.

And I know you, you, what you said was not full of pressure, and I don't want to propose that you don't ever want to put more pressure on someone. I'm just saying with this woman, I think that she was just had too many questions at the end of it and her mind started running and she started thinking I'm about to get a sales pitch and be asked to sign.

And I don't want to do that. Fair enough. That's fair. So what I did yesterday just cause I hadn't heard back from her, this the meeting will take place Saturday and she canceled on Saturday about an hour before.  So what I did is I sent her that letter as she asked and then yesterday I just followed up with a tech thing.

Hey, good morning. Were you able to speak with the insurance specialist or an insurance specialist of your choice to make sure that the asset is protected, it was just a way to stay in front of her.  So I'm just trying to, but obviously no answer there as well.  So I'm just trying to maybe, do you think I back off for a little bit and then touch base again, maybe in a week ish or so?

Maybe even few weeks unless she reaches out. Okay.  Yeah, I probably wouldn't let it go a few weeks, but I would touch base in a week I would lay off instead of going daily or every other day I might go with her.  Okay. There is a possibility that she's pumping the brakes because she has had a conversation with someone else.

So don't let it go a few weeks, but maybe a week. Okay. Okay. I'll do that. Yeah. I just mainly want it to keep you guys updated. Since I came out last week with, Hey, it's a win. It's an almost, when it still might be one, one, one thing I, one thing I was going to add fed is that buyer remorse is so common.

It really is. You're on the phone, you did a good job of closing them and then they hang up and say, Oh my God, what did I do? And. You remember the old Axiom, the best way to handle the objection is deal with it before it ever comes up. If you ever get somebody on the phone, if you get somebody on the phone and you sense that they're going to change their mind, you could even prep them, say something like, Hey, I really appreciate your confidence now.

You may wake up tomorrow morning and say, Oh my God, what did I do? Why is he coming over and, and want to cancel and just remember what I come over. There's no pressure. I'm just coming over to give you some options and it's okay if you're not ready to do anything. So pre if you pre-warn them, that they might have that feeling and how to react to it.

When it comes up, they may be a little less likely, to actually go through with canceling.  It just, and you might even want to leave a message like that now. I don't know what Bruce thinks. I'm not usually a fan of a lot of long voicemails, but you might want to leave a long voicemail.

Hey, when I was speaking to you, you sounded like you're ready to go. And I guess I must have pushed you too hard. I just want to call a remind you that there's no pressure when we get together, it's okay. Let me just show you what I can do. And I don't really expect you to sign anything, leave, let her off the hook.

So maybe she'll re-engage. Bruce. He added something to add. I love it. I love it. No, I was just  what you said. I'm not going to do that. I really appreciate that. I'll do that. I'll do that either today or tomorrow. Perfect. Thank you. Come back next week, come back next week and reshare the wind with us week.

It'll be a repeat with how's that. All right, buddy. All right, thank you. Bet. The next up is phone number ending in zero zero three three. You're up next.

Yeah. Are you there? Unmute us? Lakeesha it looks like it's Lakeesha zero, zero, three, three. Hit the unmute button in New York. Are you there? All right. Going, Lakeesha going. We're going to have to move on, but you have us muted out. So please hit star six and hit one and you can jump back in the queue.

Bruce, you can still hear me, correct? Yes, I can. Okay, good. I want to make sure it wasn't me. It was muted up. Lakeesha are you there? All right, let's move on. Next up is phone number ending in eight zero six six. You're up next? Yes. Can you hear me? Yes, thankfully we can. Excellent.

Marker [00:22:53] Hi my name is Beth I'm in New York.

And just a quick question about the posting for vacancies. So I was speaking with somebody about the insurance. They got that they were very appreciative and I said, listen, you want to make sure you don't get any spotters and we would recommend that you put some. Signs up just to notify that the, that you can't enter the property.

They thought that would be like a green light for somebody. If they saw that, that they would absolutely know the house was vacant and that would open them up to more, opportunity for theft and that sort of thing. And honestly, I struggled to have a good,  a good response to their concern.

So that's what I'm getting some feedback on from you guys. I'm gonna say, use that as an opportunity to build rapport. We are not legal counsel to these people. We're not coming through and saying, Hey, because I'm an attorney. I'm telling you, you need to do this. We're simply offering options and solutions.

And if somebody is not willing to accept or plays not just playing devil's advocate, it sounds to me like they were re rejecting the idea for themselves.  I've done my job. I provided a valuable option for them. And I'm just going to say, Hey, that's great. I've run into that a few times.

And I completely understand. I think I would probably put a no trespassing sign on my house  if I was in that scenario. But if you don't want to you're not going to get an argument from me.  Now, if you don't mind, if I ask you and then just go on to something else. Okay. I don't want to give you a rebuttal because a rebuttal, no matter how good it is, all it's going to prove to them is that you're a better argue or than they are, and it doesn't win you any points.

Okay. That makes perfect sense. Everybody has a different. Whatever. Yes, I get it. Thank you. Said because I totally, personally, I disagree with the premise because people  no soliciting, no trespassing. It doesn't mean somebody doesn't live there, but if that's their perception, I agree with Bruce.

You're not going to change their mind. And it's so I think you'll get that response may be one in a thousand times, that's a pretty unusual response to that. So that's a good, that's a great answer though. I agree. And it also shows  you're allowing them to be right too. People love to be right.

And you might even say, Hey, that's a great point. If you're not, completely, or that's an interesting way of looking at it, or however you however you want to phrase it, just acknowledge there. Like Bruce said, acknowledge their objection and validate it rather than, arguing with them.

That's a good one. Good way to handle it. Okay, perfect. Thank you so much. I appreciate it. All right. Thank you. We only have two, two more in the queue guys. So we got another, a half hour to go. So don't be shy. It started six at one, and jump in. We got plenty of the water's fine. Play a room for more. Next up is phone number ending in six, three eight, eight.

You're up next.

Hi, this is rod out in Arizona.

Hi, I got on the call just a couple minutes late and heard the tail end of that title set during probate thing. That's not what my question is about. I just want to say, I thought that was really interesting. And I want to hear more about that at some point.  Here's my question is I have been getting leads for one County.

Marker [00:26:04] I just recently ordered leads for a County near me that.  Only releases bleeds after probate is closed. How does the marketing to those leads change from normal marketing?

Jim, you got anything?  Are you, I suspect, are you in Colorado mic?  Ron and I'm in Arizona. There's at least one. You're you just said that your phone number said, Michael, sorry about that. Yeah, because we have that's a common question in Colorado, they delay the release of bleeds until the probate's completed.

So one of the counties, let me understand one of the counties that you've had, you're getting the probate data up front and the other one, you're not getting it until the probate's complete. Correct. There's two things you could do. You could do probate plus on that County and see in only market to the people that still have real estate, or you could just, when you are my guests in and you tell me when you're have you started calling these people, do you have a sense of what percentage of them are it?

Okay yeah, Mike, my guess is that, maybe. 30% of them, 30 to 25 to 40% of them probably are still going to be available and maybe a little more than half of them are going to be sold.   You may just want to start, you might want to put something use like our, we have a six month letter that we send out instead of an initial letter that says, Hey,  it's been six months since you filed the probate.

You may be sold by now, but if you're not the process has completed and this would be a great time to get the place on the market. You might want to modify your letter a little bit, and you also might want to modify your calls to say, Hey, I know in your market I just got your information.

It doesn't get filed to the probate's completed,  do you still have property to sell? You might just start off with that question. So you don't waste their time or yours. If you got probate, plus you would know that they still had property to sell. If you don't, you can accomplish the same thing on your first phone call.

Okay. Anything to add Bruce? Yeah. I think it's pro there's probably still more real estate in there than even what Jim just said.  I'm speculating every state.  Has a different speed of their process, but I just ran probate plus on a list of mine from a year ago. And there were still 50% of the of the leads still to this day have real estate a year later.

I think part of that is COVID, I'm just speculating, but. You're probably dealing with a lot of people that still have real estate. I think that COVID slowed it down a little bit.  I would go more direct. Normally if you're mailing someone or calling someone that just lost a loved one a month ago and they literally just started probate, you're going to be a lot more empathetic in the beginning on some of these leads where their family member may have.

Passed away a year ago. You have a little bit more latitude on getting straight to the point.  Let them know that you understand the experience that they're going through. So your letter might say, Hey, I realize it's been a little while and you might not have real estate anymore. And you might have done all this, but here are.

Two or three of the things that I can help with. And of course I also help with real estate sales either by purchase. I'm not right. I'm not a hundred percent sure if you're an agent or investor. And I'm pretty sure we've talked before both. Okay.  And if you are thinking about selling real estate  one of the biggest fears that I run into with people is that they just don't want to be taken advantage of.

And I promise I'm in it to benefit you first and feed my family. Second  call me at this number. And so you're just going a lot shorter with that letter and you can modify the our letters to cut them down. I'm just going to be more direct with people. Who've been through a six to 12 month probate process before I get their leads a lot more direct, tell them what I want, what I offer and leave some of that paragraph long empathy out, or at least cut it down a little bit.

Yeah. Okay. So just to add to what Bruce, add to what Bruce said, I agree with him. I was giving you my stats. And maybe Colorado's in my market. I work one to two year old leads and generally anywhere from 20 to 40% of them are still available. But a lot depends on us. What's that. Sorry.

He's he's Arizona. I know the County that he's in there, there's at least one or two counties in Arizona that, that delay their data as well. Yeah, no, I'm just saying that's a very, that's a very valid point that it does vary greatly from state to state.  I will tell you the nice thing though, is by the time the process has completed chances are, you got very little competition, and if they haven't done something.

By that point, they're probably more than ready to. And then you had a follow-up question run. Yeah. Basically it was what you're saying is I'll make a phone call and I say, or in the letter say here's some things that we can help with. And I understand people just don't want to be taken advantage of  we, our commitment is to you first and I feed my family second that basically the idea.

Yeah, it's one of the one of the areas that I go, especially if I'm going to use language about being taken advantage of  I'm typically going to tell them philosophically  who I look out for first. And if you're going to win one of the big things and this we're not going to play this right now, but this is a really big thing, a lot of our subscribers.

And so I'm going to use this as a quick opportunity to educate those who are prospecting probate.  A lot of times we err on the side of telling someone all the things that we're going to do for them without ever describing a single thing that we get in return or a single way that we benefit.

And and I run into day in and day out coaching folks that they're losing the trust of the lead that they're prospecting. And it's because we spend all this time saying I'm going to do this for you and this and this. And the person says, huh, how much do you make? And we go, I don't make anything.

That's a flat out lie. So if you're going to point out all the benefits that you're going to give someone  you might as well point out that you get a little bit of a benefit too. And I like to refer to that is how I put food on my table, how I feed my family, because everybody knows you've got to.

Feed your family or put food on your table. So when I reference my benefit, I don't talk about commission. I don't talk about fees. I talk about feeding my family or putting food on my table. So if you're going to talk about the benefit and the fact that you're not going to take advantage of them, you might as well also mentioned the fact that you're putting food on your table by helping them with real estate.

Okay. Okay. Very good. Thank you. All right, we appreciate it, sir. We only have one more person in the queue guys. So we got another 19 minutes. So we hop in there. Don't wait until three minutes of and get shut out, hit star six and hit one in the meantime. Next up is Mike phone number ending in 6,231? I think I was looking ahead to you, Mike.

Hey guys. How you doing? Good buddy. How about you? I got two questions. One is a really easy one. I'm going to be sending my first email out and to a person who I've not been able to reach who has not called me from my mailing yet. So  what's a good subject line that will get opened. Hey, Mike, can you make sure that your speaker or your mic is a little bit closer to your face?

Okay. I was able to hear you. So just in case you guys didn't yeah. I think it's a little bit better. You all hidden? Yeah. Much better. Okay.

Marker [00:33:33] Yeah. So my question was  what's a good subject line to send some to somebody who may or may not have received you a letter and you've never communicated with, but you have their email,

We haven't tested email, subject lines a lot.  But there's really two different ways of thinking about it. And Mike, you and I talked in the last week about different personality types and some personality types are going to respond to a copy of a professional copy written look, and some are going to respond better to a empathetic approach.

That sounds more natural. So I would probably do both  maybe not back to back in the same day or the same week, what I would go with something that's copywritten  three mistakes that three mistakes that most personal rent representatives make that adds stress.  That might be one.  Then another one that's a little bit more personal is I was wondering if I could help you with probate.

Okay.  Gosh Jim you can chime in here. I'm just thinking of, and to my mind we, and by the way, that is on our plate email products and helping you guys with that, it is on our plate, but it's months down the road. We're not ready to roll. It's something we are looking at.

And we've asked our agents to share with us before last time we talked about it and I thought this was interesting. Someone was using a technique that we have suggested that you use with the attorneys. That makes it look like official correspondence and just put regarding Arizona probate case number 87, four two three, five, six.

He said they were getting pretty good luck with that because it looked like an official, the call of a, of an email is to get it opened.  You're not trying to sell yourself. You may want, certainly if you're certainly, if you're prospecting attorneys, you want to do that. Cause it looks like a, an official correspondence.

But I dunno, it may not be a bad idea to try something like that with the executors too. And see if it. Makes them more inclined to open it and read it. And both of Bruce's ideas are good. Also, if you have some specific advice  or a pain point that you can address mistakes that people make could be,  not posting a trespassing sign, not getting bacon insurance.

And, I dunno, what's the third, most common one, Bruce, that people make.  Probate, quicksand getting stuck in probate quick, said there is a good one. There's a good one. Don't get stuck in probate. Quick said I like that. So yeah, I can tell this is something we haven't really tested. So I would maybe try all the above.

Yeah. Back to your point that you were making about the, regarding I was on that call as well, that week. And one of the things that they were also doing was. It's regarding the estate of citing the person's name. That is the decedent and or the PR. They got to open those emails. And that's the whole point is exactly that it is in fact  just to get them to open it and read it.

And if you put that in the subject line, they will open it. They will read it. If they're the PR. And they look at their email and most people who've been made a personal representative are that because they're a responsible person, they do have an email account. They do, work. It may not be, we give you more than one and hopefully the one that we're giving you is theirs.

And even if it's not, if it's a relative or if it's anything like that, As long as your message is one of offering assistance. You never want to lead with I want to buy, I want to list that's predatory. What you're looking for is to, basically exactly what Bruce said, make sure you're showing empathy.

And what you're looking for is I want to help you. I have things that I can help you with and they're without obligation. And you really need to think about the fact that. Your whole message. There needs to be one of straight and charity. And if there's gotta be genuine, you got to have value. You've got to have people at your disposal that can help them with, all of the common problems.

And the biggest one of those is if it's a house, it's a house that's still got the property of the decedent in it. And that's the hardest thing to deal with in most cases, unless in fact person is a hoarder and that's even harder, but it's still the property of the decedent. So those are the kinds of things that's a lead with, but I would not hesitate to do the regarding the estate of, and call the person out by name.

That's nothing going to get their attention more than that. That's good. I think that's a great idea. I wouldn't say that if I saw. I'd email. And I'm the personal representative with the subject line? I don't know if you mentioned this with their name on it, such as executor and then colon, then there's my name.

And then it's and then comma, regarding case, if I, my name is there as well as the probate case number and the decedent's name. I am definitely opening that I would definitely not be pressing to lead on that. Yep. And I think that the other thing that we said is also correct.

I think what you need to do is probably tested a little bit.  I've always, I'm always a fan of something that's simple because remember if you put all that in it and they're looking at it on their their mobile phones, they're not going to see a big, long subject line. They're going to see a few characters, look at it on your phone, see what and make sure that whatever you fit and you deliver it gets popped into that size.

The amount, that amount of characters, that's critical because I don't know about you, but today I use my phone probably to scan and determine if I really need to get at something until I'm at my desk. But 99% of everything I look at, I filter through my phone to start with more and more that's the case.

So keep it small, keep it short and to the point. Yup. Fantastic. Here's the last thing I'm going to give you? Michael, is. This is just general good technique and email. When you have a real estate business, especially if you're doing any kind of a drip sequence of emails.  You want to go ahead and a lot of those, and I might not do this on the regarding probate case this or regarding this probate case, but all the other emails you're sending, I would hyphen with your name at the end of the subject line on as many of those as possible.

I learned that years ago, I would prospect people that I'd been emailing and I'd call and I'd say my name and they'd say who. And I'd be like I know you've been opening my emails for the last year. Cause I'm tracking this. You've been opening my emails, but you don't know me. And that'll change the day that I started putting a hyphen with my name in the subject line.

And then I started calling people that I'd never spoken with before. And I'd mentioned my name and they'd go, yeah, I know who you are. So anytime you can get your name in the subject line without making it too long of a subject line it's going to. B, just a, another brand touch, even if they don't open the email.

Okay. So you would use your name rather than the hyphen and say the,  your town, family transitions, name or anything like that. You brought that up, your personal name from Michael Belden. If you're an established investor. I got to believe and I've experienced it.

People will research. Oh. And then you did not come to talk to me cause they just only think, Oh, there's this house buying guy.

Aye. Just looking. I think that ultimately we could guess their motives and what they're thinking all day long and some people you're going to be absolutely correct on, but any time that I give them a marketing or prospecting touch, I want them to hear my name because there's going to come a point when they need service.

And I want them to know my name. And so that's why I'm putting my personal name and email subject lines. That's why I'm putting my name and to voice messages. Anytime I can deliver my personal name, I'm going to do it because I need them to know who I am when they're ready. They might not know all my services.

They might not have opened my emails, but at least they've seen my name. Great. Great. And this is with, this is not with a subject line having to do with probate file number, correct? I probably wouldn't do it on that subject line. I would do it on more of the marketing, the general marketing related subject subject lines and those emails.

All right. Super. I remember one other thing you're talking about the probate file number. And you said that a couple of times, and  will say that in my opinion, The person's name for whom they are. The the executor is going to get their attention more than probate file name from terminology standpoint.

If they see Joe Bob Smith in an email subject line, and they know they're responsible for Joe Bob, that's going to jump off the page at them. And if you put the word probate, Joe, Bob Smith, somehow I'll get that into that short email subject line. It's going to get it open. That's fantastic.

All you guys are giving such fantastic genius ideas. I really appreciate it. And bursa,  you're speaking with you on those coaching calls is really valuable to me. So I want to thank you. Just one add added thing. Once you sky start upgrading the CRM or whatever you have a tab that says contact history.

There's. Th there should be some way you can select something that you're emailing them. So that would be also part of the contact history rather than the only way to mention you're emailing them is not through a dropdown, but through a, add a note thing. And of course you'd do that. And if you go to contact history, it will not come up.

As you're, when you, when is the last time you emailed them or something. So just an idea other than that. Thanks again, guys. I made a note of that. Thank you. That's great. Perfect. Thanks, Michael. Hi. I figured Jim's no one else was in the queue. I would jump in again. Sorry. Yeah please.


Marker [00:42:49]Yeah. All right. Great. So I'm in the process of ordering a brochure and some business cards, and I am an investor, but I'm also a licensed real estate agent. And I'm trying to figure out how to disclose that I am a real estate agent on the marketing materials, but in a way that it doesn't scream, that I'm a real estate agent.

So I put that at the at the bottom of any letter or brochure that I'm sending just in a footer section. I don't gray it out. I don't try to completely hide it, but I'm also not drawing attention to it.  And I do want you to know that occasionally I'm going to send a letter or a brochure or something where I am intentionally drawing attention to the fact that I'm a real estate agent.

But most of the time I'm not pushing that pushing that out to the front, front and center on the page. I'll just put it in the little footer at the bottom and I'll make it a slightly lighter shade of gray so that  so that they pay more attention to the message and the body of that brochure letter.

Okay. And then, because it's marketing material I should just follow my state's guidelines on what does that exactly required on it? Correct? Yes. Correct. Okay. Perfect. That's it. Thank you. All right. Perfect. Great timing guys. Last up his phone number ending in nine, nine, four two. You're up?

You're up last? Yeah.

Marker [00:44:12] Hi. I think it's a simple question, but I'd just like some advice. I see a lot of leads that you provide to me that it's either a husband or wife, friends passed away and the husband or wife is still living in the house. How do you address that? Sure.  And that's not, Bruce takes all the simple questions.

Go ahead, Bruce. Okay.

I don't want to step on your toes. We're supposed to have internal communications where we're not stepping on each other. I pay, so the husband, wife a lot I work with a lot of people who decide not to immediately pursue the surviving spouse. And I do believe that's a mistake  because. The spouse is very frequently still going to sell.

And we make the mistake of thinking that it's the spouse. That's making the surviving spouse. That's truly making the decision. If they're an elderly couple, a lot of times they have kids that are really driving that bus on what they're eventually going to do. So number one is we need to be calling all the numbers on the list.

That's okay. A no brainer. We tell you to do that anyway, but you really want to do it on their surviving spouses because you might be catching family members and children that are the ones that are putting pressure on a mom or dad to move to assisted living, to move in with some, so those houses are going to be sold.

They might take a little bit longer than your average probate test. Sell the real estate, but a lot of times they are. And I can tell you, because I work with you guys and I hear the number of people that don't call surviving spouses. I can tell you that your competition is bottomed out on surviving spouses.

Ultimately when you really get into a phone call like that, you want to describe the experience. And not push your services. So I'm usually going in and describing what what a lot of the surviving spouses are going through. I know that there's a lot of emotions that go into go into the process of probating an estate and figuring out who's going to get what I know that you're probably dealing with lawyers and banks and debts and insurances.

I know that. You're probably having to take care of this house that you had help with at one point by yourself.  And then you're just going to ask them, after you describe some basic experiences and don't quote what I just said make it your own. You're just going to ask someone if that.

Sounds synonymous or similar to their experience. That is where your conversation starts. It doesn't start around all the things that you want to come over to their house and show them how you can do. And they're probably not really wanting that yet. They just want to know and feel understood. So when you call them, make them feel understood by saying a lot of the people that I work with are going through this, and this, and that should kickstart the conversation and kickstart the relationship.

And if you find out that they're probably going to have to sell by all means set an appointment, but otherwise it's just a little bit of a longer nurturing relationship and they really do appreciate it. We call surviving spouses all the time and they're not angry. Yes, they're sad, but. We're not pushing ourselves as car salesman or sweet.

Let me say sleazy salespeople on that surviving spouse, we're really going in with a softer approach and describing some of the jobs that they have on their plate and asking them if it sounds familiar. Yep. And what I would add to that, I would put virtually a hundred percent of them in my serve influence.

And just check with them, every month or every few months, and just a friendly followup call. Hey, Hey Susie, we spoke a few months ago, I checked to see if you need any help. And I hope you don't mind. I'm just checking back to make sure everything's okay. Is there anything I can help you with just making them your serve influence?

Cause they are vast majority of the market to do something. And at the time they probably in denial.  If it's a single I don't, this is going to sound sexist, but if it's a single woman who her husband does a yard work and cleans the gutters and, does the, is used to the handyman role.

And my family that'd be my wife. So she's handier than I am, but one of the spouse spouses had a function that's lost now. And that surviving spouse may not realize that a month or two or three months later, but six months later, They start to realize that this big house is more than they need.

That's more than they can handle or want to handle. So even if they're, even if they aren't getting the pressure from the kids, which they normally are. A vast majority of them are going to come to that decision to sell. And you just want to have them like a past client in your sphere of influence.

So talk to them occasionally. I don't know, use your own judgment. If you think they're going to sell in a year, I'd call them every couple of three months. If you think they're going to sell in six months, I'd probably call them once a month and just do that followup call to see if anything's changed and just be real tread lightly, but be as helpful as possible.

Bruce said, Okay. Yeah. Yeah. Another call question quick, that came up while you were talking about this people with emails. Do you have email templates? Not yet coming attractions on me. Can we get traction? We are working on it, but yeah, no, we don't right now  we've asked a matter of fact, it's a good opportunity to ask again, if any of y'all are doing well with emails, please share with us because that's how we get some of our best ideas.

It's something that we haven't really worked on or tested yet. But if you have successful emails, something that's working for you and let us know, please. Okay. All right, sir. Thank you.  Another great call. That ends right on time.  Want to end this call? Like I always do. I want to thank each and every one of you for being here.

I want to particularly thank those who actively participated. 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 next Thursday and share the results with the group. Have a great week guys, stay safe, stay productive, and we will talk to you.

Same time. Next Thursday. Take care of everybody.



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Probate Real Estate Live Coaching - Free Each Week - Episode 306

Six-Figure Deals, Handwritten Letter Automation, and The Best Tools For Scaling Your Real Estate Business | Probate Mastermind Podcast #306

Six-Figure Deals, Handwritten Letter Automation, and The Best Tools For Scaling Your Real Estate Business | Probate Mastermind Podcast #306

Probate Mastermind Episode #306 | Recorded Live on December 3rd, 2020.  

Join Us Live Every Thursday | Previous Episodes.


Episode Summary: 

In this episode of the Probate Mastermind Podcast:

  • Chad, Bruce, and Jim share their predictions for the 2021 housing market
  • Eddie discusses the A-Z of his recent six figure probate deal
  • The coaches discuss how to offer lock change services to win prospects
  • We cover which real estate CRMs and Virtual Assistant services are the best fit for your business
  • You’ll learn how to automate handwritten letters for follow ups  

***Most importantly, we hear more incredible success stories from rookies and veterans that are turning probate leads into listings, acquisitions, and wholesale deals!


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


Get Probate Leads

Get Certified in Probate Real Estate




Call Re-cap:


Donate $100 of Ray Dalio's Money

Donate $100 of Ray Dalio's Money (1:18)

Chad shouts out Ray Dalio and his initiative to donate $100 to the charity of choice for 10,000 people.  Chad posted the link inside All The Leads Mastermind.



More Reasons To Take The Certified Probate Expert Course

More Reasons To Take The Certified Probate Expert Course (2:28 and 18:24 and 30:16)

Chad is redesigning Probate Mastery to deliver a better experience AND expand alumni benefits to a full fledged community with advanced weekly mastery coaching calls.


“But I'm going to try to expose you to a deeper level, to entity structure, asset protection,  and investment strategies that I use personally, and for the families that we serve.”

“I'm going to build a digital marketing component where you'll understand how to take the leads you already have and reach them in a multimedia campaign.”



Probate Real Estate Coaching With All The Leads summary

Probate Real Estate Coaching (4:20 and 25:09)

Bruce runs through the probate coaching options included with All The Leads Probate Leads as well as private options for coaching.



Eddie Lands a Probate Deal With A Six-Figure Spread

Eddie Lands a Probate Deal With A Six-Figure Spread (5:58)

Eddie discusses a deal he’s putting together involving a historic home that will net him a six figure spread when all is said and done.  He describes his follow-up and what worked in building rapport, providing options, and getting a procrastinating seller to become a motivated seller.

“I wrote him an appointment card, like you get at the dentist and I mailed it to him and I said, Hey, we're going to meet, I look forward to our appointment at 1130 on this day. He was there.”

“you bought a house with leadership and influence, not pressure”



I’m Closing A Probate Sale - But The Family Needs Help Outside of Real Estate!

I’m Closing A Probate Sale - But The Family Needs Help Outside of Real Estate! (11:55)

Scott listed and sold a house from his probate leads list - But the family needs help with so many other things. Scott wants to help, but they are outside of his area of expertise and it seems like their attorney hasn’t taken the lead on any of the issues the family needs to handle.  Scott doesn’t want to step on the attorneys toes - What’s the next move? Chad makes an important point about attorneys being trained in the legal profession, not in the business of running their own business. Chad provides some conversational language to build a stronger relationship with the attorney and ensure the family gets the help they need.

“Attorneys are small business owners who were not trained in small business, they were trained in the legal practice.”

“I hear a massive convergence story, for future conversations... By sharing the story of someone else, you get the person that you're talking to self identify as having some of those same potential problems.”

“You're doing the work. You may as well take credit for it. And if you slow down and step out of your comfort zone and capture these things and then repurpose them as a marketing strategy, but very discreetly as valuable content that goes out into your community.”




Real Estate CRMs: Podio, Salesforce, Custom - Which Is Best?

Real Estate CRMs: Podio, Salesforce, Custom - Which Is Best? (21:34)

Caller is interested in finding a CRM that will help him scale his business and accelerate growth.  The budget is there if the ROI is there. Chad discusses some differences between Salesforce, Podio, and custom platforms. Chad also discusses Sierra Interactive, the platform David Pannell customized and used to scale his real estate business.

“But the great thing about Podio is there are certain investors in certain realtors that actually sell everything they've done to customize it as a plugin for a few hundred bucks. And they probably spent, 20 to $50,000 to get it to that level.”




Real Estate Tips: Where To Hire a Virtual Assistant for Real Estate

Where To Hire a Virtual Assistant for Real Estate (26:32)

Caller is ready to hire a real estate assistant to handle administrative tasks while he focuses on dollar-productive activity. Like plenty of others, he wants to know where to look to find and hire real estate virtual assistants. Chad discusses Daniel Ramsey’s My Our Desk or Amy Ramsdale’s REVA Global.




Preview for Real Estate Advice: Handwritten Note Automation - WOW Your Real Estate Prospects

Handwritten Note Automation - WOW Your Real Estate Prospects (35:01)

Fed is evolving his follow-up and mail marketing game by sending out hand written notes to prospects AND real estate attorneys.  He sends direct mail, makes his cold calls, and ideally sends a handwritten letter to follow up after.  However, time is getting short.  He has created vector templates to speed up his follow-up note writing, but it’s still taking too long. What can he do? Can he hire a virtual assistant to handwrite his letters? Chad reminds him All The Leads offers handwritten letter automation - No more time wasted writing probate letters or any other real estate letter.

“when you're prospecting, you're going to use the shortcode function in the CRM. And when you, when one of those happen, you're going to put in the short code, send note card…..You can do it in under a minute.”




Preview for Real Estate Mastermind Segment: Changing Locks On Behalf Of Clients: Proof Of Permission

Changing Locks On Behalf Of Clients: Proof Of Permission (44:22)

Richard, Chad, and Bruce discuss some good storiesand not so good stories of changing locks on behalf of clients and prospects. Chad describes how to write letters that ensure a locksmith has permission and will be paid for their service.  Changing locks is an awesome way to win a visit to the property and get a foot in the door with prospects - Just make sure you have proof of the seller’s permission!




Preview for Real Estate Advice: 2021 Housing Market Projections

2021 Housing Market Projections (48:32)

The coaches discuss the state of the market, predictions, and where to find opportunities for great deals. Chad gives a brief projection on how inflation, false inventory reads, consumer behavior, and appointments like Janet Yelin will impact the real estate industry.

See More: Chad’s SHIFT HAPPENS Live Webinar Series: Finding Opportunities In The Coronavirus Landscape



Looking to hear prospecting tips in action? Check out our live role play series.


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Episode Transcript

Probate Mastermind Real Estate Podcast Episode #306


A.I. Voice Narration: [00:00:00] Welcome to the Probate Mastermind Podcast. These episodes are recorded live once a week and are hosted by the AllTheLeads.com coaches. Agents, investors, and wholesalers join the coaches each week for everything from marketing tips, sales, psychology, live deal analysis, transaction engineering, advanced real estate strategy and personal development.

You will learn to get more listings, more deals and find financial freedom by listening to these episodes. Be sure to catch show notes at AllTheLeads.com/podcast and join our free Facebook mastermind community: https://facebook.com/groups/AllTheLeadsMastermind



Jim Sullivan (Host/Coach): [00:00:33] Welcome phenomenal agents and investors nationwide today is Thursday, December 3rd 2020  and this is mastermind podcast, number 306. Hope y'all had a great Thanksgiving and, hope you're looking forward to the holidays. And you're also staying productive at this time when a lot of other agents and investors aren't working,  it occurred to us recently that.

A lot more of you are taking advantage of the podcast online format. And, many of you may not be coming to our calls. before we get started, I wanted to give, our two coaches an opportunity. Chad, would you share with everybody? I know there's changes coming to mastery. Would you let everybody know when mastery is and the changes and how they can get signed up for it?

Donate $100 of Ray Dalio's Money [00:01:18]Chad Corbett (Coach): [00:01:18] Sure. And I've got one of the things I'll lead with. I just posted. So Ray Dalio is someone that I look up to as a mentor. And I really, I learned a lot and drawing a lot of power and knowledge. He's only one of the most interesting campaigns that I've seen where he's donating a hundred dollars gift card to anyone who volunteers.

The first 10,000 people. And it's a really brilliant way for him to build his marketing lists of like-minded people, but also spread a million dollar donation around all over the world, by letting someone else choose the charity of choice up to three. So I extended that to you. Yeah. As I posted it in our Facebook group, all the leads mastermind.

There's really no strings attached. It's just a philanthropy campaign. If you go drop your name, email address, then you'll get an email with a code as long as you're one of the first 10,000. And I just vetted it out and shared it with you guys. So if you feel like if you're in the spirit of giving, and if you're not familiar with who Ray Dalio is, he's a great guy to follow for economic and social

research and he's one of the most successful hedge fund managers ever, but also a philanthropist.  so that's my spiel,  check out all the leads mastermind on Facebook, and you can find that link.  More Reasons To Take The Certified Probate Expert Course [00:02:28]Probate mastery is finally evolving into a masterclass, so I'd chosen to teach it live, because it's more fun for me that way I get to interact with you guys, but it's turned into.

Something bigger than me and people waiting around sometimes for weeks for me to actually teach the live class. So to be able to get you guys the full form of everything I can teach and to have instant delivery and to still have access to me, it's going to transition to a digital course. That's going to be much longer.

I, it's somewhere between 20 and 24 hours of content because I'm adding in a lot of the more advanced things that we. Sometimes talk about in the Q and a and sometimes comes up on these calls. So you'll have immediate access to the full course, the full curriculum. And then every week you'll have a, you'll have access to me in a live Q and a, mastery coaching call.

So it's a way for me to deliver more value faster to you.  It will be going up in price. we introduced it at 250 and I've just left it there, but,  I've got big visions for this and I'm going to give it everything I've got. the final pricing isn't decided, but, it will not be 250. So if you have been waiting to take mastery, this is the last class that we'll have at two 50.

And for all alumni. Joyce, if you're listening, I know you've been 40. This is month 41 for you consecutively.  you'll still have access. Anyone who's already had the course will have access to the course once it's open and you'll have access to the group coaching call. We start on Monday 3:00 PM and Tuesday and Wednesday at the same time.

So if you're, if you've been waiting to get in mastery, jump in and it's likely we'll out sell it. if we oversell it, just check your email that comes out here in a few minutes. I have a plan. If we do oversell the a hundred spots, I'll take care of you.

Jim Sullivan (Host/Coach): [00:04:12] Thank you, Chad and Bruce, you want to share real quick, give an overview of what you offer to our subscribers and to everyone out there.

Probate Real Estate Coaching [00:04:20]Bruce Hill (Coach): [00:04:20] Yep. Okay. basically we have two different coaching platforms that are available that are private coaching platforms. first off for any of our subscribers that have not taken advantage of a free coaching call, you can get that once a month, a 15 minute call. Basically we cover either strategy or accountability, give you an overview of your business and kinda drill in on some of those adjustments that you'd need to make to be successful. if you have been taking advantage of that, you'll probably notice that my calendar is starting to fill up. I do still have some openings available for private coaching.

So if you want more than 15 minutes a month,  what we have available is, anywhere from an hour. Of extra private coaching a month where we really dig deep, all the way up to, you could get, four hours a month of private coaching. We go really deep. It's much more granular than the 30,000 foot view that we give on the 15 minute call.

And, should really propel and push your businesses forward. So if you guys want to have a private conversation about what that would look like, what kind of costs there would be associated with, just jump on my calendar,  grab a 15 minute call. We'll go over that. And if we need to talk a little bit more, I'll give you another private link for that.

Perfect. And you don't offer a 24 hour program like they can just come live with you for the day. Chad does. No, sir.

Chad Corbett (Coach): [00:05:41] I'm picking up my new toy hauler, my new fifth wheel home tomorrow. So if anybody really wants it, I'll come to you.

Jim Sullivan (Host/Coach): [00:05:48] All right. Sounds good. All right. we got a full, cute guys. We got an eight in the queue. let's get started. First up this week is phone number ending in five, four 64. You're up first

Eddie Shares a Probate Deal With A Six-Figure Spread [00:05:58]Eddie V: [00:05:58] in Kansas city. How are you guys doing great Eddie? What's up.  just giving you an update on the, I've been talking with Bruce about this one for I think a month, but, I think the ink is still drying on this contract.

Chad has told me to send him the contract, in the mail.  I didn't do that. I was close to, sending in the mail and her price thing. Give me a call.  but we met over the house this morning and. He was like, I was like, Hey, I had texted him earlier. I was like, Hey, I still want to get together.

you want to get this house sold before the end of the year, let's get a purchase agreement signed. And he was like, yeah, but we still got to talk about price. So I was like, perfect. So we planned on today going by. And I had actually bought the house three doors down last year for 40,000.

So he said you bought that house for 40,000. We'll do this house for 40,000 too. Which works perfectly. I was prepared to go to 45 and, we sold the one, three doors down for two 10. Holy smoke though. That's incredible. How much did they put into it? We put one 10 in it.  but the one that we're buying is a nicer shape.

it has better, it's a historic home. It has better historic features like the Cedar shake siding and the stones in great shape and, the detail on the exteriors really fantastic.  so there's a lot of really cool things that the other house didn't have. So we're thinking this one will sell for around two 40, so pretty excited about it.

Any way you look at it, you have a six figure spread in this deal, right?  yeah, so yeah, it's a good deal. Congratulations

Jim Sullivan (Host/Coach): [00:07:29] Anybody to beat that for the, for the winner of the week. That's awesome.  so job, I've literally been working on it for a year. I'm telling people I'm not sure that's what I want to dig it.

Chad Corbett (Coach): [00:07:37] That's what I want to dig into. How many other investors do you think, or has he told you he's met with.  I don't think he's met with any,  he's probably been contacted by a lot because it looks like a vacant house, but I don't think he's contacted any of them. It was. So your first impression and your follow-up was that impactful that he's only been speaking to you about this for a year?

Eddie V: [00:07:57] Yeah, I went to his house. I just kept going to his house and knocking on the door because he lived, he lives like a block and a half away from this particular house. And he owns the rental across the street.  the neighbors knew who he was and told me where he lived. So I just went and knocked on his door.

Chad Corbett (Coach): [00:08:12] What else? service,  other than the convenience of a fast closing before the end of the year, when he procrastinated until the end of the year, other than that, what else did you have to do for them?

Eddie V: [00:08:22] We, there was a ton of like his brother lived there and there was a ton of stuff in the house.

So I called, I was like, Hey Ken, can you even tell what's going on in here? He was like, not really. So I was like, how about we just have a, the city does bulk item pickup. I was like, how can we do a bulk item pickup and haul all this big stuff that you don't, that just clouding what's going on out to the curb.

So I had a guy that works for me come over and haul out, old Michael has, his brother was like a tinkerer. He had a bunch of old microwaves and old stove and old refrigerator, a filing cabinet, a couch, an old TV, some old speakers and it just cleared out the house. So he was able to get a better view at what he wanted to eat.

And,  then he, I think that was just a big help for him. And. I think the service that I provided was just that I got the ball started. He's been, I think, grieving over his brother's loss for, three years. And the first time I went and saw him and he was like, I've got to get some stuff out of there.

Let's talk later. So then I went back a year. I went back multiple times, but I only got him a year later, nine months a year later. And. He was like, Oh, there's some stuff in there. I got to get it out. and I was like, so I didn't let that go. I was like, okay, how can I help you?

And then he put up another objection. I was like, all right, we can figure out an option. Do you want to, if you want to sell it on the market, but we need to go over there and take a look at it together and talk about it. And he really knew that I wasn't going to let him go by just blowing me off.

And so then we set up a time to meet. I wrote him an appointment card, like you get at the dentist and I mailed it to him and I said, Hey, we're going to meet, I look forward to our appointment at 1130 on this day. He was there. We met, we talked through it all. That's when we scheduled the bulk items thing, he gave me his phone number, so I didn't have to go to his house anymore.

Chad Corbett (Coach): [00:10:09] Cool. Here's what I hear, man. you bought a house with leadership and influence, not pressure.  You help them through the probate clicks and you ushered him through his, whatever emotional breakthrough that it took. Like you, you were persistent and knowing what was in his best interest and he gave you a price even lower than what you were willing to pay.

And I know I'm stating the obvious to you, but there's a lot of people listening that haven't done this yet. They haven't made six figures in a year, much less on a single deal. And I think what you've done is it's worth capturing. So thanks for elaborating on all that. And Eddie, I'm going to, I'm going to ask, how long do you think he would've let this go on if you'd not taken leadership a decade?

Eddie V: [00:10:51] yeah. I don't think  until he couldn't mow the lawn anymore. And the city got after him that much because the lawn was like the other thing I'm going to,

Bruce Hill (Coach): [00:11:00] the other thing I'm going to point out is, he named the price. Okay. And a lot of times we as investors and agents, people try to pin us down on things like price and get information from us on the phone before we've proven value and been able to meet with someone.

And, that's a mistake. So I think that you did a great job on getting him to naming the price, which was clearly inside of your budget. So that's a great job.

Eddie V: [00:11:26] Yeah. what I was going to do before he was going to throw it out, Chris Voss does give a range and I was going to give him a range and see if he could go in there.

And he, he just did that without me having to, but,  it, it worked out well. I'm pretty excited, that I got this again, so

Chad Corbett (Coach): [00:11:43] that's awesome, man. Thanks for sharing the story. You're welcome. Great story. Appreciate it. All right. we have four, four more in the queue. next up is phone number ending in two, four or five, zero.

You're up next I’m Closing A Probate Sale - But The Family Needs Help Outside of Real Estate! [00:11:55]

SLC Scott: [00:11:55] Hi how are you doing? Doing great. How about you? Great. This is Scott I'm in salt Lake city. I'm calling, I've got a couple of questions on the new probate mastery. Is there something that both I could go through as well as my assistant, while only paying for a once? Or do I need to pay for that twice to, in order to do that?

Chad Corbett (Coach): [00:12:11] It just depends on if you want her to be or the him or her to be certified as well. So the price is for the class and certification. Okay. Yeah, I think I would be the one that would be certified, but I want them involved in the content to learn as well, if that's okay. Okay. Yeah. you can share with your team.

SLC Scott: [00:12:28] The other question I had last question is I'm in the middle of a transaction. It was one of the leads that I got from you guys,  listed the house as a real estate agent sold the property. It's under contract in the settlement deadlines popping up. And I'm finding that these people have so many more problems than what I even knew, and they just don't have a clue how to navigate it.

They've got life insurance they haven't even pursued. They've got lawsuits that they need to file and go after other money. They've got so many things happening and I had a really good relationship of trust with them and it's just it's opening my eyes. what do I need to do to help them more?

But as a real estate agent, isn't you can only, I can only do so many things. And like question is, I feel like going and talking to the attorney, if at all possible. And I want to find out why an attorney wouldn't recommend they do certain things and where that attorney leaves off. How can we help people and serve people better?

Maybe you can give me a little insight as to what the attorney, a probate attorney specifically does.

Chad Corbett (Coach): [00:13:26] So you're a small business owner, right? Correct. You ever gotten in a slump, drop the ball. Couldn't keep up with all the inbound, everything that had to be done made a bad hire. You felt that she had to go right.

Everybody on this call has. And what most people fail to forget as attorneys are small business owners who were not trained in small business, they were trained in the legal practice. Law school is not designed to turn out good entrepreneurial attorneys. It's designed to turn out legal professionals. So understanding like B, just like with the person, the family is you need to be empathetic to that attorney's position and why they might not be providing the level of service that you or the family expect.

Now, I don't go in there with a negative judgmental mindset, go in there and say, how can I help you provide this higher level of service? Or can you push this off on the me and trust that I'm the right person to connect them with a registered investment advisors that will help them transition and, like trigger the transfer on best cause and receive the life insurance funds.

Okay. Get them to a litigation attorney who can follow the lawsuit that you referenced. If he's a probate attorney and he's already dropped on balls, you don't, he doesn't mean to be the litigation attorney. If this matter, you need it. You need a bulldog. So go get them that registered investment advisor, go get them a bulldog litigation attorney.

But I think you're absolutely right. You do need to go look at that attorney face to face and sit down and say, man, listen, I consider you a member of my team. I didn't know how much help these people needed. So I haven't called for this appointment, but I've learned some things lately. Like I'm going to help them close the real estate.

Then they need help with moving life insurance. then they need help with, with pursuing this litigation. So are you, I just wanted to make sure that I have your endorsement, that. That you're okay with me helping your clients connect with the right professionals that can get those jobs done for them as fast as possible.

And he's going to respect the hell out of that.

SLC Scott: [00:15:12] That's a great approach. I, my approach was going to be from a giving perspective. I want to give these people something and maybe find out how I can do that with him, knowing that he's the probate attorney and not having to step on his toes. So you're not, you're just helping him.

Okay. Okay. That sounds like a really good approach then I, and obviously that's the type of thing that would build a good relationship with that attorney and nobody else has Brene Brown. I'll bet you. Yeah. Yeah.

Chad Corbett (Coach): [00:15:36] And when he knows you're not trying to monetize that service, you get even more social credit.

Bruce Hill (Coach): [00:15:42] I think  that I hear when I hear that story is I hear a massive convergence story, for future conversations that you have with PRS is you get into a conversation and you say, do you mind if I, do you mind if I share a story with you? yeah, sure. Yeah. this is what I experienced with some other clients, Bob and Jane, true story.

They were working with such and such an attorney. And, we just weren't because of the attorney relationship and because they expected the attorney to handle everything, they ran into this and this problem that they didn't even know about. That's where I came in and helps them out.

And so by, and all of a sudden, by sharing the story of someone else, you get the person that you're talking to self identify as having some of those same potential problems. And it really builds massive credibility. So I'm going to encourage you to use this experience in your conversations from here on, and were you on the call yesterday?

SLC Scott: [00:16:35] I missed it. I was in a training, a class and I couldn't make it yesterday. No.

Chad Corbett (Coach): [00:16:40] Okay. So we talked about a completely different idea, but the idea was how to turn that into a turn those stories into content strategies. So how to use that story to create a one big piece of content and then little articles that kind of branch off of that to get your name out there.

And you can get years of mileage out of that story, if you document it. So you want written testimonials, you want video testimonials, you want to do a zoom interview with the attorney. You want to do a zoom interview with the litigation attorney. You're getting involved with the registered investment advisor.

Each of the family members, their kids, like any other kids that are over 18 years old and what the difference that equity and the life insurance and the asset equity like. Milk it for all it's worth like show that to the world. You're doing the work. You may as well take credit for it. And if you slow down and step out of your comfort zone and capture these things and then repurpose them as a marketing strategy, but very discreetly as valuable content that goes out into your community.

You'll put a flag in the sand that nobody will ever be able to take from you. And you will create a sellable asset, not some short-term revenue stream.

SLC Scott: [00:17:50] Cool. I like that. I like that a lot.

Jim Sullivan (Host/Coach): [00:17:52] All right work. That helps Scott. Anything else?

SLC Scott: [00:17:54] Yeah. Great job. Is that super helpful? I really appreciate it. I literally just walked out of their house before hopping on this call.

My next call is to the attorney and try to go and meet with them and get things going. So I appreciate it. Thank you guys.

Jim Sullivan (Host/Coach): [00:18:06] Thank you. reminds me of last week. I think we had, eight participants and six of them had great success stories. So these are my favorite calls. You guys tell me that, you know what you're doing and what we're teaching is working.

That's awesome. All right. next up is a hug. Thank you. Next up is so number ending in six, two, three, one. You're up next.

Marker [00:18:24]

Caller 1: [00:18:24] Hey, how are you guys, got a question for you when you switched to the new format and mastery, do we lose any of the archive mastery training? No, I'm going to put up a, I think the best class I ever taught was the October class.

Chad Corbett (Coach): [00:18:39] And I'm going to put that into a, kind of a memorialized last format where it'll remain as like the, unless I do a better job this month, we just had a really big crowd and we got into a lot more advanced topics in the Q and a was almost eight hours in that course.  Whether it's the course that I'm going to teach next week or that one I'll have that version available to you.

Forever all the recordings that you've gotten in the past will remain there on go to webinar server. So they'll you'll have access to those, but then there'll be that one version that's always available. So you can see what it used to be and how it got to where it is. Great.

and some of the new. Training 24 hours worth. That's a lot of training. Are you going to go into some of the subtleties of,  your sales mastery, how how I dig a lot more into psychology and really, even some neurology. But the bigger addition to it will be on how you structure your business, how to PR, how to structure assets, protect assets, build your own estate plans, contain liability.

Like I'm basically going to show you how I've built, what I've built and, minimize taxes, maximize value. And. Really protect everything. You've worked so hard for, because that's what I find myself. When people hit a certain level of success. That's where I feel like everyone has blind spots and then they come back to me and as we build our relationship and they scale this, I feel like I've left that out.

And from how to properly.  put firewalls in place. If you're doing brokerage and investing and private money lending and capital raising, and it, at a certain point, if you keep pushing it growing, you'll be doing all those things. And you'll just be one person. You don't have to be four different brands.

And then you choose which strategy and which entity, fits this person's situation best. So it's going to be some of the more advanced things that you wouldn't expect to get from just a probate course. Because as I've done this long enough, I realize like it's just something that nobody else, people don't seem to be learning that elsewhere.

So I'm going to give you advice and, ultimately it'll be you and your attorney or your CPA that chooses a structure for you, but I'm going to try to expose you to at a deeper level, to entity structure, asset protection,  and investment strategies that I use personally, and for the families that we serve.

and then. more psychology and neurology. and why I say more specifically why I say some of the things I do and how I say them. So that's some of the stuff that's being added in and best I can figure in my outlines. it's probably gonna be pushing 24 hours of total course content.

And it's probably should take you three to six months to actually implement if you hit it hard. And it would take three to six months to implement what I'm going to pack into the course, but it's all going to be one step built on top of another. So that doesn't matter if you pass the information part and you get your certification, then you can dig into the business structure and all the other stuff.

Real Estate CRMs: Podio, Salesforce, Custom - Which Is Best? [00:21:34]Caller 1: [00:21:34] Sounds great. I'm thank you for having our backs with that. Not a lot of people think of that night. I definitely am excited about that. That's for sure. As well as the, you're helping us with the psychology and the neurology and the bits and pieces and subtleties of sales mastery, which you really are a pro at my question is if you're.

If you're doing other things other than just the probate, and your CRM. Do you have any CRMs you recommend. Whether that's freedom, soft, real flow or REI Blackbook that, if someone wanted to have a bigger, more robust CRM and scale their business,  any suggestions,

Chad Corbett (Coach): [00:22:10] a really difficult question to I'll answer. I'll answer with a question. What is your level of tech savviness?

Caller 1: [00:22:15] Yeah, so throw out, the, the Podio, cause I that's two ways. That's too much that's I knew you have to be like a programmer almost. It seems. And if you think that's no, you don't. If you're really, and tech savvy,  it seems to me like you have to know a lot about different things or spend a lot of money just to hand it over to somebody to build that.

So yeah. My next question is what is your budget? It in my answer is just like anything in real estate, it's all a return on investment. if I'm going to spend five or $10,000 on marketing, but I'm going to get a giant ROI, we'll find the money to make that happen. Just as much as, a different street buying a single family home or a 300 unit complex.

If the numbers are there, one must find a way it's just a great deal.

Chad Corbett (Coach): [00:23:02] so there's a ton of there's obviously.  and there's a lot of consolidation happening in that space right now. Salesforce just announced their disposition or their acquisition and acquisition yesterday.  so there are literally dozens upon dozens that you can choose from.

It ultimately will come down to what are your business strategy? How fast will you outgrow?  a box solution.  Salesforce is super powerful, super expensive, and set up Is costly and takes time.  Podio is one of the simpler ones, not to disappoint you, but it is simpler. But the great thing about Podio is there are certain investors in certain realtors that actually sell everything they've done to customize it as a plugin for a few hundred bucks. And they probably spent, 20 to $50,000 to get it to that level. So there's Podio is probably the fastest because someone else has already done the work. You just need to find the version that best fits your strategy.

the most, one of the most powerful that's like the, that you could build on your own. That's simple and backed by really good support team. I really liked the tools that HubSpot is making.  if you're, stretching outside, if you've outgrown our CRM and you want to bring other strategies in HubSpot can be turned into a really cool marketing machine.

And it's very affordable at the beginning. And as you scale, you move up. The price scale, kind of like the MailChimp price model.  so I would encourage you to pick up the phone and talk to those guys. look for the people in your, in the other industries that you're working in or the other strategies you're using.

look for Podio plugins that I've already, someone else has already paid to build and perfect.  but as far as probate goes, all that said I've yet to see one that will handle the data we provide and manage your lists anywhere, close to what ours will without spending 25 to $30,000.  and Sierra interactive as the one that I've seen that took what we've done and built on it.

David Pannell is one of our subscribers and, very successful in this niche, but he's invested a considerable amount of money and time working with the, with their development team. So I wouldn't suggest it for almost anyone. he's just running at a much faster pace than most of us.

Caller 1: [00:25:09] Great. And the private coaching. I'm just new to this and I just signed up for the training next week. And I'm really excited about that, but I never, I knew it. I never knew about that free coaching call for 15 minutes. And w how do you get on that? And also one wanted to do the hour or four hours a month or whatever it is, what does that cost and how has that work?

Bruce Hill (Coach): [00:25:30] So first you want to tell them how to get started. So if you, if you're going to take the private coaching or the 15 minute free call, log into your portal.  when you click on the training dropdown, and then I believe that the link under training in the menu, so right in the menu training, and I believe the link says schedule a free coaching call and those are, 15 minute blocks.

And, to go into you more details on what you need out of kind of the private coaching, anywhere from an hour to four,  More or less,  essentially after that call you and I would probably just schedule or any of the other subscribers on this call that once that after the 15 minute call we'd schedule, another short call to just really dig into the needs of your business and, go over pricing and things there, because it's almost impossible to price that.

And so I really understand the needs of what someone, what someone truly needs. Sometimes it might just be a mastermind group with a couple of other people. Sometimes it might be a couple hours every other week just depends.

Where To Hire a Virtual Assistant for Real Estate [00:26:32] Caller 1: [00:26:32] All right. Cool. And do you guys presently recommend any VA services if you wanted to get some help,  just implementing all this stuff so that you're not totally, all on your own and overwhelmed, are you looking for full time?

full-time,  eventually, but probably don't have enough, unless you'd say to me a mic after you take this master, you're going to see you. You got more than enough than 40 hours, or you may say, 10 hours or 20 hours, I'm thinking I have a need for 10 to 20 hours. Right now,  okay.

That's perfect. I'll tell you this, if you're serious about what you learn in mastery, it'll take you 10 years to implement  at the highest level you can, all of the ideas that we talk about. So if you're committed to delegating, the one I would suggest is, my out desk and my friend Daniel Ramsey owns that.

we're not affiliated. It's just one of the companies that we like to support because we believe in what they're doing.  they pour their souls and other people,  they're Philippine based, but they have literally built schools and office buildings and created, an amazing culture around, remote work.

So you can schedule a free call. if you want ask for ask, if you could do it with Daniel Ramsey, there's a, we did a tips from the train or ask the expert series. If you go to the learning center on all the leads.com actually go to the search bar and just type in my Outdesk or Daniel Ramsey.

And it'll bring that up. But yeah, Daniel and I did an interview, I don't know, maybe a year ago where we talked about how that can work in your business and what their model is, but that's who I would suggest if you want the least. Growing pain.  because they came up in the real estate industry.

they know they are like, Daniel was a real estate investor. And like he knows the business we work in and he trains the people. So they know the business we work in. So that would be the path of least resistance. there's lots of other companies out there Riva,  another friend of mine, Amy Ramsdale.

owns a company called REVA R E V a and I think they're, they're Atlanta-based but they're going real estate investor, virtual assistance, and that's a good company backed by really good people so you can consider them. those are the two that just people that I personally know and trust that are there do-rus, not gurus.

So they've been in the trenches learned and then built those companies. Great. Do either of those, have VA's that are good with, the websites and the fit in, and whether it's pay-per-click or Facebook marketing ads or that's something I have to train them from scratch.  I think probably my Outdesk is going to be your best bet there.

they, they certainly do a lot more training and development of their employees. And what you'll find with my desk is you're not going to get you. Won't get assigned a VA, like you will an Uber driver. You're going to get, they will hand select and train and mentor a person based on your values and your business model.

Bruce Hill (Coach): [00:29:24] And that will be your full-time employee, or at least part-time employee. I think they start throughout. I think they start at 20 hours. Okay. Chad, I'll throw in. I've had five. my Outdesk VA's and, you also have, have input into who they assigned to you. So you get to interview them with my Outdesk before you actually hire them.

And then they go into a training program. So it's really good. And just in case any of them don't have. Do not have expertise in, let's say web development or social media or Google advertising, anything that you need just in case when you schedule that free call, I can go over a couple of the other options.

I would agree with Chad that my Outdesk is probably the best one that's out there.  so I'd lean toward them first, but if you can't find the specialty you're looking for, there are other offshore based VA programs.

Caller 1: [00:30:16] Awesome. And last question, Do you guys ever use the strategy where I hear some people are doing this where, with Facebook, advertising where you can get a list, whether it's the list from the probate, the probates from you guys or list of.

Probate attorneys or what have you, and somehow upload it to Facebook and went over those executors. All those probate attorneys are on Facebook. They're your, there's your ad popping in front of them. You know what you know, with, the property solutions, probate property solutions company, where we buy houses thing or whatever it is.

That's popping up there, especially if, you want to go that extra mile,

Chad Corbett (Coach): [00:30:57] I'll make your day. That's actually going to be part of the new mastery course. I'm going to build an, a digital marketing component where you'll understand how to take the lead you already have and reach them in a multimedia campaign.

So we've talked about it on these calls. If you use the search bar on the top, Of all the leads.com you can put in Facebook or custom audience, and you'll be able to hear two or three different calls where we've gone long form and explained how to do it. What I've found is very few people ever can get that implemented.

So that's going to be part of the marketing, how to modules, in the new version of mastery.

Caller 1: [00:31:32] That's great. And of course, in a perfect world with right trained VA's we already know a little bit about social media. You wouldn't, if someone were to not be able to themselves implement it, that's where you would say, Hey, here's some general stuff, but what I'm trying to do.

go do it or figure it out. Cause that's there, they can do that and they can make it happen. That's one of the reasons why, you know, I was bringing up the age cause I know that there's those strategies out there that I may not have the patience or I might have just too much add to get in front of the computer and just,  drive myself crazy and take the time to do it.

But I'd like to hire an outsource that's stuff. And yeah, I think that's great that you're, that you're going to it. You're going to teach that because I heard that's a pretty, a nice thing. And it's only mind you, if you're skip tracing the call or you're emailing them and they're not responding, but you really do want to know.

Be more effective and just throw one more thing into the mix to increase your you're. You're making that person recognize, Hey, maybe they might want to consider you do your service and get some more information.

Chad Corbett (Coach): [00:32:39] we talked about earlier, like the multimedia campaign and that's part of the marketing training that I feel like I've missed.

And it will include obviously the direct mail and phone calls that we always talk about that I think will always be important. But adding in. proper email marketing. how do you write proper subject lines? What is good copy versus bad copy. What's a standard to set for yourself and beat.

And then what you do on Facebook, on Google, on these different digital platforms. And how do you tie that all back together in the organic stuff that you're doing with attorneys and with nursing homes. And so it'll take them all of the marketing avenues and show you how it all ties together with what we were already teaching.

And most of us are already doing. But that's not going to happen. this coming up one that's somewhere down. Yeah. If I can drink enough coffee, I hope by January or sometime in January. It will be long.

Caller 1: [00:33:31] Very good. Thanks. Thanks so much. I appreciate it. God bless you guys.

Jim. You still there? Yeah, this is next up. I am here.

Navigating All The Leads' Probate Prospecting CRM. [00:33:37] Jim Sullivan (Host/Coach): [00:33:37] Next up is, nine two nine six.

Rich: [00:33:39] Yeah, this is Rich. Quick question. I'm new to ATL. I downloaded the CSV file and I was noticing from trying to distinguish between the deceased's name and the PR representative. I've got to go multiple fields and I've tried to use freeze frame, but, it freeze.

and, and I, either I'm not proficient, so whatever I've been going on YouTube, but they've got older models of Excel on there.

Chad Corbett (Coach): [00:34:02] Can you tell us what the purpose of doing it in a CSV versus a CRM? Why are you doing it that way? Oh, in other words,

Rich: [00:34:09] I just downloaded it because that's what I thought you was supposed to do.

it says now you want to download,

Chad Corbett (Coach): [00:34:13] when you log in, log into subscriber portal, you'll click on my probate leads and where you downloaded that it was showing up below that in the list view and, the CRM view. And you'll click on it, click on the PR name and then that will open the lead detail view.

So everything's right there in a easily usable format.

Rich: [00:34:32] Okay, so you can see the PRS name next to the deceased member's name. So you don't have to slide back and forth.

Chad Corbett (Coach): [00:34:38] Yes. And you can also customize your view. If you look, when you go into my probate leads, there's appeal button, a little square teal button.

If you click that, it'll allow you to hide or reveal additional columns and you can reorganize those to suit your needs. Okay.

Rich: [00:34:53] Thank you. I didn't know that. Thank you. All right. Excellent. Next up is phone number ending in eight, two one three. You're up next.

Handwritten Note Automation - WOW Your Real Estate Prospects [00:35:01] Fed: [00:35:01] Hey guys. How you doing?

Jim Sullivan (Host/Coach): [00:35:02] Good. Excellent, sir. How about you hall as well?

Fed: [00:35:05] Thank you. I have a question about attorneys then one that may actually, you guys may go back to my Outdesk, but I'm not sure. often when I cold call or lead generate whatever we wanna call it.  if I don't get a hold of a person, I usually leave them a voicemail.  but in addition to that, I try to, quote unquote, touch them,  in another way as well.

So I usually try to do a handwritten card,  so that then, I left him a voicemail plus handwritten card. Then I do the follow-up call that way. I'm constantly staying in front of them. What I did to become more efficient is. I hand wrote two versions of a card and had my digital guy put them in a vector form and fit it to a size where on an eight by 11 sheet, you can fit four cards.

So I put on nice paper stock, and then essentially yesterday I got a hundred. Version a hundred of each card,  printed for $30. So it saves a lot of times I'm not constantly handwriting unless it needs to be accustomed cart. however, I'm finding that when I do make my calls and then I want to send out the card by the time I'm done.

Doing the calls I'm so mentally tired and then just, drained with all the other stuff that we got going on, that when it comes time to actually have to prepare the envelope, have to put the address and all that stuff, I just don't really have the energy or desire to do it. Is that something that maybe my out desk could do as, or is that too little of a task?

I usually try to send out the ball every day.

Chad Corbett (Coach): [00:36:45] Wherever Brian Buffini might be in the world today. He has cold chills and he's not sure why.  if you haven't followed bluefin, you would, if you didn't get the joke, go look up Brian Buffini.  one of the best public speakers I've ever watched actually, but he's huge on the handwritten notes and the power of that.

so say so such a big thing and he built a career around it and a following. Yeah. So I commend you for what you're doing. It's a great idea. I want you to commit to stop doing it that way today. you've already done the work you've written the notes. you've got a system, somewhat systematized.

You're going to send an email to support@alltheleads.com. And you're going to say, guys, listen, I need to talk to someone about getting this into your system and uploading custom lists. Then when you're prospecting, you're going to use the shortcode function in the CRM. And when you, when one of those happen, you're going to put in the short code, send note card.

At the end of that prospecting session, or when you get all the way through that list, you're going to export that list, delete all of the ones that don't have that short code. And then you're going to upload that as a custom list. We're going to print the mom, got them, mail them, and you're never going to do this again.

Fed: [00:37:53] Oh, my God. It's life saver. All right, good. Thank you. I appreciate that a lot. A lot. A lot. Yeah. It may. It makes it much easier now. Cause I was just saying, all right, I have all these sheets of paper where I'm highlighting who it goes to, who it doesn't go to all that stuff, but then, but when it comes time to do it's just, it doesn't happen.

So then I'm like, why did I do all that for,  okay. You can do it in under a minute. The way I just told you. Yeah, I love it. I love it. I'm ops that starts two days. So thank you for that a hundred percent. the other question has to do with attorney, When, some of the leads that I'm calling the PR phone number under the PR happens to be the attorney's phone number.

And there's only that number at that point. Do you suggest still calling and perhaps going with the approach that you suggested to? I believe it was Scott where you're just asking the attorney for permission to give his or her client the right context to complete. the non legal aspects of the probate.

Cause I haven't been calling cause I just didn't know what approach that is. Usually it's usually a sign that person is a public administrator. So there either is no family to serve or the family as a strange than fighting. and the judge said, you guys take a sideline, we're going to appoint somebody else.

So that's usually the case. So the attorney, excuse me.  and in most cases, the attorney is the PR and that situation. And for them, it creates even more of a challenge because now they have all of the responsibility, not just 25% legal responsibility. So I will give you the same answer that I gave before you need to approach that person, small business owner to small business owner and yeah.

With empathy and understanding how much time it takes and how little money they make for doing that. Or even as they have to go build a team and, referral this out, like you already have the team built. They can literally just hand it to you. You're not asking for kickbacks. You're not trying to monetize every piece.

You just want to earn the real estate deal.  those are the, some of the most important attorney relationships because they are professionally, they're acting as professional fiduciaries in addition to their legal responsibility. And that comes up once a month, 10 times a month. you never know how many they're doing each month.

Oh yeah. Perfect. Awesome. Yeah. Okay. I just didn't know how to contact them, but now I'll put that into action today. Then it looks like I got some attorneys to call.

Awesome. Thank you, buddy. Two more in the queue. That should take us nicely up to the top of the hour.

Richard C: [00:40:18] Next up is phone number ending in five four, two eight. You're up next? Oh, this is Richard Curtis. I'm new.  I have one or two questions I sent Chad, I'd sent you a, I was on the call yesterday, but I sent a,  an email over to you, Chad, to see if I started your recorded mastery.

can I still participate in the one,  starting Monday. Yeah, absolutely. you'll be registered. you'll get an email confirmation whenever we get everybody registered manually. Okay. Second, thing. This has been a great call and I love all the, I can appreciate the idea that it's going to take me 10 years to get everything implemented.

Chad Corbett (Coach): [00:40:55] I'm going to go back and hit a stride of seven figures of income in one year, with what we're talking about. To really master it, you can take a decade. I don't want to intimidate people and make everyone think it's going to be 10 years to a paycheck. That's really not the case. No, I hadn't.

Richard C: [00:41:09] And I'm not saying that, but it's amazing. Some of the stuff you talk about, but I wanted to drill down a little bit more on that note card idea. I have listened to before me, but I've never been good at implementing. I salute that the previous caller I've never been good at implementing that.  but if I can, if there's a simple way to do that, can you walk us through again?

What we would have to do on the, my leads, a website to make that, or set that up for us this way right now is we include so several pieces of this longer call.

Chad Corbett (Coach): [00:41:41] if you look, there's a teal button that you can click, and that shows you all the available columns and my probate leads.

So you can customize your view. Yeah. If you click on that teal button and then click on short code or code, I think it might be shortened.  then that's going to put that in your list view. Then when you click into a lead detail view on the very first tab, there's an input for short code. So when you talk to somebody or don't talk to somebody and that, and they become somebody, you want to send a note card to just put in note card and the short code field, and then save.

And then when you go back out to the list view, you'll be able to click that short code column and it will sort either ascending or descending. And then you can export that list, the delete, all of the ones that don't have a short code, and then you can go to mailbox motivator. Order mailing campaign upload custom list.

And then you can, we can help you produce your postcard and then you upload that as your mailing piece. So you place a custom mail order versus an automated mail order, but it should take you less than a minute to do the export and place the order. Once you have that system in place.

And we have handwritten fonts of many different kinds and many different colors, we can make it look and feel any way you want.  just, I would say that for the very first one, let's get your mail piece designed and get it on file and then it will be a lot more automated and will take you very little time to do excellent.

No, that'll have the same kind of cost as sending out the letters. I'm assuming.  I'm not positive. It depends on what mail piece you're sending, but it should be less expensive because you're going to be sending a note card, which is, and it could even be a postcard, which is considerably less expensive.

But I would imagine you would probably send it in an invitation envelope, like the smaller note card envelopes. So the cost should be less than the 8x8 envelope. Okay. Thank you very much. All right. And I don't know. I don't know if Tim has a microphone, if you know that costs. I'm not sure if Tim can talk right now, If you send it out as a postcard, without putting in an envelope, it's obviously less expensive.  and we'll work with you to get anything done that you want to do. And I guess I'll also say this, that at any point, anything that you want to, we put out a lot of letters every month.

We put out letters all month long. not just the ones that we do, the normal standard probate letter, but people send out specific kinds of letters.

They want to go do we literally do thousands of mailings a month that aren't part of this, any kind of mailing that you're doing. even if you're doing mailing for the other parts of your business, we'll do anything that you need to go do. And you can upload custom lists.

And, we help you with skip trace and all the rest of the pieces that you need to work with. So just let us know what you want to do, and we'll be happy to work with you. And we've got people who are standing by all day long, working with our customers to get out what you,

Changing Locks On Behalf Of Clients: Proof Of Permission [00:44:22]Richard C: [00:44:22] Richard. Yeah, you're going to Richard. Go ahead. One other quick question from yesterday, in the call, the roll call, call yesterday, you had talked about, I think it was Chad that was talking about it, but he talked about a, an agreement,  that you would use between the PR that you could then turn around and use for your locksmith.

Do you have anything written up like that we could use as a format to I don't really have one. I used to have people just send me an email saying that I had their permission to access the property in case the police ever came. And Bruce and I have laughed about this before. I have literally been standing, drilling the lock out of a house when a police officer goes by and they didn't bother to stop, but I always thought, man, I want something on my phone in case instead of going to jail, I can say no.

Chad Corbett (Coach): [00:45:07] The seller told me I could do this, but I was shocked the first time it happened, it was like 10 degrees. And I'm out there freezing my butt off, drilling a lock, and he just drove by and waved that man. I'm like, what in the world? But what I suggested was I've been stopped. By the police. So this is very powerful.

Bruce Hill (Coach): [00:45:24] Chad, dodged a bullet. I didn't Dodge the bullet when I was drilling a lockout. So go ahead. Yeah, don't look online for Bruce Hill. We don't want you guys to see in the mugshots.

Anyway, I'm scheduled to talk to Bruce tomorrow. Maybe I'll have him email me something if he's got something. So whatever it is, it was his post-prison letter.


Chad Corbett (Coach): [00:45:46] but it doesn't have to be overly formal. It's really just for permission,  just for them to show their intent for you to actually do that.

And the other part of that suggestion yesterday was they said the contractor didn't want to do the work, because he wasn't sure he was going to get paid. So there would be two parts to that letter one is permission to access the property. Two is an intent. Pay for a certain lock set. I would actually use the skew number so that they you're specifically defining which lock set is to be used and what price will be paid upon completion of the work.

And also that a photo sent to a certain number or a certain email address will be what's required for payment. And if you, I would put check boxes in there for permission to put LA, I agree to put lockbox on agree to mail keys to this address.  you can make a customized form that fits your specific need, but the really the two points are to make the contractor comfortable that they're going to get paid and they know what the scope of work is.

And to protect your assets of, if you get caught drilling the lock yourself. Or if the contractor gets caught.

Jim Sullivan (Host/Coach): [00:46:52] All right. Thank you, Richard. Appreciate it. last up this week is phone number ending in seven, four to eight. You're up.

2021 Housing Market Projections. [00:46:59] Okay. You guys, I was just going to ask a more general question and, I'm not sure if you can beginning or not, but what your, thoughts are for the next three, six, 12 months,  market wise.

We better. Let somebody else answer that one. Okay. Let's just get this like that. Do you want a 24 hour answer or do you want a brief one? I'm just kidding. I'm just kidding. I agree. That's a better question. Oh gosh.  if I had a crystal ball, I would have sold all my property in 2007 and I didn't. I don't even know.

I don't want to even attempt to answer that. I do know that there's going to be opportunity to matter what happens. there always is. Does anybody else have a short answer to that or no?  I don't know. I don't know the short answer. But Bruce does offset. Yeah. The short answer. I'll go shorter than Chad would.

Bruce Hill (Coach): [00:47:42] when I see, the debate on what the market's going to do, all I see is everyone. Every everyone comment and says everywhere else, but it's not going to crash here. And that's all over the country from every city. It's not going to crash here. It's not going to crash here.  inevitably, we've got tons of shadow inventory and we don't know if there's going to be forgiveness and forbearances that are offered.

If there are not, the market certainly going to slow down. Are we, healthy enough to avoid foreclosures as a country? Probably. We're probably healthy enough to avoid a massive wave of foreclosures, but there are, Chad probably knows the numbers a little better than I do. There are huge numbers of people who are behind on their mortgages that are gonna need to sell before their equity goes away.

So there's going to be some pretty substantial opportunities to get deals on properties, even if it's not the foreclosure side. Yep. said in short, Chad, you want to take a short stab at it?

Chad Corbett (Coach): [00:48:39] We're in overtime. I will say, we talked about this a lot in shift happens back in March.

And I will say that I've been very surprised that the measures that have that we've been so willing to take so quickly from the federal reserve and treasury. So it did kick out my predictions 12 to 18 months. we were 6.6 million housing units short, according to the numbers coming into this, but we also had far more people coming into this that could qualify for a mortgage than we do.

Now. I think rental demand is going to go through the roof. I think rents are going to have to soften, even though the demand is going up. Cause the average American is currently paying 35% of their gross income on rent. And one in four are paying more than half of their gross income. So with the pressure, especially in class a multi-family, you're going to see massive competition.

If you're a landlord, you're going to have to step up, there, because you're going to, there's going to be some downward pressure on rents across the board.  From the political side and I don't really want to make this a political call, but we all know who John Janet Yellen is and who she was in the last crisis.

And my perception of why she's being appointed the treasury is because that is a workaround because the Democrats aren't controlling the Senate. And it seems to me, the chess board is being set up in such a way that we can almost do unlimited quantitative easing. And take federal measures from the treasury and from the fed, which could kick this can way further down the road.

So the correction that everybody's waiting for in March or April is very likely, not even might not even happen. If you look at the amount of debt the fed has put on their balance sheets since 2008, it's 30, I think $36.8 trillion has gone over there.  we have that, so we can't pay off and we're still doing it.

I wouldn't be surprised if you see the fed actually move defaulted, mortgage debt onto their balance sheet to avoid a worst housing crisis than we've already created. And if that's the case that will support prices, but at some point the hangover's going to be even worse. So it's hard to tell. I don't think we'll get we're in a deflationary we're in a stagflationary economy right now.

So I think not much is going to change in the short term and the longterm. You're going to see massive inflation and you want to own as many pieces of real estate as possible because the money we're printing we'll pay that off for you. And if not, you'll be left behind. So I think you've got some more time to make hay while the sun shines.

And I don't believe that these evaluations are real. I think our inventory levels are falsely low because of people's comfort level. And they don't want to move during a pandemic, but at some point, and it might be six months. It might be two years. At some point, you're going to see the inventory shift and flood the market.

So some of it's going to be distressed. Some of it are going to be equity sales. Some of it are just going to be people trying to get the hell out of cities and then the suburbs. We already see some of that, but it's a game of hurry up and wait right now. I think the policies that are, we're going to see in Q1 and Q2, are going to give us a lot more clarity on what we can expect.

But for right now, I would say, stay the course and make hay while the sun shines.

Jim Sullivan (Host/Coach): [00:51:38] Yup. Yup. Well said and brief. Thank you. We do have a few people in the queue, guys. I'm apologize. We can't get to everybody this week. If there's anything urgent you need us for just reach out directly right after the call. And I want to end this, like I always do.

I want to thank each of you for being here, particularly. Thank those who participated. I want to congratulate the ones that had. Some wins. We'll have to pick the best one and we'll let you know. And I want to challenge each of you. Take one thought, one thing, one idea that inspired you on this call. Go out and put it into practice.

And please come back next Thursday and share your results with the group. Stay healthy, stay productive. Have a great week. And we'll talk to you. Same time. Next Thursday. Take care.


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Wraps, Sub2, Lease Options, B2B Prospecting, and More | A 500-Level Real Estate Mastermind in 50 Minutes | Probate Mastermind Real Estate Podcast #299

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

Probate Mastermind Episode #299 | Recorded Live on October 8th, 2020.  Join Us Live Every Thursday | Previous Episodes


TEASER ALERT: We will be recording a special podcast/webinar episode for All The Leads’ Ask The Expert Series next week with an Infinite Banking subject matter expert.  This special guest worked as a Medicare Broker before entering the Be Your Own Banker space.  With a deep understanding of the intersections between Medicare/Medicaid, Estate Planning, and Real Estate Investment Strategy, this Special Guest is someone you’ll want to hear. Make sure you are subscribed to alltheleads.com/blog to get notified when it publishes.


More Content Published This Week: October 2020 Updates: Social Media and SEO News For Real Estate Agents and Investors


Summary: In this episode of the Probate Mastermind Real Estate Podcast, Chad Corbett discusses advanced real estate investment and infinite banking strategy.  Topics include helping a family pay off Medicaid liens and earning that capital back by leveraging life insurance policies; using lease option to acquire or wholesale probate property; becoming your own banker and turning your SOI into private lenders for real estate investment deals; accessing funds/financing for repairs to maximize equity when a seller has no liquidity or credit, without using your own capital.  Other discussions include winning B2B relationships with real estate attorneys and adjusting your marketing strategy to combat the telesales impacts of COVID-19.


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


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Episode Topics, Timestamps, and Resources:


Preview for podcast segment on Learn how to become your own banker, help families with medicaid property and estate planning, and regain real estate investments through infinite banking

Advanced Investment Strategy: Infinite Banking, Life Insurance, and Medicaid Properties (0:47)

Eddie is working with a seller who is about to lose inherited property due to a transfer on death to Medicare.  Eddie describes the situation and Chad explains what’s happening and how the situation got to this point.  Then, Chad describes an advanced investment strategy stemming from the Be Your Own Banker (BYOB) philosophy.  This strategy can help settle Medicaid debt out for a much smaller amount, let surviving family members remain in the house, and become a solid financial investment for all parties involved. 

TEASER ALERT: We will be recording a special podcast/webinar episode for All The Leads’ Ask The Expert Series next week with subject matter expert on this subject.  Make sure you subscribe to the alltheleads.com/blog (at the bottom of any blog post) to be notified when the episode is published.


Preview for podcast segment on the 1% rule in real estate investing


What Is The 1% Rule In Real Estate Investing?(7:06)

Joyce is interested in learning more about the 1% rule for property valuation. The 1% rule is something some investors love and others hate.  Here’s a simple explanation of the 1% rule from the Bigger Pockets Blog.  

Preview for podcast segment on transferring property to family members for trusts and probate

Intra-Family Transfer and Quit Claim Transfer (7:40)

Joyce asks about Intra-Family Transfer and to what extent family members are able to go this route.  Chad describes how Intra-family transfer is really a quit-claim transfer so whether an extended family member is eligible for intra-family transfer or not, quit-claiming the deed is always an option.  In most states, this will be a zero-dollar tax transfer.  


Preview for podcast segment on Help your real estate clients with Medicare liens and bills

Helping Real Estate Clients With Medicare Paperwork (8:28)

Danny’s working with a potential probate seller who’s biggest obstacle right now is handling Medicare paperwork.  Chad lists a simple step for finding a social worker or care manager in your area who can help with any of these situations.

See More: Unexpected Places to Find More Listings and Deals – Probate Referrals from Medicaid and Social Workers


Preview for podcast segment on attorney referrals for real estate listings

Top Strategies For Building Referral Relationships With Real Estate Attorneys (10:22)

Fed is having trouble getting through the receptionist when calling attorney offices.  How can he get further with his B2B prospecting efforts? Chad describes the two strategies that have always worked well for different personalities, different markets.

See More: 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


Preview for podcast segment on lease option for wholesaling probate

Lease Options for Wholesaling Probate Property (21:17)

Patrick wants to get started with Probate Leads.  Is Lease Options/Lease With Option To Purchase a viable strategy to start wholesaling probate properties? Yes. Chad describes his 95% close rate with lease options and probates. He describes a situation with a VA Loan to make his case.

See More:

Joe McCall - How to get 95% of your lease option tenant-buyers financed with Chad Corbett 

Shift Happens Session 4: 7 Different Creative Financing Strategies 


Preview text for podcast segment on wraps, sub2, liens, equity, and annuities

Wraps, Sub2, Liens, Annuities, Liquidity and Equity! How to Help Homeowners with Financial Urgency Now (25:15)

Ellie and Patrick describe a deal they’re trying to work out.  The seller is an senior who has a cash urgency.  Chad helps Ellie and Patrick do some deal analysis on the spot and gives them a brokerage and investment option for helping the seller get the most out of her equity in the fastest time.


Preview for podcast segment on how to Finance home repairs and remodels without cash or credit


How to Pay For Repairs and Improvements When A Seller is Tight on Cash (28:08)

Caller is looking for advice on how to help sellers fund and finance repairs when they don’t have the cashflow themselves.  Chad offers different strategies for accomplishing this without having to risk your own capital.

See More:

Offering Sellers Vertically-Integrated Solutions Without Putting Your Own Capital On The Line

5 Ways To Access Equity for Improvements When Traditional Financing Isn’t an Option

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


Preview for podcast segment on how to Buy abandoned house next door in probate with late mortgage


I Want to Buy The House Next Door.  The Kids Are Done Dealing With it. How Can We Transfer Title? (37:58)

Ryan’s neighbor passed away and Ryan is interested in buying the house himself.  The kids were living there for a while, but they got tired of dealing with it and left  The house is about $8000 late on mortgage payments.  There is only one mortgage. Ryan knows how to contact the kids.  What does he need to do to make sure title can be transferred, and how can he motivate the kids to get out of Probate Quicksand?


Preview for podcast segment on Cold Calling Tips for Virtual Wholesalers


Building Rapport With A Seller That Has A Bad Impression Of Real Estate Investors (40:55)

Dave is interested in an ancillary probate property that he wants to wholesale virtually.  The property and the surviving spouse are in Brevard County, Florida. The seller is wary of cash offer prices and wants to meet Dave in person.  Dave lives in another state and is wholesaling virtually.  How should he proceed? Chad offers two solid strategies for leveraging a contractor partner and/or earnest money deposits in this situation.  If those don’t work, Chad offers a trick for getting the neighbors to help nudge the seller.


Preview for podcast segment on Landline phone use 2020 covid impact cold calls and telesales


Are People Finally Getting Rid of Landline Phones? Adjusting Your Marketing for COVID-19 Impact (44:58)

Stefan is in Northern California and is running into a good amount of disconnected lines while making calls.  In particular, the first and sometimes second column of numbers is seeing this happen more often.  Are court delays and economic impacts from COVID-19 impacting prospecting?  In other words, are people making different financial decisions, such as shutting off a landline to save on monthly expenses?  As the nature of telesales changes, how should you adjust your overall marketing strategy? Chad and Stefan discuss.



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Episode Transcript

Probate Mastermind Real Estate Podcast - Episode #299 Transcript

A.I. Narration: [00:00:00] Welcome to the Probate Mastermind Podcast!

These episodes are recorded live once a week and are hosted by the All The Leads.com coaches.     Agents, Investors, and Wholesalers join the coaches for everything from marketing tips, sales psychology, live deal analysis, transaction engineering, advanced real estate strategy, and personal development. You will learn to get more listings, more deals, and find financial freedom by listening to these episodes.  "

A.I. Narration: [00:00:25] Be sure to catch show notes at All The Leads.com slash Podcast, and join our free Facebook Mastermind Community, " All The Leads Mastermind."

Jim Sullivan: [00:00:34]

Welcome prosperous agents and investors nationwide . We do have five people in the queue. So let's go right to our first, our first person up this week is five, four, six four you're up.

Advanced Investment Strategy: Infinite Banking, Life Insurance, and Medicaid Properties.Eddie V: [00:00:47] Hey, what's going on. It's Eddie, Kansas city. I'm doing probate mastery and, I was on the phone call yesterday, but for some reason, Chad couldn't see me. And I had asked the question about, somebody who's losing their house, in a property that was transfer on death to Medicare, contract for deed on the property. So they have somebody living in the house and the attorney for Medicare told the purchaser, the contract for deed, that they should stop paying the person that inherited the house and not to do anything. So anyway, they had hired an attorney who spoke with the attorney for Medicare and basically said, Hey, we can't do anything.

Chad, in the Mastermind or in Probate Mastery said without more details, you can't really give anything.

Chad Corbett: [00:01:32] I'd I think I understand now.  So what it sounds like to me is that you put, they've put a contract in place as a first position lien . Then this person went into longterm care, racked up a massive medical bill. And then the Medicaid lane subordinated that first position.

So if an attorney has already looked at it and already spoken with their counsel and says, there's nothing they can do, I would say that they probably should just cut their losses, live there as long as they can and move on. Medicaid is not really known to negotiate their liens, typically with medical liens, like with hospitals, you can oftentimes negotiate those for pennies on the dollar, but with Medicaid and IRS, it's pretty tough.

Now there are debt attorneys that. Specialize in negotiating with government entities. If they wanted to try something else, I think the only suggestion I have would be contact a really good, debt negotiation attorney, and have them go after Medicaid to see if they can settle it.

Do you know how much the Medicaid lien is for?

Eddie V: [00:02:27] The Medicaid lien is for $120,000. Okay. And the property you in that house is about 120,000.

Chad Corbett: [00:02:35] They might negotiate it down to 60. Does the family, they probably don't have any other cash.

Eddie V: [00:02:39] I think they have cash and they were told that they could purchase the property for three fourths of what was owed.

Chad Corbett: [00:02:46] So since they transferred title, there's a rule. If you can find somebody, this is one of the more advanced things we might've touched on it yesterday:  You can pay Medicaid that three quarters of what they're due , and the person who steps up to do that can buy a life insurance policy where they are the beneficiary on the insured.

For example, if you, this is common with kids and parents, like savvy families will do this. If you move the property over into the kid's name or into trust, whatever it is, you transfer title out of the parent's name - that starts a five year window. If they have to go into longterm care and Medicaid as to pick up the tab, you can pay three quarters of the property value.

The market value at the time of transfer and Medicaid will release all claims and pay a hundred percent of the medical costs. Now, what you can do to recover that capital is you actually buy a life insurance on your parents and it's, the insured, you are the beneficiary for whatever the face amount that you had to pay Medicaid.

So whenever they do pass away, you get your full principal return. And if you want, you can buy a bigger policy and you can actually make money. Sounds dark, but it's just an estate, an advanced estate planning tactic; one that I've used in my own family because it allows you to move assets around and if your parents didn't plan for longterm care and they simply can't afford that, but they're likely to need it, it's something you can do after the fact, because you didn't start early enough in their life. So that's, if you can find somebody that has the $120,000 to step up and then whoever the mortgagor is if that's the kids or the surviving spouse, they could buy a whole life policy on that person.

And eventually they would be reimbursed. Now whether the numbers work for them, for the people you have involved or not, that will work if you have the right people.

Eddie V: [00:04:34] Okay.

Chad Corbett: [00:04:35] Does that make sense?

Eddie V: [00:04:36] Yeah, it does make sense.

Chad Corbett: [00:04:37] So somebody writes Medicaid a check. It could even be a third party investor. But somebody writes Medicaid check to get them out of the picture. The first stays in position. The contract for deed goes on, the buyer is protected. And then whoever wrote that check buys a life insurance policy on the mortgagor whoever now holds title to that property.

And when they pass away, then they get paid back the death benefit.

Eddie V: [00:04:59] Got it. Okay. That makes more sense. I didn't know who the life insurance policy was going to be put on.

Chad Corbett: [00:05:04] I don't either. And that's, it's, whoever's on title that wrote the contract for deed and holds that first lien position is who you should have the insurance on it.

If that person is 25 years old, it's probably not gonna make sense to pay premiums for 40 years for an investor. If that person is 70 years old, it may make a whole lot of sense to do this deal this way. And you can, everybody can win. Medicaid gets, they settle for what they're willing to take your investor gets, it, they would, it would be a long position, but for example, if that was a 70 year old and they bought a whole life policy and, statistically there might be eight to nine years on that investment.

just demographically. Then they could buy it where it's, let's say they pay 120,000, but they buy an insurance policy for two 50. Now they have to pay the premiums during that person's lifetime, but they could get a massive return on investment if they do that. And there's actually, it's an advanced development, finance strategy.

I've seen $150 million developments built on these type of agreements where you buy life insurance. You're the beneficiary. You give them a cash advance, then you cross collateralize your position to get development financing. So there's a whole world behind the curtain of things like this.

It's legit, it's above board. It's just not talked about that often.

Eddie V: [00:06:16] Okay. Sounds like I just need to get more details from them to what they want to do.

Chad Corbett: [00:06:21] Yeah. And I don't, what state are you in?

Eddie V: [00:06:24] Missouri. This property is in Kansas.

Chad Corbett: [00:06:26] There is a company in West Virginia, that just does what we're talking about.

They walk families through it and help you get the proper insurances and make sure everything's structured correctly. Like there are professional service companies that do just this to help families out of this position. So you can probably find if there's one in West Virginia, that's probably one everywhere.  If you talk to some insurance friends, or some savier finance guys, or potentially some estate planning attorneys, they should know what I'm talking about.

Eddie V: [00:06:53] Okay. I'll give an estate planning attorney call and see what he can tell me about it.

Chad Corbett: [00:06:58] Okay.

Jim Sullivan: [00:06:58] Alright, good luck! Get back to us and let us know how it turns out, please. Next up is phone number ending in six, two, four eight. What Is The 1% Rule In Real Estate Investing?

Joyce: [00:07:06] Good morning! It's Joyce Arnston Morris in Orange County, California. I want to tell you that mastery is wonderful, but I do have a. Two short questions. Chad, you talked about the 1% rule yesterday and I don't.

find anything in my notes about 1% rule.

Chad Corbett: [00:07:23] So it's the way a lot of investors will value rental real estate. As it just a quick measure, I would point you to Bigger Pockets, and put in 1% rule; it's going to bring up podcast, blog posts and forum conversations.

And that'll be way clearer than me trying to explain it. It's a simple, quick valuation metric. Intra-Family Transfer and Quit Claim Transfer

Joyce: [00:07:40] Oh great. And can you tell me which family members can be in an intra family transfer?  I think it's,

Chad Corbett: [00:07:48] I really don't know what the limitation of that is. Obviously immediate family is, it's a quit claim is the same as an intra-family transfer.

So even if it's not booked as an intra family transfer. It can be booked as a quit claim transfer. So if I were to give them my property to a trust, I would quit claim that out and there wouldn't be transfer tax and my state, and I know like Pennsylvania would charge a transfer tax, but most States don't.

So either way, intra-family, I think is reserved fo immediate family. I may be wrong on that. It may go to extended family, but either way, they get the same result with the $0 transfer.

Joyce: [00:08:24] Perfect. Thank you so much. See you at 12.

Chad Corbett: [00:08:27] Alright. See ya.Helping Real Estate Clients With Medicare Paperwork

Danny: [00:08:28] Hey guys, So I ran across someone and I asked him a question, okay, what's been the most stressful thing for you. And he told me that the biggest thing for him is he needs help with the Medicare paperwork.

It was new for me. So I wanted to come on here and ask you guys a quick question about like how I could, provide some value and get back to him on like how he can, Basically get that solved that I don't know how to

Chad Corbett: [00:08:51] so this is Danny. Have you been through mastery?

Danny: [00:08:53] Yeah.

Chad Corbett: [00:08:53] Yeah, you can go back and listen to the recording, but that's where social workers can come into play and be very valuable as a team member.

There's also an emerging field called care managers and those people can help with that as well. So I would start with just Google social services, your city. And have a conversation with one of the social workers and say, here's, we need someone to help this family with Medicaid paperwork.

Is that something you guys do in your office or can you connect me with care managers? And they'll be able to tell you who in town is the best to serve their need.

Danny: [00:09:24] Awesome. Okay. Perfect. All right. I just wrote that down. All right. And now give echo shy on that too. I think we do have someone possibly that can do that.

Okay, then that was pretty much the only question I had. It was just something new that I ran into the first time.

Chad Corbett: [00:09:37] Yeah. Like I said in mastery, it's one of those team members you won't know you need until you need it. And you won't realize how valuable it is until you've used it the first time.

And I've helped many elderly people get, basically save them financially, help them from becoming homeless. Your social worker will make a massive difference in the impact you have eventually. So for everybody listening, if you haven't considered that as a team member, you might not need them today, but it won't hurt to go ahead and make that connection because typically when you need them, it's an urgent situation.

So it's good to have already established that relationship and understand kind of the scope of what they can do as a member of your team.

Danny: [00:10:13] Perfect. Alright, thank you. Appreciate it.

Jim Sullivan: [00:10:15] Alright, thank you. Next up is phone number ending in eight two one three. You're up next.  Creating a Two-Way Referral Relationship with Real Estate Attorneys

Fed: [00:10:22] Hey guys. It's Fed. Good morning. so I wanted to, I want to make sure I reach out to attorneys.

And I'm having a little bit of a challenge. I listened to the interview that Chad did with, I forgot his name. He was an attorney from, San Francisco who also a realtor. So usually when you call, you usually get the gatekeeper, so secretary or front desk, and some I'm trying to figure out what the best way to  jump that hurdle is since I've called numerous ones asking to you speak to the attorney. And for example, one way I tried is I try to look up the docket number on the leads and, I said, hi, I'm trying to speak to, for example, Mr. Corbett, and then they say, what is this regarding? So it's regarding docket, blah, blah, blah.

and I never got a call back. Or I haven't got a call back yet. So I'm just trying to figure out A: What you guys suggest as to how to get through to the attorney. And B: Perhaps what the conversation is. Cause obviously my, from my understanding doing a mastery and other calls is that obviously we want to make sure that we provide them value and an, and let them understand that we're not calling them just to obtain a listing, but instead to work together and generate a referral back and forth, referral to one another,

Chad Corbett: [00:11:43] You're not in Mastery this month, are you Fed?

Fed: [00:11:45] No, I'm not, I actually, I've been wanting to come back in a, I'm probably going to sign up back, but, I'm going to do it again. This coming month.

Chad Corbett: [00:11:53] So I unpack this pretty lengthy yesterday, there's two main value approaches that I suggest, and both have worked for different personality types and Metro markets, rural markets.

You can decide which one's right for you. The first is find a way to bring them qualified referrals. you got to first understand an attorney is a struggling small business owner just like you are, just like every small business owner is. They're unemployed every morning. But unlike us, they have anti-solicitation laws that they have to deal with as part of their code of ethics.

So it's harder for them to gain business than it is for us, because we can do these things. we come here and talk about direct mail and hammering the phones and they're not allowed to do that. So they rely on referrals and that's why a lot of estate planning attorneys do probate because it fills in the, the it's just another stream of revenue.

They would prefer to do estate planning business because in a couple of weeks they can make a couple of thousand bucks versus making a of few thousand bucks over nine to 12 months.

Fed: [00:12:49] Yeah.

Chad Corbett: [00:12:50] Think about it from an business owner to business owner perspective. What value can you provide to them as a business owner, quit thinking about referrals for yourself, and you want to open the door with something of value to help them grow and scale their business and make their life easier.

One of the best ways to do that is to give them qualified referrals. So the people in your family, the people in your neighborhood, the people in your mastermind groups, your past clients, anyone that you ever worked with in the future: If they don't have a living trust, if they have over a hundred thousand dollars in net worth, they probably should.

Because probate costs three to 8% of the gross estate value. A trust for most families is 1500 bucks, 2000 bucks. So it's considerable savings. The hard part is getting those people to think about much less plan for their own demise. So if you can do a sphere of influence campaign, a past client campaign and say, guys, listen, 2020 has given me an opportunity to really take a step back and realize I'm not providing the highest level of service that I could have been all along.

So I've added the team member. We now have estate planning attorneys on staff, and I'd like to offer you free hour consultation with one of our attorneys. please let me know, book yourself into this calendar and put a Calendly link in the email. And let them book directly in just don't put your phone number in there.

Don't tell them who they're going to be meeting with. That's a good way to gather preset appointments. When you walk into an attorney's office, or I would prefer if you would walk in, but if you have to call because the COVID environment, I understand, but if you call it and say, listen, I'm trying to reach John DOE what's this regarding? Actually I have, I have uh, threw myself into the fire. I've got five clients that need an estate plan, and we helped a lot of families and probate. And we see your firm name and especially John Doe's name. And it just seems like you guys are really active and a firm I could trust. Could you put me through so I could see if we're a good fit?

And if they don't they're damn fools. So you're giving him pre-qual, like pre-vetted ready to go a state planning referrals, and he will, no one's ever done that for that attorney and everyone else is like:I'm an investor, I'll have cash. I close quickly. I'm a realtor, look at my listing presentation.

Isn't this flyer nice? And everybody's me, And it pisses the attorneys off. Talk to them. They'll tell you, listen, dude, I don't open that damn mail. No one's allowed my receptionist will be fired if she lets realtors come through the line and it's because they're saying the wrong thing, she won't really be fired if she lets you through.

She'll be commended for letting you through because you just brought $10,000 in revenue to the business with five referrals. So that's approach number one. And that one takes a little bit more, a little more work and you have to have kind of a sphere of influence built the other approach.

It is an exercise that I use for two purposes. One to build your local probate knowledge, the other, to impress the hell out of an attorney and start a good relationship organically. As I said, they have anti-solicitation laws, so they can't direct mail people on a probate list. We know that about 20% of probate at the petition, when it's recorded, they're pro se meaning they're representing themselves.

And there's a lot of the misconception that every probate has to have an attorney. That's simply not true. The state of Texas is contentious in debating that, but it's just not true. So that 20% of people take that they think they're getting off easy and not on saving money. Most of them will end up hiring counsel to clean up the damn mess they made before the probate's over.

So it ultimately cost them more and takes more time. So it's in their best interest to have legal representation for a. an overly complicated kind of bureaucratic process. We want to get them attorneys. We want to also use that as an opportunity for us to get to know the attorneys so we can approach the attorney and say, listen, we have a team of people here locally that help families going through probate.

As part of that, we meet with the clerk every month to make sure we know which families we should be reaching out to. One thing I keep noticing is like 20% of them aren't have no legal representation. And you, and I both know that's a bad idea, right? So also I've come to learn that you're not allowed to directly solicit these people.

So I'd like to propose that we collaborate and let me pay for your marketing and let's get these people to the counsel they need. So if you can sit down with me for 30 minutes and design a checklist or timeline, we'll color everything legal in red. Everything my team does in black and your firm name, a website, email address, phone number, whatever you want.

will now be included in every mail piece I send. So have you got an hour? Have you got an hour? We can sit down and do this. And they make the time they will go to the conference room. And just like if you can trust me on this and just do this, I've yet to have a single person fail at either of these techniques.

And what does, what usually happens is they immediately get divorce referrals. And then shortly after they start getting probate referrals in a month or two, but don't be surprised if you start, if you become a divorce specialist, because you're doing these two things. Almost everyone who does it well ends up getting divorce referrals within a month.


Fed: [00:17:39] I'm a hundred percent in! Chad, question hovering above the first suggestion, how you were saying go to go through your sphere and just see who has a net worth, over a hundred and, advise them to get a trust. How do you pitch that to your sphere? Does that know your story or

Chad Corbett: [00:17:56] Tell your story.

So my name's fed this year has really taught me a lot. One of the things it's taught me, I've helped many families going through probate and I've seen how expensive and stressful it is. What I've come to learn is a living trust is about a fifth of the cost of probate.

And in the toughest time your family will ever go through, the court is not telling you what to do. Your family's wishes will be carried out by a trustee. that was told what to do in a controlled environment by everyone. So there won't be any infighting. There won't be any government intervention. There won't be any excessive expense. because I now understand this, I have set up and established my own estate plan, even at 30 years old.

My next step is to make sure everyone that I have the privilege of working with has the same opportunity that I did. So I've retained the local legal counsel to give one hour consultation that won't come at a cost to you. It's something my business will provide. And all you have to do is click here to get scheduled.

And then the calendar, please give us at least 48 hours notice. You change your Calendly setting, where they can't book within 48 hours. They can only book 48 hours out and beyond. That gives you two days to be the clearing house and get those out. And you might give one to each attorney. You might give five to, you might give one to 10 attorneys or five, two to five attorneys.

You'll just have to see what comes back. But if you have a sizeable database and the other thing that I would recommend, you have a blog, you have a WordPress site?

Fed: [00:19:19] I do not know. Okay.

Chad Corbett: [00:19:21] You have social media for your business? Like you have pages.

Fed: [00:19:24] Yes, sir. Yes, sir. Yes, sir.

Chad Corbett: [00:19:26] I would recommend you write the copy as I just suggested, but you also do a video, same exact thing.

Give them more than one way to consume it. Some are going to see it on Facebook and watch the video. Some will see it on your YouTube channel. Some will click the email and they won't click the video to see it, but they'll read the copy. Just do it in multiple formats so you can gather as much interest as you can.

Once you've done that. The next step, if you really, if you want to take this to the next level is take the five that actually followed, took your, took you up on the opportunity, established a proper estate plan and had a good experience, and then start doing interviews with them for future content. And if you don't have a blog, it's okay.

You can put that on YouTube. You can put that on Facebook as a native video upload, Instagram, wherever, but start getting that word out. Look what this guy does for his past client. It's not going to hurt you and your conventional business. It's sure as hell going to help you in your probate business.

Fed: [00:20:19] Absolutely. Thank you. I really appreciate that. I'll start that today.

Jim Sullivan: [00:20:22] Awesome. And Chad it reminds me, yeah, whether it's a personal story or one that one of your clients experience, it reminds me of the roleplay yesterday where the roleplay, I think the Danny did, where ran into a guy where he had taken care of his mom for the last 10 years of her life.

And she wrote out a handwritten will left it with him. It wasn't notarized or witnessed. So now the court was getting involved in telling him that he had to sell the house and split it up with the sisters that hadn't been there in 20 years. Anyway, it was a difficult story where it was not only going to cost the family a lot of extra money to do it that way.

But his mom's last wishes weren't being respected. So as your prospect, you're going to come across stories of that all the time with people that didn't do it the right way. Maybe didn't even file the probate the correct way and use those stories and, the consequences to other people and, and how it affected them as you go through, both the attorneys and the executors.

Fed: [00:21:15] Thank you. Thank you so much. Lease Options for Wholesaling Probate Property

Jim Sullivan: [00:21:17] All right. Well, we only have two in the queue guys. Come on that we need our win of the week, hit star six and hit one. In the meantime, we'll go to our next caller, which is anonymous. You're up next.

Patrick: [00:21:28] Hey, good afternoon guys. Quick question. Good afternoon.

Jim Sullivan: [00:21:32] Is that your real name? Anonymous. Okay. it could be, I'll tell you, but then. Okay, go ahead.

Patrick: [00:21:37] This is Patrick.

Jim Sullivan: [00:21:38] Hey Patrick,

Patrick: [00:21:38] We spoke this morning about doing some of the probate, but also, or wholesaling it, and some of the, advertising to get lease purchase options from the other side. Have you figured a way how to get that done or is it possible.

Chad Corbett: [00:21:51] Yeah. My first probate deal was a lease with option to purchase. What you need to be aware of is how title transfers. So  if real estate was titled and for spouses or partners, If real estate is titled as tenants in the entirety with rights of survivorship, then oftentimes it's essentially a transfer on death clause.

Sometimes that'll re require a spousal property petition, but it'll go from John. John does Jane DOE to just Jane DOE. And at that point, Jane DOE can sign a lease with option to purchase. and that's the very first one I ever did was a surviving spouse. I ended up mailing her off of a high equity list.

It was before I was even. It was my second probate, I think. But, it came together beautifully. I was able to meet him. It really works like in her situation. I tell this story in the beginning of mastery, cause it's probably one of the more complex deals I've ever done. And it was a first "aha!" moment. But they needed as much money as possible and they needed it as quickly as possible.

So we ended up doing it as a lease with option to purchase, even though it was a free and clear asset because we were able to sell at a premium price, take a 4% option fee upfront and a market rent until we got it closed with no rent credits. We credited back to 4% in closing. And I have a 95% close rate on lease options.

If you want it. The only place I've really talked about my system publicly, if you go on YouTube and look up Joe McCall, Chad Corbett, Joe McCall was on the guys that inspired me way back in 2011. When I first got into residential. And, it was an hour or two podcast where I just paid back by showing him, what I did.

So you can check out that and Katt can link that in the show notes, but you can absolutely do these. and back in March on our YouTube channel, there's a playlist called shift happens, and episode four will actually walk you through seven, seven distinct, creative financing strategies that will work on these deals.

And I show so it's lease wrap. So to a contract for deed land contract. There are seven different strategies that I've used on probate leads. That's about two hours long. It's not, it goes wide, but not real deep, but, start there and then look at that and that'll help you get a better understanding of when you can use which strategy of creative financing and probate , episode four of shift happens.

Patrick: [00:24:07] Now, how did you, if they're doing Elisa, how'd you get the money to them quickly,

Chad Corbett: [00:24:11] So I take a 4% option fee on the front first month's rent and last month's rent. So on that deal, we were able to get a 10,200 bucks on the day of signing.

And that was enough money to get her mother out of the hospital and into a rehab. and then, she made $1,100 a month until the buyer's closed, which only took us, I think, six or eight months on that it was a pair of retired Navy, but forgotten to pay utility bill. So they had a 90 day late on their credit.

We just had to clear that and we closed. And so we sold for full price, no commission, no. it was no contingencies and we actually did it just to show you how possible this is. It was with a VA loan and we did the VA appraisal before move in. I documented the source of funds on the front end.

I documented the VA appraisal and put that in the lenders database. And I had my fingers crossed terrified when they exercise their option and the VA underwriter took it. So we proactively did things. that's, just showing you that today demonstrate even one with a government entity that we were able to get this closed.

So it was a probate, it was a lease option. It was done with VA financing. Wraps, Sub2, Liens, Annuitys, Liquity and Equity! How to Help Homeowners with Financial Urgency Now

Ellie: [00:25:15] Okay, great. Hi Chad, it's me, Ellie. Here's the deal? Okay. I have a property that a senior needs to sell. She really needs to get out of there, but the property in order to be I'm being telling Patrick, basically to go with the flow and try to do the lease with option to purchase.

I have multiple people during this time that don't have the best credit. And it's kind of the opportunity to jump into it. Maybe I'm wrong on that part, but the thing

Chad Corbett: [00:25:45] Let me ask you how much equity is in that. Is there equity in the home? The property.

Ellie: [00:25:49] Yes.

Chad Corbett: [00:25:50] Okay. Is there, are there any debt?

Ellie: [00:25:52] How much does she owe?

Patrick: [00:25:54] 40% equity,

Ellie: [00:25:55] 40% equity on the property.

Chad Corbett: [00:25:57] Okay. So you have a first mortgage at a 60 LTV?

Ellie: [00:26:00] Yes.

Chad Corbett: [00:26:01] Okay. And what's her urgency. Is it? She needs cash now, or she needs relief from the debt.

Patrick: [00:26:06] Pretty much cash now and to a little bit now.

Ellie: [00:26:09] And she needs to have some kind of income for her to have the rest of her life.

This property next update built in the nineties.

Chad Corbett: [00:26:17] You could do this as you could do it as a broker and sell the home as a wrap where they take title subject to the first lien remaining in place. The seller takes a second lien for the other 40% and you get her immediate debt relief and you basically turn the house into an annuity.

It's almost like a reverse mortgage, but in her favor,

So you're going to, you're going to minimize the tax consequences. You'll give her a consistent monthly payment. If she doesn't need a lump sum of cash right now, if she would rather have more money over more time than less money upfront, then that structure would work if she needs a lump sum right now, you guys can take it sub two.

Then you could sell it on a wrap as an investor and take a heavy down payment from one of your poor credit buyers. Give that, pass that heavy down payment through to them, or use that to replace your principal that you gave her. Either way, the wrap will work. It's just one way. You don't have to come up with a lump sum the other way you do.

And one way you're acting in brokerage. The other way, you're acting as an investor.

Ellie: [00:27:19] You understand?

Patrick: [00:27:20] Okay. All right.

Ellie: [00:27:21] Thanks you guys.

Jim Sullivan: [00:27:23] Alright. You're very welcome. We only have two more in the queue guys. We're still looking for our win of the week. Yes.

Chad Corbett: [00:27:29] Who, who set this up as a 500 level class today?

What's going on?

Jim Sullivan: [00:27:33] No, we haven't had, we haven't had a simple, it's funny the call yesterday after you hung up, somebody from West Virginia said. What's wholesale. What's probate. The most basic question we ever had, these are really in depth, the complicated questions today. Hey, we're here for whatever you guys need help with.

And there's over a hundred of you on the call. We're still looking for our win and we only have two more in the queue guys. So we got plenty of time left, hit star six and hit one in the meantime, next up is phone number ending in one, four, four, seven. You're up next.

How to Pay For Repairs and Improvements When A Seller is Tight on Cash Are you there are Youngstown, Ohio.

Caller: [00:28:11] I'm sorry I had you on mute. That's okay, go ahead. Yesterday regarding one of the role plays that was done, it was really good. It dealt with,  two brothers. they worked in a restaurant and servers. They needed to sell the property when one brother wanted to live in it.

The other one wanted to sell it. Do you recall that one? Yes. Okay. All right. My question is apparently they didn't have. Cash available. and the house, if they were to sell it, there were some things that needed to be done on roof and miscellaneous other things, titles. I think my question is if the descendants have ready and available funds, How do they get the repairs done or you're supposed to be the people that, take the ball and run with it and show them how to get things done.

But where does the money come from? L

Chad Corbett: [00:29:10] Lots of different ways. Katt, remember to link this in the show notes. There's a tip from the trainer posted. I did a couple well years ago. That's five ways to basically fund improvements, I think is what it was. so I'll spare you that you can watch that.

After this, if you go to all the leads.com and search five ways to creatively finance repairs, I think might've been the name of it. Post. You can use a contractor by turning them into a lender. So typically a contractor is going to be cost plus 15 cost plus 20. You can allow them to add a premium to their invoice, 10%, usually reasonable and standard so they could make cost plus 25 on this job, they would carry the invoice through to.  The closing. They have three layers of protection. They submit an invoice to escrow. They submit an invoice to the court and they're authorized to record a mechanics lien against the asset. So there's three different ways. I can three different layers of security for them as a lender.

And you give them a premium. That's why I tell you to find contractors who are running a business, not working a crappy job. These are the guys that have cash reserves, very professional business. They typically have strong cash reserves. They're oftentimes they're flipping houses, holding their own rentals, these kinds of things.

You can even do things with local real estate investors, pawn shop owners. The we buy gold guys. We buy junk cars. We buy mobile homes depending on what ground work at your end. These guys, these are all they're they're high yield debt investors. So most people don't think outside of the box, I think, Oh, a pawn shop guy.

He's he's not, he's just a savvy small business owner and he's providing a service that's needed in that community. So they typically are flushed with cash. They're looking to make short term high risk loans. This is the safest. if someone's going to advance a thousand bucks on a Ford Mustang, what is it like with, at an appreciating asset?

And you give them an opportunity to make 10% on their money, on an appreciating asset where if you screw up or someone screws up, they double their money. That is a, one of the best deals ever. So you can look at other investors and cash, rich people in your market and your sphere of influence, the easy button way.

Is you simply go to an estate advanced company, the preferred partner that after two years of vetting these companies, we finally found one we're comfortable with and it's probate cash. So probate cash compound, no space. And if you go to all the leads.com again, the top, right where you can, if you're listening to this after the fact, you can see it in the show notes.

Okay. just search probate cash and it'll bring up a, an ask the expert series that I did with the two founders of that company back in, I don't know, July, I think. so that's three there's five on that video, but those three ways, the other ways are you can get a HELOC. You could also do a reverse mortgage. If it's a surviving spouse situation, those two would work. You can use more conventional methods, but. there are a lot of different ways you can do it. I would suggest watch that blog post to watch the probate cash thing. And, you'll have more than one arrow in your quiver whenever you encounter this.

Caller: [00:32:11] Wonderful. Thank you.

Chad Corbett: [00:32:13] The one that I didn't, the other one is you turn yourself into a JV partner. So if you see that this house needs 50,000 work and it could sell for 150,000 more, you have an opportunity. And I would say you have an obligation if you ha, if you are an investor and you know how to do fix and flip, you can step up, establish a basis value for the assets today. Form a fresh LLC, a joint venture, a limited partnership, or a land trust and address the basis value and the control of sale. In that instrument, whatever your attorney's comfortable with, you go bring your contractors in. You pay for the construction and you get a higher listing commission on the way out, which is above the net.

And then whatever's left after you're paid your commission. Whatever that net is, you guys split 50 50, so you can create another, an additional $50,000 in equity for the family and an additional $50,000 in revenue for your company. It's called flipping a free house.


Bruce: [00:33:12] I'm going to throw in there, Chad and mention another way for the agents or investors.

it's specifically probably for the agents who don't have the cash to do what you just mentioned. Most of us have clients. that are sitting on cash and they want to be in the real estate space, but they don't have enough to drop into a flip or maybe they're just there, they're waiting.

And for example, I have three or four people that, will fund up to 20,000 in repairs under the same terms that you just mentioned, Chad, I'll take a higher commission. That's my fee for quarterbacking, the repairs, the upgrade. and then they'll take 50% of the, the gain.

So there are lots of ways to do this. Even if you don't have the money or don't have the pawn shop relationships. We have clients all over the place that have a little bit of extra money and want to be involved in real estate investment in one degree or to one level or another.

Caller: [00:34:06] Okay I wasn't

Jim Sullivan: [00:34:08] Awesome. I feel compelled to mention something, Chad, you said this is a 500 level call. If there's anybody on this call that is brand new and has just decided that this is all way too complicated. There's a good chance you'll go your whole career and never use any techniques we've talked about. The beauty of taking mastery is you can make a deal almost any situation, but the vast majority of probate, 90, 95% of them are just motivated absentee owners. They want to cash out. So don't, if you don't understand anything we've said so far, don't be intimidated.

These are very, the advanced techniques that we're talking about today. Good to happen in your quiver. You understand that,

Caller: [00:34:44] Okay, good. No idea. And I hadn't, I wasn't thinking outside the box.

Bruce: [00:34:49] Yeah. Perfect. I'm to, I'm going to throw in one more time. Cause what started this part of the conversation was the role play yesterday, where we went, where we were taking Danny down a pain funnel.

And if you guys didn't listen to the roleplay, go listen to it from yesterday. that particular example. Was a good opportunity to not only find a way to fund repairs for, for a client for a personal representative, but it was also a great opportunity. if you're an investor to go down the pain funnel, dig into the pain, dig into the need.

And make an offer. it was clear on that role play call that, that Danny was not going to be able to, fund some of these repairs himself. So if you don't have the relationships that you have the means to be the investor, Except asking better questions and accentuating that pain, just position the PR to be in a position it'd be in a place mentally where they're ready to actually let the property go as an investment.

Caller: [00:35:49] Okay, great.

Jim Sullivan: [00:35:50] Perfect. We have two more in the queue that should take us nicely up to the top of the hour. Next up is phone number ending in seven seven, seven, seven. You're up next.

Angelique: [00:36:00] Hey, my

Jim Sullivan: [00:36:00] name is

Angelique: [00:36:01] Angelique. I'm

Jim Sullivan: [00:36:01] in Tampa,

Angelique: [00:36:02] Florida. It's my first time actually on the call. And, you are talking about, actually a gentleman was talking about approaching attorneys and you gave  him a nice spiel, but I wasn't able to write anything down because I was in the car.

Is there a way as the, you're able to share that the, the, the information email or anything.

Chad Corbett: [00:36:24] So these are always recorded and archived. So you can find this as soon as tomorrow on our Facebook page, on our website, alltheleads.com or on your favorite podcast platform. Oh, on Facebook.

Where's it at?  it's an, all the leads mastermind has our private Facebook community. We have a, we syndicate to almost every major podcast platform and you can always go to all the leads.com and, in the menu at the top, you'll see the complete system and you'll see role play and mastermind archive, and their every single call we have close to 700 hours of these conversations archived there.

Okay. And you said all the leads.com and I'm looking at the website right now. where is it supposed to go even? I'm so sorry.

so if you go to yes, and YouTube is the other place I forgot to mention. so if you go to all the leads.com. You'll see in the top menu, you'll see ATL success systems and the third or fourth button down thing is this like second or third button down. You'll see mastermind and role play conference archive.

There's a podcast player at the top. The most recent call will be shown in the podcast player. Or you can go down and click into the year, the month and the specific call. Okay.

Remember the Facebook community, be sure to request, to join all the leads mastermind. There's about 11,000 of us in there. And then also on YouTube, be sure to look up all the leads. You'll be notified as soon as these calls are published.

Jim Sullivan: [00:37:54] Perfect. Next up is phone number ending in four seven zero one.I Want to Buy The House Next Door.  The Kids Are Done Dealing With it. How Can We Transfer Title?

You're up next.

Ryan: [00:37:59] Hello. Can you hear me okay?

Jim Sullivan: [00:38:01] Yes, sir.

Ryan: [00:38:01] Great. So my name is Ryan I'm from, Pennsylvania Philadelphia area. so I'm looking to buy this house that is next door. The original occupants owners, passed about a year or so ago. And at the time it is a year, their children walked away from the house.

So really just  I know how to get in touch with the kid.  there doesn't sound like they had a will when they passed, so I'm not sure what the next step is on how to approach them on, getting this house

Chad Corbett: [00:38:30] Well, it's very likely to have to transfer through probate.

Have you done the research on the home? Is it as, are there liens against it? Are there any mortgages?

Ryan: [00:38:40] Only one mortgage and it's several months behind. Okay. You know what the balance is? Is there equity in the home?

About 8,000

Chad Corbett: [00:38:49] The balance is 8,000 or the missed payments are 8,000.

Ryan: [00:38:53] The payments

Chad Corbett: [00:38:54] are 8,000 behind.

How much equity do you think is in the home?

Ryan: [00:38:58] Probably a good 70,000.

Chad Corbett: [00:38:59] Okay. So what you're going to have to do is make contact with the kids. If they haven't petitioned the court for probate, they need to, you might want to call and introduce yourself to the probate clerk and get familiar with the local process first.

Then when you make contact with the kids, yes. Speak confidently. And they will trust that you're going to guide it them through and connect them, get them phone number, email address, office address, and even directions to the office. Once inside the courthouse, go the extra mile before you pick up the phone and talk to the kids and I've had to do this before.

A lot of families just, they just check out and they just walk away. And I've had to take people to the courthouse and help them petition for probate so I could help them. Because that's the first step in the process. Someone has to have the authority to sign the purchase agreement. So one of the family members, or one of them, one of the family members have to step up or a fiduciary has to be appointed a public administrator.

And the first step in that is petitioning. Whoever's going to step up needs to petition the court for probate. Once that happens, you can make them, you can sign a letter of intent with them now to just to protect your position. But once they had the letters testamentary, then they can sign a purchase and sale agreement and you can see, I'm not sure in Pennsylvania, if you have to have court confirmation, you may be able to just go ahead and close.

You may have to submit that to the court for confirmation.

Ryan: [00:40:20] Okay. Her transferred title.

Chad Corbett: [00:40:23] unless the house, it sounds like they have enough equity. They're not going to qualify for the small estate exemption, so they will have to probate the estate. And that's the only way you're going to transfer a title. And I would say time is of the essence on this because the equity is just getting chipped away a day at a time, So that's why I'm suggesting you. Proactively basically hand it to them on a silver platter. Don't make a suggestion to bring a solution.

Ryan: [00:40:47] Okay.

Jim Sullivan: [00:40:48] All right. Get back to us. And if you need any help, offline, just reach out to us and get back to us. Let us know how it goes.

Ryan: [00:40:54] Alright, thank you.Building Rapport With A Seller That Has A Bad Impression Of Real Estate Investors

Jim Sullivan: [00:40:55] Alright, next up, Chad, do you have to leave for mastery? Are you good? No, Mastery's at three today. Okay, good. We have two more in the queue. Then next up is seven four, two eight.

Dave: [00:41:06] Oh, Hey guys. I was just calling real quick. I had a old lead I, that's where I'll leave. I decided to do a text message campaign on, just to see if I get some response.

I did get a couple and one in particular was very interesting. It's the reverse of what you typically think. she wanted nothing to do with talking on the phone. She wanted a text. And then went at it more as an investor

Jim Sullivan: [00:41:32] offering to buy, see

Dave: [00:41:34] if she would be considering we'd consider an offer on the property.

She said, sure. she kept pushing for a price. And so I threw something over, and I think, I just needed to get on a call with her or zoom or something. Her initial response actually was, a little bit suspect. I want to meet you in person.  and I said, I'm remote and zoom call. And she's no, if you're interested in sending an offer, go ahead.

And, so now it's stalled out. I gave her a number. She said, send me pictures of houses like mine you bought at that number. I guess I'm wanting to really understand before I put a whole lot more time into she's really looking to sell or she's just dragg ng me along. It's a little bit of a concern.

Chad Corbett: [00:42:18] Is this on Brevard County, Dave?

Dave: [00:42:20] It is. Yup.

Chad Corbett: [00:42:21] Do you have someone that can go by and meet with her? Let me ask a better question.

Dave: [00:42:25] Is she in

I haven't gotten there. Apparently. She must be if she's wanting to meet personally, she's got to go in her life, phone number and, yeah, I've never come across this one.

I'm assuming she is there because of that admission.

Chad Corbett: [00:42:41] You have a contractor on the ground?

Dave: [00:42:43] I do. Yeah.

Chad Corbett: [00:42:44] I think what I would do here to get her attention, because she's probably shopping you as my opinion. And I'm sure I'm telling you what, you already know. You don't have rapport and she's trying to hold you at arms length because she's afraid you're going to take advantage of her based on the experience she's had with somebody else.

Dave: [00:42:58] Sure.

Chad Corbett: [00:42:58] If you can get your contractor over there to meet with her or caretaker and he can do a video. And then I would overnight her, or at least send them a priority express envelope, a legitimate purchase and sale agreement with a fat earnest money deposit. Are you going to close on this one?

Dave: [00:43:14] Probably not. I got a couple of buyers straight there that are ready to go.

Chad Corbett: [00:43:19] Okay. A trick that I've used and situations like this pump the earnest money up because everyone else was offered a hundred bucks in earnest money or 10 bucks in earnest money. So if you can show her in good faith, you had a guy go over there, you looked at it.

You're not bullshitting her. you have had a partner put eyes on the house and give you a construction estimate and you can enclose that construction estimate so she can see that it's legit send her a purchase agreement. with everything, but the price filled in. and, put a post it, note on it and say, I've done my research to let you know I'm serious.

And then I, that I, and, she'll see an earnest money deposit, let's say 50,000 bucks, or maybe 20,000 bucks make it surprise her, but I wouldn't go over 20% in case a guy's using financing. you don't want to have to deal with that. So maybe 20% earnest money. And then just ship it off to her in an unconventional way, like a FedEx overnight, or a USP S express priority.

And you can just on the post it note, just say, I don't know how to finish this without talking to you. So please call me when you're ready to speak and put the ball in her court and show her that you're serious, that you're gonna, you're willing to step up and you have already, and you'll probably get a call back cause no one else is doing that.

I bet.

Dave: [00:44:31] Okay.

Chad Corbett: [00:44:32] The other thing that if you don't get a response and, in addition to that, the other thing you can do is have your contractor take a Manila envelope with him and seal it and tape it inside the front door where it can be seen from the street. Neighbors will be calling her saying, Hey, someone posted something on the house.

there's this yellow envelope. Should I go get it? Do you want me to get it? Do you have a key? And you'll get her attention that way too.

Dave: [00:44:54] Okay. Good stuff. Thank you. Yep.Are People Finally Getting Rid of Landline Phones? Adjusting Your Marketing for COVID-19 Impact

Jim Sullivan: [00:44:58] Last step is phone number ending in one seven five nine. You're up last.


Stefan: [00:45:03] Hi, I'm Stefan  out in Northern California. I'm just getting started on the weekly calls after sending out my letters. And the last, I did about 20 calls, yesterday. And, about 50% of the leads, the numbers have been disconnected and the email addresses are no good.

And I'm, since I'm just starting, I'm not sure. Is this normal or is it is a COVID because I noticed the death date on a lot of these leads is back in March or April, and I'm just getting the lead, now, That's quite a delay between the time of the passing. me getting it, getting the lead.

Chad Corbett: [00:45:38] Sure. We're at the mercy of the court on that. So there wasn't much we could do as far as the numbers, like that's an extremely high rate of disconnected numbers. Typically, we have 80 to 90% accuracy and connectability on our numbers. If you could email support and let us know which specific list you're talking about, what we'll take a look at it and see, if we can figure anything out about it, it may just be the nature of your area.

Jim Sullivan: [00:46:04] Chad, I was just going to ask, is it the second, third and fourth column of numbers? It's mostly disconnected or is it the first and second? Have you noticed?

Stefan: [00:46:12] Oh, I usually start at the top with the first number and then I work my way down and usually it is the first and second number. A lot of times that are disconnected. Okay. Yeah, so many people are, abandoning their landlines. So there could be part of it, I just connect to my landline in my house cause they never use it. I just use my cell phone.

But, that might be part of it. I don't know. But I was just wondering, cause I'm just getting started. So yeah. So I thought it might be unusual and it's probably partially due to the virus thing going on with the delays.

Chad Corbett: [00:46:41] I'm really curious if it's because of kind of the economic uncertainty and people trying to

preserve as much cash as possible. I wonder if a lot of people have started to shut down landlines. Cause it's just one expense they've been thinking about getting rid of, but this was finally the last straw and they said we can live without it.

Stefan: [00:46:59] Yeah, that could be part of it. Cause I know there's a lot of them, after you've been in sales for a number of years, you can start recognizing. A landline, They looked different than cell numbers. I thought one, I could send a letter to the people who I couldn't reach the phone and just say, Hey, listen, I tried to call you, but your line, your numbers disconnected.

Did you get my letter?

Chad Corbett: [00:47:18] Yeah. If you're not, you should be sending letters to all of them. If you're not doing that, you're definitely losing a lot of opportunity.

Jim Sullivan: [00:47:27] I've got to say also that there that makes the win. If the first and second are disconnected, it really makes that third, fourth and fifth phone number more valuable because probably most people aren't going to go the extra mile.

It might be a relative of the person you're trying to look for, but. I would call all the way through all the numbers and see maybe if you get better success with the, what, the ones that are related to them. And Chad said, yeah, do send them letters also.

Stefan: [00:47:52] So how often, would you say send the same letter again in a different letter? Switch frequency?

Chad Corbett: [00:47:59] Ideally it's, with direct mail and probate, it's more about being there when they're ready. Some will be ready immediately. Like the day as a day after filing, there'll be ready to sell. Others will take two to three years. And in your market you have long judicial backlogs right now.

I mean there's people waiting three and four months just to get to their next hearing. so they've been. Paying, paying for the property insurance and all the caring expenses and everything. So it's a lot of those older ones are even more motivated now. And a lot of the newer ones will become highly motivated after they sit around and do nothing for several months.

So all that said, if you have a budget to support it, you should be marketing for at least a year. if you really want to do well with this and extract every bit of opportunity, stretch it out the two years, we found a lot of success of the 24 months. You can get a pretty decent conversion rate.

So it's what your budget will support. But I would, as a absolute bare minimum is three months of letters. One letter per month for three months on each one, followed by a phone call. But ideally like our most successful subscribers, they're continuing to mail until they've spoken to everybody.

They're continuing to call until they've spoken to everybody. And there's no surprise. Those are the people that are in seven digits of revenue with this one single strategy and one single County. Huh. All right. good take. Yeah, I guess I'll probably, what do you think about, I don't know. I think maybe I should send a different letter every time I thought that I tracked pretty meticulously my first 12,000 pieces of mail.

I had six return to senders. I had about a 2% conversion rate and most, all the letters that are available to you. I was shuffling through doing sequences, Doing the same one over and over, and it really didn't change it wasn't, it was barely measurable the difference the content on the letter.

It was more about the time that it got there. It just went on when they're ready and they will call. And, there's a common theme between all of our letters. I'm not proposing that any old letter will work. I'm saying that the letters we've provide to you guys have, are backed by. Tens of thousands of dollars of button, budgets to prove they work.

So it doesn't, as long as you're choosing it from that, from our letter, poor mailbox motivated all of those work and they've all worked in various types of markets. So don't overthink it. And, it's I found ultimately after doing this for awhile, what worked for me best was to send the same letter three times on autopilot and never looked back.

And I was able to maintain 6% conversion rate over time, sending the same letter over and over because by the time a month passes and they've gotten letters from other people, they don't even recognize the redundancy, but. When they're in the right mindset and they get your letter and see the contrast of that to all the other ones, they don't even need to remember.

They've seen your letter before. They just need to know that you're different and they're going to call you first and probably only you.

Stefan: [00:51:01] Alright. Okay. thanks. I appreciate that.

Jim Sullivan: [00:51:04] All right, sir, we appreciate you. Anything else?

Stefan: [00:51:07] No, that's it. Thanks.

Jim Sullivan: [00:51:09] All right, guys, that you are the last caller of the day.

I want to thank each and every one of you for being here today. I want to particularly thank those who actively participated. I want to challenge each of you. Take one idea. One thought, one thing that inspired you on this call, go out and put it into practice and come back and share the results with the group.

Next Thursday, stay healthy, stay productive, and we will talk to you. Same time. Next Thursday. Take care, everybody.

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Preview for Probate Mastermind Real Estate Podcast Episode 298

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

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

Probate Mastermind Episode #298

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


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

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


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


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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

See More:

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

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

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

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

Wholetailing vs. Wholesaling Real Estate (26:28)

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

See More: Cold Calling Widows/Surviving Spouses in probate




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Episode Transcript

Probate Mastermind Real Estate Podcast #298 Transcript

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

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

Thanks for listening to the Probate Mastermind Podcast!

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

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

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

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

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

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

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

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

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

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

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

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


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

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

I thought that was really good.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

I trusted them and I shouldn't have

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

So I just wanted to say, thank you.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

We really appreciate it.

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

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

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

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

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

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


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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Thank you guys.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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


Jim Sullivan: [00:28:15] We

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

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

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

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

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

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

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

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


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

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

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

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

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

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

Thank you, Chad.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Mary: [00:36:10] No,

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Or what's the, sweet spot.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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


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Preview for Probate Mastermind Real Estate Podcast Episode 297

18 Live Q&A That Will Up Your Real Estate Business Game. PLUS: Free house using Sub2 Financing?! | Probate Mastermind Podcast #297

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

Probate Mastermind Episode #297

Recorded Live on September 24th, 2020 (Join Us Live Every Thursday)


In this episode of the Probate Mastermind Podcast, you’ll learn best practice tips for setting a prospecting schedule and sticking to it; scripts for voicemails and callbacks from prospects; and how to write a value proposition/USP for leads vs. attorney prospecting.  The coaches from All The Leads help put transactions together with live deal analysis, breakdown the differences between taking the short sale vs. Subject To route, and help advice an investor on relocating an occupant so the forced sale of a divorce home can proceed.  Other topics include delivering price options during an appointment with a seller, structuring your real estate business for brokerage and investment, how to use Google My Business for Lead Generation, and how to find a property owner for driving for dollars properties when skip tracing doesn’t work.


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


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Detecting False Positives in Big Data (1:16)

Jim Forsythe (Mobile County, TN) has a lead in his Probate Plus+ file that shows 3 ancillary properties in Colorado.  However, the deceased has no primary property.  What would explain this? Chad and Jim discuss.

Sticks Vs. Carrots: How To Relocate Occupants Before Forced Sale Of Home in Divorce (3:43)

Janie Howard (Colorado Springs) is just getting started with All The Leads.  She already got a call from an attorney offering her a divorce lead because the attorney learned about Janie’s probate training.   The client is in Virginia and the court has ordered that the house in Colorado Springs be sold.  The wife lives in the house with her boyfriend at this time, and has no intention of moving out.  What can Janie do? Chad and Janie discuss approaching this situation with sticks vs carrots.

Chad also recommends ProbateCash as a contingency option. Grab The ProbateCash Summary and Contact Info

How To Find Social Workers For Sensitive Real Estate Relocations? (8:42)

Chad provides tips for finding a social worker that works locally to help with sensitive situations, such as real estate relocations and evictions, and the situations that might make moving difficult for an individual.

See More: Unexpected Places to Find More Listings and Deals – Probate Referrals from Medicaid and Social Workers

Live Deal Analysis: How to Get A Free House with Subject To Financing/Sub2 vs Short Sale (9:24)

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

Short Sale Help: Pam Sullivan 954-584-0000

Chris Fontaine: Real Estate On Your Terms

4 Price Options You Should Offer Every Seller, Whether You’re in Brokerage or Investment (14:24)

Caller asks for a summary on the different price options Chad laid out on episode #296.  Chad summarizes the four options and how he defines them.

See More:

How to Walk Out of Face-To-Face Appointments With PAPERWORK SIGNED – Whether You’re An Agent, Investor, or Wholesaler. https://alltheleads.com/tips-winning-face-face-appointments-start-finish-probate-real-estate-training-top-plays/

Probate Mastermind Podcast Episode #296 https://alltheleads.com/probate-mastermind-real-estate-podcast-296/

Best Probate Training: Chad Corbett’s Probate Mastery vs MTI’s Probate Course for CPE/CPRES Real Estate Designation (15:16)

Tanya is looking for a probate certification course and is curious what the difference between the CPE and CPRES designation is.  Also, Tanya is trying to learn everything she needs to know about Probate to best help the people in her area that are going through the process.  Chad breaks down how he designed the 3-day Probate Mastery course, and how if you watch it on-demand you can get started full-force in probate in just 3 days time.

Older Leads, Small Estate Exemption, and Texas Muniment of Title (24:54)

Kathy is doing follow-ups with older leads, but some of them are showing “dropped” in the probate case filings. Why is this? Chad describes something unique to Texas probate called Muniment of Title.  With Muniment of Title, real property can be carved out of the estate.  For families where the house is the biggest asset, removing it from the estate often qualifies the estate for the small estate exemption and probate no longer needs to be filed or completed.  Chad and Kathy discuss how these are still great leads to call (especially since nobody else is marketing to them), and that your approach should really be no different.

Ringless Voicemail Risks and Alternatives 2020/2021 (26:51)

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

Voicemail Scripts for Probate Real Estate Calls: What if a relative, spouse gets the message? (28:24)

Dave is looking for a voicemail script that can be used for any number he dials.  Some of the numbers belong to a spouse, relative, or household landline associated with the personal representative.  This means the person listening to the voicemail won’t always be the executor of the estate, but a person with a secondary relationship to them.  How can Dave leave a voicemail that works for any recipient? Chad gives a short and simple voicemail script that has always worked for him.  Next, Chad leaves Dave with some advice on handling inbound return calls from people who have received his voicemail.

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

Structuring Your Real Estate Business as an Agent-Investor Team: Liability, Subagency, and Disclosure (30:27)

Isaiah is an investor and his wife is a real estate attorney.  His wife is about to get her sales license.  How should Isaiah and his wife structure their business in a way that he can handle most of the day-to-day tasks of prospecting/admin work? Chad breaks down two strategies to reduce her workload down to agency (pricing, listing conversations) and closings, with Isaiah handling the other tasks.  Chad gives critical advice on avoiding subagency and liability issues, as well as a tip for seamless disclosures.

Can I Make Money With Probate Real Estate Investing Part-Time? (35:07)

Yes! Chad breaks down time management for effective prospecting. The goal is always to work smarter, not harder, and you can make a lucrative pillar in your business through probate real estate with just a few productive hours every week.

Success Story: Winning B2B Relationships With Attorneys (36:35)

Isaiah discusses a relationship he’s developed with an attorney, and how he got his foot in the door to start co-marketing and sharing referrals. Chad discusses this strategy all the time: Isaiah put it into practice and now has a great B2B relationship on the books!

Using Google My Business For Local Real Estate Lead Generation (37:50)

Isaiah offers advice on using Google My Business for Inbound Lead Generation. He shares how he set up his business and location and what types of leads are coming in from this channel. Awesome tip!

Your USP for Prospecting Personal Representatives vs. B2B Relationships  (39:34)

How can I leverage my CPE probate certification when prospecting attorneys for B2B business? Should I use the same USP and title when introducing myself to attorneys that I use when speaking with families going through probate? Chad, Bruce, and Jim share tips on crafting a value proposition for attorney prospecting.

Real Estate Scripts: How to Answer A Call-Back From A Prospect (41:56)

Dave from Colorado jumps in.  He might be interested in buying the property Jim Forsythe mentioned at the beginning of the call, and if not, will point him to an agent who can get it sold.  Dave asks a question on handling a call back from a voicemail, where the lead is abrasive and asking why you’re calling them.  Chad runs through his one-line script for handling this objection and what your objective should be for these types of call backs.

Skip Tracing Vacant Probate Homes to Find Heirs, Relatives: Driving For Dollars Tips (43:22)

Derrick is going the extra mile to find the owner of a house he found while driving for dollars.  He found out the owner passed away and was an orphan.  The taxes are being paid, but the grass is incredibly overgrown.  Derrick wants to contact whoever is in charge to discuss buying the property. Chad gives advice.

Prospecting Success Story: How I Got Motivated To Make Phone Calls (46:04)

Eddie jumps back on to share his success with applying the 90-90-1 rule. This was the missing link in his days! 

Prospecting Schedule: Best Time To Prospect Attorneys for Business by Phone? (46:51)

Eddie is trying to set an effective schedule.  What time should he block off and dedicate to cold calling attorneys for B2B relationships? Chad shares his tips.




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Episode Transcript

Probate Mastermind 297 Recording

Episode Intro: [00:00:00] Welcome to the Probate Mastermind Podcast. In this episode, you will learn best practice tips for setting a prospecting schedule,  leaving voicemails, answering callbacks, and prospecting attorneys for B2B relationships.  The coaches from All The Leads help put transactions together with live deal analysis and discuss strategies for relocating occupants, presenting Subject- to as an alternative to a short sale, and presenting price options on appointments.  Other topics include how to structure your real estate business for an agent-investor partnership,  how to use Google My Business for Lead generation,  and how to find a property owner when driving for dollars if skiptracing doesn't work.  These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors all across the country, and can be found at All The Leads.com slash Blog, or in the All The Leads Mastermind Facebook Group.  Thanks for tuning in, and don't forget to subscribe to future episodes.

Jim Sullivan: [00:00:59] Welcome remarkable agents and investors nationwide! Today is Thursday, September 24th, 2020. And this is Mastermind Podcast #297 coming up on 300 times. We've done this guys and we couldn't do it without you.

Jim Forsythe: [00:01:17] I've got two questions

Jim Sullivan: [00:01:18] Perfect. Jim, go ahead.

Jim Forsythe: [00:01:19] Okay.

I think, you know the answer to both of them, Probate Plus questions. Just got some new leads in Mobile County.

And one of the properties has three properties, but they are all in Colorado. And

now the attorney is in mobile, but there's not a primary residence or a secondary home in mobile County. Just wondering. What the reasons for that might be I'm sure I know, but...

Chad Corbett: [00:01:44] It could be an investment property. So they may have sold their primary residence and they were living in a nursing home or renting or living with a family member, but they held the portfolio on Colorado.

So you've got an ancillary probate happening in Colorado where their real assets were

Jim Forsythe: [00:02:00] Well, add a little bit to this. The Colorado primary residence is 2.5 million dollars.  So, would be a hell of a referral.

Chad Corbett: [00:02:08] What part of Colorado? What market?

Jim Forsythe: [00:02:11] Denver.

Chad Corbett: [00:02:12] Okay.

And is it commercial or residential?

Jim Forsythe: [00:02:14] Residential. Yeah, 9,015 square feet. Home built in '62. 10

bedrooms. But get this, one bathroom.

Chad Corbett: [00:02:24] I'm betting....

Jim Forsythe: [00:02:25] ... That doesn't sound as kosher with.... Okay. I that's kinda what I figured, something like that. We'll still be making calls to it. The second one is,

Chad Corbett: [00:02:35] and Jim wants you to remember, we've got a few subscribers in the Denver Metro market, depending on which County it is, I'll introduce you to. Just let me know whenever you make contact with them.  We'll get them set up with the right agent for that property type

Jim Forsythe: [00:02:48] Absolutely

Jim Sullivan: [00:02:49] Obviously that referral fee could, pay for your marketing to leads for years. That'd be great.


Jim Forsythe: [00:02:55] I've already put a pen to that one.

Jim Sullivan: [00:02:57] Oh yeah. Good

job, buddy. That's great.

Jim Forsythe: [00:03:00] Yeah.  The second question - this is the second time he's come up in the last couple of weeks - have a property with a same address,  same city, state, everything, but one of the addresses is North and one of the addresses is South and I've not made the call to either one as of yet.

Could that be an accident, or just something across the street from each other?

Chad Corbett: [00:03:21] I would guess that one of them is a false positive.

Jim Forsythe: [00:03:24] That's what I figured.


Chad Corbett: [00:03:26] The only way to really know what you want is to give 'em a call


Jim Forsythe: [00:03:29] Yup. Yeah. Okay. Very good guys.

Y'all have a wonderful week

Chad Corbett: [00:03:34] You too. Thanks, Jim.

Jim Sullivan: [00:03:35] All right,  Jim.

Good job buddy. And stay healthy, man. Under the

Chad Corbett: [00:03:38] circumstances. Good. Good for you, man.

Jim Sullivan: [00:03:40] All right, next up is phone number ending in zero four, two seven. You're up next.

Janie Howard: [00:03:45] Hi there. This is Janie Howard. I'm in Colorado Springs. I am brand new, and Chad, I need your guidance.

I got a call from my attorney about an hour ago. He knows I'm pursuing probate business and he offered me a divorce lead. He said that his client is in Virginia and the good news, the court ordered that the property here in Colorado Springs, be sold. but the bad news is his wife is still in the house. She's an alcoholic in pretty bad shape and lives with her boyfriend. And I understand that she's not leaving. Apparently there's an agent involved, but nothing's been signed. The agent gave, it sounds like an 80% offer to the.

client who's in Virginia. And he's not very pleased with that. My attorney asked me if I was up for this, and of course I said, I am, this is what I've been trained for!

He's asked the husband to connect with me and I have his number as well now. So I need your coaching on what my first call should look like.

Chad Corbett: [00:04:52] Well, you're thinking you're going to refer this, correct

Janie Howard: [00:04:57] No, I'm in Colorado Springs and the property is in Colorado Springs.

Chad Corbett: [00:05:01] Oh, I misunderstood. I thought the property was in Virginia. Okay. I understand. Okay. So what do you need help with? Like how you get her out of the home?

Janie Howard: [00:05:14] Yeah. How would I approach him suggestions on how I would get her out of the home.


Chad Corbett: [00:05:20] Sure.  You probably heard me talk about it before. There's the carrot and there's the stick and we always try the carrot first.

So my first question is anyone willing to pay her moving expenses and help her find suitable housing and the family?

Janie Howard: [00:05:33] Okay. So that would be one of my questions for him.

Chad Corbett: [00:05:37] If he's willing to advance her the money, then you can contact a property manager, find her a suitable place to live. He can pay for it. Find a moving company. He can pay for that. If he's unable or unwilling to do that, then the next step would be, can you do it through social services?

Can you contact the housing authority? Can you contact a social worker and can you find suitable housing before you make contact with her? So if she's in that situation, she's probably not in the most stable mindset. So showing up saying, you know, we're gonna, we're going to find a place for you to live is going to scare the hell out of her.

And she's probably behaving erratically anyways. So it could blow up really quickly. I would rather you approach her and say, you know, listen, I spoke to your brother. It's very important to him. And also to me that we know that you have, we improve your situation. So we've actually made contact with a property manager.

We found this house on this street and we've got a HUD voucher to pay for it. and all you would have to do is, you know, make sure you can get your stuff moved by this date. So it's gonna land way more softly on her because she doesn't have - her brain doesn't have to go into that " oh my God, I'm going to be homeless!"

Because you're presenting it to her as a solution, not a possibility.

This is where, you know, this is why you have social workers on your team. You don't get monitored, you don't monetize that partner, but they can do some really difficult, really valuable work that we're just not gonna be able to do.

So I've helped people in these situations. Like sometimes alcoholic can even go into longterm care facilities or rehab facilities as part of a social program. And then when they come out, they'll have, you know, they'll have a HUD voucher and more suitable housing than they had to begin with.

Janie Howard: [00:07:17] Okay.

Chad Corbett: [00:07:17] I would find out if there's a willingness for the family to help and pay for those things. And even they could even take that back in the final accounting for the court. It's not that they have to pay for it. They just need to advance the money.

The other alternative,  is she an heir? The occupant?

Janie Howard: [00:07:33] Well, it's the wife of the husband, who's the client of my attorney. So it's his wife alcoholic living there with her boyfriend.

Chad Corbett: [00:07:43] All right.  This is a 2020 deal if I've ever heard one,

Janie Howard: [00:07:50] ..Right!?

Chad Corbett: [00:07:52] Yeah. So I would say step one, see if there's the wherewithal and the willingness to get her into a more suitable situation to get the house vacant. And if not, then I would go the social services route.

There's also the possibility that you could connect her with ProbateCash. One of our kind of preferred partners, they do a state advanced lending. So if she's due something from the inheritance, let's say she's due a hundred grand they'll loan her as much as 25 grand.

Bruce Hill: [00:08:17] This is not a probate. Is it? This is just strictly divorce

Janie Howard: [00:08:21] No, no, this just a divorce. Yeah.

Chad Corbett: [00:08:22] Okay.  You can also advance people money in the event of a divorce. You could leverage, hard money lenders, real estate investors and pawn shop owners are deal makers. if you can say, you know, listen, here are the assets she'll be due in the divorce.

Can you advance her this cash then that I would say that's your solution C.

Try and be first.

Janie Howard: [00:08:43] Okay. And a real basic question. I just contact, the County here for a social worker

Chad Corbett: [00:08:50] Yeah, you can usually just Google social services, Colorado Springs, and the number will pop up. I got really lucky in the first person I talked to is amazing.

She's helped me with several deals. You may have to bounce through two or three different people, but they tend to be people who gravitate toward that career are very compassionate and very helpful usually. So it's pretty easy to connect with the right one.

Janie Howard: [00:09:13] Well, awesome. Chad, this is really helpful. I didn't expect to have such a challenge before my letters have even gone out.

Jim Sullivan: [00:09:21] No, that's a terrible problem to have! All right. Thank you so much. Next up is phone

number ending in zero four five six.

You're up next.

Josh Schoenly: [00:09:31] This is Josh Schoenly. I'm in central PA, Harrisburg, Mechanicsburg area. I am trying to figure out how to help a seller that I met with earlier this week.

She's super motivated and ready to go. It's a reverse mortgage.

The balance is like 137, 135, somewhere in that neighborhood.

The problem is: To flip it, the amount of renovations it would need, there would be no equity, in the deal. To rent it, it certainly wouldn't need quite as much.

Just I'm racking my brain for if or how I could potentially help

this person. she's already moved on in her mind. She's got a place in Florida. She's been battling illnesses. She just wants to be done with it.

Jim Sullivan: [00:10:16] If I may, let me ask you a couple of questions before we all answer: Is the condition it's in, would it appraise for more or less than what's owed?

Josh Schoenly: [00:10:24] Less.

Jim Sullivan: [00:10:25] Okay. Then that's a reverse mortgage short sale. That's not, we've seen a number of those,

What I would

strongly suggest and you set the executor is cooperative, right? She doesn't want anything out of it.

Josh: [00:10:36] It's not a probate. It's not a probate.

Yeah. It's just a motivated seller, but I knew you guys would bring, bring some great, perspective.

Jim Sullivan: [00:10:46] That's a classic short

sale. And

one of the reasons I jumped in. Before probate, my wife and I started a short sale l company about 15 years ago. She's still doing it. She's done over 2000 of them.

So I'd reach out to Pam. It's probably a coin flip, whether you're going to be able to get it enough under appraisal to make it worth it for you or not. Are you a realtor also or not?

Josh Schoenly: [00:11:06] Yes. Yep.

Jim Sullivan: [00:11:07] Okay, good. Well, either way then, you know, even if you sell it, you have to sell it for market value as a realtor.

You know, if they, if Pam can negotiate enough of a low price, that it's worth it as an investor, then you jump in. If she can't, then at least you get your real estate commission, you know, one way or the other, but she'll handle the whole thing for you and start to finish. Do you have her contact info?

Josh Schoenly: [00:11:27] I don't,

Jim Sullivan: [00:11:27] Give her a call.

It's Pam Sullivan. And the number is ( 954) 584-0000.

And I'll give her just in case you miss each other. I'll give her your number also.

Josh Schoenly: [00:11:39] Perfect.

Chad Corbett: [00:11:40] Josh, If you want the house, there is an equity play. You're familiar with how reverse mortgages work and how the foreclosure process works?

Josh Schoenly: [00:11:47] Yeah, well, I guess somewhat,

Chad Corbett: [00:11:49] So you know the payoff, do you know when the house, when was, what was the date? The house was vacated?

Josh Schoenly: [00:11:55] Well, it's not vacant yet.

Chad Corbett: [00:11:56] Oh, perfect. So you have a six month window to take this as a sub-to, do your rental rehab, stabilize it and refinance it with a community bank. Boom.

You get a free house.

Jim Sullivan: [00:12:06] But with Chad, he said that it would have ...

Chad Corbett: [00:12:08] You HAVE to refinance it within the six month window. After cap X, he's going to have a higher appraisal; it'll appraise at 150, 160, probably.

Josh Schoenly: [00:12:16] I gotcha.

Chad Corbett: [00:12:16] Through a community bank, you'll be able to get 80 to 85 LTV on the commercial side.

So by the time you do your CapEx and put a tenant in there, you'll be able to get your cash out refi and probably come out of it with a little bit of cash. But you'll definitely have a free house

..And a tenant.

Josh Schoenly: [00:12:32] Would you present both options or would you,

how would you personally approach it? Would you try that as option one and that's

Chad Corbett: [00:12:40] I always try to let the consumers outcome decide the strategy and it costs me money sometimes, but I have no trouble sleeping.  In this, you can both win because in my opinion, the best strategy for her is to get out of this quickly.

So the sub-to closing is going to happen in -  I don't know - five to seven business days? And a short sell closing is going to take three to six months.  She can get the house closed, faster and move on with her life.

You can get a free house.

Everybody wins.

Josh Schoenly: [00:13:09] It has been so long since I did a sub-to.  Where would be a

good place to start to figure that out in PA. it has been twelve years.

Chad Corbett: [00:13:15] Chris Prefontaine

wrote a book called Real Estate On Your Terms, about a four and a half hour audio book. And he also sells a creative financing course, if you need more than that.

But if you find that good savvy real estate attorney, who's working with investors, they'll help walk you through the purchase agreement. Before you go on the appointment and just say, you know, what  let's pre-write our sub two clause and make sure it's correct.

But you just need to be well aware, you should close the house into a land trust as well. I think in PA you still have to pay transfer costs, transfer stamps up there, but if you close it in the land trust, the lender sees it. They're going to see it as an estate planning move.

Even if they do call it, due it on sale, you still have whatever your foreclosure process will afford. Probably three months to get your rehab and refi done.

Josh Schoenly: [00:14:00] Yeah. Okay.

Jim Sullivan: [00:14:01] Yeah, I would say too, it depends on how much you're going to put into it. Cause you know, the risk reward, if you're going to put the money into it, just make sure that you're going to be able to get it back out.

That's what I would look at.

Excellent. Did that help?

Josh Schoenly: [00:14:12] That was fantastic. Appreciate it.

Chad Corbett: [00:14:14] One last thing. When you talked to Bob, we needed to get back on the phone and pick up where we left off.

Josh: [00:14:18] Yes. Agreed.

Jim Sullivan: [00:14:21] Alright, next up is phone number ending in two zero seven five. You're up next.

Caller: [00:14:26] Yeah, thank you.

Last week. I think it was, Chad had said that when he went, I went out to meet with a prospect and went out as a real estate agent. He would give them the price of full market value, wholesale, and there was a third option. And what was that third option?

Chad Corbett: [00:14:47] As-is .And my personal definition of as is what can I, what price can I guarantee I'll have a ratified contract in seven days and a closing in 30 days.

Caller: [00:14:57] So As-is, full market value, and then is there a third option?

Chad Corbett: [00:15:01] Cash or wholesale.

And then the fourth option could be, you know, renovated retail. So if you're gonna do a complete renovation and sell it for top dollar.

Caller: [00:15:11] Okay. All right. Thank you.

Jim Sullivan: [00:15:12] Alright, appreciate it. good questions today.

And they're short and we're getting through a lot of people. I love it. Next up is phone number ending in seven six five two. You're up next.

Tanya: [00:15:22] Hey, my name is Tanya and I live in Charlotte, North Carolina, and, I'm new to this, probate real estate way to get leads.

I'm interested in the mastery class. And so my. The certification that you get through that class is, what is it? Certified probate expert.

But then I was looking online. There are other certifications that I see other realtors using CPRES. So I don't know like what the difference is.

And if you use that CPE on documents and marketing materials, does that hold as much weight as the other?

Chad Corbett: [00:15:53] So  it is accredited through us, not through NAR or the state or anyone else. So any pretty much any designation you get is accredited through whoever is offering that coursework.

With probate mastery. I designed it largely around  psychology people in situations.  It's not so much focused on law and logistics because you don't really need to know all that. We give you a basic understanding of the probate timeline and process.

Other courses tend to focus more like they're educating attorneys.

They teach you all about every little intricate detail of probate, but they teach you less about how to deal with the people in the situation.  So probate mastery is it's built to help you learn how to attract business, get engagement, hold engagement, build rapport, and doing the right things in the right order.

Other courses are more laid out to help you understand everything about probate, but it's not as how-to .

So I would say that Probate Mastery's... It's designed to beat the learning curve down to a matter of days or weeks versus learning about probate, everything about probate, and then having to go learn the people's side of it yourself.

So we're very focused on the human side of the probate

Tanya: [00:17:02] I feel like I need those aspects, so does the Probate Mastery offer some technical training too? Because I don't want to sound like a fool going into it.

Chad Corbett: [00:17:10] Yeah. In session one, I'll take you through the overall numbers.

So why this is a big opportunity over the next 45 to 50 years? We'll actually look at the sheer numbers of people that have gone through probate, and will go through,  why that's an opportunity, why it creates so much urgency, how the lack of estate planning and so you'll understand...

If you look at the logos for mastery, that weird symbol is the international symbol for empathy.

So I'll take the logical side of it and then show you the human side of it. And that as a result is an empathetic understanding of why these people need our help and why it's such an urgent situation. From there we go into, from the moment somebody passes away, until probate filed, to the confirmation hearing, until they get the documents, when they have the authority.

I'll walk you through the entire timeline and process and explain to you. I don't need you to be a probate attorney. When you come out of the course, I need you to speak confidently about the process and make those people feel comfortable with you and your level of professionalism.

And you'll absolutely get that.  So that's session one. Session two is more on what is your specific strategy? You hear us talk about the call, we just talk you know, Josh, that's more of an advanced tactic. We teach those things like even to the level where you partner with the estate and you guys split the equity that you build into the property.

So we'll go from basic: Here's how you take a listing

to: Here's, how you do more advanced things to really maximize equity for your business and for the estate.

And then session three is all about people.  So we're focused on how to get the engagement in the beginning of a phone call, how to build rapport, get all the information that you need to offer these options and keep them engaged without wearing them out.

And then also how to handle the appointments. So it ends up being, about two to three hours of instruction and then.

Three to four hours of open Q&A. So the course is running anywhere from typically 12 to 16 hours, over three consecutive days

With other people, you're going to pay twice as much and you'll get about five hours of content.

So I'm as thorough as I can be. I literally teach you everything I've ever learned about it.

Tanya: [00:19:13] Okay. And then let me ask you one more thing. Thank you for that. so in terms of like timing and signing up for the leads and sending the initial letters and doing the initial phone calls, do you recommend, like for someone in my position that doesn't have a lot of experience with this to wait until you take that so that you can position your so that you can be in the best possible position to win and convert the leads

....because I want to get started, but on the other hand, I don't want to... not do right by the people that I'm going to be calling, you know, cause that's gonna make me

Chad Corbett: [00:19:44] best of both worlds. So because the class is only taught live and only once a month, if you sign up today, you'll get the recordings from the previous class.

So you'll have access to you'll have access to the full course, you can listen to the Q and a from last week, month, and then  we'll register you for the last class and you can come back as many times as you'd like. Joyce Morris holds the record 39 months running.

She's been back 39 classes in a row. So you can come back as often as you would like to get a refresher.

You can watch the recording starting right now, today,  and be through that by Monday. You could be, you know, where you needed to be.  And then you'll have the live class coming up on October 6th.

Tanya: [00:20:23] Okay. Okay. So that makes me feel better. So I can go through the archives, learn the basic information. Well learn basically all the information is what you're saying, because we'll have access to all three classes. And then that way, when I start talking to people, I'm sounding more educated.

Chad Corbett: [00:20:38] Yeah.

And it's recorded. I mean for this reason, but also you'll probably have to run through the course of time or two because it's drinking from a fire hose, for sure. I mean, I move very quickly because it's recorded and you can always come back to it. So you'll have the recordings to refer back to as a, you know, your training wheels, but you could be started as soon as Monday for sure.

Jim Sullivan: [00:21:00] And Tanya, I just wanted to add to that.

All three of us are real estate coaches. And I think one of the most common mistakes I think we see people make is they want to know everything before they do anything. And, I would say, as intricate and as detailed as probate mastery is, most of it you're never, you know, on your average transaction.

It's usually relatively pretty

simple. You're reaching out to a motivated absentee owner that needs help. It's not, you know, you don't have to be an, a probate attorney to get started. The probate mastery course will pretty much prepare you for any situation that could ever come up. But, you know, don't.

Oh, the T if you listen to the course, if really, if you just go through the fast track training that we provide, you're pretty much set to start contacting the sellers. And if you do that and mastery, and then order the leads, you know, it usually takes a couple of weeks to get your leads. you'll be more than good to go by the time the leads come.

No, don't, don't be afraid. You're not going to know the answer to a question. You can always tell people, Hey, you know, I've got a great coach.

I'm part of a group of, you know, 11,000 people that specialize in this. Let me find out and I'll get back to you. just a point I thought was worth mentioning.


Tanya: [00:22:06] Well maybe you've picked up a little bit of the anxiety that was in my question.

Jim Sullivan: [00:22:10] I did. I did. Yes, I did. Exactly.

Tanya: [00:22:14] I want to do a good job. These people are already going through enough. I don't want to waste their time. You know what I mean? Like I just want to be in the position to. To answer. And even if they don't end up using me, you know, at least it was a valuable conversation, like that's where I'm coming at it from.

Okay. So I'm going to bring to the record, I'm going to sign up and start listening to the recording. So thank you.

Jim Sullivan: [00:22:33] Awesome.

Chad Corbett: [00:22:34] I have a feeling, Go ahead, Bruce.

Bruce Hill: [00:22:36] if I may, I've been doing this as Tanya, this is Bruce I'm in the same state as you are. I'm up in Raleigh.

The very first probate deal that I did, I didn't know anything. And, I called the attorney. Yeah. I just took a regular old listing. And it was probate. And I called the attorney every week and I say, Hey, how's everything going on your end? She'd say, good. I do need this form though. And she'd send it to me.

Yeah. I'd ask her every week through the process, what was going on? I didn't know anything. I was learning the whole time, the whole way through. And at the

end of the deal, the attorney gave me a review that said that I was the most knowledgeable probate real estate agent she'd ever dealt with.

Dave: [00:23:16] And, she would

Bruce Hill: [00:23:18] have no problem

referring future

Tanya: [00:23:20] estate clients to

Eddie V: [00:23:22] me.

Bruce Hill: [00:23:23] the thing was, is

I didn't know anything I called and I asked good questions.

I knew nothing. Chad's class probate mastery didn't even exist at the time. And

What a lot of times I see our subscribers struggle with is they do want to know everything. And in reality, you don't have to know it all.

And you really don't have to know a whole lot when somebody asks you a question, well, how soon can I sell the house? The

answer is; well, how soon do you want to sell the house? That's the answer.

You don't have to give them the legal answer. You find out what

their motivations are and okay.

Well, why don't you connect me with your attorney and I'll ask the attorney. If that's something that can fit in the timeline.

You did give a probate expert answer there. And the overwhelming majority of the questions and conversations you're going to have, will not put you on the spot with something that you don't know.

Tanya: [00:24:14] Okay. That's good to know.

Bruce Hill: [00:24:16] And as you're doing this, and as you become

a subscriber, definitely use, on top of the mastery class use an implementation coaching call with me, it's on the website and the subscriber portal. You just log in and you go to training and schedule a free coaching call, and I'll walk you through a few of these basic things that'll get you started as well. If you're still working through or waiting on mastery.

Tanya: [00:24:38] I appreciate that so much. That makes me feel a lot better. Thank you.

Jim Sullivan: [00:24:41] Alright. Excellent. Well, now all of a sudden we only have three left in the queue. We're just tearing through the queue today. So if anybody else wants to jump in it, star six and hit one in the meantime, next up is phone number ending in three, zero four zero.

Kathy: [00:24:57] Hi, good afternoon. Kathy here in Houston. I'm calling because, What I find on some older leads is that,  I'm able to find out what's going on with the probate case.

And I see some of these cases have a drop order. And I'm not really sure that means that the probate is ended.

However, I do see that there still is property for sale or outstanding in the state and it's still in these d So I'm just wondering how do I handle those?

Chad Corbett: [00:25:30] I think this is a Texas. This came up a couple of calls ago. My best guess at it is you have a specific scenario in your state called muniment of title.

And if the house is the most valuable asset, they may file probate in the beginning. And then they learn later about muniment of title. So then they petitioned for muniment of title. The house is then cut out of the probate.

Which drops the overall estate value. So the estate then meets the small estate exemption.

So they close probate. It becomes a simple estate settlement. So the house is still in the name of the deceased, but it's been released from the probate.

And this is a Texas specific provision that it's your state is the only place I've ever seen this. It pretty much has to be that.

The thing to remember is even if it's a property held in trust that shows up in probate plus, or however you found out about it, the human factors are typically the same, regardless of your level of wealth. you know, we all have the same challenges with losing a family member. How do we get the house empty, cleaned out?

Sold, what's it worth? You know, all the social motivating factors are the same.

It's just a more efficient process.

Kathy: [00:26:37] Alright, well then I guess I'll just keep sending them letters then if that's the case.

Thank you very much. Alright ,

Jim Sullivan: [00:26:45] Next up is phone number ending in zero six nine three. You're up next.

Dave: [00:26:50] Hey, good afternoon. This is Dave and Shelley Coates. Actually have a couple of questions for you guys.

Jim Sullivan: [00:26:55] Sure.

Dave: [00:26:56] One, we have a, lender who uses the ringless voicemail. And we're curious about using

it, but I don't want to violate any laws and get sued

Chad Corbett: [00:27:06] Don't violate any laws and get sued!

Dave: [00:27:09] Yeah,

Chad Corbett: [00:27:09] Literally daily, it's becoming more likely that you will get pinched. And using that - we certainly have a lot of people that have had a lot of success, but they're clearly violating

the telephone consumer protection act.

So you just have to look at it and assess your own risk and decide if it's worth that.

It certainly works, but there is a certain amount of liability with it, especially when attorneys are,

you know, their business is down just like everybody else's. So they're looking to shake people down for quick settlements.

So just know that there's attorneys in some markets running radio commercials, and if they can get one person to forward that to them, then they can They can drag it into a class, subpoena your records and then shake you down for quite a bit of money.

Dave: [00:27:49] Okay. But even if you're like following the guidelines of not calling DNC, and these are just like,

Chad Corbett: [00:27:55] if you read TCPA what it says, i you have to have express written consent, So they have to be opted in and they have to agreed to that.

If you mail them a letter first and you get them to text a number that says, please text for more information, text, you know, 72845, and that has a terms and conditions, and they accept the terms and conditions. Then you can send them ringless voicemail for 90 days.

Dave: [00:28:20] Wow, they really handcuff you to that, huh? Okay.

Chad Corbett: [00:28:23] Yeah.

Dave: [00:28:23] Alright. And then my second question is it seems like there's more secondary people are people that are associated with the personal representative on the list than personal representatives.

Is there a good generic voicemail for those that are associated with a personal representative?

Chad Corbett: [00:28:41] Meaning when the phone number name does not match the PR name?

Dave: [00:28:45] Correct.

Chad Corbett: [00:28:46] Yeah. Just, you know, hi, this is Chad. I'm trying to reach John DOE. could you please pass the message along and have him call me at (540) 999-9999.

Dave: [00:28:56] Okay.

Chad Corbett: [00:28:56] And you don't have to sell anything. You don't have to disclose everything.

The reason you're calling, the only reason to leave a voicemail is to get a call back.

So be vague. Just understand, you know, when you get the inbound call on that, you may have to disarm them because they might be like, you know, you asked this obscure message, who the hell are you? What do you want?

Just be prepared to stand up to that and just know that people might be on guard because you were vague and in your request to collect for them to call you.

Dave: [00:29:25] Okay. So that helps. Thank you.

Bruce Hill: [00:29:27] I don't run into a lot of people that have voicemail set up anymore these days, and if they don't have a voicemail set up, and, you know, you're going to hear me and Chad maybe disagree with each other here, but I would, I would just call and pretend that you're leaving that message and really think that it's the PR .

Jim Sullivan: [00:29:44] Yeah. A lot of times it'll just be thank you for calling and the phone number. I see that also, thank you for calling eight seven five six two eight.

That's more common than it used to be.

Bruce Hill: [00:29:52] If we're working down a list and the person answers, especially if maybe the PR's a male and the person that answers is a female or vice versa.

That person answers and one of my disarming ways of going about it is just

"This doesn't sound like Tom.  And you get a little chuckle and break the ice and then can go in. You could really use that same approach on voicemail, especially if it's a generic voicemail and just pretend like you think that you're really calling Tom.

Jim Sullivan: [00:30:20] Does that help? You got two options?

Dave: [00:30:22] Yeah, it helps.

Jim Sullivan: [00:30:23] Okay. Thank you. All right. We got three more in the queue. Next up is phone number ending in four six, seven four.

Are you there?

Isaiah: [00:30:30] I am . I've got a couple of short questions. I've been really excited to get on the call.  The past couple of weeks. I've missed them. I asked a question about my, existing arrangement. when I initially did probate mastery, my main goal was investing, real estate investing and actually making purchases myself.

And my fiance at a law firm right now.

and she has an interest in real estate. So we basically made the arrangement. She's almost about to get her real estate license and we'll be working in a team. And I don't know if you've seen that before. I don't know if it limits liability in some sense.

I don't know if you'd have any recommendations on that arrangement. And, so my main question is, you know, can I bring a pre-signed listing agreement to the meetings that I go into, and if they sign it's legally binding between them and my fiance, wherever she decides to work?

Whoever she decides to work with whatever brokerage. And then if you have any other tips for that arrangement to make that work.

And then I have a followup unrelated question after this.

Chad Corbett: [00:31:27] Well, I think as far as the pre-sign listing agreement, I think her broker would agree that's subagency and with you not having a license, that's not, it's not legal. And it creates a lot of liability for you. You can take her on the appointment with you and there would be no problem. as far as as far as having investor and brokerage activity under the same brand or the same roof, like. as long as you're an ethical person, when you're just you're properly disclosing there's no liability. There's only upside.  You're retaining all the commissions that you're currently paying. I would recommend that your investment activity is contained in one entity with its own banking and EIN and credit card. And your brokerage activity is in a completely separate entity. So in the event that someone ever would point a finger at you. You have a firewall, because courts oftentimes side with the consumer. And even if you didn't doing anything wrong, so still have that liability firewalls having the entities and the activity separated. I would recommend that you guys reach out as a brand like You know, the Pittsburgh probate team or the Pittsburgh life transitions or whatever that might be. And then in there in the bottom of the letter, you can disclose her license status just on a, you know, I use like a number eight light gray font that has my brokerage name, address, phone number.  And then I add in, asterisk "ethics are about most important to us. If you currently are in a, if you're currently in an agency relationship with a licensed salesperson, please disregard this letter." And that's been enough to protect me. I've done, you know, brokerage and investment activity ever since I moved here and started in residential real estate and I've never had a problem.

Isaiah: [00:33:03] Is there any way to make that work without me? Cause I, you know, I was, I wish I had this well in advance. That's not the answer I was looking or hoping for. but is there any way to make that work? I know she's working basically full time right now , and so I was hoping she could just show up to the closings and I'd be able to do all the other activities. But is there...

Chad Corbett: [00:33:21] You can sit down and talk to her broker and see what they're comfortable with. but, brokers tend to be pretty conservative. I don't think any would. I mean, what you can do is you can, rather than taking it pre signed listing agreement, you can, you know, have the conversation, build rapport, get, you know, And to say, okay, well, listen, it sounds to me like the best way to serve you guys is going to be through our brokerage division.

I want you to check your email within the next hour. You'll see a listing agreement through DocuSign, and you could do that and then just text your wife and be like, Hey, fire. Our DocuSign listing agreement to this couple at this, you know, email address, you can handle it that way. You can still, you can handle it virtually, but she needs to be the one having the pricing conversation, you know,  .Any agency activity, you don't want to be talking about it because if that person, you know, decides that they want to back out of a deal and they point a finger and be like, well, this guy told me he was going to list it and he's not even licensed.

Then you've got to answer to the state. And there are financial and criminal penalties.

So ...

Would I be able Isaiah: [00:34:21] to handle some of the other tasks like taking, you know, or at least just managing the other tasks? As if I could I get hired as an assistant quote unquote for her, you know, from her brokerage and then be able to manage the photo process, any of the other tasks I don't, you know, I don't want her to feel like, you know, obligated to this venture.

Chad Corbett: [00:34:38] Yeah, you can certainly do that. Like she just, as far as the agency, relationship, conversations, price, or strategy, she needs to be the one, having those conversations, not you, once the listing agreement signed, you can be her assistant or you can do whatever, anything like that, which you want, you can help get the homes cleaned out and get them stage.

You get photography done. You have no worry there. It's just the anything that has to do with a contract or a price discussion you want to avoid.

Isaiah: [00:35:06] Okay. That makes sense. My next question.  I was wondering. I've got my tone, a bunch of different things, and I've set up. I like to call them traps because I've got skills. I can help people. And I've got  virtual teams to subcontract, like web development.  But my question is: Can this be successfully executed spending 25 hours a week on  as long as the time spent effectively.

Chad Corbett: [00:35:29] Sure So the beautiful thing about a lot of these, doyou know, how many leads are in your market?

Isaiah: [00:35:35] Yeah, I've got in the two counties that I'll be working at

Chad Corbett: [00:35:38] So you're gonna, like when you're prospecting, you'll hold a call pace of about 12 per hour. And if you have 12 hours a week to prospect and 12 hours a week to handle appointments and admin, absolutely. You can do this. that's more, quite frankly, that's more than most people put in. So you can easily do it.

And what we teach is, you know, you want to appear as a vertically integrated solution, but not be doing all the work. We teach you to build your vendor team. So you get the social credit for bringing a one stop solution, but you don't actually do it, the execution: the home-stager does  his part;  the estate sale company does their part; the social worker does their part. So you're the quarterback, like you're coordinating this, you're not doing this. But you get the credit for it. And from a marketing standpoint, we want it to appear like this giant business under one roof. But from a business standpoint, we want you to work smart, not hard.

So with 25 hours, you can absolutely make this a pillar in your business.

Isaiah: [00:36:35] Okay. That's really helpful to know. Do you mind if I share it in one minute, just some recent success I've had helping people just for the group to hear.

Jim Sullivan: [00:36:44] That'd be great. What's your first name again, sir?

Isaiah: [00:36:46] It's Isaiah. Okay,

Jim Sullivan: [00:36:47] Go ahead.


Isaiah: [00:36:48] Yesterday actually I set up an appointment with this attorney I was working with, I took him out to lunch and was like, Hey, would this be, you know, do you see this being able to help families? I told them I was really excited. I was like, do you see this as a solution to help some of the families you've worked with, in unison with your team handled and he was loving it and all that. And so I refer, I've been able to refer a couple of people over to him. And then recently, just two days ago. He had the first really meaningful, really successful "it's really hard for the family" conversation. And I got him on the phone and I told him I couldn't really help them, with the property and that type of stuff, just because of the nature of the property and the situation they were in.

And I said, the only thing I really think that should be your priority is talking to this legal professional to talk about a living trust. And this is why. So they finally came around to it and they had a really successful call and they have a followup call booked. So that's just, you know, an attorney reached out to thank you so much for sending them my


I have some lunch and I'm going to do some co-marketing with him. So I just thought that was great. A big momentum builder,


what I was going, I say, how I got this and this might be helpful unless you would recommend otherwise. But, I found Google my business to just be an amazing local tool.

And, I have set up it's, it's actually, just a separate entity, a separate LLC, but it's called Jacksonville buyers, which is the market I'm in. And I set it up as a fictitious name. To be Jacksonville buyers, state, clean outs, liquidations, and, you know, whatever. I don't know whatever the other keyword is.

And the reason I know keyword stuffing, you can't keyword stuff. and I know, you know what, that is that you can't name your Google, my business. Something that it's not legally named, which is why I make the fictitious name, include the keywords and the location. And I've gotten probably 10 or 15 inbound calls so far in the last few weeks.

And. I'd say about half the time. There are these people, you can help them just by giving them some tips on where to go. If you can't directly help them sell the property or connect them with one of your, one of your other, partners. But a lot of the times, like I have a meeting on Friday, it's a woman who's downsizing and she owns the real estate and she's, you know, so we're going to discuss that. I'll, I'm gonna make an offer for everything, but. Half the time. There's like an, either an end of life downsizing transition or a probate type situation. And so I just found it really, it's just like you come right up to the top if you use those keywords in your market. And so anyways, I just wanted to share that as a little bit of a tactic to get inbound stuff. I know outbound is the way to go, but, to set a little trap or a feeder out there.

You know, I found it to be really effective.

Chad Corbett: [00:39:26] That's a GREAT tip. Thanks so much.

Bruce Hill: [00:39:28] Yeah!

Jim Sullivan: [00:39:29] Appreciate it. Hey Chad, that queue is overfilled. Can we go a little bit over or do you, or do we have a hard cut off two today?

Chad Corbett: [00:39:37] No, I'm good though 2:15.

Jim Sullivan: [00:39:39] Okay. We'll get as many of you in as we can. I don't think we'll get you all. If we don't get to you right after the call, feel free to reach out to us directly. Next up is phone number ending in one seven one seven. You're up next.

Caller: [00:39:52] Hi. My question is I didn't get the certificate yet from the class, but can you tell me what it says on this certificate?  Like, do we have a title or what is what we are that we're, now that we took the mastery class, because I want to know how I can represent myself.

Jim Sullivan: [00:40:08] I think it's master of the universe. Yeah, master of the universe. Chad,

just kidding. Go ahead, Chad. I'll let you give a serious answer.

Chad Corbett: [00:40:19] Did you just tell a He-Man joke.

Jim Sullivan: [00:40:21] I think I did. Yes, sir. Go ahead.

Chad Corbett: [00:40:24] it is certified probate expert or CPE.

Caller: [00:40:27] So now when I'm talking to an attorney, I feel uncomfortable saying that because really they're the probate expert, not me!

Chad Corbett: [00:40:35] That's okay! Just, hi, my name's Chad. I have a team of people that help families going through probate, and I'm looking for, you know, some, a good attorney to fit on the team.

Have I called the right place?

Caller: [00:40:46] Okay.

Jim Sullivan: [00:40:46] Pretty simple.

Caller: [00:40:48] Yeah. Cause obviously they always will know more about probate than me.

Bruce Hill: [00:40:52] Attorneys can't call themselves an expert in probate if they haven't taken a class. There are many estate attorneys and probate attorneys who can't call themselves probate expert until they've taken a class that's about as hard as the bar and they don't need you to give a title.

They need you to, tell them what you do and how you do it.

So when you're calling with your certification carries more weight with the family than with the attorney.

Caller: [00:41:20] Yeah.

Yeah. I'm fine saying that I'm a certified probate expert, you know, expert to the families. It was just when I was also soliciting the attorneys

Bruce Hill: [00:41:29] ...and to Chad's point, I agree with that you don't need to tell them that you're an expert. you need to tell them that you work with and help families going through the probate process and then simply follow it up with, do you have a quick second for me to tell you how I do that?

Jim Sullivan: [00:41:46] Attorneys don't tend to have small egos. Let them be the

expert. You know, you just be somebody out there trying to help the executors. All right. Next up is phone number ending in seven four, two eight. You're up next.

Dave: [00:41:58] Oh, Hey guys. This is Dave out here in Colorado and heard  Jim's contribution earlier. Would love to connect with him and help out either, as a buyer or connecting with a good, solid real estate agent in the area. And had a quick question. Bruce reminded me of something I think Chad had said,

Someone has answered the phone and you

ask if it's the person you're looking to contact and they're evasive and just say, well, who's this. And to not assume that it's them or not them.  What's that next kind of follow up suggestion there.

It Chad Corbett: [00:42:33] really depends on the reaction, Dave. I like if typically, you know what, I'm trying to reach Dave. This is Sam, who is this? It's something like that. Well, Sam, listen, I'm glad I caught you. my name is Chad. Yeah, we've got a team of folks here that help families going through probate and I noticed that Dave was the personal representative of an estate. Is there a number you can Give me that I could reach him at?  we can role play it if you'd like. I know, Bruce, we'll have some input here and if you want to jump on his calendar to specifically role play that you can,  If you get a hold of the wrong person, you know, the objective is to try to get the right person on the phone. So I'm asking for their cell phone number or their email address. and I'll briefly explain why I'm reaching out.

Dave: [00:43:13] Sure.

Jim Sullivan: [00:43:14] Does that help? Yeah that's great!


Alright. Thank you, sir. Next up is phone number ending in five six, eight

one. You're up next.

Derrick: [00:43:23] Hi, yes, this is there. I had a question. I have a home that I have been driving by quite a bit. grass has grown up over quite a few months now. I actually, we have been trying to research and trying to find it.

Found out that the guy died a

few years ago. yet I still have not been able to, get in contact with anyone. I used to skip tracers and try to find a family found that he was an orphan. You know, so I've been trying to do research, on how to actuallyinquire on who has the property now and how to acquire the property now.

Just wanted to know if you had any tips or what do y'all think on how to go about, still, finding someone that knows more about the property. It's just sitting there.

Have the taxes hasChad Corbett: [00:44:06] been paid?

Derrick: [00:44:07] It has in the mortgage is still, it's still good on it.

Chad Corbett: [00:44:11] There's either a mail forward or somebody checking the mailbox.

Derrick: [00:44:14] Okay.

Chad Corbett: [00:44:15] So direct mail is your best chance here because if they're paying the taxes and they're paying the mortgage, someone's getting the tax bill. Well, it might be escrowed  when was the mortgage originated? Do you know?

Derrick: [00:44:26] Not right off the bat.

Chad Corbett: [00:44:27] The taxes might be paid out of escrow. So it's being paid as their mortgage payment, but chances are, if someone's paying a mortgage, they probably have a mail forward or they're picking the mail up. So direct mail is probably your best shots since skip tracing's not working for you.

Derrick: [00:44:43] Okay. Okay.

I'll try it right there.

Bruce Hill: [00:44:45] Did you say that the heir was, is an orphan and that they're under age?

Is that what you said?

Derrick: [00:44:53] No, he was over age, but I was just researching and trying to find, you know, family members. someone that may be able to get in contact with and found out that he was an orphan, So I did, find, foster parents too, but haven't been able to get in contact with them.


Chad Corbett: [00:45:07] The other thing you can do, that's been effective for me because nosy neighbors will help you here. Put your letter and a Manila envelope, throw couple of lifesavers in it. Cause they're light, but they give it some bulk and use four pieces of tape and firmly tape it, ideally inside of a storm door where it won't, you know, it won't get wet or blow away, but tape a Manila envelope where it's visible from the street and that gets attention.

The lawnmower whoever's there mowing. Well, you said nobody's mowing the lawn, but the neighbors probably know you can door knock the neighbors. You can tape a manilla envelope that's visible from the street. And all you need is someone to talk to you about it and connect you with the right person.

So even if it's a neighbor that calls you, typically neighbors know the story. So you might start with door knocking the neighbors and take them, take your letter in a Manila envelope on that trip. And if nobody knows anything, tape it to the window and wait for the call.

Derrick: [00:46:00] Okay. Will do. Alright.

Jim Sullivan: [00:46:02] Phone number ending in eight,

Dave: [00:46:03] two, one three. You're up next.

Eddie V: [00:46:05] Hey guys. Good morning. Well, I think it's morning for you guys. I'm not sure. But good morning or good afternoon.  So I wanted to thank you guys, actually for the, I think it was last week or the week before you guys brought up. I think it was Bruce. The 90, 9 about dedicating the first 90 minutes of every day. for 90 days to the most, the one most important thing, which is lead generation or in our case, reaching out to people that need our help. I noticed that I think that was the missing link in my days, essentially.

I felt extremely lost every day. And I noticed that it's because I didn't have, or was not. respecting my daily schedule and by creating or starting to create a habit of doing it at the same time. I think Chad, you mentioned you prospect, I believe eight to 10 and four to six.

And then you do admin work in between.  So I wanted to thank you guys for that. It's really help my question is, I feel like since I signed up, I have not performed the way I should and that's on me because I wasn't doing it properly. I do want to make sure that, you know, I start being proactive about it.

So what are your thoughts on perhaps using Tuesday, Wednesday, Thursday for probate leads and then Monday, Fridays for attorneys. Cause I remember there was even something in probate mastery I believe that said that the best days to call were Tuesday, Wednesday, Thursday, but I'm just trying to make sure that I use my time effectively, especially since I also do expired calls a lot.

I usually do expireds in the morning, eight to 10, and I usually do probate leads four to six reason for that is because the expireds tend to be a little more aggressive.

So I try to do those. Yeah. When I have a little more energy in the room..  But I'm open to suggestions and truly appreciate you guys.

Chad Corbett: [00:48:10] I would recommend that you set your attorney block from, Tuesday, Wednesday, Thursday, one to four. One Oh four. Okay. Midweek mid day is the best time to catch an attorney is there's no guarantee.

They're busy. They're very busy and out of court at all different times, but typically if you can catch them right after lunch, they're far less likely to be in court.

So I still like the mid week, mid day, because a good attorney has taken some Mondays and Fridays off they're living their life. No. Got it. Okay. They're running their business at a high, you know, if they're successful there, they're probably taking long weekends and you're more likely to catch the midweek midday than ever.

So you could do your eight to 10 block and then do admin work until one. And then one to four is your attorney block. And then you go back into prospecting four to six.

Eddie V: [00:49:03] Okay. Okay.

Chad Corbett: [00:49:05] Mondays, and Fridays. Like for me, it's changed my business. I only went on appointments on Fridays and Mondays, and that made those Tuesday, Wednesday, Thursday become sacred office days.

It also creates a lot of urgency and you, if I didn't expect this . I expected to lose credibility, but I gained credibility by having, by my time being more scarce. So driving and driving the appointments only into Fridays or Mondays, had a really, really great unexpected result for me.

But the biggest thing was what happened in the office. Like it seemed like less fire started and had to be put out It was all blocked out. I knew when I was doing my admin work, I wasn't letting my business control me. I was controlling the business.

So you could try that and, you know, free up your Mondays and Fridays.

It's hard to get people on the phones on those days anyways and make that appointment days

Thank you.Eddie V: [00:49:58] Thank you guys.

Jim Sullivan: [00:49:59] Thank you, sir.

Eddie V: [00:50:00] Thank you. Thank you so much.

Jim Sullivan: [00:50:02] Thank you. We started the call with Jim Forsythe and we're ending the call with Jim Foresythe. This is our Forsythe sandwich. That's hard to say. You're last Jim, go ahead.

Jim Forsythe: [00:50:12] I was just going to say, I heard that, Dave was in Colorado.

I'm sure you will to me, but send me his contact info. And as soon as we make contact

PR or give him a call,

Jim Sullivan: [00:50:25] I already immediately after the call, I'll reach out to you.

Jim Forsythe: [00:50:30] Sounds good. Thanks a lot. Yeah.

Jim Sullivan: [00:50:32] Hey guys. I think it's one of our better calls. I really do a lot of variety, a huge amount of participation.I want to end this like I always do. I want to thank each and every 150 of you for being here. I want to thank the 12 or 13 that actively participated, and I want to challenge each of you. Take one of the great ideas that you heard on today's call, go out and put it into practice and please come back next year and share your results with the group.

Make it a great week. Stay productive, stay healthy. And we will talk to you the same time. Next Thursday. Take care everybody.

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Real Stories and Expert Advice for Handling Cold Calls, Real Estate Appointments: Probate Mastermind Podcast Episode #296

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

Probate Mastermind Episode #296

Recorded Live on September 17th, 2020 (Join Us Live Every Thursday)


In this episode of the Probate Mastermind Podcast, you’ll learn how to qualify out the leads that are most worth your time and how to capture 5-star testimonials to generate quality leads exponentially.  You’ll also learn how to navigate in-person appointments when you’re a realtor and investor.  After this call, you’ll be able to turn common objections about cost and commissions into increased motivation. Lastly, you’ll walk away with a ton of motivation from the real stories shared by agents, investors, and wholesalers just like you who are candidly sharing their questions, issues, and success stories.  Thanks, as always, for tuning into to Probate Mastermind!


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Get Certified in Probate Real Estate




How To Win Better Real Estate Listings While Prospecting (1:07)

Rosie shares an update on her prospecting results.  She is blocking off productive call time and building meaningful relationships.  Instead of trying to sell her prospects, she’s qualifying her prospects to see who is the best fit for a stellar testimonial when all is said and done.  Rosie landed 3 solid opportunities from cold calling this week and is starting to get inbound/return inquiries from her marketing efforts.

How To Capture A Testimonial From A Real Estate Client (3:08)

Rebel jumps on the call to share a sale she just closed.  The lead responded to the first probate marketing letter she received via All The Leads’ Direct Mail Service.  Chad and Rebel discuss how Rebel put the deal together and had a cash conversion cycle of less than 60 days.  Chad and Rebel discuss how to capture an awesome testimonial from her client.

Cold Calling Tips: Disrupting Patterns (7:42)

Rebel is looking to have longer conversations with prospects who try to rush her off the phone.  Chad describes the pattern a lot of real estate leads get into when too many realtors/investors are calling them and offers advice for disrupting those patterns.

See More: Chad’s Book Recommendation Never Split The Difference by Chris Voss.

I Messed Up A Cold Call. Should I Call The Lead Back? (11:02)

Rebel and Chad discuss re-engaging with leads that hang up.

The Best Way To Get A Complicated Deal To The Closing Table. (13:11)

Rebecca shares an acquisition deal she’s working on.  She describes her diligence in skiptracing the appropriate contact and working through the necessary steps to help the family move forward.  She is in Colorado, the toughest state for Probate in the country.  Chad and Rebecca discuss why Rebecca’s approach works so well, and is so rewarding intrinsically and extrinsically.

Handling The “How Much Are We Going To Owe You?” Question (19:40)

Rebecca describes how she puts her faith in the value she provides.  Her most recent client asked her “how much are we going to owe you for this?” Chad and Rebecca discuss why people shy away from this objection, and why they shouldn’t.

See More: Handling Cost Objections: How To Ask For the Commission/Compensation You Deserve

The ROI of Providing Real Solutions (21:25)

Chad and Rebecca break down the numbers - What’s Rebecca’s ROI for the work she’s doing, and why does going the extra mile to start pay off exponentially in the end?

How To Go On Listing Appointments as A Realtor that Also Invests (25:24)

Caller got a listing off his first letter! Caller is an investor and licensed real estate agent.  Caller is working with another lead and might want to buy the house himself.  Caller asks how he can wear both hats - Chad says don’t, and he explains why. 

See More:

How Do You Talk To The Seller About a Cash Offer vs. Listing? (30:02)

Caller asks for advice on helping a seller figure out what option is best for them, and how to guide them towards the right decision.  Chad discusses. 

How to Dress For A Listing Appointment With A Motivated Seller (35:29)

Eddie V shares a story about how he took a piece of advice from David Pannell: Show Up Ready and Presentable! Eddie put this into practice and got direct feedback that it made a difference.  

See More:

  • David Pannell’s 2019 Case Study: How David is competing with iBuyers in his Market and making Probate a $1,000,000 pillar in his business through listings, acquistions, and wholesaling/whole-tailing real estate.

Your Seller Thinks Dealing With A Realtor/Commissions is too Much? Offer As-Is, Where-Is Sale (36:51)

Eddie’s prospect wants the highest price he can get - What should Eddie do? Chad suggests Eddie reminds his seller of what an as-is, where-is sale looks like and how to get this deal moving forward. Chad underscores that many investors emphasize that a cash offer means no realtor and no commissions, implying that working with a realtor is complicated.  Chad outlines how to turn that impression around and get the sale. Pay attention to the contingencies and win the deal by offering your seller a guaranteed close.  

See More:

How To Land An Appointment When You Reach The Lead’s Spouse (39:10)

What should you do if you’re calling a lead, but their wife/husband/spouse answers? Chad describes how to handle this conversation to either secure a phone number or an appointment.

I Messed Up A Cold Call BAD - But Might Still Get The Listing! (41:35)

Eddie shares a real foot-in-mouth moment anyone who makes cold calls can relate to.  The message is: Keep going, it happens! But next time, don’t try to deduce too much from the data; pick up the phone, ask, and have a conversation.




Ways To Catch This Episode of Probate Mastermind:

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Episode Transcript:

Jim Sullivan: [00:00:37] Welcome extraordinary agents and investors from across the country. Today is Thursday, September 17th, 2020. And this is mastermind call number 296.
[00:01:28] Share wins with us, inspire the rest of this group that comes every week nothing's out of bounds. And, we have two in the queue, so let's go to our first caller. This week is phone number ending in zero three, zero six in Austin, Texas.

Rosie Hayer: [00:01:43] I am so glad to be here.  nothing big question. Just wanted to kind of share with you my experience I'll support your advice from last week,   I implemented and, I would say I have good three,  four days off full work.

[00:01:55] Where we spent, 9,200 minutes on the probate work, which is meaningful work, which means to call out, have meaningful conversations, have meaningful follow-up. And I'm just happy to announce that we got three solid, very nice leads. And we are finally getting call backs from people saying, Hey, it seems like you guys do  power of attorney work and last wills.

[00:02:16] Yeah. So people are starting to call back and it's starting to flow. So I just wanted to  share with you guys. I  implemented rather than 90 minutes, I did a hundred minutes. So at 10 minutes, I can kind of to you guys mastermind calls to warm up my head. then stick to at least good 90 minutes.

[00:02:31]what I was looking for is meaningful relationships. So the conversation is not about setting an appointment. It's actually thinking, is this the person I can serve the best and would it qualify for an ultimate testimonial at the end? So I just want to say thank you. It's working. I'm very happy with my one week results and I will bring more numbers.

Chad Corbett: [00:02:50] That's amazing. You're a heck of an action taker. Thank you for sharing with everybody Rosie that. You're a great example. Thank you, Chad. Thank you. And I did another estate sale interview that I will be posting.  Please know, I just want to take a moment and say I'm openly sharing on the group because I'm really wanting to be open to feedback and kind of helps me get over my own fears too, in one or the other way, you know,   when I get to the, in front of you guys, good, bad, whatever feedback I get, it boosts my confidence.

[00:03:16]So I thank you so much, everyone for participating and giving me the word. it allows me and encourages me to go after more.  I'm looking forward to being some big numbers. Thank you.

Jim Sullivan: [00:03:25] Awesome

Chad Corbett: [00:03:27] She's openly, openly sharing her best work to get better.

[00:03:31] So that's awesome.

Jim Sullivan: [00:03:33] Rosie, you're not lacking in energy and enthusiasm, and it's obvious why , you're doing as well as you do. So please keep coming back and sharing, that's a great way to start the call.

[00:03:42]All right. Next up is another enthusiastic person Rebel you're up next!

Rebel Taylor: [00:03:46] Wow, he just knew that was my number, huh?

Jim Sullivan: [00:03:51] Yup. Got it memorized.

Rebel Taylor: [00:03:52] I wanted to call and say hi and let you know that, We did get a sell and everything off of a letter, actually the mail outs that you do.

Jim Sullivan: [00:04:00] Wonderful!

Rebel Taylor: [00:04:02] Just a little place, you know, actually it was a friend that left it to her  but it was just pretty cool to have one that went all the way through and it was not on the market long. I think it was on there for seven days.  We got it sold and closed on it not too long ago.  The things that you offer do you work.

Chad Corbett: [00:04:16] So what services did you end up providing? Was it a very simple deal? How did it compare to any other listings?

Rebel Taylor: [00:04:22] It was very simple. It was just a little house that really needed to be mowed down. It was an investment property, an investor actually ended up buying it. The house did not have any AC, but I mean, it was a really easy, easy sale. It really was.

Chad Corbett: [00:04:35] Cash conversion cycle was inside of like 60 days, all was done? So you made contact, listed it, sold it probably in a matter of a couple of weeks.

Rebel Taylor: [00:04:43] Yes. Yes.  Their's was a three week close, so that was all in a 30 day.

Chad Corbett: [00:04:48] Yeah.   We get used to looking at what other realtors are doing.  And it's like, Oh man, I mean, who doesn't want the $700,000 listing that needs no improvements whatsoever. It's just ready to go to market. But you know, with those just takes us longer to sell those and you work a lot harder for that commission. With probates a lot of times, like your story is very typical.

[00:05:06] I would say over 90% of mine, went that way.   So you listed as-is, where-is. And you get offers with no contingencies cash closings somewhere within two weeks to 30 days.  For me, it was easier than wholesaling. I was just doing it on MLS was as-is where-is.   You can do  a high volume of them very quickly with a lot less work than it would take on a conventional listing.

[00:05:27]  And I think the reason I'm  highlighting that is a lot of times we talk about more complex things on these calls. And I think some people are  intimidated by some of the more advanced things we discuss, but this is an everyday deal. These are the ones that roll through consistently.  There's deferred maintenance. There's motivation There are people looking for that type of inventory. They're great. I'm betting a landlord bought it. Am I right?

Rebel Taylor: [00:05:47] Oh, yeah,  he wasn't a builder also. So it was more for the land and it was over there in Lakeland. It needed to be mowed down and a new house built,  but I don't know what he did with it.  I haven't went back over there to look, but, yeah, the lady we met out of it, we're hoping to get more clients from her because he ended up turning out almost like family. Every time I went to the lady's house, I was leaving with food and drinks and, Oh my goodness gracious. The sweetest lady I could have ever met during this. Okay.

Chad Corbett: [00:06:15] Now say Rosie, listen and Rebel. I don't know if you were on last week's call, but Rosie was looking for purpose to build prospecting discipline, and her purpose became, getting six amazing video testimonials, and I would encourage you to do the same, especially while that person holds you in such high regard, and while they feel like you relieved a lot of their stress.  Reciprocate, take her a pan of muffin and be like, Hey, let's make a video. or just jump on zoom and do it. But let's capture that story

Rebel Taylor: [00:06:43] She would do it for us. She fell in love with me and my partner. And so that's a great idea. I will definitely go do that.

Chad Corbett: [00:06:51] Don't be afraid to go long form and then edit it down and to, you know, a two minute clip, but you can use the rest for b-reel.

[00:06:59] So over time you can build these kind of customer testimonials mashup videos, right? When you have 50 people just pull snippets from each of those. And just capture everything you can about her experience, like get a great quote from her. And then edit that down into a little, testimonial highlight reel,   Then you've got the whole conversation that you can use in the future and something that I want to underscore guys, I can't emphasize enough how important it is that when you get this right, you need to document that because nobody else is.

[00:07:29]Collette Meyers does a good job of this. So if you go to collettesellshouston.com. She has a great probate website where she captures her testimonials. And I would love to see everybody doing that because you do the work. You build these relationships if you don't capture it and trust me, I'm not nearly as good at it as I should be either because it let's take a commitment and it is uncomfortable sometimes, but it is worth so much when you can document their success as your service   It helps other people identify with you, especially when they're getting your letter, going your website, trying to figure out who you are, because it sounds too good to be true.

[00:08:03]And anyone else who sends a letter I highly doubt that anyone else has gone to that level. So every time you have these success stories, please take the time to capture it.

Rebel Taylor: [00:08:12] I liked how you said that. Cause I think you can take a long video putting in what you need to for certain things and still have it for everything else that you need. I think good is a great idea. Great idea. Awesome. Thank you.

Chad Corbett: [00:08:24] Thank you for sharing Rebel. And what was your question?

Rebel Taylor: [00:08:27] You're going to laugh though.  Alright, I do get some people calling me back and things like that. I have a pretty good ratio of people calling back. I really do, or speaking to people, but I cannot get a lot by a lot of them. I don't know. I think within the last couple of days we've gotten three that were serious that I sent my information to.

[00:08:47] I'm like your girl Rose. I don't go for the appointment. First. I go for the relationship first.  But I can't get past this part of, your line where if I could take something off of your plate, what would it be? I found that to be a great line, but, people are like, look, what do you want?

[00:09:03]And I try to tell them what I'm offering or they just cut me off right there. Am I using it too early or what?

Chad Corbett: [00:09:11] No, there's other people muddying your water. So when- they have an abrasive response like that, I want you to pay attention to the words you use, but say something like, it seems like, it sounds like it feels like - don't be accusatory, but what you want to do is think about what emotion are they feeling that's driving this behavior. And how can I change that emotion? probably what's  happening is somebody's calling with an unskilled self-interested, you know, like rookie wholesaler is calling, hammering them, trying to buy the house for 50 cents on the dollar.

[00:09:44]Which is fine. Maybe that's what they want, but they want to do it on their own terms. Right. So they've learned to run those people off. if you can say, you know, it seems like you've gotten the wrong impression of what we do. And what's crucial is that you shut your mouth, just absolute silence.

[00:10:01] And that's th e tool, that becomes a lever in the conversation. So it seems like you might be upset and misunderstanding what it is our team can do to help you. And let that awkward silence, let the awkward silence hang there and they're gonna, process and it's going to be more uncomfortable for them, the silence than it is for you.

[00:10:20]You've heard me, probably recommend it before Chris Voss and the book, Never Split The Difference he calls this tactical empathy. So you focus on why they're behaving the way they are. And then influence that.  All you're trying to do is short circuit, their nervous system to get them off the pattern that's become comfortable for them because they found a way around people off by being a little abrasive.

[00:10:41] And you're not being accusatory, or you're saying seems like you might've had some bad experiences and don't really understand why I'm calling.

Rebel Taylor: [00:10:48] Right, right, right.

[00:10:49] And

Chad Corbett: [00:10:49] it's almost impossible for them not to engage with you at that point.

Rebel Taylor: [00:10:52] Oh, that's fantastic. Okay. I'll try that now. That sounds good because they would cut me right there and some of them, I mean, it was just like, damn, I'm going to quit using that line, but I know it's a good line!

Chad Corbett: [00:11:02] Here's the great news. If you master this objection, if you find a way through that obstacle,   guess what everyone else is feeling the same way you are right now, they're getting shut down, but they're, they're not on this call. So if you find your way through it, it's fine. Let them muddy the water because it just creates a more impactful contrast when you show up saying the right thing.

Rebel Taylor: [00:11:23] Well, very good. Thank you, Chad. That, that all helped. It helped a lot. I really appreciate that. Cause  was not knowing that to say, to get them, to let me, by that point, you know, and I've lost a few calls that way,  got shut down too quickly. And now let me ask you this, I guess, because they don't know who called and who didn't call except for my name is rebel.

[00:11:44]I could call him again and try it again. Is that something that should be done or not?

Chad Corbett: [00:11:51] Yeah, I don't ever be afraid to reengage. I mean, what happens if you don't call, like, you know that outcome, right?

Rebel Taylor: [00:11:57] Yep. I do. I do. No doesn't hurt. That's what I always say. So. Alright, well then I might just get back with them again and you know, I'll be like now, is there something I can take off your plate?

[00:12:08]And then if they shoot me down again, I know how to come back.

Bruce Hill: [00:12:12] Rebel,  if they start to shut you down or, let's say that there isn't venom in it, but they say nothing or they say, no, everything is taken care of another really great approach. If there's not peace behind their answer is to say, you know what? Rebel. I completely understand. As a matter of fact, I feel the same way, but you know, if there was something that I could take off your plate, what would it be? So they just told you that they didn't need anything, but, but then you follow it up with, I, completely understand.

[00:12:41] most people I talk to have things handled as well, but if there was something I could take off your plate and all of a sudden you'll get to the bottom of it, a lot of people will come out and they'll answer. I use this specifically a lot when it comes to people saying, no, we don't know what we're going to do with the house yet.

[00:12:57] Okay. I completely understand that if you didn't know what you were going to do with the house, which way would you be leaning? And then they'll say, well, we're probably going to sell it next week. Well, you know, why didn't they say that to begin with? But if they're just prepared with an answer, like Chad said, they're accustomed to that approach working to shut people down and they're not ready for the follow up question. That really says the same thing.

Rebel Taylor: [00:13:21] I like that too. Thank you, Bruce. Thank you very much. That was a great idea too I've got that written down now because they do do that.  They go from the, you know, whenever the plate thing right into we've already got everything handled and it's like, Whoa. And so that helped a lot. So thank you.

Jim Sullivan: [00:13:36] Okay. No, I'm just going to say Rebel's the one to beat with her win of the week and we do have eight in the queue. You guys, we're going to have to book to get through y'all.   The next up is phone number ending in two eight, five eight. You're up next.

Rebecca: [00:13:49] Oh Hey! This is Rebecca. I think I was on this call about a month ago. I really don't have a question. I just do, you know, work the probate area I work actually everything, but, I can tell you the one I'm working on right now that nobody else knows about. And it's more about just digging deep. Like that's kind of what I do is I never give up, on a lead and I do call them over and over again, unless they tell me to.

[00:14:15]Go jump off a cliff or something like that. but I have one right now, it's all boarded up. Okay. That's how I found it. I do walking for dollars, not driving for dollars. cause I walk six miles a day and I go to different neighborhoods. So she died seven years ago. It's boarded up.

[00:14:32]there's no will the 23rd person on the skip trace. was her only living son. And so he didn't know where to start with probate. So that's what I'm doing is process. I told him I'm not an attorney. I tried to get a pro bono attorney because they're supposed to do that in Colorado, they're supposed to give her their time, but I didn't have any luck with that with CO

[00:14:56]He doesn't even have his certificate or his mother's death certificate. So he's got to get his birth certificate in Kansas City,  get his mother's death certificate, and then I'm going to go over with them to court and hopefully get him an informal appointment as personal rep.

[00:15:12] It only cost him 199 bucks. Plus I think it's $20 for the letters. And so the house has about $200,000. It's a little small house. I mean, it's quite 1200 square feet, but it's got about $200,000 in equity. I do want to be fair to them. You know, he keeps asking me, cause this got a reverse mortgage on it,  that's a whole other story with a fraud case with Wells Fargo. But anyway, I just don't give up. I just really am strong on the relationships and this is the truth that let's say something happens. And I don't end up with this house. maybe we have to do a short sale and the numbers don't work.

[00:15:50] I don't worry about that because I know that I. Have built a relationship with them when I know that they're already telling me like, no one's taking this time, you know? No, one's really talked to them about the house because I think people give up. That's why, because it took me quite a while to find the person I needed to find.

[00:16:09]And then, so that's all I really have to say. If everything goes well the next three weeks, it should be all done.

Chad Corbett: [00:16:15] That's awesome. So what part of Colorado are you in?

Rebecca: [00:16:17] I work all of Colorado, but I'm in, in basically the Denver Metro area is what I work and then I also work in Oklahoma.

[00:16:27]So I have a home in both places and I come up here for three months then and I rent my house out to nurses while I'm gone. It's not Airbnb, it's nurses that are travel nurses. So that way I don't have to worry about regular renters in here.


[00:16:41] I have a criminal justice background also.

[00:16:43]And, the other thing is I've been through this with my family. I lost three family members in a five year period.  I feel like maybe I'm almost over empathetic with people, but, I guess the thing that bugs me about people that bug people that have an inherited house or probate house is they go after it right after they die.

[00:17:04]And I just don't tolerate that. There's all kinds of things. Like my parents had everything organized. It was in a trust. It was simple. It still took us a year and a half

Chad Corbett: [00:17:16] So there's a lot to unpack here. I want to, for the benefit of everybody else, I want to highlight a few things. You are probably the most disadvantaged person on this call because of your market. So Colorado, because so, so many people were so aggressive at pursuing families. They actually seasoned their probate data. So it comes through late, however, People with your mindset, like people who have empathy and compassion, they do really well in Colorado.

[00:17:44] And I want you guys to pay attention to that common thread running through all of these, these motivating stories today.

[00:17:52] It's it's about relationships and letting the consumer's need dictate the service. Not trying to force them into a, you know, an and to your model. So you can hit your numbers and your KPIs. This is about slowing down, providing a real service to your community and getting the result that you want anyways, it's just in a different way.

[00:18:12] Right? So Colorado is the toughest state I've ever coached in. It's the toughest state we've ever had to write a letter we've ever read to write letters for it is, and the cash conversion cycle is longer, but it's because these people get a ton of pressure on the front and there's no compassion whatsoever.

[00:18:29] It's, gimme your house as cheap as I can get it. And this goes on for awhile. Then everyone else just stops and they're out harassing new people. So are folks who think like you do, who act like you do okay. That come through, you know, they're, they're still breaking a 2000% ROI in the toughest market in the country to do probate in, they're still exceeding a 2000% ROI

[00:18:52] So pay attention to what these ladies today have shared with you. What's working for them. It works anywhere and everywhere. If it works in Colorado, it works anywhere. And the other thing is, like your tenacity, like your willingness to follow up. I don't know if you watched, you know, David Pannell's update video we did a few weeks ago, but that's really his X factor.

[00:19:12] The seven digits secret and probate is: Actually care and follow up, follow up, follow up. And if you do, you'll catch them when they need your help, they will respond and, and you don't really have any competition if that's how you're doing business.

Rebecca: [00:19:29] I am a woman on her own Island here. Let me put it that way. I've been doing this. 10 years. And I was in criminal justice for five of those. So kind of doing this on the side. So went into it none of this stuff phases me guys.

[00:19:45] Like I can't even, you know, people say, Oh, that house has unlike, you know, you're, you're scared of a house that has stuff in it. You gotta be kidding me. And so it just doesn't, I don't want to say it doesn't phase me, but nothing surprises me in this business.

[00:20:00] No family situation. I can always figure it out if they just work with me. That's what I'm trying to say. So, I mean, something crazy can happen and another investor might come along, but I just don't worry about it because I know I've done the best I can. And you know, she, the wife kept asking me last night, how much are we gonna owe you?

[00:20:21] You're not paying me anything. I'm just buying the house. She said, like doing all this work for us for, I said, no. I said, you know, you guys like y every month by the city.

Chad Corbett: [00:20:35] A lot of people struggle with the objection of, you know, well, well, how much is this going to cost me?

[00:20:40] How are you getting paid? And I want you, I want everyone to pay attention. That's not a bad objection. That's a good objection because what it shows you it's demonstrating the amount of perceived value you already have in their mind. So when they're like, Holy crap, what is this going to cost me?

[00:20:55] That means you're you're on the right track. you're doing it. don't, and this isn't necessarily for you, but for anyone else who's listening, that's getting this objection. If you're getting a price objection, or how much is this going to cost me? That's a good check end point.

[00:21:09] That means you're on track because they, they, they have a desire to work with you. They have because of their conditioning in a capitalist society, they're thinking, well, this sounds too good to be true. It's going to cost an arm and a leg. And that's a great opportunity for you to drive home another value point.

[00:21:26] We don't get paid at dime until we do what we promise, or if you're the buyer, you know, we'll get paid in six or eight months when we finish this house and turn the keys over to a new homeowner, 'we'll be paid in due time.

[00:21:37] But I learned a long time ago, the best way to get what I want is to help enough other people get what they want. So would it be okay if you don't pay me anything right now?

Rebecca: [00:21:47] It has to be, in your heart and soul. I mean, having been through this myself and, we've got so many lawyers in our family.  That's why I don't flip houses with my brothers, cause we probably couldn't even decide on the color of paint for a living room.

Chad Corbett: [00:22:02] Let me ask you this. Are you, and I'm kind of putting you on the spot here in front of everybody, but are you happy with, the growth in your business?

[00:22:08] Like, is it, growing the way you thought, do you feel good about that?

Rebecca: [00:22:12] I kind of pivoted. I mean, I'll tell you, honestly, I worked the MLS. Pretty hard. I went from doing private sellers into really just full time MLS. I'm not an agent, but I had agents that put in the offers for me. Then as I've moved along, what happens is I have agents that call me with a house that they're struggling with.

[00:22:36] Believe it or not in Denver, or they're saying, you know, can you come in, but X amount, I won't list it, but this is what we need to get for this. And so, you know, it may be a probate house or divorce, or it's usually something going on. I've been focusing on vacant houses. That's my primary thing and code enforcement. And a lot of them are Probate, like nine times out of 10.

[00:23:01] Or it's a tired landlord inherited or they live out of state or they're like this family, you know, and he just, they just didn't know what to do. That's what the whole problem was. I think that, it was overwhelming for them to start.

[00:23:18]And that's why I love helping other investors, you know, that maybe don't understand the process of what it takes, whether it's a divorce or, probate or whatever it might be.

Chad Corbett: [00:23:28] It seems like there's, there's some doubt, like you're going deep and you're building a real relationship and providing very high level of service. The only time that would be bad is if, you're doing going on four hour appointments and you're out there, you know, spending hours and hours and hours to do this, but if we just narrow it down to that one deal you've got $200,000 in equity, I think you said.

[00:23:49] Right?

Rebecca: [00:23:50] Right.

Chad Corbett: [00:23:50] So relative to that outcome, that $200,000 income to you, to your company,   how many hours of work do you think you'll do to get to that, 200 grand?

Rebecca: [00:24:00] Well, to be honest with you, I haven't even met them in person at all. This has just been on the phone. So, I would say I have, maybe about two hours in it right now.

Chad Corbett: [00:24:12] Okay. And then you have all the work to flip it, to get to that.

Rebecca: [00:24:16] Yeah. Yeah. I would like if I call the clerk of court out there and They're all shut down because of COVID. So when I called the clerk, the probate clerk, you know, I said, look, I've called all these lawyers. This family doesn't have the money. And all these clinicals sheets kind of walk me through.

[00:24:32] I said, this is what it is. Can he do this, you know, without going to court? And she said, it sounds like he can, but he's okay. Show up out here and all that. And she'll do it in 30 minutes, you know? So. That was a relief I mean, hopefully he won't have to have a court hearing or anything. It'll just be, his birth certificate, her death certificate to do it.

Chad Corbett: [00:24:51] Well, what I heard was you have a need for validation on, how you're doing this. And I don't hear anything that makes me think this is a bad idea for you. You're out there. You're being true to your core values based on your life experience. And you're going deeper than most people do or will, but look at the net result of that.

[00:25:10] You're making a tremendous amount.

Rebecca: [00:25:12] I'm not the only one that saw this boarded up house.

[00:25:16] I have another one out in Lakewood and I sold that in like two hours.

[00:25:22]so you, you get the ones like this and then the next one you get so easy. So it kind of levels out is what I'm trying to say. You know?

Chad Corbett: [00:25:30] Yeah, it's important to me. Like I love when people like you become part of our community and it's important to me that you don't doubt yourself because it sounds like you're doing great work and you're getting a great result.

[00:25:41]What you're doing is really helpful and you're making a ton of money doing it. So keep doing that.

Jim Sullivan: [00:25:45] Thank you so much. I, it sounds like you'd be a great case study for Chad as far as the motivation and the mindset, man. You've got it.   I really appreciate you sharing. Thank you!

Rebecca: [00:25:55] Thank you.

Jim Sullivan: [00:25:56] All right. Next up is phone number ending in two, four, five zero. You're up next.

Caller: [00:26:02] Hey guys, how are you doing?  Great. I wanted to share. Number one is success story.

[00:26:07] And number two, I have a question for you. So, my, my success story, I, I sent out my first mailings. I know in my second or third month now, something like that, but I got a deal off my first mailings. It's it's a listing agreement. I'm a licensed realtor and an investor. And it's really cool to see that happen as quickly as the first letter, which I did not expect whatsoever.

[00:26:30] So that was cool. And I'm finding a lot of ways to help that particular family navigate the process and the listing we'll, we'll be going live in about one week. So I'm helping them with a lot of things other than just listing the house, which serves them well, because I come from a contracting background,

[00:26:45]anyway, I'm excited. So. I have a question. I'm a licensed realtor.  I'm working with another lead I have a great rapport with them, a good relationship with them.

[00:26:53] I've met with them twice in person and we're down to the nuts and bolts of making an offer on the property or, and they accept that offer or we list it and try to get out a higher dollar amount by listing it. How do you navigate that process where you're trying to wear both hats?

Chad Corbett: [00:27:08] Don't  so I started doing this as an investor and when I saw that I wasn't going to get it for the price that I needed to as an investor, I would try to switch to my realtor hat in the appointment and you can literally hear rapport shatter and fall on the floor.

[00:27:22]I, it just, I never found that a really effective way to do it. And I've worked with other wholesalers who, you know, they send their leads to me and I try to just be the realtor. And they're just the investor. What I ultimately figured out is I just need to focus on being Chad and when I walk through that front door, I don't have an outcome for me in mind.

[00:27:41] The outcome is all about them. So whether I buy it or whether I listed it, it doesn't matter. Because I'm going to monetize that either way. And I will say I've walked away from a lot of houses with signed listing agreements. And I was very disappointed because I wanted to buy them, but always let their needs dictate the strategy.

[00:27:58]From a marketing standpoint, if you're offering brokerage services in your letter, if it says we can list the home,  meet the minimum or compliance requirements  for me that just in a light gray number eight font in the footer of the letter, it has my brokerage name, address, phone number, and then asterisk: "Ethics are of utmost important to us. If you have an agency relationship with a licensed, real estate agent, please disregard this letter. And that's been enough to protect me. I have had complaints when I've, you know, mailed letters to someone who already had their property listed. the board, the state board was like, Nope, you're good.

[00:28:31]And so that covered me.

Caller: [00:28:32] Interesting.

Chad Corbett: [00:28:32] The point where I disclose license status is I focus on people and situation. Even when I get to the house, I don't disclose,  in my state, you're not required to disclose really until you start discussing numbers or, you know, agency issues.

[00:28:48] So if we're talking about the personal property, walking through the house, the only thing I'm focused on is building and reinforcing rapport with the person I was on the phone with and building rapport with everyone else that's present. And then when we get back, I teach in mastery, I'll show you exactly how I do this.

[00:29:05] But when we get back to where we first started in the home, I literally just walk out of the room without saying a word and open the folder and put it on the counter.  And then that's when I'll disclose.   The initial phone call happens, the property tour happens.  I guess them a voice and get all their concerns out or all their expectations out.

[00:29:22] And then I actually will disclose there's there's a chance that, that before we jump into the numbers and other things and make sure. Decisions. I just want to let you guys know. There's a chance that we may be working together in an agency capacity.  I am a licensed real estate agent and four in four different States.

[00:29:38] I'm not sure how we're going to be working together, but all that matters to me is that we're working together. That sound good to everybody and I'll go through it. Something like kind of casually like that.  It happens at the same time in every appointment. So when the investigator called me, I'm like, no, actually this was on the letter.

[00:29:53] We met or, you know, actually in that case, I didn't meet with him. It was another agent that got, bothered that their client got my letter, but I've never had any, any complaint from the clients or the families. But if I ever did I have a pretty clear process, right? So the letter has the  disclosure requirements. The website meets the disclosure requirements.  And before I ever discussed price or strategy, I disclose license status and I do it at the same time every time.  So that's how I found  that to be really fluid. And you're very nimble when you do it that way.  If you remove the title of real realtor or investor and just be you, then you're, very nimble and you can be a transaction engineer on the spot, and it's never been a problem for me once I figured that out, this became a lot more fun and a whole lot easier.

Caller: [00:30:41] Interesting. So after you've built that rapport and you've disclosed this in your conversation and meeting with them, how do you navigate going about what's best for them, whether it be a cash offer on the property to get it sold quickly or listing it do you offer them an option for both Like here's a cash offer price and here's a suggested listing price, for example.

Chad Corbett: [00:31:03] Nearly every appointment I go on has three options, sometimes four or five.

[00:31:08] The three that I can offer pretty much anyone, a cash sale, an as-is, where-is sale. My definition of that, that is at what point can I all but guarantee this will be a ratified agreement in seven days or less and close with And then, retail. So, you know, you use your retail price.

[00:31:25] Now, if the house is in disrepair and they're willing to put money into it, or they're willing to partner with me, then there could be a fourth scenario. So you can, you have cash as is, current retail or renovation retail, like top ARV. But I use a net sheet and you can find it in the All The Leads Mastermind Facebook group in files, or you can find it in subscriber portal.

[00:31:48] There's a net sheet template, and it's just a very simple spreadsheet and it puts the three scenarios side by side. So quite honestly, I rarely ever use it, but it's there in case I need to,  it's a great visual tool show them. So, based on all this information gathering and focusing on people in situation and asking questions, getting them to tell me stories like the rapport building is it's it's Intel, right?

[00:32:12] Like I'm, I'm learning what, their problems are, what their goals are.  And they don't even know it. If it's done correctly, it's just. Organic conversation.  But when we get back to the countertop and I opened the blue folder, all those stories are in my go ahead. And I know what, you know, what their challenges are, what they're capable of, how much money's in the bank account, how much equity is there and the property.

[00:32:31] So, so, you know, guys, listen, based on everything we've talked, talked about, it sounds like there's really no cash. And you guys don't want to go through the stress of a renovation. So this, you know, retail price based on the condition of the home, I just feel like it's really not an option. Wouldn't would you guys agree with that?

[00:32:46] And then I strike through it and I'm like, so that leaves us with two scenarios we haven't as is whereas sale, which means we won't accept any contingencies. It's going to greatly limit the pool of buyers. We'll most likely sell this to a landlord or a first time home buyer that has saved up for a down payment to renovate the home.

[00:33:01] so we can get a higher price. It's going to take longer. We could expect a 45 day window here. based on everything you've told me, it's really important that you guys get this behind you now, so you can move forward. I'm not sure if this one works for you. I think what might be best based on, you know, your level of motivation, is just take the cash price - we'll buy it with everything in it. You don't have to lift a finger. Take what personal property you want and we'll deal with the rest. And within a, probably three to five business days, we could have this close at this price. Which of those two do you think is best for you? Which feels most comfortable?

[00:33:32] And they'll self-select right there.  And the highly, highly motivated ones will always they'll go to the cash. And even though you show them what they have to lose, kind of illustrate it for them, it's like, you know, in order to get this price over here on the right, you're going to have to risk a considerable amount of capital.

[00:33:48] You're going to have to go through, you know, the management of the renovation, and you're going to take risk. We're in a market where, you know, during an election year, during a recession,  something, you know, conditions could change. So there's a significant amount of risk involved to get this number. Are you guys comfortable with that risk?

[00:34:05]Okay. Let's just say that that's not an option. If you don't want that exposure, you don't have to do it. So you just kinda knocked them, you know, through, through deduction, you find out what's best for them and they feel like they chose because you gave them all the options in a very transparent way.  And the net result of that is ultimate trust.

[00:34:22]when I started buying houses, This way versus just going in as an investor and mentioning, Oh yeah, I'm a realtor. If this doesn't work out, I can and help you. Like the people I worked with the sellers were so much more trusting and open. And even when you, wholesale it and they see that someone else is closing and you're getting a 15, $25,000, spread, they don't care because you were straightforward with them.

You were transparent and they know what they could have gotten, but they knew they understood what commitment and risk it would take to get that. So that's how I do it, Bruce. I know you had something to add too.

Bruce Hill: [00:34:58] All my appointments, I take a menu with me. And that menu typically has three or four options. And Chad mentioned sometimes up to five or six. It really reduces the risk of them going with someone else. It reduces the risk of price resistance because ultimately they're the one in control. Many times we get in the way of their buying. So, the old adage says everybody loves to buy, but nobody likes to be sold.

So instead of ..

Caller: [00:35:28] Right.

Bruce Hill: [00:35:28] ..budding into  their buying process, asking questions and presenting options and letting them choose. And then when they say, well, you know what we're thinking about? Maybe this one or that option, instead of saying, okay, let's sign right here. Let me try to sell you on something you say, okay.

[00:35:44] Which, which one is more beneficial or, or why is it that you're leaning toward those and let them start the buying process instead of us diving in and starting the selling process. A good sales pitch is a great way to ruin a relationship.

Caller: [00:36:00] Gotcha. That's really useful and helpful. I appreciate both your input.

Bruce Hill: [00:36:03] Good deal.

Eddie V: [00:36:05] Hey, said I can ask my question. I don't know if Jim's on here.  Okay. just to, just to give people a testimonial I was doing what David Panell said: Look professional and set yourself apart from everybody else.

[00:36:18]So, anyway, I've been dressing more professionally. I wear a button up shirt.

[00:36:22] Nice dress shoes. Nice jeans. Showed up with the flyer that All The Leads made for me and gave it to the guy, walked through. Not sure if the deal is going to work out or not. He's looking for the highest cash offer. and, I gave him a number. I tried to give him a listing number and an owner finance number, but he didn't want to take any of those, but he was like, you know what?

[00:36:45] You weren't this cigar smoking suspender, slapping kind of guy, who's just trying to sell me on something. And he was like, I really appreciate that.

Chad Corbett: [00:36:52] Good good for you and anyone who, I won't recap everything, but David we've talked about that twice now. I usually wear jeans, a button up a sport coat and a pair of really nice leather shoes.  That I know has gotten me deals because people have told me that and it's meeting the expectations of the generation you're serving. So these people didn't come up at a time where they watch Gary V. Well, you know, wear a tee shirt and drop the F bomb every 30 seconds. So they have a certain expectation of what standard of professionalism you should have.

[00:37:20] So whether that's how you dress all the time or not now be authentic to yourself, but out dress your competition because it will make a difference.  The other thing I wanted to say, Eddie is the next time you find yourself in that situation. A lot of times sellers have a perception and a lot of investors are marketing  using that against realtors, that it's complicated. No realtors involved, no commissions paid, yada yada yada it's, it's a big part of their marketing. Right?  So remind him what an as-is where-is sale looks like. You know, most, most investors are going to close on a 30 day timeline if you're selling as is, whereas in a market site, like in the part of the market cycle, we're in, can you close it in 30 days?

[00:38:01] Sure you can. People were falling all over themselves to get inventory right now, investors and consumers. So. Remind him that, but it doesn't have to be painful. Like listen to, you know, either way we can close inside of 30 days this way you get more money, this way I get more money. What do you think is best for you?

[00:38:19] And I've taken a lot of as-is whereas listings, where I was going to be cut out on the cash price, because there's no way in hell I was paying what that person was paying, and they weren't gonna make any money either. They just wouldn't know that for three or four months until they did their final accounting.

[00:38:33]But sometimes. Newer investors will price you out of deals.  And you can take that deal back by pushing on the, as is where is, and showing them that they can close on that same timeline with the same amount of money with no contingencies and without the risk of that person using the weasel clause. So point them to the contingencies in the contract and be like, okay, so they gave you that number, but do you pay attention to the contingencies?

[00:38:59] "What's the contingency?" Well, that's, that's what the, you know, oftentimes they'll write a contract in such a way that if they can't sell it or come up with the money that they don't have right now, they'll pull the rip cord and you're left empty handed. You still have the house. You've got another month of carrying costs and you have no recourse.

[00:39:15]So. if you could have somebody who's held to a standard of professional ethics and state law dictates how they have to, how they serve, can you see how that might be in your best interest? If you get the same amount of money in the same amount of time, but you're working with someone who has a lot more to lose.

[00:39:31]And so you can take that back. If you're getting priced out of your own deal. Just take it back as a listing. And I'm sure investors on this call are cringing, but I've had it done to me too. But if you feel like you're going to lose a deal, that's, that's the beauty of having a license. You're nimble.

Eddie V: [00:39:47] Got it. Okay. Well that's good. Good advice. So I've been shooting for a hundred calls a day or a hundred dials. Not every number works, but a hundred dials a day. I don't quite get there, but I get close. And one of the issues that I've been coming across is like Say I'm calling for Steve and I get Mary  Mary is Steve's wife. And then, Mary's like, well, what's this that's my husband. What's then regards to. And I, I usually just do the exact same thing I would do with Steve. I'd tell him the exact same way. And they not always, sometimes they're like, Hey, here's the number, but more often than not, they're like, no, we're fine.

[00:40:25]When I did Sandler training, I was told, never take no from somebody who can't tell you. Yes. She might influence yes but...

Chad Corbett: [00:40:31] Two things. One try to get his phone number from her if she won't do that, go for the appointment with her and him because, have you ever met a wife that didn't really have social leverage on her husband?

Eddie V: [00:40:44] Yeah, I know that she will be influential.

Chad Corbett: [00:40:48] Yeah. If it's tentative and it probably will be, she'll be like, well, I don't know his schedule. Okay. Fair enough. Well, listen, I'm calling every other family in town today that that's going through what you guys are going through. So just to, to kinda, I'm sure you guys know what we can do to help your family.

[00:41:03] I'm going to give you that spot on Thursday night at six, could you put that on the calendar and just let your husband know? And if it doesn't work out, we can find a different time, but set the tenantative appointment. And then like, as soon as you get that done, you ask, you know, ask her a few more questions and find some way to provide value to her.

[00:41:19] So find some way to show her the benefit of meeting you guys. and chances are he'll be there.  If she won't give you his phone number. Get it on her calendar and then employ her to go make sure he shows up.

Eddie V: [00:41:31] Okay. Okay. That's helpful. And then...

Bruce Hill: [00:41:33] The previous scenario that you laid out, I'm going to give you a resource that I use to get listings priced accurately. And that is a site called Terradatum. It's a Clarus Market Metric resource.

[00:41:45] It costs like a hundred bucks a year. And if you ever need to show someone a clear and concise data and it gets them to accurately priced the house should strive for that. So, Terradatum is T E R R a  D a T U m.com. And anybody there needs pricing strategies and data. It's the best resource I've ever found.

[00:42:10] All right, go ahead.

Eddie V: [00:42:12] I just had a foot in the mouth moments the other day. Like, I just felt like a complete ass, but, so I called him, this lady named Lisa something and the descendant was the same last name. And I was under the impression that it was her, her brother. And she was, she was like, yeah.

[00:42:32] And Monday I'm celebrating my first anniversary. And I was like, congratulations. And she was like, well, he died. And I did not know that it was her husband who died. And I was like, well, I'm an asshole. But, anyway, those happens. I figured I'd share a, not a success story, but something that, I assume other people might find valuable that not everything's perfect.

[00:42:58] I still think it might be a possibility to get the listing.

Chad Corbett: [00:43:02] Thanks. Thanks for sharing because it, show yourself some grace man. Like there's no way you could have known that. Right. And. I'm glad you shared because a lot of people try to deduce too much from the data.

[00:43:14]So they look at the addresses, they look at the names, they look at very limited data points they have, and try to piece together a story. And what's the alternative. Pick up the phone and ask, and that builds a relationship. So the lesson for you here is don't try to deduce the whole story and figure out the whole story through deduction.

[00:43:32]It's rare that that would ever happen. And 90% of people are probating a sibling or a, parent's estate, not their spouse at a young age. So don't be too hard on yourself, but also use it as a lesson. Like, remember this, the next time you call, it's rare, but sometimes we've had kids, you know, the, the decedent was actually a child who had over a hundred thousand dollars net worth. So their estate had to be probated. So you never know who the decedent might be. Don't go into a conversation acting like you already know, or, you know, or we're operating on assumptions.

[00:44:06]go in everyone the same way, focus on people in situation. And when you understand both and you'll, you'll be the perfect solution.

Eddie V: [00:44:14] Okay. Perfect.  Thank you.

Jim Sullivan: [00:44:16] All right, guys. Hopefully you can hear me now. Despite the tech issues, I think this was, you know, we get 150 people on this call.

[00:44:24] It's going to happen. We're going to talk over each other. We're going to have issues with the conference service, muting each other out. But it, I think it's one of our best calls ever, as far as just the, the mindset and the success stories and just some really awesome examples of, the way you should and can approach this amazing niche.

[00:44:43] So as I always do, I want to thank each of you for being here today. I want to particularly thank those that actively participated. We're going to have a real hard time picking of the four success stories a winner of the week, but we will do that and we will let you know. And I want to challenge each of you:

[00:44:58] Take one idea. One thought, one thing that inspired you on this call. Go out and put it into practice and come back next Thursday and share your results with the group. Stay safe, stay healthy, stay productive. Make it a great week. And we will talk to you. Same time. Next Thursday. Take care, everybody.

[00:45:16] Goodbye.

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