Cold Call Training for Probate real Estate 63

Cold Call Training: Probate Scripts Role Play #63

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Real Estate Scripts Role Play Training #63 

Recorded Live on February 4th, 2021 (Join Us Live Next Time | Previous Episodes)


Welcome to All The Leads Role Play Training, a special series recorded once a month for the Probate Mastermind Podcast.  These episodes feature agents, investors and wholesalers from across the country role playing their real estate cold-calling scripts with coaches Chad Corbett and Bruce Hill.  Be sure to join our Facebook Group, All The Leads Mastermind, to find role play partners and more!



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Episode Transcript

Cold Call Scripts Training for Probate Real Estate - Role Play 63

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



Welcome extraordinary agents and investors from across the country. Today is Wednesday, February 3rd, 2021. And this is role-play call numbers 63. We have our extraordinary coach. To go along with our extraordinary agents and investors on the line. So challenge, this is challenge Bruce Day, Burke, your hardest objections to the call and, uh, he and I will be here to see if we can answer them.

So let's go ahead and get started. Uh, first up this week is phone number ending in zero five, four four. You're up first. Hi, this is Jim . Can you hear me? Hey, Jim Loudon, Claire, sir. Great. Great. Great. Yeah. I'd like, uh, Bruce to be the executor and I'd like to try my presentation out on him. Awesome. You're a brave man.

Jim, Jim is actually cheating cause we just, uh, we just ran through this a second ago, so it hasn't forgotten.

He was so it's fresh in my mind for us and I will find impress you. Make sure you hit them with something off the wall that he's not expecting. We'll test them all up. I'll I'll be relatively nice. Let's be relatively like an executive or I want this, uh, thank you. Take the gloves off the, uh, the, the key word is relative.

Okay. You're ready. I'm ready. Yep. Hi Bruce. This is Jim . Do you happen to recognize my name from the letter I sent you last week? Um, uh, I don't know. I don't know, Jim, what was it about? Yeah, Bruce, I own the executors helper. I provide various services to make life easier for executors. So I just wanted to let you know that we're out there doing things to make the probate process a lot less stressful for families.

And honestly, Bruce, I don't even know if what we do for other executors would benefit you, but. If you'll give me just a minute to tell you how I make life easier for others, then you can just tell me if we should talk more or if you have everything taken care of it. Okay. Um, okay. I just have a minute, but go ahead.

Nope. Okay, Bruce, is it more likely that the house is going to stay in the family or eventually be sold? Um, we haven't decided yet. I don't know. I, I got, I got a lot going on. We hadn't even talked about it. Okay. We have solutions for family members that want to buy the homes. We are able to pre-approve them for financing and actually estimate the value of the house too.

So family member of buying the house is something we can definitely help you with. We can determine the value of the house and we can also approve the family member for financing. Okay. Now let's talk a little bit more about what's more commonly done, Bruce. In fact, selling the house, although everybody's needs vary a bit in general, a very commonly used service of ours is simply clearing out the house.

We sell some items for you and donate others, saving you a lot of time. And we also have cleaning crews to inexpensively clean the house. After it's cleared out minor repairs can be taken care of you as well. And we even do these very low cost alarm systems. If the house is vacant. So in general, those are some of the items that we help families with.

However, Bruce there's one particular free service of ours. That most executors take full advantage of and benefit from tremendously. May I tell you what that is too? Yeah. Yeah. Go ahead. Bruce. It's tremendous. It's called the executors tip sheets, the executors tip sheet. It's a huge help with everything needing to be done.

That's not part of your attorney's job. I'm talking about the things that need to be done that fall on your shoulders. In fact, most executors use every tip on this tip sheet because it saves them so much time and money, but the most beneficial and popular feature of this free service, the executives tip sheet is this, it makes it so simple to decide if you should sell the house as is, or if you are better off making some very minor inexpensive changes to get a lot more money for it.

Bruce. Here's the best part. And why so many executives take advantage of this particular tip sheet? It includes an estimate of the house value in its present condition. It includes an estimate of recommended changes or repairs and how much the house it should sell for after those changes are made.

Bruce, a lot of executors feel getting this important and free information without having to commit to anything makes a lot of sense as it makes sense to you. Aye. Aye, Jim, I, I, I, um, I'm kinda running tight on time and uh, I don't know. W w if we, if we talk about it and decide that we're going to sell, we'll call you back and take you up on that.

Do you need a call back in a couple of months? Um, yeah, that'd be good that we'll, we'll be further along by then. Yeah, that's fine. I, I understand. And I'd be glad and I'd be glad to share some great ideas with you when we talk again, but in the meanwhile, would it be helpful for you to know what the house is worth now?

How much it would cost to clean it up, how much it would cost to improve it, to get tens of thousands more. Wouldn't it make sense to have these ideas already in mind? Wouldn't it make it easier over the next two or three months to the side? What you're going to do if you already have the free information?

I just don't know. I think, uh, maybe could you send it in the mail to me? The mail isn't going to help your Bruce everybody's situation is different. No two houses that we help people with have the same needs. Your house is going to be unique. I'd like to prepare for you. Some ideas that I know you'll be want.

You'll wind up using. These are ideas that other executors have proven. That saves them time. It saves them money and it brings their estate to a successful conclusion satisfying or the era's Bruce, Bruce. This is something, unfortunately that's been put on top of you. And I know you're not thrilled about having to be an executor.

I've been one I've gone through it myself, but all of us had one thing in common. We wanted to get the job done inexpensively and quickly. Then what you want to get this off your shoulders? I don't even know what we're taken off, I guess. So I, I don't even know what we're taken off of our shoulders. Uh, and I'm really running tight on time.

So yeah, I guess we're, we're not ready to sell the house yet. Um, if you can help me save some time and it doesn't cost anything then sure. All right. I'd be pleased to do that for you, Bruce. I'd be happy to help you and give you a lot of chips and you can take this information and consider it and speak to the rest of your family members about it.

I generally do these free consultations during the week with some limited time on the weekends, our weekends, better for you. What do you prefer during the week? Uh, no, I have off on Wednesdays and Fridays. Okay. Are you an early bird that you got up early or is it an afternoon appointment on Wednesday?

Better? Uh, I'd say afternoon's better. Okay. Three o'clock good for your bros? Um, sure. Okay. Okay, I've got your address. I know that's right off of main street. I'll be there. Three o'clock sharp. And I think you'll be very happy that we wound up meeting. You're going to find a lot of benefit in this free information.

Thank you. And I'll see you on Wednesday. All right. Thank you for your dude. Take off.

Not quite, did I take the gloves off, Jim? No, they were, they were, uh, I was, I was pretty tough on you. I was pretty tough on ya.

That's real life. Yeah. You were just noticeably unenthusiastic, Bruce, no matter how, how enthusiastic Jim was, you just didn't want to go there with him, which so you made it, you made them keep coming back and coming back. Great job. You want to, you want to give a critique first? Bruce, do you want me to, why don't you go?

You go first. You Jim, Jim, I love your name, man. Um, I, I love the, and I know this is something that Bruce teaches. I just loved the, you know, I don't even know if any of these services could help you. It's very disarming it. You're giving them permission to say no, which is a great way to start the conversation that really takes the pressure off.

Um, Let me ask you, Jim, do you have probate plus or R or did you just, as you assumed that there was a house, you didn't ask him if there's any real estate in, um, do you have probate plus, did you know that there was a property going in? No. Um, you know what it is, I asked him if he was going to sell the house or keep it in the family.

Yeah, no, I actually, I kind of liked that. Yeah. Yeah. Um, I kinda liked that you just assumed there was a house. If there wasn't, he's going to tell you so, but I, I liked that. Um, you did a great job of asking questions and alternative closes that it didn't sound scripted. It sounded very natural. You just kept giving them two options.

Two more options, two more options. One thing, one thing I wrote down there that I thought. Was a mistake, but I think it was probably intentional when, when he was blowing you off, you said, can I call you back in a couple months? And I wrote down, you know, like why a couple of months, but I think that was just like, take my name and number.

I think you just use that as a way to disarm him and then you just kept on, kept on selling. So the way you use that was great. You know, it a couple of months was, was more disarming than, than, uh, a few days or a couple of weeks. So, great job, man. I can tell, I can tell that you've practiced this. Have you, have you you've actually been prospecting or is it all been practiced so far?

Oh, so it's all been practiced so far, but I have, uh, extensive sales experience and um, so yeah, a lot, a lot of experience in selling. Yeah. It came through, you sounded very sincere, great job. Yep. Thank you, Bruce. I would say, um, uh, number one is, um, it's probably, um, probably a little bit better in the North.

Um, you're currently in New York, right? Jim? Yes. Yeah. So probably a little bit better in the North. I like to refer to, to the, the attitude or the temperament that I have on the phone. Um, as, as though I'm changing hats and the hat that I like to wear when I'm making probate calls. Instead of being sales guy.

I like to wear the neighbor, neighbor, drinking a beer on his front porch hat. And of course I don't tell them that I'm drinking a beer on my front porch. Um, it's not always false, but, uh, but, but that's the temperament that I try to come to it with. So, um, depending on the reception that you receive, when you're making these calls, you might want to try to, to, um, Alter your temperament just a little bit from being, um, uh, I almost felt like there was a lot of commercial in there, like television commercial, or radio commercial, alter your temperament to being a little bit more sitting on the front porch, drinking a beer.

I'm just the guy. Um, but I want you to try what you're doing before you just immediately go and change everything that I'm telling you to tell you about. Because in my, in my area and a lot of the areas, a lot of people need to go a little bit less salesy. Um, you were, uh, very disarming. Um, you, you made sure that I, I felt when I pushed back too hard, you made sure that I felt like, um, uh, like you were understanding me and you weren't combating me or coming back at me, one of the things, and I don't know how I feel about this.

You were doing a ton of trial closing. What a soft closing. Wouldn't it be? Wouldn't it be beneficial for this? Wouldn't it be beneficial for that? Almost felt, felt like you laid that on just a little bit thick though. Wouldn't it be close? I love using that. And I can tell how natural you are plugging it in plugging in, and I wasn't counting, but I bet you probably put that in 10 times through the conversation.

Um, I might try to dial it back so that it's less obvious that you're, uh, that you're getting an agreement close. Um, And maybe it's just me, maybe it's because I know the sales techniques that I recognized it as much. And I'll ask Jim in a second, what he thinks. Um, and then last is you asked for about 60 seconds of time.

If you're going to ask for 60 seconds, try to hold back on, um, what you're presenting a little bit. You don't need to be at exactly 60 seconds or a minute, but try to hold back. You ran a little bit long. And if I was, um, if I was a grumpy new Yorker that said, Hey, I'm busy and I've got a minute. Uh, you'd probably lose me at two.

Okay. Okay. I thought I heard cleared that up, uh, when I asked if I could tell them about the other thing too, but I'll, I'll call it clean that up. That's fair. That's fair. Yeah. I'll, I'll clean that up now. Listen, I don't have a tip sheet, but

if you're going to use that presentation, you better. Yeah. I think it might be pretty important. I think it's helpful to the presentation. I think it's a tip sheet or a checklist or something that you can get in front of them is going to be beneficial. Um, so yes, you use something like that. That's what I was kind of thrilling this valuable tip sheet, you know?

Alright. I have a lot of other people that, you know, real good. I was going to follow up on Bruce's question. If I get what Bruce is saying, it didn't strike me. Um, overwhelming the wouldn't it be? Um, you didn't use a lot of trial closes, but maybe. Maybe you probably did say, wouldn't it be about 10 times, maybe just rephrase that a little bit.

How does that sound, um, that, that you, you know, there's nothing to, there's no harm in that, right? I mean, just, maybe just rephrase that same question you could probably do as many closes if you didn't use the exact same verbiage that many times. Yeah. Duly noted. All right. Great job. You're a great man, sir.

Thank you. Thanks for stepping up. Thank you. All right. Take care. All right. Good. First job. You got a, a big shoes to fill there. Next up is phone number ending in seven three six eight. You're up next. Hi, this is Christina. Good afternoon. Hey Christina. Hey, we do for you. So I made start making some calls and I want to role play as the caller.

And I want you to tell me that, um, you have it all handled. Okay, perfect. Let's do it. Okay. So, um, so Bruce, are you going to, you're going to be the, the person, the executor, you okay. Um, Hey, Bruce. Um, my name is Christina Ainsworth and I'm calling, I live here in Austin, Texas, and I run a business where I help, um, families going through probate.

And, um, I just wanted to check in with you and see if there was anything that you needed at this time. And, uh, no, Christina. Thanks. Uh, we, we got it all handled. Okay. Terrific. Well, I'm glad to hear you have it all handled and I'm guessing what you're referring to is with regards to the legal matters and the attorneys, um, the business Island is actually relates to the real estate.

Um, I help people set up a state sales, get rid of personal property, um, sell the real estate. I can even bring a cash offer to you for the real estate. Um, so, uh, what are your plans for the real estate? Uh, I, I don't know, Christina. Um, I really don't think that we're quite at that place yet. We've, we're just pushing that part of it off.

Um, and everything that we have here, everything that we're dealing with right now is pretty much covered. Okay. So you're eventually gonna sell. Um, are you aware of that in Texas? You can sell, um, You can sell the home without, um, going fully through the probate process. You can get that piece of property out and release it.

Would that be of benefit, um, to the beneficiaries? Um, maybe, I mean, then we'd have to go over there and clean the house out. And honestly, we're not ready to do that yet, but I didn't know. I didn't know that. Okay. Yeah. I mean, it's a, it's an arduous process going through prebate and also trying to manage physical property at the same time.

I, I definitely understand that. Um, and that may be where I can help you. Um, as I mentioned, we do, uh, estate sales, trash outs, clean out to help, uh, you know, property preservation. We can get a handyman in there. Um, and I'm more than happy to assist you in this. Um, have you been by the property or had someone go near the property?

That you know, this is terrible. My blue tooth, right in the middle of that, what you just said, um, Jim, take it from here. Um, I mean, we, we, uh, we have a neighbor keeping an eye on the house for us who, you know, so I'm not sure that we need anybody to go buy the property. What if you were to go buy, what would you do?

Uh, well, I just, you know, be able to alert you of the condition and by seeing it, you know, I'm, I could give you an estimate of value, tell you what the house could sell for either retail on the MLS or, you know, what, uh, what someone could buy it for cash to free up that, you know, free up that money and get it to the estate.

Um, Yeah, I live, I live nearby. So I'm happy to just drive by. Um, is there a way I could get access into the property? Yeah, I don't, I don't know if I mentioned that I have three siblings and I mean, two of us want to sell and the other two don't. So, you know, I'm not, I can't guarantee that we're ready to do anything yet.

Um, you know, I mean, I don't think we're ready to list it or sign a contract or anything right now until we all can agree. Yeah. Yeah. I definitely understand that. I mean, there's, there's certainly a lot to think about probably some of your siblings might have different motivations. Um, so, uh, why don't you, why don't I set up an appointment with everyone at three o'clock so I can meet everyone.

Um, and you know, at the very least, um, I can work hard on your end to try and get you, uh, I'm going to value. I know a lot of people look on Zillow. It's not always accurate. It really depends on each individual home. And that might help you move forward in some of your decisions. I'm with three o'clock work for you and your family members.

Yeah. I mean, I'm an hour away. I'm an hour away. The rest of them are out of state. So you're not going to be able to get all four of us together. Okay. What about a zoom call? Um, if I, if I could get access to the home and really see what it looks like on the inside, I could present to everyone over a zoom call, um, later, would that work for you?

Yeah. I mean, as long as you understand, I mean, we're not, I can't promise you that we're ready to do something, but that might actually, you know, it might actually get the four of us on the same page. If you can give us an idea, you know, what we could get now versus, you know, renting the place and maybe selling it a year from now and, and maybe figure, figure what needs to be done in the house, in your opinion.

Yeah. I, I think I could get them to show up for a brief call. Okay. Terrific. All right, well, um, so can your neighbor lesbian then? Yeah. Her name is Phyllis I'll. Um, I I've got your number here. I'll I'll text you her phone number. Give me about 15 minutes. I'll let her know you're going to be calling and she lives directly next door.

She's very protective of the house. She was good friends of my parents, but, uh, if I tell her to let you in and you know, she's always home, I'll make sure you can get access. That that'd be fine. Okay. Terrific. Um, and what is her phone number? Um, I'll text it to you when we hang up, if that's okay. I don't have it in front of me right now.

Okay. Perfect. Our mini neighbors. So we have to let her know I'm coming and I couldn't even pick up on the door. So, yeah, we want to do is give you guys information so that you can make the best decision, um, and just help you because it is, you know, it is an arduous process handling the, the physical real estate as well as the probate and, um, and that's my business.

So I'm glad to meet your acquaintance and I'll, um, I'll go check out the home and then present to you guys at three tomorrow. PR appreciated what I think we can all agree. I'm easier than Bruce. Bruce would hope. What comments do you have? That was good. Um, so, uh, first comment, sorry. I, I was hearing you and then you were gone, um, a second comment and you almost started doing this.

Um, don't sell to the sold. So you, you had an appointment, um, you, you, um, had broken through and got some rapport. Um, I'll text you Phyllis's phone number and, uh, and then you started presenting again and you didn't go very long. I thought you were going to go for another couple of minutes and, uh, but just, just realize you've, you've got the appointment.

You're going to look at the house. You don't need to continue selling. Um, great job, massive improvement on, um, uh, last month. Massive improvement. Um, good job on, um, building rapport on handling the we've. Got it. Handled. Objection. Um, I would say that what you needed to focus on a little bit more was digging just a little bit.

There were a couple of, um, I hadn't given you any chinks in the armor yet. Maybe I had, um, I know Jim did with, um, two, two, two of us want to sell two of us. Don't want to sell a camp out there a little bit. Um, are you guys all local? So, uh, he had to tell you we're not all local. So you could have, you could have asked, are you guys all local?

Um, what is, uh, what are you, why would you like to sell? Okay. W what are their reasons for holding onto it? Does it make sense to hold onto it? So dig in and, and kind of camp out there. Cause he gave you some information that you just had a really surface level of knowledge on that I'd like you to have more knowledge on before you try to sell.

Before you try to close. Um, last thing that I would say is, um, we really don't know what the person needs and anytime that you presume to know what they, um, what they need. And I didn't feel like you did this over, over the top, but I felt like you presumed to know what they needed a little bit more than, than you needed to.

And, um, if it was me. You're going to push some of that rapport off. You're going to damage a little bit of that rapport that we've built by, um, by saying, Hey, we can help with this and this and this without knowing, without having enough knowledge, right. Their situation, what they're going through yet. So it kind of all goes back to the questions again, but yep.

Great call. Great, great conversation. Yeah, Christina, you were, you were, you were very low key, um, compared to our first caller and Bruce, but Bruce was low key. Also, you were kind of, uh, doing a pretty good job of matching and mirroring him. Um, I love the, I, I actually like, and I, the monument of title you open with that, that's something and that would apply to any of our subscribers.

You know, I've got it all handled, you know, we have the insurance objection, but okay, great. Well, Were you aware a lot of people aren't that you don't have to complete the probate process to sell the property? Yeah, that's a good opening and a lot of people might not be aware of that. I would echo what Bruce said though.

You, you were trying to set an appointment with me without knowing if I was the only decision maker, whether knowing whether I was local or not, it would be a lot smoother if you ask those questions in kind of got to that strategy on your own, but, um, overall great job. Okay, thanks. Yeah. I'm just, um, like I'm making these calls and like I'm the one ending the call and I'm getting off the call going, if I'm the one ending the call, I didn't ask him questions.

So like they could keep talking to me. I mean, even the guy who was like, Oh, I'm doing some construction work right now. And I was like, I need to just practice because, and then this other woman like said, well, we're not going to call it. We're not going to sell right now. And I like, I didn't even try to go see the house and I guess that's what I'm maybe I don't know the mechanics is I just figure, Hey, well let me go, you know, let me go check out the condition of your home for you.

Um, and then set the appointment. But it's what I've heard Chad do before is like, he's trying to do it all at once. And, um, I don't know. I mean, I'm just, you know, taking it till I make it out there. Yeah. Well doing that to some extent, um, you, you, if you, if you don't have it, um, had to have our seller interview sheet next to you always have.

Um, you know, when you feel like you're letting go too soon, um, we, we, we don't believe in scripts. We want you to follow the conversation, but it's not a bad idea to have a half a dozen extra questions just sitting there to kind of keep the conversation going. You know, even if you ask a conversation, you, I mean a question that you don't really want or need the answer to it'll, it'll keep them talking long enough that you can think of another good question.

So arm yourself, arm yourself with more questions that you need going in. So yeah. And Christina, this is going to be a benefit to everybody. Um, if you were ending the conversation and you feel like you haven't asked for an appointment yet, and you've kind of exhausted a couple of topics that you guys have covered so far, um, I've got this concept that I like to refer to as a conversational gate.

Like G a T E like a, like you open a gate and drive through it or walk through it. And it's, it's essentially what you use. It's a, it's a request for permission to take a conversation into a level that it hasn't been in so far. So it might be right in the beginning of the conversation where you say, look, I don't know if what I do is kind of benefit you or not.

It could. Could we take 60 seconds and kind of go over that and let you decide. So that's a gate where once they've given you permission, you've got yourself 60 seconds. Another gate is, uh, do you mind if I tell you why I, I offer what I offer? Okay. It's weird. If you just dive in to start telling them your, your history and your story and all, all of why you do what you do and what you get out of it, but not if they've given you permission.

So that's a gate and another gate would be, could I make you a proposal? All right. These are all Gates where you're asking permission and, and in the conversation and it, it pushes you through PIs, pushes you through, into a different realm, pushes you through and to a place where you can, um, pitch something.

Or you can take it somewhere that it just hasn't naturally progressed. But I would always ask that permission to go there first. Okay. Yeah. That's, that's all new. That's a new frontier, Bruce. I appreciate it. Also for time. Open the gate and explore a whole new frontier. I liked, I liked the, I liked the visual.

You could do that with your clients individually. Thank you so much for bravely stepping up. We appreciate it. All right, take care. We got three more in the queue. We had a couple of people drop out. Um, I think the first two were just so good. We may have scared them away. Uh, next up is phone number ending in seven six, nine, nine.

You're up next. Hi, that's me. This is Leslie. Hey Leslie,

can I go ahead and get started? Sure. You want to Rudy? You want to go ahead? Who do you want to be? The, uh, the executor or the, uh, agent slash investor. Oh, I'll be the agent slash investor. Okay. Are you an agent or an investor or both? I'm an investor. Okay. Perfect. Uh, do you want to role play with me or Jim?

Um, I'll do with Ken. Okay, perfect. And is there any particular, um, objection you want me to come up with or just kind of see how it goes? Um, I guess it's something around kind of similar black conversation or saying, Oh, I need to talk to family or I need to talk to my kids or something along those lines, we call that an appeal to a higher authority.

Right. Yeah. Okay. Perfect. All right. Call me Leslie. All right. Ring ring. Hello. Hi, there is this Jim?

Hi there. Hi Jen. My name is Leslie I'm with a local organization that helps families going through the probate process. And we provide a lot of different services that help people in situations like yours. And so I pray, I appreciate it. We just paid an attorney like $3,000. So we just hired somebody to take care of it.

But I appreciate the call. Oh, yeah, I understand. Um, well, so the interesting thing is that a lot of times, um, people are working with the attorneys, the attorneys can kind of take the process about twenty-five percent of the way, and then we can step in and help out with the remaining 75% of the process.

Sure. Can I give you, can I give you my attorney's number? Do you want to call them? Well, our service is more along the lines of just helping you and your family through the process. With any questions you may have, or if there's anything specific to assets such as real estate, we can help coordinate that process.

We have a wide range of, um, in our network of servicers that can help with, um, planning estate sales or cleaning out the property or offering you, um, various options for either selling the property on the MLS. Or we can just. Um, we have people we work with who will buy the property as is. Um, so I was wondering if you are there real estate in the, um, in the estate at this time?

Yeah, there is. But again, I probably would need to check with my attorney. I don't think we can actually do anything yet to sell it. We just, we just hired him last week. Okay, well, actually, did you know that you can, um, you can coordinate the transaction of the sale prior to going through the probate process?

Well, I'm pretty sure he told us just to hold off and not do anything until we heard back from him. Okay. Well, there are a lot of things that we can do. Um, you know, even if you're not sure if you want to move through the process, there are other things that we can help you coordinate such as making sure that there's vacancy insurance on the property and changing out the locks.

Then, um, you know, making sure that someone's kind of in the grass, so it doesn't look totally overgrown and there's all kinds of things like that, that we can assist you with just to make sure that the property is still in good shape. Okay. What we have a neighbor, um, keeping an eye on the property. I mean, what would be, you know, I'm not sure if we need a need it, but at what would this cost us.

Oh, it's free of charge. Um, so our service has basically just that we, we help coordinate you or connect you with the people who would facilitate those services, but just our assistance and our guidance is free of charge. We're just, we're here to help. Okay. All right. You know, I, again, I think I'd like to check with my attorney and I've got a, uh, a brother that, um, you know, is going to own the house with me.

So I think I'd like to check with both of them. And I want you to give me a call back in a week or so. Can we okay. If you don't mind me asking, is your brother in-state or out-of-state local? No, he's in California. He's in California. Okay. All right. So it sounds like, um, you needed to talk to him. Does he have any interests as far as you know, in keeping the property?

No, I don't think so. I think, you know, it, mom and dad let it go, you know, towards the end of their lives. And, uh, it's not in great shape. And, uh, I think we just want to sell it, uh, when we're able to split the proceeds and, you know, kind of move on. Okay. That makes sense. Yeah. Well, um, you know, if it's, if it's kind of let it go and it needs some repairs, that's something that we can definitely help with.

Um, like I said, we've got a lot of really great connections and if you're interested in the, you know, a lot of times we'll partner with homeowners to help repair the property and get it up into good shape. So that they can sell it if they want to, or do whatever they want with the property. But, um, our role is just, you know, basically working with you guys to figure out what makes the most sense.

And then how would you, why would you do this? Or are you like a, um, a nonprofit? I mean, how, how do you get paid? We, so we all go through this service specifically. This is mostly just to connect people with other people within our referral network. Um, all right, well, again, let me, let me check with my attorney and check with my brother.

And, um, you want to leave me your name and number you want to, you want to call me back in a week or so with, you know, what do you prefer? Um, so my name is Leslie and my number is (512) 333-1948. Okay. Perfect. All right, Leslie, I will check with my brother and one, you know, if you don't hear it from me, give me a call back in a week.

Sounds good. Thank you so much for your time. I appreciate it. All right. Thank you. All right. Have a great day. Bye. You too. Great job. Asking questions toward, towards the end, especially great job asking questions. Um, Jim gave you an amazing opportunity that I guarantee most people missed. Do you want me to give you my attorney's phone number?

And that sounded like a blow off. I am taking that every single time, every time. Um, and, and so Jim was relatively upbeat, you know, pretty, pretty Jim, like, uh, so, uh, good job matching, matching and mirroring. But when he said, can I connect you with my attorney? Yes, that would be amazing. Um, now I don't know.

What your attorney's necessarily handling for you for you? Can you, um, can you kinda fill me in, on what they're doing for you at this point? Okay. So, um, I want to take that attorney and that, and then the other thing. Um, I believe that you could have done is, is kind of defined what the conversation was going to be like a little bit more after that, where you, um, it felt, and I'm sure you had a plan for this, but it felt like you were meandering through and kind of grasping at some straws to try to keep the conversation going and maybe pull an appointment or something out.

Where in, in reality. And I'm sure it would have felt like that to Jim as well. In reality, probably could have just said, look, uh, this might, uh, w what we do might fit perfectly with the attorney. Um, I'm just not sure. So, yeah, it'd be wonderful if maybe we could talk with the attorney and could, could we take another.

A couple of minutes and just kind of define some of what we do and see, as you think of either now or in the future, it might be a benefit to you. So I want you to kind of take control and put some parameters around the conversation so that Jim's not like, what are you, what are you doing? What are you thinking?

Uh, where are we going with this conversation? And then the last, I don't believe that many prospects are ever going to give you the courtesy of saying, how do you get paid or what do you do? I think that the second you have, okay. Yeah. I've heard it before for everyone that asks, I think 10 people wander.

And those 10, that wonder, don't ask that the longer they go without understanding what you get out of a deal, the less they trust you. So there comes a point. Yeah. Either they're asking or you think that it, at least it's a question in their mind where you need to go ahead and define what you do. And if you haven't defined yourself as a nonprofit and you have said, I don't get a benefit.

I don't believe you. And if I'm a prospect that I don't believe you, and that immediately, if I don't believe you, I'm not going to do business with you. I don't want to use anyone that you're referring to me. So tell him what you get. He asked you what you get. Okay. So what I do is, um, how I put bread on my table is I sell real estate where I buy real estate, whatever you do.

And, um, ultimately I know that a lot of people aren't quite ready to pull the trigger on real estate yet. So here's what I'm willing to do and offer you for free to earn the right, to have that real estate conversation when the time is right. And that's when you go into the extra services again, you can kind of repeat those services again, and now they know what you get out of it and what they get out of it.

So once they're asking that question, whether it's silently in their head or vocally to you, you need to go ahead and clearly and directly define what you, what your benefit is. Right. And I, I asked that question cause I felt like you were, I felt like if I didn't know, you know, the situation, I, I felt like you were kind of vague about what you could really do for me.

And, um, so I kind of asked that question. Well, uh, you know, I don't know, but what does this cost is? I might not have asked that. If you were more specific about what you could do for me and a good way to do it, rather than go into your spiel of all the different ways you can help. Just give them examples.

You know, uh, a lot of our, a lot of the people I talked to say, the biggest issue they have is there's a house full of stuff. Is that an issue for you now? You, you did, towards the end, asked me if there was real estate and if I wanted to sell it. So, and that I volunteered that. Yeah, I did. So that would have been a good time to say, you know, is the house secure?

You know, can I change? The locks is, um, you know, is, uh, Is it occupied? Is it empty? Um, you know, you could have gotten into some specifics about the house and you could have used examples of the most common ways that you can help people, you know, regardless of whether you want a quick sale or, you know, you want a top dollar.

Many of our clients find the biggest issue is they just got a house full of stuff and they need help trying to figure out what to do with it. Is that an issue for you? So volunteer to them, get them, give them a reason why they need for you to show up and go out there. And I didn't have your answers were kind of a broad stroke of there's a lot of different ways I can help you.

But I think I felt like it would have been like, like Bruce said, I might've trusted you a little more if you'd just given me one specific example of how you could help me.

Okay. Great job though. Excellent job. You're very comfortable on the phone. You're going to do very well with this. Thank you for stepping up. Okay. Perfect timing. We got two more in the queue. Next up is phone number ending in five five, two eight. You're up next.

Are you? There are five, five to eight.

Looks like Justin area code seven, seven zero on mute. Hey. Okay. That's what I figured with Bruce. Good to go right into the call. He's calling you bursts. Hello? Can you hear me? Yeah, this is Justin. I'm trying to get in touch with Bruce. Yeah, this is Bruce. Who's this? Hey Bruce. Yesterday, Justin, I'm a probate specialist out in the area.

I just wanted to reach out to you. I'm aware that you're currently representing an estate right now. Just wanted to call and see how the process is going so far. Um, it literally just started last week. So not going at all. Yeah, no, I can understand. That's actually what we do. We like to reach out pretty, uh, pretty early in the process.

I know it's not the easiest thing to get through. Um, so what do you see in the near future being a challenge for you? Um, I don't know, first time through it. I don't know what I'm doing. So, um, why don't you tell me? Yeah, definitely. Well, I can at least let you know, usually the representatives that we help out, the biggest obstacle turns out to be either the real estate or the personal property that feels that real estate.

So are you faced with any of those obstacles yet?

Um, uh, yeah, well, not me, not yet, but yeah, I'm going to have to do that. I, I, I don't know if we're going to sell though or not. Oh yeah, definitely. I'm assuming you probably get in cause about the house and everything. That's a bit different from what we do. You may have received a letter from me. I can kind of just give you an outline of how we were able to help out in this community.

So, like I said, the process is the easiest. I got, I did get a lot of letters. I did get a lot of letters on her. I'm not a hundred percent sure if I got one from you or not, but you, so you're not trying to buy the house. Uh, no. So it really depends on your family's goals. We do actually help a lot of families with their real estate.

In fact, that's actually how I put bread on my table. Uh, but we're, I know it's in the probate process. The last thing you want to do is go through all of these decisions at once. So we're actually here to provide resources first to see how we can help better. Um, so whether that's a state sale companies, sorry, you can hear my baby in the background on the way to, uh, meet with the family now, but, um, It really just depends on your family's goals.

Um, are you guys, I know it's in the beginning of the process, but have you guys met yet? I'm assuming there's other family members or, or hairs that you have to discuss? Um, actually it's just me and my wife. Okay. Awesome. Well, that makes it a lot simpler and easier to actually communicate. Um, so you said that you weren't ready to sell or, or anything, which, you know, that's fine.

I completely understand that. Uh what'd you guys goes with the personal property in the estate. Is that something that you're clearing out now or planning on donating or anything? Um, gosh, that's where it gets hard. I mean, dad, I got, I got a lot of stuff in the house that has a sentimental value. I, I don't know.

I don't know if it's worth anything and I don't even know if I want to keep this stuff, but it's, it's going to be hard to get rid of that stuff. I, I'm not even sure I'm ready to go in there and figure it out yet. Yeah. Listen, Bruce, I first want to let you know, you're not alone in this. Um, I know a lot of families that we help out.

That's one of the obstacles there, right. Just going through the things that, that bring up memories and just figuring out yeah. What you want to keep and what you want to get rid of. Um, sounds like we can help a bit. I don't want to be too forward, but is it crazy if we meet maybe sometime this week to sit down and discuss with you and your wife, how we're able to help a little bit further and get the process going for you.

May maybe, but, but I don't know. I don't know how you can help. What, what is it that you do? Yeah, sure. Well, first things first, uh, with the house being filled with personal property, I first want to at least reach out to some of the resources I have to see, uh, what's the best option for dealing with those things.

And of course, like I said, it really comes down to what you guys want to do with it, but at least I want to get you guys in the front of the line. So that way, when you are, when you have the ball rolling, I know the courthouse is a bit delayed now, but we'd like to be proactive in the situation. That way you're not taking six, 12 months from actually finish out the process here.

Um, so we can help with quite a few things. Sounds like the first thing we're going to help with this, the personal property and putting the plan together, um, and putting some dates on certain things, um, is. Um, maybe Friday 1:00 PM. Good for you. Or are you looking for something more in the morning? Um, like this week.

I don't, uh, yeah. I, I just, I don't know. I think, I think I could meet on, I'm just not sure I'm ready yet. I don't, I don't really want to put dates on anything yet. Yeah, definitely. I can understand that. It sounds like, you know, it's a lot going on. It sounds like you're not really ready to make a lot of decisions right now.

Right, right. Yeah, no, I can understand that. So with that being said, I mean, that's, that's the reason why we like to be proactive. I mean, I'd hate for you to have to be stuck with this situation for a year or so. Um, that's where we come in. We help save families, a lot of money with getting the process going and also just providing resources because I've been there myself and I was just lucky, luckily enough to be in real estate at the time to actually have resources.

But I'm assuming, are you getting any help from anyone that was like a probate attorney or a real estate agent or anything? Well, we opened probate on our own. Um, uh, I bet I'm gonna need, I bet I'm gonna need a probate attorney. This is a lot of paperwork I got to fill out. Um, and no, no, I don't have a real estate agent.

I I'm not even a hundred percent sure we're going to sell. Right. Yeah, definitely. Well, that'll be the second thing. Um, I can actually have my attorney reach out, uh, that, that helps out. So we'll take care of you just like we will, um, you'll reach out sometime today or tomorrow just to kind of go over what your unique situation is.

To see if there's anything that they can help with. But along with that, like I said, we'd like to get the ball rolling a little bit early to be proactive. I know it's, it's something that you really don't want to decide on now. Um, so with the letter, I'm sure you've probably seen a few things in the do or sure.

You can probably dig it up in other. Emails or letters and postcards. You guys, um, feel free to reach out to it. If anything does come up, I don't want to push you to make a decision now, but we're definitely here to help you run it. Okay, good. Right. Awesome. Well, Bruce, I'll reach out to you maybe sometime next week, just to see if there's anything that does come up.

And like I said, I'm with the letter, just hold on to that, that way you can have my contact information. And, um, I'll have the probate attorney reach out to you sometime today or tomorrow. Is that fair? Um, yeah, that's fine. Okay, awesome. Well, we'll speak the attorney gonna be

sure. Yeah, definitely. He deals with a lot of probate cases out in his area. His name's John DOE. And, uh, like I said, I can, I'm going to send you an email with information just, and you can see a little bit more about what we do, and I'm sure he'll be able to answer any questions that you have as far as the legal side of things.

Um, but like I said, I'll reach out to you in a week or so just to see how things are going. Is that okay? Yeah, that's fine. Alrighty. I guess we can cut there. I got locked. I can't get the appointment. Good. All right, Jim? Yeah. Um, I will start by saying you sound very natural. You're you're obviously not scripted.

What, what was it sounded unnatural in the very beginning when you said I'm just an out in the area. It was kind of like, this is Justin from earth, you know, I probably, I don't, that's probably how you talk, you know, very casual, but I, I probably would say, Hey, this is Justin. I'm a probate specialist in Southern California, Southern Texas, just out of the area just sounded way too vague.

It might be sticking to somebody. You might be speaking to somebody in Nebraska and the properties in your market. So he's not sure what area. Or why you're calling it, you know what I mean? So I I'd be a little more specific about what area I was kind of pressed where the baby started crying that you said I've got, um, you can hear the baby in the background and then you set a mother way to an appointment.

I thought, wait a minute. He brings his babies, but slipped up. I got another appointment right now. So we have to, uh, Exactly, but, um, w what did you, I've never heard anybody start a, um, uh, an alternative close or a question with, would it be crazy? And I actually kind of liked that. Would it be crazy for us to go ahead and set an appointment to get together?

I mean, that's really reducing it to the ridiculous, you know, he might not still want to do it, but it's probably not crazy. Um, at the, at the end there, I like the way that you, in one thing you did that we were talking with the last caller. When you met obstructions, you started digging for at least one specific way that you could help, which was the.

The stuff in the house, which is probably the most common denominator. And it's one that often will work. And then when that wasn't working at the end, you, I liked your, your, uh, remark about avoiding pain. You know, the last thing I want to see is for you to be stuck with this for a year or so. And you, you weren't, you weren't real specific how it could be a year or so, but yeah.

I think you would put in the client's mind. Like, no, man, I don't want that either. You know, avoid being stuck with this for a year or so to talk to this guy. And then at the end, initially, I felt like you were giving up too soon, but I liked it. The fact that you closed with an appointment to talk to the attorney.

And I assume, I assume that you were providing some value there. And as soon as possible after you confirmed that the attorney spoke to him and left a favorable impression, you're probably gonna call back right. And say, Hey, I just wanted to follow up. Make sure you had, you were able to get ahold of the attorney and.

You know, make sure he was able to be helpful and, you know, so it might've just been a segue to go on rather than try to get it all accomplished in one, in one conversation. Is that, is that what you typically would do in a situation like that? Yes, that's right. That's uh, actually the recent situation where I had to get an attorney to call first, trying to build trustworthiness as well.

Yeah. And make sure John DOE it does a good job. Make sure you actually have a good John DOE. That's going to leave a favorable impression or it might have the opposite effect. That's all I got Bruce. Um, I love, uh, would it be craziest? That's what Jim started with. Um, I started using that multiple years ago and of all people that I started using it on, I started using it on my wife because she was, uh, notorious for saying.

Uh, no to everything I asked for. And it was like, well, if some, if they're going to say no to everything that I asked for, I'm going to ask you a question, give, give them a make no a positive. So would it be crazy if, uh, amazing question. Um, and probably hadn't gone far enough along in the conversation to know whether I was a no type of person yet.

But it's still a really, really powerful question. Uh, Oh, I'll echo what Jim said. You might've given up on the appointment just a little bit too soon. Uh, so what I would do is I would take a step back. I would validate the person's objections. So, you know, I said, I'm not sure I want to put dates on things right now.

I don't want to define things right now. I would, I would validate it and then practice, uh, a, um, an active listening technique where you just repeat back what they said, your own words. Uh, I completely understand. It sounds like you really don't want to define things just yet. You're probably not ready.

Right? Get it. Yes. And I would have easily said yes to that, because then you say, tell you what a lot of what we find a lot of people do is they, they really get stuck in probate for sometimes eight, nine months, sometimes even longer than a year. And it's mainly just because they don't have a plan. Um, and I know you're working on your timeframe and don't want to assign dates.

Do you think it would be beneficial or, or would it be crazy if you could pull that out again? Uh, would it be crazy to think that maybe we could get together the next week or two and at least let me give you a list of things that you're going to want to do when the time comes that you start the process.

And trust to that close again. I think I would have given it to you again, if you would have validated me, um, practice, practice, active listening, and sort of repeated back what I said in your own words, and then circled back and asked in a different way. Um, otherwise, Super crazy. Natural. I assumed that when you said and the area, it was probably just cause you didn't want to say what city you were in on the phone.

So I figured that you just didn't want to show your cards to everybody else listening to the call, but I thought it was great call. Thank you. Great job, buddy. Thank you, Justin. We have one more in the queue and we've got about 15, 10, 15 minutes guys. So hopefully we can finish strong here. Last up his phone number ending in four, three, one nine.

You're up last. Hey, uh, Jim and Bruce, uh, Carlos Evans. Uh, I'm a real estate agent and uh, I want to be the, uh, agent and I give Jim a shot on this one. Oh, right. Fire away. Give me a call, Carlos, anything, uh, Carlos, before we, before we start anything in particular that you want to practice? Well, not necessarily making calls.

So, um, you know, I'm just trying to get the calling jitters out, so I'm just going to give it a go random I'll I'll randomly be a typical executor, then go ahead and call them. Okay. Ring, ring. Hey. Hello. Hi, what's calling for Jim. Uh, yeah, this Jim who's this. Hey Gemma, my name is Carlos Evans. I'm a local real estate agent.

And I understand that you may or may not be the personal representative for an estate. And I was reaching out to you because I put together a team of professionals and we actually help folks go through going through the approval process and just wanted to see if there's anything that I could do to actually help you and your family.

Yeah, I appreciate it. We're not really ready to sell yet. And I think my sister has a friend. That's a realtor that we'll probably go with, you know, when we aren't ready. Sure. No, I, I completely understand. Uh, Jim, so are you and your family pretty much committed to selling the property or? Yeah, I think so.

Yes. In that process. Yeah, we, we do need to sell it. There's five of us and we really need to sell it to split up the proceeds. And you know, none of us want to live there. None of us are local enough to, you know, to, to want to keep her manage the house. So yeah, we're, we're going to sell it, but like I said, I don't think we're ready yet.

Uh, we just got started and, uh, I think we pretty much have an agent already, but I appreciate the call, Carlos. No, no worries, Tim. And before, before I let you go here, just, uh, To let you know, we actually do a little bit more than just the standard listing our properties. We actually specialize with helping sellers like yourself, going through the probate process.

So for instance, if you need it, um, cleanup crews for the property or securing the property, as far as, uh, changing locks or making minor improvements to the property and even disposing off. Personal property. So I know that you guys said that, uh, you have an agent, uh, however, these are services that you're going to have to deal with.

And is there anything that maybe I could discuss with, uh, taken off your plate? I mean, what, what are some, I mean, you'd be willing to do. Yeah. You'd be willing to do that, even if we don't list with you. Well, you know, again, Jim, you guys have five folks and, uh, I think most likely it's important to make sure that you guys can sell it for the most money.

Um, unless you're going to get to just, you know, leave some equity on the table. I would say that these services are going to have to be done either. It's going to be done by you and your family remotely, or is your agent going to kind of do those services for you? It didn't didn't even mention it honestly.

Um, I think my sister spoke to her, but I don't think it came up. So Jim, why don't we do this? I know that you said that your, your family is in agreement to selling the property. I know that you're, you're not necessarily there, but is there a way that maybe I could schedule to get by and take a look at the property?

And then what we could do is maybe even set up a zoom call with the family and discuss what's best for you. Um, is there any time that I can maybe get by and gain access to the property this week? Yeah. What would you, what would be your main purpose in going by, what would you be doing, you know, just to kind of give you, uh, um, an idea as to what it would actually take to prep, the property for sale.

I mean, I don't know if there's. Items in the property. When's the last time that you've kind of gone through the home? Uh, it's been years. Last time we were there, it was pretty cluttered. It was pretty bad shape. Um, so it's been three or four years since I've been there. Yeah. I mean, I definitely can help you as far as, uh, cleaning out the property with, uh, anything that you guys don't necessarily want.

And if there are items that you want to sell, as far as personal property, Either disposing or being able to sell those items, to make sure that you can actually put, put those funds into the estate. And if there's minor repairs, as far as, you know, if you need the paint or make some changes to make sure that you can actually sell it for more money.

Um, so those would be some of the things that I be able to share with you and your family. Yeah, it sounds interesting. Um, as part possibility, um, when I talked to my siblings and I'll get back to you. Okay. What's it. What's a good time. And, uh, yeah, maybe I'll give you a call in a week or so let me check with everybody.

Sure, sure. I can definitely, um, Give you my information too, Jim, is there a number that I get, is there an email address that maybe I can send some information out to you and then we can our plan on following up, do you think you might be able to talk to them over the weekend? And maybe we could just have a followup call on Monday?

Yeah, you can shut up. I'll talk to him over the weekend. It's a And give me a call. I'll talk to them over the weekend. Give me a call back on Monday. Okay. And, uh, Jen, just, uh, if, if you have a pen handy, I'd like to just give you my information as well. Sure. Go ahead. Got it. Okay.

Carlos, Carlos Evans, a local real estate agent two one zero four three one nine. Perfect. All right, appreciate it, Carlos. Nice talking to you. Take care. Thank you for your time. Bye. Okay, Bruce. I have some input, but you go first, please. Okay. All right. So, um, right out of the gate, I think you probably pigeonholed yourself and to, uh, into.

Uh, a specific type of conversation, a real estate conversation by calling yourself an agent. Yup. Yup. Yup. Um, okay. Uh, I really liked that you used the word because, and a lot of, a lot of you that have listened to me before know that I'm a big fan of, of telling. People that, because the, because behind my call, um, you did go a little bit long.

You said I'm calling because, and then you started, uh, pretty much immediately describing your services without really any, any input or, or permission or buy in from Jim. Um, so I would just kind of shorten that, uh, summary of your services up a little bit before you dive into the, um, the elevator pitch and try to get some kind of, uh, uh, buy-in, um, buy in from Jim or buy in from the prospect to go further into the conversation.

Um, I thought that you, uh, project took a bunch of notes, forgive me here. But, uh, but I thought that you shifted you. You had an amazing shift after Jim hit you with the objection of, Hey, we already have a, um, a real estate agent picked good job, not completely caving there. That's a, that's a tough objection to handle and that the shifts and the validation was awesome.

Um, I would have asked where the executors lived or not the executors, but he said, Hey, none of us are local enough. Okay, so you could have really camped out there. Oh, where do you guys live? How about your siblings? I guess that's, that's a, and then, and then make some impact statements kind of really draw out the pain of having to drive in and out of the area and make these decisions.

Okay. Last thing is I want you to pull it. If I would blank, would you. Or if this, then that, um, that's, that's a closing techniques that you're going to want to use when somebody hits you with the agent. Um, you know, I understand you guys are pretty committed to an agent. Is that to say that if somebody made you a, a really great offer that netted you more money, that you'd still stick with some.

So if, if I could give you, get you more money, I could make your process easier. Or if. Okay. Yeah. That's why you're not even necessarily to you. If someone gave you a better offer, the agent you've picked so far. Okay. Once they give you yes. Then it gives you a door to get back in. And now you have a reason to continue that conversation a little deeper.

Perfect. I will, um, ditto to everything Bruce said to you right away, you put your real estate hat on. You never want to do that. You want to just be, you know, you want to be Carlos, the guy that you know, helps people that have inherited property. And I will tell you, um, at the end there. Um, if you had asked me one more time for the appointment, I was going to say, well, you know what?

My sister is pretty pushy and I wouldn't mind getting a second opinion. Yeah, come on over. But you, you, you, you only ask, you only ask once. And I didn't say my best friend is a realtor or somebody we've used before. I just said, you know, my sister talked to somebody and you ask a good question. Do they offer all these services?

And I said, no, I don't think so. So I think you had an opening there to try one or two more times. It wasn't, it was really a soft, I've got an agent. It wasn't a real hard one. I think he probably gave up just a little bit too easy. And, uh, and like Bruce said use, you know, eight, would it be crazy if we got together and I just didn't give you a second opinion or, you know, if, um, You know, why don't we go ahead and get together.

It wouldn't hurt to have a second opinion. Would it, if you had done that, I was, I was ready to give you a point, but you just gave up a little bit too quick. Okay. No, I, I appreciate that. Great job, Carlos. I appreciate it. I'll tell you what I appreciate all of you guys today, Bruce. You and I didn't even have to be on the heart hot seat.

You know, they, they, they were, um, we had five people that stepped up and were willing to be the agent investors. So I want to thank each of you who. Showed up today. We had a great attendance. I want to thank particularly the five of you who actively participated. And I hope you heard one thing on this call that inspired you.

I want to challenge you. Just take one, thought one idea. One thing that inspired you go out and put it into practice and come back tomorrow for our, our mastermind call at one o'clock and share your results with the group. Thank you so much, guys. Be productive, be safe. Uh, and we will talk to you one o'clock tomorrow.

We'll take care of it, buddy.



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Preview for Probate Mastermind Podcast: Role Play Episode 61

Probate Real Estate Scripts | Agents, Investors, and Wholesalers Role Play LIVE | Ep. 61

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

Real Estate Scripts Role Play Training #61 

Recorded Live on December 2nd, 2020 (Join Us Live Next Time | Previous Episodes)


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



Thanks for tuning in, and don’t forget to subscribe  above for new episodes and more!


Get Probate Leads

Get Certified in Probate Real Estate


Call Re-cap:


Preview for episode segment: How to close on the first cold call

How To Close On The First Contact (3:07)

Kathy is having trouble closing calls out cold calls with an appointment set on the first go around.  She role plays with Chad.

Notable Quotes:

  • “You have maybe, maybe a 10 to 22nd window to create so much curiosity. (7:49)”
  • “You stirred up fear about securing the asset, changing the lock. But you didn't directly offer a solution, stirred up fear about the insurance and you kept him engaged, but you didn't directly offer a solution. Had you done that…. You would have had a reason to be there this afternoon (12:31)
  • “I would encourage you to make a list, to two columns. One, what problems do they have? Two: What solution can not provide...That exercise will it'll force you to really think about. Empathetically all of the problems that you could uncover in this conversation. And it will also force you to know, like specifically what your action item is when somebody has that problem.(13:42)
  • “‘And it's an assumptive close. I'm not asking, I'm sorry. You need to do this. Your, your attorney did not address this with you, but I am’....I'm assuming that I'm going to that house in the next 24 hours. (16:43)"



No More Follow-Ups: Get Your Prospects to Call YOU (20:30)

Federico is evolving his prospecting skills and breaking barriers with probate leads who say they don’t need anything right now.  Federico and the coaches mastermind how to make sure a lead doesn’t forget you and isn’t too embarrassed to admit they need you when they realize you were right. 

Notable Quotes:

  • “We send you a copy of your own letters so you actually know when they arrive in your market… We find that it usually the letter warms up your phone call because it's very different.  And they're like, ‘Oh yeah, I remember your letter. It was, it was the only one that didn't say we buy houses or, you know, we're the best damn realtor in the world!’ - it stands out. (24:41)“ 
  • “Paint that picture, that ‘there's a good chance you're you got a lot to learn here and there's a good chance you're going to need help and I'll be here waiting when you're, when you need it.’ ….Plant that seed and get permission to follow up,  and truly nine and a 10 of them will find something that they would rather you deal with and have them deal with themselves. (28:07)”
  • “A lot of folks, they do underestimate what it's going to take and they do procrastinate for the first month or two or three. And then the pressure sets in on them. And the embarrassment sets in. And a lot of times they won't call people back who they've shut down because they feel embarrassed to do that….So just create a safe space for you to call him or him to call you and say, listen, you don't ever have to be embarrassed. I get it. I hope that you can do this on your own and it's assemble your thinking. But I, I, I've seen a lot of families underestimate it and we're always, we've always got your back. (28:57)”
  • “The next call that I had was a lady who told me that her attorney dropped them.
  • She's the PR and she said, ‘the attorney just disappeared and won't take the case.  there. So I'm now handling everything by myself.’ (30:11)”
  • “We're painting the picture. We're painting the picture of a vertically integrated solution - One phone call, everything dealt with.(31:59)”


Preview for episode segment: Prospecting probate leads for virtual wholesaling and investingProspecting Tips For Virtual Wholesalers/Investors (34:31)

Mike works multiple markets virtually and wants to know: “How do you suggest we distinguish ourselves considering that it's somewhat difficult to get to the property in person?” Mike sets up a role play scenario where the lead is hesitant to work with an investor.

Notable Quote:

  • “But what I was doing was, was staying away from a very raw subject for them. They, the, you were, you know, you were showing me that you're perceiving me as just another guy that's trying to take advantage of you. So in that scenario, I'm going to stay the hell away from the real estate conversation. All I need to know, and all I care about is there is real estate. Now I know statistically there's about a 90% chance you're going to sell that real estate. So now my only focus is how do I get that? (40:42)“


Preview for real estate podcast segment: USP, sales propositions, and why altruism is the best differentiatorAltruism Is the Best Differentiator In A Selfish Industry (41:09)

Mike #2 and Chad hone in on the best USP you can have in real estate.

Notable Quotes:

  • “So I would, I would explain myself as a social, social entrepreneur. So we have multiple businesses. (47:38)”
  • “Altruism is the best differentiator in a selfish industry, and that summarizes everything we talk about here. (53:44)”
  • “That's the proof that they need, that this is a separate, this is a different, unique individual. (55:13)”
  • “Chad, you just built my whole business in this five minute conversation (1:03:30)”


Related Resources For Probate Cold Calling Scripts:


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Episode Transcript

Cold Call Training for Probate Real Estate - Role Play #61


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



[00:00:34]Jim Sullivan (Host): Welcome amazing investors and agents nationwide today is Wednesday, December 2nd, 2020. And this is role-play podcast number 61. And I just want to give you all a quick shout out and a reminder. Bruce, Chad and I are on all these calls. If you guys ever need any advanced help, Chad offers a weekly, mastery call, which is credible amount of content for a very low price.

[00:01:03]I think we're up to about 16 or 17 hours most months. And Bruce also offers, Bruce is a very experienced coach, not only in probate, but in really all aspects of, of real estate, both as an investor and a realtor. So. Feel free to take advantage of that. Just reach out to us, or you can contact either one of them directly on our website and, take advantage of everything we have to offer.

[00:01:28] Also, if you're a subscriber. You are entitled to a free coaching call from Bruce. So make sure you reach out for that also. So I just thought I would start with that commercial and, we only have two people in the queue guys. don't be bashful it, star six and hit one. Bruce, Chad, anything you want to say before we get started?

[00:01:45]Bruce Hill (Coach): No, I'm good. I'm ready to get going.

[00:01:47] Jim Sullivan (Host): Chad, anything you want to add?

[00:01:48] Chad Corbett (Coach): So mastery has been scheduled. I wasn't able to get the November class. So for anyone who's waiting on me, I'm sorry, but, probably mastery the last live class that will be taught, mastery is actually going to.

[00:02:00]It's getting turned into a masterclass finally.  So this is the last chance to take the course for $250. it'll be taught Monday, Tuesday, Wednesday, the seventh, eighth, ninth, I believe from 3:00 PM Eastern until we're finished. And as Jim said, they seem to be getting longer and longer. So we there's about seven.

[00:02:17] Hours of actual instruction and usually about nine hours of kind of freestyle coaching and Q and a. So,  and that comes with the national certification. So if you're interested in becoming a CPE and you sign up for this class, whenever we do have the new full masterclass version, you'll actually have access to that member website, because you're an alumni.

[00:02:36] So it's, some things are changing is to provide a higher level of service and education to you guys going into the new year. So this will be the last traditional mastery, and then we'll move toward the new platform.

[00:02:48] Jim Sullivan (Host): And just to warn you all, when Chad said, till we're finished, Chad only sleeps three hours a night.

[00:02:53] So you guys be ready. The good news is it's recorded at, you could always relisten to it over and over again. All right, well, let's go to our first caller this week. His phone number ending in three zero four zero. You're up first.



How To Close On The First Contact


Role Play 1: Hi, good afternoon.  I, just to let you know, I just recently looked at the video regarding, talking to an attorney and I happened to run into a, a lady who her daughter was a probate attorney.

[00:03:20] So, I ended up making an appointment with her and we had a discussion. So I did get one attorney to work with me. It looks good. So thank you for the video. Okay. My question is, is that I send letters out to my, my clients, the first letter, and now I try to get ahold of them. And you've told this for me before.

[00:03:39] So most of the time they don't pick up the phone.  My question is when they do pick up the phone and I kind of, you know, give them my spiel. I think I I'm lacking in trying to close because it is the first contact. And I feel that maybe I shouldn't be closing at that time, I guess, in the back of my mind, because they don't have that letter testamentary.

[00:03:59] So can you give me some guidance on how are you in Texas? And is there a backlog? Is there a backlog in your court system? Is that why they're they usually don't have the letters because normally it's very rare and be pre COVID, especially, but it's very rare that we make contact with them and they're not confirmed.

[00:04:17] They don't have the authority and in most cases. So I just, I want to make sure that your assumption is based on reality. Like is, are you seeing that, that they actually don't have it or is that an assumption? I know, I really don't see it as they're having it the first month. What I'm seeing is that they may have next month, but there was a big deck logs this summer.

[00:04:37] Cause we were waiting four months before they got it. Let her test the mentor. Yeah. So that's kind of changed changes recently in September. And if it's getting faster and faster, okay. So I would still challenge you to just, you know, find a way like don't, don't be hesitant to call because you don't have a reason to go over there and build a relationship with these people.

[00:04:58] I don't want you to have that mindset because if your mindset is I'm going to find a way to help these people with whatever I can right now, and maybe that's property preservation. Maybe that's property maintenance, maybe that's staging and sorting through the, the personal property to arrange for a sale.

[00:05:14] There's a lot of things that you can do proactively to really shorten that cycle.  so that's the, that's the mindset I want you to have when you, when you pick up the phone is I will find a way. And, reasons to meet them face to face. And then you'll be, you'll you'll know when the close, but it sounded like you wanted to kind of go through your, as you call it your spiel.

[00:05:33]so if you want to role play that, would you rather do it with me, Bruce or Jim? Well, let me keep my paperwork. It doesn't make any difference who I do it with. So. Well, you better, don't bruise if you're using a script. Cause I'll get my ruler out.

[00:05:45]I guess I haven't written down. So I have many, many pages of what I want to say. I keep changing it all the time. So, okay. If you're ready, I'll go ahead and. Ready and, and we'll, I'll, I'll give you a little bit of back and forth. I won't be too hard on you, but I'll give you a little bit of back and forth just to give you something to handle.

[00:06:04]so go ahead, go ahead and start. You start with a ring ring. I say, hi, my name is Kathy. And the reason I'm calling you is because I've been sending you letters regarding the probate case that you filed. Recently. You may remember receiving them. You may not. Well, let me explain what I'm calling about. I am a certified probate real estate specialist, and I have received some additional training in probate procedures and knows how a court confirmation process probate sale works.

[00:06:30] having helped many executives like yourself, understand that managing the details I'm going to state for a family member or friend who passed, passed on can be a challenging responsibility. I will be be with you every seventh way, helping you with the sale of your loved ones property, which means I will help you select the best providers they can help you get the personal property shortage, handyman tests, the state liquidators, et cetera, all the way to closing the property.

[00:06:57] so tell me, have you had a chance to go through the property yet? And then they'll answer and we'll end here. They hung up 90 seconds ago. Second paragraph. Yes. So here's what I want you to do. And I want to hear this on like, hold it up to the microphone, crumble that up and throw it in the floor. Oh, really?

[00:07:13]I'm on a carpet slower. You won't hear it. Okay. As long as, as long as it's out of your reach, if you, if you're face to face, I don't believe that you think you would never do that face to face what'd you know? Right. So this is, this is about being you, you know, all the points you like as far as a written statement, it was excellent, but it's not going to serve you on the phone.

[00:07:35]So now call Bruce and let those points come out in an organic conversation. The one thing that you, you shut him out for 90 seconds or more, and that's the opposite of engagement you have. I have to get to engagement quickly. You have maybe, maybe a 10 to 22nd window to create so much curiosity.

[00:07:54] They can't wait to hear what you have to say next. So take a deep breath. Think about what your most pertinent point is and the, the, a good question. You can ask him within the first 10 seconds and call him again. And, and, and, and before you do that, I want you to, give me a summary. If I asked you where we're meeting, just in the grocery store.

[00:08:14] And I say, what do you do with regard to probate? Give me, give me like a 10 word summary of what you do.

[00:08:20]Okay. Well, I help people going through probate to be get organized,  with things that need to be done. There are certain steps that you must spell according to the courts. And I know those steps. And the biggest problem is the personal property getting sorted through. So are you looking for someone that is working in probate?

[00:08:39] maybe, maybe I don't. I don't know why. Well, no, don't say no, I don't talk. I don't know why. I don't know what, I don't know what I don't know. So we just started the process recently.

[00:08:50]Okay. well, tell me, what are some of the issues you may be made me looking at? Oh, well, we've got, we've, like I said, we just started and we've got to get over and,  get the, get the, windows. One of the windows is rotten and just kinda start taking, cleaning up the property. But honestly, honestly, most of it's just doing this bank account stuff.

[00:09:10]Oh, okay. Well, there aren't, there are some steps that you can do now. you may not be aware of it. The biggest thing is,  you need to, first of all, change the locks and the property.  you have no idea how many homes had been broken into, or they have found squatters in the home.  so you do want to avoid that.

[00:09:27]And the other thing you can do is that you need to contact your homeowners insurance,  defined out if they are going to cover a vacant home, because most of them do not cover vacant homes. Okay. And heaven forbid that something does happen and, and then you can't get coverage. Now, if you don't have an outlet for that, I do have a resource that someone that I could refer you to that does can handle a vacant home.

[00:09:51]Is that something you may be looking into?  maybe, but I think our insurance probably has, has vacant. I, I think we're covered. Yeah. But I, if I were you, I would just to make the call anyway. I mean, you don't want something to happen at home and then not be covered. Right.  yeah. Yeah. Right. Definitely want to be covered.

[00:10:09]Okay. And if you need any help, let me know.  the, the other thing that you could be doing right now is that you need to go in and just see what personal property there is. Okay. Just, just you as executor. You also want to find out, Are there any valuables in the home that maybe need to be appraised and set those aside?

[00:10:28] you need to go in and of course, you know, find the paperwork, the will,  also, debts that the decedent had,  insurance policy. Yeah. Our attorney, our attorney told us to get all that. Are you, are you familiar? No, I'm not, no, I'm not, but I do. I do everything. We're just, non-legal the attorney does all the legal stuff.

[00:10:49] I do all the tests, which is a pretty long list of, of non-legal items. And that's basically getting the house cleaned out, get the, the items distributed to the beneficiaries and closing. Hmm. How much do you charge for that? Well, bottom online is. Up front, my services are, are, are free. And, I would think at the end,  you do have a rental property that you may be selling it and that's the way I get paid.

[00:11:14]So is that something that maybe you're looking at to sell? we haven't decided yet. it's pretty, pretty early. I got to talk to my brother and sister about that before we decide. Right at MOC and secretaries do have to do that. So.

[00:11:26]Okay. Well, what I could do is, you know, I can come over and, and we can look at the property and maybe give you some guidelines as to what steps to take in order to get probate. Rolling. I do have some time on Wednesday. At, let's say five o'clock, and we could meet at the property. Would that be good?

[00:11:42]This week is kinda bad. I don't open up again for a couple extra a couple of weeks. Oh, okay.  all right. you want me in three weeks on a Thursday?  yeah, that should, that should work. So it's the 17th. That would be great. Five o'clock at the home. What are we meeting for?  so I'm going tomorrow.

[00:11:58] I'll look at the property. I'm going to see kind of a review, what it is in the home. And I'm going to sit down with you and work out a plan of what things you need to do. Okay. All right. That that's helpful. Okay. Thank you very much and I'll see you in three weeks. Okay. All right. Thank you. All right.

[00:12:13] Thank you. Goodbye. So I was very critical of your script. I want to say that it was natural and you, you, you have good tone, but you missed several opportunities, several slow pitches, and you actually created the setup. You created the setup for most of them, but you didn't close the loop on it. Okay. You stirred up fear about securing the asset, changing the lock.

[00:12:36] But you didn't directly offer a solution, stirred up fear about the insurance and you kept him engaged, but you didn't directly offer a solution. You were wishing away and left them. And, you left them wide open procrastinate, and have full exposure on the most valuable asset. And you. State how so I would love, I want you to go back and listen to your recording and watch how you set up, and then you didn't close on your own setups and they're just little tactics that you're using, but had you done that he would not have deferred the appointment three weeks because you would have a clear reason to reconnect with him in the next one hour to make sure that the vacant insurance policy was in effect, you would have had a reason to be there this afternoon with the contractor to change the locks and post a no trespassing sign.

[00:13:20]And at that point, you can look through the personal properties there. So just listen to your conversation. And all of a sudden you had so many reasons to get to that face-to-face appointment today or tomorrow. And your, but your, your, your language is good. Your tone is good. It's obvious that you care about them.

[00:13:36] I don't think you're 100% clear on all the things you can do to help. So think about like, I would encourage you to make a list, to two columns. One, what problems do they have? Two: What solution can not provide. And one problem is they, you know, the house is exposed to two squatters or, or vandalism one another is the house is not, does not have the proper insurance.

[00:14:00] You know, the yard is not, it needs mowed, but it's not being mowed or anything like that. The house needs winterize is a good one right now. And just that will, that exercise will it'll force you to really think about. Empathetically all of the problems that you could uncover in this conversation. And it will also force you to know, like specifically what your action item is when somebody has that problem.

[00:14:23]And I don't think you're a hundred percent clear on, on your action item on exactly what you deliver. The, for example, the insurance, instead of saying, well, you know, call your insurance guy. And if he can't do it, just let me know. They're they're unlikely to ever call back. You can say something like, well, listen, you can talk to your insurance guy at the same time.

[00:14:41] If it's okay with you, I'd like to pull the tax card and send it to the person. I know that underwrites vacant insurance, and they should be calling you within the next 60 minutes to give you a quote, to make sure that the assets covered. Would that be okay now you created. You gave them value, but more importantly, you created a solid reason for them to answer your next phone call.

[00:15:01] And that's a little bit, but if you can't, if you can't close on an appointment, you have a reason to re-engage with them. So just, I would encourage you to do that exercise. What all problems could they have, what specific solutions and action do I take when I uncovered this particular problem? And I think that will really get you clear on how you can close some of your own setups that you're missing right now.

[00:15:23]Okay. I think that's my problem. I don't know what to say to close, but I liked what you said about, you know, I ha I know someone have I call them and pass on your information. That's great. What do I say about squatters? Cause you said that. Yeah. So you, you stirred up the fear and you, you, you got Bruce thinking about it.

[00:15:41] Holy crap. What if she's right, but you didn't have for a solution you just moved on and you could have said, well, you know, listen, that's a real concern. And Bruce affirmed, he's like, yeah, I've heard of that. I think, I think he affirmed that. And you can say, well, listen, what we, what we do to protect every family.

[00:15:57] We can, at a very minimum, we try to get over there and post them no trespassing sign and the state statute for no trespassing underneath of it, just for safe measure.  also if you would like we can change the locks and make sure family members get, get keys in the mail. So is that something, would you, do you want to just do the posting or would you like us to do the posting and change the locks this afternoon?

[00:16:20]And it's an assumptive close. I'm not asking, I'm sorry. You need to do this. Your, your attorney did not address this with you, but I am, and I'm acting in your best interest and your potential fiduciary. This is what I need to do to help you to protect these yeah. Asset. So I'm assuming there's no, no is not a possible answer for me.

[00:16:38]Now I might get an email and I can deal with that. But from a mindset standpoint, I I'm assuming that I'm going to that house in the next 24 hours.

[00:16:46]Okay. Why do you know about changing the locks? Because I had this issue before that, the companies that I called, they don't want a realtor to call. They want the person. That's in charge to call and then they do, they know there's going to be a seated with, to this. You should at least $200. Well, I would first find a different company, find a class C contractor.

[00:17:08]And go cut a deal with him and say, listen, I'd like to have a package where you, Ricky houses for me. can you do this for $75? And I'll use you exclusively and use these lock sets from, from home Depot or Lowe's this item, here's the skew number. And then write up a simple document just that you can throw into DocuSign.

[00:17:29]And when you have this conversation with the seller, just say, listen, I'm going to send you a DocuSign. Just in case the police come and we're there, you know, changing locks and I like to have something signed and that document is going to say for a fee of $75 in the next 48 hours, I give you permission to access the property, drill the locks, if necessary, replace those and mail the keys to this address.

[00:17:51] Or check a box and you can put a lock box on the, on the property with the key, all keys inside the lock box, send them a DocuSign. It takes 20 seconds. That way when you call the contractor, you say here here's, here's the, here's basically your order. Here's the property address. Here's what you do with the lockbox or here's where you mail the keys.

[00:18:11] Please let me know when it's done. Send photos and. But like little simple things like that, where you, you take immediate action and solve the problem on the spot, make a massive difference in how people perceive you. Yeah. And I just, I had a comment, huge improvement from basically reading them, you know, your letter to having a conversation.

[00:18:32] I heard one thing and I'm probably the only one on the call that heard this, but I would, I would lose the phrase. Non-legal. It kind of sounded like to be like, it kinda sounded like somebody could perceive that as sort of sounded like you were saying everything I do is illegal. It's kind of like the attorney does everything legal and I take care of all the illegal stuff.

[00:18:53] And that's really picky. I know that. I know that's not what you said, but, but I would say something like the attorney takes care of all the legal aspects and I can pretty much help you with anything else. You know, I can help you with anything that that is, surrounding real estate. Right? Perfect. Okay.

[00:19:10]Other than that, though, your language is great. Yeah. Very good. So here's, here's, here's what I want going all the way back to the beginning and your, in your introduction and your greeting, as Chad mentioned, you, you want that greeting to be like 20 seconds or less, and I'd kind of pushed you at the start of our second, our second call.

[00:19:29] I'd pushed you to summarize what you do and about. 10 words or less. So something like, Hey, it's this is Bruce. And I'm calling because I help families go through the probate process. I do that in this way, this way and this way. So you, you lay out two or three categories. Of things that you do instead of going through your list of a thousand things, which you did not do some people do you lump them into categories, real estate, repairs, maintenance, personal property.

[00:19:57]And, and then, and then you open it up. what. what's your process been like so far and that way you're summarizing it. You're saying, and seven words. I help families go through probate. I do that by this, this, and this, and then turn the conversation over to them. Okay. All right. I, I will try again.

[00:20:16]Okay. All right. Awesome. Kind of the old elevator pitch you're getting, you're getting on the ground floor of an elevator and the other guys getting off on the second floor. What can you tell him before he gets off? Alright. Great job. Thank you for volunteering.  we have very good. We have two more in the queue.


No More Follow-Ups: Get Your Prospects to Call YOU

[00:20:30] Role Play 2: Next up is a frequent flyer ending in eight, two one three. You're up next. Hello? Hello. How's everyone doing? Doing great, buddy. How about you? Excellent. Thank you. so I have a question about the leads,  and then a question about, scripting or role-play. so I don't know why, but my, so the, my November leads very large number of them.

[00:20:54]the numbers are often just disconnected.  for, for various ones, sometimes I can go, for example, let's say there's 90 leads and I could go 10 leads in a row. And the number doesn't work. I don't know if maybe it's either a glitch or maybe people disconnected their number. I have, or maybe it's a landline.

[00:21:14] I don't know. I want it to get your 2 cents on that.  well the numbers are you saying on 10 leads? Like. All of the numbers for each of those 10 or just the first number for the 10.  so for, for the ones that it happened Sunday, that specifically Austin only has one number associated to it. And then, that, so that one's disconnected.

[00:21:34] So then I'll move to the next lead and then the same thing happens. And then so on for a good amount, sometimes it's four in a row. Then I get, one or two that are good. And then I get five or six more in a road better. Disconnected. So I don't know if maybe it's a glitch,  just trying to,  the only month that that's ever happened to you.

[00:21:52]I think this is the only month that I was as consistent. So maybe that's the only month that I actually noticed.  but yes, to answer your question. Yes. Okay. And have you noted them in the database? Like have you put up, have you used a short tag short or anything to note? Which ones were bad? Yeah, I usually put it in, I always save notes after, when I do my calls.

[00:22:13] I always put a note about what happened, which numbers are disconnected, which aren't. And if I speak to whoever I spoke to what was said and done that way, know,  what to say when I follow up. Could you export the list and just add a column beside of add a column beside of the phone numbers and put in like a sure, you know, indicate which ones you hit that problem with.

[00:22:34]And we can have our data team take a look at it. It's, it's unusual that that would happen.  if you know which ones they are that will really help us dig into it and understand what's happening and fix it. If it's, if it's not just an outlier month. Okay. Yeah, absolutely. I'll definitely do that. okay. I'll do that.  thank you. regarding new leads, right? So I saw that the new leads arrived. I think it was yesterday or the day before,  regarding that and timing of when to call,  D when we received the leads, is that also the day give or take that the PR received the letter? Or should we maybe wait, maybe a few days after we received the lead in our portal before making the call so that we can make sure that the letter was actually received.

[00:23:22] Does that make sense? It does. And the answer is different for everybody. I mean, if you want to make sure your call comes in after the letter, you can assume that the day you're leaving the day your leads hit your, my, my probate.  if you're on auto, if you're on autopilot, that will also trigger the first letter, the first round of your, your marketing sequence.

[00:23:40] So you've got three to three to five days on which day that happens on. If it happens on a Friday, it's obviously going to be longer. Or it could be longer.  but you know, you, you've got three business days. You're pretty safe if you're on autopilot. And, but we, we actually sent, we send you a copy of your own letters.

[00:23:57] So you actually know when they arrive in your market. So that's just the fail safe, like, you know, for sure that everyone else must have gotten them that day because you did too.  got it. I think. Postal services, you know, they're, they're doing all they can to keep up right now. I literally have people showing up in civilian vehicles, delivering mail now,  a whole lot, there were a little overwhelmed with e-commerce I think, but FedEx not using you halls here.

[00:24:21]But so it could be a little longer, but the safest bet is to just, when you get a copy of your own letter, you know, that it's, that everyone has gotten it and you can make phone calls. Now that said, a lot of folks hit the phones before the letters even dropped. And they, if they're aggressively, you know, making calls and, and getting out there before we find that it usually the letter warms up your phone call because it's very different.  And they're like, Oh yeah, I remember your letter. It was, it was the only one that didn't say we buy houses or, you know, we're the best damn realtor in the world it asked me know, stands out. So it can warm your phone call, but you're, you're getting pretty strong on the phones man.

[00:24:59] Like we had the fed show last month.  I would encourage you to try calling before the letter showed up and just see if you don't get resistance. If you're breaking through it doesn't matter. Go ahead and call earlier. Fair, valid points. I appreciate that. okay, so now onto scripting, right?

[00:25:17] So, two things that I encountered, in the last couple of days with calls are one of them was. So when I speak with the person and I ask if they recall receiving my letter and all that stuff and just to kind of warm them up and they're always very nice. One of the things that, I had a caller tell me yesterday is okay, sorry.

[00:25:39] When I do the introduction, I said, do you recall receiving my letter? They say, yes, what it's about? Then I tell them briefly for five seconds. What I, what it is that I do. And then I just tell them, I see that you're working with so-and-so AKD attorney, right. Just to make them feel comfortable, you know?

[00:25:56] Cause I let them know I got your number from the probate court. And all that stuff. And I see that you're working with, you know, mr. Corbett,  it's very good that you have an attorney, all that stuff, just so that they kind of see, I'm not just someone calling, they see they're really suspicious. So the gentlemen responded to me, said, all right, per he said I'm handling everything else myself.

[00:26:18] So I don't need any of your services. I wasn't sure where to go with that aside from just, you know, is it okay if I checked back in with you in about a week or so? just to see if you're still, still handling everything. Okay. But that's an, okay. Maybe that wasn't the right approach. A better one is have him identified like, cause he doesn't know what he doesn't know.

[00:26:40] And most people underestimate just how challenging this is. And there's just, there's so many little moving pieces and responsibilities they have to do. It's easy for folks to get overwhelmed. So in the beginning they underestimate what needs to be done and they're like, ah, hell, this is no big deal. I just have to open a bank account, pay the bills, sell everything who can't do that, but they're not accounting for all of the inefficiencies in the process and all the parties involved.

[00:27:07] And there's a reason attorneys. This is such a big business for attorneys because they've been the ones that quarterback this for years and they don't eat. They don't do the best job they could either. That's what leaves a massive opportunity for us to step in there. Right. So knowing you, you knowing that him not knowing don't challenge him and say, you're ignorant, you don't know what you're talking about.

[00:27:27] You know, you do need my help. You can say something like, Hey, listen, I understand. I mean, I would say probably nine out of the 10 families that we ended up helping say the same thing in the beginning. And you don't have to be embarrassed if, if you find yourself overwhelmed, just pick up the phone and call we'll be here.

[00:27:43]And otherwise I'll check in with you every couple of weeks just to make sure would that be okay? And like help him, help him understand, set an almost set, an expectation that you, your ego doesn't have to keep you from calling me back. If you do find that you're overwhelmed, you don't have to be embarrassed.

[00:27:59] I see it happen literally every week I see this happen and we stepped right in and we take over and our, you know, and do what we need to do. But. Paint that picture, that there's a good chance. You're you got a lot to learn here and there's a good chance you're going to need help and I'll be here waiting when you're, when you need it.

[00:28:15] so you, you can put your own language to that and get your version. But I would, I would, you know, assertively and assumptively, you know, assume that he's going to need help in the future. And plant that plant that plant that seed and get permission to follow up,  and truly nine and a 10 of them will find something that they would rather you deal with and have them deal with themselves.

[00:28:37] But regardless of how small, those are any reason to have a followup call, any reason for them to answer a follow-up call is a great. As a great reason, right? So I don't care if you need to, rehome a pet, you know, get a cat adopted. That's a great reason to show up in person and, and be, and create a real relationship.

[00:28:56]So a lot of folks like they, they do underestimate what it's going to take and they do procrastinate for the first month or two or three. And then the pressure sets in on them. And the embarrassment sets in. And a lot of times they won't call people back who they've shut down because they feel embarrassed to do that.

[00:29:14]So just create a safe space for you to call him or him to call you and say, listen, you don't ever have to be embarrassed. I get it. I hope that you can do this on your own and it's assemble your thinking. But I, I, I've seen a lot of families underestimate it and we're always, we've always got your back.

[00:29:30]Yeah. After I appreciate that. After, after I, we hung up, I actually called him back a few moments later, just to say, Hey, this is often overlooked and actually, accidentally forgotten by the attorney. I understand you have everything covered. I just want to make sure, that if there is a property in the estate that you go ahead and call your insurance specialists too.

[00:29:53] Make sure that there's a vacant home insurance policy. So I just told them that just to kind of, again, not be threatened, not feel threatening or like I'm telling them what to do, but just to kind of at least show him that there is,  there is care over there.  so that's that. And then to piggyback on something you were saying,  the next call that I had was a lady who told me that her attorney dropped them.

[00:30:17]She's the PR and she said, the attorney just disappeared and won't take the case.  there. So I'm now handling everything by myself. And I said, well, I, you know, she asked me if I was an attorney. I said, look, I, I personally am not, we mainly help with everything, all the li everything, all the aspects of the probate that are not.

[00:30:37] Legal that's what an attorney can do. We do work with several attorneys, so I'd be more than happy to guide you in the right direction. whether it be attorney or any type of service, such as clean-out repair, if there's any real estate she did tell me there's no real estate.  But then she asked me how much, what are the fees for the attorneys and the people that work with you?

[00:30:59] I had no idea what to answer. So I just told her I'm not sure, but I'd be more than happy to put you in touch. At least give you some, some references. Is that a common question? The what is their fee eventually? No, not at first. Yeah. Eventually I usually, this is the fee.  and just so you know, that depends on the complexity of the estate and the value of the estate.

[00:31:21] But on average, it's four to 7% of the gross value is where most legal fee the administration costs come in. So it's a significant number. Okay. I would, I would, I want to challenge you to have a better response to that question when she says, you know, are you an attorney or do you have one, instead of you had a kind of a wordy answer and you can get gain more credibility by saying, Oh no, I'm way smarter than that.

[00:31:47] I've got one on my team. Oh, I love when you're short, you shorten it down. You're still covering the base, but you're not, it's way less wordy and they get the point. Holy crap. This guy has everybody on the team. So again, we're painting the picture. We're painting the picture of a vertically integrated solution.

[00:32:04] One phone call. Everything dealt with. So you want me to keep that image, keep that image up because it will keep you keep them engaged with you. And if they need a painter, they're going to call you if they need to, rehome a cat, they're going to call you. It's whatever could be paint. The picture that there's this giant office building somewhere in Texas and you and your whole team are in it.

[00:32:24]And people would actually ask me that. And they're like, my God, you must take up a whole building. Where's your officers. And they really thought that all this was in one building.  but be a little more confident about the attorney side of it, because you believe the attorney is the attorney is one of your team members, right.

[00:32:40] The spokes in the Wheeler. So, yep. Nope. I'm not an attorney. I'm way more smart. I'm way smarter than that. but I am smart enough to have one on my team. Actually, we have several and as far as cost, the cost is gonna, the cost is different for every family. It depends on the assets you have and the level of involvement.

[00:32:58]But I will say this. You dodged the bullet by finding one of the wrong attorneys, we have been very carefully selected the best attorneys in town that have a standard of service that matches ours. So I'm going to have a guy named Doug Jones, call you in the next 60 minutes and make sure you're taken care of because the attorney that bailed on you probably didn't tell you this, but you, you are solely act that you're acting as a sole fiduciary.

[00:33:21] Sorry. I'm going to state if the house burns down, if somebody breaks in and if anything happens, guess who's liability. That is. If someone else from the family disagrees with anything that happens, guess who they're going to Sue. That's right. Oh, wow. So we need to get, we need to retain counsel for you today.

[00:33:37] It's not necessary, but I would certainly recommend that even though there's no real estate, that's something that I can do to help you right now and just know that you're protected and you know, you still have a fiduciary responsibility to the estate, but that attorney is going to absorb the legal liability and make sure that no mistakes are made.

[00:33:54] And if they are. There'll be there to help you through those. So it would it be okay if I have Doug, give you, give you a call here in the next hour. Okay, perfect. Okay. And again, just like we said, with the last caller, like be a little more assertive and hand them the solution on a silver platter, take away the procrastination.

[00:34:11]I thought it was kind of a funny, I thought of an alternative, funny comment. Are you an attorney? Do I sound like an attorney? Geez. I'm not sure if that's a compliment or an insult,

[00:34:19]you'll find out how they you'll find out how they feel about attorneys. For sure.

[00:34:23]Have fun with it. We'll just, yeah. Appreciate it. Thank you guys so much. Really. Thank you, sir. We got three more in the queue.



Prospecting Tips For Virtual Wholesalers/InvestorsNext up is phone number ending in nine eight, eight nine. Hey, what's going on guys? What's up.  not much, I, this is actually my first call. I've gotten myself and my team here.  so quick question, you know, we're, we're like 99% virtual.

[00:34:44]So I wanted to ask how can you, how do you suggest we distinguish ourselves considering that it's somewhat difficult to get to the property in person? How can we distinguish ourselves and set ourselves apart and kind of build that rapport on, on the initial call? As opposed to, you know, briefly telling them what we do and how we do it and getting out there to set an appointment.

[00:35:02]Joel, you mean you're out of town or just working remotely?  we, we operate in a couple of different markets, even in our own backyard. We rarely go out to a house until you get a contract first, even when it's a probate lead. So just trying to find a ways to be a little more efficient, over the phone, as opposed to getting out there in person for every, every deal.

[00:35:20]Sure the answer is who, who can do it for you because that getting there in person that makes a big, big difference. And that is what differentiates you, especially from other virtual wholesalers. So who can that be? A contractor makes a really good partner. Like if you start with a, like, someone who's young in their business, like a class C contractor can be a very good resource to take videos.

[00:35:42] Photos give you a, you know, quotes, put lockboxes on chain, you know, change locks.  so that, that could be your ground guy in each of your markets. realtors are also very good. if you don't, if you, you probably already have realtors, they eventually make commissions. So a lot of times you don't have to pay them on a per house basis or a per appointment basis, but you could,  you know, I mean, some realtors, frankly, aren't very good at what they do.

[00:36:05] They'll show houses for 20 bucks, and this is not that much different. You, you can look for a showing agent.  and then, you know, obviously in the first couple you want to. Build a strong relationship over the phone and just say, Hey, I've got an assistant that can combine do this for you today. But eventually that if that's the right who, then you'll be able to train them to actually do the appointments on their own, and you could send an acquisition manager, you might turn that person into your acquisition manager.

[00:36:30]Another person that I like to use is a local, concierge who, they normally sell their, sell their services in blocks of time. you could buy a block of time and then send them to look at the house and have them kind of go through and, and package your proposal of the extra services that either they, as, as an independent contractor, you might want to help them.

[00:36:54] The person with, to earn their business. Gotcha. Gotcha. Gotcha. Okay. Well, I mean, that's a great tip. What do you feel like you've had to difficulty with on the onset of the call? Right. Like building that rapport, building that, that curiosity, I guess you'd call it like the first 10, 20 seconds of the call.

[00:37:10] especially if I, if they just initiated the probate process, as opposed to it being, you know, few weeks, few months in. Could we maybe role play, maybe, you know, the investor, whatever it may be and whatnot on the seller potential seller. I just want to put together a better pitch for my team. If that makes sense, Bruce, you want to, do you want me to take it?

[00:37:25]Go ahead and take it. I'm having a really, really hard time hearing it. Yeah. Could you get, I think you're on speakerphone. you're going to role, could you just get closer to the mic please? Yes, sir. I'm right here. Okay. Okay. So I'm outbounding. You're the prospect? Yup. Okay. And what was your name? Mike?

[00:37:40] Okay, ring. Ring.

[00:37:42]Hi, I'm trying to reach Mike Smith.

[00:37:43]Hey, Mike, my name's Chad Corbett. I, I've sent you a letter a couple of days ago, but I had a few minutes of my office. I thought I'd follow up.  we, we have a team here in Roanoke. It helped families going through probate. And as part of that, we go to the courthouse and meet with the clerk every 30 days or so.

[00:37:58] And we try to reach out to each of the families just to see if there's any way we can help. I've. what's what's been something you guys could use help with. Have you found anything that would be challenging yet or is it pretty, pretty straightforward? Oh, it's been pretty simple for us, but we're, we're thinking about maybe selling her house.

[00:38:12]Okay. And it, it looks like, I think you guys are working with John DOE attorney down on fifth Avenue.

[00:38:17]Okay. Well, that's really good. And you feel like he's done everything that you expected him to, or are you still have some blind spots? Wow. So far so good. Okay.  one of the things I actually don't know, John though, we haven't met yet. so I'm not real familiar with his process. And from one of the things we try to do make, we see most attorneys overlook is asset protection.

[00:38:37] you said that there's a house in the estate that usually represents about 80% of the day. Oh, you have a state, the entire state for most families. So the first thing we try to look at it is that protected. So did, did the attorney help you set up, is, is the property vacant? Yeah, but the property is vacant and you want to go home buying company because I'm getting a lot of letters and postcards and calls and you know, these, these vultures just won't leave me alone.

[00:39:00]Yeah. So we, we have real estate services because that's a big part of, of the estate process for most families. And most families do want to sell the assets. But what I want to focus on first is making sure those are protected because if the attorney hasn't told you, you do have some legal liability and a fiduciary responsibility to.

[00:39:18] To preserve both real and personal property. So if, if the, if you didn't transition the insurance policy to a vacant house policy, you haven't, you haven't uninsured asset. If you haven't properly posted the home and somebody gains access, you can't evict them. And they're stuck in there for months at this point.

[00:39:35]So if it's okay with you, we have a process that we like to work through one step at a time to make sure you're protected. And we. Kind of pick up the pieces and do what the attorneys don't usually.  so what would you like to get that and make sure the home's protected.

[00:39:49]Mike, are you there? Yeah,

[00:39:50]I I'll I'll break for a second. I didn't hear your response. There was a microphone noise if you responded. I think we lost him. You still there, Mike? All right. I'm going to move on to the next person. I guess, Chad, well, Mike, definitely. Well, I'll, I'll, I'll finish. I'll just show where I was going. So, because he showed me apprehension to investors and he told me he's a virtual wholesaler.

[00:40:11] I was easing my way in, by the way. By group or like vastly differentiating myself. And I was deferring the quote, the answer until I could get there face to face and prove to him that I was ethical and acting in his best interest. And then seal out the level of motivation. If they're super, super motivated, it's it.

[00:40:29] Then, then I'll make him an offer right there on the screen. But, and there's a contract in my truck at all times. If they're not that motivated, then I'm going to walk it back a little and I'm going to hand it to my brokerage partner if I don't have that in house. But what I was doing was, was staying away from a very raw subject for them.

[00:40:47]They, the, you were, you know, you were showing me that you're perceiving me as just another guy that's trying to take advantage of you. So in that scenario, I'm going to stay the hell away from the real estate conversation. All I need to know, and all I care about is there is real estate. Now I know statistically there's about a 90% chance you're going to sell that real estate.

[00:41:07] So now my only focus is how do I get that? Face to face to let him know that I'm different than all the other people he's, he's, he's judging me against. So that's where I was going with it. I would show up to change locks. I would show up to, you know, I would get my insurance guy to put up to bond a vacant policy on it and follow up to make sure that that was done.

[00:41:26]I would get over there for any reason I could. That's where I was headed with it. Perfect. And the next one in the queue appears to be Michael also six two, three, one. Is that the same Michael or a different one? Completely different.

[00:41:36] Altruism Is the Best Differentiator In A Selfish IndustryOkay. Well, Michael, number two. What can we do for you, sir? So, I would like to step that I do have some questions, but I wanted to step then the other Michael's role.

[00:41:45] I want to kind of put back into that situation because this is pretty interesting, what you're saying as I was listening to you. I was thinking that, Hey, if this was me, I probably say a few things and I'd like to see how you would. You, you would respond if that's okay. You want to play the prospect?

[00:42:02]Well, I don't necessarily do. I just want to kind of throw you out here's here's what I'm hearing and how would you go about this? So, first thing is I would have been saying, Hey, you know, you're, you're, here's what I got. I didn't hear enough of the, Hey, you know, we can help with, you know, if you need a funeral home, we can help with, you know, you need a dumpster.

[00:42:18] You, we can help. I, I would have wanted a year. A lot more what's in it for them rather than, you know, cause you'll get some people like, you know, you're asking me too many questions and your time is up. You're done. I would have liked to have seen you say enough of let's go. No, let's, let's start at the beginning.

[00:42:34]So I, I don't always accel at explaining everything that I'm doing, but I was reading his energy and his perception of the other people he'd spoken to. So I was slow walking it. So I'm not going to barf all of my services on over him. When, when we're, when he staying engaged in the conversation. And he allowed me to defer the answer that he was looking for and that his engagement, like he stayed with me.

[00:42:56]So I'm happy to, well, let's just start a fresh one or are you, do you want to come at this from an investor, a brokerage or both?  geez. I don't know. And I think, I think another big part of it is, you know, modeling, I'm in New Jersey, so everything's a million miles a minute as opposed to somewhere else.

[00:43:12] Right. So there's no slow walk in anything, New Jersey. You're like, you got two seconds. Otherwise that person hanging up, I've worked with a lot of folks in Jersey. It's understanding human. You want to be right. Or you want to learn. I know you speak. You're a teacher. See you're from Jersey and I just stopped you in your tracks.

[00:43:29]There's things that we do, understanding human behavior and how the brain works. There's things that you can do to influence people's behavior. And when you hear me use my West Virginia farm voice and I slow people down, it's intentional. Most of the time. So I've worked with a lot of folks from Jersey and New York and different places.

[00:43:47]So I'll challenge, I'm challenging you to kind of shift your mindset a little and say, maybe I can influence people. Maybe I can make them go through the maze the way that, that gets me a consistent result. And don't let the tail wag the dog. So let's, let's jump into it and we'll, we'll see. Sure. Go ahead.

[00:44:06]Ring, ring. Hello. I am trying to reach Mike Smith. I guess you got him. Sorry, your mic, your mic, your mic, but your microphone was a little muffled. This is Mike Smith. Yes. Hey, how are you? How can I help you? I'm good, Mike, thanks for asking. Hey, my name's Chad Corbett. You might, my mate, my name might sound familiar.

[00:44:23] I'd sent you a letter last week, but I had a couple of minutes, before an appointment. So I just thought I'd call and follow up. I'm calling cause we've got a team right here in Jersey that helps families going through probate. And as part of that, we meet with the clerk once a month and she lets us know who we should be reaching out to.

[00:44:37]And I noticed you, you guys are, are one of those families. I see you're working with attorney John DOE and I just wanted to call and see if there's let you know we're here in the community and see if there's anything we might be able to help you with. Yeah. Hey, thanks. We got a whole bunch of letters. It quite honestly, my, my, my wife, you know, we, we threw a ball in the garbage the other day and, I was kind of just letting the attorney handle everything.

[00:44:57] And, we got a realtor coming over in a couple of days and, you know, it's a little overwhelming for us. Yeah, I understand completely. That's kind of why we do what we do. It's is this the first time you've ever been an administrator? Yeah. Do you hope it's the last, what do you think. I think based on everyone we've worked with, I've never met anyone who ever wanted to do it again.

[00:45:14] And that's,  what, however, I might be able to help you. One of the things that we do for every family is make sure they have a proper plan in place after this. So you never have to go through this again.  do you guys have a living trust established? Yeah, but honestly, that's, that's a question I would, I would, I would, I would be speaking with my attorney about, you know, what, you know, are you an attorney?

[00:45:32] Cause we already, I mentioned I already have one w I'm way smarter than that. I would never go to law school. we have attorneys on our team, but we also work. With most of the attorneys in the County,  John DOE we've actually done a couple of transactions together,  be happy. I mean, I'm sure he wouldn't be happy to share his opinion of who we are and how we, how we help families.

[00:45:50] But, you know, we, we kind of pick up where they leave off. We, we consider them one of our team members. We help with, you know, the people in the property and the, the, you know, planning and prevention side of, of probate. So the attorney is going to tell you, you gotta do ABCD. FGX all those things that are in that mental list of yours.

[00:46:08]They tell you to go do it, but there's really no support until we built this team. There wasn't really any support in the community to help deliver on that, all those things. So ideally, I mean, what our focus is is. To minimize the stress and maximize the equity for every family we can every month. and that's why we reach out.

[00:46:26] Sometimes people are offended. Sometimes people take a sigh of relief and hand us everything, and we just do it for them, but it really starts with us understanding your situation, your limitations. Like a lot of folks are COVID sensitive and don't want to come out right now. And we have solutions in place for that too.

[00:46:42] We can deal with everything or we can. I can help you with a few little things and, and just, you know, you just know that we always have your back. So,  one of the biggest challenges we see most people struggle with on the front end is what the heck do you do with the real estate? How do you, especially coming into wintertime, if you don't, if there's no money in the estate to pay the heating bills, how do you get that winter as how do you secure it?

[00:47:04]So is there any real estate in the estate and you guys, do you guys have a plan for it so far? Yeah, but yeah, forgive me. I, I, I told you I got a realtor come and soon I told you I got an attorney. What, what, what, what, what can you do for me? And what's going to cost, let me just get down to it. Like what's, what's, what's this all about?

[00:47:20]I don't know.  I mean, if, if, if you're okay with me asking a few more questions and I can understand your situation and whatnot attorney, are you a realtor or are you a, are you an investor? What, w w what are you, what type? I don't understand. I didn't read your letter. I'm sorry. I told you my wife through everything.

[00:47:35]You got the better version. You got me on the phone. So I would, I would explain myself as a social, social entrepreneur. So we have multiple businesses. I can get paid as a realtor. I can get paid as an investor. I can paint houses. I can pressure wash it. It really just it's. I don't usually do those things, but it starts with we, we are a clearing house, so we have a single vertically integrated solution where you can make one phone call and all of those pieces that you're having trouble managing.

[00:48:02] Can be in one single relationship. So I have a real estate license. I buy houses, I write loans. I work with social workers. I work with nursing homes. I work with senior moving companies. So you can kind of think of us as a concierge, but that picks up where the attorney leaves off and takes away that stressful feeling that I hear in your voice.

[00:48:21]But if, if we don't slow down and not, I can't understand your situation. I can't, I mean, I don't just have a menu of things to hand you and say, pick, pick one.  We usually try to meet with the families and understand it because this is important and it's stressful and you need to know that you can trust me.

[00:48:37] So I would prefer call me old fashioned, but I would prefer to look you in the eye and let you know that I'm real. And I'm not going to Rob you or take advantage of you. And I'll never ask you for a dime unless I've done exactly what I promised. Super. So can I end the role-play and then kind of give you some, some, some, some, some questions in response to that.

[00:48:54] And then eventually go to my question that I was gonna ask, is that okay? That was great. And I want to, is that all right with you? Yeah, that's good. All right. So, I love that phrase, social, social entrepreneur, you know, that was what I was looking. Cause like, if I was putting myself in that person's shoes, they're like, they're feeling tenseness in their chest and they're like stressed out.

[00:49:14] And soon as you said that my chest opened up, I felt warm. You know, it's like, Hey, you know what? I respect it. This guy wants to make money. And I respect that. He's kind of. Thank you. This is I'm marrying the two. I'm doing these services. When, when you also said that question about, Hey, You know, you know, you want this something about the last time you want to be an administrator.

[00:49:35] I was a very Gregg great Brown, like icebreaking phrase. So I'm like taking notes and I think those are the golden nuggets. So I want to thank you for them. the other thing is, you know, from where I'm at and with the kind of speed things go, When you said you were about like, look, I don't want to necessarily, you know, give you this, I forget the word you used.

[00:49:57] I couldn't write a shopping list or a laundry list or whatever it was about all the things you do. I'm going to say that was where that was. That was brilliant. I, I would, what I was kind of trying to get at is like, I, at least people I talked to that's where you lead, just like, listen, this is why you.

[00:50:13]This is why I'm calling. Cause I can, I'm a social entrepreneur. I can offer you all these things. I'd like to meet you in person and, and then go on to that speech. But I kind of like you immediately said, wow, you do all these things. As opposed to I'm into the conversation five minutes. I still don't know what you do.

[00:50:31] And I'm still, I've, I've gotten, you know, 20 letters from investors. I buy cash and I just, you know, I don't, and, and, and people call me skip trace to me. And I'm like, you know,  I may be in an emotional state of anger or pissed off. Yeah. So I think that you coming out at people, I'm saying. You don't need to get pissed off at me.

[00:50:53] Cause I'm a social entrepreneur. I do all these things and some of them I'm just referring. I don't make no money. I'm just, I'm here to provide you a service in and then say, and you're, here's, what's in it for you. If you can do me something I'd love to meet you in person, go over there and then, you know, go into more stuff.

[00:51:06] But, now here's something I'd like to ask you. Oh, right. Any, any comments with what I said right or wrong? No, it's great feedback. And I'm glad you guys know you from all that one. I want to tell you a story,  that from not nothing, it might, it might not be in your backyard, but from a very, very fast paced environment, we had a kid who was 26 years old, still licensed for 16 days, and he says, I want to be an agent in Midtown Manhattan.

[00:51:32]So it's working for the sun, right? So he signed up for this program. All he did was the minimum that we teach the methodology that we're talking about here today, between July and December is first six months in the business. He did $750,000 in the listing commission. Only in Midtown Manhattan. He learned.

[00:51:51]To engage with them. He learned to slow them down. He learned to focus on people in situation, and he kicked every new agents ass in that market. And that's one of the most fiercely competitive, old blood markets there is in the country and it's fast, fast, fast paced. So that's like, I have lots of proof that this works even in really high, strong, fast paced, aggressive environment.

[00:52:13]And I just ask that you trust the methodology because it's been tested in every single County in the country. Well, that's fantastic. I totally trust it. That's a phenomenal testimonial. I was just. Yes. I decided I wasn't associate broker in Manhattan many years ago. All I did was rentals and yeah, it's not a, the fast paced, but it's cutthroat and not amongst your competitors, even amongst your own people.

[00:52:37] My boss would steal my commissions and steal my clients. So it's like the New York baby. I actually literally had a fist fight with the manager office manager. Had her pull us apart. Yeah. One of those. Hey, do you ever find something? Oh, yeah. You mean, Dave, didn't tell you if I heard you were for competent day and he said, no problem.

[00:52:53] I filled out everything and gave him the commission. And I find this out, like a week later, I was like, this is bad people really don't care. And that's, that's fantastic. And yeah, like what you're providing with this is so unique because everyone's coming from it. I, you know, what's in it for them when you, and that's kind of why I was saying.

[00:53:11]If you, now, now mind you I'll I'll I trust you and I'll, I'll, I'm gonna learn the right way and do it how you say, but I wanted to say that it's so relieving to hear somebody say, Hey, this I'm, I'm providing you a service. Not, not your service to me, give me your money, but I'm providing you a, a smorgasbord of services to help you in your time and your family time.

[00:53:33] Anita. I love it. so, now I've got a question for you regarding kind of, I want you to, I want you to write, write something down to summarize this whole point and how you feel right now. Yeah.


Altruism is the best differentiator in a selfish industry.

[00:53:49]and that summarizes everything we talk about here. Like being optimistic and actually caring, having empathy and compassion will make sure that you never have competition because so few people have that quality in business. I can't agree with you more. And I, and I lived that I flipped houses and I, I try to set myself apart from being the only guy with as many video testimonials from the, from the sellers I serve, than anybody.

[00:54:15] And that's kind of, and to where they're saying things, I, I couldn't have scripted it better when they say I treat them like family when there's like a, in addition to the, you know, th th th the, yeah, the great, you know, closers. Oh, I had to do a show up and get my check. He did everything for me, you know?

[00:54:31]so yeah, so that's kind of what tracked to me. To you because that's how I am. Right. And I want to do that, but on a bigger scale and a bigger level focused within the probate needs.  and so my question to you is when you were kind of, kind of, wishing that you can get in front of them, if you are already someone who's got very.

[00:54:53]Touching moving and inspire video testimonials and can prove that that you're separate from other people. Would you lead or ever mentioned that? Would you mention go to my website or go to my YouTube channel? Or would you be like doing everything you can to not have them go get distracted, even if.

[00:55:13] That's the proof that they need, that this is a separate, this is a different, unique individual. No, I would encourage you so very few people take full advantage of that. And the fact that you've done it is puts you way ahead of most people already. So you'd definitely want to leverage that if I were you, I would build a page on your website where you, you compile all of that.

[00:55:34]And then go buy a very simple domain and redirect it to that page and make sure it's something that a 75 year old lady that has poor eyesight can type that on her phone, her phone, when she's reading the PS line of your letter, because it's going to say PS, I know some of this might sound too good to be true.

[00:55:52]Lots of folks have, have, we've helped lots of folks in this community already, right? Ask them what they think of us go to, you know, probate, and make it very simple and have them land on that page. And it just gives you social proof. Like it shows that you're, you're, you're, you're not full of it.

[00:56:13] You actually have that proof. And so I would highlight it. I definitely wouldn't hide from it. I would put it out front. And, and make it easy for them to access because what I find, even with that, that strong of a PS line, like the PS line, I typically use PS. If you're not ready to talk to somebody just yet go to probate .com to check out, you know, all the ways we can help.

[00:56:36]And what you find is on the day, your mail hits between usually between like one and three o'clock you'll get. 60% of your list will be on the website that day. And you can tell by Google analytics or WordPress Jetpack. So that PS line is powerful and the letter is very different anyways. Like it's not a typical, we biologist letter.

[00:56:56]And based on this conversation, I would encourage you there, there is a letter and in the, in our, in the mailbox motivator portal,  called I think it's called the social enterprise letter. And it's a two-sided letter and the whole front is very people focused and the whole back is very real estate and very service and real estate focused.

[00:57:16] But I think you're going to identify with that letter. And if I were you, I would work your testimonials into that letter in a PS line.  but definitely don't hide from it, put it out front and be proud of it. I think that's, that's great. I appreciate it. The, the, the, one of the questions I had was, I know a lot of people get the phone numbers and then they physically call.

[00:57:36]Did you, did you ever. Do you have any problems with ringless voicemail? I had really good luck with it, but it's, it's becoming, there are a lot of attorneys out there looking for class action suits. So to me, it's, it's more liability than it's worth now.  but I did have very too busy though, to be honest with you.

[00:57:55] They're like good. There's so in my neck of the woods here, swamped. Overwhelming. Yeah. I don't think it well, just under, I would say it's very effective, but make sure you understand your risk and you understand like read the TCPA, the telephone consumer protection act, read it. And you'll, you'll see that every RVM is in direct violation of TCPA, unless you have explicit written consent in the last 90 days or an existing business relationship.

[00:58:22]How do they know if you can get. Well, they, I mean, if, if, if they, if one person can show that phone call and it, and if, if they can, if, if it was a recorded message, like if they answer and, and hear that, hear it, and you weren't on the other end of the line, they forward that to an attorney. The attorney sends you a letter and says, we filed a suit.

[00:58:42] We intend to make this a class. So we're going to subpoena your call records for the last 10 years. And then you understand, if I get, if I get into a deaf deposition on this, he's going to slaughter me. So they shake you down for a settlement. The whole thing usually only lasts a week or so they're not looking to take you to court.

[00:58:59] Litigation sucks. Even for attorneys. What they're looking to do is shake you down for a quick settlement. Right? Right. Okay. And if you were to. Dare to move forward with that. What, what would you use for that? Would it be, like what, what I think with some of the ones that you've had success with? So I preferred to use voice logic, but they actually had an attorney get through their hold harmless.

[00:59:26] So instead of doing ringless voicemail there, now they created a new product called voicemail courier. And if you go to voice forward slash all the leads or forward slash ATL, I think either one will work. You'll be able to see the products that they offer at the special pricing they offer for our subscribers.

[00:59:44] And I think it's 85 cents. It's more expensive than ringless voicemail. And, you know, before you get caught or you find yourself in a lawsuit,  but it's, it is 100% compliant they're using Toronto based callers with really no accents. And they're placing a live call and 20% of the time people pick up and they say, Hey, I've got a message from Mike.

[01:00:04]he'd like me to play it. Can you, can you stay on the line? And shockingly 93% of the time they stay on until the end of the message, the live answers stay. And then they, the others dropped just like ringless voicemail, but it was, it was, they can prove through records if they get audited,  they can prove that a live person made that call and left that voicemail.

[01:00:23] Well, that's beautiful. Very, you know, those who want to avoid the legal trouble, it sounds like it's a no brainer. Yeah. That's a great, another great service you're providing. And I deeply appreciate if you think of everything, it seems like the, the, the, so you have a script as to what, to what that recording would say.

[01:00:41] it's it's I mean, I try to keep them as brief as possible.  I've made the mistake. I'm probably tested and tracked two dozen different voicemails. The one that, that always had the best callback rate for me was, Hey, this is Chad. I sent you a letter last week. Just wanted to make sure you got that. And you understood why we sent it.

[01:00:59]give me a shout when you have a chance five, five, five one two, three, four. And knowing my situation, leave that URL. With the videos or whatever that, that like probate, you know, the pro probate testimonial .com. If you, if you were me tested and, and I would build that into, if I were going to leave it on a voicemail, I would build that into a more robust page.

[01:01:20] and it would almost be like a long sales letter type format,  with a bold headline that really differentiated me. Some copy, introducing my service, then the testimonials, then more copy about the services we provide in a call to action. So I would say something like, Hey, this is Chad. I met with the County clerk last week to find out what families are going through.

[01:01:41] Probate. I found out your family was one of them.  I know this is going to sound too good to be true. So I'm just going to make it really simple. If you go to probate, you'll see what we do. And,  you know, when you're ready, give us a call and just want to let you know we're here in the community.

[01:01:54]So the call to action. Like I'm not even going to leave a phone number and that's how I would test that. And then I would, I would look at Google analytics and see how many page entries you had, what your drop rate was.  and then test different calls to action. The call to action could be call us today, fill out this form,  download, you know, Download our free probate checklist.

[01:02:14] you could test, test different calls to action that you could use your voicemail to, to get traffic to your website. Now, here is where this gets interesting. If you let that work, you can spend on the website, you sit down with an attorney and design a probate checklist, make it into a PDF, but the attorney's information on the bottom, you provide value to them because you get them around them, an anti solicitation loophole.

[01:02:36]So they are happy to provide that for you. So you have a, literally a local checklist from an attorney in your County on the website. You have a call to action, just, you know, download, download the Bergen County, New Jersey probate checklist written by local attorney, John DOE drop your email here or drop your cell phone, like do email cell phone.

[01:02:57]Once you get that, the terms and conditions in that form submission we'll have the language that says you are opting in to be. Contacted by ringless voicemail, text message, you know, live call, whatever, make it an all-inclusive opt-in then. So you're, you're leaving that vague message. You're getting them to the website.

[01:03:17] You're giving them something of value. And now you have a legal opt-in, so you can send ringless voicemail, you can text, blast them. You can do whatever the hell you want because you have the consent within the last 90 days.

[01:03:30]Chad, you just built my whole business in this five minute conversation we aim to please. You do, please. God bless you. Pretty Sure It was way more than five minutes, but it was a great way to end our call. If you have more, you want to talk about work cause we're way over today on time, we, we try to respect everybody's time, but come back tomorrow.

[01:03:46] Jim Sullivan (Host): Our mastermind call is one o'clock tomorrow. We can continue the conversation. And as always, if you need us between calls, just reach out to us directly. Okay. Fair enough.

[01:03:55]Thank you. Hey guys. Great call. Great turnout. Incredibly good content. I want to thank each of you for being here. I want to thank y'all for that actively participated. I want to challenge each of you. Take one thing you heard on today's call that inspired you go out and put it into action and come back any Thursday at one o'clock Eastern and discuss the results.

[01:04:16] We will talk to you tomorrow afternoon. Make it a great day. Stay healthy, stay productive. And we'll talk to you soon, guys. Take care.



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Preview for Real Estate SCripts Role Play episode 59

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

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

Real Estate Scripts Role Play Training #59

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


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

Thanks for tuning in, and don’t forget to subscribe below for new episode notifications!


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Get Certified in Probate Real Estate




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


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

Real Estate Objections - Role Play Training



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

Role Play Session #58

Role Play Session #57

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

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


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


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

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


Best Cold Calling Tips and Advice Here:

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

Real Estate Cold Calling Tips 5


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


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


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



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


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






Related Resources For Probate Cold Calling Scripts:



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Episode Transcript

Real Estate Scripts Role Play 59 Transcript

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

[00:52:15] Jim Sullivan: [00:52:15] All right. Thank you. Alright. Alright guys, at other great call, we had, you know, less participation, but we got, we really dug in there. I want to take all a hundred of you that showed up today. I want to challenge each of you. Take one, thought one idea. One thing that inspired you on this call. Go out and put it into practice and come back tomorrow at one o'clock Eastern and share your results with the group.

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


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