Latest / All The Leads Mastermind Podcast / Lead Generation Through Probate Real Estate: Tips For Creating your USP, Prospecting, and Growing Your Business. Episode #295

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Lead Generation Through Probate Real Estate: Tips For Creating your USP, Prospecting, and Growing Your Business. Episode #295 · All The Leads Mastermind Podcast

• 0:00
  Unknown Speaker: I don't think I've come up with this on my own and I just want to say thank you, you probably saved me hours, hours hours of thinking of what it what it should I sit in front of me and I would say it's a very beautiful coaching moment for me right now you put something that I will wake up to, you know, I you know, I don't mind being one Rebel on the call, I really hope it helps someone I just before 30 minutes before the call we we made our calls and you know, the fire was missing. I wanted to feel it, you know, and I was telling my husband, we both work together, we were very attentive with each other, and we never want to jeopardize our business. So if today is not my day of being productive, I openly talk about it as I don't feel like it. You know, what is it that is happening? And now, I was gonna do so much thinking to motivate myself, but you just gave me something that is bigger than myself to get up and get out of bed for and to be able to have that as a goal. Everything else will just fall in place for me. So I except for our challenge.
• 1:00
  Unknown Speaker: And, and I'm very, very committed and this is going to be something that's going to pull something out of me that I probably haven't seen before. So I appreciate you thinking and hearing me so sincerely, and getting this coaching moment, and I'm going to work on it now. Thank you.
• 1:27
  Unknown Speaker: Welcome highly productive agents and investors from across the country. Today is Thursday, September 10 2020. And this is mastermind calls number 295. Phone number ending in 0306. You're up first. Hi, Jim. This is Rosie here from Texas. How are y'all doing? rotator. Great, great job on that interview. Thank you. Thank you, man. I was just getting into action work. I'm going to definitely continue improving and I'm looking forward to any feedback
• 2:00
  Unknown Speaker: You guys have I would like to, at this point get into a habit of at least making a consistent effort of my outbound conversations for probate. You know, we have obviously have started our email campaigns and finalize the letters and we'll be doing more. So from your experience when you guys used to initially do probate, do you have any number that you can share with me that you know, like, I'll give you 46 dials, I get 12 conversations and a couple of good positive follow ups and rest is just not great now, right? So what can I set up as a good goal for daily outbound so I don't feel like I'm over performing one day and other days. I'm barely catching up. I would love to get your experience on how you got into a consistent habit that worked for you all in conversations that were outbound. I was gonna ask, How many? How many leads are you getting? And do you know how long you want to be calling each lead? Is it is it a six month plan or is it a year is it a month? what's what's that look like for you?
• 3:00
  Unknown Speaker: Yeah, so on an average we're getting on a slow month 130 good month, hundred 75 leads per month. And I would like to dedicate at least a good hour and a half of our daily Legion portion to probate side and then switch to the other follow ups and other Legion sources. And I would like to stay on the lead for at least I would say nine months in terms of initial aggressive follow up to slowly just staying in touch and then moving them to a passive follow up in the back with emails only or mail or I don't know, I haven't taught that for quite frankly.
• 3:39
  Unknown Speaker: Well, you have to realize that if you're calling and you're having conversations, you'll naturally be identifying people that just aren't going to be a fit for your services. So it's not really that hard to stay in touch with the people that you have good conversations with. But really what you want to do is is figure out you know, Chad can probably chime in in a second but
• 4:00
  Unknown Speaker: I think we can make. If we're having conversations consistently or predictably, we can probably be making a good 12 outbound calls every hour. And, and you take your, let's say, a list of 120 people, that basically mean that means it's going to take you 10 hours to call through that list. If you haven't cut any of them out or identified any of them as not being candidates for your service. That's pretty substantial.
• 4:33
  Unknown Speaker: But you divide that by by two weeks, so five hours a week should get you through a list twice. Before you have to put another list into your queue.
• 4:46
  Unknown Speaker: Yeah, so I would kind of make a goal of trying to get through each list twice before you get before you get another list piled and on top of it. And that should identify In my opinion, at least 30 or 40% of SEO leads
• 5:00
  Unknown Speaker: are not candidates for what you have to offer. You don't have to call or mail.
• 5:06
  Unknown Speaker: Verizon monthly from that monthly from that point.
• 5:10
  Unknown Speaker: Exactly. Love it. So yeah, that was my intention that thank you for answering that, Bruce. So it sounds like you're saying that set a goal of going through the same list twice in a week, before switching to the next list and extract the leads. And we can probably focus the marketing efforts on those only to maximize our return. Before I pile the next list on correct, well, I guess I received the question a little bit differently. So what I heard Rosie is how do you build the discipline? The prospecting habit, right? So the way I did this, Nina's defying as well, you're right.
• 5:49
  Unknown Speaker: So Bruce is right. I mean, I find the call pace. If you're calling all four or five numbers, leaving voicemail and having conversations, at the recent contact rates, you're going to be at a
• 6:00
  Unknown Speaker: pays about 12 per hour. So I laid out prospecting blocks on my calendar as recurring blocks. And those were Tuesday, Wednesday, Thursday, eight to 10am, four to 6pm.
• 6:14
  Unknown Speaker: And then in between those blocks was you know, putting out fire and admin time. But to if you can even go as far as when you get your list, you can go in and say, Okay, I'm going to make my first phone call to this list on, you know, September 11.
• 6:32
  Unknown Speaker: And you put that in the calendar. So, September 2020, probate list, and then you you've set it, you set your prospecting block for 10. You know, you spread it, like I had 12 hours of prospecting blocks, so three days a week, eight to eight to 10am or 10 or 16. Those recurred every week. So all lead types are in those in those prospecting times. If you want to be more specific with probate, you can actually create
• 7:00
  Unknown Speaker: rate, you know, call number one, call number two call number three blocks on your calendar, or free in your case calls one through nine and you take, you know, 10 minutes to put in your calendar entries. But then as far as the discipline like as far as the habit, just listen to your calendar, even when when you're, you know, your real estate, hair's on fire, because a deal come off the rails, it's like, okay, I'll deal with this in three hours, I'm going into my prospecting block. And I found that even on the days when I hated doing it, and I didn't want to do it, having it like if you can just just, you know, we talked about this in mastery, if you can look at your calendar as a system, and and like kind of give it the permission to be your CEO. So the you you know that prospecting is the lifeblood of your business. And you know, that that we know always do. We, you know, we're unfortunately we're in a position where we don't have to do it if we don't want to, but if you can make an agreement with yourself and with your calendar, where it you
• 8:00
  Unknown Speaker: Do what it says. And you know that you put that in there with Vicki, because in order to hit your goals, you have to put in the prospecting time. I found it easy. I had different coaches try different things with me, like, you know, I would write a letter and put $1,000 check in to a competitor that I didn't like. And then I would send it send it to him. And if if I didn't hit my prospecting call times he would he would fire that letter off with $1,000 check to my competitor. And that stuff didn't like didn't motivate me as much as the carrot of setting and setting a goal. And then breaking that down and like how much prospecting does it take. So if you look at what your goal is, break it down about 12 calls per hour, and then figure out how that fits into your schedule. The calendar is the key, it was the key for me.
• 8:49
  Unknown Speaker: And if you're gonna deviate like some days, you'll have long conversations and you might only have three or four contacts or three or four conversations in your block, or other days you might burn through 50 calls and not sure
• 9:00
  Unknown Speaker: To anyone, which and obviously the trigger for long conversations is a better result.
• 9:07
  Unknown Speaker: But as far as setting an expectation, I mean, you've got like Bruce said, the first round through through your list will be about 10 hours, the next round will probably be like eight hours. And over time you'll whittle that down, like at the end of your nine months, you'll probably only be calling five people.
• 9:24
  Unknown Speaker: Yeah,
• 9:25
  Unknown Speaker: I think yeah, it tapers off. Yes, I think dad, that you guys like between you and Bruce, you actually definitely answered my question. I was getting into a habit of showing up every day on making my effort and focus on probate lead category. And, you know, coming from expired calling or circle prospecting or other experiences that I've had.
• 9:48
  Unknown Speaker: You know, we're used to making a lot more dials to get to the same contact ratio, or having seen meaningful yes or no conversations right. And in probate, the pickup rate was much
• 10:00
  Unknown Speaker: Better. But you know, as we were talking and we were getting yes or no at least there's a two way contact there, right? So I wasn't sure that I wanted to do something consistently rather than having three hours one day and 30 minutes the other day, barely doing follow up. So I think you guys gave me a good ground that I can make 12 hour $12 an hour, and whatever it is, those come out of it, we can quantify it, and I'll bring those numbers back to the mastermind group. I appreciate it and I now can see how it can pay off and become less. Yes. Hey, Rosie. So Robin Sharma wrote a wrote a book and I for the life of me, I can't even remember what it is that he proposed. In that book, following if you're trying to form a prospecting habit habit, following a 9091 rule. So 9091 What that means is that you take a 90 day period, so a quarter and you take your first 90 working minutes of every working day, and that
• 11:00
  Unknown Speaker: Quarter doing the one thing that's the most important to you and your business, which for most of us on this call, it's prospecting. Some of you might be content creation, but most of us is prospecting. And so the first 90 minutes of your working day is devoted to prospecting for 90 days in a row and you will form an incredible habit with when it comes to prospecting. Many people won't ever went prospecting for 90 minutes a day. But most of us here it's it's simply a matter of priorities and habit, the reason that we don't prospect so if you if you want to get in there and try try 90 minutes a day, you'd be shocked at the results that you get that way. I would love to I'd love to I think you guys gave me your personal experiences on this and that's exactly what I was looking for an answer. So really appreciate it. And I'm going to do this for next couple of weeks and definitely come back with some results. We did gather some nurtures. I'm loving where this is headed. We're looking for
• 12:00
  Unknown Speaker: working more. And thank you great Rosie hub is going to add one more perspective. It's different for everybody. Way back when I was an agent was 15 or 20 years ago, my coach had told me to do 200 sales, you're going to have to make 100 contacts a day. And honestly, back then, it was a lot easier to make 100 contacts people answered the phone, you know, there wasn't, there wasn't the competition, I don't think with prospecting, but I thought I made a game out of it. Like Chad said, challenging me to money. I kind of challenged myself to see how many days in a row, I can hit my contact cold. So I focus on context, you know, because I think the, the calls are nice, but it's the people I was actually talking to. And I think like, you know, you challenged me one week, can you go a whole week make 100 contacts every day. And then once I got going, and I had done so many days in a row, it got to be a game like see how many days in a row. I could do it. And by the time I retired, it was in 100
• 13:00
  Unknown Speaker: But you know, play little games with yourself challenge yourself to how many days Can you do it? Give yourself a reward. If you can do it for five days, you know, or how many days in a row, can you actually hit your contact goal? For me that was that was effective because if I woke up one day and didn't feel like doing it, I wasn't just jeopardizing that day. I was definitely jeopardizing an incredible streak that I had going. Yeah, so just Yeah, a little bit different for everybody. But that's what worked for me. Definitely. I'm definitely gonna take that into consideration and from living thinking I had done recently. It seems like my rewards are not attractive enough.
• 13:38
  Unknown Speaker: Rewards is the more attractive and I think that will get me going. And I do really appreciate you guys being authentic about saying what motivated you guys. I'm with you. I don't think the pain of writing a check to someone. It just didn't work for me either. I think what I'm actually looking forward to is creating a very self sustained business that allows me to have a bigger impact.
• 14:00
  Unknown Speaker: Pac, you know, I can have the best phone call, ultimately, the relationships, I will build through this. And the way I can connect families with different resources. You know, that's where my heart is at. And so I'm willing to do the work to come up with initial parameters. So when I do have team working with me, and there's something to be held accountable to or have a structure to follow. So, I'm going to do my work until I get there. So I appreciate you guys giving me ideas. I will come back with more. Thank you, Rosie. You're you're one of the you're a you're the role model for taking action and having accountability. I'm really impressed. Still impressed. I mean, you've you've been with us what maybe a month and a half now. Are you and you're in your second month I think. And I mean, you came out of the gate and you trust you trust that the advice you get from experts and you put it in the play to see if it works for you or not. So I want to that said I want to issue you a challenge.
• 15:00
  Unknown Speaker: I've seen your content creation. And that's something that people who have been with us for years, no one ever get out of their comfort zone and do those. And you, you just you just swung for the fence, you're like, you know what I'm gonna trust the advice and try it. So what I'd like to set as your challenge like is your outcome to help you build this discipline, I want to see six, six, phenomenal customer testimonials and interview format, where you sit down on zoom like you did with the attorney. And you say, So Mary, we just finished this and for to help other families here in Texas. Let's talk about the experience and where you were when we first met and where you are now and how the experience was whatever that is, but I want to see six phenomenal testimonials from you. And what that's going to force you to do is not looking at money, not looking at number of transactions or number of calls made because in reality, none of that stuff really matters. Not why you're doing Yeah, there's a lot of ways to make money. You're here because you're compassionate.
• 16:00
  Unknown Speaker: You're empathetic and you have a big heart, right? So, if you're if you have an emotional tie to your outcome, if you have you need six heartfelt testimonials that are authentic, that's going to help you tremendously in your future prospecting. So it's a it's a multi multi beneficial out, gold to set, but it's going to help you with your content creation. It's going to help you with future marketing and it's going to have an emotional the result has an emotional tie back to why you're here in the first place. And I think something like that as far as the goal to motivate you is far better than trying to figure out the numbers and metrics.
• 16:39
  Unknown Speaker: Like in the morning where you're like
• 16:43
  Unknown Speaker: God, I don't think I've come up with this on my own and I just want to say thank you. You probably saved me hours, hours hours of thinking of what it what it should I sit in front of me and I would say it's a very beautiful coaching moment for me right now you put something that I will wake up to, you know, I
• 17:00
  Unknown Speaker: You know, I don't mind being one Rebel on the call, I really hope hope it helps someone. I just before 30 minutes before the call we we made our calls and you know, the fire was missing, I wanted to feel it, you know, and I was telling my husband, we both work together, we are very attentive with each other, and we never want to jeopardize our business. So if today is not my day of being productive, I openly talk about it. I don't feel like it, you know, what is it that is happening, and now, I was gonna do so much thinking to motivate myself, but you just gave me something that is bigger than myself to get up and get out of bed for and to be able to have that as a goal. Everything else will just fall in place for me. So I except for our challenge and, and I'm very, very committed and this is going to be something that's going to pull something out of me that I probably haven't seen before. So I appreciate you thinking and hearing me so sincerely and getting this you know coaching moment and I'm going to work on it now.
• 18:00
  Unknown Speaker: Thank you. Thank you for being here. But about 100 hundred people listened in on your coaching moment. I'm sure a lot of them benefited from it. Thanks, Rosie for participating. And next up is phone number ending in 1855. You're up next. Hey guys. Danny, glad to be here again. are y'all doing? Hey, Danny. Good, Danny. Hey. So I actually have one big question. And just one minor thing I wanted to ask from this last conversation. If you could just finish up on explaining cuz I thought it was actually pretty interesting the 9091 rule. So you said the first 90 minutes of your day to prospecting and what was a nother 90 and the one. So the first 90 is is 90 days in a row. And when I work with someone on doing 90 days in a row, it really doesn't have to be 90 consecutive days. You've got weekends and you have days that you you take off but the goal is to really take and concentrate on the one thing that's the one the one thing
• 19:00
  Unknown Speaker: That's the most important in your business. And you take the first 90 minutes of each working day to concentrate on that for 90 days. So 90 days, 90 minutes each day concentrating on the one thing most important in your business. Ah, I see. Okay. All right. That's really that's really interesting. Okay, I failed, and it is one of those. Okay, great. I was going to write that down. I thought that was a that was pretty, pretty great. So my bigger question is, I mean, I know it's very common. I've been finding a lot of more success in this past week or so. But I figured asking a question getting some more input would always be great. What are some alternative ways I can handle someone's rebuttal saying like, you know, we've got, you know, an attorney, obviously, or we've got it covered. I think the one I usually get more than we've got it covered is, you know, we have an attorney, which I usually have a response for, I wanted to see if there's an even better way of re bubbling back
• 20:00
  Unknown Speaker: That gets them to be more open to hear what I have to say, or just kind of like a better approach to it. Instead of What do I say? It's how do I get the result that I want. And the result that you want is initially is you want, and you want to interrupt their thought pattern, because they're just trying to run you off, they found that that's effective. And it's an easy way to get back in their comfort zone. So there can be dozens of different ways you can do this. So that's why I want to get on I want to point to the like, the what's the behavior outcome you want? So we say things like, Oh, yeah, it's the famous words of my last mountain that my nine out of my 10 best clients or an interesting so like, there's different things we talk about on these calls, but focus more on how do I interrupt the pattern that they're in? How do I say something funny, obscure, like edgy, that will get them to just take a step back and then you're talking to the real person, because they're just trying to run you off. They found out a way to do it, right. So in that example, if it's allowed
• 21:00
  Unknown Speaker: He hasn't handled, you can say, Oh great, you have an attorney, we pick up where they leave off.
• 21:06
  Unknown Speaker: And then just be absolutely an island, the silence is probably the biggest leverage to get you that outcome. Because it's awkward, and most people won't just hang up. They'll be like,
• 21:17
  Unknown Speaker: what do you what do you mean? And boom, you're in nice engagement. As soon as they ask you a question, then you've got dialogue, right? And then you've got engagement. So focus on like, instead of track like us talking about here's abcdefg tried to try each of these think about how do I interrupt this person's like, literally, you're shocked. You're shocking their nervous system and breaking what's their default mode network? And you kind of break that connection and then then their brain another part of their brain kicks in and they're like, Okay, how do I deal with this? This is uncharted territory, and then you're in a real conversation with them. So, and Bruce and I are working on like a good list of questions to ask. I'm still hesitant to hand that out, because I would rather you focus on
• 22:00
  Unknown Speaker: Just like I said, focus on the result you're trying to get, and then use your own tactics and your own words and language to get that. But I'm Bruce, I know, you had some advice that's, you know, that they're sometimes they're telling you that they have an attorney because they want to get you off the phone Other times, they just misunderstand what that attorney is doing for them. So, one pattern disrupter could be Oh, great, you know, could you imagine trying to do all this leat complex legal work without an attorney, you know that and and all of a sudden, all of a sudden you're on their side? You know, I like to shift over into just fishing for information or where they are in the process. Okay, so how, how long have you been working with your attorney? How far in the process are you in? So I just go more questions after that, once they realize that we have an attorney doesn't scare me off that hey, that's, that's totally normal. I'm glad you have an attorney. I couldn't even imagine doing this without without one. How far into the process are you and then you know what?
• 23:00
  Unknown Speaker: What do you guys thinking about doing with the real estate once you get a little further down the road? So you're focused heavily on tonality and the mannerisms that you use when you ask your questions versus asking the right questions. So a lot of our language is more to do with how we use the language versus what we say. Right? I like those approaches. I mean, the one I've been doing, I find myself saying, you know, the most is when someone says that I give the feedback. And I've actually been do my best here to match their tone, as you've been saying, and I've been getting further with that. So I appreciate that advice, as well. And I've been thinking like, the more like if I hear myself say it, or even think about it, like, I feel like there's something better I could say or, you know, and Chad's what he said is, you know, disrupt their train of thought, you know, so something else. I feel like I could say that's better than what I'm currently saying. And I mean, all of those examples, were like really great when you do that.
• 24:00
  Unknown Speaker: They need to know these things. We need to educate people. But at the same time, nobody really likes to be educated and convinced that they're wrong. So signing up to them and letting them know that, hey, this is totally normal. Good, good for you. And then going questions versus explaining, I've found to be much more powerful because we don't have to go list their house tomorrow or buy their house tomorrow. What we do need to do is become a good, trusted friend, or a good trusted expert. And the best way to do that is to ask engaging questions that that cause them to maybe educate themselves versus us educating them. It's not that you should scrap the education, don't scrap that have that as a bullet, some ammunition that you can use, but
• 24:54
  Unknown Speaker: questions are really where you need to go when they when they hit you with that.
• 25:00
  Unknown Speaker: Tell them that you're on their side come up with different things to say that let them understand that, hey, that's totally normal. I'm not scared of that, because they're used to people going, Oh, okay, well, okay by then. And when you don't do that, when you just roll with it, they're not normally going to have another technique to get you off to the phone. He makes a lot of sense. Yeah. To me, I really appreciate, you know what you guys have said. I mean, I really like all this information. I just know. It's really, really good stuff. Thank you guys. There's one thank you for, like, coming back and always participating. Like it's obvious. You're You're really taking your heroes, you know, self improvement in this really seriously. And, you know, oftentimes a lot of people have questions. I don't think they have the courage to ask. I just want to thank you for always, every week you come up with new ideas, themes or you know, looking for advice in a new area. So, good job. Thank you, man. Appreciate it. I just thank you guys for being here for me. Thank you
• 25:59
  Unknown Speaker: ppreciate
• 26:00
  Unknown Speaker: Danny like staying at three more, three more in the queue. Next up is phone number ending in 1457. You're up next.
• 26:10
  Unknown Speaker: Hey guys, this is Josh here in LA How are you?
• 26:13
  Unknown Speaker: Hey, Josh. Great. How about you?
• 26:16
  Unknown Speaker: I'm doing well. So I specialize in probate here in LA. I religiously call my probates on a daily basis. It's like Christmas morning to me.
• 26:29
  Unknown Speaker: And obviously, you guys know what the pandemic I leave here. The the courts were shut down for, you know, three months. So they opened back up in June and there were still filings that were being done. But all of the new filings that are are happening now are having their hearing,
• 26:48
  Unknown Speaker: you know, like in January, and so I'm able to contact the petitioner
• 26:56
  Unknown Speaker: pretty quickly about one to two days from the moment that it
• 27:00
  Unknown Speaker: was filed.
• 27:02
  Unknown Speaker: But I guess the issue that I come across is,
• 27:07
  Unknown Speaker: you know, the timeframe of of them waiting, you know, four to five months where would normally take, you know, they're had, they would have their hearing within four to six weeks and then their letters and their orders, two to three weeks after that. Now it's four to five months before they get their hearing and then another two to three weeks before they get their letters and their orders. And obviously, between that point they're getting tons of calls, tons of mail, from investors, agents, so it's, I'm just wondering how to continuously stay top of mind
• 27:41
  Unknown Speaker: with those individuals that are getting bombarded by other people. Sometimes
• 27:48
  Unknown Speaker: it does. So the answer is just find ways to provide any value you can even if you don't get paid for, you know directly. One example that is in this time, you know, they
• 28:00
  Unknown Speaker: can be waiting until January to have their confirmation hearing.
• 28:04
  Unknown Speaker: And then if they get if the attorney did not petition the court for full authority, then they could be waiting for each step of the process just as much time they could be waiting to three months each for each time they need to go back to court. So one example of something you could do right now for every one of them
• 28:22
  Unknown Speaker: is actually confirm with the attorney that they have petitioned the court for full authority, because it's going to shorten their process by potentially a year. And in my experience, unfortunately, a lot of attorneys in California don't. The, you know, what I would say is not a good probate attorney in most cases. They don't petition for full authority because on limited authority, they end up having more billable hours and making more money. It costs the family a lot more money and holding costs and administration costs. But right now, if you know that's one thing that you could do that yet
• 29:00
  Unknown Speaker: They're still gonna have to wait till January. But after that they should walk away with letters of testamentary and full authority. And then your you can, you know, accelerate the process for them. So that's just one example. But you know, putting up no trespassing signs and securing the home rekeying locks, putting lock boxes on for caretakers, there's any reason you can get to the property, any reason you can get face to face with them, and build a real relationship, even if you're not, you know, they don't have the authority so they can sign a letter of intent to purchase or a letter of intent to list but we both know I mean, it's an it's a mental commitment that might keep them from talking from engaging with other people.
• 29:42
  Unknown Speaker: But just it's everyone's a little bit different like a thumbprint. You know, like Bruce, I think just like asking good questions, to get a conversation going and listening will show you exactly what you need to be to do to differentiate yourself from everyone else because everyone else is calling the others
• 30:00
  Unknown Speaker: is what I have to offer me, me, me. And if you can call and just say this is about you What's you know, tell me about what you're going through. And whatever is bothering them, you just become the solution for that and provide value to them. And then they'll forget about all those other people even if they are getting.
• 30:17
  Unknown Speaker: So that's not hard, like me differentiating myself from other people who are not familiar with the process or have not sold
• 30:25
  Unknown Speaker: probate property like I have, I have no problem with that. My it's always harder for me to try to get them face to face. So I have multiple avenues to do that. So obviously, I'm the first one that calls them. Most of them, they are advised by their attorney, we can't do anything. Don't sign anything until I get in front of the judge. You'll have your letters in your orders two to three weeks after that. So in their mind, okay, I'm not doing anything for another four to five months. And so then I have a mailer campaign, right eight points, eight touches, where I hit them with different things.
• 31:00
  Unknown Speaker: And then I'm following up with them every three to four weeks now some people get pissed because they know hey, you know, I'm not doing anything for four months, why are you calling me Two weeks later? or three weeks later? So what are what are? What are the very things?
• 31:18
  Unknown Speaker: What are the three things you can do for any family? You sounds like you've you've done this for a while, right? You work with a lot of these folks. Yeah.
• 31:27
  Unknown Speaker: What are three things no matter how small that you can that every family should do, that you can help them with?
• 31:40
  Unknown Speaker: It depends. Well, I guess it depends on where they are. If it's an out of state, petitioner, obviously having a vacant property so cleaning it out, keeping in keeping an eye on it.
• 31:51
  Unknown Speaker: Obviously, do they have the light beam or maybe more specific, but before they have their letters testamentary what are three things that any and
• 32:00
  Unknown Speaker: Every executor could benefit from.
• 32:05
  Unknown Speaker: And if you're having trouble answering right here, I'll just I'll leave you with the question. But where I'm going with this is if you change your call up where if you say, Okay, well listen, this is my very first call, I realize you're very early in the process. On the first time we speak with a family, we try to accomplish three things. Would you like to know what three things I can do for your family and every other family in Los Angeles County, even though you don't have the letters testamentary and your attorney told you not to do anything for four to five months. Great. And then you tell them what those three things are. And you put the solution in place, they're very likely securing property. So that's you know, changing locks of if keys are around in the family wants to secure it, it's putting a no trespassing sign on in case somebody gains access to the property. It's getting bacon insurance, vacant property insurance on the asset. It's getting lawncare in place, it's getting you know, the house empty and stuff and self storage, things that can be done without
• 33:00
  Unknown Speaker: The authority but still can be done to benefit the family.
• 33:04
  Unknown Speaker: But think about those things and take that approach like these are Yeah, this is a long process. And we realize that we're in no hurry to push you into a real estate conversation but I want to make sure these three things are done to protect your family today. And that's going to really differentiate you It also gives you at least three opportunities for follow up calls. Hey, I was just I just had a I was just thinking about met another financial planner I was calling to see to the Jeff Macy call you and when I said that set up that appointment for you. And so you get all sorts of opportunities over the next month or two or three to call and follow up because they did something with you right? And that gives you a good reason to call and follow up to make sure that was satisfactory or it actually got done or why they didn't do it. You can follow up with your vendor and be like, hey, that Mary Smith ever, ever sign that or you know, sign that insurance policy. Okay, great.
• 34:00
  Unknown Speaker: Listen, I just talked to Jeff and Mary, she said that he had sent you the quote for the vacant insurance policy but never got it back. So it's not actually in effect that you find a policy with another agent that you're happy with, are you guys protected. But the point is, get any any value you can give them no matter how small it creates, it differentiates you, and it creates opportunities for follow up so you can stay engaged with good reason. So you don't have to feel like you're aggravating you. You have a legitimate reason for the follow up call. Yeah, that makes sense.
• 34:33
  Unknown Speaker: Yeah. And that's good. And the other thing is, you could always kind of make a, an agreement with them, a contract, so to speak. So not in writing, and it doesn't even require a whole lot on their end. But if you let them know why you're helping out in the beginning, because I think one of most people on this call his biggest fear is that they're going to do all these different things and then the person's not going to think think about them when it's time to sell the house.
• 35:00
  Unknown Speaker: So I don't mind telling someone Hey, you know, I'm sure you're wondering why I would be willing to do this and help you out with all these things. Because I know that everybody else is just trying to come in here and buy your house for pennies on the dollar. And I want to be different. I want to give you so much value that you, you wouldn't even think about not interviewing me when the time comes to sell the house. And if you decide not to sell the house, no problem. But I want to give you so much now that when it's time, you're at least going to include me in that conversation. Does that make sense? and get that kind of little commitment and let them know what your wishes are. And I can't tell you and not just in probate and every aspect of my business. I've used that for years. And people come to me, sometimes years after I use those words and they say hey, you know, I told you that I'd have this conversation with you. And I'm just honoring that and it's a great way to not lose people.
• 36:00
  Unknown Speaker: They're wrapped stuck in the probate process for half a year or more. Great way not to lose people.
• 36:08
  Unknown Speaker: Got it?
• 36:12
  Unknown Speaker: Okay.
• 36:13
  Unknown Speaker: All right, sir. Thanks, guys.
• 36:16
  Unknown Speaker: All right, we have two more in the queue guys, we can probably got time for one or two, you want to hop in just hit star six and hit one. Meantime, next up is phone number ending in 5992. You're up next. Thank you very much, guys. I was inspired by David's story, you know, once after the COVID head and calling from like the I'm afraid to ask the question till he started to jump in on the process.
• 36:45
  Unknown Speaker: But, you know, the question on my broker is on board of, you know, myself actually being a probate specialist. And you know, and I think my my unique selling proposition and I think I was on a
• 37:00
  Unknown Speaker: mastery, like, you know, twice already, and I can't I think if you remember, my was the reason why I'm in here was that I suffered through my family's probate 40 years, you know, before I saw how it was all devastated who the family and how much money and funds were lost, but when I was talking to my broker and like I said, he is actually, you know, on board of me doing this, but is there something that I have to set up personally as like maybe an LLC for like a legal reason or so? Because when I go to the individuals are like I said, Who are you? You know, do I actually have to some kind of a sort of a corporation to start this?
• 37:48
  Unknown Speaker: Are you doing brokerage and investment or just brokerage? No, Justice brokerage. I'm just a salesperson.
• 37:55
  Unknown Speaker: You Yeah. And are you the only you're not a team?
• 37:59
  Unknown Speaker: No.
• 38:00
  Unknown Speaker: I'm just the individual.
• 38:02
  Unknown Speaker: Okay, are you doing and you if you're not comfortable answering you don't have to but are you doing more than $140,000 a year and GCS? No.
• 38:13
  Unknown Speaker: Not yet accepted, you probably you're not gonna you won't find benefit from from having an entity for brokerage. If you're if you are, if you're well into six digits, you can benefit from having an LLC, a single member LLC taxes an S corp, because you'd like at a certain limit, but you have to be I mean, unless you're making you know, a buck 40 or above. It's really not that beneficial. It just creates more complexity, and you have insurance on the brokerage side for liability protection. Correct. So, the way that the broker was actually just being cautious of saying is that of course I am a salesman of the individual of the brokerage. How do I portray it as
• 39:00
  Unknown Speaker: Like a business, like, you know, is it, you know, Joe, you know, a probate specialist, you know, you know, and if somebody comes up to me, like I said, if I don't vet somebody properly under the who I recommend, you know, for protection for me in case something does go wrong.
• 39:20
  Unknown Speaker: Well, your protection is your, you know, insurance.
• 39:24
  Unknown Speaker: I mean, if you don't want to set up and maintain another entity, you could also buy an umbrella policy just in your personal name. So, like a million, a million dollar umbrella to cover you personally, and corporately. As about, I don't know 300 400 bucks a year,
• 39:43
  Unknown Speaker: which is more than more than having an LLC but if you if you choose to have an LLC, then that means your license needs to be in the name of the LLC, and you need to be the managing member of the LLC. And it creates complexity that doesn't give you a whole lot of benefits. So
• 40:00
  Unknown Speaker: I would say in this case, you're very unlikely to be sued for anything that a vendor does. If you are you have, you know, insurance to protect you. And an umbrella policy will just give you an additional layer of protection there. Now, if you're buying homes, like if you get to the position where you're, you're actually a buyer on these, then you should always have an entity. So for anyone who's listening, don't ever buy a house in your personal name. If you have a real estate license ever make us all that person has to do that the board will almost always side with the consumer and it's your burden to defend yourself. So it's very easy to defend yourself if all of your investment activity happens in a self contained entity. For me, that's a single member LLC taxed as an S Corp. It has its own AI n number, its own bank account, its own credit cards, its own website, its own logo. It's a completely separate brand and everything has disclosures of license status, but it's completely separate.
• 41:00
  Unknown Speaker: So if anything if anyone would ever, you know, get seller's remorse and come back and say well, he's a real estate agent and he told me that but he didn't tell me he was going to sell that house for more money than he paid me for it. Then if it clearly if that's clearly contained inside of the investment company, and if anything would go wrong, then you have the LLC, the veil, the LLC, you have an umbrella policy and you have multiple layers of protection in that but from a brokerage standpoint, you have very little liability and you already have at least the you know, for protection. So if you want to do something to feel a little more secure, I would recommend just getting an umbrella policy for yourself personally. And then
• 41:41
  Unknown Speaker: I mean if you have if you haven't and this is for anyone listening if you have a net worth more than $100,000 you should have an umbrella policy because you never know when you're going to have an accident that exceeds your the the damages exceed the amount your car insurance will pay, or somebody gets hurt or god forbid
• 42:00
  Unknown Speaker: killed at your house, you can be sued for any reason. So it's for just asset protection purposes. It's pretty cheap insurance for $300 a year. Cool. Chair, thank you very much. And I'm very glad to hop back in after listening to David's now story because I took mastery to second go around. And I learned a little bit more because I think COVID actually just, you know, kind of sideswiped me to say, Okay, I gotta get back into this, you know, to help people, you know, so, as I said to you is that 40 years since that, you know, I settled, you know, my grandmother's, my parents estate, and I know how different how bad it could be on the families in the money drain. And that's really my unique selling position. And that's one of the reasons why I'm doing it. And I'm just trying to get back into it now. And I thank you very much and be listening to the calls. And thank you very much, guys.
• 42:55
  Unknown Speaker: Welcome back. Welcome back. Well, we'll see you next week for your winner.
• 43:00
  Unknown Speaker: Of The Week, you can tell us your success story next week. I'm going to try it I'll tell you something on our pricing. But you know what? It's it's very interesting that you know, yes, you do get a little love
• 43:11
  Unknown Speaker: a little butterflies. But after when you do it a couple times, you're like, Okay, what else do I do? I'm just waiting for my first leaves because the the county's not opened up yet. So I'm just preparing and I just have to get back to all the leaves to get all the stuffs ready to rock and roll again.
• 43:31
  Unknown Speaker: So while you're waiting,
• 43:33
  Unknown Speaker: you shouldn't be talking to probate attorneys. So they're facing massive judicial backlogs and efficiency is more important than ever, right? So what if you could reach out to each of the attorneys and say, Hey, listen, you know, we're we know the court, the courts have been closed and there's there's this whole conundrum. But we have a system that picks up where we are service picks up where the attorneys leave off. Can you think of any clients that you're with that you're serving right now that are
• 44:00
  Unknown Speaker: Kind of standing in their own way and just need need a helping hand we can help them you know, get things ready, so that they can actually move forward more quickly. Like, is there anyone you can think of it might be a bit of an urgent situation but they, they're they feel stuck, or something along those lines, but use the time to connect with attorneys, build those relationships, try to get some referrals, find ways, you know, obviously, we talked about it a lot on these calls and mastery. But think of how your how your service can benefit both the attorneys and the families when everybody's just sitting around on their hands. What can you what are the things that you can do to put them in a position to shorten that timeline, make it less stressful, and reach out to the attorney and offer that to all our clients even if you don't know who they are? So do you know anyone that could benefit from you know, someone helping, you know, put a strategy in place, get everything ready. So when you do have the next court date, all they have to do is move forward with the plan. And there probably no one else doing that in your market. So
• 45:00
  Unknown Speaker: Take this time, you know, to work on the attorney, building your referral network.
• 45:06
  Unknown Speaker: I appreciate it. And I thank you very much for the experts. And thank you very much.
• 45:12
  Unknown Speaker: Hey, Chad, I was willing have one more in the queue. I was gonna add that to the last gentleman that was talking about California.
• 45:19
  Unknown Speaker: You could do the same thing, have the conversation with the attorneys and just say, Boy, you, I know you want your backed up and I just wanna let you know, I've spoken to the Johnsons, or whoever their client is, and we've got the house secured, we've got the no trespassing sign up. And I would just check in want to know what see the naming I can do to help you speed up the process. And I was just wondering, were you planning on filing for full authority, I mean, yet work both sides of it. Because it's a great opportunity to make sure, don't always assume that the attorney is doing everything that he should and you're not going to call and tell them what to do. But you can certainly make constructive suggestions and let them know you're out there to help them.
• 46:00
  Unknown Speaker: So great points. And we only have one more in the queue guys. So maybe we got nine minutes left, we'll see how long it takes. If anybody else wants to jump in, we could probably take one more caller hit star six and hit pound, or hit star six and then hit one. In the meantime, next up is phone number ending in eight to one three, you're up next.
• 46:23
  Unknown Speaker: Hey guys, I'm so happy that my client allowed me to reschedule. It's unbelievable the golden nuggets that come out of these calls. I took so many notes. Thank you guys so much.
• 46:35
  Unknown Speaker: Thank you. Question. Yeah, it's unbelievable. I you know, the even the the initial objection handler to the or disrupter to the attorney and handling it. That's huge. And then with a lot of the calls, I noticed that sometimes the P RS number is actually the attorney number. So initially, I wasn't calling any of those because I do
• 47:00
  Unknown Speaker: Know what my conversation with an attorney would sound like. And actually, with the last segment that Chad just did, I feel a lot more comfortable calling the attorneys as well, just to kind of, I don't know, maybe better odds calling when I can't get a hold of the PR. Now, my questions are pretty basic. And so
• 47:25
  Unknown Speaker: one of them is regarding the no trespassing. So I've heard you guys mentioned, you know, making sure that the property is secured, and to go and put a no trespassing sign or document in my correct when to believe that there's an actual document or are you just talking about an actual sign that I could go pick up wherever Home Depot or anywhere? Is there a document that goes along with that? So that's an important question. What I recommend just to add a little bit of strength behind it. If you ever
• 48:00
  Unknown Speaker: do find yourself and if the seller ever finds themselves in a courtroom defending it is posed a no trespassing sign and then post the state status trespassing statute right underneath of it.
• 48:13
  Unknown Speaker: And it's an added layer it's it's you know, it's may not make a huge difference but you know, if you ever if you ever find yourself in a courtroom trying to get somebody out of a house you want to have stronger you know solid ground to stand on. So you could say you know, we posted it was obviously right there on the front window that they added there's no way that they couldn't have seen that there was one on the front while on the back. And yeah, so you post the no trespassing sign the statute underneath of it and take a picture and text me back or you know, email it to yourself so you have a time like time and date stamped record of it. Now it's highly unlikely guys, anyone will ever have this situation but right now with if you especially if you're in downtown areas, with with the
• 49:00
  Unknown Speaker: The peaceful protest going on, it's likely that, you know, it's probably more likely than it has been in the past. So it's it's, you know, we're stirring up a little bit of pain, but you know, just make sure you can explain to them it's unlikely, but in the event that it would happen, this is a couple of dollars of insurance that could save you 10s of thousands of dollars of carrying costs and legal costs.
• 49:26
  Unknown Speaker: So anyways, that's those are the two things that I recommend is just a standard sign and then the statute under the state statute underneath
• 49:35
  Unknown Speaker: the state statute, is that something I could just Google for the state that I'm in or is that something that I would have to pay now?
• 49:45
  Unknown Speaker: Almost every state has their their code online now. So you should be able to pull up that, pull up the code and print it off. And, I mean, if you want to take this to the next level, something you could do is you know, you could actually brand this
• 50:00
  Unknown Speaker: So you could create a graphic, whether it's a decal or a hang like a, you know, a vinyl hanger that has suction cups or whatever it might be. Take it to a printer. And you can get the sign printed with the with the statute citations and your logo. And then you would have a brand new piece. And you can make them where they're reusable. So you actually, if anyone else comes to the house, it's you've already peed on the fire hydrant. Right? You've already been in market territory. Yeah. That's smart. Yeah. The other thing is, if you if you do that early in the process, you know, every time they go visit that property, you're gonna have a branding impression. So if you didn't get the listing agreement, that's gonna be a reminder of, hey, that guy helped us. We should go fed and it's just if you want to take it to the next level, you could consider actually getting your own custom signs made. That would would serve that purpose and
• 51:00
  Unknown Speaker: That can be part of, you know, the first thing you talk about with every seller that has real estate, and it gives you a great reason to get over there.
• 51:08
  Unknown Speaker: actually love that. Thank you. Thank you so much for that. There's another golden nugget.
• 51:13
  Unknown Speaker: Last question for you guys is I recorded one of the masterminds I think it was viewed as either the mastermind or the roleplay. It was maybe about a month ago, you guys mentioned or suggested for callers to maybe there. Apparently there's a roleplay that takes place not the Wednesday one that's at the beginning of the month. But that's between members. I think you guys were suggesting that there's a good one with some strong members. I mean, I if I recall correctly, I think Rosie has one I would love to jump on something with her as well or
• 51:48
  Unknown Speaker: open to everyone.
• 51:50
  Unknown Speaker: If you go to all the leads mastermind, go to the Facebook group all the leads mastermind desktop on the left on the desktop and you'll see
• 52:00
  Unknown Speaker: assertiveness group, and just type in roleplay. And you'll see literally dozens of small roleplay groups. Rosie has one I think they're doing theirs on zoom. And there you go. People have zoom, zoom roleplay groups. And so there's usually four to six people in those and some people do it on the phone. So I'm doing on zoom. If you don't find a group, that's, that's still, you know, meeting weekly, start a new one post in the group and say, Hey, guys, I'm starting a roleplay group. Here's a zoom link. And, you know, give them a calendar invite link. So it's recurring and goes directly into their calendar. That way you'll have, you know, some accountability. They can't say, Oh, I forgot about that, because it's in their calendar.
• 52:42
  Unknown Speaker: Fair enough. I like that. Thank you guys so much, seriously.
• 52:46
  Unknown Speaker: Thank you. Thanks, Chad. Chad Bruce, we had one more person jumped in. You got a few more minutes. Yeah. After the hour. Are you good?
• 52:56
  Unknown Speaker: Yeah, I'm good to get the thing. All right. Excellent.
• 53:00
  Unknown Speaker: didn't take that long. Last up this week. We saved the best for last No pressure. Last up is phone number ending in 4554. You're up last.
• 53:11
  Unknown Speaker: Yeah. Can you hear me?
• 53:13
  Unknown Speaker: Yes, sir. All right. Yeah. Neil Morrison here from Sacramento, California. I'm brand new to this whole thing. Me really quick question. I came in kind of a little late. But
• 53:25
  Unknown Speaker: you said three things that you can do for the customer. And I wrote down secure property, put down no trespassing signs, offer them vacancy insurance, help them lancair
• 53:38
  Unknown Speaker: clean out storage property, miscellaneous, things like that. Was that pretty much the three things you'd mentioned or was there other things?
• 53:46
  Unknown Speaker: Yeah, I ran off on, you know, seven or eight that just to choose from, but just just think about even if even if, yeah, even if they don't have the authority to sign. If you were in their position, like think about if I was
• 54:00
  Unknown Speaker: In that position, what are the things that I would have to get done that I had that I could get done? So, you know, for example, maybe it's getting the house cleaned out into self storage and renting it. So you can cover the holding cost, because in Sacramento holding costs are not cheap, right? So maybe you can take down three months tenant or something like that, but so any anything that that that regardless of what stage of the process they're in, they could benefit from, and that was just a list of ideas. There's, there's obviously more than that. And something we talked about if you want to go back and listen, last week's call, you know, I think the last couple of calls have kind of issued a challenge, you know, in pull up a spreadsheet and in column A, your header is what problems do they have? column B is what solutions do I have? And literally exhaust your your imagination. Go down and try to list every single no matter how tiny what problems could they have and then potentially you categorize
• 55:00
  Unknown Speaker: Though so early in the process, midstream and near the end or, you know, people problems, real estate problems, you know, people problems, real property problems, personal property problems. However your brain wants to see that. But the point is to get in an empathetic mindset to the position they're in and the list out every single thing you can possibly think of, and then list out what your solution is to that problem. And that's going to basically wire your brain to think that way, right? It's going to make you a problem solving engineer. So your three things
• 55:38
  Unknown Speaker: will probably come out in that exercise. Like you'll be able to say, Oh, those three or I can see every 100% of people will have those three problems. Or maybe it's five problems. But if you do that exercise, I thank you. I answer your question. Yep. Sounds good. All righty. Thank you so much.
• 55:56
  Unknown Speaker: All right. Another great call guys. I want to
• 56:00
  Unknown Speaker: I thank each and every one of you for taking the time to be here today particularly thank those that actively participated. And I want to challenge each of you take one idea, one thought one thing that inspired you on this call, go out and put it into practice and come back next Thursday and share your results with the group. Make it a great week guys, stay productive, stay healthy, and we will talk to you same time next Thursday. Take