Latest / All The Leads Mastermind Podcast / How to Introduce Yourself to Probate Leads | #329

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How to Introduce Yourself to Probate Leads | #329 · All The Leads Mastermind Podcast

• 0:00
  Welcome to the Probate Mastermind Podcast.
• 0:03
  These episodes are recorded live once a week and are hosted by the AllTheLeads.com coaches.
• 0:08
  Agents, investors, and wholesalers join the coaches each week for everything from marketing tips, sales, psychology, live deal analysis, transaction engineering, advanced real estate strategy and personal development.
• 0:20
  You will learn to get more listings, more deals and find financial freedom by listening to these episodes.
• 0:25
  Be sure to catch show notes at AllTheLeads.com/podcast and join our free Facebook mastermind community:
• 0:32
  https: //facebook.com/groups/AllTheLeadsMastermind Welcome to all of our Superbowl agents and investors from across the country.
• 0:39
  https: Today is Thursday, March 27th, 2021.
• 0:44
  https: And this is mastermind podcast.
• 0:47
  https: Number two, number 329.
• 0:50
  https: We do have two in the queue.
• 0:51
  https: Now, guys, we've got plenty of room for more couple of reminders.
• 0:54
  https: We do have to.
• 0:56
  https: Weekly contests.
• 0:57
  https: One is probate specific and that is either a contract or a listing that we signed on a probate deal.
• 1:05
  https: And then our idea of the week is just anything out of the box, different, any ideas that y'all have to prosper in this extremely strong sellers market.
• 1:17
  https: And I don't know if my partners have anything to add.
• 1:19
  https: I just want to, it's going to be the time of year where we always remind you guys.
• 1:24
  https: I've often said on these calls, that one of my original mentors told me he got what everybody else is doing and do the opposite right now, your competition is going on vacation, or they're thinking about going on vacation.
• 1:35
  https: So take your vacation, but don't take the summer off guys.
• 1:39
  https: It's crazy.
• 1:40
  https: You're going to have less competition.
• 1:42
  https: This is the time of year when we also hear every year, which just amazes us.
• 1:46
  https: We have people say need to take a break from getting listings because I need to go work buyers.
• 1:51
  https: I have a feeling, less people are going to say Texas this summer, but thrive while the competitions are vacation, enjoy your time off.
• 1:59
  https: But this is not the time of year to let up Kim anything you'd like to add.
• 2:03
  https: Yep.
• 2:03
  https: I would like to make a couple comments.
• 2:05
  https: One of the, is that as we consistently hear, and I'm sure that.
• 2:09
  https: All you guys read, listen, and pay close attention to what's going on in our marketplace right now.
• 2:14
  https: And inventory is challenging.
• 2:16
  https: Finding, finding things to sell things, to buy and just not allowing the market when it comes on, it goes away pretty quickly.
• 2:22
  https: The one thing that is awesome about probate is that every month it's a renewable evergreen opportunity to go acquire property and acquire listings and do the things that we want it to go do in line with that, we are.
• 2:34
  https: Closing out our spring and heading into summer.
• 2:37
  https: And we've only got a couple more days of may and then it's June and that's summertime.
• 2:41
  https: So I have spoken this morning with our sales team.
• 2:46
  https: And should you desire to potentially add a county to a county that you have right now, or to up your subscription or do anything that you want to go do?
• 2:53
  https: I think you're going to find them to be in a deal-making mood today and tomorrow.
• 2:57
  https: And.
• 2:57
  https: We're gonna try to end up this month really strong.
• 2:59
  https: It's been a great month already and we obviously are like any other business.
• 3:03
  https: We try to grow and prosper every month.
• 3:05
  https: And we've had many months in a row from what would be considered rec record opportunity and we continue to grow.
• 3:12
  https: And it's because of you that we do that.
• 3:14
  https: If you want to do that, if this is a time that you've been pondering while Mike, maybe I should add a county, think about this.
• 3:20
  https: If the adjacent county to you is one that's of interest to you, this is the best time you're going to find in the near future.
• 3:26
  https: To add that county to your list, contact your sales rep, contact us, let us know you got two days to do it.
• 3:32
  https: They're on today.
• 3:33
  https: They're making deals all day long and we're anxious to get that done.
• 3:36
  https: So we want to close out strong.
• 3:37
  https: We want to help you get started with the summertime.
• 3:39
  https: So give us a buzz.
• 3:40
  https: We'll see what happens.
• 3:41
  https: Awesome.
• 3:41
  https: And as always, you can also, if you don't know who your sales rep is or you're in doubt, just call our main number or send an email to support@alltheleads.com Bruce, anything you want to add?
• 3:55
  https: You want any updates on on training that you'd like to do right now?
• 3:58
  https: Yeah, we just have another foundations class coming out next week.
• 4:02
  https: I'm going to be sending that email out later this afternoon, announcing that and offering the registration.
• 4:07
  https: That's going to go to everyone, whether you're a subscriber of ours or we're not a non-subscribers of ours.
• 4:15
  https: There is a small fee, very small subscribers.
• 4:18
  https: It's free.
• 4:19
  https: And if you're not a subscriber and you want to take the foundations class, we'll even give you a portion of it and a significant portion of it as a credit toward your leads.
• 4:28
  https: If you want to learn first and get leads after.
• 4:31
  https: So be on the lookout.
• 4:32
  https: If you're in our system and be on the lookout for that, if you're not in our system, if you don't get an email from me this afternoon, Then it means that we don't have your information.
• 4:41
  https: And you're probably going to want to just go ahead and give our support team a call and ask how you can take that.
• 4:47
  https: But that's a two day class it's next Wednesday and Thursday
• 4:50
  from two until about 4: 30 PM.
• 4:55
  from two until about 4: Eastern time, both days, Wednesday and Thursday.
• 4:58
  from two until about 4: So about five hours total.
• 4:59
  from two until about 4: And you will know exactly what to do in your probate business to get rolling.
• 5:03
  from two until about 4: Awesome.
• 5:04
  from two until about 4: All right guys.
• 5:04
  from two until about 4: We have a pretty good attendance on the call for a holiday weekend and we have two in the queue.
• 5:10
  from two until about 4: Plenty of room for more.
• 5:11
  from two until about 4: Again, we're looking for your wins for your ideas, for your challenges.
• 5:15
  from two until about 4: We're here to help you.
• 5:16
  from two until about 4: And this is your call.
• 5:17
  from two until about 4: So don't be shy, hit star six and hit one.
• 5:20
  from two until about 4: And you can be up next up in the queue.
• 5:22
  from two until about 4: In the meantime, let's go to our first caller phone number ending in five, four, six, four.
• 5:27
  from two until about 4: You're up first.
• 5:28
  from two until about 4: Hey guys, it's Eddie and kids city.
• 5:31
  from two until about 4: Hey I got rescinded up, so Natalie got me taken care of, so we're back in business.
• 5:37
  from two until about 4: But I do have a quick, yeah, thank you.
• 5:40
  from two until about 4: I do have a question.
• 5:41
  from two until about 4: I have gone on three appointments since we spoke last time and the, I think they're all possibilities, the statement whoever's, throws out the first number loses.
• 5:52
  from two until about 4: I don't want to throw out the person number.
• 5:53
  from two until about 4: How do I what's the best way to get the person I'm, the seller to.
• 5:58
  from two until about 4: Throw out their number first so that I'm not yeah, so Eddie, there's there's a couple of things with that.
• 6:05
  from two until about 4: And I know whoever throws out the first number is loses is a big thing and never split the difference, which is an amazing book that we recommend.
• 6:13
  from two until about 4: With that said if you remember in that book and I've practiced this for many years, it's not necessarily that you lose.
• 6:21
  from two until about 4: If you give the first number, I give the first number all the time.
• 6:24
  from two until about 4: What you do if you're going to give the first number is you set an anchor.
• 6:29
  from two until about 4: And you said an anchor that's appealing enough for the person to where they'll each give you a response.
• 6:33
  from two until about 4: Or but it also needs to be something that is low enough to where they, it throws them off of their game if you're in a negotiation game.
• 6:42
  from two until about 4: And so th this is a negotiation technique.
• 6:44
  from two until about 4: Obviously.
• 6:45
  from two until about 4: I want everyone to hear that we provide value first.
• 6:48
  from two until about 4: We believe in and giving more value and more support than we're asking for in return.
• 6:55
  from two until about 4: But obviously we're also in this to make money as well.
• 6:58
  from two until about 4: So Eddie if they're just flat out not giving a number what you can do is either give a low number instead of an anchor, or you could give a range.
• 7:06
  from two until about 4: So if it's somebody that just isn't giving you anything at all, you might say, I was thinking something between one 10, one 10, and one 20, is that in the ballpark of where we could start a talk.
• 7:18
  from two until about 4: So give a range.
• 7:20
  from two until about 4: Think I was thinking in this range, is that in the right ballpark where we could start start communication and and see if they go, yeah I was thinking one 20 that would work really well.
• 7:31
  from two until about 4: And now all of a sudden you've got a deal or if they say no, that's way off now you push them again for their number.
• 7:38
  from two until about 4: And they'll usually give you give you the actual number.
• 7:42
  from two until about 4: A lot of times, if you were low enough on your range, they might give you a number that was lower than they would have given you to begin with.
• 7:49
  from two until about 4: So there's nothing wrong with you naming the first number in certain circumstances.
• 7:54
  from two until about 4: Okay.
• 7:54
  from two until about 4: And you're a realtor too, right?
• 7:56
  from two until about 4: You can list them also, or you can refer them to a realtor.
• 7:59
  from two until about 4: I just passed my real estate exam.
• 8:02
  from two until about 4: I have not gotten signed up with the brokerage yet last week.
• 8:05
  from two until about 4: Yes last week a Monday.
• 8:07
  from two until about 4: Wait, no, I passed it this Monday.
• 8:09
  from two until about 4: I passed it Monday.
• 8:10
  from two until about 4: That's almost good enough for a win of the week almost.
• 8:13
  from two until about 4: Let's see what else happens.
• 8:14
  from two until about 4: Yeah, I think so.
• 8:16
  from two until about 4: First try taking the test.
• 8:17
  from two until about 4: Anyway no, I do pose.
• 8:19
  from two until about 4: I work with an agent that I could list with.
• 8:22
  from two until about 4: And I always present that as an option.
• 8:24
  from two until about 4: I know for certain the guy's house that I just went and looked at, he was like, I don't want to list it on the market.
• 8:29
  from two until about 4: I don't want to do anything.
• 8:31
  from two until about 4: I want testimony.
• 8:32
  from two until about 4: And it's in bad shape, but if I can get it for the right price, Just setting his expectation is what I'm trying to figure out the best way to do.
• 8:40
  from two until about 4: So I think I dunno, I'd love you.
• 8:42
  from two until about 4: What his number is.
• 8:43
  from two until about 4: Have you asked yet?
• 8:44
  from two until about 4: I did.
• 8:45
  from two until about 4: I talked to him.
• 8:46
  from two until about 4: I talked to him.
• 8:46
  from two until about 4: Yes, no.
• 8:47
  from two until about 4: I was going to ask him when I got on the phone, I was just going to call him and say, Hey, I went by to the cheek at it.
• 8:53
  from two until about 4: There's lot going on.
• 8:54
  from two until about 4: I've got to work on my numbers, figuring out what it's going to be.
• 8:57
  from two until about 4: Do you have any idea?
• 8:58
  from two until about 4: Of what you're hoping to get so that I can try and be at that, so yeah.
• 9:03
  from two until about 4: And I know Tim has something that I want to say.
• 9:05
  from two until about 4: One more thing.
• 9:06
  from two until about 4: I say I'm good question.
• 9:08
  from two until about 4: But I would state it more directly as, Hey, I, I I'm still working on my numbers.
• 9:13
  from two until about 4: I don't know exactly what to give you yet.
• 9:15
  from two until about 4: What's your number though?
• 9:17
  from two until about 4: So I would just come straight out and instead of saying, do you have any idea?
• 9:21
  from two until about 4: So that kinda that's dancing around it.
• 9:24
  from two until about 4: And if you want someone to feel that giving you their number, you need to sound confident.
• 9:30
  from two until about 4: And the way that you asked and the way that you just asked in that hypothetical example you gave would if you asked me that way, I'd say, no, I don't have a number.
• 9:38
  from two until about 4: What do you have?
• 9:39
  from two until about 4: But if you just said, Hey, Bruce, what's your number?
• 9:42
  from two until about 4: And you've said it confidently.
• 9:43
  from two until about 4: I'm probably going to give you an answer.
• 9:45
  from two until about 4: So you need to change the way that you're thinking about asking that a little bit.
• 9:49
  from two until about 4: Okay.
• 9:50
  from two until about 4: Okay.
• 9:51
  from two until about 4: You had some, you had something you wanted to add, Tim.
• 9:53
  from two until about 4: Yeah.
• 9:53
  from two until about 4: Yeah.
• 9:53
  from two until about 4: I'm just going to say another way to get around this is to do a little bit of research before you were having that conversation and either do it while you're on the phone.
• 10:02
  from two until about 4: If you haven't done it already, if you're just down at $2, hoping to get somebody on the phone, if you know that you're going to be talking to somebody, do a little bit of research before you get there and do some quick comps, just go take a quick look and say.
• 10:14
  from two until about 4: And even if you're, even if you're just, if you're an investor and you don't have access to MLS, hop on Zillow, see what's around there, come back with something that says, as we said, start with trying to get them to give you a number that's always the best place to start.
• 10:28
  from two until about 4: That'll let you know the most that you can find out, but you can also come back and say the only thing I can tell you, if they're not going to give it to you, is that I know that a house on a street that's reasonably close by the house on Elm street.
• 10:38
  from two until about 4: That seems like it might be pretty much similar to your house.
• 10:41
  from two until about 4: Just so recently for XYZ to make that a price that you'd potentially be willing to pay for it.
• 10:46
  from two until about 4: And that's something I have to go on without taking a look at your house.
• 10:49
  from two until about 4: Do you think your house is, in that range or whatever, give them something that shows you've done some research, your stuff, and they've got to give you an answer at that point.
• 10:57
  from two until about 4: They're going to give you a higher, low at that point.
• 10:59
  from two until about 4: And what Bruce said is very important.
• 11:01
  from two until about 4: It's all in how you say it.
• 11:03
  from two until about 4: If you've come back in.
• 11:04
  from two until about 4: You're giving them a lot of wiggle room or letting him play ping pong with you.
• 11:07
  from two until about 4: You're not going to get their ass to put it to them in a question that they can't really duck.
• 11:11
  from two until about 4: And the way Bruce said it, the way I said it, either one of those are going to make them give you an answer of some sort.
• 11:16
  from two until about 4: Yeah.
• 11:16
  from two until about 4: I'll give you, I'll give you also Eddie, just a third perspective on it.
• 11:20
  from two until about 4: One of my.
• 11:20
  from two until about 4: Original indebtment met mentors taught me three questions that I have asked.
• 11:24
  from two until about 4: I have used this so many times over the years, and I've added a little bit to it.
• 11:29
  from two until about 4: That the first question is, you could say I haven't done all my research, if I were to pay cash and close quick, what's the best you can do in the price.
• 11:36
  from two until about 4: And I add to it, Hey, Eddie.
• 11:37
  from two until about 4: And I haven't done all my research yet, and I won't hold you to it, but I'm just curious if I were to pay cash and close quick, what's the best you could do in the price.
• 11:46
  from two until about 4: I find I won't hold you to it.
• 11:48
  from two until about 4: I'm not even sure what that really beads, but it lets them know it's not a contract.
• 11:51
  from two until about 4: If you give me a price and then I've never forget, I had a guy years ago.
• 11:56
  from two until about 4: I still remember.
• 11:57
  from two until about 4: I said, you know how one holds it to it.
• 11:59
  from two until about 4: But if I pay cash and close quick, what's the best you could do.
• 12:03
  from two until about 4: And he said 180, with a clear upswing, which means no competence at all in that price.
• 12:09
  from two until about 4: And then the second question is, so is that the best you can do?
• 12:13
  from two until about 4: And I said that to the guy and he said one 50, that the third question is, so you're telling me if I can't pay one 50, we don't have a deal.
• 12:21
  from two until about 4: And the guy said, no, I didn't say that.
• 12:23
  from two until about 4: And then he came back with one 20.
• 12:25
  from two until about 4: And to be honest with you, he still had an upswing, but I just didn't feel good going any lower.
• 12:31
  from two until about 4: But and they're not all going to be that easy, but I think it'd be just if you're prepared to ask them all three of those questions, you can often you'll be surprised how much you can get the number down before you, before you really start the serious negotiations.
• 12:44
  from two until about 4: Makes sense.
• 12:45
  from two until about 4: Okay.
• 12:45
  from two until about 4: Yeah.
• 12:46
  from two until about 4: What else can we help you with any.
• 12:48
  from two until about 4: I guess the only question I had this question for Natalie and I haven't been doing this I haven't been paying all the leads to do my mailing.
• 12:54
  from two until about 4: I have a, it's a pain in the ass to do it myself, but I'm also building up, just build, building up my reserve money, which I have some, now that I caught that deal last week.
• 13:06
  from two until about 4: But w what are your, the people who do it and do it consistently, what are they as far as returns go, when they are consistent and have, or do you know what are their returns like when they are consistent mailing three to six months consistently?
• 13:23
  from two until about 4: So Eddie, the first thing is we used to teach three months.
• 13:27
  from two until about 4: We really used to teach three, that three months was what you should do and rural.
• 13:32
  from two until about 4: Market, you might be able to get by with three months.
• 13:36
  from two until about 4: But I'll tell you if you're in an urban or suburban or an ex-urban market, anything like that, where pace of life is fast.
• 13:43
  from two until about 4: You can't get by with three months.
• 13:45
  from two until about 4: I think that any return you get with three or four months worth of mail is going to be luck and you'll get lucky sometimes.
• 13:53
  from two until about 4: But but it's going to be luck based.
• 13:55
  from two until about 4: Male is really a it's really all about the accumulation of brand touches and and it's really hard to say, like in my market, it's really hard to say what converted from male and what converted from the phone.
• 14:10
  from two until about 4: It converted from the whole package.
• 14:12
  from two until about 4: That converted from the entire package of them get voicemail from me every two weeks of them getting a letter or postcard for me every three weeks.
• 14:20
  from two until about 4: And over time, I know what the overall conversion rate is that I get.
• 14:25
  from two until about 4: Sometimes it's hard to it's hard to say exactly where it came from.
• 14:29
  from two until about 4: I use the example of.
• 14:30
  from two until about 4: We ran radio ads, Facebook ads.
• 14:33
  from two until about 4: We did a neighborhood targeting on Facebook.
• 14:35
  from two until about 4: We were running radio ads.
• 14:36
  from two until about 4: This wasn't probate related.
• 14:38
  from two until about 4: This was just regular real estate basis for listings.
• 14:41
  from two until about 4: And we've been running this for a couple, this campaign for a couple of years and we were getting some great results and someone called in one day and they said, we said, Hey, where did you hear about us?
• 14:52
  from two until about 4: And they said, I saw your billboard on four 19, which is a street and Roanoke, Virginia.
• 14:58
  from two until about 4: And I said, oh no, we don't have a billboard.
• 15:00
  from two until about 4: And they said, yes, you do.
• 15:01
  from two until about 4: And I said, no, we don't have, we don't have any billboards.
• 15:04
  from two until about 4: Not only do we not have one on that street, but we don't have any, where do you see us?
• 15:09
  from two until about 4: No, I saw your billboard on four 19.
• 15:11
  from two until about 4: They were absolutely convinced that they'd seen our billboard.
• 15:15
  from two until about 4: And I knew that they hadn't, I wasn't paying for one.
• 15:18
  from two until about 4: The idea behind behind this is someone might say, I got your message yesterday.
• 15:23
  from two until about 4: And I called you from Europe, your voice message yesterday.
• 15:26
  from two until about 4: And I want to list my house or I want to sell my house.
• 15:29
  from two until about 4: But we know that it was the accumulation.
• 15:32
  from two until about 4: One of those things that added up over the previous four or five months that led to that call that led to that business.
• 15:40
  from two until about 4: So that's a roundabout way of saying that.
• 15:42
  from two until about 4: I think it's almost impossible to track direct direct and consistent content version on letters.
• 15:49
  from two until about 4: But I think that if you're doing five, six months worth of mail and you're calling every two or three weeks, It's going to add up and you're definitely going to close a high level of business.
• 16:00
  from two until about 4: So our market's usually about it, depending if it's urban kind of more urban or suburban, it'd be like 3%.
• 16:07
  from two until about 4: And the more rural markets go over 5% pretty consistently from that approach.
• 16:11
  from two until about 4: Okay.
• 16:12
  from two until about 4: Yeah I am good.
• 16:13
  from two until about 4: I am able to do the phone.
• 16:15
  from two until about 4: But like I find that I'm not consistent with whatever I'm doing.
• 16:19
  from two until about 4: My numbers suffer significantly.
• 16:23
  from two until about 4: So I'm just trying to make sure that I'm significant, consistent in all of, in the calls and the mailing.
• 16:30
  from two until about 4: And if it's done by you guys, it seems it's easier to, even though it's more expensive, it's easier to make sure it gets done.
• 16:38
  from two until about 4: Yeah, I'll tell you Eddie.
• 16:40
  from two until about 4: And I'm going to get punched in the face next time I see Tim twice now I've run my own mail.
• 16:46
  from two until about 4: And you know how I hired a high school kid and I could get it done for a buck 25, a letter versus our dollar 50, but I was burning through money and I was having to stack letters into shoe boxes and print my list and sorted out and just having to spot, check the letters and everything like that.
• 17:05
  from two until about 4: And I was saving a little bit of money, but it was always inconsistent.
• 17:08
  from two until about 4: And I was always burning many hours every week on this.
• 17:12
  from two until about 4: And yeah, I was saving money, but what's your time costs now, if you're, if your value per hour as an investor or an agent is less than.
• 17:20
  from two until about 4: 50 bucks an hour.
• 17:22
  from two until about 4: Yeah, you got to a consideration to make, but if you, if the time that you put into prospecting is worth more than 50 or a hundred or $200 an hour, it's not even really a choice at that point.
• 17:33
  from two until about 4: And forgive me, buddy.
• 17:34
  from two until about 4: I just told people that I did it myself a couple of times.
• 17:37
  from two until about 4: But I get some, there's some budgets there sometimes it's simply not in the budget and I'd rather see you guys doing some mail in your campaign.
• 17:46
  from two until about 4: But if you've got any budget at all, or if your prospecting time is valuable at all you should offload that mail as quickly as possible.
• 17:54
  from two until about 4: So I think what you're saying is that, that we're obviously giving you too much money because he's wanting to do it that way.
• 18:01
  from two until about 4: I think I understand your time is just not that valuable.
• 18:03
  from two until about 4: Is that right, Bruce?
• 18:04
  from two until about 4: Sure.
• 18:04
  from two until about 4: So I'm going to get punched in the face.
• 18:06
  from two until about 4: That's what I was saying.
• 18:07
  from two until about 4: Yeah, we'll wait, here's the deal.
• 18:08
  from two until about 4: What we're trying to make the point here is that.
• 18:11
  from two until about 4: We provide a service and you said it correctly, when you were beginning of this, is that the challenge that you have when you don't put this on autopilot and you don't do it, it doesn't get done.
• 18:20
  from two until about 4: And unfortunately it's far too easy to make a commitment that you're going to do something, knowing that you have to, and knowing that you could do it and.
• 18:29
  from two until about 4: Oh, maybe I can save a quarter here and a quarter there.
• 18:32
  from two until about 4: And the bottom line is you skip a week, you skip another week.
• 18:35
  from two until about 4: And then, you've got another set of leads coming.
• 18:37
  from two until about 4: Pretty soon.
• 18:38
  from two until about 4: You're feeling overwhelmed because you didn't do what you needed to do.
• 18:40
  from two until about 4: And the challenge with that is that it's hard to come back and we've been doing this a good long while now.
• 18:45
  from two until about 4: And in the six or seven years we've been at it, you find too many people who come back and say I just got so behind in my mailing and all that sort of stuff, I just felt like I'd never get caught up.
• 18:55
  from two until about 4: So we encourage you to, do what you can do.
• 18:58
  from two until about 4: Now, if you want to do some with us, augment some by yourself, that's fine.
• 19:02
  from two until about 4: It's not going to be too long where you're going to see us coming back with a postcard option.
• 19:07
  from two until about 4: That's going to cut your costs down a little bit.
• 19:09
  from two until about 4: The other thing you can look at is probate plus adds a little bit of cost delete itself, but it cuts your marketing costs down by focusing you only on people who do have property and.
• 19:20
  from two until about 4: We're aware that this is a competitive marketplace and we know that's the case and we're doing everything we can to migrate all of the things that we can do.
• 19:27
  from two until about 4: We've just added a whole bunch of additional equipment that we're going to determine I believe is going to allow us to save some money in terms of our cost of production.
• 19:37
  from two until about 4: And we're going to do some things to try to pass some of that along to you guys and encourage you to do more mailing rather than less, and also to do more frequency.
• 19:44
  from two until about 4: And I'll add the last thing.
• 19:46
  from two until about 4: This goes back to Jim's point or Bruce's point where, Bruce was obviously not very bright because arguing somebody who, told them that he had a billboard out there, I would have simply said, yeah that's great.
• 19:54
  from two until about 4: I'm glad you saw us there.
• 19:55
  from two until about 4: Let's move on.
• 19:56
  from two until about 4: But the one thing, the one point I would make is that it's impression based.
• 20:00
  from two until about 4: Anybody that's talking to you about direct mail is going to tell you that every time you make that touch, you're getting more and more impression.
• 20:07
  from two until about 4: So you become top of mind.
• 20:09
  from two until about 4: If somebody says probate real estate in the same sentence, your face is what you want them to see.
• 20:14
  from two until about 4: Your name is what you want them to think about it in their head.
• 20:17
  from two until about 4: And the only way that happens is frequency.
• 20:19
  from two until about 4: And the one thing that I think is important to remember is even.
• 20:23
  from two until about 4: People like Gary Keller and folks like that, Keller advocates, 33 touches to a potential customer and oftentimes, set 32nd touch that gets you in there somehow.
• 20:33
  from two until about 4: So we're going to do everything we can to encourage you to do that.
• 20:36
  from two until about 4: We're working on an email product that will help you get that along the way as well, but get your mail out, but an automated and you're going to find the results are going to be way better than you can think of doing it yourself.
• 20:46
  from two until about 4: So I'll throw in on this.
• 20:47
  from two until about 4: Yes.
• 20:48
  from two until about 4: Eddie and basically talk to you for a second about about those touches and what those touches look like.
• 20:55
  from two until about 4: And and by the way, if you automate mail, good job.
• 20:59
  from two until about 4: If you're not doing phone calls along with it we gotta figure out a solution there.
• 21:03
  from two until about 4: Because the phone is gonna get your conversion.
• 21:06
  from two until about 4: The mail is gonna make you credible.
• 21:08
  from two until about 4: The phone is gonna get converted.
• 21:09
  from two until about 4: So with regard to credibility, I talked about this either a little bit last week, or maybe the week before and how a lot of a lot of real estate professionals rely exclusively on the know like and trust factor.
• 21:22
  from two until about 4: So we say, okay, somebody knows who we are.
• 21:25
  from two until about 4: Hopefully they like us.
• 21:26
  from two until about 4: Hopefully they trust us, but I'm going to add a fourth factor in there on, on real conversion and that's credibility.
• 21:32
  from two until about 4: Especially when you're working on leads, they need to view you as a credible expert, that can make a difference in their life.
• 21:40
  from two until about 4: And when they've lost someone they're going through this very difficult and private experience of going through probate or having lost family members.
• 21:47
  from two until about 4: A lot of times, without that factor, you're not going to get anything.
• 21:51
  from two until about 4: That's where the mail really comes into play.
• 21:54
  from two until about 4: Especially for those of you, especially.
• 21:58
  from two until about 4: If you've had a dialogue with someone, so on top of the drip mail campaign that you send out to leads that you haven't spoken with before you probably ought to develop a touch sequence for people that you've communicated with that maybe they say Eddie, I'm not ready yet.
• 22:14
  from two until about 4: You're probably going to sell the house, but you're catching me a little early and it's just super busy.
• 22:19
  from two until about 4: You might want to have a campaign for yourself that, and this is where you can send it out yourself.
• 22:24
  from two until about 4: Cause it's a, one-off where you're sending a CMA on touch one.
• 22:28
  from two until about 4: Maybe you're sending a probate checklist a week or two later, maybe you're sending a brochure another week or two after that.
• 22:35
  from two until about 4: And it kind kinda goes a little bit to this idea of doing an eight by eight campaign, which is where it's, if you've got someone in your sphere of influence, you do eight touches in eight weeks and it rapidly brands you as the credible expert.
• 22:50
  from two until about 4: So after you've had conversations with people, I'm going to encourage you to focus on mail, where you're delivering valuable pieces that seem much more personalized over the next month or two.
• 23:02
  from two until about 4: When someone isn't quite ready to pull the trigger with you yet, at that point, it's your job to become credible in their mind and beat out the competition, which.
• 23:12
  from two until about 4: You do you start sending high value pieces?
• 23:14
  from two until about 4: Like I just described and you will beat the competition.
• 23:18
  from two until about 4: They won't be, they'd be silly not to come back to you.
• 23:21
  from two until about 4: Ready?
• 23:22
  from two until about 4: Okay.
• 23:22
  from two until about 4: I guess I just need to figure out what those are so that I can have them ready to send out.
• 23:27
  from two until about 4: One what you need to probate checklists, you need a brochure.
• 23:30
  from two until about 4: You probably ought to have some sort of a shortened CMA form where you can run it in and analysis on properties they've inherited.
• 23:38
  from two until about 4: You could probably package your vendors list in a way that you're able to send that.
• 23:43
  from two until about 4: And then I would probably send them a piece or two that promotes individual vendors that I work with.
• 23:49
  from two until about 4: So I might send them a piece saying, Hey, what, when it comes time for taxes, inheritances can really make make things complicated.
• 23:57
  from two until about 4: One of the things that I like to do for people is I like to promote my my preferred accountant.
• 24:02
  from two until about 4: Who specifically knows how to get you through tax season in the best shape after you've inherited wealth and here's their information.
• 24:11
  from two until about 4: So very customized touches.
• 24:13
  from two until about 4: Now you can template all this stuff together where it doesn't take much time.
• 24:17
  from two until about 4: Once you've put the template letter together, you just plug and play the PR name, the decedent name, maybe the account name and the county that you want.
• 24:25
  from two until about 4: And then throw it into a letter size envelope and send it out every couple of weeks.
• 24:31
  from two until about 4: At most like maximum every couple of weeks or at minimum, let's say minimum.
• 24:35
  from two until about 4: It's not every week.
• 24:36
  from two until about 4: You've got a couple of months runway after you've had a conversation with people to get in front of them.
• 24:42
  from two until about 4: And make yourself the trusted expert and trusted advisor in their mind.
• 24:48
  from two until about 4: No one else is doing this.
• 24:49
  from two until about 4: What everybody else is doing.
• 24:51
  from two until about 4: If they've had a conversation is calling and saying, Hey Eddie, last month you said you weren't ready to sell the house yet.
• 24:56
  from two until about 4: You ready to sell it now?
• 24:58
  from two until about 4: No.
• 24:58
  from two until about 4: Okay.
• 24:58
  from two until about 4: I'll call you next month.
• 25:00
  from two until about 4: Next month.
• 25:00
  from two until about 4: Hey Eddie.
• 25:01
  from two until about 4: You ready to sell the house yet?
• 25:03
  from two until about 4: How much more are they going to want to talk to you when you've been giving them value like this on a weekly or bi-weekly basis?
• 25:09
  from two until about 4: Bruce.
• 25:10
  from two until about 4: I was just going to add, I don't want to complicate hated Eddie, but through certainly if you're going to do the vendor specific campaigns, it might, it may not be unreasonable at all to ask them to help you with the marketing costs.
• 25:23
  from two until about 4: Especially if they're getting business from it and if you know an attorney.
• 25:26
  from two until about 4: Yeah.
• 25:26
  from two until about 4: Why not?
• 25:27
  from two until about 4: Attorneys can't prospect, you could prospect forum.
• 25:29
  from two until about 4: I, all your other vendors, your whole list of vendors, if you give them any business at all, they could certainly supplement your marketing costs and allow you to automate it.
• 25:37
  from two until about 4: You feel firehouse Betty A.
• 25:40
  from two until about 4: Little bit, but my, my, my gears are turning right now.
• 25:44
  from two until about 4: How I can do this, but no, I appreciate it.
• 25:47
  from two until about 4: I appreciate all the information off to go back and re-listen to this though.
• 25:50
  from two until about 4: All right.
• 25:50
  from two until about 4: And Bruce is always available.
• 25:52
  from two until about 4: If any of us were available for, for a coaching call, if you need it.
• 25:55
  from two until about 4: And we appreciate you, man.
• 25:56
  from two until about 4: Thanks for participating.
• 25:57
  from two until about 4: And we'll have to see if that three appointments get you the winner of the week.
• 26:00
  from two until about 4: We'll see who's in the queue.
• 26:01
  from two until about 4: We got.
• 26:02
  from two until about 4: Two more in the guys, we have plenty of room for more, just hit star six and then hit one in the meantime.
• 26:08
  from two until about 4: Next up is phone number ending in four zero five five.
• 26:12
  from two until about 4: You're up next.
• 26:13
  from two until about 4: Hey guys.
• 26:13
  from two until about 4: Thanks for taking my call.
• 26:15
  from two until about 4: This is Nick and Sarasota and it just got to ask your opinion on.
• 26:19
  from two until about 4: I'm calling all these leads and my team leader is actually the subscriber.
• 26:24
  from two until about 4: And based on previous recommendation by you guys, I'm gone back about to January and I'm calling leads from January to start with, and I'm not reaching a lot of people.
• 26:37
  from two until about 4: But my question is how do you feel, or what's your opinion because some of the PRS actually have email addresses.
• 26:45
  from two until about 4: How do you feel about.
• 26:47
  from two until about 4: Emailing and introduction.
• 26:48
  from two until about 4: How do you feel about emailing the attorneys?
• 26:51
  from two until about 4: A brochure of our services?
• 26:54
  from two until about 4: I'm just running into a wall on some of these.
• 26:56
  from two until about 4: So I'm going to go back to our days on my team of prospecting buyer leads.
• 27:02
  from two until about 4: And inevitably now you're running into walls, so I'm not blaming you for doing this, but but a lot of people will look at that email address and they'll go, oh, thank God.
• 27:12
  from two until about 4: There's an email.
• 27:12
  from two until about 4: That means I don't have to call.
• 27:14
  from two until about 4: An email is customer service based.
• 27:16
  from two until about 4: That's just what email is best for is customer service.
• 27:20
  from two until about 4: It's not best for converting a lead.
• 27:23
  from two until about 4: So when it comes to emailing, I want you to use email the same way.
• 27:26
  from two until about 4: I was just telling Eddie before this to use letters, to build, establish, and build credibility, build that brand awareness of who you are and what you can do for them.
• 27:35
  from two until about 4: So yes, use email, but I would offer value touches.
• 27:39
  from two until about 4: Brochures, I would offer checklists.
• 27:41
  from two until about 4: I would offer different things that they could use through the process to establish that credibility.
• 27:47
  from two until about 4: And I would probably throw a PS into the bottom of each one of my emails that just says, PS, if you have a house that needs to be sold at some point soon, here's how I help.
• 27:57
  from two until about 4: But the purpose of that email is to provide value that builds credibility, and then you're gonna convert on that.
• 28:05
  from two until about 4: Cash that credibility in on the phone.
• 28:08
  from two until about 4: And I know you're not getting a lot of answers.
• 28:10
  from two until about 4: I was just reviewing my numbers.
• 28:12
  from two until about 4: I had no idea that my, my numbers were like this but I was reviewing my numbers in each round of calls that I make six or 7% of people, that answer, which is pretty low, but that is 94 out of a hundred people that I can drop a voicemail to.
• 28:27
  from two until about 4: Really quickly with the push of a button.
• 28:30
  from two until about 4: And that is another marketing touch.
• 28:34
  from two until about 4: And over time they're getting that voicemail that I'm dropping quickly.
• 28:38
  from two until about 4: They're getting that email with credibility content.
• 28:41
  from two until about 4: They're getting the letters with credibility content and and they're going to start to convert and the phone don't get the voicemail.
• 28:48
  from two until about 4: That you just mentioned since I'm backing way up and I'm calling January lead.
• 28:53
  from two until about 4: And I think I've heard you in the past.
• 28:55
  from two until about 4: Say if you plan on calling all the time, don't leave a voicemail on the first call.
• 28:59
  from two until about 4: However these people have already received.
• 29:02
  from two until about 4: Gary's only doing three letters right now.
• 29:04
  from two until about 4: We might increase that, but he's only doing three letters.
• 29:06
  from two until about 4: So they've received all three letters.
• 29:08
  from two until about 4: So if I'm going back that far to con start contacting those, should I leave on the first phone call?
• 29:15
  from two until about 4: Should I leave the voicemail?
• 29:16
  from two until about 4: That's the first time.
• 29:17
  from two until about 4: So let's let me ask you this.
• 29:20
  from two until about 4: How when do you plan on calling that person back?
• 29:23
  from two until about 4: If they don't answer.
• 29:24
  from two until about 4: Yeah, like I said I'm picking up in and going all the way back.
• 29:28
  from two until about 4: So he's got a lot of leads that haven't been contacted.
• 29:31
  from two until about 4: So I don't know.
• 29:31
  from two until about 4: I don't know if I should go back to the, all the round of January leads and do a second round of calls on those or, cause last time we talked about this, you had mentioned, okay, go back to January and then do the current month and then go back to February and then do.
• 29:46
  from two until about 4: April and then so on.
• 29:48
  from two until about 4: Yeah, so I, I don't know how often I would be able to go back and call the ones from January for the second round of call.
• 29:55
  from two until about 4: Yep.
• 29:55
  from two until about 4: So in other words, what you said is we prescribed you a bookend approach where you do January this week and this month.
• 30:04
  from two until about 4: So maze.
• 30:05
  from two until about 4: The next week and then February, then April and bookend and work in toward the middle.
• 30:10
  from two until about 4: Now the with that said, if you're not gonna call that lead back within the first, within the next generally three days, I leave a voicemail on call number one.
• 30:22
  from two until about 4: So the only time I don't leave a voicemail on call number one is if I know that I'm about to call that lead again, a, within a couple of days give me an example of the voicemail message you would leave.
• 30:33
  from two until about 4: So the first voicemail message.
• 30:35
  from two until about 4: And I want to make this really clear that this is better older lead that has probably gotten through a lot of the process, a lot of the emotional process.
• 30:46
  from two until about 4: So an older lead, I'm probably gonna say, Hey, giving you a quick call.
• 30:50
  from two until about 4: Cause we work with families that have inherited real estate through probate.
• 30:54
  from two until about 4: We have a couple of services that might, you might find beneficial.
• 30:57
  from two until about 4: Could you give me a call back at one, two, three, four, five?
• 31:00
  from two until about 4: That's it now?
• 31:02
  from two until about 4: That would be a good first message.
• 31:04
  from two until about 4: Cause it.
• 31:05
  from two until about 4: It leaves enough for curiosity future messages, once someone is proven that they're not going to call you back, I start to get more specific.
• 31:14
  from two until about 4: So I'm actually going to get into my elevator presentation a little bit.
• 31:18
  from two until about 4: So I'm going to say, Hey, I tried you a couple of weeks ago.
• 31:21
  from two until about 4: Just wanted to follow up on that voicemail.
• 31:23
  from two until about 4: I left.
• 31:24
  from two until about 4: I'm sorry.
• 31:25
  from two until about 4: I keep missing you.
• 31:25
  from two until about 4: And by the way, if I'm bothering you, please give me a call back and let me know.
• 31:29
  from two until about 4: But we work with families that have inherited real estate through probate.
• 31:33
  from two until about 4: And basically what we can do is we can take care of anything from a real estate that needs to be managed, whether you're keeping it or selling it.
• 31:41
  from two until about 4: We help with that directly.
• 31:42
  from two until about 4: We also help with things like property maintenance and repairs.
• 31:45
  from two until about 4: So if you need someone to cut the grass, clean the gutters, we can help there.
• 31:48
  from two until about 4: And then last is we can pitch in and provide connections and resources and even direct help with personal property.
• 31:55
  from two until about 4: If you need to run an estate sale, or you need someone to come clean the property out, If any of that or if any of our connections might be beneficial to you, could you give me a call back?
• 32:06
  from two until about 4: And if they're not beneficial, call me back and let me know so that I don't bother you anymore.
• 32:11
  from two until about 4: So either way I'm forcing, I'm funneling them into a call back.
• 32:14
  from two until about 4: That was a significantly longer message.
• 32:16
  from two until about 4: What I just said probably took 50 or 60 seconds, but if they've proven to me that they're not going to call back.
• 32:24
  from two until about 4: Then why not deliver your USP is your elevator pitch on the voicemail.
• 32:29
  from two until about 4: Now they're getting it in a letter and a voicemail and hopefully an email as well.
• 32:34
  from two until about 4: Gotcha.
• 32:35
  from two until about 4: Okay.
• 32:35
  from two until about 4: That makes sense.
• 32:36
  from two until about 4: Cause I just, what I've been running into here lately.
• 32:39
  from two until about 4: Appreciate it now.
• 32:41
  from two until about 4: Go back and listen to all this and take notes again and formally formulate those voicemails that I'm going to leave.
• 32:47
  from two until about 4: I don't get any checks.
• 32:48
  from two until about 4: I appreciate you participating.
• 32:50
  from two until about 4: We only have one in the queue guys.
• 32:52
  from two until about 4: Don't be shy, hit star six and hit one.
• 32:54
  from two until about 4: You can be up next.
• 32:55
  from two until about 4: In the meantime, next up is our old, not old chronologically, but in endurance, Belinda, you've been with us awhile.
• 33:04
  from two until about 4: Welcome back.
• 33:05
  from two until about 4: Oh, hi.
• 33:05
  from two until about 4: Thanks.
• 33:06
  from two until about 4: Thanks for taking my call.
• 33:08
  from two until about 4: Quick question that a bit it's been answered and it goes back to the phone call.
• 33:13
  from two until about 4: It goes back to the phone call.
• 33:14
  from two until about 4: I don't get very many people to actually answer the phone.
• 33:17
  from two until about 4: So I'm just wondering when you use the voicemail, are you using a ringless voicemail with a generalized message, like maybe with your USP or are you using a specific voicemail directed toward the person that you're actually calling, which would have to probably be done on an individual basis?tion So I would not use a ringless voice it's male just because of some of the the FTA regulations that are, so I want that phone to ring.
• 33:43
  from two until about 4: Now if somebody has opted in and they're okay, they've already opted in giving you permission to drop a ring list on them.
• 33:49
  from two until about 4: Yeah, go ahead.
• 33:50
  from two until about 4: But I doubt that's the case, so I would direct, yeah.
• 33:55
  from two until about 4: And then when they do not answer, cause it's gonna be it's generally gonna be 90 somewhere between 80 and 90%, that don't, which is it's fine.
• 34:03
  from two until about 4: That actually speeds your calls up a lot as well.
• 34:06
  from two until about 4: When they don't answer you with just read your voicemail off of a script, if you're doing this by hand or.
• 34:12
  from two until about 4: If you had a dialer, something like happy grasshopper is mojo sells call rail, anything like that, some of the popular ones that are out there, you can go into settings and re prerecord a a message.
• 34:25
  from two until about 4: But you prerecord a message that sounds as natural as possible.
• 34:29
  from two until about 4: And as most like you were trying as much, like you were trying to leave it for them personally as possible, and set the system to where after four or five rings this film automatically moves to the next person and delivers that voicemail.
• 34:42
  from two until about 4: Oh, yeah.
• 34:43
  from two until about 4: Okay.
• 34:43
  from two until about 4: Yeah, I've used it.
• 34:44
  from two until about 4: That's what I started off using.
• 34:46
  from two until about 4: And then to get some of the phone numbers and figure out which ones are really working, which ones are not, I was using the ring list for two reasons, for that reason to kind of screen through some of the numbers.
• 34:56
  from two until about 4: And then the second reason just to get everybody was at least the message of what I'm trying to deliver.
• 35:01
  from two until about 4: But that was through ringlets and then if I actually was going through casing calls, then I would go here and do what you prescribed, which, had my pre recorded message.
• 35:09
  from two until about 4: And then if they don't pick up, just hit that tab.
• 35:11
  from two until about 4: But, okay.
• 35:12
  from two until about 4: Okay.
• 35:12
  from two until about 4: So it's just a matter of just I guess continuing to, I was trying to get around the phone calls only because it's such low production seems to be.
• 35:19
  from two until about 4: A way to get around with a phone call.
• 35:20
  from two until about 4: Someone has that phone call someone if you hire it out and hire it out, but somebody who's got a dial.
• 35:27
  from two until about 4: Okay.
• 35:28
  from two until about 4: Okay.
• 35:29
  from two until about 4: Okay.
• 35:30
  from two until about 4: Okay.
• 35:30
  from two until about 4: That's my question.
• 35:31
  from two until about 4: So the email.
• 35:32
  from two until about 4: Yeah.
• 35:33
  from two until about 4: Yeah.
• 35:33
  from two until about 4: As long as we have you it's been awhile.
• 35:35
  from two until about 4: We always appreciate you.
• 35:36
  from two until about 4: I know you've been with us for years now.
• 35:39
  from two until about 4: Are you still doing this?
• 35:40
  from two until about 4: Part-time do you still have a full-time job?
• 35:42
  from two until about 4: I do what I gave my retirement notice for December so that I can go ahead and do this full time, because it's such a strange trying to do, going to stay part-time and then working full time, you always feel like you never have enough time to, get all your money working together is you always feel frantic.
• 35:58
  from two until about 4: I don't even have time to get a clear thought through because then I have to keep going between work and real estate.
• 36:04
  from two until about 4: So yeah, so the part-time, but with it full of tips of doing it, full-time.
• 36:08
  from two until about 4: Starting January 1st of 20, 22.
• 36:10
  from two until about 4: Good for you.
• 36:11
  from two until about 4: Cause you, I know over the last several years, you probably have been the most consistent for doing this part time.
• 36:19
  from two until about 4: You do what you're supposed to do.
• 36:20
  from two until about 4: You don't use that as an excuse for not, doing your calls.
• 36:24
  from two until about 4: And I know you've gotten.
• 36:25
  from two until about 4: You've come and you've gone, but I'm glad you stuck with it long enough to be able to retire from your job.
• 36:30
  from two until about 4: So we expect to hear more great things from you in the next few months, once you started doing it.
• 36:35
  from two until about 4: Full-time that's great.
• 36:36
  from two until about 4: Thanks.
• 36:37
  from two until about 4: All right.
• 36:37
  from two until about 4: Thanks Kim.
• 36:38
  from two until about 4: You had something you wanted to add?
• 36:40
  from two until about 4: No, it's not to add.
• 36:41
  from two until about 4: I had a question that.
• 36:42
  from two until about 4: Got sent in from a subscriber who is doing the same thing.
• 36:46
  from two until about 4: You've got a full-time job.
• 36:48
  from two until about 4: Can't make these calls based on a time constraint.
• 36:51
  from two until about 4: And he thought it might be a good thing to ask live so we can get a comment on it.
• 36:54
  from two until about 4: So I'm going to ask you this question.
• 36:56
  from two until about 4: Okay.
• 36:56
  from two until about 4: This is real simply as an investor and he said, you guys talk a lot about wanting to, let me pull this up.
• 37:03
  from two until about 4: You talk a lot about wanting to express yourself as.
• 37:07
  from two until about 4: Being a, the probate investor or the probate realtor, all that sort of stuff.
• 37:12
  from two until about 4: And he said, what are the best sentences is the word that he uses and put in quotes sentences to use that indicate that you are a probate person when you are talking to someone.
• 37:24
  from two until about 4: And I think basically what he's referring to is in your elevator speech or your USP and Bruce off point this at you, what would you normally say if someone said.
• 37:33
  from two until about 4: You're an investor, but you say you're focusing on probate.
• 37:36
  from two until about 4: What does that mean?
• 37:37
  from two until about 4: You're just chasing after probate properties and opportunities.
• 37:40
  from two until about 4: I would differentiate ourselves and I haven't answered, but I'll ask you and Jim, you do the same thing.
• 37:44
  from two until about 4: You think you're going to come up with an answer for that?
• 37:46
  from two until about 4: How do you differentiate yourself?
• 37:48
  from two until about 4: It depends who you're talking to.
• 37:50
  from two until about 4: I would ask this hypothetical person that question, but I'm gonna, I'm going to give you two hypothetical answers.
• 37:57
  from two until about 4: If if this would be.
• 37:59
  from two until about 4: If this is a person that is maybe an attorney or an professional that you're out trying to build a referral and team type of relationship with.
• 38:09
  from two until about 4: What you need to say is, look, this, I'm not having this conversation to build a one-way street where you're giving me a whole bunch of value and referrals and I'm not giving anything back.
• 38:18
  from two until about 4: Part of what I've learned as a, in in the experience that I've gained is that I don't have all the answers.
• 38:27
  from two until about 4: I have services that definitely make the lives of the families.
• 38:32
  from two until about 4: I work with easier.
• 38:34
  from two until about 4: But I bet you, Mr.
• 38:36
  from two until about 4: Attorney you, Mr.
• 38:38
  from two until about 4: Landscaper, you Mr.
• 38:39
  from two until about 4: Accountant team member.
• 38:40
  from two until about 4: And I didn't mean to use the masculine term there, ladies, Mrs.
• 38:45
  from two until about 4: Mrs.
• 38:46
  from two until about 4: Account.
• 38:46
  from two until about 4: I bet you have some input into this as well, and I'd like to know what I can do to promote your business and make your life easier.
• 38:55
  from two until about 4: When working with families like this.
• 38:57
  from two until about 4: So I always liked to like to use the line.
• 39:00
  from two until about 4: This is not a one way street where I'm asking for a bunch of business from you.
• 39:04
  from two until about 4: I want to make your job easier.
• 39:06
  from two until about 4: And I'd like your input into this so that it can be our our business that support side support yours.
• 39:12
  from two until about 4: Your you support mine.
• 39:14
  from two until about 4: Now if you're talking to someone that is maybe your sphere of influence you tell them, look, I'm calling with my real estate hat on real quick.
• 39:22
  from two until about 4: I wanted to put that on and tell you a little bit about one of the areas that I'm specifically focused on because most investors and agents out there stick a sign in the yard and pray for the highest price.
• 39:33
  from two until about 4: And that's not what I do.
• 39:34
  from two until about 4: I.
• 39:34
  from two until about 4: Lead with service and I'm working specifically for families going through probate and a part of how we do that is we will take care of everything from grass, cutting, to selling real estate, to connecting them with an attorney, if they need one and about a million other things in between because families need this.
• 39:52
  from two until about 4: And everybody else that's asking for their business is just sticking a sign in the yard.
• 39:57
  from two until about 4: And that really resonates with the consumer.
• 40:00
  from two until about 4: That you're talking to.
• 40:02
  from two until about 4: And again, if it's a professional, you're talking to, you want them to feel like they're building the system along with you.
• 40:08
  from two until about 4: Okay.
• 40:09
  from two until about 4: Jimmy, as an investor, what makes you a great investor?
• 40:13
  from two until about 4: And by the way, Bruce, that was, I believe that was an elevator speech suitable for the empire state building.
• 40:18
  from two until about 4: Yeah.
• 40:19
  from two until about 4: Yeah, it was, that's a coffee element.
• 40:21
  from two until about 4: That's a sitting down for coffee, elevator presentation.
• 40:24
  from two until about 4: Great, man.
• 40:25
  from two until about 4: That's great.
• 40:25
  from two until about 4: Jimmy, you still there buddy?
• 40:27
  from two until about 4: I am here.
• 40:27
  from two until about 4: Yes, sir.
• 40:28
  from two until about 4: So your question is, or the person they're asking how you differentiate yourself as a probate investor versus just a generalized investor.
• 40:37
  from two until about 4: Yeah.
• 40:37
  from two until about 4: What I would say is this, think about it this way that, I think what he's asking is that.
• 40:41
  from two until about 4: They get, he said, everybody's talked to, if they've talked to a couple of other people and he calls me, he says I'm a probate specific know I focused on probate.
• 40:50
  from two until about 4: How do you say that's great.
• 40:51
  from two until about 4: What are you just trying to find a deal?
• 40:52
  from two until about 4: I think his idea is looking for a way to say I focused on probate and here's, how do you quickly move into what differentiates you from other people who are calling.
• 41:01
  from two until about 4: And trying to talk to this person or mailing them and trying to talk to them.
• 41:05
  from two until about 4: What's the right.
• 41:05
  from two until about 4: What are the best things to say, to differentiate yourself from somebody who's simply out there trying to find a deal to go buy?
• 41:12
  from two until about 4: Yeah, fair enough.
• 41:12
  from two until about 4: And this is not so much the elevator pitch, but it's, I've always been a big believer in asking questions.
• 41:18
  from two until about 4: So in we, we talk, don't wear the realtor or investor hat, but just ask an open-ended question.
• 41:24
  from two until about 4: I know this can be a difficult time for the family.
• 41:27
  from two until about 4: What's been the most difficult part of this for you so far.
• 41:30
  from two until about 4: And a lot of times they'll say what are you talking about?
• 41:32
  from two until about 4: What do you mean difficult?
• 41:33
  from two until about 4: And then if you are an investor, give them examples.
• 41:37
  from two until about 4: If you've done other deals.
• 41:39
  from two until about 4: And if you haven't given an example of a.
• 41:41
  from two until about 4: Of someone that did a deal on this call?
• 41:44
  from two until about 4: I know very often it's, it's the stuff in the house.
• 41:47
  from two until about 4: And matter of fact we have that story of a guy that had a house full of Lionel trains and he couldn't sell the house because the trays were worth more than the house.
• 41:54
  from two until about 4: Do you have anything of value in the house that you need to get rid of?
• 41:57
  from two until about 4: And if the answer is no to that another thing that a lot of people are a lot of people, I.
• 42:02
  from two until about 4: Deal with struggle with is just maintaining the house.
• 42:06
  from two until about 4: I'm assuming, you're having the grass cut and the lawn and winterizing in the house.
• 42:10
  from two until about 4: Is that been a chore for you?
• 42:11
  from two until about 4: So I generally just start with an open-ended question, asking them what they need the most help with.
• 42:17
  from two until about 4: And if they're not forthcoming with an answer, then just prod them with examples of other people that you've helped and specific things you've helped them with.
• 42:27
  from two until about 4: And.
• 42:28
  from two until about 4: If, and again, if you haven't done that, just things that you've heard on this call.
• 42:32
  from two until about 4: So give them, sometimes people need a little bit of prodding and we know over the years, the biggest thing is usually a stuff, a house full of stuff.
• 42:40
  from two until about 4: So that's probably where I would start.
• 42:43
  from two until about 4: Most people, I'm speaking to you, you're in Iowa and the house is in Florida.
• 42:47
  from two until about 4: Have you gone through it?
• 42:48
  from two until about 4: Do you know what's in there and do you know what you need to get rid of ask them that question?
• 42:51
  from two until about 4: If not.
• 42:52
  from two until about 4: Would you like some help doing that?
• 42:54
  from two until about 4: So prompt them with questions and find out I'm a believer in, prompt them with questions, find out what they need help with before you, go down a whole laundry list of things that may or may not apply to them.
• 43:04
  from two until about 4: Find the pain, fix the pain and fix the pain, find the pain and.
• 43:08
  from two until about 4: Exactly.
• 43:09
  from two until about 4: Find the pain before you take the medicine, I would say, sure.
• 43:12
  from two until about 4: Bruce, go ahead.
• 43:13
  from two until about 4: So along with the along the line of your line of questioning, what you might do is ask someone, Hey, we know that most realtors and I'm going to pick on realtors for a second.
• 43:24
  from two until about 4: Most realtors are just out to stick a sign in the yard and try to make this quick commission.
• 43:29
  from two until about 4: Okay.
• 43:29
  from two until about 4: That's a little disparaging.
• 43:31
  from two until about 4: I R one.
• 43:32
  from two until about 4: So I'm picking on myself too but we know that Mr or Mrs.
• 43:37
  from two until about 4: PR heir to an estate but if someone were to customize a service for you that would help save you time and make your life easier.
• 43:47
  from two until about 4: What do you think those services would look like?
• 43:50
  from two until about 4: For you as someone going through probate and get them to start to describe what those services I guarantee most of the time they're going to come up with the same services we're offering.
• 44:00
  from two until about 4: But now it's going to, to them, it's going to feel more like their ideas and our idea.
• 44:05
  from two until about 4: And they're probably going to be more apt to buy into it.
• 44:08
  from two until about 4: Yep.
• 44:09
  from two until about 4: I've never asked that question.
• 44:10
  from two until about 4: I'm going to try to give it a try.
• 44:11
  from two until about 4: Yeah.
• 44:12
  from two until about 4: There, not only that, but people are much more likely to believe something they say than what you say.
• 44:17
  from two until about 4: So if they tell you they need help with it, they're gonna, they're going to be more responsive to the health, but it's, you.
• 44:23
  from two until about 4: If you tell them they need help.
• 44:24
  from two until about 4: So yeah.
• 44:25
  from two until about 4: Ask questions.
• 44:26
  from two until about 4: I love that, those general questions.
• 44:27
  from two until about 4: That's a great way to put it.
• 44:29
  from two until about 4: All right, guys.
• 44:29
  from two until about 4: That we have no one else in the queue and we're coming right up on the hour.
• 44:32
  from two until about 4: Kim, I think you had a few closing comments, correct?
• 44:35
  from two until about 4: Yep.
• 44:35
  from two until about 4: I would just like to remind you all of, we started off with here that it is the end of the month.
• 44:40
  from two until about 4: It's moving into summer.
• 44:42
  from two until about 4: We want to do anything that we can to help you through this summer, which is likely to be.
• 44:47
  from two until about 4: Hey summer where Sparsh inventory is the rule.
• 44:51
  from two until about 4: At least it looks that way now, and it's a great time to look out and see if there's an adjacent county.
• 44:58
  from two until about 4: You might want to take a flyer on for a month or two to see if you can generate some interest there.
• 45:02
  from two until about 4: And it's a great time to invest in your business.
• 45:05
  from two until about 4: Other people will be doing less of that now, and you might as well make hay while the sun shines because you know that.
• 45:11
  from two until about 4: Probates don't quit.
• 45:13
  from two until about 4: Unfortunately, people die all the time and that's what we're here for is to hopefully provide you with great opportunities to provide services, these people.
• 45:20
  from two until about 4: As I said before, our sales team definitely standing by and anxious to chat with you and see if they can help you economically add some capabilities to your business.
• 45:29
  from two until about 4: So please give us a call after this and.
• 45:31
  from two until about 4: They're going to be excited to talk to a deal, make mode, and we will shoot.
• 45:35
  from two until about 4: We need to get this month phones out well and all enjoy our summer together.
• 45:38
  from two until about 4: Said now one, as I always do, guys, don't want to sincerely thank each.
• 45:42
  from two until about 4: And every one of you for being here today.
• 45:43
  from two until about 4: I want to particularly thank the half a dozen or so that actively participated.
• 45:49
  from two until about 4: I want to challenge each of you.
• 45:50
  from two until about 4: Take one idea.
• 45:51
  from two until about 4: One thought, one thing that inspired you on this call.
• 45:55
  from two until about 4: Go out and put it into practice.
• 45:57
  from two until about 4: And I want to, again, echo Tom's or Tim's sentiment have a great three-day weekend with your family and please come back next Thursday and share your results with the group.
• 46:06
  from two until about 4: Have a great Memorial day weekend guys.
• 46:08
  from two until about 4: Be safe.
• 46:09
  from two until about 4: Be healthy, have fun.
• 46:10
  from two until about 4: We'll talk to you the same time.
• 46:11
  from two until about 4: Next Thursday.
• 46:12
  from two until about 4: Take care, everybody.