Latest / All The Leads Mastermind Podcast / Owner Finance, Lease Option, Contract For Deed? Facebook Ads for Probates: Probate Mastermind #280

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Owner Finance, Lease Option, Contract For Deed? Facebook Ads for Probates: Probate Mastermind #280 · All The Leads Mastermind Podcast

• 0:00
  Unknown Speaker: Think confidence that you guys have given me over the recent months to jump into this. It's just been phenomenal. Really appreciate your help. And quite honestly, there's a direct correlation to the time invested on these calls to the ability to have the confidence in the moment. So thanks for that.
• 0:33
  Unknown Speaker: Welcome, amazing agents and industries nationwide. This is Thursday, May 28 2020. And this is roleplay. Call Number 280. We do have five people in the queue. So let's get right to our callers. First up this week is phone number ending in two seven to nine.
• 0:55
  Unknown Speaker: You're up first.
• 0:57
  Unknown Speaker: Gentlemen, Good afternoon, Mr. Bill janica calling from Detroit, Michigan area, how are you? I know. He wanted to make a comment about something interesting. This past week was my first court appearance to be a zoom. We were scheduled for nine o'clock before the judge didn't get in till three o'clock. So fortunately, I had a small Bose speaker that's wireless on Wi Fi. And I just carried that around the house with me until three o'clock. So it was quite interesting. It's the first one that I did. Judges actually very nice. There was a difference in opinion next to the house. And the law says builder and the investor. He had JPEG files of my photos of the interior of the house, along with my CMA as to what I thought the house was worth, and then basically values of the last 60 days during the virus Daddy asked the attorney attorney just said hey, I was under the impression The house is in better shape, but I like Mr Janice's photos and we're good with that. So judge approved everything we closed Monday afternoon guys just how to make men great. It's the first one that I've done. It was quite excited. Actually as a funny side note, I was basically sitting there with shorts in my office with a white shirt tie on but
• 2:32
  Unknown Speaker: none of us have ever done that
• 2:36
  Unknown Speaker: nobody has suddenly that was just my I just thought I'd mention it well, that is awesome. I guess we don't we don't invest in paint in the pants industry right. Rank now that you guys are Yeah. Now I don't need to wear one. works in a way. You know you guys measure space launch. I've owned a bunch of timeshares on Hutchison Island, and we can actually see part of the launch as it starts to go off from the beach. And it's quite Yeah, that's where I'm waiting to even.
• 3:12
  Unknown Speaker: That's where I'm at right now. In the ocean ocean Island.
• 3:16
  Unknown Speaker: Yeah. But hey, congratulations on that. That's so good to hear. And, you know, we hope we hope to hear more of those kinds of stories. And right now you're in first place or whenever the week so thank you for sharing. Oh, well, it wasn't so much that I just thought it was comical. That was my first quarter appearance via zoom. But our market is if the things are priced Well, we're getting multiple offers. Badly priced homes are sitting there. Our inventory is down. Our buyers are down. But the buyers that are looking at properties are serious buyers. They're not tire kickers. So other than dealing with all the COVID forms that we have to contend with now it's going wow I did one on Sunday showing basically was I sat on the gospel sip houses open I did my review of that the room that's got two toilets the bathroom the one that's got so configurators the kitchen go have at it.
• 4:13
  Unknown Speaker: And that's how
• 4:16
  Unknown Speaker: we get the writing offer as a result of this. So everything is good, you know. And Bill you did you did say one thing we often hear confusion or reluctance with realtors who are investors and they think there's going to be some major conflict and it sounds like you're not really experiencing that at all. I mean, you're promoting okay with what you're perfectly okay. with, you know, wearing either hats depending on what the seller wants and needs. Correct. I am the only one thing out here in Michigan locally. Our judges always take sides of tenants or buyers regard for the most part regardless of what transpires. A number of years ago, I had my one and only lawsuit and the judge. Just It was a question of water penetration is through a glass block window. And he said, Well, I see no paperwork. You're also a licensed builder. Therefore, you should have known that you should have dug down and removed part of the wall and redid it. And I just basically said, Your Honor wasn't leaking at the time we had the property, they just said, basically doesn't matter. Fix the window. Okay, so it cost me a couple grand to fix the window. But after that, I let my builders license expired. I had it initially, just so that I could pull permits easier on the rehabs. But now I pull them as owner when I can. And the only thing that I'm really fanatic about is anything to do with gas electricity, whether it's incoming service lines, or boilers or heat only because both gas and electricity can kill me and I can't see either one of them. So those are the two things that I'm really tough on on my rehabs or for my clients shirt Art Deco.
• 5:57
  Unknown Speaker: Sure. Makes sense.
• 6:00
  Unknown Speaker: Okay, you guys in Georgia, Florida. I'm NBS. I wish I was there. Alright, I'll get a picture and Facebook. Thanks. Thanks for sharing. Great big guy. Great story.
• 6:12
  Unknown Speaker: Thanks for sharing.
• 6:14
  Unknown Speaker: All right, next up is phone number ending in 476. You're up next. Yeah. Hi. This is onyx Stein. I'm actually part of the mastery class that's going on right now. So learning a lot, but I put in tempt the whole thing? Quite Yes, I'll be rewatching. But I have a question. Some try to build it up the value of the way how we talking about to create the value for the consumer, for the attorney in coming from the empathy but like, I'm still trying to get out like what is super important, like I know, like people have barrenness of day insurance. So make sure they understand that if you don't switch your insurance insurance will lapse and if something happened to the property, this you know, would not be covered. Like how to like, where we can look, I talk to my insurance person and keep on the conformance all of that stuff. But how we can get into some sort of like more detailed that you can actually like this, like I have two questions. So one is like where we can actually get into some sort of details too, because like when I provide the services, let's say for the sellers, I describe details of like, what happened, how happened and what are we doing to prevent that happening, but I'm not quite like figured out where I can get the information like for the cell phone insurance, the second one is like what else like super important in the probate process that they establish should be aware and they may not necessarily aware. So one of the best things is it's incredibly hard to teach across three over 3000 counties because the process varies so much from state to state and even county to county within states. So one of the exercises that I always suggest we did talk about this flight yesterday, it sounds like you may have missed it. But if you actually go in, you're accomplishing several things here. If you can step out of your comfort zone and approach a local probate attorney and ask them to sit down with you and design a checklist, and a timeline or a checklist from the very beginning when they petitioned the court all the way through to the end. They have years and years of horror stories they've seen where things go sideways, they've seen more family shut down, you know what the choke points are. So they're going to know your local process, they're going to be extremely familiar with it, and they're going to have stories and names to put behind it. So it'll help you by the way I am from, I am from Florida, that just so you know. Okay. But the idea is to approach that attorney because of solicitation laws, they are not allowed to directly solicit for estate planning business. If they're a probate attorney, chances are they're also writing a They're there. They're doing estate planning business, and that's their favorite side of their business. probate is a great revenue, but it's a lot more stressful takes a lot more time. estate planning turns, you know, it's much easier work and it pays way more way, way more quickly. So the idea is to approach them with the value proposition that you sit down design a co marketing piece, and that co marketing piece is that timeline or checklist that's hyper local to your area. And you include that in each letter and what the legal aspects are colored, let's just say red, and everything else can be in black. And you can point to it in the letter and say, you know, enclosed, you'll find a checklist that we find most families find extremely helpful in the beginning. It helps them understand the difference between the legal aspects and everything that the attorney won't be helping them with. And if they don't have an attorney which 20% of the time they don't, then his name will be in the footer of that checklist. And that's It's a great way for you to provide free marketing for an attorney. But in return, you get to build that really local knowledge and build a real relationship with that attorney by collaborating on the project. And so they get a huge benefit of being able to legally direct solicit through your marketing, they get to understand what it is that you do in your business and how that complements theirs. And it usually results in an hour or two long meeting with someone whose time is worth 200 bucks an hour, and they usually will immediately start they see value in your model and they'll start sending you referrals. So as you're as you're doing that sit down say, Well, what what's the craziest Tell me about the craziest case you guys I've ever worked on? Or the biggest surprise you've ever seen? Or what's the thing that at least 80% of families don't realize until you know until after the you know, till after they should have or ask them questions like that and find out how you can like you can learn the process a lot. But also how you can speed up that process and lower the stress level for your clients. And they're going to respect that.
• 11:08
  Unknown Speaker: And what are your thoughts? Yeah, thank you for this. What are your thoughts? Also, I was thinking incorporate, like between the Malin thesis and actual the phone calls. What are your thoughts of incorporating message into the social media platforms? And I was thinking to do them maybe even individually or to do that as a as a pay ad for like a Facebook or LinkedIn and to do this as a video message. What are your thoughts on that? It's very effective if you if it's very specific and local. We've talked about this on a few mastermind calls Risa excuse me recently. I think it was just two weeks ago, we unpacked it again, but if you take your probate leads, and you create a custom audience or saved audience, matching on first name, last name, email Address mailing address and all the phone numbers you can get upwards of 90% match rates. So if you have 100 probate leads, chances are we can find 90 of them on Facebook. And what I suggest is go stand in front of the courthouse a physical location that they've been to. So it's going to grab their attention. And when they see you standing in front of the courthouse, it's, you know, something and the headline three or four words, like going through probate in Florida question or something. So the ideas and less than two seconds, grab their attention, and then just talk to them like it was a referral from a friend. Like Don't try to be scripted or professional, be very direct and say, Hi, my name is Chad. I've got a team of folks right here in Roanoke that help families going through probate. As you see we come to the courthouse every 30 at least every 30 days, meet with the clerk and see who we should be reaching out to to help. That's why you're seeing this video. If you click the link below, you can learn more about what we do. And then you land them off on a page where you have a longer video By saying basically the same thing your call to action is, you can call me right now the number on this page, you can click right below and book right into my calendar. And I'll call you at the time that works best for you. Or you can fill out the form, you can give them multiple calls to action. But please sign it's incredibly easy to get the clicks. But unless you're doing those hyperlocal videos, it's hard to get to conversion. So as like, it's you know, setting the audience up getting the ads running is really easy. The reason we haven't been able to scale it and do it for everybody is because generic videos just don't work that well. You standing in front of your courthouse, speaking directly to them is incredibly effective. So you can listen to a couple of those other mastermind calls or we talked about it and at length, but that's the idea and it works really, really well you get typically you're going to average about 12 to 20 daily daily impressions. So it's you know, for a few pennies It's like sending 12 letters a day, you know, you have 12 opportunities for them to see that and eventually they're going to watch the video. Because you're only you know, your your targeting, well, assuming you have a good enough budget behind it, and I would recommend a minimum budget of $250. And each month when your probate leads come in, don't create a separate audience continue adding to the audience, the bigger the larger audiences, the lower your cost per result. So and then, like on month 13, you start to drop off those older months. So for the first 12 months, you're just continuously adding to your audience. And then on month 13, you knock off that last month, or you could continue building it, but we know that the vast majority people will find the solution in Florida in 12 months. And then also, thank you so much for sharing with this. And also like I have a little bit hard time to find individual people like on Facebook, not audience, but the actual people. Is there any like app that you guys can recommend because it looks into it. And my rate is not even 90% is I mean, it's pretty bad. Is this any app or maybe something technology wise, I don't mind to invest in something like this a little bit, just to get better quality. There are several skip trace services that will will return social media results. I would say just Google, you know, skip trace social media. And you can upload the probate list, we give you the good phone numbers and we give you multiple match points. So you can use our list and augment that through someone who skipped traces social media, and you should come back with about the same match rates like 80 90%.
• 15:44
  Unknown Speaker: Awesome. Another realize is if you if you just plug a name into Facebook, the odds that you find that individual are slim but if you're loading your list into Facebook with phone numbers with email addresses with names, all that data kind of combined. Facebook can find those people, they have most of that information anyway. There's just not a way for you to search individually with an email, a phone number and a name. So if you're not the one, it's going to be tougher to find than Facebook just with your left. Excellent, right. All right, they're tracking over over 200 unique data points for each user. Even if they're not in your profile. They're on the back end of their system, they have over 200 points for like 94% of the population. That's it I we have such success with match rates on audiences. That's the data Facebook can't necessarily let us see. But they can use it. We can use it to build audiences. Perfect. Well, we have eight more in the queue. And Chad, I know you got to leave right at two today. So next up is phone number ending in for a portrait. You're up next.
• 17:01
  Unknown Speaker: Are you there?
• 17:04
  Unknown Speaker: For 843
• 17:05
  Unknown Speaker: Yes Can Can you hear me now we can't yes sir Good perfect. Hey this is Josh foster I'm over here in Southwest Louisiana around like Charles just went through the mastery class the last master class Chad via I've got a couple of deal questions and then I'm, I would kind of I want to touch on something I'm running into when I'm making my calls. So basically, as I've got I'm representing a property through probate here in Louisiana, it's not called probate is called succession. Going through a session on dealing with the executive. The house sits on a point 0.8 acre lot. The adjacent lot is owned by the executor as her separate property. We have had several people wanting to buy the home but they want the house and the extra lot because the two really need to go together. Other, the executor has been advised by the attorney not to co mingle, you know not to put those two pieces of property on one contract. Because that one piece is her is her separate property. So we're actually working on all for the day, I'm gonna throw out what I suggested. And Chad, if you got a better idea, I just wanted to run by you. I suggest to do a one year lease purchase option on that extra lot give the buyer if he successfully closes on the house giving one year or one year lease with with the option to purchase for the set amount that she wants to go to law, and it'd be two separate transactions. So I'm hoping that there's a better way to do it, but by all means, that will work but my interpretation of this is the buyer has already made the decision and they're willing to close on it now. Right?
• 18:53
  Unknown Speaker: Correct.
• 18:55
  Unknown Speaker: And do they have cash to cover that or with it? need to be wrapped into the financing?
• 19:02
  Unknown Speaker: It needs to be wrapped in the financing. That's the
• 19:04
  Unknown Speaker: that's the problem. So that's why you're thinking. Yes. And you think their strategy is to refinance within the year, so they can wrap it into the loan, then we're like that. I don't bet. I don't know. I don't know if they want to do that. Or if they want to go get their own loan, I don't represent the buyer on this deal. And the buyer's agent is, of course, is the green agent. So she doesn't have a clue. She didn't even know what the lease option was until I had possibly suggested as a possible solution. The thing is, I've asked the executor originally, could we go because we have to purchase agreements. He's buying the lot from you. He's buying the house from the state, letting wrap it into his FHA loan as one loan, but she was advised against that from her attorney because she didn't want they didn't want commingle the two sales in the underwriter. I don't know if the FHA underwriter would let that fly anyways, I did. So here's your alternate options, your lease option will work, but it only serves the buyer if they can refinance in the next 12 months. So it's you know, it depends on their financial picture what their debt to income ratio is to it, you could be putting them into a lease option that you they might not ever be able to close on. The other thing is community banks. I mean, there's a lot of really healthy community banks right now. And they, you know, they've really tightened down there's not much happening in commercial real estate, but they still need to deploy capital. So a lot of times they will take, you know, 20% down and finance the land.
• 20:52
  Unknown Speaker: What's the value of the land?
• 20:54
  Unknown Speaker: Because it's a $15,000 loss.
• 20:58
  Unknown Speaker: Okay, and What's that? What's that? They're willing to pay for it. Yeah.
• 21:01
  Unknown Speaker: Yes. Yeah. They're willing to pay 15 grand to house. The house is listed for 130. And do they have any cash? I mean, they're doing FHA. They're going FHA and they're asking for all their closing costs. So I'm assuming that that is your seller needs to the 15 grand I'm guessing isn't life changing money for the seller, right? No, no. So I mean, the other alternative is you just just sell it to them separate on a contract for deed or owner finance, just straight out owner financing. And they don't, you can they can take zero percent down and make five you know, they could charge as high as 8% interest and just sell sell them land on a separate contract on a separate closing with separate financing and just separate it from your FHA because I think it is going to muddy the water for you. And rather than waiting waiting a year for a lease purchase, to see if they if they're going to exercise their option and actually If they can actually get financing, I think it serves everybody better to just go ahead and structure it as a completely separate contract with owner financed 100% owner financing, do 30 year amortization with a five year balloon at 8%. And you might even make a lower rate. I think eights probably going to be your max like prime plus prime plus five is going to be your purpose. But um, I think that's a cleaner way to do it. And everybody when your seller makes more money, your buyer doesn't have to go qualify for more debt. Even if this even if the home purchase is pushing their debt to income ratio up it won't matter because it's a private loan.
• 22:40
  Unknown Speaker: Sure, yes. Okay.
• 22:43
  Unknown Speaker: That way everybody gets what they want right now.
• 22:46
  Unknown Speaker: Okay, another another question. The I'm dealing with another, another probate or secession deal. It is a piece of property. It's about two and a half acres back Originally, it was a brother and sister inherited it from their father when he died back originally when he got back in the 80s that property probably wasn't worth $50,000 now it has turned in there's a commercial it's really been commercialized. Now this piece of property is worth of in my opinion between 375 to 400,000 probably 385 it's got a lot of cleanup needed
• 23:29
  Unknown Speaker: got in got into the deal started looking
• 23:33
  Unknown Speaker: you know, brother and sister inherited from their sister died and sister had a million kids and a couple of those kids are now dead t this is this just is stemming from 30 years of doing nothing so anyway I need for subscriptions done in these bills to clear this title up and I've got my my attorney I use all the time. He's willing to do the sessions and then not follow them. or not do not, you know, do the work, more or less get paid at closing and he'll file it. He'll file it with the court right before closing. So that that is fine. I've got that worked out, but I'm dealing with I'm dealing with about 14 people in this file. And I've got most of them ready to sail. And then I've got one one of the one of the sisters daughters is uh, so I guess it'd be a nice to my other owner. She thinks it's worth $750,000. And I know because I've got appraiser friends, I've called about this. And, you know, I've had some appraiser friends kind of caution me about that. He she's, you know, all two of them have said look, that you might want to steer away from that because that family has caused problems all up and down that road. All up and down that road. There have been lawsuits in the past with Family members over values. And so I've had two appraisers told me they've had to go to court with distant relatives of this family. So I'm kind of thinking at this point I, I mean, I can tell an amount of time that this has taken me I can tell $600,000 homes, or 10 hundred thousand dollar homes to this one deal. So what's your thoughts on that? Or what would you What would you recommend?
• 25:27
  Unknown Speaker: I would give it one chance.
• 25:29
  Unknown Speaker: I would I would call and talk to the contrary, and the one that thinks the value is way more than it actually is. Like a BPO or CMA or market absorption analysis, some analysis of value that you can share with them and say, you know, I'm, I've talked to appraiser friends, I've done my own research. Here's what the market says the value is and I understand you have a different opinion of value. We can't get on the same page then then we can't work. together. So I just wanted to talk and have a candid conversation. Are you willing to sell for market value? Or do you have to get the number that you that you have in mind and just be willing to walk away? Okay, we've had that conversation and she keeps coming back and forth. Well, I'm not going to be the holder but at the end of the day, here's where I feel like it's going if I sell it put it out there for market value and I have an investor buy it quickly then I gave it away in her eyes. Or if I sit out there and it doesn't fail quickly, then I don't know what I'm doing. I feel like I'm it's a catch 22 for me, with this lady. And what she is just basically asked me to sign off a closing fee that she's not your client, right? That is that is, she is She is just she has an inherited ownership interest on property
• 26:58
  Unknown Speaker: in order for No, it's funny, everybody
• 27:00
  Unknown Speaker: thinks it's worth a ton of money. Nobody has any money to spend on it could cuddle up. So I need all I was going to get all of them to sign my listing agreement, acknowledging that this is what we're going to list the property for, etc. Then I was going to have, I was going to have the title attorney, do succession work, have it ready to go. So when we got a buyer, we could file in the courthouse, he could get paid on the deal. You know, I was gonna have everything kind of in staging in a queue, ready to roll but she's saying she'll sign it, but I can tell it's hesitant and I feel like I don't want to say to feel like a good setup, but I'd be having my I don't know. What I was gonna suggest is just a listing at the end and it sounds like you you've already gone down that path. So I would write up a listing addendum that says, you know, all parties to this to this agreement, have reviewed agents recommended pricing or agent pricing recommendations. versus is a fair valuation for the property. And that everybody doesn't doesn't tend to sell something along those lines, you can work out the line between you and your broker. But it turns out it's kind of a commitment pledge and make it an addendum to the listing agreement. So if she does, if she does try something like that mid like once you're into the transaction, then you can just simply go to the attorney and the other family members and say, listen, she signed her name here. Is it giving us consent to market the property at this price? He basically destroyed her credibility. And you can I mean, I wouldn't say that this should be your objective. But if she decided to get up early, you can turn the rest of the family against her with the commitment that she made and sign her name.
• 28:47
  Unknown Speaker: And if she won't sign that addendum then just don't do it.
• 28:50
  Unknown Speaker: Sure, sure. Last one, and I'll be quick so I'm making my calls. And in Louisiana when when it gets filed at the courthouse. recession is finished, it's done. That's in less than a state has sustained too much debt that it can't cover. If there's substantial assets to cover the debt. It doesn't have to, it doesn't have to open it doesn't have to be advertised. You know, if all parties get or inheritance to the property, if all parties agree on who's gonna be an executor, whatever, and there's enough assets to cover any debt, or the estate goes before the judge in the chambers. He signs off on it just filed two sessions done. So when I'm caught making my calls, I'm sitting here telling them hey, you know, we've got a group of people that help with a family's going through succession here in Louisiana, or here in Southwest Louisiana. A lot of my rebuttal is, well, we've already done that we're done. You know, so I'm not catching them soon enough, or I'm not I need to reward it. I don't know. Quite how to reword it to let them know what I do. Yeah, so I guess my response will be when I can I can see how you might think that you're done with the legal aspects but what we find that especially here in the States, the legal aspects run alongside all the social challenges. But really where we help is where the legal aspects drop off, we help with the social side of it. So getting homes empty, helping family member find suitable housing, helping family members buy the home, the home into a rental, you know, helping you make for your family. Another aspect is again, there's a lot of every every single family solution is different because it's all based on their needs and their unique situation. So yes, be our state allows a much more efficient process for the most areas. So you've gotten the state of love, not part of it done. But have you really dealt with everything and this really settled in the family and what could use some help with because even if, even if you have a very efficient judicial process, That doesn't change the amount of stuff a human collect from their lifetime, or the relationship dynamic among the years and then not knowing what it's worth or who to call to get it cleaned out or who to do who just have do this or that they still have to struggle through those things just without court oversight.
• 31:22
  Unknown Speaker: All right, next up is phone number ending in 1783. You're up next. Hi, gentlemen. This is Devin Doherty with XP in Orange County, California. And I just sold my first estate property since I've been with with you guys and thank you so much for your coaching. It is a beachfront in Playa Del Rey. We listed it for 3.75 and we had multiple offers and sold it for 4.5. So I wanted to take that message. Hey, thanks so much. I wanted to take that message and run it up the mountain tops of what it's Attorneys want to hear and this is a this is this is a an attorney referral. So I want to figure out how I can leverage that that testimonial if you will or that strategy to you know people that want to hit a home run with their clients from an attorney perspective and and I'm trying to figure out what is the best strategy to take you know, kind of to run that up the flagpole, if you will. Just two things. One, is a blog post a video blog post, I'm guessing you have a great relationship with the family that you did that for. So I would, you know, see if they're willing to do a video interview with you or you're both on camera and just talk about with you talk about, you know, it was a way back through attorney john doe. And we, you know, this is how this one went kind of do like a brief case study of just, here's here's the solution. We pulled the other news, I'll smoothly everything went and just document that you have a probate website?
• 33:06
  Unknown Speaker: Not yet. No, I do not. Okay.
• 33:09
  Unknown Speaker: Well, you can do this. If you have a blog component team,
• 33:11
  Unknown Speaker: core website.
• 33:13
  Unknown Speaker: I've mainly just been on YouTube and Facebook, I don't have a central landing page, if you will, with all the videos, it's on my YouTube channel and on my, on my Facebook. Okay, where you can do it and you could you could do it just like YouTube and Facebook organic video, but the idea there each time you connect with an attorney or even before you connect with the attorney be able to drop a link to that so they can go see that and hear that story. The other thing would be putting together a one sheet, like a basically a one sheet summary of the same thing. So here's a picture of the house. Here are the numbers. Here's the timeline. And you know, here's the story, an attorney called me we did this for a lot more than we thought and then Have a testimonial in there from the family like a written testimonial. So when you're meeting attorneys, just have those with you. And so you know, here's this, here's one example that really inspired me to reach out to you today because look what a difference we made for this family and this attorney. And I'm happy to put this up in your offices what just as I did in his, or you can have a physical handout. It's kind of a case study with a testimonial.
• 34:25
  Unknown Speaker: And then you can have a video
• 34:27
  Unknown Speaker: that captures that same thing. It's very easy to share electronically through a text message. Just say, you know, listen, was by your office today, I missed you. Here's why I dropped by just helped this attorney with this deal. And I think that, you know, I think there's a lot more that we could do together and use the brief text message with that video and forget to watch it if it's if it's a two or three minute video. So watch that. And that's I mean, those numbers get attention, right? Yeah, I was. Well, you've got yourself an emotional high. Try to get the Get get both of those things in place you'll have lots of uses for them. You could also Yeah, you could use it as a second page and your lighters Mark things the other personal representatives
• 35:10
  Unknown Speaker: say you know
• 35:12
  Unknown Speaker: PS flip this page over and look at look at what we just did for this family and when I was like you can have a back page or a second page to each letter that you send to the families and just have that that that summary sheet with a photo of the house a photo the family a quote from them, like a testimonial quote, and then the timeline and the numbers and it's gonna mean it's gonna show equally as well. The family's going through this antastic speaking of handout, there was a there was a conversation with the attorney post acceptance about a providing me a bonus and then him wanting to split the bonus with me. And I don't know I don't know whether he was baiting me or or what but but I do use something called performance compensation, which allows me to escalate my comp based on the, you know, the success numbers that we hit for the client. And he kind of took that as an opportunity, I think to put his hand out into my commission because he's a licensed agent as well. Is that something you pre negotiate? Or I mean, how did that how do you how do you gracefully handle that and still get referrals down the road? My, my response would be, what does that look like? And I would play dumb. And yeah, if he'll reveal, reveal more about it to see what his angle is. I've never heard of it, and it throws a red flag for me. I would just want to hear him explain like, Tell me Tell me more. Right. Tell me what you had in mind. And let me get his burden to show you how it should be structured because like bonus is as a that was that's what threw the throws the red Like for me, right? a bonus? Yeah. Like we have the contract defines what, what, you know what the payment schedule is? So where's the bonus coming from?
• 37:10
  Unknown Speaker: Yeah, yeah, well, I think
• 37:13
  Unknown Speaker: let him reveal because and just like you said he may be, he may be fishing, he might be trying to trip you up. So make it make it his burden to explain and so roger that I really appreciate your help. And quite honestly, you know, the there's there's a direct correlation to the time invested on these calls to the ability to have the confidence in the moment. So thanks for that.
• 37:38
  Unknown Speaker: Well, thank you, Kevin. And
• 37:41
  Unknown Speaker: I'm sure you've done the math. It sounds like you've covered your leads and marketing expenses for the next 10 to 15 years. So it's all Yeah, well, by the way, this was this was not a lead from all the leads just so you understand, but, but the fact that I've been involved with the brain trust that you guys have and the amount of data All knowledge you have is has allowed me to expand my horizons. This is actually an LA County lead and I am in Orange County. I think the point is, is that knowledge is knowledge and knowledge is only as good as when is when it's applied. So yeah, I think the confidence that you guys have given me over the recent months to jump into this, it's just been phenomenal. All right, well said we really appreciate that. Thank you. Awesome. Well, that's that's a great, that's a great win. That'll be a tough one to top. Next one up is phone number ending in 6338. You're up next.
• 38:36
  Unknown Speaker: Hey, guys, Chad here out in California.
• 38:40
  Unknown Speaker: I wanted to ask, Hey, I want to ask a quick question. I got two questions for you. The first one has to do with the leads that come in from you guys. What I'm noticing is that the person listed as the personal representative, in some cases has not been given that authority by the courts. And at least that's what they're telling me. So for the sake of me, understanding how their number or their name is, is coming up as the personal representative. Where does that name come from? I mean, they're always involved in the process. But often is the case that they're waiting for the court to give them their authority. So when when we push the lead here, that means that they have petitioned the court for probate. So as soon as they petition that gets recorded, normally in a normal pre COVID environment, within a matter of the next week or the following, they will have their confirmation hearing, and there'll be issued letters of customer and then they have the authority and the official title of executor administrator fiduciary. But because of the judicial backlog created by the situation more and sometimes that there, there are delays And then there's not much we can do about it. The encouraging thing is courts are starting to, you know, hold virtual court parallel with physical court, they're moving toward night courts. So they're they're doing what they can declare that backlog. But for now, we're going to talk to the folks that are highly, highly motivated to move forward and wish they could sign a contract, but they can't. So what you can do is you can help them prepare for the sale, help them get the personal property stage and organized and, you know, deal with things like that. You can get a letter of intent signed a letter of intent and support, to sell or letter of intent to listen, just to get some sort of a mental commitment from them. It's not really legally binding, but it's, it's a commitment and just say, you know, listen, we're, we're, you know, we'd love to start today and help you guys. We're limited in what we can do. But for you know, we can we'll happy to go ahead and engage and do what we can. This is just a simple Letter of Intent to, you know, to document a relationship. And, you know, say we intend to be in an agency relationship whenever we can, whenever you have that authority, and in their mind, they'll be coming to you as their professional. So they're very unlikely to sign with somebody else. Because in their mind, like an L, a lot of business people is like, Yeah, whatever. It's another lie. to them. It's like, Oh, my gosh, he loves to compete with me, we have to live up to it, right. So that's about the best you can do, you know, move forward and document intent. And, you know, protect yourself against competition. And we're at the mercy of record.
• 41:38
  Unknown Speaker: Got it. That's kind of how
• 41:39
  Unknown Speaker: I thought it. It played out in the court. I just wanted to confirm that with you. Now, one, one follow up
• 41:44
  Unknown Speaker: to that. I
• 41:47
  Unknown Speaker: get my feet wet. I was in the mastery course last month and I'm calling folks and learning a lot of particular situation I've built rapport with an individual he wants to work with His specific situation is that the deceased had renters in the property. And the renters by all accounts have moved out. The house looks abandoned houses, broken windows, there's trash all around. None of the neighbors have seen them. But the renters are kind of savvy and they're saying not we still live there. We don't want you coming into the house. They're essentially demanding cash for tea. And this, the administrator is still waiting for his letter of authority that his hearing date isn't until mid July. Is there anything he can do at this point? He's afraid to make any move because, you know, they're stating that they live there even though they it's pretty obvious that they don't even want to get in trouble for trying to take possession of the house because, you know, these guys are going to file a lawsuit against him. I don't think he can file an eviction or do anything until he gets his Is authority? What are your thoughts on that particular situation?
• 43:06
  Unknown Speaker: They sign a lease, or is it implied?
• 43:11
  Unknown Speaker: No, they didn't sign a lease. It was it was Friends of the deceased. And they did live there at one point. But they, we think they've moved out. We know they moved out.
• 43:23
  Unknown Speaker: was money changing hands? No.
• 43:28
  Unknown Speaker: So they're not technically a tenant. Right? So there's no I mean, there there may be an implied lease agreement, but you might not be subject to landlord tenant law, because it was a friend living with a friend. Yeah, we definitely uh, especially considering the situation and with with with the way the courts and your state are handling this. I would certainly have an it's worth paying an attorney to navigate this because they could be trying to create liability for him if he tries to take recover the asset It turns in prove that you need to gain access to secure the property. The broken windows are really good reason for that, then that should be reason enough to if there's no my I don't know your state landlord tenant law as well as an attorney well, but the what's hopefully true is that you can prove that their safety and sanitary issues, gain access to the property change the locks and secure because there is no lease. There was no landlord tenant relationship. It was a friend living with a friend. And and so you certainly should have an attorney navigate this because you don't want to create a lot of drills and quit at home. But it sounds like we may be able to take action right now to protect the property. And they might be able to recover it without an eviction process because there was no actual landlord tenant relationship or lease. Yeah, I'm picking out an attorney. Yeah, go ahead. It's Bruce here. You should also find out what your personal property eviction limits are in your state. If they really are not in the house, if you could access to secure the property, you have to leave them away into the house, but you can otherwise secure the property, just leave one door with the same key, and then you could file a personal property eviction, which, which would allow you typically 10 days depending on state law, typically 10 days, sometimes it's a little bit longer and evict the personal property, if you know that they're not there. Okay, now, once he has granted his authority, he'll be able to start the eviction process if that's necessary, right. You'll still have the authority to do that.
• 45:50
  Unknown Speaker: Well, depends on what the
• 45:56
  Unknown Speaker: climate is in your work. You're in California.
• 46:00
  Unknown Speaker: Yeah, I'm in California and it's pretty, it's pretty rough on my mortgage out here. So, aside from the moratorium through September, right, right, and so I'm just I understand the corona throws a curveball, the whole thing but I just want to get my head wrapped around what the personal representative can do Coronavirus aside.
• 46:22
  Unknown Speaker: Yeah, normally,
• 46:24
  Unknown Speaker: yes, they would have the authority to do that. If it weren't and this environment but I think you have an eviction more pretty hardline eviction more Korean food September at least. And I wouldn't be surprised if California following some some citizen municipalities a lot. It's been about well beyond a year
• 46:45
  Unknown Speaker: through That's why,
• 46:47
  Unknown Speaker: especially in this environment, he has need an attorney to help you navigate it. Because there's so much as upside down right now and you don't want him
• 46:55
  Unknown Speaker: you don't want to use yesterday What worked what worked well,
• 46:58
  Unknown Speaker: three months ago. It's quite honestly be illegal and create a bunch of liabilities right now. Hey, Chad, I know you have you have mastery at two o'clock. Correct. So you want to take a couple more you can do at least a couple more calls correct.
• 47:11
  Unknown Speaker: I'll leave it with you guys. I'm gonna go get set up.
• 47:15
  Unknown Speaker: I can we have got time for one more. Next up is phone number ending in six seven to zero. You got
• 47:23
  Unknown Speaker: it, y'all. Yes sir. Can you hear me? Okay guys?
• 47:26
  Unknown Speaker: Yeah, looks like you may be the last caller of the week. Yes, sir.
• 47:30
  Unknown Speaker: All righty. Well, I'm brand new. I'm Larry in California. I do not have a licensed real estate license. And I don't have anybody to work with yet. But I see a way that I can be of service and kind of follow Chad's philosophy of offering service to people in the community. And I'd like to get started. So my question is, is it too early for me to go ahead and send out letters and kind of learn Learn. I mean, just get started, do something that makes sense and get started and see if I can't just learn as I go here and that that's my question
• 48:12
  Unknown Speaker: number two, so you
• 48:15
  Unknown Speaker: know, God is better than perfect.
• 48:19
  Unknown Speaker: Okay, you're gonna be able to go ahead, Jim.
• 48:24
  Unknown Speaker: But I'm good. Okay.
• 48:28
  Unknown Speaker: So if I send the letters, then and then just basically following the program, the way that I've seen other successful or heard about other successful people doing it, I will go ahead and just begin to put that team together on a kind of an as needed basis, I suppose. Is that kind of the way that would be the wisest way for me to approach here? Yeah, so I
• 48:56
  Unknown Speaker: I didn't know you're the one who said Go ahead. No,
• 49:01
  Unknown Speaker: Okay, so I would, I would go ahead and start working on the team now. You don't have to have the team completed to start sending the letters. The letters and mailbox motivator, are editable. So as you add team members, you can actually add content and add different solutions into those letters. So let's say that you don't have attorneys yet or you don't have a contractor yet. You don't have to tell them in the letter that you have a contractor but it's pretty easy to find handyman easy to find House Cleaners, it's easy to find clean out crews, things like that. So anything that you know that you can find quickly, go ahead and offer those services. Otherwise, simultaneous to the letters going out and marketing the call. You're also going to be actively seeking your team members.
• 49:54
  Unknown Speaker: Beautiful
• 49:56
  Unknown Speaker: steps. All right. Perfect, good state aid. Be seated. First, we got two more in the queue. And I know Chad's got to go up. You got you have time to handle them with me. Correct. I'm good. Yep. All right. All right. Thanks so much, guys. Hi. Next up is phone number ending in 0229. You're up next. Hi, this is Graziano. My question is pretty simple. It's more related to the leads that we have receiving. I noticed that the several times I have the same person are represented representative named several times two three times with the same outdoor name, same diseases, but different case numbers. I would like to understand more this particular case.
• 50:57
  Unknown Speaker: That's what I've never heard Jim. I know already has a
• 50:59
  Unknown Speaker: Oh, you had? I heard it a couple of weeks ago. I heard it a couple of weeks ago. And we were trying to figure out what that was somehow.
• 51:13
  Unknown Speaker: Somehow
• 51:15
  Unknown Speaker: what it seems like is probate was not opened properly. And and then there were some corrections made with the courthouse. That's what we thought that it was. And so it would show up twice.
• 51:30
  Unknown Speaker: I haven't heard of it happening three times.
• 51:33
  Unknown Speaker: and gentlemen, oh, you You said that you haven't had that right.
• 51:37
  Unknown Speaker: Now? Yeah, I mean,
• 51:38
  Unknown Speaker: just just to talk most specifically number I'm chasing the 100 police per month on Oregon, Orange County, Florida, that the number is 200. But uh, yeah, but the least one two. Let's see seven eight names with these type of situations. Such times the multiple car, it's the same over definitely going to check. But there are five examples with situation like that.
• 52:12
  Unknown Speaker: Yeah, same Uri, same
• 52:16
  Unknown Speaker: name, the two times, same autonomy, same disease, but two different cases. And one lease, let's say if named just one time of our mocks. And the odds are that you're dealing with either you will also say, I can write an email to the support and give the practical cases. Yeah, can you can this go? Yeah, you can do that. But the bit truthfully, the odds are that you're either dealing with this clerk that opens open probate improperly or an attorney that maybe open probate and properly and they're going back and doubling, doubling up their work which which would happen, which would be a good explanation if if it's a different case number.
• 53:05
  Unknown Speaker: Yeah, that makes sense.
• 53:06
  Unknown Speaker: And like you said, Sir, if you if you have a query or a question, if you see it happening multiple times just going to send a ticket to support it all leads and we'll take a look at the data, but chances are it's being refiled. It's the same case being recalled. It's not unusual to have an attorney obviously, do many cases, but most most people are not an executor multiple times in the same month on different properties. So something's going on there. So you know if it keeps happening, just send it to us and we'll look into it. looks up looks like last up this week is phone number ending in 0727. Europe last. So this is Jay Hawk in Dallas, Texas. of last names Johnson. How are you guys doing today? Doing great. How are you? Good. Jay has they everything's going well. A man a My question is really harping on to hurt Before I had a job in a cubicle, we were talking about social media, how to use it to to belong with our list and I was like, Oh damn, I missed that. Alright, so, so let me digest this a little bit guy. So what I'm seeing is, I'm great with social media. I love it. I love that whole idea. And I'm not far from the probate courts here in Dallas, or even the comfy clerks where I'm not far at all I'm like from where my city but so what I'm saying is Click Funnels, or do you recommend using Click Funnels as a way to do they don't Facebook with the video and then a link to another clickfunnels page or, or maybe put this on YouTube as you know, and that habit
• 54:49
  Unknown Speaker: unlinked,
• 54:50
  Unknown Speaker: and put it there and then still have a way to get people to your, I mean, so I'm brainstorming here, obviously some direction
• 54:59
  Unknown Speaker: as you go He's on
• 55:00
  Unknown Speaker: whether you're really into this, if you're playing this, you're playing the short game, or the long game. If you're playing the long game you're using use Click Funnels or, or if you don't have a Click Funnels account already, you could just use Facebook forms. So lead forms, either one of those are fine, but if you're playing the long game, ideally, what I like to have people do is record a video or two that you're dropping in front of that audience that really doesn't have high call to actions. Your goal with those shorter videos is just to get views. And then you retarget to people that you use that use that video with your lead forms. So you could use Click Funnels lead pages a website or for free just use Facebook, lead forms, but you want to you want to make a very compelling call to action. So whatever that is, maybe they've seen A video or two from you and now you're giving them a call to action so for your
• 56:05
  Unknown Speaker: free home value or for
• 56:09
  Unknown Speaker: to find out how much your home is worth so some sort of a call to action like that driven into your your Click Funnels or your Facebook leads form. Okay, I was wondering about I do have a I started a YouTube page with that the whole you know with different tips gentleman sold
• 56:29
  Unknown Speaker: things like this. So I've started
• 56:32
  Unknown Speaker: almost got 100 subscribers, right?
• 56:37
  Unknown Speaker: Yeah. However still,
• 56:39
  Unknown Speaker: again, I guess it really depends on whether it's the short game or the long game you need to you probably need to capture some leads recapture some leads with an additional opt in at some point. But I would certainly start with something where you're just going for brand awareness and credibility building and you're not necessarily putting it behind the gate.
• 57:01
  Unknown Speaker: Gotcha.
• 57:01
  Unknown Speaker: All right. All right. Thank you guys so very much. I'm gonna hop on over to mastery now. Yeah, you're a minute late for mastery, and we don't want anybody else waiting. We made it through all the callers. This was a great timing. Bruno, very much. Thank you for your help. Thank you. I think I want to thank all 200 of you that showed up today, I want to particularly thank those that that actively participated. And I want to end this call like I always do, I want to challenge each of you. Take one idea, one thought, one thing that inspires you on this call, go out and put it into practice and come back next Thursday and share the 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 care. Thank you. Thank you.