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Preview for Probate Leads Mastermind Podcast #284

How to Market to Attorneys and Make Real Estate Videos for Facebook Ads | Probate Real Estate Mastermind Call #284

Probate Leads Mastermind Call - Live Q&A #284 | The Interactive Podcast on Probate Real Estate
June 25th, 2020

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Special Announcements:

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Check For Probate Leads in Any County.

 

 

 

Call Re-cap:

Building Your Referral Network With Probate Attorneys, Fiduciaries (01:35)

Soji is interested in becoming an affiliate member of his local BAR.  Chad outlines where to look, how to reach out, and how to lock in the relationship step-by-step.

 

Targeting Real Estate Attorneys With Facebook Ads (9:21)

Derek is interested in setting up a custom audience of attorneys in his area and targeting them with ads on Facebook and LinkedIn. Chad lays out how to build the custom audience within Facebook, create copy for your ad and creative, and use your ad to drive people to a landing page where attorneys have solid calls to action to contact you right now.

See More - Recent episodes with discussions on Facebook Ads and Video Marketing:
Mastermind call 278
Mastermind call 280
Mastermind call 281

 

Real Estate Marketing with Geofencing (15:33)

Bruce and Derek discuss geofencing strategy and how to use this type of marketing outside of Facebook’s restrictions for ads for housing.

 

Training and Managing A Virtual Assistant (16:58)

Mark is trying to lay out his marketing operations.  He has hired a virtual assistant.  What’s the best use of time for training and managing outsourced prospecting? Chad discusses the operations side and gives his calling script for virtual assistants that aren’t strong prospectors.

See More: Role Play Playlist

 

Prospecting Attorneys (19:32)

Mark is curious how often and for how long he should try to market to attorneys.  Chad describes why multi-touch campaigns is even more efficient with attorneys compared to marketing to personal representatives. Bruce discusses using other industry professionals as a bridge/peer-to-peer referral opportunity.

 

YouTube Videos For Real Estate: Go Niche Or Not? (21:03)

Mark is building out his YouTube channel; should he keep it broad or focus on a niche?  Chad describes how to use one channel and segment different niches into different playlists so your traffic isn’t fragmented.  Chad and Mark also discuss how to bring other faces onto the channel and capture candid, high-energy moments. 


Tip: If your competition is watching, you can publish certain content as “unlisted” so your competition doesn’t try to grift your referral and vendor partners.  Simply send links to this content directly to your leads.

Tip: Chad discusses how to solidify your rapport at the end of a cold call by leveraging content that highlights your team.

 

Ex-Parte Petitions  (23:55)

Carlos is working with an ex parte petition.  Chad describes why the best option might be to go direct to the attorney handling the case.

 

What if the County is the Estate Administrator? (24:58)

This means a non-emotional party has been assigned as the administrator of the estate (In California, this is called a fiduciary). These are great opportunities for you to build referral relationships.

 

Email Marketing and Drip Campaigns For Probate Real Estate Leads (26:40)

Rossa and Chad discuss how to get started with email drips easily with a service like Mailchimp.

See More: Using Email Marketing for Probate Leads

 

Voice Courier Instead of Ringless Voicemail (28:53)

Rossa is looking to generate curiosity about his website and have people opt-in to speak with him, by leaving a pre-recorded message.  Chad describes why litigation risks are high in this market and how a voice courrier service can get the job done better and safer.

ATL Partner Packages with VoiceLogic: www.voicelogic.com/atl

 

Cold Calling In New York -  Opt-In Regulations (32:24)

James and Tim discuss how to prospect by phone without violating cold calling regulations in states with stricter COVID restrictions.

 

They’ve Been In The House Forever - Is This A Dead Lead? (34:24)

Renee is wondering if she should scrub probate leads with long-term live-in relatives from her list, especially if they’ve transferred the deed over to their name.  Chad and Renee discuss how to optimize here.

 

Contact Rates for Calls vs. Letters: Why Both Works Best Cold (36:18)

Chad describes why you can actually get the best results using a combination of different marketing touches rather than a high-quantity of a single touch. Chad describes the psychology behind this as well as his schedule for ordering each touch.

 

Cold Calling Regulations: Licensed Agent vs. Investor (38:48

Dave in Colorado follows up on the cold-call restrictions conversation from earlier.  What if you’re not a licensed agent? What if you’re calling personal representatives that live in another state? Tim describes how you can do your diligence to get absolute certainty on any cold calling restrictions that apply to you and the calls you make, wherever you make them.

 

Phone Numbers in Your Lead Lists (39:52

Chad describes the 5 phone number fields and how our proprietary skip-trace system works.

 

Breaking Through The Wall: Raising Contact and Conversion Rates during Covid-19 (43:03

Larry and the coaches discuss how to shake up an unmotivated lead list and land more conversations, more conversions, and more commitment. 

 

Calling on Behalf Of Someone Else: Restrictions? (45:05

Cheryl, Tim, and Jim discuss the legality of having others call for you/calling on behalf of someone else.

 

Leveraging Letters Of Intent While Waiting On Court Backlogs (48:48)

Maria has been working with a personal representative since March. He is willing to accept the cash offer from Maria’s cash buyer.  Maria is in Texas, so the seller will need to get muniment of 

 

Dual Agency, Agency Disclosures, and Unrepresented Buyer Addendums (50:08)

Chad and Maria discuss how she can continue to put together deals where she brings both the seller and buyer together.  Chad suggests getting the purchaser to sign an unrepresented party addendum and include this in the letter of intent signed by all parties.

See More: Maria Has TWO Closings! Plus, tune in to Mastermind Call #285 and hear the results of the above advice :).

 

 

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Episode Transcript:

0:00
COVID got you worried whatever that is like you identify with them, get them to identify with the creative, then once they're identified, present, present a problem and then vaguely present yourself as the solution don't don't sell their Facebook ads or a lot like voicemail. It's not a place to sell, it's a place to get engagement. So all you're looking for is to get them to click that Learn More button. You don't want them to be able to learn more on Facebook. You want them to click that and they can learn more, as soon as that click. And that's the recipe that's worked really well for me. we averaged about a 10 to one return on Facebook dollars. So that's, that's the magic recipe that's worked so well as interrupt. It's kind of interrupt, engage, educate, call to action, and accomplish all that in 15 to 30 seconds.

Read more

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

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

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

 

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

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

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

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

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

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

Call Summary

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

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

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

This highlight is from Mastermind Call #238.

Join Our Mastermind Group for more resources and networking opportunities.

 

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

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

 

 


 

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

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

 


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

 

 

Probate Quicksand – Knowing When Your Clients Need a Hand

 

Assets That Don’t Need to Go Through Probate

 

 

 

All The Leads Ask The Expert - Referrals from a Probate Real Estate Attorney

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

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

Have you ever wondered:

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

 

Which Comes First, The Probate Agent or the Lawyer?

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

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

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

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

 

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

 
 
 
 
 

Nuggets In This Video

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

 

 


About the Expert – John Erik Fraker, JD

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

 

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

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

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

 

 

Connect with John:

https://www.facebook.com/johnerikfraker

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

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

https://www.johnerikfraker.com/

https://siliconvalleyhomesandschools.com/

 

Join Our Mastermind Group on Facebook! All The Leads Mastermind

 

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

Check Your County for Probate Leads!

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probate lawyer

Top Probate Attorneys Give Pointers on How You Can Help Them

One of the key people who will increase the value provided by your services is a probate attorney. There are primarily two reasons for this: First, the probate process is very complex and the average layperson has problems negotiating the various legal twists and turns that are involved in even the simplest case. Second, probate is required in most cases. As such, many issues can arise; people can contest the will, etc. So that you have a hand up on helping facilitate the legal process of probate for your client, we’ve gathered together some advice from top probate attorneys.
Make self available to clients and to the probate attorney: Probate cases can rapidly evolve as wills are contested, etc. Nothing is static. For this reason, your client may need to reach out to you often. Make yourself available to your client so that the probate attorney can have information he or she may need to adjust his strategies.
Know probate process in and out: Only by understanding the ins and outs of probate can you be of assistance to your client and/or the probate attorney. Professionals who are not so equipped can lose money, clients and cost the attorney time. You can increase your knowledge and indeed become an expert through training on our site. At the same time you can grow your real estate seller leads in a cost effective and efficient manner.
Be empathetic with client: Ultimately, it is all about making a sale. However, you must not forget what the client has just gone through. They have suffered the loss of a loved one and are experiencing a difficult and confusing time. You can help the probate attorney by acknowledging this and by letting clients know you understand their current situation.probate lawyer
Be ready to form network of associates: There are others involved in the probate that will help your client and indeed help your business. These people include bankers, lenders and of course, the probate attorney. Be someone who is an expert on team building and knows that it often takes a group effort to accomplish a goal. Probate attorneys can help you. You can help them. And both of you can help clients and their relatives in a time of loss.
There you have it. These are some ways you can help probate attorneys help others and at the same time grow your client base. You can also help yourself by enrolling in our program. Leads don’t just grow trees. Put the time and effort into your business that will accelerate it to the next level and increase your value for clients, attorneys and anyone else who uses your services.

Preview for Tips From The Trainer with Chad Corbett: Prospecting Probate Attorneys for More Deals

How to Prospect Probate Attorneys for More Deals

We often discuss marketing to and prospecting Probate Attorneys on our weekly Probate Mastermind calls and there have been a lot of good discussions there, which Subscribers can access on in our Conference Call Archive.  I've learned a lot from helping other agents/brokers across the country so I wanted to make a public video that will help everyone.  Prospecting attorneys is a great way to supplement your marketing efforts.  This video will help you:

  1. Identify which Attorneys to Contact
  2. Craft Your Offer to the Attorney
  3. Make the Connection and Earn Referrals

Hopefully this was helpful for you.  For more Tips from the Trainer videos click here

If you are not a subscriber but want to learn more about how many probate leads we have in your county, click Check Your County above or simply call Jim at (844) 532-3369 so he can answer any questions you have and let you know how many leads we're gathering in your county and what the cost is.

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Referrals, Gatekeepers and Voicemail Drops | Probate Mastermind Episode #347

Probate Mastermind Episode #347 | Recorded Live on 9/30/2021   

Join Us Live Every Thursday | Previous Episodes.

 

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

Call Re-cap:

00:00 Introductions

Jim, Bruce and Tim share general updates.

02:02 How to Get Past Gatekeepers

A listener asks about what kind of content should be included in a communication to an assistant that will help ensure it's opened by the intended recipient. Jim and Bruce explain some techniques to make sure your communication looks official and urgent. Tim adds that asking for a few minutes of time to speak about a sensitive issue would not be inappropriate in this instance. Bruce reminds the listener that when dealing with a gatekeeper (like an assistant) to pose an open ended question about the best way to “grab five minutes of their [bosses] time”.

09:15 Voicemail Drop Strategies 

Scott from Atlanta asks what kind of voicemail drops the Team would recommend for older leads. The Team shares multiple examples of voicemail drops and the reasoning beyond each strategy. Bruce explains the benefits of sending additional letters to older leads. 

30:00 Doorknocking 

Bruce answers a question regarding “knocking on doors”, explaining that it can be very valuable if done correctly. Tim expands on the topic by explaining that knowing the address of the personal representative can be very valuable when “door knocking” , reminding the caller that ATL provides this information and much more to its subscribers.

37:30 Rodger’s Win

Rodger shares his own experience doorknocking. Jim tells a quick story about two docks and some shrimp boats. Rodger lays out his recent win and how he provides great value to his clients!      

49:33 Referrals for Attorneys 

A caller from Boston asks about how to make great relationships with attorneys. Bruce explains how he uses referrals and his network of professionals to yield the desired connections with estate attorneys.  

56:15 Docks and Shrimp Boats 

Bubba from Nebraska calls in to provide an example of what a powerful tool referrals can be.

 

 

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Mailers, Common Mistakes, and the Systems Approach | Probate Mastermind Episode #345

Probate Mastermind Episode #345 | Recorded Live on 9/16/2021   

Join Us Live Every Thursday | Previous Episodes.

 

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

Call Re-cap:

00:00 Introductions

Jim reminds the listeners that you don’t need to know everything about probate to get started. Tim provides an update on Chad’s most recent adventure and also reveals a brand new machine delivered to the print shop. Bruce shares some tips on making your mailers more memorable and effective. 

19:10 Origin Story

The Team talks about the creation of All the Leads and its original purpose and design. Tim tells the listeners about how the print shop has been specially developed to support the needs of ATL customers. Jim expands on the topic by speaking about the ATL “systems approach”. 

26:30 Common Mistakes

Jim asks Bruce about what are the most common mistakes for those just starting probate. Bruce explains that “you don't have to be an expert to start making your calls!”. Although the ISA program can be useful it's still important to learn to make great calls yourself!

32:08 Getting a YES!

Mary asks the Team about a common objection she has been receiving from her leads. Bruce addresses the question by reminding Mary of some clever rephrasing. Pivoting to real estate during your initial call may be crucial to scrubbing your leads! Jim adds that some gentle questions about a lead’s plan for the property may root out any “reflex nos”. 

43:02 Mailers, Inserts, and Common Elements  

William from Michigan asks about what to include with each specific mailing. Bruce reveals his strategy for a ten or eleven touch-point campaign. Tim tells William to make sure that each mailer contains something that will help with the continuity of his brand - “Make sure everything you've got has one common element”. Jim reveals a great tip in contacting attorneys using Tri-fold brochures.

 

 

Ways To Catch Probate Mastermind:

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The Complete Probate Real Estate System – Larry Levin

Watch the Video Below to Learn More About
What it Means To be a Probate Real Estate Expert
And How YOU CAN Turn Probate Properties into a Lucrative Lead Source:

The Complete ATL Probate System

The Probate Leads

  • Every probate lead from your courthouse every 30 days (no contracts)
  • Accurate phone numbers for Personal Representatives, up to 5 per lead.
  • Full contact information for the Probate Attorney where applicable.
  • Personal representative’s address and Deceased’s last known address

 

The Training, Coaching, and Community

  • Probate Fast Track Training – to get you started TODAY
  • All The Leads Mastermind FB Group – Join over 12,000 agents, investors, and related vendors in our Mastermind community
  • Live Probate Training Calls with the All The Leads Coaches
    • Weekly Probate Mastermind Calls (recorded and archived each week)
    • Probate Role Play Calls (Over 60 hours archived)
  • Probate Mastery Advanced Training with a Certified Probate Expert Designation
  • Over 600 Hours of Training and Education on the All The Leads YouTube Channel

 

The Support

  • Free CRM Specifically for Probate prospecting
  • Accountability Coaching Included With Your Subscription
  • Proven Letter Templates
  • Automated Direct Mail Service
  • Custom WordPress Probate Websites
  • Custom Probate Credibility Kit
  • Personal Account Manager to Ensure Your Success
  • One-on-One Live Customer Support

 


Our Subscribers Always Say It Best …


or call us at 844-532-3369 Monday-Friday 8am-6pm EST

Due Diligence Deposits and Big Wins! | Probate Mastermind Episode #344

Probate Mastermind Episode #344 | Recorded Live on 9/9/2021   

Join Us Live Every Thursday | Previous Episodes.

 

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

Call Re-cap:

00:00 Introductions

Jim and Bruce share general updates. 

03:00 First Win 

Jim shares a win from some participants that couldn't make it to the meeting. Stating that a subscriber made the best of a tough situation by picking up adjacent counties and getting an excellent ROI on their leads.

05:45 Call Frequency 

Mary asks about Probate Mastery and whether or not calling daily is too frequent. Bruce explains that very few subscribers call daily but that he encourages calling often when the leads are fresh but to space them out as the lead ages. Jim adds that attentive agents that call often also show good work ethic and initiative to the potential clients. 

13:01 How To Avoid The “Bait And Switch” 

Listener states that probate has been the single best lead source that he has ever had. The listener also shares a story with the Team where he helped their client navigate a tricky situation for their listing when the buyer tried to perform a classic “bait and switch” maneuver. Bruce explains that his local market uses a “due diligence” deposit to curb buyers from trying to lock property up under contract when they don’t have the intention of buying. 

Bruce and the listener discuss tempering one's expectations to be prepared to work a lead for five to six months. Tim comments that out of town leads (PR’s) are often neglected and are in fact one of the best chances to provide value and help them through the probate process by acting as a local solutions provider. 

38:05 Scott's Win From Probate Foundations 

Scott from Atlanta shares a tale about a win where a lead turns from “cold” to “hot” after he applies what he learned from Bruce’s Probate Foundations course. Taking the property under contract quickly and even earning himself an extra listening from the family in the process. 

44:52 Trusts And Probate

Listener asks about the relationship between trusts and probate. Jim offers a best guess on the situation where a trust may be unfunded and made mostly meaningless by not including all of the decedent's assets (also encouraging the listener to contact an attorney in his state for further clarification). Bruce states that it may be possible to sell the property in North Carolina without probate needing to be closed. 

Listener asks for suggestions on dealing with a PR that is also an attorney. Bruce explains to lead with questions like “do you have anyone that helps with property cleanouts on your team?” or “who do you typically refer?”. 

55:34 Tax Implications 

Scott from Atlanta asks about tax implications when dealing with the sale of property from a trust. Bruce tells the listener he believes that talking to a CPA may be the best course of action to resolve his question.

 

 

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National Potato Day + How To Handle Objections | Probate Mastermind #341

Probate Mastermind Episode #341 | Recorded Live on 8/19/2021   

Join Us Live Every Thursday | Previous Episodes.

 

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

Call Re-cap:

00:00 Introductions

Jim talks about rewards for Idea of The Week and the Win of The Week and Tim introduces a delicious sale. 

 

6:59 How To Handle Leads That Don’t Want To Hear Their Options 

Eddie was caught off guard by an old lead that was ready to sell regardless of his other options. Bruce recommends figuring out a general idea of what the PR’s wants before the appointment so you can lay out the right options.

 

12:32 How to Get The Most Out of An ISA (Inside Sales Agent) Service

Bruce talks about his faults with his first experience using an VA (Virtual Assistant). Having success using ISAs is all about training and your own personal expectations. Bruce explains the role of the ISA and the relationship between ISA and you, the probate expert.

 

19:52 The Importance of Your Branding and Online Presence

Having consistent branding across the board is so important and having a Google My Business set up is just one piece of the puzzle. Bruce elaborates on the importance of your digital footprint and monitoring what potential clients will find if they google you or your business name. You may be sending leads to another company without knowing it. You can set up your business listing with google at: https://www.google.com/business/

30:36 Christan’s Big Wins + Advice on Historical Leads

Christan’s persistence with a lead that “had everyone handled” turned around later to list with him and another lead surprised him with 2 additional listings. 4 deals with 2 leads. Bruce and Jim offer options for handling historical probate leads and discuss how historic leads can sometimes be the best leads to work.

 

36:24 Speaking with Attorneys + Leads with “I Have An Attorney” Rejections

When Bruce calls an attorney he is not familiar with he starts the conversation with business in general and waits to bring up a specific client. When a lead says they have an attorney and they don’t need your services, start with a place of rapport before mentioning that you offer service your attorney might not. 

 

42:19 Should I Call to Follow Up After An Extended Period of Time?

Bruce explains the value of following up with leads 3 month, 9 month or even more months after your campaign and initial set of calls has ended.

50:47 Elaboration On Handling “I Have An Attorney” Rejections

Bruce and Jim elaborate on their own personal style and strategy when dealing with objections. Jim likes to use these conversation hooks to “hook” a lead who may be trying to end the call where Bruce first builds rapport and 

56:49 Advice on Working with Older Leads

Bruce explains the basics of validating objections and goes into how Colorado leads are unique and how your approach can be adapted.

1:04:26 Jim’s Classic Closing Statements (J.C.C.S.)

 

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