Latest / All The Leads Mastermind Podcast / How to Market to Attorneys and Make Real Estate Video Ads for Facebook | Probate Real Estate Mastermind #284

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How to Market to Attorneys and Make Real Estate Video Ads for Facebook | Probate Real Estate Mastermind #284 · All The Leads Mastermind Podcast

• 0:00
  Unknown Speaker: COVID got you worried whatever that is like you identify with them, get them to identify with the creative, then once they're identified, present, present a problem and then vaguely present yourself as the solution don't don't sell their Facebook ads or a lot like voicemail. It's not a place to sell, it's a place to get engagement. So all you're looking for is to get them to click that Learn More button. You don't want them to be able to learn more on Facebook. You want them to click that and they can learn more, as soon as that click. And that's the recipe that's worked really well for me. we averaged about a 10 to one return on Facebook dollars. So that's, that's the magic recipe that's worked so well as interrupt. It's kind of interrupt, engage, educate, call to action, and accomplish all that in 15 to 30 seconds.
• 1:08
  Unknown Speaker: Welcome successful agents and investors nationwide. Today is Thursday, June 25 2020. And this is mastermind call number
• 1:18
  Unknown Speaker: 284.
• 1:20
  Unknown Speaker: We do have four people in the queue. So let's go right to our first caller. First up this week is phone number ending in 595. to Europe first. Yeah. Hi, Jim. Good morning. How you doing?
• 1:33
  Unknown Speaker: Excellent. So Gee, always good to hear from you. Thank
• 1:35
  Unknown Speaker: you. Thank you. I thought, you know, my question is for child chat. I was gonna ask, I think a three pronged question. The first one shows ago, you talked about getting hooked up with judiciary. And I was wondering, what is the best way of going about that? And the second one, I was wondering what you thought about, you know, just emailing your resumes to attorneys and maybe following up with them. Those are two that, you know, I think I forgot the last question. Oh, the third one was, I was wondering like in California, if it was possible, you know, to be a guest member of the California Bar Association. Do you know anything about that? We'll start with the fiduciary, fiduciary, you can find that voice any of your leads, and I know you have lots of historical leads. If you go into my probate lead to download all and then do an auto search or you want to compare the PR name to the attorney name. Oftentimes when a public administrator or fiduciary is the PR, then those two named fields will match they'll put them in as as both the attorney and the personal Rep. That's one way you can do it. The other way is they have professional trade groups for fiduciaries, especially in California, and you can look up x county fiduciary meetings or Association in most markets like I know people in San Diego, San Jose, San Francisco. Like in those markets, that's to be an affiliate member of the fiduciary organization is about $300 a year, and they usually meet monthly. And normally they made in person, I'm sure that is shifted to zoom meeting now, but you can become an affiliate member of that. I've only heard of one person ever being rejected from being an affiliate member of a bar, and I believe it was in South It was around Tampa, Florida, we've had people join the Bar Association has an affiliate in the state of California. So I think you'll be able to do that as well. And with each of those, what you want to do is focus on what value can you bring to the group that nobody else has been bringing? So you're not an attorney? Are you likely you're not I know your family. You come from a long line of attorney. So you talk, you talk the talk, but don't go in there trying to be an attorney go in there trying to show them how your service can support the growth of or optimization of their firm, whether they're a fiduciary or an attorney. It's pretty unemotional for them so they're easy to get through to if you can find A unique value to provide to them. And then as far as sending your resume to attorneys, I don't recommend it. Because there's just it's there's far better things you can do when you reach out to attorneys, like telling them how awesome you are at your job and how many you know how much success you've had, it doesn't do a whole lot for them, you need to tell them how your skill set is going to grow their business is going to make them work less is going to bring more value to their clients. So rather than focusing on yourself, when you reach out to an attorney, you focus 100% on them and their firm and their client don't make it about you at all. And I know that's that's hard, but it's very effective, because everybody else is doing that everybody else is sending resumes and you know, their last year's worth of deals trying to prove their worth as a real estate agent. And what you want to do is create division that you're a supplement to their business model. So you are a team member of theirs and they are a team member of yours. So don't focus so much on a traditional business what I've accomplished sort of you know, resume or professional profile, focus on what What can I do to help this attorney but it's going to get his attention, and we can both benefit from that relationship?
• 5:06
  Unknown Speaker: Okay, so how do you get your foot in the door there?
• 5:09
  Unknown Speaker: So the two ideas we discussed the most one is offering estate planning to your sphere of influence. So your past clients, your friends, your family, professional groups, like if you're in mastermind or networking groups, you know, very few Americans have a proper estate planning and probate is going to cost between five and 7% of the gross value of their of their estate. So Shouldn't we raise our standard of service and offer that to everyone that we play some of these large asset purchases? Like is there anyone who owns real estate that that shouldn't really that has a high net worth that shouldn't have a proper estate plan? Because it's a living trust, even if you go all the way to that it's typically less than three grand even for, you know, more wealthy individuals. So probate is far more expensive than having a living trust. So if you can get your sphere of influence to say, you know what, so Gee, that's amazing that you're offering this offer them a free one hour consultation with your your legal team. And when you see how many raise their hands, you go open the door to the attorney's office, you open up that relationship by bringing them a referral that's ready to go that are not it's not here's a list of my past clients that I have spoken to this person, they are ready to have the conversation. And that shows extremely well
• 6:21
  Unknown Speaker: because a lot of people don't realize
• 6:22
  Unknown Speaker: this. I just learned this a year or so ago that industries they can't direct market to get leads. So they can't mail the probate list like we can they pretty much rely on referrals or broadcast marketing or you know, branding. So it's an extremely valuable gesture to the attorney that provides value to your client base and everybody wins you make a great first impression. If you don't have past clients which I know you do. So you but there's a lot of people on this call like if you don't want to do that much work or you don't that's intimidating to you. The other easier way faster way is to go in with like take your last list of probate leads. What you'll find is about 20 90% of them had initiated the probate process without legal representation, other known as pro se and the petition phase and proper during the probate phase. So 20% of those people in California, oftentimes they get in over their head and realize they do need an attorney. And then the attorney ends up having to work even more on charge more money, because he has to clean up the mistakes they've made and move forward. So a lot of times, they end up hiring attorneys anyways. But these attorneys can't direct market to the people like we can, so you can provide value to them by offering to co market and sit down with them. You go into the office, you you know, let them know that you had a team of people here locally that help families going through probate. And as part of that you visit the county clerk each month and what you've noticed is that one there, their firm name and the attorney name keeps popping up. So you thought they must be a good authority in the space stroke. There you go a little bit and to at least one won't have legal representation and we both know that's a bad idea. So I'm looking for an attorney. That will sit down and design a kind of a probate timeline or a probate checklist with me just a half an hour, 45 minutes of your time. And I will include it in every letter that I send from from here for. And that is a legal way for that attorney to direct market by tagging on to your marketing. And it's a way for them to generate a lot of business. More importantly, most importantly, it's an opportunity for you to sit down with somebody and spend like spend time collaborating on on something that will benefit both of you and create a real organic relationship. Naturally, what's going to happen while you're doing that is they're going to be like, well, what's this for Tell me more about what you do. And that gives you an opportunity to talk about what you do and how good you are at it. Both of those are value first organic ways to generate these ideas, not that sending your resume or sending emails or making phone calls won't work. They just that all those things won't be nearly as effective as the last two ideas we shared.
• 8:54
  Unknown Speaker: And Tim, you had something you wanted to add also.
• 8:57
  Unknown Speaker: Yeah, so you asked about affiliate members And they actually have a specific category that is called an associate membership in California bar. I'm looking at the form online and associate is a real estate individual or a service provider and is $300 a year. Thank you very
• 9:15
  Unknown Speaker: much, guys, man. I really appreciate it.
• 9:17
  Unknown Speaker: All right, great to hear from you. We got a full queue. We got eight people in there. Up next is phone number ending in 8546. You're up next. Thank you guys. Thanks for taking my call on the same thread as the call of before and marketing attorneys. I know that from the master course that I took and listening to you guys the emails and letters are really not effective. And the best method was actually walking into the office introducing that's kind of died down a little bit now because of covert obviously, you know, we get the emails on the on the visa list. There's attorneys with emails, and I'd like to create a custom list and upload that to Facebook. So I create an ad that's top of mind to the attorney. He's on their Facebook account or on their LinkedIn account because of the emails and the phone number that we're that I'm that we can get from all the leads that you send us. Has anybody tried that before just being Top of Mind and every time that he's on, he or she or on Facebook, the attorneys, and they keep on seeing my ad coming up, you know, we have families and probate you know, help attorneys make their life easier, etc. I highly recommend so when you're creating your audience, I want to make sure that you're not just trying to match the email address and phone number, you know, use the first name, last name, email, phone number, all the fields you can you'll get a higher match rate, it's likely that you'll you'll match on name, even if there's no email there, you could probably still get a name match toddler phone number. So Facebook, keep it over 600 unique data points on each of us. Even if it's not in our profile, we can still match to those points in their database. So just be sure don't don't exclude the ones that don't have an email because you might match them on name or phone number or both. Yeah, this should be effective. So far, I don't know anyone who has ran a campaign like that to attorneys. In the last several mastermind calls, we've talked about it two or three different times where we kind of unpack the idea of how to do this when you're creating an audience and, and pointing your ads at the personal representatives. But I'll tell you exactly how to like we talked about the audience creation, the creative, the copy, the budget, all those things are kind of in the archive. So look for those cat does a really good job of Time Stamping every call. So go back through and look at the keywords and see where we talk about Facebook ads.
• 11:35
  Unknown Speaker: And you'll kind of hear the long form
• 11:36
  Unknown Speaker: of how you can approach this but try to be super local, and you know, identify with them in the first two or three seconds. Identify with them, like let them know that they're being targeted because they are a local probate attorney, and try to try to bounce them off of Facebook onto a video landing page where you are talking to the cameras, no scripts, no teleprompter, just be you and just look into the Camera pitch the same way you would if you were meeting him in his office. Okay, but the benefit that we can provide etc is kind of like one on one all natural. Exactly. All right, beautiful. And I'm sorry and going back to those calls you mentioned you had before mastermind targeting personal representative but that was my next question. I thought it might be more effective targeting attorneys and personal representatives we still want to be top of mind I imagine but it's more emotional contact you need to create with them because they're going through a hard time and attorneys more subjective. That's a different coffee altogether, I think so. What you need to know is keep your copy short so your headline should be less than five words. Ideally, it should be a question and then your description. Again less than five words if the headlines a question then use a description to create more curiosity around that question. Tie all the pieces together. Your creative should be in the first two seconds they should be able to identify with it so probate attorneys in Santa Rosa, California, like They're gonna, they're going to see that even if it's not the first time it'll be the second or third or fourth time that day that they see it, eventually they will see it now identify so the first two seconds identify your your subject, the next two seconds present the problem, the next two seconds, propose a solution and then two and then whether it's you know, you can go 15 seconds or 30 seconds, I wouldn't go beyond that. Just use curiosity that videos is just for creating curiosity. Then they click learn more, they land on a landing page where you're speaking directly to them. And I would recommend on that landing page, you have a video and then summarize what's in the video and copy. So if they want to read it, they can read it if they want. If they like learning from watching videos, they can watch the video, give them options, and the call to action should be click right here. Click here to get on my calendar right now or call the number above. I'm waiting for your call. And just really simple, clear call to action. This is what you do from here. Okay, I'm writing this down really fast. Okay, just to go over the setup. First two seconds are should be geared towards what the first two seconds you need to identify they need to identify what kind of creative so are you an attorney? Or are you a probate attorney? Are you an estate planning attorney? Are you in California? Do you want to are you trying to grow your firm has COVID got you worried whatever that is like you identify with them. Get them to identify with the creative, then once they're identified, present, present a problem and then vaguely present yourself as the solution don't don't sell their Facebook ads or a lot like voicemail. It's not a place to sell, it's a place to get engagement. So all you're looking for is to get them to click that Learn More button. You don't want them to be able to learn more on Facebook. You want them to click that and they can learn more as soon as that click. And that's the recipe that's worked really well for me. we averaged about a 10 to one return on Facebook dollars. So that's, that's the Magic recipe that's worked so well as interrupt. It's kind of interrupt, engage, educate, call to action, and accomplish all that in 15 to 30 seconds. It's and you and don't be afraid to test things like run one video for a week and then switch it out and run it again or set up an A B test and run them in parallel and see you never know what's what's going to work like don't give up if it doesn't work on your first try. Don't give up because something something always works. It just sometimes takes us three to six months on Facebook to find out what will work. Got it okay meetup calm again, I mentioned in a different medium that has up until now then kind of constant repetitive. I know some people not with probate, but I know some agents that are having some success with addressable geo fencing where basically you drop the geo fence around a specific, a specific address. And you can target any phone that has been inside of that address. Let's say an attorney's office. Any phone that's been in that address, you can target that phone with, with ads, that drop on the news, news websites that they might visit any websites, they might visit from their phone for up to 30 days, with, with the same type of ad that you would build for Facebook, it's a little bit more advanced. So I don't want to go down the rabbit trail here. But if you want to be able to send those same ads and that same message out to attorneys or their client, that would be another way that you could do it. And there's several different websites that that I know of that you can set geo fences up through.
• 16:35
  Unknown Speaker: Okay, I know that Facebook has a geo fencing feature as well, but they don't it's not allowed them housing. When I do real estate ads. I can't do that. So, but this is not necessarily housing, so it might be able to do that on Facebook as well.
• 16:50
  Unknown Speaker: Okay, great. I'd be able to
• 16:52
  Unknown Speaker: all right, perfect. Next up is phone number ending in 2913. You're up next. Hey, can you hear me Yes, sir. Hello. Okay, great. This is more surface. I'm a brand new member. I just I've been listening to your calls for some time, but I just signed up with Jordan, I guess you know, Jordan, he's great by the way. So I don't know if you give them a bonus or something, but he's been fantastic. Well, he's, he's actually married to my daughter so long, let them know.
• 17:19
  Unknown Speaker: Good will tell Mark Davis
• 17:20
  Unknown Speaker: and
• 17:22
  Unknown Speaker: Tiger Woods. Anyway, I just set up for the the mail campaign and I'm using y'all for the first call. I guess my question is, I have my own VA that I was going to have follow up. I've given her some of the scripts, anything you can tell me about just starting out or moving forward or how to manage the leads, especially to my VA on a scale of one to 1010 being better than you'll ever be to one being first phone call. Where would you rate her as a salesperson, like how good is your VA
• 17:53
  Unknown Speaker: name about a seven? Okay,
• 17:54
  Unknown Speaker: well, it's possible you can turn her loose in our roleplay archive and she can do all the work for you. Otherwise, like typically with offshore vas, we find that keeping them away from the details, making it a very superficial conversation is usually what works best. Like as I'm an ex Chad, I'm calling from Mark. He's on an appointment, but he wanted to see if he if he could get you on the calendar for tomorrow, or possibly Monday, which of those days have worked better for you? What's this about? Oh, well, Mark actually has a team we have a team of folks right here in Florida help families going through probate and he was down at the clerk's office last week and realize your family's going through that so he just wanted to introduce himself and our service. It just takes a few minutes just to see if there's any way that you guys could benefit from what we do. So what would try it three or Monday at five be the best time to put you on the calendar for Mark. And it's it's a it's a high like a very superficial they're not getting into the details or specifics about what you do what the service does, and they're trained to just defer all questions to the appointment like the third, defer defer, that way they don't get wrapped around the axle, and it just creates It's even more curiosity for your phone call. So that's kind of where we start most inexperienced VA czar is as even our essays were pretty much trained on these phone calls between mastermind and roleplay. If you have a level seven salesperson working as a VA, they can very quickly get you all the way to the front door the face to face appointment just by listening to the the methodology we teach on these calls. I think there are 58 hours of archived roleplay content. So you've got quite a library for them to train in. Okay, as far as contacting or mailing attorneys would you said yes, once a quarter What are your thoughts on that? You know, it's it's really like the personal representatives like until you know them all, keep mailing. I just, okay, just keep reaching, keep reaching out to the attorneys until you until they've said they don't want a relationship with you. Or you have that relationship. It's actually much easier to manage with the attorney because they might rotate every 20 years where was first of all represented If you have a new batch every 30 days, so you're constantly, you know, it's just like a sales career. You're unemployed every morning but with the attorney and you're building career long relationships, so if you're diligent and just keep hammering the list, eventually you will know every attorney in town, probably within the year if you're diligent. Okay. And in one place, you have one of those, like, you have one of those attorneys asked for an introduction to some of their fears. The attorneys that I know especially in the estate and probate mess, they're more than happy to introduce me to other estate, probate attorneys, guardianship attorneys that are peers if they're, they have no problem with that. And that's it. That's another really easy way in the door with an attorney. Once you have a peer to peer introduction. It's good to know I actually had a probate attorney contact me the other week. It's just kind of coincidence. They're just starting the you know, all the lead. And so we had a conversation we met and now it's gonna follow up with him, of course, but I'll ask him for other referrals, kind of in that same vein, I'm starting to develop. I'm a real estate agent and I'm trying to develop my YouTube channel. And you know, I always hear that, you know, the riches are in the niches and I was wondering your thoughts on kind of focusing on probate and bringing up topics of conversation either on my own or interviewing this other attorney that I met in developing the channel in that way. What are your thoughts on that?
• 21:17
  Unknown Speaker: Go do it. We talked about it two or three mastermind calls ago, we talked about that as well. And you can find that in the archive. But what I would recommend is don't have multiple channels. And this is what we discussed on the previous call, rather than managing multiple channels and fragmenting your traffic focus on one channel and you can have playlists. You could have a probate attorney playlist, a probate family playlist, a first time homebuyer playlist that way, people you're not painting yourself into a corner where people think you just do probate so if they find you on YouTube, they can identify with the playlist that fits their situation, but absolutely man like the more people you can interview like every team member, every vendor on your team You should at the Met at a minimum do a zoom call with them and say, you know, this is jack Harper. He is our class a contractor, jack, how did we meet and just jump into an interview just a man to man conversation and let people see that you're real, you're real and you have a team. Now the one thing I will caution you is your competition can be watching that. So you may want to keep that as an unlisted playlist and just send the link out as part of your marketing campaign. So that way you can present the link to the people you want to see it and the other people don't see it. But things like that, like interview contractors interview nursing home employees, interview, probate attorney, interview, senior moving companies, and then those become amazing follow up email links. So Alyson Mary is really great talking with you. I know that there's a lot we can do to help. Before I get there on Friday. I'm going to send you two links in an email one is me speaking with a local probate attorney about why you should have representation because I know you guys don't have an attorney. The other is Actually from our insurance professional, and he's the one that underwrites our vacant house policies. And those are the two things I see I can help you right now by getting your assets protected, and getting you proper legal representation before we proceed with anything else. So can you can you commit to watching those two five minute videos before we meet on Friday? Okay, great. I'm really looking forward to meeting you guys. And I'll see you on Friday at three. And then immediately when you set the appointment, get off the phone, fire that email, and now they have it. They're starting to build a relationship with your team before you even get there. And they realize you're cut from different cloth. You're not typical. You're not just a real estate agent. And those are things where even if it's unlisted, it's very useful. Like it can be a great follow up tool. Okay, perfect. Hey, thanks again. And I'll report back with some results in a month or so. Sounds great, Mark. Thank you. Next up is phone number ending in 6419. You're up next, though? Yes, sir. We can hear you go ahead. Have a question. Have you ever do you have any experience with the extra repetition. I'm going on a on a situation where there was two parties on title was one, give all the rights on the on the property and one of the sisters
• 24:11
  Unknown Speaker: died, but they didn't find out for
• 24:13
  Unknown Speaker: probate and it was a community property. And now they find an attorney and to say he was going to do a party to accelerate the process, I would reach out to the attorney and just have that conversation directly with with them if the family is okay with you doing that, you know, it's a good opportunity for you to learn that part of the process. I have never dealt with one myself. But if I were in your position, I would just try to set up a meeting with the attorney where I could just say, listen, we've we've been working with the family, we certainly don't want to get in the way we actually want to, you know, be a good partner and help you speed this along even more. So can you answer a few questions and just make contact with the attorney let them know what you can do to help speed the process along from a non legal perspective and they should appreciate that an answer Question. Okay. One other question, guys, I have been doing my cost sometimes the counties as a administrator for the state right? So do you approach them to to ask for like, we will stay a part of the of the process? I think it's important to contact the administrator. If it's an assigned administrator, Yes, you do. And if you do a good job, you create value for them. And the same ways that you would an attorney that we've been talking about on this call create value for them. That's an amazing way to to get future referrals from them. Because if they're the administrator on on this deal, they're going to be the administrator on a lot of future cases, as well as probably administrating administering many different types of real estate deals. So yes, you definitely want to reach out to them provide as much value as possible and use the same language that we've been talking about on this call with the attorney to establish those relationships. You might even want to ask them if you can interview review them and kind of use their expertise. So you're boosting up their ego, you're, you're asking them if you can use their expertise to be able to bring more business into the system for them and the attorneys that they work with. Okay. And just so you know, Carlos, earlier in this call when we were talking about fiduciaries, that is a public administrator in the state of California, they use the term fiduciary. So everything we talked about earlier about fiduciaries, if you aren't on Jump, jump back and listen to that. That will give you some ideas on how to approach them. Okay. All right. Appreciate it. Next up is phone number ending in 0229. You're up next. Hi, can you hear me? Yes, sir. Hi. I just thought to create a better website we don't believe and my question is related to the email campaign. If you can work on the I don't know an autoresponder that works better. I have a subscription with prop stream and it can be used for watch don't delete
• 27:05
  Unknown Speaker: doesn't to do so you're
• 27:06
  Unknown Speaker: looking for email drip campaigns.
• 27:09
  Unknown Speaker: Yeah, so we don't
• 27:10
  Unknown Speaker: have it yet. That's one of the things we are working on is actually building that out so you guys don't have to struggle through doing it yourself. We don't have it ready right now but I recommend using MailChimp Okay, one of the tips from the trainers videos that we have if you go to all the leads calm and in the in the search bar in the top right and catwalk so link it in the show notes type in emails, there's a tips from the trainer video that shows you how to do a very simple how to use Google canned responses or Google templates to do it like just sending sending one one individual emails, and then also how to how to get set up and use MailChimp automation. It's a lot of list management if you're doing it manually through MailChimp list each month you need to upload your list and it's not a lot of management. It's just each month you need to go in and actually You know, add that new list to your MailChimp list and then build out your what what MailChimp calls an automation as what they call their their email drip. The simple way is just have a if you use Gmail have a canned response or a template, right click send the email you can fire them off in a couple of seconds while you're on while you're making the phone calls. Or you can start to do the full automation and drip campaign using MailChimp. And a lot of reasons like MailChimp is very affordable. Your first 2000 leads on the list are actually free. There's no subscription price very easy to use. From a usability standpoint, it's easy to design with one of the bigger reasons is you don't have to prove your OPT in so you can actually upload the email you can upload a cold list and start emailing it immediately. So MailChimp is the tool that I would strongly suggest and that video should help give you some ideas on copy and how to execute that. Thank you very much for this object and the same suggestion for a system that can Delivery directly in the voice mailbox directly a message, I would like to let's say, either my accent at the beginning email, therefore, create curiosity about my website and have them that pulls the voter information back on the website. We're being very careful in this space right now. So my advice to you is don't use ringless voicemail in this environment because a lot of attorneys are looking for ways to make revenue because their business has been cut. So litigation has skyrocketed as it does in most recessions, but more so in this one because people were just their income was just cut off and they still had staffing costs. So a lot of attorneys have learned now that you can very quickly drag someone to a class action suit, shake them down and settle them out and never see the courtroom, they can get a quick 10 or 20 grand out of you and move on to the next guy. So I would be very very careful with any ringless voicemail product now because of that change and the environment, one of our partners has actually started a new service that they call voicemail courier. So they use live callers too. So it's not a violation of TCPA. And if you want to learn more about that you can go to voice logic.com forward slash, roll, delete. So voice logic, comm forward slash all the leads, and there's three different three things. There's three different packages one is a ringless voicemail, which they're basically not even doing anymore. Number two is the voicemail courier where we drop the voicemail using a live caller 20% of the people pick up and they actually play the message for them 80% they just leave, they leave the message. And then three is they actually do live they have live individual callers so you can have a somewhat custom trained I say make the calls for you based on what you want them to say. But that page is set up to kind of put up everything in one place and then as the pricing that they extend to our customers, but um, that would that would be where I would point you instead of doing ringless voicemail I would try the voicemails courier from voice logic. Okay, I'm just very clear. I was thinking to do with the personal representative about that
• 31:20
  Unknown Speaker: because of what you said
• 31:23
  Unknown Speaker: was logical. English. Thank you.
• 31:33
  Unknown Speaker: My name is Joy. Orange County, California. I'm intrigued about the Facebook discussion we've had on this call is is there a way that you can recommend that we can learn how to do that Bruce and I have actually discussed this and we need to sit down and just make a course it's it's probably a I would say it's probably a two hour course to really unpack the commerce And give you all the How to so it is something we're looking at though enjoys it has been coming up over and over. So I think we're going to design like a Facebook mini course for probate. Oh, that would be great. I will be your first student. Okay. You got to hold it up now and you hope hopefully orange will be back soon. Joyce appreciate you pointing that out. Okay, thanks a million. Bye bye. Sure. Next up is phone number ending in 9711. You're up next. Hey, can you hear me? This is James McCray. Yes, sir. A Richmond, Virginia real quick.
• 32:35
  Unknown Speaker: Well, I know our courts
• 32:38
  Unknown Speaker: aren't with us right now. And I was gonna joke joke Joyce and says, Well, people stopped expiring in Orange County. They're living longer.
• 32:47
  Unknown Speaker: Yeah, they cure death.
• 32:48
  Unknown Speaker: That's great. Yeah.
• 32:50
  Unknown Speaker: Well, that they have the money for it. So what can I say? Hey, real quick,
• 32:54
  Unknown Speaker: but phone calls
• 32:56
  Unknown Speaker: in the upstate New York area. I guess you're not really allowed. To make phone calls to probate leads in upstate New York, or is there a way to do that
• 33:05
  Unknown Speaker: to make phone calls in that area?
• 33:07
  Unknown Speaker: I a little update on that. So we've had some conversations in regard to what the chat I asked you to be quiet. Let me talk.
• 33:16
  Unknown Speaker: I'll be I'll be, I'll be a good boy.
• 33:22
  Unknown Speaker: So we've had obviously there's a lot of people in New York, we have a lot of folks there that are extremely interested in obviously, there's a problem with status, we understand that the issue is that they're not allowed to call unless you have a previous relationship specific customer or the customer has asked you to contact them, then in fact, right can do that you cannot make a cold call. So I would urge you not to take my word for it. Don't act on what I said. But do this. You know, in your State Bar Association has a helpline, they'll tell you the same thing, call the 800 number and they'll express the same thing I told you. So the way to accomplish that, at least to be able to reach out to Some of it would be to send an email, send it, send a letter out. And in that letter, ask them to come back to your website and register so that you can contact them. And you can help them during this period because a lot of people are sitting there not knowing what to do with their probate properties right now. And that kind of letter might be well received, you just can't make a cold call. Okay. All right. Next up is phone number ending in 7976. Welcome Rene comm now, quick question on the follow up from from earlier, I'm coming across a lot of people that look like they have owned this property for a long time, like 10 or more years. And one of two things. One is either the now personal representative looks like their name is the owner. So maybe they just you know how to transfer it over. Or again, it's just kind of been in a family for a really long time. So do we just keep mailing those people because there's kind of a lot of them, you know, I don't want to just keep spending money on somebody who's not going to buy To tell me we're keeping it but I keep mailing to them. Any thoughts on that? Well, one thing I would say is like the fact that they didn't probate the estate, and let that go on for years and years and years without actually dealing with it. That tells you that like probably master procrastinators, right, like they're, they're pretty good at putting things off. So consider that they might not be returning your call because they're just not whole good. They're not very good at this whole adulting thing. Potentially, your letter will land on a day where they have a breakthrough. And that's when you get to come list me call fear, you know, burning through your budget, and you have other leads to reach out to and focus those dollars. Yeah, I would say if you've touched them multiple times, they shouldn't be a priority. But understand that there probably is still some deals and they're just they're just not that responsible and they don't return calls or emails and eventually they will when they feel enough pressure. Yeah, okay. It was more of a reiteration question. As I'm thinking I may just take some of those dollars and kind of restart. into the newer people and then call you don't mind going back and calling and I make notes for all these things and hashtags, but I think it's more the dollars spent on the mailers. That's the best thing right now for the budget. But okay, thank you. All right, next up, we got three more in the queue. It should take us up to the top of the hour nicely. Next up is phone number ending in 1202. You're up next. Hey, how you guys doing? I'm just a quick question. I'm thinking about signing up with you guys. With the probate list as I was wondering if you guys had any statistics, being the first touch on that list being a cold call with regards to compared to direct mail. So it's hard to track everybody's statistics collectively because once the lead leaves, everyone has different different behaviors, right and it doesn't ring back to us. But the reason we recommend the two in tandem as based on our experience on the stuff we could track when we were like using this in our own businesses for me I just found the cold calls are way warmer. If I'd already put if I put a letter out in front of me and I referenced that letter, a lot of times, you're still leaving voicemails and referencing the letter will make them go look for that letter and realize your letter looks a lot, your offer looks way different than everyone else's offer. So oftentimes, the letter will get there, it won't get their attention, the phone call, the voicemail will get the letter the attention it deserves, and then you'll get the inbound call back. So it's you're going to get the best result using them in tandem. Now, we certainly have people who call before their letters hit and they just changed the script up a little bit. And we have people that don't send letters at all, but the people who get consistent results and get the highest conversion rates are doing it in tandem. They're they're tying the two together as a true marketing campaign. Awesome with the same timeline, like what would the timeline look like? For example, you get a list, you send a letter first and then you wait a
• 37:56
  Unknown Speaker: week or so or how does that work? So you try to land your call. Wasn't the day of or the day after the letters hit. So for me, like I send I ordered mail on Thursdays, it fulfills on Fridays, and I make calls on Tuesday, Wednesday, Thursday, you get two to three business days for for first class postage. So if it hits the mail like Friday, Saturday, Monday, then on Tuesday, everyone should have gotten that, in order to be sure we actually see seed your list with your own name and address. So you'll get a copy of your own letter that way, you know, you have a side signal on the mailbox that says, hey, it's time to call this this list for this letter. Awesome. Awesome. Thanks, guys. Looking forward to working with you guys. Same here and our phone number ending in 7754. You're up next. Howdy.
• 38:48
  Unknown Speaker: Yes, sir. Yeah, I just had a quick
• 38:50
  Unknown Speaker: follow up question about the
• 38:52
  Unknown Speaker: upstate New York band right now and cold calls. And was
• 38:56
  Unknown Speaker: is that just apply to licensed
• 38:58
  Unknown Speaker: agents or is that Everybody cuz I'm marketing in Florida
• 39:01
  Unknown Speaker: but come across a lot of
• 39:03
  Unknown Speaker: owners personal reps
• 39:05
  Unknown Speaker: with New York numbers. Are you
• 39:07
  Unknown Speaker: licensed in New York? I am not. Nope. I mean, that is specifically for that, as far as I know that specifically for licensed agents in New York, but I would tell you this probably something you should know that that helpline for the the New York State Association of Realtors is free, it's not going to cost you anything to get on it. Be smart about it, I would at least urge you to go take a look. I doubt that you're going to have an issue there because you're not in state. But I'm not I'm not an attorney. And I'm not a member of the New York State Board of realtors either. So you should check.
• 39:39
  Unknown Speaker: All right, we'll do
• 39:40
  Unknown Speaker: and now I'll be the second member sign up behind Joyce on the Facebook thing for Thanks, guys. All right. We had another person jump in the chat. I know you're driving so let's take them. Hi. So my name is Larry is here in Michigan in Oakland County. We just started actually the program is Our first listing went out once a late March, early April. So just about the worst time. And what I was wondering is two things. First, skip tracing, I noticed that some of the phone numbers are coming back and cannot be reached. We know are the phone numbers before we get them? Are they verified that their work numbers or how does that work is a personal representative phone number recorded on public record, which is very rare, we give you that as the top phone number. The next phone number down begins our proprietary skip trace process. And there's four slots there. So you could have up to five phone numbers, and they're based on the order that we believe how accurate they are. Now, if we can't find a john doe and john doe in Detroit, well look for any any double match point associated with john doe in Detroit. So you may get Jane Doe his wife if the numbers aren't correct, you know, we do our best to find the most the most recent and the most valid phone numbers but it is a it is an art not a science. So there's no guarantee, but they are coming from us. And we have, you know, based on what tracking we've done, and we find that our numbers are about 95% accurate, if you, but some, some are not going to be that's just the nature of it, but we do our best. And I would say, you know, based on our experience if you're unable to do any better, because we do take a pretty exhaustive approach at it. All right. Well, thanks. My second question is, you know, coming in at this time, I'm going to have any other experience and wondering for the more experienced guys, if you guys could tell me what the volume was like.
• 41:37
  Unknown Speaker: As far as
• 41:39
  Unknown Speaker: you know, letters going out the amount of listings and you guys see it increasing, decreasing because I'm calling calling calling and I'm literally getting nowhere. We normally have 300 leads a month. I call by like the other day 444 time and I haven't even got a single report or that correction, we got one appointment, but that's your thing. You're really the only person I've heard that from I was really surprised how engaged the family stayed with with our subscribers and everyone seems to be going extremely well, almost unimpacted obviously, as you heard with joy some of our members can't get leads in those counties kind of nothing is happening but not with the families or the courts or or our subscribers, but otherwise people are doing really well. Like we've we've had a lot of success stories over the last couple of months. It could be just the culture I guess if people are, I guess better behaved like if they're taking social distancing more seriously and they're just not doing anything. Or if they've you know, decided to just forward is gonna check out and play with, like, hang out with our families and not work too hard or deal with much over this time. It could. I don't know if you see that and your local culture that could be the reason but across the board like across the country, I've been really pleasantly surprised. And how engaged most everybody has stayed and they still even though they're there, they're at home. They're still trying to move the ball down the field and and interacting with our subscribers.
• 43:09
  Unknown Speaker: what time of day. Are you making phone calls?
• 43:12
  Unknown Speaker: Anywhere between noon to five?
• 43:16
  Unknown Speaker: Okay, have you have you thought about? Have you thought about making calls in the evening as opposed to that day to vary it up a little bit?
• 43:23
  Unknown Speaker: I haven't put it up yet.
• 43:25
  Unknown Speaker: Yeah, I would. I would add, I would add to that, like Saturday morning about 10 to one is usually good. Also, for the ones you can't get some people like Tim. Yeah, where Tim was going. Some people just get they're not going to answer the phone during that time of day. change up your call times a bit. That's a great idea. I interrupted you, Tim, go ahead. You know the nice
• 43:44
  Unknown Speaker: thing about McComber Oakland
• 43:46
  Unknown Speaker: County. Mike had a few people tell me that they wanted really
• 43:49
  Unknown Speaker: backlog.
• 43:50
  Unknown Speaker: You're gonna find issues with every court system in the country for various reasons. Some of them are simply staffing and personnel reasons. Some of them are courts themselves. down. I mean, it's a challenging time. But what you should be working for is to build up a book of customers that if there are things that, you know, you're going to run into along the way, once you've gotten through this period of time, and people are coming back and doing, you know, I don't know, I don't really specifically know how state of Michigan is and what the, you know, salvage rates are and all of that everybody's watching it pretty closely all over the country, but it's a pretty good barometer for what's going on. I don't know that we've not I don't think we're aware of closing there. I think we're continuing to get leads, but it's obviously been affected. But the other side of this is that you should be reaching people at home. If they're self quarantining, or they're staying home or working from home, you may get them but also, if they're working from home, they may not take personal calls during the day because in fact, they're working from home. So I think one of the things you should definitely shoot for is start making some evening calls, make some weekend calls and see if that helps you get some better contract rates, and then you're going to get into some better conversations.
• 44:58
  Unknown Speaker: Thanks so much, guys. I really appreciate it. you're experiencing all your help.
• 45:00
  Unknown Speaker: All right, we have Cheryl
• 45:02
  Unknown Speaker: along. Are you there?
• 45:03
  Unknown Speaker: Yes, I am. Thank you.
• 45:05
  Unknown Speaker: Sure. Go ahead. I just wanted to.
• 45:07
  Unknown Speaker: I'm up in Monroe County, New York, and to the person that asked the question about the collars and the agents, I, because I can't call from what I understood, and I got that information from all the leads. So thank you very much, because I was calling when I first signed up, and when I was told, we aren't supposed to call because I attend our Ria meeting. And I had some discussions with people with a meeting and they kind of confirmed it. I shouldn't say kind of, they basically confirmed what I was told that we aren't supposed to be cold calling. And they're a very conservative bunch. There's a lot of legal stuff that's going on up here with regards to mostly rental stuff, but they're very much into what the real estate laws and everything are right now, but they never said anything specifically about whether agents versus non licensed agents, whether there was a differentiation about People call in who couldn't. So I'm going based on because right now I'm in the practice of getting my license. And they knew that so they would have said something to me if there was a difference. So in answer to your question, your understanding is it's not a law, it's a board of realtors edict or a policy is our understanding that, like Tim said, verify that and if that is true, that would make sense if you're not licensed than the real estate commission doesn't have any authority over you, you know, I, I don't so that's that's good to know, though. So investors, if you're calling as an investor, or you know, if you're just not, if you don't have real estate license, it sounds like you'd probably be okay. But that's good to know. Thanks for the input. So that being said, if you are if you have somebody else calling that is not a licensed agent, are they able to call?
• 46:50
  Unknown Speaker: Well?
• 46:52
  Unknown Speaker: Yeah, you're gonna you're in a gray area there because the reality is if you are, if you are, they're calling on your man If you this calling and if you are a licensed agent and you hire someone to make the call for you, you're not you're not not an artist. It's there. Right? So if I'm on on licensed agent and I'm partnered with a licensed agent that then makes me a licensed agent in that regard, is that correct? I'm gonna I'm gonna stop you and say this is truly not something that we ought to be touching you about. And I really I really say that, to be fair, to be fair.
• 47:36
  Unknown Speaker: Alright, guys, go ahead. That's fine. How did you have a follow up question or something else you want to add? Yeah, if you're if you're working in conjunction with somebody that is in another state, does it the same rules then still probably apply? So it never mind is we're still getting into legally is with with where I was going? Yeah.
• 47:57
  Unknown Speaker: Probably so and the good news is, I think the first week of September you guys are you're getting you're gonna get released from the Do Not Call jail and you'll be able to actually get back to work. It's been I know, it's been a tough, prolonged period of time for you, we empathize with you for sure. But literally it's a free helpline an 800 number we call the New York State Association of Realtors hotline, and they'll gladly talk to you. And they'll answer these questions for you pretty straightforwardly. And they want everybody to get back to work. It's to their advantage to do that. So I would call them and yeah, I won't do that. Because just the activity with the people in our Ria meeting, things are moving. It's just a matter of being able to get ahold of the people that are on our list.
• 48:37
  Unknown Speaker: Know
• 48:38
  Unknown Speaker: that it's encouraging at least that you know, our cash buyers as he's getting calls all the time to buy and sell. So I'm like, All right, I'm waiting to get some stuff to get to you. Thank you guys so much. I appreciate it. Hey, guys, thank you so much for your patience cat tells me that we have someone in the queue that wants to share a success story. So we're going to go one more color and then we're going to wrap it up Merida. You're up last phone number ending in 7754. So I have two questions. I have been working with this. I have been working with a personal representative since March. I met up with him about two or three weeks ago and he's been kind of reluctant to sign his listing agreement with me. We but he wants to sell his house with me. I've already introduced him to our wives already given him an offer via our my cash buyer investor, but he does not want to sign anything until he gets his paperwork from the attorney. And, you know, this has been since March. And I just met up with him Memorial Day weekend because of the restrictions that we've had due to COVID. And I followed up with him last week, he said that he still wants to go ahead and move forward with the cash offer but he just doesn't want to. He doesn't want to do anything until he has the paperwork from his attorney.
• 49:56
  Unknown Speaker: So what
• 49:58
  Unknown Speaker: paperwork he Waiting for the letters of testamentary. And the ask them for the probate application, ask them for the death certificate and ask them for the will. I'm in Texas. Yes. So unless he is unless he has petitioned the Corps and gotten granted the monumental title, he doesn't have the authority to sign the agreement. So even if you get into sign of it's not valid and enforceable. So he's actually right. In this case, he should wait until he has the letters. Otherwise, it won't be a valid a valid contract. Okay. So I just basically got it keep incubating him. Well, what you can do to secure your position is prepare a letter of intent for the bot for the purchaser, and have them sign that deliver that to the seller and have them sign that and do go ahead and do an agency disclosure document even though it's not an agency relationship. It's an lol I'm not a contract just as a See ya. Just have him sign. You know, this, and you could actually write that into the letter of intent, like, you know, seller seller agrees that when granted the authority as the administrator, they will list with ABC brokerage buyer agrees that they are unrepresented. They're offering, you know, $55,000, you know, the terms of the deal. And then everybody just signed the same letter of intent. The broker, the buyer and the seller. I've worked a couple of deals with these same investors. And so I actually represent both sides in just thought I'd let that put that out there. Well, that's that's why I was recommend that agency disclosure because dual agency is a powder keg, like I don't believe in it. When I represent investors, I actually leave them unrepresented and I have them sign an unrepresented party had done them because I don't ever want to be standing in front of the real estate board defending my license. Just because I got two sides of a commission. I can take the commission without the risk by doing it that way. So you might consider that as just leave your investors. unrepresented. They don't need it. Okay. Okay. So you said a dual agency disclosure. Well, if you're going to act as a dual agent, which I'm suggesting you don't, but if you are, then you need to disclose the agency in the letter of intent, like you're intending to represent both parties. It's just being extra careful what I'm suggesting. Instead of doing DOJ agency and disclosure, I'm suggesting that you get the purchaser, your investor to sign an unrepresented party addendum and then you sign up you get you can include that language in the letter of intent, you know, investor is not as unrepresented in this transaction. seller's intent is to list to sign an exclusive right to represent seller agreement with ABC brokerage, whenever they have the authority purchaser is offering you can roll all this language into one letter of intent. It's not clearly it's not a valid, enforceable contract either, but it's a mental commitment to the deal, and that should eliminate any risk of losing it to competition or people getting like and that gives you a chance to set a problem expectation with both the buyer and the seller that listen, we've we've solidified this deal. We've shaken hands now we're at the mercy of the court and their backlog. So this could take weeks or maybe even months, but it will we will go to a purchase agreement as soon as we can, but okay, and that should should lock your deal up. And and it'll be there whenever, whenever the courts can get his hearing, you know, whenever they can give him his appointment. Well, he actually had his appointment on June the 11th. It was a, you know, teleconference appointment or hearing. So, so, and we're waiting. Yeah, you're probably just waiting on the clerk to get out of the pile of paperwork that COVID created for. Okay, right. And by the way, Maria, I really went back and re read cats comment. You're the lady who recently shared a win with us. It does a couple listings up here. So yeah, cat was referencing that not that you had one today. So thank you so much for participating. Winner of the week that time but I was at the grocery store and the call dropped but I I should have been winner of the week that by I believe you were, I believe I believe you were I'll have I'll have to get in touch with you again. So congratulations, you know, retro actively on Twitter of the week for that week. All right. Well, thank you. Thank you so much, guys. This is an extraordinarily long call. We appreciate your patience. We had great attendance. We had great participation. I want to thank all of you for being here, particularly thank those who actively participated. I want to challenge each of you take one idea one thought one thing that inspired you on this call, go out and put it into practice. And come back next week and share the results with the group Make
• 54:44
  Unknown Speaker: it a great week, stay healthy and we will talk to you soon.