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

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

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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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Door knocking, Selling Your Business and More | Probate Mastermind Episode #346

Probate Mastermind Episode #346 | Recorded Live on 9/23/2021   

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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. Jim reminds the listeners that we are looking for the win of the week (probate related) and the idea of the week! 

01:33 Steps to Sell (Your Business!) 

Eddy from Kansas City shares a story about getting a great deal on a home in a neighborhood he has already purchased in. Jim comments that great deals are still out there if you are willing to put in the time and effort. Eddy poses an additional follow-up question about making his business a valuable asset for a possible buyer. Tim shares some expert tips for how to make the business a worthwhile purchase for a possible buyer (like the creation of intellectual property) . Bruce expands on this topic noting that the creation of a corporate brand will be key for the resale of the business. 

20:39 Working Leads Without Calling

A listener from Orange County California asks the best way to market to leads without calling. Bruce recommends changing up the content of the mailing, adding memorable items and inserts like the trifold brochure or a custom pen. He adds that a quick offer letter with a value range for their home may garner a favorable response. The team discusses bulk email vs manual emailing.  

34:51 Adding Value to Pre Probate

Steve from Arizona brings up some questions in regard to marketing to pre probate. Bruce suggests leading with the value add portion of your pitch. Adding that the value at the start of the call should be focused around a concierge style service.     

38:42 Expanding Beyond the Local

Daniel from Orange County asks about the waitlist for his local area. Tim responds that the limits for each area are in place for the benefit of our clients, suggesting using the waitlist or choosing a neighboring county that has available space. Bruce explains that when moving into new counties to show confidence when presenting your expansion to the prospect.

48:40 Door Knocking and Coaching  

Eric from Los Angeles brings up a question about “door knocking” at the Personal Representative’s home. Bruce offers some insight into the concept stating that he's an open advocate of door knocking, though some may respond poorly to it.Door knocking will certainly set you apart from your competition. Eric also asks about the coaching programs to which Tim explains that coaching is not a one size fits all and stresses the importance of the discovery call. Also adding that if you want to increase the success of door knocking “don’t go empty handed” bring handouts and marketing materials! Eric thanks the team for their time and answers.

 

 

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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   

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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.

 

 

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

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

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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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Accountability, Roleplay, Connecting Emotionally | Probate Mastermind Episode #343

Probate Mastermind Episode #343 | Recorded Live on 9/2/2021   

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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 introduces Mastermind call 343 and reminds subscribers that Foundations is a free class for them to attend. Bruce encourages Foundations class to attend the role play call.

02:41 Never Split The Difference

Eddy asks about the team's opinion on “Never Split the Difference” by Chris Voss and its proposed approach. Jim expands on Chris Voss’s background informing the listeners that Chris had worked as a hostage negotiator. Eddy elaborates on the way in which he has applied Chris’s strategy of posing questions where the anticipated answer is “no”. Bruce provides a warning on the use of these types of questions in a high frequency and also suggests using the “that's right” approach. Bruce commends Eddy on his quiver of prepared questions.

17:37 Accountability And Roleplay 

Mary from Denver introduces herself to the Team, asking if anyone is interested in roleplay and accountability partners. Bruce comments that roleplay partners should commit for at least one month (as opposed to one week). Mary asks for insight on the Colorado probate process.

Jim explains that nothing is posted until probate is completed and that many of the leads with property remaining to the end of probate will most likely be ready to transact. Bruce tells Mary to focus more so on real estate due to coming in so much later in the time table for probate. 

23:39 Anticipate A No

Mike asks about the “no” questions that Eddy made reference to earlier in the call. Bruce provides an assortment of example questions that would anticipate a “no” from the prospect. 

Mike shares some of his prepared questions with the team! 

28:29 Large Lists

Listener asks the Team about working a large list. Jim discusses working older leads first (less competition). Jim recalls a story on when a prospect with no real estate was turned into a buying lead from their newly inherited money. 

36:54 Foundations Course Information

Mike asks about the Foundations course. Bruce reminds him that it starts on the 1st wednesday of every month and explains the best way to locate and register for the course. 

38:20 Connecting Emotionally

Eric poses a question about probate leads that are in the process of grieving. Bruce takes Eric through the process noting how to stay respectful and appropriate while still receiving confirmation (“thats right”) from the prospect. Tim reminds Eric to connect emotionally and  commiserate with the lead and give them the opportunity to air their problems and grievances. 

48:01 Roleplay Opportunities 

Douglas from Seattle thanks the Team for the class today. He asks the question “how do I make myself available for accountability and roleplay?”. Bruce states that role play is done on the second day of the Foundations class, in addition to that there is a secondary role play day available to those from Foundations on a monthly basis (3rd Wednesday of every month. All the Leads Mastermind group on Facebook is a great place to find accountability and roleplay partners too!

 

 

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The Advocate Approach + Improving Mail Campaigns | Probate Mastermind #342

Probate Mastermind Episode #342 | Recorded Live on 8/26/2021   

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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

03:41 Approach: As-Is Offer vs Listing for Top Dollar

Bruce explains how you can present the options without pigeonholing yourself into just one option. Stay general until you know more about the PRs situation and what options will be best for them. Also dig deeper for more information so that you can guide the PR to the best solutions for them.

14:07 Baby Stepping Leads Into Appointments

Kyle talks about how the approach taught in Probate Foundations is much smoother than his experience calling other types of leads. Jim and Chuck elaborate on how important it is to reach out with the right attitude and approach.

21:36 Investor Advice: How To Introduce Your Real Estate Agent To A Client

If you are an investor and your client wishes to list with a real estate agent it is okay to pass them along to the real estate agent on your team or in your network. Remember that you are a guide. Being transparent and letting the PR know how you do business is key. 

24:51 Advice On Sending Text Messages And Emails To Leads

Tim, Bruce and Jim each offer valuable advice on how to phrase your text messages and emails.

28:57 How To Finding Additional Addresses In An Estate

Jim promotes our Probate Plus service that improves upon our base lead data with additional addresses and contact information. Tim and Jim talk about how all leads can turn into business and don’t assume that the lack of property in an estate means the lead isn’t worth pursuing. Bruce expands on the benefit of Probate Plus and how it often reduces your marking costs.
https://alltheleads.com/probateplus/

37:01 How To Make Your Mail Campaigns Stand Out In A Competitive Market

Bruce explains how frequency, number of touches and length of campaign are all aspects to consider when setting up a mailing campaign.

39:12 Should I Put A Return Address On My Letters?

Bruce talks about the benefit of adding a return address on the first couple of letters. Tim Elaborates on the accuracy of our mailing addresses.

42:34 How To Increase Your Mailing Campaign Effectiveness

Tim talks about some options for increasing your mail open rate. Bruce talks about the purpose of a postcard in a mailing campaign. 

49:30 Advice And Breakdown On Processing Your Leads

Eric shares his process for working his leads and gets feedback from the team.

54:01 How To Keep Track Of Your Calls When Using A Multi-Dialer

Bruce suggests making quick notes and spending time before and after a calling session to review notes and transcribe shorthand notes made during the session.

 

 

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

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

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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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Voicemail Strategies & Probate Fees | Probate Mastermind #340

Probate Mastermind Episode #340 | Recorded Live on 8/5/2021   

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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

Bruce introduces our new coach, Chuck, and reminds everyone about Foundations Roleplay next week. Chuck gives a brief description of his background. Tim talks about some behind the scenes updates to improve the customer experience for All The Leads. Jim talks about the usefulness of the search bar on AllTheLeads.com to find useful content.

9:06 Paying Probate Fees To Get A House Under Contract

Bruce and Chuck talk about this approach, saying that it makes sense as long as the ROI is there. For house rich - cash poor families, paying fees can be a deal maker. Tim talks about lenders, fee amounts and the importance of having an attorney on your team that you trust and your clients can trust.

19:32 Voicemail Strategies & How To Spin A Backfire Call

Rick brings up his voicemail strategies, a backfire story and other concerns. Bruce addresses the call frequency. Some people are going to be annoyed and It’s easy to apologize and move on. Bruce suggests not using the word “list” and being more personable when asking leads to call back. Jim suggests a clever spin when asked “how did you get my number?”.

31:42 Chuck Talks About DIY Probate

Jim mentions the likelihood of people that start probate on their own but end up needing an attorney and how that can be your foot in the door to a partnership with an attorney.

 

36:35 Probate Fees in California

Probate fees can be around $30k in southern California. Knowing what probate fee’s in your area is useful information for an investor considering to pay the fees to get the property under contract.

 

41:12 Follow Up CRMs for Ramping Up Business

Bruce breaks down some options for follow up CRMs and price. And the usefulness of dialers.  The team breaks down the value of our leads and how we collect our leads and augment them with the best data possible

 

49:54 The Importance of Being A Full Service Solution For People Going Through Probate

Bill talks about his “What all can I do for you?” approach and not always bringing up property right away.

53:47 Susan Asks for Help with Her Voicemail Strategy

Bruce goes over voice message strategy. Keeping the first voicemail simple and going into more detail in subsequent voicemails. Keeping the first voicemail vague can help invoke curiosity and get you a call back. While using your elevator pitch in future voicemails can demonstrate your value and services.

56:50 Strategies for Follow up Mailings

Bruce talks about brainstorming and putting yourself in the shoes of a new personal representative. Bruce suggests sending educational pieces of mail to help new personal representatives in areas of what they might not be aware of when settling an estate.

 

 

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Preview for Probate Mastermind Podcast Episode 339

What is a Probate Bond and When Is It Required? Episode 339

Probate Mastermind Episode #339 | Recorded Live on 8/5/2021   

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, Tim, and Bruce share general updates on Pre-Probate and ProbateCash.com

 

6:39 Should I Use Text Message Marketing For DNC Contacts?

Stu’s market is highly competitive and the vast majority of his leads are on the DNC list. He wants to know if he should use SMS marketing and voicemail drops as he prospects his lists.  Tim advises.

 

See More: DNC Validation for All Phone Numbers - All The Leads

 

13:52 Why Do Attorneys Have The DNC?

Stu is seeing a lot of attorneys with DNC numbers. How do they get business with their number on the DNC? This happens when our software finds attorney cell phone numbers.

 

15:48 The Probate Judge is Requiring a Bond. What Does This Mean?

Eddie ran into a situation where a personal representative has been required by the court to obtain a probate surety bond. What does this mean, and why might it have been required of the PR?

 

24:02 Collaborating With Vendor Partners for Email Marketing 

Eddie is trying to implement the E-Myth Revisited in his business strategy. How can he bring vendors together to add more value and split the time expenditure in a collaborative marketing effort?

 

37:44 Tips For Attorney Outreach

Doug is looking for advice on networking with attorneys. The coaches share their tips.

 

43:51 Dealing With Out-Of-State Heirs

Derrit is working with out-of-state heirs who aren’t tech-savvy. Are there alternatives to e-signing documents? Bruce advises hiring a notary to get the job done and suggests www.123notary.com

 

46:29 My Prospect Is Motivated, But Concerned About Taxes

Sheila is an ISA and ran into a motivated seller who has concerns about paying capital gains taxes, due to changes to tax laws.  The coaches advise.

See More: Tax Changes & Step Up In Basis: Motivating Sellers to Act Now  and
Getting Prospects To Care About Their Financial Future: The Stepped-Up Basis and Proposed Tax Changes 

 

 

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Preview for Probate Mastermind Podcast Episode 338

How to Turn “I’m Not Ready” Objections Into An Appointment | PLUS Tips for Optimizing Your Contact Rates

Probate Mastermind Episode #338 | Recorded Live on 7/29/2021   

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.

0:54 How Can I Take the Probate Foundations Training?

Learn more and view upcoming classes: Foundations Enrollment

2:28 David Pannell Shares A Huge Win!  

David Pannell is closing 4 deals that will net him just shy of 6-figures in assignment fees! The deals came from one house he saw down the street that happened to be in probate.  The personal representative ignored his calls for over a year.  David shares a creative technique for getting a lead to answer your calls.

9:03 David’s Follow-Up Mindset: Why “I’m Not Ready” Isn’t a “No”

David and Bruce explain why getting yourself out of the mindset of thinking “I’m not ready” is a “no” is crucial to your success in prospecting.  David shares his actionable process for dispositioning leads and optimizing his follow-ups until appointments are set.

See More: David Pannell’s CRM Training: Sierra Interactive CRM TAP Action Plans (Outside The Box) Coaching on Conversions - YouTube

19:12 Optimizing Your Contact Rates for Probate Prospecting 

Rick Wilson has tailored his mail and calling campaign down to specific time frames to try to improve his contact rates.  Bruce shares his advice on language that will get people to return your call, either way, allowing you to find out if they have a property to sell.

33:49 When Should You Give Up Calling Prospects? 

Rick asks if there’s a point where you should stop calling a prospect who hasn’t answered? Jim shares his insight on dispositioning these contacts temporarily. Bruce shares advice on value pitches that generate new interest from the leads he’s put on pause: His #1 Go-To? A free lawn-mowing offer.

38:07 B2B Networking: Using Invitations Instead Of Sales Pitches 

Rick is reaching out to attorneys in his market and is looking for advice on getting past the initial impression of being another realtor looking for referrals.  Bruce and David share their advice on using invitations and custom gifts to stay on their radar.

44:38 Eddie Closes a Wholesale Deal; How Can He Close This Next One? 

Eddie Van Buskirk is closing on a wholesale deal; he jokes that this deal is a reminder of why he prefers to double-close, rather than rely on the commitment of his end-buyer. Then, Eddie and Bruce do some transaction engineering to figure out how to acquire the property of a decedent with no next of kin. Eddie shares some insight on his work with Legal Aid in his market (Kansas City), using the Abandoned Housing Act to fix-and-flip abandoned homes.

53:44 Cold Call As You Would Like To Be Cold-Called.

Doug Converse reflects on his own sales approach after being on the other side; a lead provider called him and attempted to close over and over without listening to what Doug was saying.  Doug and Jim reflect on how trying too hard to close can often alienate your prospect.

 

 

 

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