5 Ways to Offer Value to Surviving Spouses in Probate

5 Ways to Offer Value to Surviving Spouses in Probate

via Katt Wagner

Surviving spouses often insist they have no plans of selling their primary residence or other property left behind by their spouse.  However, emotional, physical, and financial factors can make it necessary to sell the property at some point in the future.  Even in situations where there is no property involved at all, there are many ways you can easily provide value to a surviving spouse and solidify referral relationships with vendor partners at the same time, all while strengthening your own sphere of influence.  We talk about ways to carve opportunities out of these situations often in our mastermind calls and training, but here’s a short refresher list of ideas to keep you on your toes:

  1. Assistance with Tax Preparation – Death, in essence, is a taxable event.  The finances in the decedent’s estate can be a complicated tax situation for a surviving spouse. Oftentimes, the person in charge of settling the estate has never navigated tax scenarios beyond a 1040 annual filing.  Emotional distress can also distract a grieving widow from taking the necessary tax preparation steps.  Pairing a surviving spouse with a CPA who specializes in probate accounting is a great way to make sure important tax tasks are handled sooner rather than later. More on tax liability for heirs.
  2. Estate Clean Outs – Emotional, physical, and financial stressors can make estate clean out services especially valuable to surviving spouses.  Grief can make it difficult for a spouse to sort through belongings, but financial factors might make it necessary to sell valuable assets and/or clear out other belongings to prepare for downsizing.  A surviving spouse might also simply need help with the physical laboring required to sort through and move items around.  The role you can play here is pairing a surviving spouse with a local estate clean out company that has experience dealing with different and complex situations: Look for a local company that mentions senior estate clean outs! See More: Rebel shares how she navigated complex fumigation and fire-damage cleanouts, as well as selling specialty items in an estate.
  3. Property Management – Not every surviving spouse wants to sell their primary residence or other properties previously owned or co-owned by the decedent.  However, creating cash flow by renting these properties can help create monthly income for the surviving spouse.  This monthly income might be necessary for a surviving spouse to maintain the property/properties and other personal living expenses.  Your role here could be highly involved if you choose to help get these properties rented out yourself, or you could pass this on as a referral to a property manager you work with. See more: Building Generational Wealth: Turning an Inherited Property Into An Investment Portfolio. 
  4. Life Insurance Evaluation – Especially in situations where the breadwinner passed away and left behind a spouse who has little to no experience in managing finances, life insurance policies could bring in lump sums and residual income.  It’s possible a life insurance policy can help settle any debts in the estate and be turned into a source of monthly income for the surviving spouse through a concept called Infinite Banking. Your role here is as simple as finding an insurance agent that understands creative financing and the infinite banking concept. See more on Infinite Banking and Leveraging Investment Advisors. 
  5. Estate Planning – If a surviving spouse is going through probate, it’s likely the decedent did not have a proper estate plan in place.  As a surviving spouse navigates the probate process, it’s probably easy to assume they don’t want to do this again or subject their heirs to the same process.  Getting the surviving spouse set up with a free consultation with an estate planning attorney is the first step in planning for a probate-less future for the family, and a great way to open the door to reciprocal referrals from estate planning attorneys near you. More on prospecting attorneys for reciprocal relationships

As you speak with prospects this week, remember all the ways you can help them besides helping them sell their house right here and now.  Offer value first – your pipeline will thank you for it!

More: How to Turn Closed Probate Cases into Real Estate Deals

How to Set Your Real Estate ISA Up For Success

How to set your real estate ISA or VA up for success

The question most agents and investors concern themselves with when adding a real estate ISA to their team is, “How do I train them to make real estate cold calls and be great prospectors?”  Scripts and sales training are extremely important, but a successful dynamic between an ISA and the agent/investor they work for involves plenty of other layers that get taken for granted.  Whether you’re hiring a virtual assistant or an internal sales assistant that will be working alongside you in a physical office, this article will help you set your real estate ISA(s) up for success!

(And, in case you need help with the scripts and sales language part, set your ISA loose in our Probate Role Play Training on YouTube or in our Training Archive!) 

Here are 5 things you should do to help set your ISA up for success:



How to train your ISA or VA to use real estate systems and tools
Familiarize Your ISA With The Systems You Use:

What systems do you use, and which of them does your ISA need to use? What about systems the ISA will not use, but could benefit from understanding how they’re used in the rest of your business?

Walk your ISA through any CRMs, Dialers, Email Clients, Mobile and Desktop Applications, Productivity Tools, and anything else you can think of.  If you will be providing your ISA office equipment such as a phone and/or laptop, walk them through the basics as they relate to the tasks they’ll be accountable for. It can be helpful to put together training resources for your ISA to reference, especially if you plan to scale and fill many seats in the future.

Lastly, if your ISA will be making calls and/or sending emails with accounts that are separate from your own, make sure you get their phone number, voicemail, and email@[yourcompany] .com set up.



How should your real estate ISA or virtual assistant represent you?
Get Clear on How You Want Your Business Represented: 

How should the ISA Represent Your Business? How do they describe you over the phone, and who they are in relationship to you and your business? Help your ISA develop introductions, elevator pitches, and propositions so they can represent your brand and value authentically.

Second, what other team members, partners, and vendors should your ISA know by name? Likewise, what are your biggest impact stories: past clients, testimonials, and any problems you’ve helped the people you’ve worked with solve? When and how should your ISA present these people and stories in conversation?  

Third, what websites and/or social media channels, if any, should your ISA mention to curious contacts? (Pro Tip: It’s helpful to have a website and social media account handles that are easy to remember!) If you’re comfortable with it, direct your ISA to offer curious contacts a text/email following the call with a link to the relevant channel.  Firing off a text with a link to some valuable information discussed during the call and adding in a “And if you need any guidance in the future, this is my cell” lead to quite a few cold leads reaching out months later ready to go. 

Lastly, if your ISA will be handling any email communications, make sure they are set up with the proper branding, templates, and email signatures to ensure brand consistency and proper compliance (if applicable) when an ISA sends digital correspondence on your behalf.


Establish Workflows and Hand-Off: 

What exactly do you want your ISA doing?  Are they handling inbound and outbound calling? Will they be writing emails? Will they be handling follow-ups? Will they be working with multiple lead types?

As I’m sure you know, real estate needs and motivations come in all shapes and sizes.  Your ISA will need to use their discretion in determining handoff, but the more guidance you can give, the better that hand-off will be. Consider how you would answer the following questions for your ISA:

  1. What tasks do you want your ISA to handle?
  2. How would you like your ISA to prioritize those tasks?
  3. How would you like your ISA to disposition their interactions with each lead?
  4. When is a lead qualified enough to get passed along to you?
  5. When your ISA hands off a qualified prospect to you, what role, if any, will they play as you continue to nurture that relationship?


It’s your job to know your market, but unless you regularly communicate with your ISA, they might not know expired listings are hot today, buyer leads are hot tomorrow, etc..  Guiding your ISA on what to focus on will keep them task-oriented and productive.

You also want to make sure your criteria for hand-off isn’t too vague. A lot of agents/investors instruct ISAs to nurture leads until they’re “qualified,” but what do you mean by that? Physical appointments? Ready to make a decision in the next 7, 30, or 90 days? Ready to discuss price or commissions?  As I’m sure you can guess, physical appointments can be set with unqualified leads and cause no-shows or ill-preparedness; time windows can change unexpectedly; and price and commission questions don’t necessarily mean rapport or motivation are established.  Rather than draw a hard line in the sand on when a handoff should occur (which will make you miss qualified opportunities and let quite a few unqualified opportunities through), discuss several criteria with your ISA and direct them to hand-off leads when most of the criteria meets a certain threshold.

When your ISA hands off a qualified prospect to you, keep them in the loop! Whether you can take it from there or need to bring your ISA back in the loop again, your ISA will appreciate seeing something they helped put together get to the finish line!



Prepare Your ISA To Recognize Likely Litigators and DNC
Prepare Your ISA To Recognize Likely Litigators: 

It’s possible your ISA will never run into this type of situation, but I’m including this tip as a precaution.  If your ISA dials out to a possible litigant – someone who would seek to bring a case forward against you for an unsolicited sales call, you want them to be prepared to identify and diffuse the situation.  Questions about your basic business information might signal a possible litigant is on the other end of the line:

Who is this? What’s your name? What’s your brokerage? What’s your address? Are you calling me to solicit business?

Awareness can help your ISA recognize possible litigants should they come across any, and pre-emptive measures like running your list against the DNC and Known-Litigators list can help reduce the likelihood of these situations arising at all.


How to Train Your ISA: Establish a Process For Sharing Feedback, Offering Ideas, and Solving Problems.
Establish a Process For Sharing Feedback, Offering Ideas, and Solving Problems.

You’re hiring an ISA because you’re getting too busy and making the calls yourself is no longer an option, and it’s easy to hire an ISA and wait for appointments to roll in.  However, taking a proactive approach to your relationship with your ISA is foundational to continued success and improvement.  Make sure your ISA has a communication channel for contacting you right away with high-priority questions and issues.  Also, I highly recommend blocking off a regularly scheduled meeting for general housekeeping and goal-setting.  We used to take 15 minutes on Monday mornings to review key performance indicators from the previous week, set goals for next week, and get our ISAs excited for another goal-crushing week. 


Do not underestimate the value of proactive leadership.  By taking the time to check in with and support your ISA(s), you’re doing much more than keeping operations running smoothly.  When your team understands their roles and goals, their motivation, self-efficacy, and sense of accountability will lead to high performance.


Put It Into Practice!

While finding the right virtual assistant or real estate ISA is a task on its own, it’s only the beginning. Hiring someone to help grow your real estate business works best when they are able to work within your business, not outside of it.  Setting expectations, providing clarity, and establishing dynamic and open communication with your ISA will take you both so much farther than throwing a new hire to the sharks and hoping they can sell themselves out of the situation. I hope this article serves you well as you get your new ISAs properly settled and established within your growing business!

Want to continue the discussion? Join our 24/7 Facebook Group, All The Leads Mastermind!

Preview for Live Probate Expert Phone Call and Testimonial from Probate Real Estate Client

Probate Expert Shares a Live Probate Call

Learn from the Probate Experts and Build a Better Business with Probate Real Estate.

David Pannell is one of the top-performing Probate Investors/Probate Agents in the country.  Combining the Probate Mastery approach with the dedicated prospecting strategy he developed in a decades worth of converting FSBOs and Expireds, David consistently converts probate leads at high rates and leaves lasting impressions on the people he helps.

David Pannell recently helped Betty get through the probate process and sell her home.  Even though Betty was contacted by plenty of agents and investors she was reluctant to speak with, David built a relationship by calling and checking in on Betty periodically.  Betty saw David could get the job done, David delivered, and Betty is now a great testimonial for the value David provided as a Probate Expert.  


David shared with us (with consent) the recording of the live phone call where Betty committed to letting David get over to the property and begin the sales process. David was able to sell her home for $34,000 more than the PREVIOUS listing agent had it listed for. Listen Below:


Things to Know:

  • David called this probate lead multiple times until he won the deal.
  • Betty specifically recalled that David was the one that sent him “those nice brochures” in the mail.
  • The mailer included a mention of Estate Sale help, which drew Betty’s attention.
  • Betty was a dependent administrator who had concerns of Covid and having people in and out for an Estate Sale.
  • Betty was concerned about the cost of Estate Sale, as another company estimated 45% commission.
  • Betty lives over 240 miles from the property.
  • David laid out price options (cash offer and get it over with, clean it out and take a bit more time to get a higher price on the market).  
  • David offered Betty to make either option happen.
  • David landed permission to get over to the house with his Mom to price out some of the items for sale and look at the property.


Most importantly, when David can use his story of helping Betty to show his next client how much value a Probate Expert can bring to the table.







Next week, catch David Pannell as he sits down with Chad Corbett for a 2020 Case Study, a follow up to their 2019 interview where David discusses his roadmap to the Million-Dollar-Club in Probate Real Estate. Subscribe on YouTube, to this blog below, or get in the All The Leads Mastermind group to catch the Case Study when it’s published.


David Pannell Headshot - Probate Real Estate Investing, Wholesaling, and Listing All The Leads SubscriberAbout David:  David has been in real estate for 12 years.  He worked with buyers through the short sale/REO period between 2007-2010, switching to listings in 2011. He has also since ramped up his acquisitions.  Like many, he started with open houses and SOI leads. He eventually hired a coach and quickly mastered Expireds/FSBO marketing. He now works directly with ATL, GGMS, and B-School to learn and scale his business. He is focused on solidifying 3 major pillars in 2019, one of which is probate real estate.  In mastering the empathetic approach, the team is looking forward to a third of their projected 300 closings in 2020, to come from probate listings/cash deals alone.

Company Social Media

Facebook: https://www.facebook.com/citiesrealestate/
LinkedIn: https://www.linkedin.com/in/citiesrealestate/
Twitter: https://twitter.com/CitiesRE


If you are a real estate agent or real estate investor looking for real estate leads and you want to offer a service to your community then you really need to consider becoming a probate expert. Over the next 40 years over $136 Trillion in assets will pass from one generation to the next and nearly 80% of that wealth is locked up in real estate. This is an opportunity for you to build a strong pillar in your business while your competition is still out begging for business from the same leads they’ve worked for the past 20 years. All The Leads provides a system driven by ever-expanding knowledge and experience. To see how many leads we gather in your county each month, click here.


Our Subscribers Always Say It Best …







Join over 10,000 Agents and Investors in Our Mastermind Group:

[contact-form to=’kattwagnerny@gmail.com’ subject=’Probate-Leads Response’][contact-field label=’Name’ type=’name’ required=’1’/][contact-field label=’Email’ type=’email’ required=’1’/][contact-field label=’If you would also like to be contacted about leads, please let us know what county/counties and the best phone number to reach you:’ type=’textarea’/][/contact-form]


Probate Plus

Tips for Valuing a Property

There is an old saying in real estate that everyone knows – The most important three factors are: location, location and location. Indeed, it’s the first thing to consider when valuing a house. So, what makes a good location? There are some general elements which are obvious like:

  • How accessible the neighborhood is to the schools, shopping centers, restaurants.
  • Adjacent neighborhoods: Are they equally desirable?
  • Where the home is situated: A house located at the end of the street will generally be less noisy hence more desirable. If the street is a dead end it’s even better.
  • The size of the lot, its shape and the square footage of the house itself.

In addition to these external considerations listed above there are many important internal elements that can affect the value of a house such as:

  • Closets with as much additional storage space as possible.
  • Split bedroom plans, with bedrooms on each end of the home are increasingly popular with buyers.
  • Plenty of bedrooms, baths and restrooms.
  • Large and convenient kitchen with as many cabinets and cooking space as possible.
  • A spacious basement.


Alternate Ways to Assess a Home’s Value 

Use online valuation tools: You can use public records like property transfers, deeds of ownership and tax assessments along with some mathematical modeling to get a rough idea of a property’s value.

Use the FHFA House Price Index Calculator: The Federal Housing Financing Agency’s house price index (HPI) calculator applies a more scientific approach to home valuation. Armed with millions of mortgage transactions gathered since the 1970s, the FHFA can track a property’s change in value from one sale to the next. This can then give you a good idea of its value in the current market.

Home Inspections

We cannot emphasize enough the value and necessity of an extensive home inspection. Do not let anyone, not family of the deceased or their agents, dissuade you from having the property thoroughly inspected! A professional inspection can give you a clear idea of the home’s value and what may need to be done if it contains defects. 

Our Probate Listing System and training resources give you valuable information that can help you gain real estate mastery. This course is comprehensive and complete giving you such valuable information such as how to build your probate team and how to make a difference as a real estate professional. Do yourself and your client a favor by increasing your knowledge as many professionals have. We also sell vetted real estate seller leads

Preview for video about handling objections from probate leads

Handling Objections: I Already Have a Buyer.

How To Get a Signed Listing Agreement Even When The Seller Says They Have A Buyer

A week ago, Maria secured her first listing appointment from her probate leads list.  She called in with advice on how to navigate the appointment in person.  This week, she called into Probate Mastermind Call #262 to share an update on her progress.


The appointment went very well, but a neighbor told the seller they might know someone who is interested in buying the property.  Chad Corbett coaches Maria on how to secure a listing agreement in any situation where there might be an “interested buyer.” Because, as we know, not all “interested buyers” can or will close.

Check out Chad’s mastermind advice below:



Remember that these calls are live, interactive-style Q&As open to real estate agents, investors, wholesalers, and related vendors.  Check out our upcoming training schedule or view more calls by visiting our training archive.


If you haven’t already, be sure to join our networking and support community on Facebook, All The Leads Mastermind.






Probate Real Estate Leads and How to SUCCEED – Richard Eaton’s $22k ROI in Under 2 Hours


5 Note-Taking Tips for More Effective Customer Interactions

Note-taking is something that nearly all people take for granted. Even students sometimes have trouble knowing how and when to take notes. Today, I thought we’d look at how effective note-keeping is beneficial to you and your clients.

  • Use pen and paper: It may seem a bit unusual in this day and age to recommend such an old fashioned way to take notes but using this form can be quite practical. First, taking notes by hand is natural for most people. Second, you may be meeting with a client or lead in person where it is just more practical to take notes while he/she is speaking.
  • Transcribe your notes as soon as possible: There are several reasons you should no delay in transcribing your notes. First, the sooner you begin transcribing your notes into a useful form the clearer the context of those notes will be in your mind. Second, if you do not get back to your notes immediately, you may even find parts of your own writing to be illegible. (It does happen.)
  • Write down key concepts instead of full sentences: Transcribing every word of what someone else is saying is extremely difficult for most people. Note taking is much more effective when you write down the key concepts of what your client is saying and supplement that with an occasional quote or full sentence. After all, concepts are easier to remember than full sentences.
  • Elaborate after the call/meeting: Think of note taking as a guide to gaining even more information from your client. In other words, your notes should be short and concise and you should follow up with your client so that he/she can elaborate on what you discussed in necessary. administrator
  • Use the Cornell Method: This note taking method involves dividing your note paper into three sections. The first section contains questions and the main topic. The second section contains your actually notes. The final section is a summary of the notes you have taken.

You never want to learn about the necessity of taking effective notes from your clients through a bad experience customer experience. It could cost you money and make you seem unprofessional as a business person. (After all, you do want to have to ask your client to repeat information that he/she has given you multiple times.) Our probate property training will not only provide you with a vetted probate lead list, it will also help you with your ROI as you gain more knowledge that can help you and your clients.

YouTube Thumbnail for Chad Corbett's Tips From The Trainer - Probate Leads Training

Probate Real Estate Deals That Aren’t On Probate Property Lists

Get Certified in Probate

What You Miss By Scrubbing Your Probate Real Estate Leads

If you’re reading this, it’s probably because you’re interested in probate real estate.  Whether you’re already working your lead lists or just getting started, we’ve noticed something that agents, wholesalers, investors, brokers ALL do no matter how many times we share success stories from people who’ve done the opposite.

A lot of people make the mistake of scrubbing their lead lists down to  probate property lists.  The premise here is that scrubbing your lists will  maximize both your marketing budget and the time you spend cold calling probate leads.  In other words, why bother calling something if there is no property listed?

In this Tips From The Trainer Episode, Chad Corbett shares some big-ticket success stories to underscore the opportunity in every probate lead, whether the records indicate property in the estate or not!


6 Benefits of Not Scrubbing Your Probate Lists:

  1. Better Contact Opportunities
  2. Reach Family Members with more motivation, and possibly other real estate needs.
  3. Referral Opportunities To Win Vendor Partnerships (when families need other services besides selling probate homes)
  4. Lifelong Rapport – Provide a valuable service and warm introduction and you’ll be top-of-mind for any future real estate needs.
  5. Find Non-Probate Property – Not all property goes through probate!
  6. Way Less Competition – Since everyone else is scrubbing their lead list.


People will tell you there’s no property when there is. Court clerks and data researchers might leave an address out of the filing by error.  Probate might have been opened for any number of reasons, while property didn’t need to go through the estate.  People inherit wealth they might want to invest in real estate.

All of these situations have the potential to lead to listings, deals, and wholesale opportunities and your competition has passed them over.

Be the person that reaches out and establish connections with people from a place of value.  Let another agent’s mistake be your next deal.


Facebook Group for All the Leads Mastermind for Probate Real Estate

Join Our Mastermind Group On Facebook!



3 Things NOT to Do When Getting Started With Probate Leads

How To Leave Voicemails when Cold-Calling Real Estate Leads - Tips From The Trainer with Chad Corbett

Should You Leave Voicemails When Cold-Calling Leads? What to Say and How Often? | Tips From The Trainer | Probate Leads Training for Real Estate Agents, Investors, and Wholesalers.

Should You Leave Voicemails When You’re Cold-Calling / Prospecting Probate Real Estate Leads?

You’ve gotten your introduction down…

[Here is some great advice for opening your cold-calls without boxing yourself in as JUST an agent]

You know how to overcome objections….

[Here is advice on how to provide options instead of jump to one solution]

You’re ready to pick up the phone!


But what if you reach an answering machine?






Leaving voicemails can be intimidating: The recording starts quickly, the time you have to speak is limited, and only some answering machines give you the option to review and re-record your message if you mess up.  You often have one shot, and a limited time-frame, to get your message across.


Most people try to rush and explain everything they do in 15 seconds. This DOESN’T WORK!  Not only is this overwhelming, but it’s akin to showing all your cards in a game of poker.  Effective voicemails provide a warm introduction, leave enough room for curiosity, and provide a reason your lead should call you back.


What is the right voicemail to leave personal representatives/prospective sellers?
When is the right time to leave it?
How often should you leave a message if you’re calling leads more than once?


It seems like it’s something really simple, but it’s critical to your business to get the most out of your prospecting time…. So what’s the right way leave a voicemail???

In this video, Chad goes through the voicemail he leaves and why it has consistently been the most effective for generating call backs from leads, as well as some other best practice tips for voicemail etiquette.

Check it out!

(And don’t forget! When leaving a voicemail, make sure you remember to provide a call-back number!)


So there you have it! Get more call-backs, get more appointments, get more deals! Put it into practice and come back to share your results!







For more Tips From The Trainer:

Our Tips From The Trainer Blog Category

Our Tips From The Trainer Playlist on Our YouTube Channel

And if you have a question or topic you’d like us to cover in a future Tips From The Trainer episode, drop a comment below letting us know!




Join Our Mastermind Group: https://www.facebook.com/groups/AllTheLeadsMastermind

Interested in Probate Leads/Automated Marketing?




Probate Plus


How to Go on Listing Appointments

Tips for Winning Face-To-Face Appointments – From Start to Finish! Probate Real Estate Training Top Plays

How to Walk Out of Face-To-Face Appointments With PAPERWORK SIGNED – Whether You’re An Agent, Investor, or Wholesaler.

Have you ever wondered what to say when a seller tells you they’re planning to work with another agent (That they’ve known for years… That they HAVE to use)?
(If you missed our prospecting quick tip yesterday on landing a face-to-face appointment when a seller already has another agent in mind, check it out here)

In this highlight, Chad Corbett and David Pannell discuss how you can go into any face-to-face appointment and win it, all while using your competition to set yourself apartMuch like the Tortoise and the Hare, the first to blast off from the starting line isn’t necessarily the one with the strongest finish.


Nuggets in this Video:

  1. Leave your Agent, Investor, or Wholesaler Hat at the door – How to offer more than one option.
  2. The Good-Cop/Bad-Cop Approach – Get sellers to self-select a Cash Offer, As Is, or Retail Price.
  3. How to present prices in a way that builds trust and motivation.
  4. ALWAYS bring pre-filled paperwork and leave an offer in hand.
  5. Get the signature without even asking.

Check it out!


What’s the Water Bottle Trick



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


This highlight is from David Pannell’s Probate Leads Case Study, which you can catch in full here.


For more Training and Education resources for Probate Real Estate,


Join our Mastermind Group on Facebook



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

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


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





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

Most LUCRATIVE Real Estate Niches: PROBATE Wholesaling, Investing, and Listings – David Pannell’s Story | All The Leads Reviews

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

Thumbnail Preview for live roleplaying training with Probate Coach Chad Corbett.

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

Success With Cold-Calling Probate Leads Requires Turning Your Script into a Conversational Framework That Moves WITH A Prospective Client's Needs.

If you're a regular on our Mastermind Calls or follow our Probate Mastermind Podcast, you've probably heard it dozens of times - It takes some adjustment to jump on the phone and call probate leads when you've built up hard-sell habits from years of calling FSBOs and Expired leads.  With Probate, you're dealing with someone who might have a lot more on their plate, who likely could use your help much more than a traditional home-seller, but has no idea right now what their roadmap looks like.

When Donna jumped on our 44th Role Play call last week (which you can catch in full here in our Role Play archive ), she bravely jumped in the hot seat with Chad.  Though she has years of experience in real estate, she is new to calling probate leads and wanted to go over her script. Below, we re-cap the live role play, break it down, and offer valuable critique, so read on!



Chad Gave Donna Some Straight-To-The-Point Critique on her Cold-Calling Script.

Donna opened her call with the same structure so many other agents use:

"My name is ______ and I'm an agent with _______. Is there any real estate?"

Does this sound like you or someone on your team?

After Donna's first few statements, Chad said "Let's break here."  Then he gave her some critical advice anyone making cold-calls should use to improve their cold-calling introduction fast.


Use these 3 Tips Next Time You Cold-Call Leads (Even leads that aren't probate leads) and Your Conversations Will Go Much Further.

  1. Be Donna. Be Jim. Be Jessica. Don't title yourself as a Realtor/Investor/Wholesaler.

    On one hand, and especially if you're working in a competitive market, your prospective clients are being contacted by other realtors and investors, and have probably built up a wall from hearing the same thing over and over.  Throwing your title out there so soon allows this wall to go right up and it's hard to get over.

    On the other hand, you aren't just a Realtor, an investor, etc... Are you?  You have skill sets, specialties, hobbies, things you're naturally good at - You have value and solutions you can provide beyond a one-word title. Do not pigeonhole yourself.  You don't even know what a client's specific needs are when you are making your introduction, and they might assume by your title alone you won't be able to help them at this point in time.

    Bonus: Check out David Pannell and Chad Corbett's discussion on the Good Cop/Bad Cop approach for winning every listing appointment as a realtor/investor pair:

  2. Don't offer condolences to someone you did not know.

    This can be a trigger for a lot of people who may still be hurting emotionally.  Oftentimes, sympathizing with someone -especially someone who has no idea who you are- seems not just inauthentic, but also like it's coming from a place of pity.

    Sympathy is also different from empathy - Empathy involves an understanding of the situation someone is dealing with, and conveying that understanding will go a long way in positioning yourself as the person who can offer a relevant and compassionate solution.

    I want to emphasize that this approach is something that can make you much more successful in any niche.  In my years working as a real estate ISA, I think of the countless times an empathetic approach (i.e. listening) got me through the typical expired and FSBO objections that a bullish approach would not have.  Maybe you reach an expired lead whose motivation was not just to sell and buy another house, but had added pressure from notice of default and pre-foreclosure.

    "Do you have a plan for where you are going next?"

    "Has anyone given you a framework for what your options are if you need to sell fast vs. if you have time to get the most equity back in your pocket, and what those numbers might look like for you?"

    In a way, you're still asking for the client's business with questions like these, but unlike the dozens of other agents and investors who might be reaching out, you're asking for this business as part of a two-way dialogue.  You will also have much more knowledge on the situation, which means can better prepare your roadmap for the steps and processes necessary to reach the desired result.

    I used to get off these calls feeling like I was really making a difference for so many people!  Feeling like a human and not a telemarketer also had the added benefit of keeping my motivation to keep dialing high.  Selling with empathy has obvious extrinsic benefits like increased conversion and stellar testimonials, but it also brings invaluable intrinsic benefits that make this work much more rewarding.

  3. Don't go straight for the jugular on Real Estate.

    Above, I mentioned how you as the caller don't even know the seller's specific situation when you are first making your introduction.

    The truth is, it's extremely common for personal representatives and the related family members who might be answering your calls to not fully understand the situation they're in, either.   When you lead into a conversation by asking a question they don't even have an answer to, they won't have anything valuable to offer you in response.

    Get creative and use discovery questions to lead into the real estate conversation, instead of leading with it.

Chad and Jim go on to share some anecdotes of how they've evolved their approach over the years to change these three habits.  Watch the role play and breakdown in full below:

Join Our Mastermind Group on Facebook!

Questions, comments, thoughts? Leave us a comment below!

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


Join the All The Leads Mastermind Group on Facebook. Networking, Accountability, Masterminding, and more!

Join Now

New Uploads Weekly, featuring live Q&A, Tips From The Trainer, Interviews with Industry Experts, and Success Stories to Keep You Motivated

Jump In

Stay in the Loop With Industry News and Grab Consumer-Facing Content to Share With Your Audience, curated by All The Leads.

Get Connected