Latest / All The Leads Mastermind Podcast / Half a Million Gross Profit Wholesaling Probate Real Estate | 2021 Marketing Optimization | Episode #309

Transcript

Half a Million Gross Profit Wholesaling Probate Real Estate | 2021 Marketing Optimization | Episode #309 · All The Leads Mastermind Podcast

• 0:00
  A.I. Voice Narration: Welcome to the Probate Mastermind Podcast.
• 0:03
  A.I. Voice Narration: These episodes are recorded live once a week and are hosted by the AllTheLeads.com coaches.
• 0:08
  A.I. Voice Narration: Agents, investors, and wholesalers join the coaches each week for everything from marketing tips, sales, psychology, live deal analysis, transaction engineering, advanced real estate strategy and personal development.
• 0:20
  A.I. Voice Narration: You will learn to get more listings, more deals and find financial freedom by listening to these episodes.
• 0:25
  A.I. Voice Narration: Be sure to catch show notes at AllTheLeads.com/podcast and join our free Facebook mastermind community:
• 0:32
  https: //facebook.com/groups/AllTheLeadsMastermind
• 0:33
  Jim Sullivan (Host/Coach): Welcome to our incredible agents and investors from across the country.
• 0:39
  Jim Sullivan (Host/Coach): Today is Thursday, January 7th . And this is a mastermind podcast.
• 0:45
  Jim Sullivan (Host/Coach): Number 309.
• 0:47
  Jim Sullivan (Host/Coach): Earon Bevans.
• 0:48
  Jim Sullivan (Host/Coach): If you're on the call, just hit star six and hit one.
• 0:51
  Jim Sullivan (Host/Coach): We had one of our long-term subscribers wanting to give us a great success story.
• 0:55
  Jim Sullivan (Host/Coach): In the meantime, we do have two people in the queue.
• 0:58
  Jim Sullivan (Host/Coach): We've got plenty of room for more guys, please don't be shy.
• 1:02
  Jim Sullivan (Host/Coach): I know we took a couple of weeks off, but hopefully you all were working and you have some challenges, some success stories, some ways that we can help you.
• 1:10
  Jim Sullivan (Host/Coach): So we do have three in the queue now.
• 1:11
  Jim Sullivan (Host/Coach): That's great.
• 1:12
  Jim Sullivan (Host/Coach): So let's go ahead and go to our first caller.
• 1:15
  Jim Sullivan (Host/Coach): First up this week is phone number ending in four, four two eight.
• 1:20
  Jim Sullivan (Host/Coach): You're up first.
• 1:21
  Jim Sullivan (Host/Coach): Hey, this is Tim.
• 1:22
  Jim Sullivan (Host/Coach): Just to have a quick question.
• 1:23
  Jim Sullivan (Host/Coach): I'm relatively new.
• 1:24
  Jim Sullivan (Host/Coach): I started sending out my series of three letters and following them up with phone calls.
• 1:30
  Jim Sullivan (Host/Coach): I was just curious, do many people.
• 1:32
  Tim: What's the experience of folks in terms of getting calls from the letters versus, the outbound calls that you make success one versus the other.
• 1:41
  Tim: Yeah.
• 1:42
  Tim: Great question.
• 1:43
  Tim: Tim, do you have any stuff?
• 1:44
  Tim: I will tell you that it's a one-two combination.
• 1:47
  Tim: If you do one without the other, you're not going to get as good a results.
• 1:51
  Unknown Speaker: The letter is an icebreaker, so it's less of a cold call when you pick up the phone.
• 1:55
  Unknown Speaker: But I think even the best marketers will tell you, if you get a two to 5%.
• 2:01
  Unknown Speaker: Response rate on an unsolicited letter, you're probably doing well, but the combination of sending that letter and following up with the phone call is what works.
• 2:11
  Unknown Speaker: And I will tell you, we do have people in less competitive markets that don't even pick up the phone.
• 2:16
  Unknown Speaker: They do extremely well with the mail, but if you're in a competitive market there probably are other realtors and investors that are sending them letters.
• 2:25
  Unknown Speaker: We try to help you make yours distinctive enough that it'll stand out, but you do have to follow up with the phone call, Bruce and Tim.
• 2:32
  Unknown Speaker: Anything you want to add to that, please?
• 2:34
  Unknown Speaker: I have I have a pretty lengthy answer, unfortunately, but no, that's fine.
• 2:38
  Unknown Speaker: This is going to be a good opportunity for a lot of people to pick up some knowledge on mail and calls specifically the combination, as Jim mentioned, it does depend on the market that you're in and how competitive it is in my market.
• 2:50
  Unknown Speaker: I have to do pretty much six mailings minimum.
• 2:54
  Unknown Speaker: Three and people aren't quite ready to to make a decision.
• 2:58
  Unknown Speaker: And then they have about three months to forget who I am.
• 3:01
  Unknown Speaker: If I ended it, if I end my mail and call sequence at three and it's also competitive.
• 3:06
  Unknown Speaker: So there's a lot of mailbox noise in my market.
• 3:09
  Unknown Speaker: If I were only going to do letters and no calls, I might convert.
• 3:15
  Unknown Speaker: A half a percent on my list.
• 3:17
  Unknown Speaker: Whereas the combination is the most powerful thing.
• 3:20
  Unknown Speaker: So what ends up happening in a lot of markets?
• 3:23
  Unknown Speaker: The more rural, less competitive markets are definitely an exception to this, but a lot of markets.
• 3:28
  Unknown Speaker: The people that have not answered your calls for several months around month four, they start to pick the phone up and they start to say something like this.
• 3:37
  Unknown Speaker: They start to say, Hey Tim, I didn't mean that to have been to have not responded to your last couple of voicemails.
• 3:44
  Unknown Speaker: I have been getting your letters and voicemails, and I've been meaning to call you.
• 3:49
  Unknown Speaker: And that's what a lot of people are hearing is month four.
• 3:52
  Unknown Speaker: I've been meaning to call you now.
• 3:55
  Unknown Speaker: I don't know if those people ever would have called, had you not called them.
• 4:00
  Unknown Speaker: But at least you can get that kind of foundation of a conversation started where if they say that it's a pretty easy conversion at that point, you just simply say, Hey what were you going to call me about?
• 4:11
  Unknown Speaker: And and just let them talk.
• 4:13
  Unknown Speaker: And usually it turns into an appointment, but I don't find that conversation happens for about four months.
• 4:19
  Unknown Speaker: Yeah.
• 4:19
  Unknown Speaker: The the people that are going to answer, people basically fall into one of two categories.
• 4:24
  Unknown Speaker: They either answer an unknown number or they don't answer an unknown number.
• 4:28
  Unknown Speaker: I happened to be in the latter.
• 4:30
  Unknown Speaker: I don't typically answer unknown numbers.
• 4:32
  Unknown Speaker: So for me, I'm going to need to hear from you for several months before you build up credibility.
• 4:39
  Unknown Speaker: And the other thing is your competition.
• 4:41
  Unknown Speaker: They're all pretty much dropping out of they're dropping out of the marketing and prospecting cycle around that second or third month.
• 4:50
  Unknown Speaker: So extending that a few extra months is going to give you time without competition while that is deciding on what to do with real estate.
• 4:57
  Unknown Speaker: Okay.
• 4:58
  Unknown Speaker: What, in terms of the leads that I'm getting early it's and I'm looking at the dates of death and the dates that the probate was filed.
• 5:05
  Unknown Speaker: What is there an ideal time to.
• 5:08
  Unknown Speaker: Sometimes I worry that calling too early is too fresh and too emotional.
• 5:13
  Unknown Speaker: What's the best timeframe to differ from the day to death to, to start making calls.
• 5:18
  Unknown Speaker: I'll start with that.
• 5:20
  Unknown Speaker: If you don't mind, Bruce, I.
• 5:21
  Unknown Speaker: It's funny, the biggest complaint that, or concern that I hear, I originally the first three, four years of this company, I was the sales team and we hired a great team of people.
• 5:31
  Unknown Speaker: And the biggest concern I used to hear was all, I don't want to be an ambulance chaser.
• 5:35
  Unknown Speaker: I don't want to bother people, right after they had a loss in the family and what I always reminded people.
• 5:41
  Unknown Speaker: On average, it's somewhere between three and four months.
• 5:46
  Unknown Speaker: I think it's an average of about three and a half to four months between the date of death and the family filing the probate.
• 5:54
  Unknown Speaker: Chances are by the time they hired an attorney, they go down, they filed a probate, they do the paperwork, necessary.
• 6:01
  Unknown Speaker: They're, they're still maybe grieving, but they're probably past the grief enough that they've made the business decision that they need to deal with this.
• 6:08
  Unknown Speaker: So it's certainly not, like you're seeing a death notice in the paper and you're calling them, a few days later.
• 6:13
  Unknown Speaker: So it all the time I was doing this, I never had anybody call me that, ambulance chaser.
• 6:19
  Unknown Speaker: I know we've had half a dozen people, say it happens, but it's like getting struck by lightning.
• 6:25
  Unknown Speaker: It's probably the exception to the rule.
• 6:27
  Unknown Speaker: Would you agree with that, Bruce?
• 6:28
  Unknown Speaker: Oh, I completely agree.
• 6:29
  Unknown Speaker: I think that most people aren't going to be that upset.
• 6:33
  Unknown Speaker: A lot of it depends on your approach on the phone.
• 6:36
  Unknown Speaker: If you call and say, Hey, I literally had this happen.
• 6:39
  Unknown Speaker: I had a competing agent that I do, and one of his neighbors died and he walked in cross the street during the wake during the week, knocked on the door.
• 6:51
  Unknown Speaker: Family member comes to the door and he said, I guess you're going to be needing me soon.
• 6:55
  Unknown Speaker: And he handed his business card.
• 6:57
  Unknown Speaker: Now, none of us would do none of that.
• 6:59
  Unknown Speaker: None of us on this call would do that, but there are techniques on the phone that are a little bit more abrasive than others that you probably want to avoid that.
• 7:09
  Unknown Speaker: Hey, I'm calling to see if you want to sell the house immediately, but if you call and you can summarize what you do and that I have a local service.
• 7:18
  Unknown Speaker: That really concentrates on helping family members who've recently lost someone navigate through the Tufts process of probate.
• 7:26
  Unknown Speaker: And listen, I don't know if what I'm offering is going to benefit you or not.
• 7:30
  Unknown Speaker: Can we talk for maybe 30 seconds and let you decide if it's worth the further conversation?
• 7:35
  Unknown Speaker: I don't know anyone that would get mad at that.
• 7:38
  Unknown Speaker: I've never had anybody get mad at that.
• 7:40
  Unknown Speaker: So a lot of it depends on your approach.
• 7:42
  Unknown Speaker: If you come very empathetically and talk about a service that helps family members who've who are going through a tough time navigate through this, why are they going to get upset?
• 7:52
  Unknown Speaker: Even if it's only been two weeks since.
• 7:55
  Unknown Speaker: Okay.
• 7:56
  Unknown Speaker: Yeah.
• 7:56
  Unknown Speaker: Concern probably is unfounded.
• 7:58
  Unknown Speaker: Yes.
• 7:58
  Unknown Speaker: On my part.
• 7:59
  Unknown Speaker: Yeah, let me add one other thing to what Bruce said, cause he's right on the money.
• 8:02
  Unknown Speaker: This is Tim.
• 8:03
  Unknown Speaker: The other thing I would add is that when you mail out and you're doing it over a two, three month period, and you're starting that process, you're making the assumption, as Bruce said, there, there may be holding on to one or more.
• 8:14
  Unknown Speaker: Of your letters or they might pass it the first time it comes in and maybe the second time they look at it and go, I've seen that before.
• 8:20
  Unknown Speaker: And we all unconsciously respond to some subliminal things that come out.
• 8:25
  Unknown Speaker: So they're going to eventually, if they don't do it the very first time and we do a really good job of.
• 8:30
  Unknown Speaker: Making sure that we get great open rates and it's all anecdotal because we hear about that.
• 8:35
  Unknown Speaker: And there are people literally who get calls from their first mailing and, they get listings or they're able to purchase property from their very first mailing.
• 8:43
  Unknown Speaker: And it definitely happens.
• 8:45
  Unknown Speaker: And we hear about it, every month somebody, often calls in and says, I couldn't believe it.
• 8:49
  Unknown Speaker: I sent my first letters out.
• 8:50
  Unknown Speaker: We heard somebody last week.
• 8:52
  Unknown Speaker: Two opportunities in their first failing, we got a letter from a customer and they were so excited, but more importantly, the other thing you might want to consider doing is in one of your mailings include a tri-fold brochure that talks a little bit more.
• 9:05
  Unknown Speaker: You can do a good bit more with it.
• 9:07
  Unknown Speaker: It also gives the mailing itself a little bit more volume in terms of the size of the envelope.
• 9:14
  Unknown Speaker: And it, the more there is inside that, the more often it's going to get open that we.
• 9:19
  Unknown Speaker: We work closely with the postal service.
• 9:21
  Unknown Speaker: So we know how sick we can make it without getting over the cost numbers where it doesn't drive the cost out of the stratosphere to get that done.
• 9:29
  Unknown Speaker: So if you haven't considered getting a tri-fold and you're getting serious about mailing, that's something you ought to talk to our team about and they'll help you put something like that together as well.
• 9:38
  Unknown Speaker: Then they've got that brochure to look at as well as your letter.
• 9:41
  Unknown Speaker: And they know you're curious.
• 9:42
  Unknown Speaker: They know you're not just trying to hustle them.
• 9:44
  Unknown Speaker: Okay.
• 9:44
  Unknown Speaker: That was great.
• 9:45
  Unknown Speaker: Awesome.
• 9:46
  Unknown Speaker: And Tim, we haven't talked about the tri-fold brochure recently.
• 9:49
  Unknown Speaker: We're getting off of your original question, but you can also use that tri-fold.
• 9:53
  Unknown Speaker: To go up well to go out and get some attorney business, say to an attorney, I know you're not allowed to market.
• 9:59
  Unknown Speaker: We, I, out of the probate leads I get every month, probably 25% of them don't have an attorney.
• 10:04
  Unknown Speaker: Would you know, would you mind if I said, Hey, if you're looking for a good attorney and put his name on there and, make it a reciprocal agreement, if I'm going to do that, would you please, keep me in mind and you don't want to do this with every attorney, but.
• 10:16
  Unknown Speaker: See who the player is in your market and go out and pitch him on on referring business back and forth.
• 10:21
  Unknown Speaker: And you can use that tri-fold to do that.
• 10:23
  Unknown Speaker: We've had a number of agents that have been very successful doing it that way.
• 10:26
  Unknown Speaker: So the attorney.
• 10:27
  Unknown Speaker: Yeah, it's true.
• 10:29
  Unknown Speaker: And I, now I'm taking us even further down this we're not only talking about attorneys.
• 10:34
  Unknown Speaker: We have team members that work closely with us in our local markets like contractors financial advisers, handyman insurance agents.
• 10:44
  Unknown Speaker: They could.
• 10:45
  Unknown Speaker: Also go into brochures and onto letters.
• 10:49
  Unknown Speaker: And a lot of times, if they're getting any kind of return at all, a lot of times they're willing to help us offset the cost of our mail.
• 10:56
  Unknown Speaker: So I'll go to take a financial advisor for example.
• 11:00
  Unknown Speaker: And I'll say, look, I'd like to give you a testimonial, brag you off on pursuing leads like this.
• 11:06
  Unknown Speaker: And a lot of them are inheriting money and.
• 11:08
  Unknown Speaker: Need to know what to do with it.
• 11:09
  Unknown Speaker: Can I can I put you on my brochure?
• 11:11
  Unknown Speaker: Can I put a card inside of my mailing?
• 11:14
  Unknown Speaker: And either you can say, if it works, help me offset the cost of that mailing, or you can say, and this is a, this is key for my attorney relationship.
• 11:24
  Unknown Speaker: So I go to the financial advisor and offer to do that.
• 11:26
  Unknown Speaker: And then I'll say, I don't want anything in return.
• 11:29
  Unknown Speaker: All I'm going to ask for is that the best financial.
• 11:33
  Unknown Speaker: Our estate planning attorney or to that, would you introduce me?
• 11:37
  Unknown Speaker: That's how I get a lot of my attorney introductions from the financial advisors that are referring them every day.
• 11:44
  Unknown Speaker: And then I offer the advisor something of value and ask for an attorney introduction in return.
• 11:50
  Unknown Speaker: But.
• 11:50
  Unknown Speaker: There's ways to, to use putting people's information in these brochures and into your mail to either offset your mail or leverage those for other connections that you need.
• 12:00
  Unknown Speaker: That's great.
• 12:01
  Unknown Speaker: That's great.
• 12:02
  Unknown Speaker: All right.
• 12:03
  Unknown Speaker: Excellent.
• 12:03
  Unknown Speaker: We hope that helps.
• 12:04
  Unknown Speaker: Any other questions, Tim?
• 12:05
  Unknown Speaker: No, we're good.
• 12:06
  Unknown Speaker: Thank you.
• 12:06
  Unknown Speaker: All right.
• 12:07
  Unknown Speaker: Thank you, sir.
• 12:07
  Unknown Speaker: Great question.
• 12:08
  Unknown Speaker: And it led to a lot of good conversation.
• 12:10
  Unknown Speaker: We have three more in the queue guys.
• 12:13
  Unknown Speaker: We do have plenty of room for more, just hit star six and hit one in the meantime.
• 12:17
  Unknown Speaker: Next up is phone number ending in three 63.
• 12:21
  Unknown Speaker: You're up next.
• 12:22
  Unknown Speaker: Good afternoon.
• 12:23
  Unknown Speaker: Good afternoon, Barbara, how are you?
• 12:25
  Unknown Speaker: Fine.
• 12:26
  Unknown Speaker: Happy new year.
• 12:27
  Unknown Speaker: Hey question.
• 12:29
  Unknown Speaker: My question has to deal with when you're cold calling.
• 12:33
  Unknown Speaker: I have been sending out the first and second letters.
• 12:37
  Unknown Speaker: And I get, I feel a little awkward when I'm calling about the spouse, because I don't know as to whether or not they're planning on staying in the house or, if they're planning on selling it and in most situations that I've come across, they've said that Yeah.
• 12:59
  Unknown Speaker: They're not doing anything.
• 13:01
  Unknown Speaker: Is there something that I can say other than the fact that I've noticed that their spouses deceased?
• 13:09
  Unknown Speaker: Sure.
• 13:10
  Unknown Speaker: And tell me when to go first on this one.
• 13:11
  Unknown Speaker: Go ahead.
• 13:12
  Unknown Speaker: Or do, or I dunno, I met Bruce.
• 13:14
  Unknown Speaker: I'm sorry, Tim.
• 13:15
  Unknown Speaker: Did Tim, did you have a comment or, okay, Bruce, go ahead.
• 13:18
  Unknown Speaker: Go ahead.
• 13:19
  Unknown Speaker: So the if you lead it and with empathy and you let people know, as I kinda mentioned to Tim on the last caller, that you let them know that you have a service that specifically helps families go through the waters, navigate the waters of probate and add, and then.
• 13:38
  Unknown Speaker: What I do is I let that lead me into my elevator pitch, which is essentially where I hit anything from repairs and maintenance to personal property.
• 13:47
  Unknown Speaker: I keep it relatively short.
• 13:49
  Unknown Speaker: And what I'll do is just turn the conversation over to them.
• 13:52
  Unknown Speaker: If they say, Hey, no, we have everything handled.
• 13:55
  Unknown Speaker: We're not doing anything.
• 13:56
  Unknown Speaker: I know that I've been empathetic and I'll just use that.
• 14:00
  Unknown Speaker: To ask my real estate question after validating them.
• 14:03
  Unknown Speaker: One of, one of the biggest things that we need to know when we are prospecting is when somebody hits you with an objection and you handle it because we all want to handle objections.
• 14:15
  Unknown Speaker: We all want to handle the resistance that they give us by handling their resistance.
• 14:20
  Unknown Speaker: All a lot of times we're really proving is that we're a better argue or than they are.
• 14:24
  Unknown Speaker: We don't always win the argument.
• 14:27
  Unknown Speaker: So if they hit me with resistance, I will go about validating their objection or their resistance before I'll try to handle it.
• 14:35
  Unknown Speaker: So you validate you say, Hey, I completely understand.
• 14:38
  Unknown Speaker: I'm glad to hear you have everything handled.
• 14:41
  Unknown Speaker: I'm glad to hear that you're not doing this or not doing that.
• 14:44
  Unknown Speaker: Let me give you my name and number and that way you have a way to call me.
• 14:47
  Unknown Speaker: And then you let you flip after giving the validation, you flip over and say, and if you don't mind my asking, do you guys know what you were going to do with the real estate or are you, is that still in limbo?
• 15:00
  Unknown Speaker: Okay.
• 15:00
  Unknown Speaker: So I'll pretend like they weren't even objecting to the real estate sale.
• 15:05
  Unknown Speaker: I'll circle back around and re-ask that again?
• 15:08
  Unknown Speaker: Okay.
• 15:08
  Unknown Speaker: And Barbara, Chad is not here today.
• 15:10
  Unknown Speaker: He always quotes this statistic and I think it's something like 82% of all Americans plan on dying in their home, but less than 12% do so that surviving spouse may have really good intentions.
• 15:23
  Unknown Speaker: But especially if it's a widow, Chad always tells a story or two to, from his own business where.
• 15:29
  Unknown Speaker: No way I'm going to, I'm going to die here.
• 15:31
  Unknown Speaker: I don't need anything.
• 15:32
  Unknown Speaker: And he said, not a property, there may be things that come up and remember, they, it might be her first winter in the home.
• 15:38
  Unknown Speaker: She might not be up for the maintenance, the upkeep.
• 15:41
  Unknown Speaker: And anyway he had one like that.
• 15:43
  Unknown Speaker: He left a brochure and then just.
• 15:45
  Unknown Speaker: Months later, the surviving spouse had a stroke and their family members found the brochure pinned up on the refrigerator and said, come out and list the house so that's when you want to treat more like a long-term lead, but, just to adopt them, Oh, you're welcome.
• 15:59
  Unknown Speaker: Adopt them into your sphere of influence and just treat them like a past clients or a sphere and keep in touch and see how you can help them.
• 16:06
  Unknown Speaker: Alright appreciate it into my Tim.
• 16:08
  Unknown Speaker: We lost.
• 16:09
  Unknown Speaker: Go ahead, Barbara.
• 16:09
  Unknown Speaker: Did you have another question?
• 16:10
  Unknown Speaker: Go ahead.
• 16:11
  Unknown Speaker: Yeah, I was just going to say I just sent some letters out from December, got a call this week from a gentleman who said that I was the only one that has sent him a letter.
• 16:25
  Unknown Speaker: He was struck by my professionalism.
• 16:28
  Unknown Speaker: He really liked.
• 16:30
  Unknown Speaker: The letter a lot.
• 16:31
  Unknown Speaker: And I can't help feeling too that the fact that I hand write all the on envelopes because they I feel that people are going to open that more often than if it's, a label or whatever.
• 16:48
  Unknown Speaker: And I'm.
• 16:49
  Unknown Speaker: I'm getting there.
• 16:50
  Unknown Speaker: Good, good.
• 16:51
  Unknown Speaker: You definitely are.
• 16:52
  Unknown Speaker: I remember from day one when I spoke to you've always had a great attitude and it's it's a process and you're following the process.
• 16:58
  Unknown Speaker: Keep up the great work and go get that list and come back and let us know.
• 17:01
  Unknown Speaker: And then Tim, I think we lost you for a minute.
• 17:03
  Unknown Speaker: Tim, you had a comment also, correct?
• 17:05
  Unknown Speaker: Yeah.
• 17:06
  Unknown Speaker: Yeah.
• 17:06
  Unknown Speaker: And that was from the previous call, but I'll actually comment on what she just said as well.
• 17:11
  Unknown Speaker: It's important to realize that when we do the mailing for you, we don't use the labels.
• 17:16
  Unknown Speaker: And we have written our own specific software that not only uses custom fonts that we've created to do what we do to print the letters, but.
• 17:26
  Unknown Speaker: They don't look like everybody sends letters out.
• 17:29
  Unknown Speaker: You can get them all the time in the mail that has a script font on them and they look crappy and, nobody wrote those, but we've not only use our own handwriting for lunch.
• 17:38
  Unknown Speaker: We actually form each letter differently than the rest of them on there.
• 17:42
  Unknown Speaker: We print them at a sort of a skewed work angle.
• 17:45
  Unknown Speaker: They definitely appear handwritten.
• 17:47
  Unknown Speaker: And the same thing with anything that we put on them.
• 17:50
  Unknown Speaker: If it's designed to look like it was written by hand, ours look written by hand.
• 17:54
  Unknown Speaker: And they're indecipherable from being that way when we're really proud of what we do with that.
• 17:58
  Unknown Speaker: If you're doing one or two of them you may not want to, you may not want to have us do it, but.
• 18:03
  Unknown Speaker: We have customers, literally who, and that's the one thing you got to realize.
• 18:06
  Unknown Speaker: We are willing to do this as a short run.
• 18:09
  Unknown Speaker: We're here to help you.
• 18:11
  Unknown Speaker: We've got customers who do one and two letters a month after their third month, they work their list down.
• 18:17
  Unknown Speaker: And let me have started with 50.
• 18:19
  Unknown Speaker: And by the end of the third month, they're only working a couple of people and, we mailed those out for them.
• 18:23
  Unknown Speaker: And they'll start with 50.
• 18:25
  Unknown Speaker: We went down to 20, we'd let down to 10, we let down to five, we let down to two and we still do it for them.
• 18:31
  Unknown Speaker: And we've got several customers that do that.
• 18:33
  Unknown Speaker: And we love that because it's already in the system relatively easy for us to do.
• 18:38
  Unknown Speaker: We get to know you well, it gets customized specifically for you.
• 18:41
  Unknown Speaker: So we're happy to work with you and you won't find anybody else.
• 18:44
  Unknown Speaker: That's willing to work with you at that level.
• 18:47
  Unknown Speaker: And do those kinds of short runs for.
• 18:50
  Unknown Speaker: For the silly prices that we're willing to do them for.
• 18:53
  Unknown Speaker: Thank you so much.
• 18:54
  Unknown Speaker: I'm glad you're there.
• 18:55
  Unknown Speaker: Thank you, Barbara.
• 18:56
  Unknown Speaker: And then Tim you had a previous comment on the previous caller also.
• 18:59
  Unknown Speaker: You said, no, I'd already done that, but that was when I said it before.
• 19:03
  Unknown Speaker: We're good.
• 19:03
  Unknown Speaker: Got it.
• 19:04
  Unknown Speaker: All right.
• 19:05
  Unknown Speaker: Great.
• 19:05
  Unknown Speaker: Next up is phone number ending in 75 83.
• 19:10
  Unknown Speaker: You're up next.
• 19:11
  Unknown Speaker: Hey, how you doing guys?
• 19:12
  Unknown Speaker: My name is Cornelius.
• 19:13
  Unknown Speaker: I kinda been on the sidelines for about about six months now, just listening to you guys' podcasts.
• 19:19
  Unknown Speaker: So I got two quick questions.
• 19:20
  Unknown Speaker: The first question I would be with the person with the limited budget to really dive in and invest.
• 19:26
  Unknown Speaker: What would be the best strategies you would suggest to be other than cold calling?
• 19:31
  Unknown Speaker: Because I'm doing that now.
• 19:32
  Unknown Speaker: And my conversion rates are not really high.
• 19:34
  Unknown Speaker: I really haven't got a deal yet, but that's one.
• 19:38
  Unknown Speaker: And then my second question would be I'm in Virginia and I had an issue with a client to where.
• 19:45
  Unknown Speaker: Th she had siblings and the siblings wasn't on listed as a fiduciary, but when it was time to sell the house, the siblings wanted to Sue her.
• 19:54
  Unknown Speaker: And when I went downtown to the courthouse to ask the question, it'd be like, Hey, how's this possible?
• 19:58
  Unknown Speaker: They said because they're related.
• 20:01
  Unknown Speaker: So I was really confused about that part, even though they're not listed and they haven't been paying any of the taxes or anything on the house as well.
• 20:07
  Unknown Speaker: Sure.
• 20:08
  Unknown Speaker: And Bruce, you may have a take on this, but it's like if there's a will.
• 20:12
  Unknown Speaker: The family members can still contest the will.
• 20:15
  Unknown Speaker: Maybe only one person was the executor and was appointed the executor.
• 20:19
  Unknown Speaker: But and they have control, but that doesn't mean that the family members can't petition or contest or try to get the executor overturned.
• 20:27
  Unknown Speaker: And that's one of the reasons we always tell you.
• 20:30
  Unknown Speaker: Ask on the first conversation, even if there's one person who's totally in charge, just ask, are there any other family members that are going to be involved or receive the proceeds and try to include them in the conversation up front?
• 20:43
  Unknown Speaker: If in fact there are, and you have anything to add to that, Bruce.
• 20:46
  Unknown Speaker: Another way to ask that is to make a statement and let somebody correct you because a lot of times especially if somebody doesn't know us yet, they might not be wanting to answer a ton of questions.
• 21:00
  Unknown Speaker: So if you're running into people that are hesitant to give you the information on the brother and sister that might Sue them later, maybe you just say.
• 21:08
  Unknown Speaker: I assume you don't have any other siblings that want a piece of this, do you?
• 21:12
  Unknown Speaker: Okay.
• 21:13
  Unknown Speaker: So you're making a statement and and then if you're wrong, they'll correct.
• 21:18
  Unknown Speaker: You that's a great way to gather information.
• 21:20
  Unknown Speaker: I would, I've run into a couple of situations where a will was texted.
• 21:25
  Unknown Speaker: Or one time a family member wrote, signed two wills.
• 21:29
  Unknown Speaker: And and so the judge honored the last will that was written.
• 21:33
  Unknown Speaker: So sometimes you just run into cases like that.
• 21:35
  Unknown Speaker: What I would do is I'd probably just say, Hey, do you have the contact information for your siblings?
• 21:40
  Unknown Speaker: I'm happy to try to step in and act as a little unbiased intermediary and see if I can bring you guys together.
• 21:46
  Unknown Speaker: And if I can't, I can connect you with someone that can.
• 21:50
  Unknown Speaker: You getting on the phone with them is important.
• 21:52
  Unknown Speaker: I believe.
• 21:53
  Unknown Speaker: Okay.
• 21:53
  Unknown Speaker: The, you guys might have some more answer on that particular issue, but I want to go to the first question that you asked about for someone that's on a limited budget other than cold calling what can you do?
• 22:06
  Unknown Speaker: I'm going to be a smart ass and say other than cold calling, you can always cold call a little bit more.
• 22:12
  Unknown Speaker: Hate to say that, but you can do it.
• 22:14
  Unknown Speaker: You can door knock.
• 22:15
  Unknown Speaker: You can always go door knock, but if you're operating on a really tight budget I just make sure that I'm hitting the phone.
• 22:23
  Unknown Speaker: I'm talking to people very respectfully and trying to identify first, those, whether someone is low hanging fruit or high hanging fruit, in other words, are they thinking about eventually selling or do they need to do something now?
• 22:36
  Unknown Speaker: And if you can widdle each list down by identifying two, you might work with in the future and who you're not going to work with, maybe you could do like a handwritten personal note.
• 22:47
  Unknown Speaker: For cheap to the handful of people that say, Hey, we're probably going to eventually sell that's the way to mail without breaking the bank.
• 22:55
  Unknown Speaker: You're only mailing to the people that have told you.
• 22:57
  Unknown Speaker: Yeah, we're going to sell.
• 22:58
  Unknown Speaker: And it's more of a follow-up otherwise marketing costs a little bit of money, and if you're not going to Mark it, you just need to spend that time prospecting on the phone.
• 23:07
  Unknown Speaker: And I would just add to that.
• 23:09
  Unknown Speaker: Like we, we told the earlier caller, if you're in a competitive market, send out five, six, seven, eight mailings.
• 23:16
  Unknown Speaker: If you're not getting immediate responses or having good conversations, if you're only going to call be the most proficient caller out there, call these people.
• 23:25
  Unknown Speaker: For four or five, six, seven, eight months until you disqualify them.
• 23:29
  Unknown Speaker: I would just call everybody at least once a month, maybe every other week until they say no, I'm never going to do any business with you because it reminds me when I was an active agent, the day a fisbo came on the market or the day and expired, they'd have a hundred contacts, a hundred calls, but.
• 23:47
  Unknown Speaker: Couple of months later, I was still calling them and I was, maybe 80% of them were gone, but the 20% that remained, I was the only person still contacting them.
• 23:55
  Unknown Speaker: So just be the most Doggett most persistent caller and, just be really good with your lead follow up and, and eventually you'll, you'll have some wins makes sense.
• 24:05
  Unknown Speaker: Still there.
• 24:05
  Unknown Speaker: All right.
• 24:06
  Unknown Speaker: You're very welcome.
• 24:07
  Unknown Speaker: We have three more in the queue, guys.
• 24:09
  Unknown Speaker: We still have time for more, just hit star six and hit one meantime.
• 24:13
  Unknown Speaker: Next up is phone number ending in three, two, one five.
• 24:17
  Unknown Speaker: You're up next.
• 24:18
  Unknown Speaker: Hey, this is Dana from Texas.
• 24:21
  Unknown Speaker: Doing great data.
• 24:22
  Unknown Speaker: How about you buddy?
• 24:23
  Unknown Speaker: Good.
• 24:23
  Unknown Speaker: Good.
• 24:23
  Unknown Speaker: I have not received my first list yet, so I am trying to be a little proactive and of course, wandering around in the website and looking at all of these cool letters that we have going.
• 24:34
  Unknown Speaker: So I'm assuming that on my first phone call, somebody is going to help me pick my letters.
• 24:38
  Unknown Speaker: Am I thinking that right?
• 24:40
  Unknown Speaker: Yes.
• 24:41
  Unknown Speaker: Go ahead.
• 24:42
  Unknown Speaker: I'll let you guys answer that.
• 24:43
  Unknown Speaker: Go ahead.
• 24:43
  Unknown Speaker: Yes, that's a true statement.
• 24:44
  Unknown Speaker: We have.
• 24:45
  Unknown Speaker: Implementation specialists that are here to help you do that, help you get your website set up, help you do anything that you need to go do and get you all fixed up.
• 24:53
  Unknown Speaker: And we make sure that it does what you need to go do and tell you how to edit them and deal with all the pieces to that.
• 25:00
  Unknown Speaker: So whenever you're ready to do that, just let us know and we'll do that.
• 25:04
  Unknown Speaker: And if you want, I can simply have.
• 25:06
  Unknown Speaker: Kayla reach out to you after the call today.
• 25:09
  Unknown Speaker: And she'll start right up with you.
• 25:11
  Unknown Speaker: I think I have I have one call set up and then the next one was pushed way far out.
• 25:16
  Unknown Speaker: But I've got those things cooking.
• 25:18
  Unknown Speaker: Another question I've got is that in our local town we have a kind of a senior community senior let's take care of seniors basically.
• 25:28
  Unknown Speaker: And this group, I would think would be a good place maybe to put some marketing in there to let them know that I help people handle what happens at the end of life.
• 25:39
  Unknown Speaker: It does that seem like a good reasonable expenditure or should I just continue using the leads and not worry about that?
• 25:46
  Unknown Speaker: Bruce.
• 25:46
  Unknown Speaker: I'm gonna, I'm gonna say that's something that you should work on a project like that.
• 25:51
  Unknown Speaker: I can all look at something like that and consider it one of my 90 day sprints.
• 25:56
  Unknown Speaker: I always try to keep a handful of things like you just described as like a 90 day push where I'm gonna, I'm gonna work really hard to build that.
• 26:06
  Unknown Speaker: That relationship and not that marketing over 90 days if that's the next thing that you do great.
• 26:13
  Unknown Speaker: But I think your letters and your, and perfecting your phone call dialogue is probably the most important thing for now.
• 26:20
  Unknown Speaker: If you have a really good dialogue and you're steady on the phone, that you're consistent in your letters are done by all means, go after it, but don't change that in place of.
• 26:31
  Unknown Speaker: It, a lot of people will chase a project like that because it seems like it's easier business.
• 26:36
  Unknown Speaker: It's not the easier business is hitting your list.
• 26:40
  Unknown Speaker: And then if you have time for a 90 day sprint with that end of life facility, Go for it.
• 26:46
  Unknown Speaker: Okay.
• 26:47
  Unknown Speaker: All right.
• 26:48
  Unknown Speaker: More thing here.
• 26:49
  Unknown Speaker: I have not just in letting people know that I'm doing this, I've had a couple of attorneys that have been interested in hearing from me.
• 26:57
  Unknown Speaker: I have put off.
• 26:59
  Unknown Speaker: There conversations because I didn't really feel like I knew enough to be dangerous except to myself.
• 27:05
  Unknown Speaker: But I was considering my team.
• 27:08
  Unknown Speaker: And so far as having all of those people in place, the movers and the estate plan, the estate sale and all that stuff.
• 27:16
  Unknown Speaker: Is that something, while I'm waiting on my list, that I should go ahead and try to get into place.
• 27:20
  Unknown Speaker: Yes, absolutely.
• 27:22
  Unknown Speaker: Get those in place.
• 27:24
  Unknown Speaker: You should always be working on your team from day one through day, 2000, be working on your team.
• 27:31
  Unknown Speaker: With regard to the kind of the precursor to that question, the attorneys don't feel like you're too, don't feel like you don't have enough knowledge and that you don't have your system down.
• 27:42
  Unknown Speaker: The attorneys for the most part.
• 27:45
  Unknown Speaker: And I think all of us have egos, but attorneys have pretty big ego.
• 27:49
  Unknown Speaker: And the more you go into an attorney relationship telling them how you benefit them, the less likely I've found they are to necessarily like you.
• 27:59
  Unknown Speaker: So a lot of times what I'll do with an attorney is I'll go in and say, Hey, you know what I'm thinking, I'm putting together a program and it looks like this.
• 28:08
  Unknown Speaker: I could really use your help because I think that this would benefit you.
• 28:12
  Unknown Speaker: And I think this would benefit your clients, but I'm not sure.
• 28:15
  Unknown Speaker: What do you think.
• 28:17
  Unknown Speaker: And can you think of anything else that I should do to make your clients and maybe your life even a little bit easier.
• 28:23
  Unknown Speaker: And so I'm asking them to help me build it.
• 28:25
  Unknown Speaker: I'm six years into working probate and I still meet with attorneys.
• 28:29
  Unknown Speaker: And this is the approach I take.
• 28:30
  Unknown Speaker: I don't go in I'm the probate expert.
• 28:33
  Unknown Speaker: I go in that they're the probate expert and they're doing me a favor helping me build something.
• 28:39
  Unknown Speaker: That's going to serve them better.
• 28:41
  Unknown Speaker: And they love it.
• 28:42
  Unknown Speaker: And it takes the pressure off of me having to be in pitch mode all the time and giving a perfect presentation, almost never present.
• 28:49
  Unknown Speaker: And the attorneys just eat it up.
• 28:51
  Unknown Speaker: Cause they already really are the legal experts in probate.
• 28:55
  Unknown Speaker: We're not well that's golden advice and I would also, yeah, great advice.
• 29:00
  Unknown Speaker: And I would also remind you that you, I promise you, more about real estate than they do.
• 29:05
  Unknown Speaker: You don't be intimidated that they know more about the law, because that's what they went eight years to college for.
• 29:10
  Unknown Speaker: So give that credit for their credentials, like Bruce said.
• 29:13
  Unknown Speaker: And and then they'll listen, once you've build that relationship, they'll listen to, your credentials in real estate, but I a hundred percent agree don't lead with that great advice.
• 29:22
  Unknown Speaker: Yeah.
• 29:22
  Unknown Speaker: And if you want, if you want it awesome.
• 29:24
  Unknown Speaker: That is.
• 29:25
  Unknown Speaker: That's worth the price of the phone call right there.
• 29:27
  Unknown Speaker: If you will, the phone call was free.
• 29:29
  Unknown Speaker: I hope it's worth more than that.
• 29:30
  Unknown Speaker: Absolutely.
• 29:31
  Unknown Speaker: If you want to tool or resource that you can use to leverage more of that type of conversation is go create yourself a checklist, just Google the probate process in your state right out of it.
• 29:45
  Unknown Speaker: Write out a checklist of the probate process.
• 29:48
  Unknown Speaker: I've created this checklist.
• 29:50
  Unknown Speaker: It might help some of the people that I'm working with.
• 29:52
  Unknown Speaker: And if you'll give it a review for me, I'm happy to put your name on it and send it to anyone that doesn't have an attorney yet.
• 30:00
  Unknown Speaker: Now I know that my checklist is spot on in my state, but I'll intentionally leave a mistake or two on my checklist when I send it to an attorney, because I want them to see something and call me back and say, I think you need to do this.
• 30:14
  Unknown Speaker: I want them to correct me.
• 30:16
  Unknown Speaker: Most people love offering you insight and correction and direction clarification.
• 30:22
  Unknown Speaker: They liked that.
• 30:23
  Unknown Speaker: Create a checklist for yourself.
• 30:25
  Unknown Speaker: It could just be a single page or two pages like mine.
• 30:28
  Unknown Speaker: Send you just say, Hey, if I sent this to you, would you review it all?
• 30:31
  Unknown Speaker: I'm happy to send it out to my clients or my leads that don't have an attorney.
• 30:36
  Unknown Speaker: Wow.
• 30:37
  Unknown Speaker: That is awesome.
• 30:38
  Unknown Speaker: That is super, super awesome.
• 30:40
  Unknown Speaker: And it just gives me more more food to to chew on.
• 30:44
  Unknown Speaker: And it gives me a greater sense of excitement.
• 30:46
  Unknown Speaker: I'm looking forward to getting into this.
• 30:48
  Unknown Speaker: This is very good.
• 30:48
  Unknown Speaker: Thanks for the input.
• 30:50
  Unknown Speaker: And I look forward to hearing the rest of the call.
• 30:52
  Unknown Speaker: That is awesome.
• 30:53
  Unknown Speaker: And for those of you in line, forgive the I'm going to let somebody jump ahead of you.
• 30:57
  Unknown Speaker: I, my office just told me that Earon, you were having trouble getting in, so I'm going to unmute you now.
• 31:04
  Unknown Speaker: Earon is this you on phone number one, two nine, six.
• 31:07
  Unknown Speaker: That is me.
• 31:08
  Unknown Speaker: How are you doing my friend?
• 31:10
  Unknown Speaker: Do it.
• 31:10
  Unknown Speaker: Great.
• 31:11
  Unknown Speaker: Little background guys here.
• 31:12
  Unknown Speaker: And then his dad had been with us for how long?
• 31:14
  Unknown Speaker: A couple of years now, or has it been that long?
• 31:16
  Unknown Speaker: It's been two years.
• 31:17
  Unknown Speaker: Yes, sir.
• 31:18
  Unknown Speaker: Two years, never hear from a rarely hear from them.
• 31:21
  Unknown Speaker: They just go out there, do their own thing, and then your dad let it drop just to casually that, probates our bread and butter.
• 31:27
  Unknown Speaker: It's the best source of business we have.
• 31:29
  Unknown Speaker: So he said you got to have Eric a couple other call it, just tell us a little story.
• 31:33
  Unknown Speaker: He tell us how you're using it.
• 31:34
  Unknown Speaker: What's working for you, Aaron, please.
• 31:36
  Unknown Speaker: Sure.
• 31:36
  Unknown Speaker: Sure.
• 31:37
  Unknown Speaker: So we had a lot of San Antonio, Texas, and hopping into, and we primarily wholesale real estate.
• 31:43
  Unknown Speaker: That's what we do.
• 31:44
  Unknown Speaker: I don't have a license.
• 31:46
  Unknown Speaker: I've never owned a business before we just had this we saw a YouTube video of somebody talking about selling contracts and how it was legal.
• 31:53
  Unknown Speaker: We did research on it and we just fell in love with the concept and that then my dad.
• 31:58
  Unknown Speaker: Found this, little company called all the leads and he said, you got to hop on this call.
• 32:04
  Unknown Speaker: That was two years ago.
• 32:05
  Unknown Speaker: We did, we loved the energy.
• 32:06
  Unknown Speaker: We loved how y'all guys serve.
• 32:08
  Unknown Speaker: And so we got our first couple lists.
• 32:10
  Unknown Speaker: I want to say the first few lists, nothing came out of it.
• 32:13
  Unknown Speaker: And so we were a little discouraged, but if for nothing else, pride and belief in the company we we just kept getting lists and even added lists around the surrounding cities here in San Antonio.
• 32:23
  Unknown Speaker: And and was almost like the flood Gates of heaven opened up after like month three or four.
• 32:30
  Unknown Speaker: And first year I want to say we, we did about six figures Justin in probate and that was 2018.
• 32:40
  Unknown Speaker: And that was only the last few months.
• 32:42
  Unknown Speaker: I want to say last four to six months of 2018, 2019 was our first full year.
• 32:48
  Unknown Speaker: We did half a million gross profit in assignment fees using all the leads and and.
• 32:54
  Unknown Speaker: Since then, we've I'm not gonna, I'm not going to pretend like it's been peaches and cream.
• 32:59
  Unknown Speaker: Like I said, I'm a new business owner, lost a whole bunch of money in switching it up.
• 33:04
  Unknown Speaker: And I got into triple net leases and the, we got too big for our britches and ended up getting in a whole lot of trouble, lost a whole lot of money going into 2020, and then coronavirus and all that fun stuff.
• 33:14
  Unknown Speaker: But All the leads has been a source of our bread and butter.
• 33:18
  Unknown Speaker: And we're just excited that we've aligned with you guys and that we've we've come into contact with you and you learned your lesson.
• 33:24
  Unknown Speaker: If something works, stick with it, you're back to stay right there.
• 33:27
  Unknown Speaker: That's what your dad said.
• 33:28
  Unknown Speaker: That's exactly.
• 33:29
  Unknown Speaker: That's exactly.
• 33:30
  Unknown Speaker: I'm not getting too big for my braces anymore.
• 33:32
  Unknown Speaker: Yeah a few things that are great about that is we do have a lot of wholesalers, a lot of wannabe wholesalers, and we don't get as many success stories from them as we do realtors and investors.
• 33:43
  Unknown Speaker: So that's one reason I wanted you to come on Earon.
• 33:45
  Unknown Speaker: And I definitely want to be in your show, sorry about the miscommunication, but let's schedule that as soon as possible.
• 33:51
  Unknown Speaker: Earon does a very successful podcast and Tens of thousands of people, I think, from what you told me.
• 33:57
  Unknown Speaker: And if you want to pitch your podcast, go ahead and mention it Aaron, while you're on the call.
• 34:01
  Unknown Speaker: Sure.
• 34:01
  Unknown Speaker: So we have a community that, I'm sorry.
• 34:04
  Unknown Speaker: What's that?
• 34:05
  Unknown Speaker: No, go ahead.
• 34:06
  Unknown Speaker: Go ahead.
• 34:06
  Unknown Speaker: I was just going to say, go ahead and and tell the people how they can get on your podcast.
• 34:09
  Unknown Speaker: Sure.
• 34:10
  Unknown Speaker: Sure.
• 34:10
  Unknown Speaker: So we have a community that we started at the beginning of 2020 called the superhuman wholesalers and the whole concept behind it was alone, alone.
• 34:19
  Unknown Speaker: We, we tend to feel, lonely and go figure and we can sometimes.
• 34:24
  Unknown Speaker: Sometimes just discouraged.
• 34:25
  Unknown Speaker: This business is super, this business is super discouraging.
• 34:30
  Unknown Speaker: And when you're alone, if you're not sure guard your spirit.
• 34:33
  Unknown Speaker: So the idea behind the community is what if we can get together, get a whole bunch of people together who are of like mind and it be like a bunch of lonely, crazy entrepreneurs come together to support each other.
• 34:45
  Unknown Speaker: And and that's what the superintendent and the objective of it was to help as many people as possible, hit their first six figures, wholesaling real estate, and do it for free and just, have a community.
• 34:56
  Unknown Speaker: And the group is located on Facebook.
• 34:58
  Unknown Speaker: It's it's called superhuman wholesalers and the core of that group.
• 35:03
  Unknown Speaker: Each week there is a show that we do and it's called real estate of mind.
• 35:09
  Unknown Speaker: And we interviewed a successful wholesalers and real estate entrepreneurs and they just drop a whole lot of value techniques, methods, strategies, philosophies, approaches to business that, can help you take it to the next level.
• 35:23
  Unknown Speaker: And we don't charge for it.
• 35:24
  Unknown Speaker: It's just something free.
• 35:26
  Unknown Speaker: And here's a confession.
• 35:27
  Unknown Speaker: The confession is Is lonely.
• 35:29
  Unknown Speaker: So starting the community was so that I have a whole bunch of friends around me and I can never be lonely in discursive business.
• 35:35
  Unknown Speaker: Facebook Fred's though.
• 35:36
  Unknown Speaker: Exactly.
• 35:37
  Unknown Speaker: You mentioned whenever you have a community of people around you who are doing the same thing as you, then you have a whole bunch of deals that are constantly hitting your desk and you can work with people, make a lot of money that way.
• 35:47
  Unknown Speaker: Hey, I thank you so much for contributing.
• 35:49
  Unknown Speaker: I'm sure you inspired some people I'm hope, and that's what we have here, community of people, and we're really glad you're back.
• 35:55
  Unknown Speaker: Bruce, any questions for Earon?
• 35:56
  Unknown Speaker: We do have a pretty full cube, but really appreciate you coming on today.
• 35:59
  Unknown Speaker: Yeah, real fast there.
• 36:01
  Unknown Speaker: And do you know, as a wholesaler, cause I'm an investor in an agent and a lot of our subscribers are investors and agents and some wholesalers, but as a wholesaler, you get a list.
• 36:12
  Unknown Speaker: What's your expected pipeline, conversion rates.
• 36:15
  Unknown Speaker: So how long do you think that list is going to take to produce your, the highest value.
• 36:20
  Unknown Speaker: So that's a really good question.
• 36:23
  Unknown Speaker: So I don't have the, I don't have the metrics right off the top.
• 36:27
  Unknown Speaker: And the reason why is because to be honest after that massive L that we took in 2020, we did hold off on our list for a while.
• 36:35
  Unknown Speaker: We went from on top of the world, more money that we've ever made in our whole life.
• 36:40
  Unknown Speaker: To like losing more money than we've ever lost at our whole life.
• 36:43
  Unknown Speaker: We're now regulating all of that and getting our metrics together, but I'll put it to you like this.
• 36:48
  Unknown Speaker: In 2019 every other list got us a deal.
• 36:53
  Unknown Speaker: Every other list, Scott got us to deal and they were on average our biggest deals and our average deal in 2019 was 15,000.
• 37:03
  Unknown Speaker: Our average probate deal was like 23,000 something crazy like that.
• 37:08
  Unknown Speaker: One of the, one of the.
• 37:10
  Unknown Speaker: I want to say the first one that we got was like a 17,000, then my partner and Elise.
• 37:17
  Unknown Speaker: Her first deal was off a probate list.
• 37:19
  Unknown Speaker: That was a $30,000 deal.
• 37:21
  Unknown Speaker: Then, then a couple, 15, 1620s.
• 37:24
  Unknown Speaker: But yeah, our average in 20 2019 was about 23,000 per deal.
• 37:29
  Unknown Speaker: And it was about every other list that we got.
• 37:32
  Unknown Speaker: Great.
• 37:32
  Unknown Speaker: Oh, that's great.
• 37:33
  Unknown Speaker: Yeah.
• 37:34
  Unknown Speaker: That is great.
• 37:35
  Unknown Speaker: Let's get together as soon as possible.
• 37:37
  Unknown Speaker: And guys, please, if you Katt;ll, put some notes for your podcast attached to the broad case for this show and let's get together and I'd be glad to be on your show.
• 37:46
  Unknown Speaker: I'm sorry.
• 37:47
  Unknown Speaker: We had some confusion the other night around and thank you so much.
• 37:49
  Unknown Speaker: I think you've inspired a lot of people today.
• 37:51
  Unknown Speaker: I appreciate you coming.
• 37:52
  Unknown Speaker: No, no worries.
• 37:53
  Unknown Speaker: My pleasure.
• 37:54
  Unknown Speaker: And I look forward to being on these calls just to listen in and get some of the gyms in the future.
• 37:58
  Unknown Speaker: So thank you all for having me.
• 37:59
  Unknown Speaker: Welcome back.
• 38:01
  Unknown Speaker: All right.
• 38:01
  Unknown Speaker: Let's power through the last four people in the queue.
• 38:04
  Unknown Speaker: Next up is phone number ending in two five, one seven.
• 38:07
  Unknown Speaker: You're up next.
• 38:08
  Unknown Speaker: Hey, this is sill and I just went through your probate, the last probate class, and I've met with Bruce and I'm.
• 38:16
  Unknown Speaker: Maybe just information overload, but I have two simple, I think questions.
• 38:20
  Unknown Speaker: One is trespassing signs.
• 38:22
  Unknown Speaker: If you're talking to them about a vacant property Is that, how does that work though?
• 38:27
  Unknown Speaker: That if somebody squats on the property and there's no trespassing signs, how long does it take to victims?
• 38:32
  Unknown Speaker: Yeah, every state is different and we don't pretend to be attorneys, but if it's I guess the analogy I would give, if you go to arrest, if you go to a business or a restaurant, leave your car there for any length of time, they usually have, 90 minutes only customers only violators will be towed away.
• 38:49
  Unknown Speaker: It's the same type of thing.
• 38:51
  Unknown Speaker: It's, it gives them the illegal ability to tell why your car sooner than having to, track it down and find out who it is and goes through the legal process.
• 38:59
  Unknown Speaker: In most States, having sufficient notice precludes any kind of an objection or a I precludes the person from saying, I'm intended.
• 39:08
  Unknown Speaker: I have a 10 word tenant landlord relationship.
• 39:10
  Unknown Speaker: I'm a squatter, I've been here for this length of time.
• 39:13
  Unknown Speaker: I have a right to be here and it's going to vary from state to state, but it, in some places you can just call the police and.
• 39:20
  Unknown Speaker: Yeah, I have my place posted no trespassing and they'll come out and evict the people away.
• 39:25
  Unknown Speaker: I assume in other States that may take a little bit of time, but it's always going to be almost always going to be quicker than having to formally evict them.
• 39:34
  Unknown Speaker: Anything you want to add to that?
• 39:35
  Unknown Speaker: Bruce, I'm not sure if I have a good understanding, but yeah, exactly what I was going to say.
• 39:41
  Unknown Speaker: Okay.
• 39:41
  Unknown Speaker: Okay.
• 39:41
  Unknown Speaker: Perfect.
• 39:42
  Unknown Speaker: And what's your second question.
• 39:44
  Unknown Speaker: And is the probate, like the timeline is that from state to state different?
• 39:49
  Unknown Speaker: Like for how many months they'll wait to make sure there's no claims against the property.
• 39:53
  Unknown Speaker: A hundred percent.
• 39:54
  Unknown Speaker: It is.
• 39:55
  Unknown Speaker: But in virtually every state, there's a process for carving the real estate out and going ahead and selling and closing on it prior to the probate being completed.
• 40:05
  Unknown Speaker: Yeah.
• 40:05
  Unknown Speaker: In Florida, you just have to go before the judge and it's a hearing and they do that.
• 40:10
  Unknown Speaker: And then the proceeds go into escrow.
• 40:12
  Unknown Speaker: The seller doesn't get them until the probate's completed, but it allows you and the sellers to get the property sold quicker.
• 40:19
  Unknown Speaker: And I don't.
• 40:20
  Unknown Speaker: Think there's any States that don't provide that I know the vast majority of them do.
• 40:24
  Unknown Speaker: And that's a good conversation with the first time you do a deal, good excuse or good reason to call the attorney and just ask them, is how long do you think this will take?
• 40:33
  Unknown Speaker: And can we petition the court to, to be able to close sooner?
• 40:36
  Unknown Speaker: And again, that's a valuable thing that you can mention to the center.
• 40:40
  Unknown Speaker: Or because most sellers aren't aware of it and believe it or not, even in California, like with full authority, a lot of attorneys don't mention it either.
• 40:47
  Unknown Speaker: I think it just complicates their job.
• 40:49
  Unknown Speaker: So that's a good value you can bring.
• 40:52
  Unknown Speaker: And it would probably just start with the conversation with the probate attorney.
• 40:55
  Unknown Speaker: How long it takes to how long it takes to actually close and settle.
• 40:59
  Unknown Speaker: Probate is almost in the majority of cases, irrelevant to us because the family could leave probate open for years and years, it doesn't mean that we can't list and sell or buy the house.
• 41:11
  Unknown Speaker: So let them close probate on their and their attorney's timeframe.
• 41:14
  Unknown Speaker: And then we helped them clean the house out, do the repairs maintenance and get the deal.
• 41:19
  Unknown Speaker: Okay.
• 41:19
  Unknown Speaker: Very good.
• 41:20
  Unknown Speaker: Thank you.
• 41:21
  Unknown Speaker: All right.
• 41:21
  Unknown Speaker: Perfect.
• 41:22
  Unknown Speaker: Let's see, next up is, I think it's Kathy phone number ending in three zero four zero.
• 41:28
  Unknown Speaker: Hi, good afternoon.
• 41:29
  Unknown Speaker: I'm calling because last, see, Oh, I, I ended up getting three deals, like bang, and a close in between September and November.
• 41:38
  Unknown Speaker: And now, okay.
• 41:39
  Unknown Speaker: Of course I'm not getting anything.
• 41:41
  Unknown Speaker: And I thought maybe it was the holiday, but I got to thinking, cause I, I want to show that I am an asset or valuable.
• 41:48
  Unknown Speaker: So I was thinking about offering them eight, a broker's price opinion.
• 41:53
  Unknown Speaker: And I want to know what your thought was on doing that.
• 41:56
  Unknown Speaker: Sure.
• 41:56
  Unknown Speaker: I think that's a little it's certainly something to keep in your arsenal.
• 42:01
  Unknown Speaker: It's a little gimmicky.
• 42:02
  Unknown Speaker: And that and that, I don't think many people are going to take it.
• 42:06
  Unknown Speaker: If you offer it inside of a letter that I've tried offering probate checklists and vendor lists that broker price opinions and all kinds of things in my letters.
• 42:16
  Unknown Speaker: And it's just rare that they get taken up on, but do hold that in your arsenal.
• 42:20
  Unknown Speaker: And then basically you just say, Hey, would it be beneficial if I was, if I gave you a free broker's price opinion.
• 42:26
  Unknown Speaker: So you knew.
• 42:26
  Unknown Speaker: What you were dealing with in the future, they say, yeah.
• 42:29
  Unknown Speaker: And you say, could I meet you at the house next week?
• 42:31
  Unknown Speaker: But not, I wouldn't say in the letter, because it's rare that someone's gonna actually want that.
• 42:36
  Unknown Speaker: Okay.
• 42:36
  Unknown Speaker: Okay.
• 42:37
  Unknown Speaker: All right.
• 42:37
  Unknown Speaker: Great.
• 42:38
  Unknown Speaker: I'll do that.
• 42:38
  Unknown Speaker: Now I, to a CRM, my own CRM through my realtor that I'm using.
• 42:45
  Unknown Speaker: So I put a lot of my leads.
• 42:47
  Unknown Speaker: In there and I build a campaign and I've been sending them out like every 14 days because I'm having a lot of trouble getting people on the phone.
• 42:56
  Unknown Speaker: Anyone responding to me and I thought inundate them with information, maybe they'll see that YouTube.
• 43:01
  Unknown Speaker: Is that through email or letters?
• 43:04
  Unknown Speaker: What are you, what's your medium for sending those emails?
• 43:08
  Unknown Speaker: Email.
• 43:08
  Unknown Speaker: Okay.
• 43:09
  Unknown Speaker: Email is customer service and it's branding, branding, and customer service take a long time to convert.
• 43:16
  Unknown Speaker: So your letters going out pretty consistently and you consistently leaving voicemails.
• 43:22
  Unknown Speaker: So I expect about 15 to 20% of any list to be the type of person that's going to answer the phone.
• 43:28
  Unknown Speaker: And about 80 to 85.
• 43:29
  Unknown Speaker: Were sent that won't be the type of person to answer the phone and an unknown number.
• 43:34
  Unknown Speaker: So when I'm calling the first month, I'm pretty much getting my 15%.
• 43:40
  Unknown Speaker: And then I think my follow-up calls over the next few months are unlikely to get a ton of answers.
• 43:46
  Unknown Speaker: But around month, three or month four, we'll start to answer and say, I've been meaning to call you.
• 43:51
  Unknown Speaker: So the calls and the letters will go faster than just email.
• 43:56
  Unknown Speaker: But if you're dripping emails and value through, through email and through your CRM, it only helps.
• 44:02
  Unknown Speaker: I wouldn't expect that to be your conversion, but it does reinforce your brand.
• 44:06
  Unknown Speaker: Okay.
• 44:07
  Unknown Speaker: All right, then now I'll continue that.
• 44:09
  Unknown Speaker: Okay.
• 44:10
  Unknown Speaker: The other thing I had the other day, I had a gentleman call me and he was.
• 44:14
  Unknown Speaker: Can you try to read?
• 44:16
  Unknown Speaker: Cause he said, you'd be sending me letters and calling me and I don't think I didn't call on him as much as he says I have been.
• 44:23
  Unknown Speaker: But he says, first of all, I don't know who you are.
• 44:25
  Unknown Speaker: And he says I want to know if your license.
• 44:28
  Unknown Speaker: So I told him that I'm I'm certified and I said, I don't need to be licensed, but I am licensed at a real estate agent, and this is just continuing education to broaden my scope in order to help people.
• 44:42
  Unknown Speaker: He didn't like that.
• 44:43
  Unknown Speaker: He's I don't want to work with anybody.
• 44:44
  Unknown Speaker: He doesn't have it licensed by the state.
• 44:46
  Unknown Speaker: Modern life as it you're licensed as a real estate agent, correct?
• 44:50
  Unknown Speaker: Yes.
• 44:50
  Unknown Speaker: Yes.
• 44:51
  Unknown Speaker: Okay.
• 44:51
  Unknown Speaker: So that's the license that he was referencing?
• 44:54
  Unknown Speaker: Don't worry about a probate license through the state that doesn't exist.
• 44:57
  Unknown Speaker: Your answer to that in the future is yes.
• 45:00
  Unknown Speaker: Yes.
• 45:00
  Unknown Speaker: I am licensed in North Carolina in whatever state you're in.
• 45:04
  Unknown Speaker: Okay.
• 45:05
  Unknown Speaker: I am licensed.
• 45:06
  Unknown Speaker: And this is what I do.
• 45:08
  Unknown Speaker: I have a service that helps families.
• 45:10
  Unknown Speaker: Okay.
• 45:10
  Unknown Speaker: You don't know who I am.
• 45:11
  Unknown Speaker: What would you like to ask?
• 45:12
  Unknown Speaker: Okay the bottom line was, he tried told me.
• 45:16
  Unknown Speaker: He's in where we're just going to follow what our attorney tells us, and then I tried to tell them about, how much attorney does and how much you're supposed to be doing but he, I kinda got rude and he just got the point.
• 45:27
  Unknown Speaker: Just take me off your list.
• 45:28
  Unknown Speaker: I thought, Oh, okay.
• 45:29
  Unknown Speaker: If you're going to be this way, then maybe I don't want to deal with it.
• 45:32
  Unknown Speaker: Yeah.
• 45:32
  Unknown Speaker: You can't get them all.
• 45:33
  Unknown Speaker: You may want to wait a couple of months and say, Hey, you popped back up on my list.
• 45:37
  Unknown Speaker: You're ready to do something yet.
• 45:38
  Unknown Speaker: I wouldn't automatically the first time somebody tells you, no, you take them off the list.
• 45:42
  Unknown Speaker: Maybe just wait a little bit longer to call them back a comment, Bruce.
• 45:45
  Unknown Speaker: No, I don't have anything else right now.
• 45:47
  Unknown Speaker: All right.
• 45:48
  Unknown Speaker: Perfect.
• 45:49
  Unknown Speaker: Two, three more in the queue guys.
• 45:50
  Unknown Speaker: I have.
• 45:51
  Unknown Speaker: Okay.
• 45:51
  Unknown Speaker: I'm going to try to get to all of you next up is phone number ending in two eight one one.
• 45:56
  Unknown Speaker: You're up next.
• 45:57
  Unknown Speaker: Hi, my name is Rob I'm in New York.
• 45:59
  Unknown Speaker: I had a question.
• 46:00
  Unknown Speaker: If do you have a contract?
• 46:01
  Unknown Speaker: Cause if I'm wanting to somebody who wants to buy them, not having to show what I'm a listing agent and In Queens.
• 46:07
  Unknown Speaker: I want to know if there's a contract that you guys recommend or a, and the second question was if I'm paying for core quality and the letter and somebody else in New York is doing the same thing, do you cope with both of us are the same names.
• 46:19
  Unknown Speaker: That's much a question.
• 46:20
  Unknown Speaker: Yeah.
• 46:21
  Unknown Speaker: The answer, your first question.
• 46:22
  Unknown Speaker: You you're a realtor.
• 46:23
  Unknown Speaker: You have a real estate license.
• 46:25
  Unknown Speaker: Yes.
• 46:25
  Unknown Speaker: Okay.
• 46:25
  Unknown Speaker: Yeah, you got to get, go to your local state association of realtors for the contract because they vary so differently from state to state and make sure your broker.
• 46:35
  Unknown Speaker: Approves, whatever contract you're using, but there isn't one that is probate specific.
• 46:40
  Unknown Speaker: You just may want to add some clauses.
• 46:42
  Unknown Speaker: What I do on my, yeah.
• 46:44
  Unknown Speaker: What I do on mine, I never put a closing date.
• 46:46
  Unknown Speaker: I put closing will take place within 30 days of completion of probate or, whatever.
• 46:51
  Unknown Speaker: In case the last one I got ready to flip there.
• 46:54
  Unknown Speaker: One of the heirs died and it took another four or five months and my contract was still void, still valid.
• 46:59
  Unknown Speaker: You'd have to go back and keep getting it extended.
• 47:01
  Unknown Speaker: And then forgive me.
• 47:02
  Unknown Speaker: I forgot the second part of the question.
• 47:04
  Unknown Speaker: I think I was going to defer to Bruce.
• 47:05
  Unknown Speaker: Do you remember what it was?
• 47:06
  Unknown Speaker: Verse?
• 47:06
  Unknown Speaker: Yeah, we have you guys.
• 47:09
  Unknown Speaker: Yeah, more than one subscriber and a County, that's doing the the ISA service and the letters.
• 47:14
  Unknown Speaker: If we are doing your mail if we're fulfilling your mail and somebody else in your County has the same letter you want to use, we'll default to only sending that particular letter to the first person that signed up.
• 47:28
  Unknown Speaker: And that's one of the reasons why we have 25 or 30 letters in the system is just in case somebody else has the same letter ISA service correct me if I'm wrong, Jim, I think that we would would call for more than one person in the County.
• 47:42
  Unknown Speaker: Kim, you can, you, are you still there, Tim?
• 47:44
  Unknown Speaker: You want to answer that one?
• 47:45
  Unknown Speaker: Timothy not there.
• 47:47
  Unknown Speaker: Go ahead, Bruce.
• 47:48
  Unknown Speaker: I was just going to say as much as I want to sell our services.
• 47:51
  Unknown Speaker: Is there a reason why you're not calling yourself?
• 47:54
  Unknown Speaker: Is it time.
• 47:56
  Unknown Speaker: No, I'm just not really good at cold calling.
• 47:57
  Unknown Speaker: But what about that?
• 47:59
  Unknown Speaker: So you take your schedule, little letters.
• 48:00
  Unknown Speaker: Do you guys do the letters?
• 48:02
  Unknown Speaker: And I do the calling cause I only have 150 leads so far.
• 48:05
  Unknown Speaker: I've been in for three months, not even 50 leads per month.
• 48:08
  Unknown Speaker: You might want to try both for a little bit while you're increasing your skill.
• 48:12
  Unknown Speaker: But don't just only lean on our our ISA.
• 48:15
  Unknown Speaker: So if you are using our eyes, ISA is great, but you should also be calling while you're improving your skills.
• 48:23
  Unknown Speaker: Okay.
• 48:23
  Unknown Speaker: Just one more question.
• 48:24
  Unknown Speaker: Do you have Up your website, like objection had words like objection.
• 48:28
  Unknown Speaker: If the person is saying that, I know you're going to make it your own eventually, but for now just say I already have an attorney and you would have the rebuttal objection him, the sheet I can go by in the UPL, a USB USP.
• 48:39
  Unknown Speaker: So we don't have an objection handling sheet.
• 48:42
  Unknown Speaker: I like to validate objections.
• 48:44
  Unknown Speaker: I mentioned it a little earlier in this call.
• 48:46
  Unknown Speaker: And then Reframe the question a different way or move to a different topic.
• 48:50
  Unknown Speaker: However, I do have some dialogue that has been recorded at this point.
• 48:56
  Unknown Speaker: And if you want that dialogue, some sample recordings of how I may go through probate call get with me after the call, jump on the training, drop down in your portal and schedule a free coaching call.
• 49:08
  Unknown Speaker: And I'm happy to share that with you.
• 49:09
  Unknown Speaker: And the USP for us is we just have a team, basically.
• 49:12
  Unknown Speaker: That's my last question.
• 49:13
  Unknown Speaker: USP for us is I have a team, a unique selling proposition.
• 49:16
  Unknown Speaker: That's a pretty good one.
• 49:18
  Unknown Speaker: So I call that an elevator pitch.
• 49:20
  Unknown Speaker: A USP is something that personally, and this is semantics.
• 49:24
  Unknown Speaker: We're all, everyone on this call is going to have a different term, but I call that an elevator pitch to me, a USP is the very unique thing that.
• 49:32
  Unknown Speaker: It sets you apart.
• 49:33
  Unknown Speaker: It might be like, Hey, I sell houses for 5% more than that.
• 49:37
  Unknown Speaker: Anyone else can, or I guarantee you this your elevator pitch is similar to the, I have a team and you probably want to include two to four points in there of saying of categories that you help.
• 49:50
  Unknown Speaker: So I have a team and we help with this, and this.
• 49:54
  Unknown Speaker: That's your elevator pitch or your USP, whatever you want to call it.
• 49:58
  Unknown Speaker: Thank you so much.
• 49:59
  Unknown Speaker: All right.
• 49:59
  Unknown Speaker: All right.
• 50:00
  Unknown Speaker: Thank you two more in the queue, guys.
• 50:01
  Unknown Speaker: We're going to go a little bit over, but we are going to get to everyone.
• 50:04
  Unknown Speaker: Second to last, this week.
• 50:06
  Unknown Speaker: It's phone number ending at eight two seven zero.
• 50:08
  Unknown Speaker: You're up next.
• 50:09
  Unknown Speaker: Hi, good morning.
• 50:10
  Unknown Speaker: My name is Jade Newman.
• 50:11
  Unknown Speaker: Hi, good morning.
• 50:13
  Unknown Speaker: Thank you for receiving my call.
• 50:14
  Unknown Speaker: I actually joined.
• 50:15
  Unknown Speaker: I'm not a client yet.
• 50:17
  Unknown Speaker: I'm really interested in learning about all the leads I learned about ATL through.
• 50:22
  Unknown Speaker: Tim and Julie Harris coaching.
• 50:24
  Unknown Speaker: And so I joining to learn more about your system and see how it works.
• 50:30
  Unknown Speaker: And I'm very excited, too.
• 50:31
  Unknown Speaker: I'm very excited to learn more about it.
• 50:33
  Unknown Speaker: And I just wanted to thank you for the opportunity because so far so good.
• 50:36
  Unknown Speaker: And I'm thinking that I will likely become part of the system.
• 50:41
  Unknown Speaker: Later this month or early February.
• 50:44
  Unknown Speaker: Awesome.
• 50:44
  Unknown Speaker: I have a feeling, one of our salespeople may just call you back shortly to make sure you understand everything if that's okay.
• 50:50
  Unknown Speaker: You learned more about it?
• 50:51
  Unknown Speaker: Do my due diligence and make sure that I, when I do something on the video, 121%.
• 50:56
  Unknown Speaker: I love your attitude Jay.
• 50:58
  Unknown Speaker: Thanks for sharing.
• 50:58
  Unknown Speaker: Appreciate it.
• 50:59
  Unknown Speaker: All right.
• 51:00
  Unknown Speaker: Last up.
• 51:01
  Unknown Speaker: I didn't say Salvatore, Mr.
• 51:03
  Unknown Speaker: Salvatore.
• 51:03
  Unknown Speaker: I saved you for last because I know sometimes we get into in depth with you.
• 51:08
  Unknown Speaker: What can we do for you, sir?
• 51:09
  Unknown Speaker: Sounds good.
• 51:10
  Unknown Speaker: I'll actually keep it really short to that.
• 51:13
  Unknown Speaker: I know we're going over.
• 51:14
  Unknown Speaker: Just stranger of the questions when we have leads.
• 51:17
  Unknown Speaker: Do we I know that usually the leads like the personal representatives or the state usually tends to have a single family residence.
• 51:26
  Unknown Speaker: Is there by any chance or probates.
• 51:29
  Unknown Speaker: Can they often be multifamily as well.
• 51:32
  Unknown Speaker: And when I say multifamily, large assets such as, maybe 10 units and above a hundred percent.
• 51:39
  Unknown Speaker: No, we, I always got, I've had many commercial brokers that ask, is this any good for commercial real estate and I, or what percentage of the probates have commercial real estate?
• 51:49
  Unknown Speaker: And I always.
• 51:50
  Unknown Speaker: Go hit the question back to them.
• 51:52
  Unknown Speaker: What percent of Americans own commercial real estate?
• 51:54
  Unknown Speaker: It's probably maybe 2% and maybe 5% of Americans own five to 10% own, probably more like 5% if I had to guess own multiple units.
• 52:03
  Unknown Speaker: But yeah, but there's absolutely that potential, there's no special exclusion for commercial property.
• 52:10
  Unknown Speaker: And you would think that.
• 52:12
  Unknown Speaker: They don't make the mistake of thinking.
• 52:14
  Unknown Speaker: We always tell people don't think just because somebody as wealthy or has significant assets that they, Walt Disney and Steven jobs, all their properties had to go through probate.
• 52:23
  Unknown Speaker: They were pretty, pretty smart people, just because you own a lot of units doesn't necessarily mean that you set up your estate to avoid probate.
• 52:32
  Unknown Speaker: They, they.
• 52:32
  Unknown Speaker: They still get, you still will see them, in a given set of leads, depending how many leads you're getting, you may only see a few of them per year.
• 52:40
  Unknown Speaker: It's not going to be multiple every month or it's not likely to be.
• 52:43
  Unknown Speaker: Makes sense.
• 52:44
  Unknown Speaker: Okay.
• 52:44
  Unknown Speaker: Yeah.
• 52:45
  Unknown Speaker: Yeah.
• 52:45
  Unknown Speaker: Mainly the reason why I was asking is I have a client at the moment who's looking for a multiunit investments in Los Angeles, actually have two.
• 52:54
  Unknown Speaker: They're looking up to essentially a hundred units, both of them in a prime, a plus type buildings.
• 53:01
  Unknown Speaker: And I noticed that in the commercial world, at least in Los Angeles commercial brokers have a tendency of kind of keeping that information to themselves to often try to double end the deal.
• 53:14
  Unknown Speaker: So it's just trying to find a creative alternative to obtain access to these dwellings.
• 53:21
  Unknown Speaker: I had an idea while you were asking that question and I'll run it by Bruce, but what if you were to go back in Los Angeles?
• 53:28
  Unknown Speaker: I think we get 450 leads a month.
• 53:30
  Unknown Speaker: If you went back, if you went back maybe six months or a year, maybe we could give you some kind of a volume pricing, but what if you took the last three to six months worth in random through probate plus.
• 53:42
  Unknown Speaker: At least you'd be able to see which ones did have multiple units.
• 53:47
  Unknown Speaker: And you could, you wouldn't waste a lot of time and effort on marketing on ones that don't.
• 53:52
  Unknown Speaker: What do you think that would make sense for us?
• 53:53
  Unknown Speaker: I think, I think it makes perfect sense.
• 53:55
  Unknown Speaker: This is my input on this is gonna get to be good.
• 53:59
  Unknown Speaker: Just real estate advice.
• 54:01
  Unknown Speaker: If you're pursuing business anyway whenever I am pursuing a particular person, be it a homeowner someone in my sphere of influence or a, an estate planning attorney.
• 54:14
  Unknown Speaker: I'm usually gonna make, try to make my request.
• 54:18
  Unknown Speaker: If I'm asking for a referral, I'm going to try to make my request very sticky.
• 54:23
  Unknown Speaker: Okay.
• 54:23
  Unknown Speaker: In other words, if you go to an estate planning attorney and say, Hey, could you send me everybody that you have that has real estate that's a very bright, broad brush.
• 54:34
  Unknown Speaker: It you're painting a broad picture.
• 54:36
  Unknown Speaker: And they're likely gonna forget that because they've heard that.
• 54:39
  Unknown Speaker: From other agents and investors before, but if you go to that same person and you say, Hey, I specifically have investors who are looking for multifamily properties, 10 units or above.
• 54:52
  Unknown Speaker: We don't want to get too crazy specific, but 10 units or above.
• 54:57
  Unknown Speaker: And a lot of those.
• 54:58
  Unknown Speaker: Don't go through probate.
• 54:59
  Unknown Speaker: If you run into those, I have your buyer and that's really sticky for them because they remember it.
• 55:06
  Unknown Speaker: And not many people have asked for something like that.
• 55:08
  Unknown Speaker: The same thing applies with your other, I don't want to camp out on this, but the same thing applies with your sphere of influence.
• 55:15
  Unknown Speaker: If you're in real estate, instead of saying, by the way, if you know anyone looking to buy or sell real estate, would you refer me?
• 55:21
  Unknown Speaker: You say.
• 55:22
  Unknown Speaker: I have a buyer looking for a four bedroom colonial brick house in such and such a neighborhood.
• 55:27
  Unknown Speaker: And I can't find it.
• 55:28
  Unknown Speaker: Do you know anyone?
• 55:29
  Unknown Speaker: They're going to remember that request much more than a Oh, by the way, type of conversation.
• 55:35
  Unknown Speaker: So fed within you with your specific question, I would go to estate planning attorneys and use the two.
• 55:43
  Unknown Speaker: A relationship you have with people that are looking for big complexes.
• 55:47
  Unknown Speaker: And I would ask specifically for that, it's going to make you memorable and it's not going to eliminate the other types of referrals that they would send you.
• 55:56
  Unknown Speaker: It's just going to make you more memorable.
• 55:58
  Unknown Speaker: I love that.
• 55:59
  Unknown Speaker: I'm actually, I'm going to take the second suggestion as well for the Not you, instead of saying, Oh, by the way, do you know anyone looking to buy your side?
• 56:07
  Unknown Speaker: Like the alternative you have to that?
• 56:09
  Unknown Speaker: So the absolute gold as always.
• 56:12
  Unknown Speaker: Thank you guys.
• 56:13
  Unknown Speaker: So much.
• 56:14
  Unknown Speaker: Thank you, sir, guys.
• 56:15
  Unknown Speaker: It is so good to be back guys.
• 56:17
  Unknown Speaker: Great.
• 56:18
  Unknown Speaker: First to call it the year.
• 56:19
  Unknown Speaker: Great call is always, and you guys are the call, you're the reason that this works so well and you guys always show up, you always participate.
• 56:27
  Unknown Speaker: Yeah.
• 56:27
  Unknown Speaker: Great questions.
• 56:28
  Unknown Speaker: I want to.
• 56:29
  Unknown Speaker: Thank each and every one of you for being here today, I want to particularly thank those that actively participated.
• 56:34
  Unknown Speaker: And I want to challenge each of you take one thing that you heard on today's call that inspired you go out and put it into practice and please come back next Wednesday.
• 56:44
  Unknown Speaker: We will have the role-play call for sure.
• 56:47
  Unknown Speaker: And then come back next Thursday and share your results with the group.
• 56:50
  Unknown Speaker: Stay safe, stay productive, make it a great week.
• 56:53
  Unknown Speaker: And we will talk to you next week.
• 56:55
  Unknown Speaker: Take care.