FIND EVERY PROPERTY IN PROBATE and CUT YOUR MARKETING COSTS BY 45% | Probate Mastermind 286

PROBATE PLUS+ IS LAUNCHED! Our latest data augmentation finds EVERY property owned by the deceased (whether in trust, under a business entity, etc), provides deed and lien information, valuations, information on equity, and more! Mastermind #286 (recorded today) will be published tomorrow so you can hear beta testers provide their feedback.  LEARN MORE NOW: https://alltheleads.com/probateplus



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Get the full call recap with clickable timestamps, additional resources, and audio download.


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CALL TOPICS (Timestamps Link To YouTube)


Leadership vs. Salesmanship: How Rosie Got The Prospect To Ask HER For The Appointment (7:48)

Beta Test Feedback: Jim Forsythe Shares His Experience with Probate Plus+  (14:35)

Travis Gives Feedback On His Cold Calls Using The Probate Mastery Strategy (23:14)

Handling Objections: “There Is No Real Estate In The Estate” (23:54)

The Best Script for Returning A Missed Call (26:53)

Call Frequency: How Many Times and How Often Should You Call Probate Leads? (28:58)

Handling Objections: We’ve Got Everything Handled [ROLE PLAY] (32:16)

Travis Has A Probate Appointment TODAY! (36:12)

Beta Test Feedback: Aline Shares Her Feedback on the Valuation Feature (38:20)

Aline and Bruce Discuss Accountability and Marketing Evolution (40:51)

How Probate Mastery Got Me A Million Dollar Listing (42:31)

DNC Liability vs. Risk (50:18)



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Transcript

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0:00
Today is the day we introduce you to probate plus.

0:19
Arriving agents and investors nationwide. Today is Thursday, July 9 2020. And this is mastermind call number 286. We're going to do this a little bit differently instead of jumping right to our callers, we have something that we've been working on for longer than I want to admit but way over a year, and we are finally rolling it out. And Chad, I'll let you take the lead on this. Today is the day we introduce you to probate plus, some of you guys I'm sure we're in our beta testing and might know what that is for those that don't probate plus is going to assist them we built really like everything in this company. We allow the customers to really shape our business model and one of the things thing that everybody has had an appetite for most people is having probate data with real estate information, but it's very inconsistent across the country on public records on courthouses, billable hours do record real estate data, but a lot of them do not. So it's not something we can standardize. So we've built our own proprietary system that not only looks at what was owned by the decedent, but anything that was owned by any assets owned by the decedent. So for example, we now find real estate held in trust real real estate held an LLC, and the system is looking at the county tax record and the MLS records and 3143 counties nationwide. So rather than looking at your probate list, and then looking in your MLS and at your GIS finding out if they own real estate in one county, we're finding that we can find what they own in any county in the United States, even if it's held an entity or truck and on testing. What we found is this the whole the whole intent of this was to help you focus your efforts and your dollars on the ones that are the best part. gets for you. I'm the guy that has told you for seven years not to scrub your probate list. I'm still over here to remind you to call all of these leads, the average inheritance in the United States is $177,000. So the ones that do not have real estate are the ones that have sold the real estate that are very likely to be your next buyer, or they're very likely to be private money lenders for you or your investors. So this isn't to avoid a bunch of your leads. This is the focus your direct marketing dollars and focus your time on the phones on the ones that are most likely to convert first. So what we find is it cuts your overall marketing costs by about 45%, which cuts your campaign cost by about 15% if you include the cost of the leads, the cost, the marketing mail, the phone calls and everything. So it's a way for us to do an augmentation to give you a much higher quality data that nobody else in the country has or will have anytime soon, I'm sure by cutting your costs and really focusing your efforts and you've got an email right before this call and has some FA Q's a page with a You can actually go see if you click click on that video, it will take you and show you exactly what probate plus is which data it gives you how you can use that. And some frequently asked questions. So the pricing on this is $2 per lead. So if we if you have 100 leads, let's say it's a six month old list and 100 leads, and instead of because you just didn't get to them, you'd like to know which ones have real estate. So you can focus on you know, give it 100% focus to those for $200, you will run the match in a pen, and you'll figure out which one's own real estate. What I've found in testing is on average, and a lot of counties that I've tested, the one like last night, I was working with Palm Beach, Florida on average HPR own 1.82 properties. So we had 450 personal representatives or probate leads and 644 properties and that one month in one county. So we're only going to charge you at the lead level, not at the property level. So you're not going to If somebody has eight or 10 properties, you're still going to pay a flat $2 fee for that data augmentation. So instead of paying $4 and 50 cents for three letters and then making the calls or paying somebody to make the calls, you can simply hit the easy button, find out how much really what real estate they own, how much it's worth, if it's in pre Foreclosure, How much equity it has, when it last transferred, if it's on MLS, you name it, there's over 200 fields of data that we will add just for the real estate in addition to all the people information, I think that's it so you can you can learn more. If you're a subscriber, look under my probate leads, you'll see get probate Plus, if you're not a subscriber and you're listening to this you can go to all the lead comm forward slash probate plus spelled out not in the plus sign but probate plds. And all the details are in both of those places. We're excited to offer this product now. We've been working real hard to get it done and it's probably the best achievement that we've made since we started the company. So we're pretty excited about it. You will prosper from that. We're

5:00
excited.

5:00
Thank you all very much. And good job Chad and getting it done as

5:03
well with the development team and all the rest of us.

5:06
Yeah, and the only thing I was gonna add, the reason it took us so long is all of us and I think would particularly Chad is a bit of a perfectionist, we've had this and we've been playing with it for a long time, we finally got it to the point where it's accurate enough that we're comfortable to roll it out. And you know, data quality and the timing of the data quality out and no system in real estate is perfect. I think what's different about us is we're willing to admit that what we found in beta testing is that the real estate data returned. When we physically validate that against against manual manually validate that we find it's 92% accurate, and that's as close as we can get right now because of just humans are putting the inputting the data at courthouses and then again into the Big Data System. So there will be errors you will find them when you're in each each lead Detail page you'll see two buttons. One is a bug report. And the other is a feature request. So when you see a mistake Take, you can hit that bug report button, and you can even I've got it set up or you can leave a screenshot and show us exactly what you're seeing, or you can explain it in tech. But please, the more feedback we get from you on on the bugs, like the problems and the feature requests, the things that you would really love to see because and the more thorough you can be on the feature request, I would like to see x because I'm going to use it and these ways ABCD. So if we get you know, if we see a common request feature requests that a lot of a lot of people are going to use, that's where we're going to move our development resources. And we're going to focus on letting we're going to let you design the user interface from here on out, we've built you a basic tool, and we've given you tools inside the system. So when you find mistakes, let us know it's not gonna hurt our feelings. We know it's not perfect, it's more it's more art and science. And when you find something that once you start using it and get comfortable with it, if you say man If only it would do then jump into the feature request and let us know what what's your appetite is what you think it should Do that it's not currently doing. We want to keep this clean and efficient. But we do appreciate any feature requests you might have. We've gotten it as perfect as we believe it's humanly possible to do so. And we want you guys to test it report back to us, and we're super excited to be able to offer it. So having said that we are 100% more accurate than any other data provider in the country. You will only find this here. All right, well, we have 14 people in the queue. If we do nothing else, but talk about that this week. That's fine. We also would like to hear your wins, your successes, your challenges, anything you need help with this week, guys. It's an open forum. So please, hit star six and hit one but I think we got enough to keep this busy for the whole hour right now. First up this week is phone number ending in 7989. You're up first. Oh, hi. Can you hear me? Yes. Loud and clear. Okay, awesome. All right. This is Rosie here from Austin, Texas. Hey, Rosie. Yes. Okay. Hi. Chad, we just finished mastery. I'm super excited. I think this is a win, but I'll let you get decide at the end. So I was determined after our mastery calls that I'm gonna show up almost every weekend either with a winner or fail as an accountability and I made my probate calls, and I livebox booked in my first appointment for this Monday. And I would like to share with you guys to see if I can get some feedback or let me know where my shortcomings are. So I had been called one of my team members told me that Brizzy you should call this person because, you know, they were a center lead, and we didn't do anything with them because he was like, Oh, I'm going through probate and I didn't know anything about it at that time. So we just fall back in and so this is how the conversation went, the clients name was done.

8:42
When I sit down, I'm reaching out to you because it has been

8:44
brought to my attention that you're going to probate and the reason for my call is that we have a team of folks that we have proactively put together here in Austin, Texas to help families going through probate so you can imagine everything an attorney doesn't do we do and sometimes it may mean we can help you with providing a resource or two or sometimes we we basically do everything from start to finish. So what has been the hardest thing for you? And he kind of told me his long story how happy he is and his garden mindset. He likes to house his mom passed away last year on the mother's day and taxes are low because of homestead and senior exemptions. Like he's very happy here. Right? Are they Okay, I asked him, I said, you know, Doug, I'm not sure if you will need my help. But I was just wondering if you would find it beneficial to expedite the process? Because he told me during COVID, probate attorneys kind of slow down and all that stuff. I said to her, Okay, awesome. Do you have any other errors? I said, No, I was the only son. I said, so have you considered monumental the will or moment of the title like I was confused within the tour. So I said, What I remember he said, No, I've never heard of that. So I thought that you would I would not be a bad idea to get a second opinion because it can cost you so much less. And we can probably go ahead and get this process done so you can move on with the plan and then Long story short, it all seemed like his emotion was, I told him like, it seems like it's a valued asset, which can make it very emotional process for you. And especially when you have memories of living with your mother and take care of her and it sounds like you want to do right by her. And would you be opposed to five more questions to see if there is some more options we can explore? And we talked to talked about I kind of told him like, Look, if the probate transfers the title, your taxes could go up because your mom is not owner anymore. And that kind of did not sit well with him. And towards the end, this is what he said. He said, Rosie, I had a lot of males and you were hitting all of them. And I was like, Okay, then basically he asked for an appointment to meet and I'm meeting him on Monday and he's scanning all the documents to me today. So first of all, did I guide him Okay, and second, what could have done better in future appointments so I can explore more opportunity and kind of prequalify lead a little bit more. So Just pay attention. This is what leadership is versus sales. And as a real estate professional leaders make the money the salespeople, Chase commissions. And you took someone who said, I don't need your help, but you ran toward the obstacle, you found pain points you found you. He doesn't know what he doesn't know. And you were you had the courage to go into that and show him things. And for anyone who didn't understand Rosie's in Texas, and there's this is only applicable for those of you in Texas but monument of title will essentially allow the family to carve the real real property out of the probate, which can make the process way more efficient and way less costly. And she has done her as she's focused on educating herself on her local market knowledge or local probate knowledge and was able to think on her feet and do that. So you took a lead that most people would have set up can help them next, and you turn it into an appointment and as he as he begins to look at, you know, What he as he begins to learn what he doesn't know it sounds like he's moving down the path of probably letting you letting you sell that property when you agree

12:08
yeah he said that he said that on the phone

12:11
yeah so you turn the no into a listing appointment and I'm certain when you get there that listing appointment but I mean you're walking out with like me Sure and take your blue pen because you're walking out with paperwork. So I mean, based on everything based on everything you've told us, I can't really criticize you. I mean, you I will say that you certainly paid attention and mastery It sounds like you did the right things in the right order. And and it worked. So I don't what I from what I know I don't see any improvement. You got the desired result and someone in the community connected with someone who you're going to improve his situation greatly. Thank you and I would I feel like it would be my responsibility to kind of guide him how he can estate plan and you know, reinvest that money, so you guys can guide me Let me know there are some local resources or Facebook groups I should be tapping into to make myself more equipped. I would love to go that route as well. So really, I did, I did introduce you to Scott royal Smith, correct? Yes, I got his information and I reached out to them. I haven't been able to have a voice voice conversation, but I did leave the message with them. And I think I sent you an email about the cash buyer as well, which I'm sure you had a lot on your hand with probate lists as well. So I will be reaching out to them as well. Yeah, so Scott will definitely be your resource in Austin to help you Scott is for up just for context. Scott is a friend of mine who's a very savvy real estate investor, Attorney, and probate mastery, you know, we talk a lot about turning these leads into private money leads like how to how to generate capital for your next transaction with your current client. So Scott will be the one that'll help you structure the the owner the excuse me, the private financing and then as far as the state Planning attorneys. I would ask him who he recommends. As a real estate savvy estate planning attorney, he would be a really good person got a referral from God, it seems like Scott can open up the doors to a lot of other people that I'm looking for. I'm glad to hear that. I'll take that conversation further. Thank you tag. A Rosie's call back next week and let us know when you get the listing please. Thank you. Great job. Next up is an old friend of ours. I don't mean in age but I mean in in timeline timewise. Jim Forsyth, you're up next.

14:40
Well, Jim,

14:42
well fault and I didn't want to I didn't want to lead with that though.

14:46
Jim Forsythe. Hey Jim, do you what

14:50
you may have probate plus you can have probate plus today and every day from now. I got it fairly early this morning. Yes. You don't have chance to be in the middle of it. And this layer by No, I was one of the first beta testers and working with Chad and we did try to pick this thing apart and he's done a great job and putting it all together. First of all, Jim, tell Tim, Tim or Tom said just the 2% I heard 92% every time. So yeah, I did. I did too. But yeah, must be the individual.

15:34
But they're gonna put their hearing aids and then

15:36
right. Thanks, Jim. There you go. There you go.

15:40
Two questions, Chad.

15:42
We were discussing search options. And we're doing the beta testing. Is that something that you're still looking at down the road? It is. So what we decided we basically build software, the way colleges build sidewalks. So a lot of major universities. If you notice, like you University of North Carolina has the most profound example. I think. If you look at an aerial photo, their sidewalks are crazy abstract. And it's because they build the campus and plant the grass and then let everybody else walk. And then the next semester they pave the sidewalks. And that's something Tim Tim kind of taught me. But we're, you know, we build a foundational tool that is good enough to use right now. And we know it can be better. And in the lead detail view of every single lead, you'll see the two buttons, you'll see the bug report and the feature request. So anything that that's like from here, what we want to do is find out because we have such a diverse customer base, we have investors, we have realtors, we have appraisers. We want to see how you guys are using it. And like for Jim, yours is notated. For example, one of the things that we have already done for you, Jim, if you notice how it wasn't there and beta testing is you can now sort by out of market properties. And you can sort and filter so we that was thanks to you. You were the ending For that, because Jim is working multiple markets. So one of which is mainly vacation homes. So there's things that we already changes, we already know we're going to make our improvements. But we want to see what the common requests are like how, like, what are the what are the what, like, we're going to let you guys prioritize the features, the future features? Well, to layer by No, this is just as robust as anything they've ever seen. And one of the big things to me, is going to be the out of market properties. And I'm just looking at one, I think I had 70 leads a month, and about 15 of them had out of market properties. And so nothing else you can contact one of your people that you work with in that market, have been working it And anyway, referrals still make a big deal. The other thing and whatever the next the next iteration of that for you just That's really good. I mean, you're the you're the inspiration. One of the changes that we already know we're going to make is when you when you filter your list by out of market, you can simply click a button, and it will download PDF referral agreements. So you for those 15 properties, you can literally click a button, hit print, and you'll have 15 referral agreements sitting on your print on your printer with signature boxes. So you can immediately the first step of your process before you start prospecting is print off your referrals, send them out to agents in those market and then hit the phones. And the idea is to you know, where we're showing you guys what they own out of market. So why not monetize those opportunities, and that should become part of your prospecting workflow, is to go look at the out of market opportunities, connect with agents and all the leads mastermind we have over 10,000 people in our Facebook community. So you should be able to find a qualified agent who is part of this conversation. Who knows how to handle that lead at the same level of service that you would. So why not go through as your The first step of your each month and say, Okay, it looks like I've got 20 referrals to send out. Now I'm going to jump on the phone. So we'll eventually get to the point where we can basically automate that for you. So it will spit out the referral agreements, and you can just pass them along to your agents. Right. And with our company, I just go in particular part of our website, click on that area, and I'll find half a dozen people as well in addition to our all the leads, people, and the question I had for you. My practice, listen understood, this will always work in the beta testing, I thought we'd be able to go back and pull the old records that and they wouldn't have as many leads but from what I saw in your video you did, it has to be where we've eliminated them through the calling process. So not necessary. Sara Lee through the calling process you can. So

20:04
for example, like let's say you want to you want to run a list that you first got like six months ago that's never had probate plus ran on it, you would go through and now that there's a in the option Status tab at the lead level, you can go and an exclude from probate plus. So you can go back through your old list and look at your notes and say, Okay, I don't, I don't want to run this one. Again, it's not worth the $2, open the Status tab, click exclude, click Save, and then go to the next one. So you will have to go this time, you'll have to go through those old old lists and do the opt out manually because we don't know which ones to opt out. We don't want to cost you opportunity. So that's work you or your team will have to do. And then when you get to the the order form where you order probate plus for that list, you'll actually see so let's say there's 100 leads on the list, but you opted out 75 in the order form. You're going to see You know, Polk County, Florida 3025 leads. So it's only going to pull the one, you're only going to be charged for the ones that are not opted out. So but but right now, you know, because it's an older list and it's a new product, you will have to go up the mountain manually before you order your, your augmentation on that old list. Gotcha. Gotcha. Well, just Thanks, everybody. It looks great. And I've got three people ready to get started on it. And Jim, I was just gonna add something I think, I think you and I talked about this briefly. But the beauty of this is we talk all the time about how valuable the old leads are, the older they get, the more valuable they are, because they're finally ready to do something. So in that scenario that Chad just mentioned, if you go back six months, and 25 of them are still available. Now you can save that list, and they'll be the ones that are available and six months from then or three months from then you can go back and market to those 25 And there might only be 12. And it's your, your campaign is going to get continually cheaper. And you probably should just put it on autopilot to do that every three to six months. And we're going to also have better mailing pieces since it's you know, the quantity of mailings is going to be lower. You can afford, you can certainly afford to send them a nicer, more high impact piece. You know, when you do send them out, you know, for the historical but yeah, there's so many different ways we can use this. And you're one of the first that we thank you for beta testing it kind of pointing us in the right direction. We appreciate it. It is my pleasure. And just just so everybody knows, maybe I was the one that worked on chat, talking about real estate. Finally got him back to this real estate a little bit. You know, he says to call them all but he and I've gone back and forth about that ever since I've been working with you. Alright, tell them tell them about your mistake.

23:01
That one then

23:04
you accidentally made 12 grand because you didn't listen to me. Yeah, yeah. You guys. All right. Thank you, Jim. All right, next up is phone number ending in 1583. You're up next. Hey, Travis miles out of Atlanta, Georgia. I'm having this in the call. And it's been wonderful. I finally made my calls this week. And I just wanted to say the system is phenomenal. I mean, it was amazing. I was scared at first. But the process will help you and then kind of teaches us how to come about when we first answer the phone and it's been phenomenal. And anytime I do be angry in the beginning, how we express how we kind of happened down, I'm relaxing so much, but I do have like two big questions I want to ask if I'm talking to somebody And now I'm gonna set my USP and they state to me that there's no real estate. There's no real estate in the probate advanced. So I got stuck on the first one, how do I go about providing value in real estate? Yeah, so first understand what your opportunity is here. So you have two opportunities once you can turn them into a referral, or you can turn them into an outbound referral that will eventually turn into an inbound referral for you was a registered investment advisor with an estate planning attorney. You can ask this person you know, you can continue to provide value to them by seeing if they have their own estate plan and if they don't, you can refer them to your the estate planning attorney on your team. You can ask them if they know what they're going to do with the inheritance. Statistically the average American inherits the average estate with the family will inherit $177,000 so you can refer them to a registered investment advisor to understand And the tax implications of the inheritance which there aren't many, but also what they can do to instead of spending the wealth and investing the wealth, so should they set up long term care plans for themselves should they have five to nine college plans for their children. So there's a difference between spending the inheritance and investing the inheritance. And if you can help them, start planting that seed and get them to start thinking that way. So you can offer them an hour with an estate planning attorney to make sure they never have to go through this again, offer them an hour with your registered investment advisor so they can know what their options are for investing that the inheritance rather than spending it. You can also get them over to your real estate attorney who can help you who the three of you can get on the call, and you can turn them into a private money lender. So you can show them how they can make you know 10 to 15% on their money secured by first position lien on real estate in their market. So it's one of the most secure investment you can ever make and one of the highest returns you'll ever get. So there's really distinct opportunities for the ones that do not have real estate, you turn them into referrals, and you can turn them into a bank so they can fund your next deal or your investors next deal. And you essentially just create a cycle of transactions, those registered investment advisors, the the estate planning attorneys, they can't directly solicit for business the way that we do because of anti solicitation laws in their industry. So we can bring them qualified, ready to speak referrals. And what do you think happens the next time they talk to someone about that as a real estate need? You're, you're the only person they're thinking about. So we're opening those we're creating relationships with a value or we're reinforcing relationships with the value of the referrals, and we're helping those people even though they might not think they don't need help from a real estate professional, we can provide value to them, and that creates future opportunities for us. Okay, great, great. And this is why I got stuck it alright. So I had Thirdly, I had 30 leads My portal this month and I just made all 30 calls between the day yesterday. Now I had people call me back, I got stuck with this here when people call me back how and I got the Google voicemail. If they don't say a name, and they don't leave a voicemail, I only see the number. How do I know who I'm speaking to, in a way I can, like typing the numbers up on the portal.

27:25
Now, I used to, I used to struggle with that too. Like I built the database was, you know, quickly searchable and always wanted to know who was on the phone with before it ran or while it was ringing. And eventually I got to a point where I was so wrapped around the axle before I picked up the call or before I made the call that I was just distracted and my skill set was dull, right? So my advice to you is just let go of the need to know everything before you pick up the phone. Just pick up the phone and say hey, this is Chad. I missed a call from this number but I didn't get a voicemail and then be absolutely sorry. And it can be a little bit awkward in the beginning, they might not know, you know, they, they might not know who you are either. But just feel your way through the conversation. Don't try to deduce too much. I found that I wasted more time trying to figure out who I was calling, then than I did when I just picked up the phone and just hit it head on. So I would say just change your mindset a little bit. You don't have to know everything before you call back and just call and just be human. You know, listen, I missed a call from this number. You know, and when they say Who is this, like, Oh, my name is Chad. You probably called me because I left messages for everyone and the cab county or wherever you are. I left messages for every family in the county that's going through probate. We have a team of people that help families going through probate and we you know, as part of that we go meet with the clerk each month and make sure that we reached out to the family so they know we're here in the community is are you are you representing an estate

28:55
and then boom, you're in

29:00
Hold out. If they don't

29:02
answer, have you plan to use today and call the same number before you move on up on the follow up? Right? So

29:10
I'm entirely counseling them consecutive periods.

29:14
So it's, it's, you know, you never know people. People don't like to answer the phone these days. So just because they're not answering right now doesn't mean they don't need your help or they won't, they won't work with you. in probate, some people just locked down for months. And that's why that historical on the old lists are so valuable because sometimes for the first it's really just based on their psychology and their behavior. But sometimes families will just be completely in probate, quicksand and locked down for 234 months. So the the answer most people don't like to hear but but if you really want to get the results like David pinel, who's done over a million dollars a year in revenue on one county, it's because he continues to call us Numbers aggressively for 12 months, he sticks with him for a year. So the answer is continue calling until you speak to whoever owns that phone and find out if they need your help or not. I get that there's budgetary and bandwidth issues. But I didn't compliment you because you jumped right into your question, you get your leads a day ago, and you've already called all 30. Good for you, man. Like, that's the kind of grit that will make you successful. And it's like, and if, if you have the bandwidth to do that in a day, I'm guessing you have you can do it next week. And you can do it the week after that, and you can do it the week after that. So my best advice to you if this is a big focus, like if this is important pillar in your business, getting this built, called keep calling them every week until you speak to them or until you can until you don't have the bandwidth anymore. Okay, so when you make the initial call, the only column like maybe once a month, all next week in the next week, but not back to back. It all depends. So if you're If you're leaving voicemail, you don't want to call every day and leave voicemail every day because that can be counterproductive. You can become a thorn in their side. But like David Panetta, and if you haven't watched that video, he was generous enough to let us look behind the curtain and share his sequence. If you search and all in all the leads calm in the top right, there's a global search bar, put in pa nn e LL. And look, look for the case study that maybe panella did like an hour long video, and what he was doing at that time, and we he just got back from vacation. We're going to do another one probably next week. We'll update that like he did it a year ago. But what he was doing at that time was calling every day for the first seven days they would leave voicemail on the first call, and then each day they would follow up. And from there it goes into a monthly sequence. So he's not quite he's not so aggressive that he calls them every day for the first year. But for the first week, he does Call every day and so they send a letter call every day for a week and then give them some space and then start on like I think it was a bi weekly call schedule. But he you know, David is a lot of the deals he's getting he's been speaking with for four to six months. And so he's very good with follow up and that's why he's in the seven digit club. Okay, and one more I had an object in there kind of confused me the beginning, but I think I did finally get it going. I start with a few and and it was amazing. But if I can hit you, if you get a we got to handle objections. What are we whatever you want your first counter responses, they just come to your mind.

32:46
I was waiting. Do you want to roleplay

32:49
Well, no, we were under under the mastermind

32:52
right so not roleplay but if you if I can, I will.

32:56
Yeah, jump in.

32:58
Keep it as short as we can.

33:01
Okay, so on p Okay, for IBD

33:03
IBD. I call you. Okay,

33:07
now you got me, you got me?

33:09
Well tell me where the objection came out and we don't have time to do a full roleplay. Is that when you're trying to set the appointment or when they first picked up? Yeah, so soon I go to my USB. As soon as I get done my USB, then I ask them if there's anything that I could take out their hands today, but what would it be? And then they say, Well, you know what, actually,

33:28
we got all of this done.

33:32
Okay, well, listen, that's great. I mean, a lot of families we speak with are proactive, and they do have the simpler states especially. They get a lot of things done very quickly. So it's, I'm actually happy to hear that because most families do struggle with this. One of the things that I noticed a lot of families that they kind of miss and unfortunately the attorneys don't help them, you know, having been through this, you know, would you would you ever want to go through it again. Okay, well, where are you? I was I was I was gonna, well, in the interest of time I was gonna fill you out to see if you had an estate plan, Can I at least turn you into a referral? But as I give you that value, I'm gonna start to ask other questions like, Oh, well tell me you know what, what was like, tell me about how it went with you got like, once you respond to me, and I can give you some value, then I'm going to start to ask you questions about how the experience was your variable, you're more likely than not to show me a few chinks in your armor, things that you overlooked, that that I can help you with. And the other thing is, that oftentimes is a pattern to run people off because they aren't ready to make a decision. They would rather procrastinate and move forward, just because their mindset but when they feel safe, they'll very quickly move forward just like what you heard in the beginning of this, this this call. So I want to I want to use that to try to keep them on the phone. I'm going to run toward them and I want to keep them on the phone. And get as much information as I can so cannot turn them into a referral. Even if they hang up like or even if I don't know get any more information about the estate Can I get Can I get a referral over to my estate planning attorney and our one back in return, hopefully. And what's likely to happen is as you as you show them that value and you ask them some questions about well, you know, listen what, like, what, what would be the advice that I should give having already gone through this? What do you think is some good advice I could give to my clients based on what you learned in the process, like, tell me about what the process was like for you guys, and you don't seem distressed at all? I'd like to learn from that if you don't mind sharing. And then you've you've painted them into a corner. If they if they lied to you to just run you away. You're saying hey, so I can provide value to other families in the community. What can they learn from you? Why was this so easy? And what you're very likely to find out is they don't have everything done and they are carrying some stress. They just didn't No and trust you, they didn't see enough value to share that with you. That's vulnerability. And you hadn't earned it yet. So you can do things like that to get more details which will show you more opportunities where you can step in and provide value. Wow, I'm gonna go back and listen to that again. That was amazing. Now let's hang out for now my teeth yesterday. Like yesterday, I made about 15 calls. I was very scared in the beginning. Finally I stuck with my fears. And I did it. It was amazing. And my 10th call, I got a cache appointment. I got appointment today at three o'clock.

36:36
She said that she's just done with it. She

36:39
had her fit.

36:42
She wanted to sit likely and be done with it. So I got here all put together. And she said that she she want me to come over. And my plan is to go over, forget it with a with a purchase sale agreement and hosted the deal. So yeah, I got put my finger clock and actually I The value on the on the market fair market value and we would exclude accounting for 75,000. And he's stating right now that she won 45. So anyway, go in there barefoot. So

37:13
I'm here today at three o'clock.

37:16
As often man, so good for you for jumping on your first list and pushing through the fear and you're what you probably make 15 grand on that deal,

37:27
man. I mean, I

37:33
Well, 10 grand and that's not a bad days work so good for you, man. What a way to take action.

37:40
A great job.

37:42
Hey, I was going to add real quick to your second question. We talked about this a lot. But if you are calling people nine to five, Monday through Friday, try them three, four or five times and then what I used to do is after I tried them out several times I I try maybe on a Wednesday night or a Saturday. Morning. So don't be afraid to vary your call time. Sometimes it is that they're just not ready to deal with it now, but sometimes it's just that they just don't aren't able to take calls during regular business hours. So play around with varying your call time to also make sense. All right,

38:15
Nathan.

38:17
All right. Thank you so much good stuff. Next up is a familiar name a lien. You're up next. Hello. Hi. Good afternoon, everyone. Thank you so much. I just I'm really excited to see my email today with the probate plus being able to be on the on the beta testing. I had the opportunity to have, you know, some of my lists with the probate process and I just wanted to add to it that one when I was going over the list and seeing all the options, one of them being the valuation. I had had an appointment that I scheduled and I quickly it was the very last minute appointment. Somebody that I was trying to get an appointment with. And I jumped on the list and I was able to look at the valuation and just check a bunch of few things just from the probate plus. And with that I felt like I went armored to the appointment in a different way than I had been before. Because you know, when we do a CMA, we check and we look at other properties that are on the market is different than the way a property's been appraised. And because of that, I got the appointment right away and she had said to me on the call, you know, I'm not ready to sign today. When you come, it's really just for you to come over to the house and then you can give me your idea of what you think is valued at and we can talk for that. But because I felt kind of that extra boost of confidence, I went in in a totally different way. So I totally appreciate it and see the value of it and I was like super excited to see it off the ground. So good for you guys on that. Yeah, no, absolutely. And you know what, I get the extra dollar every every dollar counts with reads. And I appreciate how you mentioned, you know, going back to older leaves that you can take, take the ones you know, you need and leave the other ones behind if it doesn't make sense. You know, that's a, that's a great option. So, but I do think that there's great value and I come from the School of I don't scrub my leads, I just call everybody because you never know sometimes it's that last number and I've had it where that was the one that got me to the right person. A lot of the times we can get to the first number, the second number. But even with that, I think that's the West. There's so much valuable information now. So, so like you I do think that that's awesome. And I really appreciate listening to everybody because now I'm realizing how valuable it is for me. To start recreating the relationships with attorneys again, and being able to tell them the information that I haven't really using them as a resource. So as I'm listening to the call today, which I haven't been on the call in so long I'm, I'm putting together a letter to one of the attorneys that I've, you know, given a lot of business to and worked with, and, you know, being able to say how much you know, I can I can bring, you know, haematite an offer. So, I just wanted to share my appreciation.

41:39
Thank you so much. I

41:42
don't think I'll ever say something really quickly, Jim about about a lien. We've been on the phone a handful of times here recently. And one thing that I that I have noticed about Ileana she she's pretty successful with these leads and the majority Have that success comes from not being afraid to pick the phone up.

42:03
So so

42:04
often we talk to people that if they're struggling, it's it's very frequently due to due to an unwillingness to call and just from phone call. She She sets a whole lot of appointments, guys. And so there's there's power and picking the phone up. Yep, absolutely. Well said. All right, next up is phone number ending in 3780. You're up next. Hey guys, this is Rob from San Francisco. Finished mastery last week. I have. I've got to. I got one probate one trust.

42:46
I was

42:47
calling because I'm thoroughly confused about the trust but I just got some clarity from my client. It's three cousins. They keep saying that one of the three is the executor But they're also telling me it's trust. And I don't think those two words go together, right? If they're an executor, I assume it's probate if there are trust, they got to be a trustee.

43:13
And so I was working with

43:16
was this was this an outbound effort, so they were on your probate list, or they call they found you now. So it is an agent to agent referral. An agent in my company asked if anybody in my area could help with an estate sale. And I was in the middle of mastery, and I said, certified. So I'm getting a million dollar listing, thanks to your course. Nice. So the reason I asked if it was on the probate record, then your assumption should immediately be that even though there's a trust, it wasn't properly funded. And what I mean by that a lot of times including like Steve Jobs and Walt Disney, they will establish I A lot of times even offshore irrevocable trusts, but don't let's say, you know, Steve Jobs might have done that in the 90s. And then when he passed away, he had bought another house or an RV or, you know, another server farm or something that never got properly titled or funded into the irrevocable trust. Well, in that case, when he passes away, he has to probate anything over in your state 100. And I think it's $150,000 requires probate. So you might have 99% of assets are held in trust and are not subject to probate, but that one thing that was left out a house or an RV or you know, a, you know, financial account, whatever that asset is, if it's if it's a worth more than the smallest state exemption and your state, then even though they have the trust, they still have to probate the estate for that for the assets that weren't properly funded into the trust. And unfortunately, that's all too common. You know, not all estate planning attorneys are created equal. And even if they do a great job, families don't always listen, they may go buy things and never even never even consider that they bought it in the name of john doe, not in the john doe irrevocable trust. So that's oftentimes what happens. It's very common in the Bay Area, because people move fast and you know, they they pay an attorney to do it. And they operate their whole lifetime on the assumption that they have this seamless estate plan. And then their their kids find out that something was left out. So that's probably what you're dealing with. There probably is both a there's probably a trustee, but there's also a an administrator. So you're not sending that the things in the trust will also have to be probated. You're just saying the things that didn't get put into a trust, so they've got to do both correct. They get okay. That's right. But the beauty of this is the social, the social aspects of a trust are the same as probate. So they feel the same pressures, the same pain They just don't need the court to tell them what to do. There's it's it's way more efficient because there's no court oversight. So you can build a relationship with the trustee and the beneficiaries and help them in the same way that you do by building a relationship with a probate attorney and a personal representative. It's it's basically the all the all the social motivations are the same. It's just a way more efficient process and trust and it's way less expensive. Yeah, I had my listing appointment two days ago and exactly what you just described is what's going on there. So my big question in general, because I had this with I've got a past client with probate. What am I supposed to be asking for as proof? To find out, you know, whether it's probate whether it's a trust sale, and including, you know, Signing Authority to sign a listing agreement, what paperwork should I be asking for?

46:57
Well, let's probate the document that gives them the authority and the power as the letters of testamentary. And they'll get that at their confirmation, the confirmation hearing. And you know, before COVID, by the time we make contact with them, they almost always had that right. But because we do have some judicial backlog now, there there are people sitting waiting for their confirmation hearing. So there can be a delay in it. If you do go on an appointment, and they don't have the authority, they haven't gotten the letters, you can always move to a letter of intent. And you can sit down with your broker or if you are the broker and they get a letter of intent to list or a letter of intent to sign exclusive right to represent whatever whatever you want to title that but a letter of intent to list and a letter of intent for sale to sell. And we know that they're not legally enforceable contracts, however, they are mental commitments. And you know, we're well conditioned little Americans. When we sign something, we know that we put our name on the line and that means something and we don't want to risk finding ourselves in a courtroom. So You know, don't I'm not not saying that you should threaten these people but just based on their their conditioning as a US citizen, you know that when they send something, they feel like they made a commitment. And that will help insulate you against any any competition that might be coming in behind you. Okay, I think that's great advice. So it's funny, because I had the big question of being confused over executor and trustee, and while I was waiting on the call, I got a text from from the trustee. Good morning, Rob. I have my possession, durable power of attorney for the property of blank blank, also re vocable Trust agreements, all of which name me the attorney in fact, and trustee. I also have both of their death certificates. So my question is, which of those Do I need and which do I send over to an escrow officer, so you'll need them all To close the chain of title because that's the death certificates will prove that there were the death occurred. And then the PRA and the trust agreement will will prove that that person has the authority to sign on the behalf of the deceased. So he's referencing all the relevant documents that you need that the title company will need to issue the binder.

49:21
Okay. All right. And then as

49:23
far as signing the listing agreement, is there one in particular right, I need

49:30
one listing agreement or one document?

49:33
Yeah, I guess what I'm asking is, I mean, he's sending me images of this, which is great. But if I want proof that he really is who He says He is the trustee that can sign a listing agreement, which of these documents Do I need to see? So the trust agreement will will designate him as the trustee, and then you know, the power of attorney will also be helpful there. Those two are both relevant for your broker. Okay,

50:01
All right, I guess that's all my questions.

50:05
Good questions.

50:09
Jim, you still there?

50:11
Yes, sir. Next up is phone number ending in 9537. You're up next. All right. Can you hear me? Yes, sir. Okay, awesome. Thanks. My name is Mike from Pennsylvania. My question is about the Do Not Call Registry. And we talked to her it was touched on in the past, but just want to get some clarity on it. A lot of the numbers seem to have the asterisk denoting that it is for the registry, of course, I call them anyway. My question is, I'm upping my game. I want to do some neighboring counties and kind of really ramp this up. By doing that, I'm going to increase my exposure, I think, should I be concerned at all? Or is there anything that I could do to mitigate exposure? Is it or is it something I really shouldn't be worried about? As you know, I'm not alarmist Corporate telemarketing company. So typically, as a solo practitioner, you have very limited risk, you have the same liability, like, you know, you're just you, you know, they could come after you. But attorneys who look for these things are more likely to go after call centers, because they know that if they can turn it into a class, so we probably have had, I don't know, between six and 7 million outbound calls made to personal reps from our data,

51:30
like from all of our customers.

51:32
And I'm only aware of one single occurrence of a complaint and it wasn't even a formal complaint. There was an attorney in the Southern District of New York that actually called one of our prospects or one of our customers and said, Hey, a family called me and said that you had called them and they're on Do not call please don't do that. And they didn't even bother sending an email or writing a letter. It was just a simple verbal kind of a warning. So I don't think you have a whole lot of exposure. If you if you want mitigate risk. I mean, the only the only real way to you know you have an LLC, that LLC, I'm assuming, do you have an entity? Well, I do it as both. I'm an agent and an investor. So I just kind of play it on depends on how it goes. Yes, I do have a, an LLC. So the phone, the phone that you're using, make sure that your LLC is paying for that phone bill. And like so that's property of that company and make sure that you have an umbrella policy that protects you. And as an agent, obviously, you have a you know, insurance. That's kind of inverse level of security. If you if you have a lot of assets like if you're concerned about being drugged into a class action suit, and let's say you have over a million dollars in net worth, I would suggest that you look at things like trusts or South Dakota trust, a Wyoming trust or if you want to go the top level of security, you can set up an offshore trust and needless with Swiss bank accounts, and like even even if you ever would get pinched, nobody can touch you in those jurisdictions.

53:03
Just

53:05
Yeah, no, that makes sense. I mean, one of the things I thought is, you know, I haven't been questioned about it at all or anything, but it's just, you know, my approach is more along the lines, like, you know, my opening line is, hey, just following up if you got the letter, you know, and it's kind of more of a personal back and forth. I don't think that I'm viewed as a telemarketer in the traditional sense.

53:25
So so I'm not, and I'm,

53:26
you know, older subscribers, like so we have had opinions from attorneys and from Attorney General's that this isn't a solicitation phone call, therefore, it's not a direct violation of DNC, because you're calling to offer a service, you're not gonna you're not calling to solicit them. And the other part of that opinion is because they are at least in a temporary window. They are a public representative of an estate that was a matter of public record. That has not been tested in the courtroom. Thankfully, it's never never been necessary. But we have we have gotten legal opinions that this is not a direct solicitation and is not in violation of BNC. But as a call center, we have a different level of liability and we have more assets to protect. So we push that data through to you guys for free, because we just find any way we can bring value to you that we can.

54:19
Okay, awesome. Thank you very much. Appreciate that.

54:24
All right. Well, that is the last caller, I guess, half the people that were in there probably had questions about probate plus, again, if you do have questions, while we're on this call, I think we got about a half a dozen here at the office. Feel free to call us if you would first go to all the leads comm forward slash probate plus, Chad did a great 12 minute video that are really explaining everything. And if you watch that first before you call us, it would be very helpful. But you know, for both of us to have a better conversation. So guys, thank you. I want to end this call the way I always do. I want to thank each and every One of you for being here. I want to particularly thank those who actively participated. Now I want to challenge each of you. Take one idea one thought one thing that expired, that inspired, expired you one thing that inspired you on this call, go out and put it into practice and please come back next Thursday and share your results with the group. Stay healthy, stay productive, and we look forward to talking to you same time next Thursday. Take care