PROBATE MASTERMIND Real Estate Podcast

Postcards, Letters, + More! Marketing to Probate Real Estate Leads | Probate Mastermind #282

June 15, 2020 All The Leads with Coach Chad Corbett and Bruce Hill Episode 282
PROBATE MASTERMIND Real Estate Podcast
Postcards, Letters, + More! Marketing to Probate Real Estate Leads | Probate Mastermind #282
Chapters
1:16
Probate Pro Se vs. Pro Pe
4:35
How To Build, Design, and Schedule Your Mail Campaigns
9:07
Navigating the ATL Probate CRM
13:07
Best Practices For Prospecting Attorneys
17:25
How to Leverage LinkedIn for Niche Prospecting
19:07
Longevity of Probate Lead Lists
23:27
Lumpy Mail With All The Leads
26:00
Booming Business in a Small Town: Probate Expert Rodger Lecy Shares His Business Philosophy
30:10
Got Deals?? Deanna Has 6!
44:27
Probate Expert Bill Janiga Shares 3 Things Working For Him
PROBATE MASTERMIND Real Estate Podcast
Postcards, Letters, + More! Marketing to Probate Real Estate Leads | Probate Mastermind #282
Jun 15, 2020 Episode 282
All The Leads with Coach Chad Corbett and Bruce Hill

These calls are formatted as an interactive podcast and are held live every Thursday at 1pm EST. Join our Facebook Group "All The Leads Mastermind" to Join Us Live



PROBATE LEADS:

3-DAY PROBATE MASTERY COURSE

Get the full call recap


Join our 24/7 Probate Mastermind Community on Facebook



CALL TOPICS (Linked to YouTube Timestamps):
Probate Pro Se vs. Pro Per (1:16)

Postcards vs. Letters: Which Is More Effective? (2:21)

How To Build, Design, and Schedule Your Mail Campaigns (4:35)

Navigating the ATL Probate CRM (9:07)

Best Practices For Prospecting Attorneys (13:07)
See More: Ask The Expert – Everything You Need To Know About Working With A Probate Attorney to Grow Your Real Estate Business, With John Erik Fraker, JD https://alltheleads.com/ask-the-expert-deals-and-listings-from-probate-attorneys/

How to Leverage LinkedIn for Niche Prospecting (17:25)

Longevity of Probate Lead Lists (19:07)

Lumpy Mail With All The Leads (23:27)

Booming Business in a Small Town: Probate Expert Rodger Lecy Shares His Business Philosophy (26:00

Got Deals?? Deanna Has 6! (30:10)

I’m Getting Started - How Do I Stay On Track? (34:25)

Business Operations: Adjusting As You Go (36:53)

Probate Expert Bill Janiga Shares 3 Things Working For Him (44:27)

Support the show (http://www.facebook.com/groups/alltheleadsmastermind)

Show Notes Transcript Chapter Markers

These calls are formatted as an interactive podcast and are held live every Thursday at 1pm EST. Join our Facebook Group "All The Leads Mastermind" to Join Us Live



PROBATE LEADS:

3-DAY PROBATE MASTERY COURSE

Get the full call recap


Join our 24/7 Probate Mastermind Community on Facebook



CALL TOPICS (Linked to YouTube Timestamps):
Probate Pro Se vs. Pro Per (1:16)

Postcards vs. Letters: Which Is More Effective? (2:21)

How To Build, Design, and Schedule Your Mail Campaigns (4:35)

Navigating the ATL Probate CRM (9:07)

Best Practices For Prospecting Attorneys (13:07)
See More: Ask The Expert – Everything You Need To Know About Working With A Probate Attorney to Grow Your Real Estate Business, With John Erik Fraker, JD https://alltheleads.com/ask-the-expert-deals-and-listings-from-probate-attorneys/

How to Leverage LinkedIn for Niche Prospecting (17:25)

Longevity of Probate Lead Lists (19:07)

Lumpy Mail With All The Leads (23:27)

Booming Business in a Small Town: Probate Expert Rodger Lecy Shares His Business Philosophy (26:00

Got Deals?? Deanna Has 6! (30:10)

I’m Getting Started - How Do I Stay On Track? (34:25)

Business Operations: Adjusting As You Go (36:53)

Probate Expert Bill Janiga Shares 3 Things Working For Him (44:27)

Support the show (http://www.facebook.com/groups/alltheleadsmastermind)

Unknown Speaker :

I looked in our CRM, if there's a way we can get back into this, and those students really do this and all of a sudden, they were right, ready to go. I'm sure you inspired a lot of people out there. We preach that all the time. But I think until people see it or they hear it directly, they you know, they kind of don't believe it. Welcome phenomenal agents and investors nationwide. Today is Thursday, June 11 2020. And this is mastermind call number 282. We do have two people in the queue. I always encourage you to try to get in there early so you don't get left out. We want your wins. We want your challenges, your success stories, places, you're getting stuck. This is an open forum and there's really nothing that's that's out of bounds here. So as long as you're polite and nice about it, we would like to we'd like to be able to help you just hit star six and hit one. First up this week is phone number ending in 6248. You're up first. I've been researching. And I can't seem to understand the difference between pro se and popper. And I was hoping that you might clarify that for me. So pro se is when they're still known as the petitioner. So it's prior to the appointment of them being the official administrator proper. And just to just so everybody understands when probate is initially filed, you submit the petition for probate. If you do not appoint an attorney, then you're considered pro pro se. Once the confirmation hearing is complete, and the letters of testamentary are issued. then that becomes a pro PIR. And at that point the near the administrator or what we call generally the personal representative. So in either case, it means they do not have legal representation, pro se is before the appointment proper is after. All right, thank you. Next up is phone number ending in 8546. You're up next. Hi, guys. I'm doing a mail out, I began sending letters already to historicals. And as well as the new leads, and I'm just kind of curious, as far as a lot of times people don't open their mail, obviously, especially if they see it might be like a map type of mailing type of thing. You think maybe a postcard with a half to actually be for them look, throw it away. They have to actually look at it to see if it's something they keep or not, would that be more cost effective and maybe more efficient, to get them to forget the highs on your services. So that's the reason we use greeting card envelopes. So number 10, like standard business envelopes and postcards have less than a 1% response rate and my business and how is achieve about a 2% response rate if I use a greeting card envelope with handouts like blue blue in Canada address I had hand address with a lot of first class stamp so postcards are certainly more affordable, but and almost FYI and every campaign I've ever done personally they've been less effective. You don't have the Curiosity piece of it looking like a greeting card from a family member or friend. That's what gets that mail open. Okay, I guess that's the goal is to get the eyeballs on it or maybe look at it and the postcard maybe a lot of realtor sent out postcards anyway, so he's probably just automatically just got thrown out the postcards and they might just look at a greeting card and open it. The current rush Okay, that's cool. I was postcard and then you got lawncare lawn care companies. I mean, yeah, I get postcards just with current residents. They don't even know your name. So people Get a ton of postcards. That's why the greeting cards more more effective. I'm just going to agree with your initial comment. If it's a number 10 envelope with a label on it, it's probably going to get thrown right away. And that's one of the reasons we make our mail that we do for you look as different from that as possible. Tim's done a great job. It's even like a little bit messy in an angle, it really looks like somebody took a felt pen and scribbled an address on there. And it really looks like a wedding invitation or a birthday card, it just it doesn't look like most junk mail. So it does have a much higher open rate than a you know than if it was just a regular envelope with a label on it. Absolutely hundred percent. And just what I did is I had 100 historicals that I bought and on 50 I use a one letter and then on the other 50 I use another language so I can maybe gate to an A B test to see what letter might work for the future. Is that something that you also recommended to just use the same letter for all 100 or visit Get that split them up maybe or was marketing always be testing. So like I used to use, I don't know up to probably I use a half a dozen different phone numbers. And the way I would track it is I would pull a unique phone number through callfire for like $1 99 I would get a unique phone number for each letter. And they would just all be pointed to the same phone line. But having that like I could keep track of how many which number got how many inbound calls. So that really helped me track the effectiveness of each letter. Now having done that for the better part of two years and tracked every single piece of mail I ultimately decided to simplify the campaign because we didn't really have the tools that you have available to you now. I was managing and all manually, but um, don't don't ever be afraid to test. But, you know, for those of you listening, if you're like oh my god, I'm sending the same letter over and over. It was probate you know all the letters that you have available through our through Our subscriber portal, they've all been proven. So they work if you send if you send the same letter 12 times 12 months in a row, it's you know, when it gets there usually most important, we don't give you any letters that aren't proven out to work. So if you got to find your own balance, like sometimes some people like a sequence, others like to just the simplicity of sending, you know, getting a one letter and just sending it over and over and over and over, and we see consistent results using both methods. Okay, beautiful, especially as you get testimonials and things that are really unique to you, that's, you know, things that you can layer in, like letter one could be, you know, the general here's everything we can do letter two might be a story of a past client, like a testimonial or a case study. Letter three can be something else and that as you build experience, don't be afraid to test those points. And the numbers are the same. is the company that I use to pull phone numbers and track everything I did it through call fire. And there's also call rail. There's several out there, but I use call fire and I think it was $1 99 per month for the number and then five cents per minute if I knew a call was going to run really like, and what I would do is I didn't want to pay the five cents per minute beyond the initial phone call. So I would just make sure that they had my cell phone number when we spoke the first time. Okay, beautiful. All right, guys. Thanks. All right, we have three more and go ahead and study real quick first. It's Bruce. Yeah, before we move on, I want to kind of throw out there are some of the subscribers that we have that are doing a lot of mail. For those of you who are doing historical leads and doing a couple of a couple of mailings, or you're doing three or four letters. letters are perfect if you're doing a whole A lot of mail I personally haven't seen a big problem mixing in a postcard or two, as long as you have a very specific call, not call to action unique selling proposition that's like bold and kind of in their face where they can't they get your message within that 10 seconds that they're walking from the mailbox toward the trash can. But otherwise, otherwise, I 100% agree with getting Jim that letters with that number 10 envelope are 100% the way to go? Yeah, good point. Good point, Bruce. I know we do have subscribers that will do a year's worth of mail. And the first three or four will be letters and then after that, they'll go to postcards, because it is diminishing returns but there also will be a lot of those people that won't take action, you know, till the sixth or eighth or 12th month. So yeah, good point. You know, they both work it's just use them effectively and engage your results. Like Like he said, Dude, do tests. Alright, well we have three more in the queue. Next up is phone number ending in 4361. You're up next. This is Mr. stupid question again. How you doing Tim? I'm doing Okay, listen, I'm making these phone calls. My biggest problem is I'll make a bunch of calls and I'll go away. And I'll come back and I have trouble finding where I left off my am marking it now so I can find that. But yesterday, I went into my new batch. And I noticed the first call I made said number 26 out of 100 and I backed up to one but I've missed the first 25 unless I went back manually. How does this thing work? I mean, is there a tutorial on it? Or I know Chad's gonna say you go online and but I don't know, I couldn't find anything to explain that I couldn't I couldn't figure it out. So I just want to be clear you are using my probate leads in your subscriber portal, not Vulcan seven, correct. Whatever is on the website is what I'm using. So when you click into my probate leads, you'll choose the list like you'll see every lead every list you've ever got, right? Correct, correct, correct. You click that, that takes you to the list of views. And then you click on one of the leads, and that takes you to the lead view. And when you're in the lead view, you can use the arrow at the top right, so when you make a call, you just go to the top right and click the right arrow that'll take you to the next lead in the list. And if you click in between the two arrows, you'll see a series of an icon with like, fine lines that takes you back to the list of you. The way you can keep track so when you make a call, are you are you using the option Status tab to rate them and track the result of the phone call? Yes. But what concerns me is that it started out on lead number 26. So you can't second but you were on the second page of the ListView. You may have just bumped that arrow in the top right now, I checked that I was not I was on the bottom they have a list of what page I was on. Okay, one of those brand new most official is there's a brand new list. If you're using if you're if you've already made some calls and change the ratings on some of the leads, at the top of each column, if you click the header at the top of the column, it will sort either ascending or descending. So you can very quickly come up with the ones that you haven't talked to by by looking at the the rating column and sorting and anyone that doesn't have a rating hasn't been reached out to. That way even if you get if they get mixed up if you get lost, you can very quickly get back on track by using the column sorting. Is there a tutorial? If you want someone there is a tutorial I just based on your comment, I didn't think that what you wanted that answer. When you're in the my probate, lead CRM in the top right, you'll see like a teal colored button that says View CRM demo. And that will show you how to use it. All right. I don't want to have any trouble like if you want to do a one on one, just call the support line and ask them to have one of our coaches do a screen share with you and we'll have someone walk you through it on that. Join me where we can actually do it with you. Alright, and next up is phone number ending in 8966. You're up next. Hi, my name is Aaron you siano and I'm, I'm very new to just got my certified probate, probate experts certificate in the mail last week. And the reason I joined is because in my past, I've done some probates with real estate, I'm a real estate agent and I had two attorneys that I work closely with and they sent me a lot of business and the one is retiring and the other path so it's kind of really slowed down and I really, really enjoyed it. So I want to get, you know, have that partnership again with new attorneys. And I'm looking for like prospecting scripts or letters to reach out to attorneys. And I was wondering if you guys had a good source for that. We have a ton of conversations like that are going to be more valuable than a script. One of the have a pen, can you take notes? Yep. So if you go to all the leads calm and that search bar in the top right, the first thing I want you to go to is F ra k er Fraker. And that's going to bring up a blog post with me had a an estate planning attorney with 20 years experience, who's also a real estate agent and investor. And john and i just really kind of take you behind the curtain and say, here's, here's what it's like to walk into an attorney's office and here's how you can provide real value and here's what not to do. That's probably the most valuable concentrated hour of content that we have around this. But also in that search bar, put in attorney, attorneys, maybe even lawyer we try to usually use the word attorney But there are lots of roleplay calls where we actually roleplay that appointment or mastermind call and we've had this discussion, there are tips tips from the trainer, which is a video blog series that I've done over time. So there's a ton of stuff there that will really help you and there's you know, the tricks that we use and the way you start those conversations and don't not get did not get the door slammed in your face. But um, we haven't aggregated all that into one single training right now. But that search bar should bring up every a lot of things that will be really helpful for you. And then as far as letters go in the and when you're in subscriber portal, when you look under mailbox, motivator, letter and brochure samples. You'll see there are some attorney specific letters there that you can you can review. I'm sorry, where would you say what would you say? So I would need to go into a subscriber for wholesale. If I'm not a subscriber yet, I'm not going to be able to access this information. Is that right? You would you would See those if you're not a subscriber, okay. But you're, I mean it is normally, you know, pre COVID walking into an attorney's office without an appointment and providing value of Trump was hands down the most effective way to do this but with social distancing, and some attorney still not comm being back in the office. Now we pretty much have to rely on the phone and email. And the mail I had a lot of I did have a lot of success like right before COVID I was just going in with like, a cookie tray and a nice note and just went into the front desk and asked if I could meet with one of the attorneys just to talk to them about partnering. And I actually had three of the six attorneys call me back and set up an appointment to meet with me. So I just want to continue on with that. By really is that easy. It really is and I was like scared today. The first time my buddies and I need that reception, she says, Well, just to let you know I have my real estate license, like, but that's one of the attorneys that actually reached out to me and said she doesn't she's here full time, so she can't take care of us. Take care of our clients. So So okay, so that's my next step, I need to subscribe. And then I can access all this information. And Aaron, this is Bruce here. Another another thing that you can do if you can't walk in. Obviously, like Chad said, it really is that easy, not hard when you lead with value. But if you have a good LinkedIn profile, and I encourage pretty much your you and anyone else on this call to create a good LinkedIn profile, because that'll go a long way with attorney. Then you find the attorneys. I've picked up quite a few attorneys myself this way where I just send a message and say, Hey, I have a team that specializes in helping people The probate and I'd like to expand my referral network and be able to send your business because we have a chat. And at least I didn't track the numbers, but I'd say at least half of the attorneys themselves will, will respond to you and say, Yes, definitely. If you do it that way, as well as then send your letters as a matter of fact, I think LinkedIn gets a little bit higher response rates than just a letter. Awesome. Okay. Okay. That's a good advice. I need to have a good looking LinkedIn profile needs that nice says frame you as the expert in that space, though. Very cool. Yeah. Because I haven't gone to that advertised in, you know, a probate expert yet. Bruce, can you update my profile? Because I haven't since like, 2010. All right. Does that help Aaron that helped us so much. Thank you so much. You're very welcome. Next up is phone number ending in 9655. You're up next. Hey, everyone. Thanks for having us. It's Carlos down in Miami. My question is about timing. In most cases, I know being there first is very important. So let's just say people that filed last month, it would be important to get in front of them. But have you guys experienced the sweet spot of when the probates are filed, and when the homes are actually listed, because I think some cases where there's a really long lag between the two is really hard to pattern. And it's different from Market to Market. It's different from month to month within the market. I I'm a systems guy and I tracked every single metric I could the first couple years of this and I never saw a pattern other than I could consistently count on six closings a month. And if I look at it over a one year I've had as long as two month period two month periods or as zero business, and I thought this would run its course and then all of a sudden I would get like seven listings on on one letter. So like some of them are going to be super motivated. They're, they're more proactive people. They knew when mama dad left for the hospital that they weren't coming back. So they went ahead and put the home on the market or they went ahead and cleaned it out. So a number of them you'll find that you know, that they don't need help others, you know, that the the change came on so quickly, they just need to get money money as fast as they can to make sure mom is taken care of and we can get her moved. And then others will put their head in the sand and they won't do anything for two or three or four or five months. So they're spread out all over. I mean, ideally, you want to try to stretch your marketing, you know, follow up, follow up, follow up, and continue doing that until you have spoken to everybody. These lists are good for up to two years, you can get at least 2% or more Version off of them for the first year for sure. But we've through our call center and my business and lots and lots of other people and coaching relationships. A lot of people get business out of these throughout the second year even. So, just talk to as many as you can and, you know, keep your keep your campaign going until you've talked to everybody ideally. Thank you. No matter how long you do this, though, they'll continue to be spread out. They always have been for me. And, Carlos, I'll, I'll add, I'll add to that. I'm just north of the Broward County, Broward, Palm Beach County, South South Florida, this is a highly competitive market. So even even six months to a year later, not only will there still be people there but your your call and your marketing will probably have a higher conversion rate. The longer you go because the people you know that haven't done anything after six months are going to finally be ready. You're gonna have zero competition. So it's kind of two different issues, you know, this the, you want to hit it right away, but just keep hitting them in markets like ours, you know, down the road, you're gonna you know you if you track your numbers and your letters, like I said, your conversion will be much higher, probably in the six to 12 months and it will be initially to select a competition. It's kind of like, expired or a fizbo the date comes out, you know, 100 people are calling them three months later you pick up the phone, you probably be the only one contacting them. Make sense? Yeah. Thank you. All right. Thank you. Alright, next up is phone number ending in 938 to Europe next. Hi, this is Missy. Can you guys hear me okay. Yes, ma'am. I just had a question. So I did see. probate mastery courses. Awesome, we can't wait to do it again because I need to reserve all that info but where can I find the logo on the website? Download? It's in the recap email number three. So if you in the main class. Yeah. Yeah, so all the emails came in one email but if you look under session three, it's one of the links under the session three recap. And next up is phone number I that this guy if we had an all believes Hall of Fame, he would be a charter member. Roger Lacy, you're up next. We'll get to that. How's that? How's that for a billing in for a little pressure? Well, well, yeah. Your speed you don't have an accent. You did have an acceptance speech prepared, huh? No. Okay. Keep my nose down. And keep doing stuff as nice as that works in Speaking I'm just wondering on the the going back to mail outs, I think it's time for me to change my mail out of some what and put it in the postcard or the calling card stuff is or can be had feedback yet about maybe like putting a pin in the in the in the envelope Tim is that is that has that what kind of feedback have you gotten on that? So are you are you talking about doing an insert in a mailing? Yes. Have you have you seen heard or feedback from people that are always always help? always helps. I mean, we we do that. For a lot of folks, we insert pins we insert $1 bill fold up we insert other things anything to give is volume inside the envelope increases the level of inside. I mean, if you think about it as five Automobile Dealers put those bogus keys in their mailings when they send them out to people to get them to come into the dealership, those keys are all the same, but they put them in there to get your attention. So it looks bigger and you want to open it. So yes, not only that, but we also will personalize the pins for you. We can order them for you personalized and all the stuff that goes with that. So whenever you're ready to do it, just let us know. Yeah, I'll give you a call. I think I'm ready to change it up, use these letters for last couple of years and I need to change it up and test something different on that. So other than that, having a real good response rate and continue to call and call six, six months, nine months back and and continuing to continue with the search you guys are doing a great job with everybody including the investors that are here and in the in the system. And I really appreciate all the support that you've given us. Thank you. Roger, before you go, we only have one other person in the queues. So we may as well pick your brain just a little bit. If you don't mind. We, we always our sales team brags about the number of leads you get, and the results you get with them. And what are you getting 15 2025 leads a month, something like that. You're in a rural area, right? Yeah. That's about right. And yeah, it takes months. Yeah, yeah. And one thing you do incredibly well, and maybe just share a little bit is you use everybody you encounter in the probate deal in the process and add them to your sphere of influence and just treat them almost like a past customer and continue to prospect them, you know, long after the deal is closed, right? Absolutely. I have another coaching system in And a different system that I have, for particular mail outs, and it's the fourth of July is coming up. And for my sphere of influence, and many of those I've added from from the probate list, and I circulate and hand carry a American flag for the Fourth of July and, and they'll handle librium just keeping contact with with my sphere. And then along about November, I hand deliver pumpkin bread to each one of them. So I make sure that I'm in front of them at least twice a year. In staying in front, see how the kids are doing? What's going on with the family, and I get referrals off of that all the time. Yeah, I think last time we spoke to you, you had mentioned that you probably get as much business from the ancillary contacts you make as you do from the probate itself. And Bruce, you had a question. No, I didn't. Oh, somebody started to say something I thought that we should. Well the other the other side of that is whenever I get a probate house in a subdivision is one of the first things that I that I do is I'll knock on doors around the house in the subdivision and let them know that the houses for sale if they have a family member that they want to move into the subdivision close or something along those lines and quite frequently I'll get a double end on the on the probate house. Right. Great job my friend Chad. Any, any any questions for Roger now that we got them, we only have one other person in the queue. Now I have a question. I just would like him to share his award winning pumpkin bread recipe so that other people can bake pumpkin bread and use that technique. Well, well, my my wife basically has her sister over and last year. I think we decided attributed a mix of lemon blueberry, pumpkin bread. And what was the other one? With about three, three different loads there in there with the indicator. Pumping stuff out since I get a box, I'm out delivering, delivering pumpkin bread back. So it takes me usually about three or four days to get it all out before Thanksgiving. And everybody just really really enjoys it. So, it I'll push your arm and see if I can't get those recipes for you. Now. Can I hear her say no in the background there? Yes, that's what you are. I love it. Okay. All right, Roger. Well, thank you so much, man. We appreciate you. We haven't heard from you in a while. It's always great to hear from you. And thanks for being with you been with us for five years. So it seems like yeah, at least five years. And we really we really appreciate Your continued participation. So, thanks for sharing. God bless you all. Thank you very much for your help. All right, same to you, sir. Next up is phone number ending in 5888. You're up next. I just wanted to talk about how well things have been going. We have for the occurring in the next two weeks, you have four closings occurring. Is that what you're touching? Yes, that's correct. I have four closings occurring in the next four weeks to on Monday. On Monday. One is the probate and one is a Wells Fargo foreclosure. Then we have a second probate happening a week later. And then lastly, we have a very expensive rental which is 40 $200 which is almost like a transaction. These protests were from letters and the audio of course is because we're Wells Fargo, you know, agent and have been since 2005. But the excitement uses and what I want to talk about is how the probate we have for probate to which we've already listed. Like I mentioned, we have two that are going to be listed with this shortly i think is finished cleaning their house, but all of our from two years ago, and that was we've been sending letters for two years. And they didn't respond. And then when when they were ready, they called us don't give up hope. Because even though they may be in your CRM for quite a while, they're still good. We have infrared. I'm sure you inspired a lot of people out there. We preach that all the time, but I think until people see it, or they hear it directly, they you know, they kind of don't believe it's calling those people after about one year. And when I looked in our CRM, I said, Hey, wait a minute, we got to get back into this. And as soon as we do that, and all of a sudden, they were right, ready to go. I mean, they had since their time, they knew They wanted to, they've gone through the grieving process, which is normally you know, two to three months. But still they had to had to come to terms with the rest of their family members, who were. Also what I want to say is that one of them Chad loved this came because they found us accidentally, to our probate website, which is huge. All the leads. Congrats, I mean, thanks for sharing and just you know, we just talked about this not a few callers ago, I mean, there is up to you, there are countless me calls at least out of the two year mark, there always has been for me, so I'm glad you're finding that in your market to send one letter in and then we call probably on a regular basis. That one just called us the other day and said we've got a problem because we have these living in a house and so she passed away and then it was the house will revert back to us. Would you mind going over and seeing if she's okay because we I just don't notice in the courts. He's not mowing the grass. We went over there. We call them back and he said, look of all the people who have been sending us letters, you know your number one because you you've been so consistent your letters. So, again, don't give up. That's awesome. Thank you, Danny, you are in first place for winter the week, you know, we only have two more people in the queue. I'm just curious to kind of reinforce what you said. The people that have taken two years. What kind of reasons were there? Is it emotional? Is there logistics? Is it family squabbles? Or is it a little the above what what made them wait so long? all the above. They just, they just haven't been willing to do anything. And then a couple of them are out of state. So it makes it more difficult back here. But we know we do offer we have a complete service. We have a heading and we have construction man. And we really put that out also to do you need this gear for you. That's great. Well, thank you so much. I guarantee you there More than one person on this call that you inspired to just hang in there long enough to, you know, start reaping the rewards of all the effort they put in. We really appreciate it. We're getting 60 from probate just this week, this month because Wow. Okay, thank you so much for sharing. We really appreciate it. next and last for now. is gone. Just about Oh, there you are. Okay. You're not showing up? Yes, ma'am. Go ahead. Oh, are you I'm just saying, I just joined yesterday. Okay, so welcome. Thank you. I felt privileged to get on this call. Right? Right away. There's a lot of information for probate. Can you just give me some suggestions, so I don't act like the guy in up for squirrel. Like there's just so many places you can start going, just kinda To be more specific. So that you did move forward, I don't want to be analysis, you know, by paralysis by analysis. I want to get out there, but I want to make sure that I have some sort of foundation. Sure. So we have, you know, obviously learned building this in our own businesses and helping many others, we've learned to do the right thing in the right order. So the best first thing you can do is watch the probate Fast Track videos. So when you first log into subscriber portal, you'll see those will pop up. It's about 40 minutes, it's three different videos. Next, you want to make sure that you get your your onboarding calls scheduled. Tom will you'll have a calendar link to get on Tom's calendar, he'll call and make sure that you understand everything and like what's your next steps are based on how far you've gotten. And then beyond that, once you've kind of put in the put in put into action what you guys discussed. Then you'll have your first coaching call is your implementation call. And that will be a 30 minute coaching call where you Can you lay out your your whole plan and strategy and get to work on that. And then beyond that every 30 days, we'll give you a call with a professional coach, your accountability coaching call. So the system is really designed to get you what you're looking for and keep you on track without having a squirrel syndrome. Start start with fast and I did get your movie reference By the way, that's a funny movie. But start with the fast track videos and make sure you get your onboarding call scheduled as soon as possible and it'll all start to be clear what which steps to take in which order. Excellent. Thank you. All right, welcome. I know you've been with us a whole what day now? No deals just nerve racking. Next up is phone number ending in 3861. You're up next. Hey guys, this is Wayne in Texas. You had a little time figured I'd call in. I want to thank Bruce for First coaching call yesterday and, and wanted to make sure you got my email Bruce with the letters that I was sending out and got it. They they were good, really good. Oh, excellent. Okay, good. Well, I was wondering if I needed to change that up with the conversation earlier on the letter as I, as I told you yesterday, I seem to get most of my results from the phone calls and not not so much with the letter. So I was wondering if I could do anything differently that are on there. I will make a couple of, you know, a couple of small, small changes, but they were looking pretty good. We can just so just so you guys know what Wayne is referencing. We're calling the monthly call that we're giving everyone everyone and accountability call. A lot of times that accountability could go a couple of different ways. Some some of you are doing a lot of the right things and just need some adjustments. So We might end up adjusting some of your letter content, your calls to action, your selling proposition might adjust some scripting. And it could be accountability all the way. So Wayne and I had a good call yesterday, where we kind of dove into his letters a little bit more making a couple of adjustments there. I did Wayne, sorry about that. I just didn't want people to wonder what we were talking about. Yeah, no, I appreciate that. And, you know, I've been a subscriber for two and a half years and I'm still doing I have my client care coordinator doing an analysis and I'm getting more and more success as I'm getting more and more comfortable on the phones and really appreciate all of your mastermind and roleplay calls and everything you guys do it really helps to continue to sharpen the saw and i think i think i've just eclipsed the six figure mark in income now. Think I don't have the total numbers of transactions but Roger late Roger was saying earlier or you were commenting Jim earlier on Roger some of the deals going the wrong way I'm on my way to an appointment right now as a matter of fact some of my you know you end up getting you know two transactions with you know, with some of the clients and yeah you never know I got an I anticipate a lot more success going forward as I continue to follow up and keep these people in my database and and it's a real good source. The only story as I was telling you yesterday is I'm having trouble keeping up with I'm doing it I'm keeping up with my hundred leads a month but I'm struggling to keep up with my my regular database all my past, you know, sphere of influence people because it takes it is a struggle to try to stay stay on task for me that's one thing I could probably use help with is just the time blocking is I end up negotiating deals and you get busy working in in the business. Rather than on generating it, and it's it's easy to fall behind the week, you know? Do you have an admin? I do. She's not a licensed admin. So I can't have her making the calls. Although we just spoke yesterday about once I have people sort of in my web and we've got a relationship, even though she's not licensed. I believe it's not violating any laws for her to just make follow up, hey, I'm calling on behalf of Wayne. Just wanted to see how you're doing that kind of thing. And that might take some of the load off with with the follow up calls. Yeah, I mean, if she's, if she's done, like what you mentioned, like your sphere of influence past clients, she can certainly do that, but she can make those calls. As long as she's not discussing price terms or agency on a specific piece of real estate, she can do a lot of your work for you. So you might want to just just focus on the railroad I'm not so sure if she's got the personality type or the interest in doing that, but if not her maybe another team member, maybe you can help me with that. Yeah, one of the things we can do is just have have her keep the conversation really brief, and just drive it to your calendar. So if she can make those calls and find out who's interested or who might need help, she doesn't have to have the whole skill set. As long as she's comfortable saying, you know, I had a really really good admin that was like this once we had a really she never wanted to work the phones with prospects, but she really loved working with our past clients and our current like deals in escrow. She was excellent. So because she didn't want to do any, like cold prospecting. I would let her call past I would have her call past clients and just and she was really good at just talking to people. He was like, hey, what have you been into? Are you still enjoying the house and when when she would uncover somebody who had questions or needed help with anything, then she would take them straight to my calendar. And that was really helpful. I didn't have to train her to be a salesperson, she already knew that she already knew how to be friendly with our clients. And I just that was when she had spare time. I'm like if you if you ever find yourself with nothing to do, which was rare, but when when you find time in your schedule, just go to our go to our past clients and call through and get them on my calendar. So you might use her that way to get started. Yeah, she could do that. That sounds good. I appreciate that. Good idea. I think Bruce? Yeah. Chad, so it's got some of the words right out of my mouth that she could really call and very briefly just just say that Wayne Wayne wanted to chat with you. He had to step into an appointment that that asked me to give you a call and see if you had time for a chat sometime soon. But the other the other thing that I was going to recommend if you're struggling to keep up with your sphere of influence called work or any for that matter, once I personally got to that point in my, in my career, my business, I just started driving everybody to larger group event, which obviously right now is not the best time to be getting in front of people and breathing all over them. But volume zoom calls, zoom calls, yeah, you could do zoom calls, even if they're small group and things like that but driving people to more group events where you can touch multiple people in the same amount of time that you see you would have in it doing a one on one really worked for me. And those invites, I got more business from the people that didn't show up. Then I got from the people that didn't come because they feel bad that they weren't coming to my event. And I didn't make them feel bad, but they call and say I can't make it but I that reminds me I have a referral for you. So there's lots of ways to enrich your time and leverage your system to It may also be dumb to hire a team of bakers and maybe run a pumpkin roll recipe and just be delivering pumpkin rolls. 24 seven. Thank you. All right, guys. Excellent. We have one last person in the queue so perfect timing. Last up is phone number ending in 2729 you're up last. Hey guys, just to build channel got the Michigan How are you? Great bill, how about you? Wonderful, um, three quick items. The gentleman that was making the reference about the brands and things. I give out maybe six or seven specific loaves of bread and baked goods to clients that I know are gluten free. I have a personal Baker that I've been friends with. And she makes gluten free bakery honestly. And that's just gone over so well, because they're not that much of that material available in our neighborhood. So that's, that was one. Yeah. You guys done. I was kidding. So you need it's time to put bakers on your team? Yes. Oh, no, that works out real well. And the one thing I encouraged her to do was to brand or saran wrap. So she now has a round sticker with a little photo of the lady and another. So that's gone over exceptionally well. And the other thing was for guidance, whoever came up with the comments about asking the prospective client if there's one thing I could take off your plate, what would it be? That's my number one item that I always try to remember to use. And that has gone over so well. I find it very, very useful. So whoever created it, thank you very much. That was mine. It's my way to get us a positive statement. To bring up negative emotions in a woman the other day, she's full smartass. And she says, well, exactly what can you do? We have a team with just about anything. We can get your box change, we can get the house cleaned out, I can pray to a financial advisor, including my real estate attorney. I said, we get the house painted, whatever you need. I said, work out the laundry. And then she said, Well, what about businesses? We get your business evaluation if you want. And then she comes down and says, Oh, that's interesting. So yeah, that's just a terrific lead in for other things. So I greatly appreciate that. And the one last item that I do, and I don't know if anybody mentioned it or not, but I just had one come up yesterday in Michigan, because I, I do purchase properties while we have them or support list, that if we have one that's in probate, Michigan, we have to have a document that's entitled Certificate of trust. verifying that the Trust has been created has been reviewed, and has been done within six months of closing. So when I started last couple months, I never let the client get that certificate for me. I always asked that I can personally pick it up for the reason that may get lost in the mail. then that becomes a segue into either an elder care attorney or a family law attorney, probate attorney, whatever they specialize in, to drop off any marketing material business cards. And that works out really well. Yeah, that's brilliant. Yeah, blame blame the inefficiency of the post office, you're going to do a better job delivering it and then you've got yourself an appointment right there to meet with them face to face. Great idea if it's even if it's apparently golf, you know, they're really going about it. Well, you know, wanted to take the time and posted to this why you came way out here with a half hour ride. Because I don't mind I said I'm here to serve as a client. I want to make sure that we have this time. for closing, and then oh, by the way, let me just leave you some of my marketing channels. So that you know what I how I do it. And that goes over Well, that's have feedback on it. great ideas, sir. We appreciate it. Thank you. Thanks, guys. Have a nice weekend. Thanks. You too. Well, what a great call and we're ending right on the hour. We'll let y'all get back to work. We have two good contestants for winner in a week. We'll get back and let you know I want to end this meeting like I always do. I want to thank each and every one of you for being here. I want to particularly thank those that actively participated. I want to challenge everybody you heard some good techniques, some stories, some good ideas on this call. Take one thing that inspired you go out and put it into practice. And please come back next Thursday, and share the results with the group. Make it a great week guys. stay productive, stay healthy, and we will talk to you same time next Thursday. Take care

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