Latest / All The Leads Mastermind Podcast / 18 Live Q&A That Will Up Your Real Estate Business Game. PLUS: Free house using Sub2 Financing?! | Probate Mastermind Podcast #297

Transcript

18 Live Q&A That Will Up Your Real Estate Business Game. PLUS: Free house using Sub2 Financing?! | Probate Mastermind Podcast #297 · All The Leads Mastermind Podcast

• 0:00
  Unknown Speaker: Welcome to the probate mastermind podcast. In this episode, you will learn best practice tips for setting a prospecting schedule, leaving voicemails, answering callbacks and prospecting attorneys for b2b relationships. The coaches from all the leads help put transactions together with live deal analysis and discuss strategies for relocating occupants presenting subject to as an alternative to a short sale, and presenting price options on appointments. Other topics include how to structure your real estate business for an agent investor partnership, how to use Google My Business for lead generation, and how to find a property owner when driving for dollars if skip tracing doesn't work. These episodes are recorded as a live question and answer mastermind with participation from agents and investors all across the country and can be found at all the leads comm slash blog or in the all the leads mastermind Facebook group. Thanks for tuning in. And don't forget to subscribe to future episodes.
• 1:00
  Unknown Speaker: Welcome remarkable agents and investors nationwide. Today is Thursday, September 24th 2020. And this is mastermind podcast number 297. Coming up on 300 times we've done this guy's and we couldn't do it without you to get to questions. Perfect, Jim, go ahead. Okay. I think you know the answer to both of them. probate plus questions, discuss new leads and Mobile County and one properties has three properties, but they are all in Colorado. And now the attorney is immobile. But there's not a primary residence or secondary home in Mobile County. Just wondering what the reasons for that might be. I'm sure. It could be investment property. So they may have sold their primary residence and they were living in a nursing home or renting or living with a family member, but they held our oil in Colorado. So you've got an ancillary probate happening in Colorado where their real assets or well add a little bit to this the Colorado primary residence is $2.5 million dollars. So be a hell of a referral. What I try to Colorado what market Denver, okay, and I did a commercial or residential, residential 9000 square feet home built and 60 to 10 bedrooms, I'll get this one bathroom. All right, that doesn't sound this kosher with. Okay, that's kind of what I figured something like that. We'll still be making calls to it. The second one is and Jim. Remember, we've got a few subscribers and the Denver Metro market, depending on which county it is, I'll introduce you to just let me know whenever you make contact with them, we'll get them set up with the right agent for that property type salutely. Obviously, that referral fee could pay for your marketing deletes for years. I was already put a pin to that one. Oh, yeah. Good job, buddy.
• 2:59
  Unknown Speaker: That's great.
• 3:00
  Unknown Speaker: Yeah, the second question, the second time is come up in last couple of weeks, have a property with a slave address, name, city, state everything. But one of the dresses is north and one of the dresses is out. And I've not made the call is one as of yet. Could that be an accident or something across the street from each other? No, just that one of them is a false positive. That's what I figured. Okay. They really know what you want us to give them a column. Yeah. Yeah. Okay. Very good, guys. Y'all have a wonderful week. You too. Thanks, Jim. Hi, Jim. Good job, buddy. And stay healthy man under the circumstances. Good. Good for you, man. All right, next up is phone number ending in 0427. You're up next.
• 3:45
  Unknown Speaker: Hi, there. This is Jamie Howard. I'm in Colorado Springs. I am brand new. And I need your guidance. I got a call from my attorney about an hour ago. He knows I'm pursuing probate business. And he offered me a divorce lead. He said that his client is in Virginia. And the good news is the court ordered that the property here in Colorado Springs be sold. But the bad news is his wife is still in the house. She's an alcoholic in pretty bad shape, and lives with her boyfriend. And I understand that she's not leaving. Apparently, there's an agent involved. But nothing's really signed. The agent gave it sounds like an 80% offer to the client who's in Virginia and he's not very pleased with that. My attorney asked me if I was up for this and of course I said I am this is what I've been trained for. He's asked the husband to connect with me and I have his number as well now so I need your coaching on what my third call should look like.
• 4:53
  Unknown Speaker: Well, you're thinking you're gonna refer this correct?
• 4:57
  Unknown Speaker: No, I'm in Colorado Springs in the property. In Colorado Springs,
• 5:02
  Unknown Speaker: so I misunderstood I thought the property was in Virginia. Okay, I understand.
• 5:06
  Unknown Speaker: Sorry.
• 5:08
  Unknown Speaker: Okay. So what do you need help with? Like how you get
• 5:13
  Unknown Speaker: her home?
• 5:14
  Unknown Speaker: Yeah. My
• 5:18
  Unknown Speaker: suggestions on how I would get out of the home? Absolutely.
• 5:21
  Unknown Speaker: Sure. You probably heard me talk about it before, there's the carrot, and there's the stick. And we always try the carrot first. So my first question, is anyone willing to pay her moving expenses and help her find suitable housing in the family?
• 5:34
  Unknown Speaker: Okay, so that would be one of my questions for him.
• 5:37
  Unknown Speaker: If he's willing to advance her the money, then you can contact a property manager, find her a suitable place to live, he can pay for it, find the moving company, he can pay for that? If he's unable or unwilling to do that, then the next step would be can you do it through social services? Can you contact the housing authority? Can you contact a social worker? And can you find suitable housing before you make contact with her? So if she's in that situation, she's probably not in the most stable mindset. So showing up saying, you know, we're going to we're going to find a place for you to live is going to scare the hell out of her. And she's probably behaving erratically anyway. So it could blow up really quickly, I would rather you approach her and say, you know, listen, I spoke to your brother, it's very important to him. And also to me that we know that you have we improve your situation. So we've actually made contact with a property manager, we found this house on this street, and we've got a HUD voucher to pay for it. And all you would have to do is, you know, make sure you can get your stuff moved by this need. So it's gonna land way more softly on her, because she doesn't have her brain doesn't have to go into that, Oh, my God, I'm gonna be homeless, because you're presenting it to her as a solution, not a possibility. This is where, you know, this is why you have social workers on your team, you don't get monitored, you don't monetize that partner, but they can do some really difficult, really valuable work that we're just not gonna be able to do. So. I help people in these situations, like sometimes alcoholics can even go into long term care facilities or rehab facilities as part of a social program. And then when they come out, they'll have you know, they'll have a HUD voucher and more suitable housing than they had to begin with. Okay, that would find out if there's a willingness for the family to help and pay for those things. And even they could even take that back in the final accounting for the court. It's not that they have to pay for it. They just named events, the money. The other alternative, Is she an heir? The occupant?
• 7:34
  Unknown Speaker: Well, it's the wife of the husband, who's the client of my attorney. So it's his wife, who's the alcoholic living there with her boyfriend.
• 7:44
  Unknown Speaker: All right. Those are the 20 deals I've ever heard one. Yeah, so step one, see if there's the wherewithal and the willingness to get her into a more suitable situation to get the house making. And if not, then I would go to the social services route. There's also the possibility that you could connect her with probate cash, one of our kind of preferred partners, they do estate advance lending. So if she's do something from the inheritance, let's say she do 100 grand, they'll loan her as much as 25 grand. This is not a probate is it? This is just strictly worse. Yeah. Okay. You can also advance people money in the event of a divorce, you can leverage hard money lenders, real estate investors and pawn shop owners are doing. If you can say, you know, listen, here are the assets, she'll be doing the divorce. Can you advance her this cache then that I would say that your solution? See, try and be first. Okay. And a real basic question. I just contact the county here for a social worker. Yeah, you can usually just Google social services, Colorado Springs, and that number will pop up. I got really lucky in the first person I've talked to is amazing. Like, she's helped me with several deals. He made two or three different people, but they tend to be you know, people who gravitate toward that career are very compassionate and very helpful usually. So it's pretty easy to connect with the right one.
• 9:14
  Unknown Speaker: Awesome, Chad. This is really helpful. I didn't expect to have such a challenge before my letters have even gone out.
• 9:22
  Unknown Speaker: That's a terrible problem to have. Are I thank you so much. Next up is phone number ending in 0456. You're up next. This is Josh Shane Lee. I'm in central pa Harrisburg Mechanicsburg area. I am trying to figure out how to help a seller that I met with earlier this week. She super motivated and ready to go. It's a reverse mortgage balance was like 137 135 somewhere in that neighborhood. The problem is to flip it the amount of renovations it would need there would be no equity in the deal to rent it, it certainly wouldn't need quite as much. Just I'm racking my brain for if or how I could potentially help this person she's already moved on in her mind. She's got a place in Florida. She's been battling illnesses. She just wants to be done with it. If I may, let me ask you a couple of questions before we all answer is the condition it's in would it appraise for more or less than what's owed? What? Okay, then that's a reverse mortgage, short sale? That's not we've seen a number of those, what I would strongly suggest and you said the executor is cooperative, right? She doesn't want anything out of it. But you're not only it's not a probate, it's not a probate. Okay. Yeah, it's just a motivated seller. But I knew you guys would bring some great perspective. That's a classic short sale. And one of the reasons I jumped in, before probate, my wife and I started a short sale company about 15 years ago, she's still doing it, she's done over 2000 of them. So I'd reach out to Pam, it's probably a coin flip, whether you're going to be able to get it enough under appraisal to make it worth it for you or not. Are you a realtor also or not? Yes, yeah. Okay, good. Well, either way, then, you know, even if you sell it, you have to sell it for market value as a realtor, you know, if they, if Pam can negotiate enough of a low price, that it's worth it as an investor, then you jump in. If she can't, then at least you get your real estate commission, you know, one way or the other, but she'll handle the whole thing for you and start to finish. Do you have her contact info?
• 11:27
  Unknown Speaker: I don't
• 11:28
  Unknown Speaker: have her call it Sam Sullivan. And the number is 954-584-0000. And I'll give her just in case you miss each other. I'll give her your number also.
• 11:39
  Unknown Speaker: Perfect.
• 11:40
  Unknown Speaker: Just if you want a balance, there is an equity play. You're familiar with how reverse mortgages work and how the foreclosure process works? Yeah, well, okay, I guess somewhat. So you know, the payoff. Do you know, when the when what was the date the house was vacated?
• 11:56
  Unknown Speaker: I cannot make it yet.
• 11:57
  Unknown Speaker: Oh, perfect. So you have a six month window to take this as a sub to do your rental rehab, stabilize it and refinance it with a community bank? Boom, you get a free out. But
• 12:07
  Unknown Speaker: But yeah, he said
• 12:08
  Unknown Speaker: that it would have you have to refinance it within the six month window, after capex, he's gonna have a higher appraisal, it'll pray that 151 60, probably through community bank, you'll be able to get at 85 LTV on the commercial side. So by the time you do your capex, and put a tenant in there, you'll be able to get your cash out refi, and probably come out of it with a little bit of cash. But you'll definitely have a free house on a tenant. Would you present both options? Or would you How would you personally approach it? Would you drive that as option one, and I always try to let the consumers outcome decide the strategy. And it costs me money sometimes, but I have no trouble sleeping in this, you can both win because in my opinion, the best strategy for her is to get out of this more quickly. So the sub to closing is going to happen and I don't know five to seven business days. And a short sale closing is going to take three to six months, she can get the house close faster and move on with her life, you can get a free house, everybody wins. It has been so long since I did a sub to where would be a good place to start to figure that out in pa as well. Chris Prefontaine wrote a book called real estate on your terms, about a four and a half hour audio book. And he also sells a creative financing course if you need more than that. But if you find a good savvy real estate attorney who's working with investors, they'll help walk you through the purchase agreement before you go on the appointment. Just say you know, let's pre write our sub two clause and make sure it's correct. But you just need to be well aware you should close the house into a land trust as well. I think in pa you still have to pay transfer costs transfer stamps up there, but if you close it into a Land Trust, the lender sees that they're gonna see it as an estate planning move, even if they do call it due on sale. You still have whatever your foreclosure process will afford you probably three months to get your rehab and refi done. Yeah, okay. Yeah, I would say to it depends on how much you're going to put into it. Because you know, the risk reward. If you're going to put the money into it, just be make, make sure that you're going to be able to get it back out. That's what I would look at. Excellent. Did that help? That was one. Appreciate it. One last thing when you talk to Bob, we need to get back on the phone and pick up where we left off.
• 14:19
  Unknown Speaker: Yes. Agreed.
• 14:21
  Unknown Speaker: All right. Next up is phone number ending in 2075. You're up next.
• 14:27
  Unknown Speaker: Yes, thank you. Last week, I think it was Chad had said that when he went out to meet with a prospect and went out as a real estate agent. He would give them the price of full market value wholesale. And there was a third option. And what
• 14:46
  Unknown Speaker: was that third option? As is my personal definition of as as what can I what price can I guarantee I'll have a ratified contract in seven days and a closing in 30 days. So as is for marketing And then is there a third option, cash or wholesale? And then the fourth option could be, you know, renovated retail. So if you're gonna do a complete renovation and sell it for top dollar,
• 15:11
  Unknown Speaker: okay, all right. Thank you.
• 15:13
  Unknown Speaker: All right, appreciate it. Good question today and they're short and work, get through a lot of people. I love it. Next up is phone number ending in 7652. You're up next.
• 15:23
  Unknown Speaker: Hey, my name is Tanya, and I live in Charlotte, North Carolina. And I'm new to this probate real estate way to get leads. I'm interested in the mastery class. And so my, the certification that you get for that class is what is it certified probate expert. But then I was looking online, there are other certifications that I see other realtors using CTR s. So I don't know like what the difference is. And if you use that CP on documents and marketing materials, does that hold as much weight as the other
• 15:54
  Unknown Speaker: certainly makes sense. It's accredited through us not through NAR or the state or anyone else. So any pretty much any designation you get is accredited through whoever is offering that coursework. With probate mastery. I designed it largely around psychology people in situation, it's not so much focused on law and logistics, because you don't really need to know all that we give you a basic understanding of the probate timeline and process. other courses tend to focus more like their educating attorney, they teach you all about every little intricate detail of probate, but they teach you less about how to deal with the people in the situation. So probate mastery is built to help you learn how to attract business, get engagement, hold engagement, build rapport, and doing the right things in the right order. other courses are more laid out to help you understand everything about probate, but it's not a how to. So I would say that probate mastery is it's designed to beat the learning curve down to a matter of days or weeks versus you know, learning about probate everything about probate and then having to go learn the people side of it yourself. So we're very focused on the human side of the probate niche. I feel like I need those aspects. So does the probate mastery offer some technical training, okay, because I don't want to sound like a full selling. Yeah, in session one, but I'll take you through the overall numbers. So why does is a big opportunity over the next 45 to 50 years, we'll actually look at the sheer numbers of people that have gone through probate or and we'll go through why that's an opportunity, why it creates so much urgency, how the lack of estate planning. And so you'll understand, if you look at the logos for mastery, that weird symbol is the international symbol for empathy. So I'll take the logical side of it, and then show you the human side of it. And that the result is an empathetic understanding of why these people need our help and why it's such an urgent situation. From there we go into from the moment somebody passes away, until probates filed to the confirmation hearing till they get the documents when they have the authority. I'll walk you through the entire timeline and process and explain to you I don't need you to be a probate attorney. When you come out of the course I need you to speak confidently about the process and make those people feel comfortable with you and your level of professionalism. And you'll absolutely get that. So that's session one. session two is more on what is your specific strategy, you hear us talk about the call we just talked, you know, Josh, that's more of an advanced tactic. He says things like even to the level where you partner with the estate, and you guys split the equity that you build into the property. So we'll go from basic, here's how you take a listing to here's how you do more advanced things to really maximize equity for your business and for the estate. And then session three is all about people. So we're focused on how to get the engagement in the beginning of a phone call, how to build rapport, get all the information that you need to offer these options, and keep them engaged without wearing them out. And then also how to handle the appointments. So it ends up being about, you know, two to three hours of instruction, and then three to four hours of open q&a. So the course is running anywhere from typically 12 to 16 hours over three consecutive days with other people, you're going to pay twice as much. And you'll get about five hours of content. So I'm as thorough as I can be. I literally teach you everything I've ever learned about it. So thanks. And then let me ask you one more thing. Thank you for that. So in terms of like timing and signing up for the leads and sending the initial letters and doing the initial phone calls, do you recommend like for someone in my position that doesn't have a lot of experience with this, wait until you take that so that you can position your so that you can be in the best possible position to win and convert the leads, because I want to get started. But on the other hand, I don't want to not do right by the people that I'm going to be calling you know, because that's going to make the best of both worlds. So because the class is only taught live and only once a month. If you sign up today, you'll get the recordings from the previous class. So you'll have access to you'll have access to the full course that you can listen to the q&a from last month and Then we'll register you for the live class. And you can come back as many times as you'd like Joyce Morris holds the record at 39 months running, she's been back 39 classes in a row. So you can come back as often as you would like to get a refresher, you can watch the recording starting right now today and be through that by Monday you can be you know, where you needed to be. And then you'll have the live class coming up on October 6,
• 20:23
  Unknown Speaker: okay. Okay, so that makes me feel better. So I can go to the archives, learn that basic information will learn basically, all the information is what you're saying, because I've access to all three classes. And then that way, when I start talking to people, sounding more educated,
• 20:38
  Unknown Speaker: yes. And it is recorded, I mean, for this reason, but also, you'll probably have to run through the course a timer, too, because it's drinking from a firehose, for sure. I mean, I move very quickly, because it's recorded, and you can always come back to it. So you'll have the recordings to refer back to, you know, your training wheels, but you could be started as soon as Monday for sure. And Tanya, I just wanted to add to that all three of us are real estate coaches. And I think one of the most common mistakes I think we see people make is they want to know everything before they do anything. And I would say intricate, and as detailed as probate mastery is most of it, you're never, you know, on your average transaction, it's usually relatively pretty simple. you're reaching out to a motivated absentee owner that needs help. It's not, you know, you don't have to be a probate attorney to get started, the property mastery course will pretty much prepare you for any situation that could ever come up. But you know, don't bother. If you listen to the course, it's really, if you just go through the fast track training that we provide, you're pretty much set to start contacting the sellers. And if you do that, and mastery, and then order the leads, you know, it usually takes a couple weeks to get your leads, you'll be more than good to go by the time leads come. You know, don't don't be afraid you're not going to know the answer to a question. You can always tell people Hey, you know, I've got a great coach. I'm part of a group of, you know, 11,000 people that specialize in this. Let me find out and I'll get back to you. Just a point. I thought it was worth mentioning. Okay. Well, maybe you picked up a little bit of the anxiety that was in my question. I did? I did. Yes,
• 22:12
  Unknown Speaker: I did. Exactly. Yeah, I want to do a good job. These people are already going through enough. I don't want to waste their time. You know what I mean? My short, I just want to be in the position to, to answer and even if they don't end up using me, you know, at least it was a valuable conversation. Like that's where I'm coming at it from. Okay, yeah, I'm gonna put into the record, I'm going to sign up and start listening to the recording. So thank you.
• 22:34
  Unknown Speaker: Awesome. I really want to go ahead, Bruce,
• 22:36
  Unknown Speaker: if I may, I've been doing this as a hobby. This is Bruce, I'm in the same state as you. I'm up in Raleigh, the very first probate deal that I did, I didn't know anything. And I called the attorney, I just took a regular old listing. And it was probate. And I called the attorney every week, and I'd say, hey, how's everything going on here? And she'd say, good. I do need this form, though. And she'd send it to me and I get the client. And I'd asked her every week through the process, what was going on? I didn't know anything. I was learning the whole time, the whole way through. And at the end of the deal, the attorney gave me a review that said that I was the most knowledgeable probate real estate agent she'd ever dealt with. And that she would have no problem. Oh, like, I say, client, to me, the thing was, is I didn't know anything. I called and I asked good questions. I knew nothing. Jazz class, and probate mastery didn't even exist at the time. And what a lot of times I see our subscribers struggle with is they do want to know everything. And in reality, you don't have to know it all. And you really don't have to know a whole lot. When somebody asks you a question, well, how soon can I sell the house? The answer is, well, how soon do you want to sell the house? That's the answer. You don't have to give them the legal answer. You find out what their motivations are. And okay, well, why don't you connect me with your attorney? And I'll ask the attorney if that's something that can fit in the timeline. You didn't give a probate expert answer there. And the overwhelming majority of the questions and conversations you're going to have will not put you on the spot with something that you don't know. Okay. And as you're doing this, and as you become a subscriber, definitely use on top of the mastery class, use an implementation coaching call with me. It's on the website and the subscriber portal, you just log in, you go to training and schedule a free coaching call. And I'll walk you through a few of these basic things that will get you started as well, if you're so working through or waiting on mastery.
• 24:37
  Unknown Speaker: I appreciate that so much. That makes me feel a lot better. Thank you.
• 24:42
  Unknown Speaker: All right, excellent. Well, now all of a sudden, we only have three left in the queue. We're just tearing through the queue today. So if anybody else wants to jump in, hit star six and hit one. In the meantime, next up is phone number ending in 3040. You're up next.
• 24:57
  Unknown Speaker: Hi, good afternoon, Kathy here in Houston. I'm calling because when I find on some older leads that I'm able to find out what's going on with the with the probate case. And I see some of these cases have a drop order.
• 25:14
  Unknown Speaker: And I'm not really sure that means yet the probate is ended. However, I do see if there still is property for sale, or outstanding in the state, it is still in the decedent name. So I'm just wondering, how do I handle those, those things, I think this is a Texas this came up a couple of calls ago, my best guess is you have a specific scenario in your state called monument of title. And yet it's also the most valuable asset, they may file probate in the beginning, and then they learn later about monument of title. So then they petition for monument of title, the houses then cut out of the probate, which drops the overall estate value. So the estate then meets the smallest state exemption, so they close probate, it becomes a simple estate settlement. So the houses still in the name of the deceased, but it's been released from the probate. And this is a tech specific provision, it's your state is the only place I've ever seen this, it pretty much has to be that the thing to remember is even if it's a property held in trust, that shows up in probate plus, or however you found out about it, but the human factors are typically the same, regardless of your level of wealth. You know, we all have the same challenges with losing a family member, how do we get the house empty, cleaned out? Sold? What's it worth, you know, all those social motivating factors are the same? It's just the more process. Okay.
• 26:37
  Unknown Speaker: All right. Well, I guess I'll just teach them in letters, then if that's the case. Thank you very much. All right. All right.
• 26:44
  Unknown Speaker: Thank you. Next up is phone number ending in 0693. You're up next. Hey, good afternoon. This is Dave and Shelly coats actually have a couple questions for you guys. One, we have a lender who uses the ringless voicemail. And real curious about using it, but I don't want to violate any laws and get sued,
• 27:07
  Unknown Speaker: don't violate any laws and get sued.
• 27:10
  Unknown Speaker: Literally daily, it's becoming more likely that you will get pinched. And using that we certainly have a lot of people that have that a lot of success, but they're clearly violating the Telephone Consumer Protection Act. So you just have to look at it and assess your own risk and decide if it's worth, it certainly works. But there is a certain amount of liability with it, especially when attorneys are, you know, their business is down just like everybody else's. So they're looking to shake people down for quick settlement. So just know that there's attorneys in some markets running radio commercials. And if they can get one person to forward that to them, then they can they can drag it into a class, subpoena your records and shake you down for quite a bit of money. Okay, but even if you're like, following the guidelines of not calling DNC, and these are just like, if you read TCPA what it says if you have to have Express written consent, so they have to be opted in. And they have to have agreed to that. If you mail them a letter first, and you get them to text, the number that says please tech For more information, text, you know, 72845, and that has the terms and conditions and they accept the terms and conditions, then you can send them ringless voicemail for 90 days.
• 28:20
  Unknown Speaker: Wow, I really handcuff you to that. Hmm,
• 28:23
  Unknown Speaker: okay. Yeah.
• 28:24
  Unknown Speaker: All right. And then my second question is, it seems like there's more secondary people or people that are associated with the personal representative on the list than personal representatives. Is there a good generic voicemail for those that are associated with a personal representative? Meaning when the phone number name does not match the PR name? Correct? Yeah. Just, you know, hey, this is Chad, I'm trying to reach john doe, could you please pass the message along and have them call me at 540-999-9999? Okay, and you don't have to sell anything, you don't have to disclose everything. The reason you're calling, the only reason to leave a voicemail is to get a call back. So be vague. Just understand, you know, when you get the end, don't call on that. You may have to disarm them, because they might be like, you know us this obscure message? Who the hell are you? What do you want, just be prepared to stand up to that and just know that people might be on guard because you were vague and in your request for them to call you. Okay, so that helps. Thank you. I don't run into a lot of people that have voicemail set up anymore these days. And if they don't have a voicemail setup, and you know, you're going to hear me and Chad maybe disagree with each other here. But I would I would just call and pretend that you're leaving that message and really think that it's the prs phone number. Yeah, a lot of times, it'll just be Thank you for calling in the phone number. I see that also. Thank you for calling 875628. But that's more common than it used to be. If we're working down a list and the person answers especially if maybe the PR is in mail and the person that answers is Female or vice versa? That person answers and one of my disarming ways of going about it is just this doesn't sound like Tom. And you get a little chuckle and break the ice and then can go in you, you could really use that same approach on voicemail, especially if it's a generic voicemail, and just pretend like you think that you're really calling Tom, Does that help? You got two options? Yeah, it helps. Okay, thank you. All right, we got three more in the queue. Next up, is phone number ending in 4674. Are you there? I am. I've got a couple of short questions. I'm really excited to get on the call the past couple of weeks. I've missed them. I asked a question about my existing arrangements. When I initially did probate Mastery, my main goal was investing real estate investing and actually making purchases myself. And my fiance, who worked at a law firm right now. And she had an interest in real estate. So we basically made the arrangement she's almost about to get her real estate license. And we'll be working in a team. And I don't know if you've seen that before. I don't know if it limits liability. In some sense. I don't know if you'd have any recommendations on that arrangement? And so my main question is, you know, can I bring a pre signed listing agreement to the meetings that I go into, and if they sign it's legally binding between them and my fiance, wherever she decides to work, whoever she decides to work with whatever brokerage? And then if you have any other tips for that arrangement to make that work? And then I have a follow up, unrelated question after this. I think as far as the pre signed listing agreement, I think her broker would agree that sub agency and with you not having a license, that's not, it's not legal, and it creates a lot of liability for you, you could take her on the appointment with you, and there would be no problem. As far as as far as having investor and brokerage activity under the same brand, or the same roof like as long as you're an ethical person, when you're properly disclosing, there's no liability, there's only upside, you're retaining all the Commission's that you're currently paying, I would recommend that your investment activity is contained in one entity with its own banking and Ei n and credit card and your brokerage activity is in a completely separate entity. So in the event that someone ever would point a finger at you, you have a firewall, because courts oftentimes side with the consumer, even if you didn't do anything wrong, so still have that liability firewall of having the entities and the activity separated, I would recommend that you guys reach out as a brand like, you know, the Pittsburgh probate team, or the Pittsburgh life transitions or whatever that might be. And then in there in the bottom of the letter, you can disclose her license status, just, you know, I use like a number eight light gray font as my brokerage name, address, phone number, and then I add an asterisk ethics are about most important to us, if you currently are, if you're currently in an agency relationship with a licensed salesperson, please disregard this letter. And that's been enough to protect me. I've done, you know, brokerage and investment activity. Ever since I moved here and started in residential real estate, and I've never had a problem. Is there any way to make that work without me? Because I, you know, I was I wish I have to swallow the doubt that's not the answer I was looking or hoping for. But is there any way to make that work? I know she's working basically full time right now. And so I was hoping she could just show up to the closings, and I'm able to do all the other activities,
• 33:21
  Unknown Speaker: but is there you sit down and talk to her broker and see what they're comfortable with. But brokers tend to be pretty conservative. I don't think any would I mean, what you can do is you can rather than taking a pre signed listing agreement, you can you know, have the conversation, build rapport, get, you know, and say okay, well listen, it sounds to me, like the best way to serve you guys is going to be through our brokerage division, I want you to check your email, within the next hour, you'll see a listing agreement through DocuSign and you could do that and then just text your wife and be like, Hey Fire Fire DocuSign listing agreement but this couple of this, you know, this email address, you can handle it that way you can still you can handle it virtually but she needs to be the one having the pricing conversation, you know, any agency activity, you don't want to be talking about it because if that person you know decides that they want to back out of a deal and they point a finger and be like well this guy told me he was gonna list it and he's not even licensed then you've got to answer to the state and their financial and criminal penalties. So what to handle some of the other tasks like taking or at least just managing the other tasks as if I could I get hired as an assistant quote unquote, for her you know from your brokerage and then be able to manage the photo process any of the other tasks and you know, I don't want her to feel like you know, obligated to this venture. Yeah, you can certainly do that. Like she just as far as the agency relationship conversations price or strategy. She needs to be the one having those conversations not you once the listing agreement signed, you can be her you know assistant or you can do whatever you anything like that which you want you can help get the homes cleaned out, get them staged, you get photography done. Yeah, no worries there. It's just the anything that has to do with a contract or a price discussion you want to avoid. Okay, that makes sense. My next quick question, I was wondering, I've got my tone a bunch of different things that I've set up. I like to call them traps because I've got skills, I can help people. I've got virtual teams to subcontract, like web development. But my question is, can this be successfully executed spending 25 hours a week on as long as the time spent? effectively? Sure, can. So the beautiful thing about a lot of these, you know, how many leads are in your market?
• 35:35
  Unknown Speaker: Yeah, I got in the two counties, I'll be working at
• 35:38
  Unknown Speaker: 225 a month. So you're gonna like when you're prospecting, you'll hold a call pace of about 12 per hour. And if you have 12 hours a week to prospect and 12 hours a week to handle appointments, and admin, absolutely, you can do this. That's more quite frankly, that's more than most people put in. So you can easily do and what we teach as you know, you want to appear as a vertically integrated solution, but not be doing all the work that we teach you to build your vendor team. So you get the social credit for bringing a one stop solution, but you don't actually do that the execution home stager does his part of the estate sale company does their part and social worker does their part. So you're the quarterback like you're coordinating this, you're not doing this, but you get the credit for it. And from a marketing standpoint, we want it to appear like this giant business under one roof. But from a business standpoint, we want you to work smart, not hard. So with 25 hours, you can absolutely make this a pillar in your business. Okay, that's really helpful to know. Do you mind if I share in one minute, just some recent success I've had helping people just for the group to hear and be great. What's your first name
• 36:45
  Unknown Speaker: again, sir? It's Isaiah.
• 36:47
  Unknown Speaker: Okay, go ahead. Yesterday, actually, I set up an appointment with this attorney I was working with I took him out to lunch and was like, hey, would this be you know, do you see this? Being able to help families, I told him, I was really excited. I was like, do you see this, you know, as a solution to help some families you've worked with, and unison with your team handled, and he was loving it and all that. And so I refer, I've been able to refer a couple of people over to him. And then recently, just two days ago, he had the first really meaningful, really successful, it's really hard for the family conversation. And I got him on the phone. And I told him, I couldn't really help them with the property and that type of stuff just because of the nature of the property and the situation they're in. And I said, the only thing I really think that should be your priority is talking to this legal professional to talk about a living trust. And this is why and so they she finally came around to it. And they had a really successful call, and they have a follow up call book. So that's just, you know, the attorney reached out to thank you so much for sending them my way. So we're gonna have some lunch, and I'm going to do some co marketing with him. So I just thought that was great. And really big momentum builder. But what I was gonna say how I got this, and this might be helpful unless you wouldn't recommend otherwise. But I found Google My Business to just be an amazing local tool. And I have set up it's actually just a separate entity, a separate LLC, but it's called Jacksonville buyers, which is the market. And I set it up as a fictitious name to be Jacksonville buyers, a state cleanouts liquidations and, you know, whatever I don't know whatever the other keyword is. And the reason I know keyword stuffing, you can't keyword stuff. And I know you know what that is, but you can't name your Google My Business something that it's not legally named, which is why makes a fictitious name include the keywords and the location. And I've got in probably 10 or 15 inbound calls so far in the last few weeks. And I'd say about half the time there are these people, you can help them just by giving them some tips on where to go if you can't directly help them sell the property or connect them with one of your one of your other partners. But a lot of the times like I have a meeting on Friday, it's a woman who's downsizing and she owns the real estate. And she's you know, so we're going to discuss that I'm gonna make an offer for everything. But half the time there's like an it's either an end of life downsizing transition, or a probate type situation. And so I just found it really, it's just like, you come right up to the top if you use those keywords in your market. And so anyways, I just wanted to share that as a little bit of a tactic to get inbound stuff. I know outbound is the way to go. But to set a little trap or a feeder out there, you know, I found it to be really effective. So
• 39:27
  Unknown Speaker: that's a great tip. Thanks so much. Yeah,
• 39:29
  Unknown Speaker: pretty, pretty.
• 39:31
  Unknown Speaker: Cool. Chad, the queue is overfilled. Can we go a little bit over? Do you or do we have a hardcopy Tuesday?
• 39:37
  Unknown Speaker: No, I'm good. Don't do 15.
• 39:39
  Unknown Speaker: Okay, we'll get as many of you in as we can. I don't think we'll get you all if we don't get to you right after the call, feel free to reach out to us directly. Next up is phone number ending in 1717. You're up next.
• 39:52
  Unknown Speaker: Hi, my question is, I didn't get the certificate yet from the class but can you tell me what it says on the certificate like do we Have a title or what is what we are that we're now that we took the mastery class because I know how I can represent myself
• 40:09
  Unknown Speaker: master of universe, you know, Master of the Universe yet is that? Just kidding. Go ahead, Chad, I'll let you give a serious answer. Did you just tell it he man joke? I think I did. Yes, sir. Go ahead, is certified probate expert or CPE. Okay. Now when I'm talking to an attorney, I feel uncomfortable saying that because really they're the probate expert, not me. That's okay. Just Hi. My name is Chad. I have a team of people that help families going through probate and I'm looking for, you know, some a good attorney to sit on the team. And I called the right place. Okay.
• 40:47
  Unknown Speaker: Pretty simple, right?
• 40:49
  Unknown Speaker: Yeah, cuz obviously, they always will know more about probate than me. Attorneys
• 40:54
  Unknown Speaker: can't call themselves an expert in probate if they haven't taken a class. There are many Estate Attorneys, and probate attorneys who can't call themselves probate expert until they've taken a class that's about as hard as the bar. And they don't need you to give a title. They need you to tell them what you do. And how you do it. When you're calling with your certification carries more weight with the family than with the attorney. Yeah, I'm fine saying that I'm a certain probate, sir, you know, experts to the families. It was just when I was also soliciting the attorneys. And to Chad's point, I agree with that. You don't need to tell them that you're an expert. You need to tell them that you work with and help families going through the probate process and then simply follow up with you have a quick second for me to tell you how I do that. All right. Attorney so tend to have small egos, let them be the expert. You know, you just be somebody out there trying to help the executors. All right. Next up is phone number ending in seven, four to eight. You're up next. Oh, hey, guys, this is Dave. I'm here in Colorado and heard Jim's contribution earlier, we'd love to connect with him and help out either as a buyer or connecting with a good solid real estate agent in the area. And had a quick question. Bruce reminded me of something I think Chad had said, someone has answered the phone and you asked if it's the person you're looking to contact and they're evasive, and just say, well, who's this? And to not assume that it's them or not, then what's that next kind of follow up? suggestion there? It's really depends on the reaction, even like if typically, you know what I'm trying to reach Dave? This is Sam, who is this? It's something like oh, well, Sam, listen, I'm glad I caught you. My name is Chad. I've got a team of folks here that help families going through probate and I noticed that they've was the personal representative of an estate, is there a number you can give me that I could reach him out? We can roleplay it if you'd like. I don't know, Bruce will have some input here. And if you want to jump on his calendar to specifically roleplay that you can if you get a hold of the wrong person, you know, the objective is to try to get the right person on the phone. So I'm asking for their cell phone number or their email address. And I'll briefly explain why I'm reaching out. Sure. Is that help me out? That's good. All right. All right. Thank you, sir. Next up is phone number ending in 5681. You're up next? Yes. I had a question. I have a home that I have been driving by quite a bit grass has grown up quite high over quite a few months now. I actually have been researching trying to find it found out that the guy died a few years ago, yet, I still have not been able to get in contact with anyone I used to skip traces and try to find a family found out he was an orphan. You know, so I've been trying to do research on how to actually acquire who has the property now and how to acquire the property now. Just want to know a tip. So what do you think, how to go about still finding someone that knows more about the property is just sitting there as a tax has been paid? It has and the mortgage is still it's still good on? Someone, there's either a mail forwarder or somebody checking the mailbox, okay. So direct mail is your best chance here, because they're paying the taxes and they're paying the mortgage, someone's getting the tax, but well, it might be escrowed. And when was the mortgage originated? Do you know?
• 44:27
  Unknown Speaker: Not right off the bat,
• 44:28
  Unknown Speaker: the taxes might be paid out of escrow. So it's been paid as their mortgage payment, but chances are someone's paying a mortgage, they probably have a mail forward or they're picking the mail up. So direct mail is probably your best shot some skip tracing not working for you. Okay, okay. That's right there. Did you say the other thing that she care was is an orphan and that they're under age? Is that what you said? No, he was over age but I was just researching and trying to find you know, family members phone, maybe get in contact with and found out that he was orphaned. So I did find foster parents too, but haven't been able to get in contact with them. The other thing you can do that's been effective for me because nosy neighbors will help you here. Put your letter and a Manila envelopes or a couple lifesavers and not because they're light, but they give it some bulk. And use four pieces of tape and firmly tape it ideally inside of a storm door where it won't, you know, won't get wet or blow away. But tape a manila envelope where it's visible from the street. And that gets attention the lawn whoever's there mowing, well, you said nobody's mowing the lawn. But the neighbors probably know you can door knock the neighbors you can type a manila envelope on this that's, you know, visible from the street. And all you need is someone to talk to you about it and connect you with the right person. So even if it's a neighbor that calls you typically neighbors know the story. So you might start with door knocking the neighbors and take them take your letter in a manila envelope on that trip. And if nobody knows anything, you can type it to the window and wait for the call. Because we're the phone number ending in 8213. You're up next. Hey, guys. Good morning. I think it's morning for you guys. I'm not sure. But Good morning, or good afternoon. So I wanted to thank you guys, actually, for the I think it was last week, or the week before you guys brought up I think it was Bruce, the 9091 rule about dedicating the first 90 minutes of every day, for 90 days to the most the one most important thing which is lead generation or in our case, reaching out to people that need our help. I noticed that I think that was the missing link. In my days, essentially, I felt extremely lost every day. And I noticed that it's because I didn't have or was not yet respecting my daily schedule. And by creating or starting to create a habit of doing it at the same time. As I think Chad, you mentioned you prospect, I believe eight to 10 and four to six, and then you do admin work in between. So I wanted to thank you guys for that. It's really helping a lot. Now, my question is, I feel like since I signed up, I have not performed the way I should. And that's on me because I wasn't doing it properly. I do want to make sure that you know, I start being proactive about it. So what are your thoughts on perhaps using Tuesday, Wednesday, Thursday for probate leads, and then Mondays Fridays for attorneys because I remember there was even something in probate mastery, I believe that said that the best days to call were Tuesday, Wednesday, Thursday, but I'm just trying to make sure that I use my time effectively, especially since I also do expired calls a lot. I usually do expireds in the morning, eight to 10 and I usually do probate leads four to six reason for that is because the expired tend to be a little more aggressive.
• 48:02
  Unknown Speaker: So I try to do those when I have a little more energy in the morning. But I'm open to suggestions and I truly appreciate you guys. I would recommend that you set your attorney block from Tuesday, Wednesday, Thursday, one to 4104 Okay, midweek midday is the best time to catch an attorney is there's no guarantee they're busy. They're very busy out of court at all different times but typically Okay, if you can catch them right after lunch, they're far less likely in court. So okay, I still like the midweek midday because a good attorney is taking some Mondays and Fridays off they're living their life no God, okay. They're if they're if they're running their business at a high, you know, if they're successful, they're they're probably taking on weekends, and you're more likely to catch the midweek midday than ever. So you could do your eight to 10 block, and then do admin work until one and then one to four is your attorney block. And then you go back into prospecting four to six. Okay. Okay, Mondays and Fridays. Like for me, this changed my business. I only went on appointments on Fridays and Mondays and that made those Tuesday, Wednesday, Thursday becomes sacred office days, okay. It also creates a lot of urgency and you if I didn't expect this, I expected to lose credibility, but I gained credibility by having by my time being more scarce, rather than grabbing the appointments only into Fridays or Mondays at a really, really great unexpected result for me. But the biggest thing was what happened in the office like it seemed like less fire started and had to be put out, it was all blocked out. I knew when I was doing my admin work, I wasn't letting my business control me I was controlling the business. So okay, maybe we should try that. And, you know, free up your Mondays and Fridays. It's hard to get people on the phones on those days anyways, and make that appointment days. Open up the good work. Thank you. Thank you guys.
• 49:59
  Unknown Speaker: Thank you, sir. Appreciate it.
• 50:01
  Unknown Speaker: Thank you so much. Thank you. We started the call with Jim foresight and we're ending the call with Jim foresights. This is our foresight sandwich. That's hard to say. Your last Jim, go ahead.
• 50:12
  Unknown Speaker: I was just gonna say I heard that Dave within.
• 50:18
  Unknown Speaker: Sure you wouldn't be listening to me, but send me his contact info and assume you'd like PR if
• 50:24
  Unknown Speaker: you got it, sir. Give him a call. I already. I already wrote that down immediately after the call. I'll reach out to you.
• 50:30
  Unknown Speaker: Sounds good. Thanks a lot. Alright,
• 50:33
  Unknown Speaker: guys. I think it's one of our better calls. I really do a lot of variety, a huge amount of participation. I want to end this like I always do. I want to thank each and every hundred and 50 of you for being here. I want to thank the 12 or 13 that actively participated. And I want to challenge each of you. Take one of the great ideas that you heard on today's call, go out and put it into practice. And please come back next Thursday and share your results with the group. Make it a great week. stay productive, stay healthy, and we will talk to you same time next Thursday. Take care everybody