PROBATE MASTERMIND Real Estate Podcast

Prospecting Cash Buyers, Structuring Investment Deals, and Estate Advance Funding | Probate Real Estate Mastermind Call #288

July 24, 2020 All The Leads with Coach Chad Corbett, Jim Sullivan and Bruce Hill Episode 288
PROBATE MASTERMIND Real Estate Podcast
Prospecting Cash Buyers, Structuring Investment Deals, and Estate Advance Funding | Probate Real Estate Mastermind Call #288
Chapters
3:00
Marketing To Your Sphere of Influence
7:30
Branding vs. Marketing: Facebook Ads for Real Estate
11:15
The Ultimate Sphere of Influence Campaign Right Now
14:35
What To Do When A Family Member WANTS to Keep but CAN’T Buy The Property
22:24
Navigating Unresponsive Attorney Situations
27:24
How To Get a Relative/Secondary Contact Interested In YOUR Help [ROLE PLAY]
34:05
Using Probate Plus+ To Find Short Sale Opportunities
42:48
Common Law Marriage, No Will. What Happens?
48:15
Diversifying Your Cash Buyers List
51:17
Segmenting Cash Buyer Lists: Using Probate Plus+ For Prospecting Investors
57:32
Estate Advance Funding
57:33
Offering Sellers Vertically-Integrated Solutions Without Putting Your Own Capital On The Line:
57:44
5 Ways To Access Equity for Improvements When Traditional Financing Isn’t an Option
59:12
Lease-Option vs. Contract For Deed
1:01:35
Get Paid To Represent Your Seller and Bring Your Investor To The Table
PROBATE MASTERMIND Real Estate Podcast
Prospecting Cash Buyers, Structuring Investment Deals, and Estate Advance Funding | Probate Real Estate Mastermind Call #288
Jul 24, 2020 Episode 288
All The Leads with Coach Chad Corbett, Jim Sullivan and Bruce Hill

JOIN NOW: Probate Mastermind And Networking Community: https://www.facebook.com/groups/alltheleadsmastermind


PROBATE LEADS: https://alltheleads.com/probate-leads

PROBATE MASTERY COURSE: www.ProbateMastery.com



FULL EPISODE SUMMARY AND RESOURCE LIST ON ALLTHELEADS.COM
Hear how Rosie went from Probate Rookie to MVP in less than a month as she closes 3 deals and turns her sellers into private lenders to build out their retirement savings; Chad and Travis role play scripts for winning business through spouses and relatives who answer the phone instead of the personal representative; special discussions on building and segmenting cash buyers lists to get properties sold in hours, without the MLS.


Call Re-Cap (Time Stamps link to YouTube)
Marketing To Your Sphere of Influence (3:00)
Branding vs. Marketing: Facebook Ads for Real Estate (7:30)
The Ultimate Sphere of Influence Campaign Right Now (11:15)
What To Do When A Family Member WANTS to Keep but CAN’T Buy The Property (14:35)
Navigating Unresponsive Attorney Situations (22:24)
How To Get a Relative/Secondary Contact Interested In YOUR Help [ROLE PLAY] (27:24)
Using Probate Plus+ To Find Short Sale Opportunities (34:05)
Common Law Marriage, No Will. What Happens? (42:48)
Diversifying Your Cash Buyers List (48:15)
Segmenting Cash Buyer Lists: Using Probate Plus+ For Prospecting Investors (51:17)
Joe and Chad discuss how Probate Plus+ can be used as a tool to send investor partners a list to “window shop” each month, so you can target your lead list much more efficiently.
Tax Liability and Estates (56:19)
Estate Advance Funding (57:32)
Lease-Option vs. Contract For Deed (59:12)
Get Paid To Represent Your Seller and Bring Your Investor To The Table (1:01:35)




Full Mastermind Playlist on YouTube

Join the Probate Mastermind Group on Facebook

CHAD CORBETT'S PROBATE REAL ESTATE CERTIFICATION COURSE: www.ProbateMastery.com

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

Show Notes Transcript Chapter Markers

JOIN NOW: Probate Mastermind And Networking Community: https://www.facebook.com/groups/alltheleadsmastermind


PROBATE LEADS: https://alltheleads.com/probate-leads

PROBATE MASTERY COURSE: www.ProbateMastery.com



FULL EPISODE SUMMARY AND RESOURCE LIST ON ALLTHELEADS.COM
Hear how Rosie went from Probate Rookie to MVP in less than a month as she closes 3 deals and turns her sellers into private lenders to build out their retirement savings; Chad and Travis role play scripts for winning business through spouses and relatives who answer the phone instead of the personal representative; special discussions on building and segmenting cash buyers lists to get properties sold in hours, without the MLS.


Call Re-Cap (Time Stamps link to YouTube)
Marketing To Your Sphere of Influence (3:00)
Branding vs. Marketing: Facebook Ads for Real Estate (7:30)
The Ultimate Sphere of Influence Campaign Right Now (11:15)
What To Do When A Family Member WANTS to Keep but CAN’T Buy The Property (14:35)
Navigating Unresponsive Attorney Situations (22:24)
How To Get a Relative/Secondary Contact Interested In YOUR Help [ROLE PLAY] (27:24)
Using Probate Plus+ To Find Short Sale Opportunities (34:05)
Common Law Marriage, No Will. What Happens? (42:48)
Diversifying Your Cash Buyers List (48:15)
Segmenting Cash Buyer Lists: Using Probate Plus+ For Prospecting Investors (51:17)
Joe and Chad discuss how Probate Plus+ can be used as a tool to send investor partners a list to “window shop” each month, so you can target your lead list much more efficiently.
Tax Liability and Estates (56:19)
Estate Advance Funding (57:32)
Lease-Option vs. Contract For Deed (59:12)
Get Paid To Represent Your Seller and Bring Your Investor To The Table (1:01:35)




Full Mastermind Playlist on YouTube

Join the Probate Mastermind Group on Facebook

CHAD CORBETT'S PROBATE REAL ESTATE CERTIFICATION COURSE: www.ProbateMastery.com

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

Unknown Speaker :

Most of my probate deals never saw MLS because the seller would sign and sign in MLS opt out, we would send it through our private buyers list and it would be under contract immediately. And I mean usually within hours. Welcome value providing agents and investors nationwide Today is July 23 2020. And this is mastermind call number 288. Just a little bit of a few brief announcements before we get to our callers and by the way, we do have six people in the queue. If you would like to actively participate, just hit star six and then hit one. And first of all, I wanted to announce our winner of the week last week was Rosie, hire Rosie Just been with us a little over a month she took mastery and she'd already put together three deals. So congratulations, Rosie, you are our winner of the week. And Chad, I know you have a couple quick announcements also. Yeah, speaking of mastery, I know a lot of folks have been waiting on me. We finally got a calendar in place for the rest of the month so mastery will begin on Monday the 27th at three Eastern so it's three consecutive days monday, tuesday wednesday starting at three Eastern finishing whenever we finish depends on how interactive the group is how long we run, and if you want to get signed up you can go to probate mastery comm or in subscriber portal, look under the education and training tab in the menu. Everything if you weren't here last week we did announce our newest product probate plus and what this is in response to requests from you guys, you know wanting a better quality of data wanting to know more and more and more about each of the estates before you Pick up the phone, probate plus, you'll see inside of my my probate leads in your CRM, you'll start to see some different some changes like real estate fields that you're not used to seeing if you click learn more about probate Plus, you can go learn all about it but it's basically a data augmentation that will allow you to with a higher quality data you can focus your marketing dollars and cut your campaign costs by having better data and knowing exactly which ones to go after first. So you can go to all the leads.com forward slash probate plus or click from the subscriber portal and see that action and I think it's fair it's fair to say that that's something that you can you will not find anywhere else so it's we're real proud of it and we'd like to see as many you guys take advantage of it as possible. So let's go to our callers we now have eight in the queue. Great job guys. I didn't hardly have to bag and first up this week is Phone number ending in 0306. I just was talking about you, Rosie. Hi, guys. Thank you. Very Welcome. Hello. Thank you. Thanks so much. All right. So just here wanting to talk about my last work experience. So we were able to move the client forward that we got, you know, with a minimum of we'll successfully speak to three probate attorneys, as all of them for video calls. I think within two weeks, some of would be ready. So I'm excited about that. My question was specifically around prospecting. So I'm getting at I have around close to 597 leads in my system that we're going through. At the same time, what I'm learning is as I was having my daily conversations with my current database, I'm letting them know that I'm a certified probate specialist to see the opportunity there. And one instance that happened last week, my hairdresser Was my fear conversation, her mother went through probate and spent four or $5,000 where she didn't have to do any of that. Right. So I was wondering, I tried to introduce with a script that you know, very generally letting people know that I'm a probate expert is true, but I found myself explaining myself a little too much. So my question is, if I would like to introduce myself as a skilled probate specialist, my current database, what is a nice way to go about it, where it's well received and people find me as a resource, so I can nurture some leads out of my people that I already know. Hi, my name is Rosie. I've got a team of people here and an awesome and help families going through probate and we mainly help them increase equity and lower stress. Okay, so same thing that we're doing other people don't even explain much about it. Just go straight into things for now that's like so people don't feel talk to you say something vague and summarize it like that, right. So I'm Rosie. I hope that I've gone through, I help families going through probate, retain more of the generational wealth and get rid of a lot of the stress. Well, what's your natural response to that? What do you mean? Or how do you do that? Or tell me more? Like so something that just a few sentences that will really beg curiosity and make them want to ask you questions. And when they start asking questions and hearing it, same with the prospect, you stay in control as a leader in the conversation, but they're asking you with my permission, please tell me more. Tell me more. Okay, good. Good. Okay. So just introduced that one little, I got a lot of practice with this because like, my family doesn't know what I do for a living. They're like, what do you do? And I'm like, Oh, I help families go. What I just told you is like it is legitimately my own explanation. Okay. Okay. Also, I like that. I like that. I like the gentleman on so that's all for today. Thanks. Bruce and I'm going to throw in that that's, that's really good if you are face to face with someone or you're having a conversation on a zoom meeting or network meeting, you can also do this exact same thing through some of your marketing with opt in. So you give people an opportunity to click through to a video or click through to a blog or something that you've done that that explains more. I love the idea of taking people that you already have in your sphere of influence your your database, and giving them additional opt in options and Chad's opt in option that he gave was the ultimate one because they verbally asked Tell me more Well, how do you do that? But if you're not face to face, maybe record a video explaining it and don't give the video away, but give the brief post away on Facebook or the brief email and say if you want to know more click here. Absolutely, absolutely. Actually, I'm actually I don't think I can recap what you said. But I want y'all to know, I completely understood you. Basically, you guys are saying that communicate through the video in a snippet content where a database can look at it and understand, you know, what I'm offering in addition to real estate, what my expertise is in and how I'm helping things in addition to real estate with, so I got it. I'm excited about it. I'm going to ask you a very random question. I don't think I should be the one asking because my husband handles that part of the business. But we're really trying to master the Facebook ads. And I understand it's not just boosting a post, there's a lot more to it. And they're taking some very intense training. I was planning on making that video that you guys just mentioned Bruce, and running Facebook ads with that to my current database that I have in my CRM that I'm interacting with. Would it be a good attempt in marketing or I'm just throwing some dollars or time our way? I would look at it as a brand In campaigns, not a marketing campaign, and in my opinion, those are two very different things. Marketing elicits a direct response. Branding builds familiarity. So as long as you don't look at it, and I expect an immediate return on those dollars, like you'll get an indirect return, because you're just browsing through your sphere of influence. But it's the cash conversion cycle on on dollars like that are usually in 112 months. So it's something that don't if you're going to do it, do it with a long term mindset. It's it's low cost. Compared to direct marketing, you can get those impressions for much lower cost. So just engage it like you with it, like you would have, say, a farming campaign, or television or something you're going to do that's a low dollar high touch over basically in perpetuity. And over time, the more people who understand what you do and how you actually affect the community, the community you're living and working in, like, you should really connect with Roger Lacey. Roger if you're on the call, john man but Roger is he's in Northwest Arkansas, very different market and the more you're in, but even with 30 leads a month. You know, he gets a fraction of what you get each month but he has built the core of his business is this. And it's because he knows what you're doing. He considers every conversation in addition to his sphere of influence. They go in his database he makes he makes follow up calls. So it's no surprise that he gets guardianship, divorce, probate trust, he gets he gets, he gets, he testifies in court as a real estate expert. He just has a constant, constant flow of opportunities, because he has approached it this way for the last at least the last four years. He's been doing what you're proposing just staying in front of everybody with your message. And so if it's somebody with aging parents, or it's somebody who's going through a divorce, like if they understand There's a woman here in town that has an entire team of people to help and family transitions like that that branding impression can be really good because when they when they or somebody close to them is in that situation, they'll only think of you. That's what I would say about it. If you're if you're marketing directly to the personal representatives as a saved audience, that's obviously I have a different opinion, that's direct marketing. But if you're just hitting your own database with it, I would just have a long term mindset. I just wanted to maximize my return on each conversation I was having a day because in addition to probate calls, I naturally reach out to my fear of death consistently and on daily basis. But just wanted to add one more thing in it and I think it's a no you're right, Chad, that if I do go down the route of Facebook ads, my intention was to set a budget, turn it on for a whole year, build traffic to the website, that is when people look me up, they can find legitimate pain it and it comes Little branding to enhance my results when I'm actually prospecting. So that was the intention behind it. And I'm glad that you know, you guys are letting me know that branding does take seven, eight months or nine months and not immediate return. Cool, awesome. I'm looking. While we're on this on this topic, I want to remind you, I mean, we did talk about this and mastery, but you've you've been covering a lot of ground quickly. So I'll just remind you that every every one from your sphere of influence that does not have an estate plan should have an estate plan. And I know that statement, but they should. So while you're doing the sphere of influence calls, why not find out just say, Listen, you know, COVID has given me an opportunity to really analyze my level of service. And I'm going to step up for the rest of 2020. I'm going to do what I should have done a long time ago. I'm offering every one of my clients and even even prospects anyone in my sphere of influence gets a free hour with my high level estate planning attorney because I've helped enough families now I don't want to see anyone I know go through this and see the expense and the stress of probate. So how would you like to have an hour with our legal team? And the only one that says everyone that says yes, get an A, here's, here's, here's how you to monetize this. You've done your goodwill, you've also created an A plus referral. So you can open the door to a new attorney relationship. Or you can reinforce an existing attorney relationship. And with the level of discipline and tenacity that you guys approach your business, I would imagine you could probably get at least two or three referrals a month back from attorneys just by doing that on the calls you're already making. Yes, yes. And I just want to share something of my mind would might be naive, so please take it with a grain of salt. I know. probate attorneys could be I don't know where I get the sense but probate attorneys could be hard to get hold off or you know, open up for an interview. We, we were able to have detailed conversation with three different attorneys in one week. And what I did is I reached out to my private company, like I remember having a memory of working with metallic company and somebody had a probate issue. So I have a relationship with metallic companies who I do business with, and I asked them what probate attorney do they use when monument of the whale or something like needs to be handled, and their relationship with attorneys are different so I was able to get on their calendar quicker. So anybody out there I'm not sure what I'm saying is any true but this just worked and maybe I'm doing it the hard way. Still some happy to hear you guys out. But this estate planning Chad what you just said, this is powerful, because I think this is the true value add and I'm 100% in agreement. I'm very excited. It will be done this week. I believe I want you guys. I want you guys to hear what she just said this is this is one of the most powerful ways to get in front of attorneys. is through a warm referral with the with the attorney connections that you already have Real Estate Attorneys, bankruptcy, whatever they are. Deal, go to those attorneys and ask for connections with probate and Estate Attorneys. And that'll that'll open the door wide open to one on ones. That sir, all right, Rosie, thank you so much. You know, you got off to such a strong start no pressure, but we expect three deals a week from you from now on. Come in every week and give me some cream. Oh, okay. Thank you so much. All right. Next up is phone number ending in 4650. You're up next. Hi, this is Michael. I'm in Atlanta, Georgia. And the property that I'd like to discuss is a single family home in Pennsylvania. The The situation is that my mother passed away recently and her estate leaves her her property equally divided between my brother, my sister and I. So we would each get one third of the estate, including one third of her home. My sister has been living in that home for several years and she would like to stay there. What I would like to know, it's probably some real basic information for you, folks. But since I'm a new investor, it's all a big mystery. If you could explain the process of how we could change title from my deceased parents to my sister, and how my sister could reimburse my brother and I eat for one third Chair of the home. Is your sister credit worthy? That is a good question. Nine or 10 years ago, she had a bankruptcy. That's okay. She's seven years away. So we'll first we'll first assume That she is credit worthy. And this case it's very easy. She will sign a purchase agreement. Who's the personal reference? Are you the administrator, or the executive? Oh, my brother, my brother, administrator. Okay, so she would sign a purchase agreement as the buyer with your brother as the executor. And then you'll close the chain of title using the death certificate letters testamentary list of errors etc. and then show on the home and then the bank will pay you and your brother at the closing table, you guys while the estates bank account will receive the cash funds. And then at the final distribution, you will show that your brother will show the court that the house was worth x. Your sister got her equity in the home and you guys have your equity and cash and the estate's bank account and that will be released to you upon the final disbursement. If that doesn't work, if it is if she's not credit worthy, then you can still sell her the home So the estate could sell her home with no money down 100% owner financing obviously you just subtract her equity from that from the valuation. And you guys carry first. But you your brother, could you could you could even form an entity and that entity could carry the mortgage or you could do it personally. But you guys would basically extend credit to her. if that's okay with you if you don't need the money right now. Okay, theory and charity I heard a devious laughter does that mean that's something you don't want to do? I don't because of my past experience with her finances. So this is a very common situation. A lot of families find themselves in this position and for anyone listening when a family member tells you I'm putting you on the spot, sir, but when a family member tells you that all know, my sister or my cousin or uncle Jerry is going to buy it, in my experience, and at least in southwest Virginia, about 80 to 90% of the time, they're not capable of buying it. That's why they're 60 years old. And I've never owned a home. But the family doesn't understand real estate finance. So they truly want them to have the home. But they also want what you want. You want your sister to keep that home, but you want your equity and cash today. So a lot of families will ultimately find that it's simply not an option, and they do have to sell. So if if you're if you accept that as that objection at face value, and then you go away, you might not ever get that person on the phone again. So this is one of those areas where you'll hear me say I'm not a high pressure salesperson, but I see myself as a leader in this situation. So I'm going to push on you and find out just like ask you, is your sister credit worthy, and I'm going to bring that pain to the surface and I'm going to hear that devious laugh and then I'm going to know you need to continue is the plan because it's unlikely your sister will be able to pull this off based on what little bit of information I've heard from you so far. So I'm gonna, I'm gonna just give you every bit of service I possibly can. Because the moment she realizes she's not she's gonna have to move out of that house, you're, you're going to be the one that you're going to trust me to handle that maximize the equity. So we can get her equity now to get her into a more, you know, a suitable living situation. So asking good questions is very important. Yeah, one thing I was gonna add, even even if she may not be, you know, she may not qualify for an FHA or conventional loan. Remember, in this situation, she's essentially putting one third down. So she's only going to get a 66% mortgage, I would suspect, you could find somebody that would finance that, you know, might be at a slightly higher interest rate. Maybe a private lender, hard money lender, not hard money. That's going to to high but I suspect that might be doable so I'd reach out to a really good really creative mortgage broker that has multiple options and run that by him because it may be more it may be more doable than you think in this situation and if you get really stuck sell the house to an investor and let him owner finance it to her self to find that find an investor who's doing rent to own or lease with option to purchase or owner financing there's a handful and just about every market they're not easy to find sometimes but if you can get a guy in Pennsylvania who's who's you know has cash and he's willing to buy that home as an investment and you know, do a lease with option to purchase or an owner finance deal with her then you got it all you guys get bought out and she can buy the home from the investor. Wow, this is some great info which which which market are you in? The third way out? Which market are you in? Where's that? tours that houses in Philadelphia houses in in Bucks County like southeast Pennsylvania. It's a suburb of Philadelphia. I have a few investors in Pennsylvania, all private. What's your name? And I'll get with you offline. Oh, okay. It's Michael on cannon. And by the way, Bruce, he's, he's in our database as a lead and I have a feeling one of our sales people might be calling him right after the call to talk about that a little bit more. He's in the database. Yeah, answer that phone and and have them connect you with me get you on my schedule. This is Bruce by the way. Bruce, okay. Yep. Very good. Okay. Thank you so much, guys. All right. Thank you, Graham. All crews we have. I want to realizing it's in Philly. If you guys need it. I actually have a friend who specializes in owner financing in the Philadelphia area. So if you come up short, I think we've got your back. Wonderful. Perfect. Thank you. It's been a big help. All right, glad to hear. Next up and we only have four more in the queue. We probably have room for more guys. Don't be bashful, hit star six and hit one. jump in there now, so you don't get shut out. Next up is phone number ending in 0742. You're up next. Hey guys, I am My name is Cameron. I'm in Fresno, California love the whole probate thing. I'm in. I'm at the end of an escrow right now. Everything has gone smoothly. And this is the first time I've worked with this attorney. And she's in San Diego. The title company is asking for copies of the notice to perform. Not knowing sorry, notice of proposed action. Sorry, another escrow and she's saying she's swearing. It's kind of like it's kind of like adversarial at this point. But Between the attorney and the title company. I guess my question is, I'm only familiar with probate escrows having a notice of proposed action and she's saying it's not necessarily because all other four siblings have signed off and given him full authority. So I guess my question is a notice of reduction is standard in every probate escrow, right. So you're in one of the most complex, complicated state, your process is a little more, it's quite a bit more complex and most but if your attorney is not communicating, you can all remember you can always call the probate clerk and you know, clear up anything with them. Like kind of do your homework and then re approach the title company and like Actually, I just spoke with the clerk Jane Doe, she said X to help them because not it is complex and some people are just, you know, we're all learning. I don't think you can ever learn everything about it. But it's Attorney if communication is broken down, you can rely on other attorneys or call the probate clerk to get some questions answered. Okay, well, I'm, I mean, we're ready to close. It's just the underwriter needing this notice of proposed action which the attorney is swearing up and down is not necessary. And this title company is how to company for all my transactions. It I don't know. I guess I don't know what my question is at this point. But for every sound like your question is, how do I how do I get it closed? Right. And you're in an impasse between the attorney and the title company? Is that? Yeah, yeah. Pretty much. Assuming you've already let go ahead. I'm assuming you've already tried the direct approach with the attorney? No, I haven't. But and even early on, she asked why I mean, I always set up probate escrows. For offers to indicate a 45 day escrow because of that 15 day period of the notice of Post action. And that was how it all kicked off. She said, why is this escrow so long? And I was like, Well, you know, no PA. So we know we don't need she was very stern. We don't need that Who told you we needed that he has full authority? And she's I don't know. So that was my first encounter with that. And I mean, I've been through two probate escrows for this one now. And I'm on where they already are full authority. I mean, they both had letters of administration. I didn't need court approval for either one of them. Okay, so they both have full authority. Okay, okay. That's a little thority then. Yeah. And that went through that title company. No company went through a no, it was last year and went through a different one. But they've more than willingly gave up another proposed action. Do you still have your closing documents from from one of those closings last year? Sure, I could find them. So if you can find your your Your closing documents, even if you'd call the title company and say, Hey, can you send me the package on this one? And then forward that to the attorney and say, Listen, this was a full authority closing that we did with a different title company. Here's all the documentation. You know, it's I've done my job. I just need your help to finish this. And resistance isn't going to get either of us paid. Okay, yeah. Okay, do we want to be right or do we want to close that space? I could. I could, I could give it I can. I don't care about being right. It's but it's about her wanting to be right. You know, in her that's a question. Yeah, I've asked that question of attorneys that want to fight before and it's happened multiple times. Attorneys want to fight they want to be right. And I've just asked that question four or five times and they never love it. But guess what, every time I've asked, they always, they always cave and they're like, yeah, we want to get paid. And then as a thank you once this deal is done, as it's You buy the book, ego is the enemy by Ryan Holiday, and drop it in the mail that attorney. sure he'll appreciate that. Yes. Right on. Thanks. All right. All right. Good luck. Let us know how it turns out. All right, next up in the queue is phone number ending in 153. You're up next. Hey, this is Travis. Again. I saw last weekend. It was a blast. But I got one more question that I want to ask you while I'm getting hung up on for some reason for last few days. Sure. Okay. So my question is, someone asked, so when I made all most of my leads to PR, see have they have even here she has no one to members and the rest of them be? Again, other family members. Now when I get to that first number, the PR number she doesn't answer and I keep going down lack of good record numbers. Now, my problem the fopr don't ask I don't get nowhere with that leads, because I really can't get past the family members. And most of them be what like the mom will be like the mom of the PR be like, oh the person prefer the old lady and the kid who decided that they don't know too much won't anybody talking to the mother protecting the family member so they I can't really get paid down. This is my hang up for some reason. The last few days. Don't roleplay Oh, yeah, do it. Ring ring. Who's the person rep near you? You are you personally? You're the one getting the objections. So you drive the bus. Okay. Hey, can I speak with McKenna? No, I'm playing Travis like I'm playing. I'm out bounding this go up a random family member that's not Travis. Okay. So I bring ringley Hello. Hi, I'm trying to reach Travis Smith. He's not available right now Who's calling? My name is Chad. I was reaching out because we have a team here in Atlanta that help families going through probate. And we met with the clerk this week she she identified your family as one that may need some help as you're going through this process. So I was just hoping to touch base and introduce myself to Travis and see if there's any way we can help your family. Could you could you share a good number for him? Where we were asked to arm He's my dad and he was the only town so I mean, I'm pretty sure he'll need to help that. Yeah, it's not my family. So I don't I don't know if you've seen a little more stressed than usual. I'm not really. Okay. Well, I tell you what, I'll leave my number with you. A lot of families will feel like they've got it handled for weeks and sometimes months. And then when they when they realize they're in over their head, they call for help. If you could just let him know that I called and let him know that there's someone here in the community that can help you guys with anything and everything. Like for example, have you guys have you guys had to deal with cleaning out properties and getting all that taken care of you lost your weekends yet? Or is that still coming to you right now? You know it? I don't really think we got into Monday stuff yet. Yeah, so you guys that was there, you know, houses and cars and all that stuff in the estate or that your deceased family member not owed anything? Yes, it was. It was one house. It was one house. But my dad, like I say I think when other family members are gonna live in it, and my dad he's only child and I'm actually I'm quite sure he don't even have that. Okay, well If he does, I'm guessing you're going to be the one taking your time to help him. If you could just let him know that we can help get the house cleaned out, get it, get any repairs made, get a proper lease put in place we see a lot of families get in bad situations by just letting people move on without a lease. whatever we can do to have your back that's what we're here for. So if you don't want to be the one moving the stuff and watching your dad struggle through what a lot of families do this past my number along to him. Hey, you know what? brace good, man. You know what? I'm always shaking my head. Because I did not get that far. And like now like that How to come face with this morning, this morning. And now I feel like it doesn't mean a situation. I want to pass a number. Hey, right, exactly. Because I brought you into it. I brought your emotions into his problem, right. And we showed you I showed you what you had to lose when you weren't thinking about how this is like, Oh, this doesn't affect me at all. But then I started taking you away from your girlfriend, and your weekend at the lake and these other things. And I started painting the picture of problems your family has that you and then you're thinking, oh, wow, how selfish your mind, maybe he does need help with a swimming pool. Now base were out there, why would wrong yet? And when you say it when you said, Well, I'm quite sure that you're going to be the one hitting right when it ain't like they hit me. And this I know what my carry my conversation and carry that long. And I think this way this way that was my hang up. And that was it. The takeaway here it can go it can go a million different ways depending on who's on the phone and what the answers are. But the takeaway is run toward the obstacle. Don't take an objection at face value. Because that's what sales people do. leaders who want to help families through this who know that they have problems even before they know they have a problem. They keep pushing and they keep gathering information, and they find out what what what emotions are driving the behavior. In most cases that behavior is apprehension or procrastination. But why? Let's figure out why. And let's let's make this a medical. Let's make this real while we're on the phone because we might not ever get them to pick up again. So, give a little pressure on and you know you're doing the right thing. There's no way that they're not going to get a super high level of service. And you don't get paid until you do what you promise. So you're not pressuring them into anything but receiving help. So push. Hi, sounds good. I thank you all so much, man. I see you all next week. Thank you. Jim, you still with us? Yes, I am I muted out there sorry about that. We only have two in the queue. Don't wait to the last minute guys. If anybody wants to participate, just hit star six and hit one. We've got plenty of time for you. Next up is phone number ending in 4361. You're up next. Hi guys. I'm so impressed with the work you guys do. And I was trying to wade through this probate plus product. And one of the things that intrigued me was your ability to spot a short sale. I've done quite a few short sales and I'm a real estate guy. I've done quite a few short sales, but I'm curious as to okay. You can spot a short sale opportunity by using probate plus, but who cares? I mean, the way I look at it, if there if you run a short sale, the seller doesn't get a dime. So what is the benefit to the estate or to the descendants of doing a short sale in Chad. I'll take this one when he's actually how it's him. And secondly, how would you go about it? I guess you have to contact a probate attorney and deal with him or her. Yeah, let me let me start off Tim. A lot of you know, my wife and I started a short sale company. Oh gosh, 13 years ago, she's done over 2000 of them and on the server. That's not that's absolutely not true. You guys invented shorts. Well, yeah, we had better because we had so many of our own. Back in the good old days, but what you're saying logically would seem to be true what what we have been or what my wife is, is frequently surprised by is your right most of the time there's nothing substantial for the estate. Gain to gain. There can be exceptions where if the lender came after him, I might jeopardize some other assets. But that's not really a viable reality. But what what we've been surprised was how many people were willing to cooperate with the short sale just because they didn't want to see mom or dad's house fall into disrepair. And you know, and they wanted to see a nice family move in there. And there isn't really a financial incentive for the estate, but there really isn't any work required either. Unlike a living person that has to supply you know, hardship letters and financials and all kinds of documentation. I mean, the deceased doesn't have a bank account. Generally. You just have to have the the executor sign one document, giving the short sale negotiator or yourself permission to negotiate with the bank, and you're pretty much done. So there isn't a lot of work and some of them may just say forget it, but I think we found that at least half Maybe a majority of them are willing to cooperate just because they want to see the property end up in good hands and they don't want to see it go into disrepair. So it's certainly worth a try. There are there are very isolated cases where we have been able to get a relocation bonus, which is kind of ironic, you know, the person's already relocated for the, for the family, but that that isn't something I would expect or promise. But I would just reach out to the family and in with that attitude that hey, you know, I noticed you're upside down and I know you don't have a lot to gain, but you probably want to see a nice family move into that house and you don't want to see it go into disrepair. You know, if I could do everything for you, and all you got to do is sign one document with Would that be okay? If I kept that house from getting foreclosed? I think you might be pleasantly surprised. The response you'll get from a lot of people. Okay, if I understand you correctly, you want to structure it so you could negotiate for them with a bank. There's some sort of permission to do Hello, feminist power limited, just a limited power of attorney is all you need. Okay? Go ahead. Good. If you need one, just reach out to my wife, it's, she'll, she'll give you the one that she uses. It's 954-584-0000 if you need any help structuring it and chill actually even do it for you and she doesn't take any of your commission. She gets the fee out of her fee out of the deal. But if you want to do it yourself, she'll share the document with you that she uses. And what's her name? Pam. Pam. Pamela, Pam, last Friday, remember? Okay, let's assume you do that. Jim. Now what how do you get paid? while you're in this case, you're a realtor. Correct? Are you a realtor, an investor or both? I'm a realtor. Yeah, the bank. It's the bank. It's funny. That's another misconception with short sales. A lot of people think oh, they'll take a better price that there isn't a real You're dealing with a, you're dealing with a person in the short sale apartment that has strict guidelines and they have it programmed in to every short sale, they're willing to pay a 6% commission and if they don't pay that, it doesn't mean they're they're going to take a better price for the for the short sale it really doesn't. So they've already got 6% figured in there. So you just act as the realtor. And you know, you go you list the property, you find a buyer, you act as the realtor and you're going to commission. Okay, I got it. So Well, that makes some sense. All right, answers like whether the other the other thing but before we move on to your next question, the other thing you need to consider everything you've talked about is valid as if there's a single note. If there's more than one lien on the property, if there's a second mortgage, that the reason is underwater as long as it's not underwater on online The Dom the primary lien, there's always a possibility you can negotiate the second position lien, whatever that might be a mortgage a judgment or whatever it might be, there's always the possibility you can negotiate, negotiate that down low enough. So there actually is equity in the estate. So don't just automatically assume that it's always a first deed of trust. It could be two or three layers of liens. And you could remove layer three and layer two and have equity for the family. So you can create massive value and they can keep the home versus losing the home. So again, always ask good questions. Yep, great point. Very true. Said helps him to dunk. Yeah. Short, dumb question. How do you pay for this? probate Plus, you have to convert to everything or so if you don't want to run probate plus, let's say you have a list of 100 leads, and you look down through it and you're like, well, I've already talked to these 20. And I don't I know they're not going to sell, you go into the option Status tab and select opt out probate plus. And then that way when you run the order, it won't run probate plus on that lead. So in that scenario, you had 100, you opted out 20. When you click get probate plus the order form will actually notice on that list, there are only 80 that are not opted out. So it'll charge you $2 times 80. So you'll be $160 for that list versus $200. Okay, I didn't want to run it on. And if it's a new list, that's a list that you already have. It's if it's a new list, we're just going to run it on everything because we're assuming you haven't spoken to any of them. So it's, it's better, you know, you can run it for $2 and you'll know what they own versus sending mail and making phone calls and tracking to figure that out, so on on your new list and your recurring subscription list, it'll just automatically run on everything. If you set it up that way, if you're just doing individual orders, it'll run on the ones that aren't opted out. Is it possible for me to do one list to see how it goes or do I have to commit to a long term? No, go to that list and my probate leads, and you'll see a column for probate plus, and you can click there and it'll take you right to the order form. And just pull that list up in the order form and click Submit and it'll it'll run within an hour. Okay, thank you very much, you guys. I appreciate your time. Thank you, Tim. Appreciate you. Alright, we got a full queue now I'm going to close the queue guys. Good job though in the back up. Next up is phone number ending in 7152. You're up next. Hello, this was my first call and and starting with this whole probate stuff So, I have tons of questions. My, a friend of mine called me, because the guy that I've used regularly in my real estate transactions, he is actually dying. And he is in the hospital right now and he may not make it through the day. However, the woman he's lived with for over 20 years, he never married, he doesn't have a will doesn't have a truck. They don't have kids. He does have a brother. And she he was the main moneymaker so she has no income to pay any kind of a mortgage. What's my first step? What do I need to do? I want I should have told you, I this is Becky Trowbridge and I'm in Oregon. So Becky, I'm assuming that her concern is she wants to stay in the home and maintain our lifestyle. You didn't say that. But that's what I heard right? Oh, absolutely. Yeah. What's the dynamic between her and the brother? He's helping her. She does have her name on a couple of the vehicles. So he's helping her to get those fully in her name so that they won't be part of any probate or whatever they end up going into. And he's trying to help her. I haven't contacted him yet because I just got this call late last night. And for nobody, nobody has your knowledge. Nobody has power of attorney for the patient now. Nope, there is none. If anybody would it would be no document. Do you know what the common law marriage requirements are in your state? I don't know my first call would be to a family law attorney. And I would explain the situation and say you know, this is urgent. This before we put a strategy together, we just want to make sure that Miss Smith understand Her rights and his her his her relationship with the patient. Is that is that going to be recognized as a training on marriage in the state? And if so, what is what are the success? What are her rights and succession? If if it is recognized as a common law marriage, and she has succession rights as a married woman, then she's entitled to probably half of the estate and the brothers entitled to half of this. Okay, Becky, I didn't I didn't hear you say this. Maybe I missed it is the is the patient is he? Is he conscious incompetent or is he in a coma? He's not in a coma. Well, he's not conscious. He's not competent. They tried to get him to sign a Well, that was just kind of drafted up when he went in. But he spiraled down so quickly. He's, he's not aware to be able to even put an X on the line. Okay, nevermind. I know. Good title company has done a number of the deeds at the hospital, but but they have no conscious competence. So that's not an option. That was my first. My first claim. Yeah, like I said he may not even make it through the day. So God forbid anybody on this call that doesn't have an estate plan. Use today as inspiration, because life can change that cocaine heartbeat. And so many people go through situations like this. Yes. I mean, it's 1500 bucks to set up a trust. It's less than that. The will. And there's no excuse. But, I mean, hopefully, it sounds like the brother is going is willing to do what's fair. And he recognizes her as a sister in law and should treat her accordingly. But he's, he may not be obligated to. He may not have to. But I was if I were you, I would talk to a family law attorney and at least try to learn of life. Learn as much as you can about her rights. And then talk to the brother. And and just you know say Listen, if they you know if they were married she would get x or you know she by the way they were basically common law marriage. So I would like for her to get x Do you agree? Hopefully he'll do the right thing It sounds like it's a better situation than some Yeah, I think he will and really their their home if if they're out out of town it's not worth much. It's probably less than 300,000 and a couple acres but it's, it's pretty dilapidated, so it's not likely going to come into something really big. And I think I think he'll do good because he has his own family, his own home his own everything so he doesn't need to play house. So it is horribly unfortunate, but surely just felt like they never could afford it. All right, well, good luck. Try to get in the middle in a nice way. Let them both know Both of them know that you're there to help them equally and hopefully you'll be the one that you know can sell the property for them when they're when they're able to, you know if it has to go through probate or not. Okay. Okay. All right. We have three more in the queue. Joe layman. You're up next sir. I just wanted to give you a success story. Oh go but you're you're our winner of the week then because you're you'll be the first I had two opportunities which were both of the personal representative of the estate just want it to be done with it. And I was able to quickly put these under contract didn't even didn't list them didn't put them in multiple just put a deal together with an investor buying them as is where he is 170 thousand is probably about 130,000. Our house fixed up one at 50 The 8000 it's probably about the same value fixed up, but it had a pool in the backyard. And this investor goes in, cleans them out, picks them up, and then does buying for title deed for contract. And they're perfect properties for him. So anybody out there if you haven't developed a good group of core investors that you can go to immediately and put deals together you need to do that complete to be very fast, quick deals. These came together in you know, showing one afternoon in less than an hour to see both properties and boom offers on the table expected. Yeah, that's great. Thanks. Thanks for sharing that Joe. And that's great advice. Bruce and I actually had this conversation yesterday privately like most of my probate deals, never saw MLS because the seller would Simon sign and MLS opt out. We would send it through our private buyers list and it would be under contract immediately. And I mean, usually within hours, because we were selling them at 80 cents on the dollar. And they were in really good condition compared to MLS inventory that landlords are picking through. So we like we did it very discreetly, and very quickly. And you know, they're not, you know, those those aren't sexy numbers, especially for people in the West Coast. But the reality is you just didn't to transaction and a lot of times I would put a flat fee on them. So if it was a $50,000 house, I would just say a $5,000 Commission and the seller is unrepresented. And I would take the full five, or excuse me, the buyers are presented, and I would take the full $5,000 on a $50,000 deal. I made 10% Commission, and I was fully transparent with the family about that. I'm like, you know, it's I'm not going to do this for 1500. But if you're okay with 5000 I'll get this done very quickly. And they're like, yeah, sure, whatever. Like whatever you think that's that's more like we couldn't have done on our own So you can you can the volume on these can be much, much higher than conventional deals. And yeah, like a lot of times I didn't even go was only the house one time ever. So I wouldn't be paid 5000 bucks for an hour of work. And the investors always came back like it just keeps reinforcing that relationship. So we've I've said it for years, but you know, having a strong cash buyers list and real relationships with them knowing are they landlord, are they a flipper? Are they a portfolio buyer? Are they a private money lender? Are they a owner finance guy like the guy you called? The better you understand what they're at what their strategy is, the better you can understand their appetite and which deals to send to them. So when you do send them they take you very seriously. So if you don't have cash buyers, I want you to one thing to do right now for anyone who feels like if you don't have at least five really solid cash buyer relationships, meaning if you call their cell phone right now they would know that who you are, and they would know that you're the real deal. If you don't have five of those, I'm going to challenge you to get that in place by the end of this quarter and that's you could do it by the end of this week if you wanted to. But we're coming into a period where you're going to make the people who have those cash buyer relationships are going to be the highest the top earners for the next probably two years. So you it's really important right now that you do what just like what Joe's doing, like really focused on getting those strong buyer investor buyer relationships. But if you go to all the leads calm in the top right, put in cash buyers, and you'll see some tips from the trainer videos and you'll see mastermind calls or we talk about long like short term approaches at doing this and longer term approaches and how you find the right cash buyers. And I'll give you a hint it's not about buying a list from some soft piece of software. It's done organically and it's done easily but it's done in your community. Thanks for sharing that joke. That's That's awesome, man. And I pass Great job. Okay. initial phone call one visit to the property, one visit to the property with the buyer. deal done. Yeah, you know, john was I was Chuck, I was chuckling a little bit when I think it was Becky said it, you know, it's not a big deal. It's only 300,000. I was thinking, well, Roger Lacey and Joe layman. I mean, that's five deals, but you, you just do 10 of them a month to make up for your low sales price. That's all Hey, it works anywhere. That's great. Hey, Joe. Yeah. Have you been in probate plus, are you using it? I probate plus didn't show the information out of my MLS it you know, you'd be I think my MLS is one. Oh, that's right. I talked to somebody about this for you. Yeah, so we have like 90% MLS coverage, but you And one of those MLS is it won't release their data, right? Well, I don't know what this what it is, maybe we need to talk about the downside of the call of this call. But there's even without the MLS, even without the MLS information where I see this as valuable to you, if you sort by equity percentage, and you see that, like all the free and clear assets, Brian, you can you could you could really build the relationship with this investor, like go buy him lunch and be like, hey, how many houses are you trying to buy this year? And each month, you could send him a list of property addresses or you know, you could send them something but like, Listen, I've got 12 this month that are free and clear how many like in these zip codes, which ones would you be interested in? And then you can actually approach those families and and be have a very direct conversation and say, Listen, I have a gentleman who I understand you're the administrator of an estate, we've got a team that helps with almost anything but I'm specifically calling the day because someone asked me to call you to see if I could, if they would, you know, if you would be willing to sell the home and that's in the estate, but you can kind of go window, let him window shop and then go after the the deals that fit his criteria. It sounds like he's probably doing volume if he's buying two in a month, and 67% of these homes are free and clear. So they're great for that type of strategy. You could potentially go you know, just target your effort, your investor effort with probate plus, it'll help you find the right opportunities for them. Okay, just thought about it. But you don't need to do that because everything else comes through. We're pulling everything else from tax like tax databases, mortgage databases. You know, valuations like it's there's stuff coming from all directions. So even if we don't have the MLS feed and your from your your MLS All the other data is still there. Already. Chad, we got two more in the queue. Okay, going an extra five or 10 minutes over. Do you have a two o'clock call? No, I'm good. You're okay. All right, we got two more in the queue. We're going to finish up real quick. Hopefully, y'all can hang around for another 10 minutes. Next up is phone number ending in 6742. You're up next. Hi, there is Catherine. I have two questions. One question is the errors in the personal representative when they get the distribution? Is that money tax free? Or is that considered to be like a capital gains? Most of its tax free so like the real estate specifically, you can look up, step up basis. So like if you inherit a million dollar home, you don't have to pay capital gains on a million bucks. But there will be the basis will be established where The value where you inherited that will become your basis value and then whatever gain you make on it, you will pay on that. So it's not it's not like if you have you know, a million dollars in assets you're going to be taxed at a million dollars and you know, a CPA in your State would be that would have the better answer, but you're not heavily taxed on you know, in until you get into, I think it's 12 million bucks is where they really start to nail you with tax. But for most estates on on these call, you're not gonna have much tax liability. So a lot of the PERS when, you know, when they're going through probate and they don't have money to fix it up and stuff. I know you talked about that in probate cash, but where do they do they use their own money for the most part, if because everything is stuck in the estate? Well, most people won't want to so if the estate has money, one of the first steps one They get the authority as they go gain access to a bank account or open a bank account for the estate, and then they can use that money for repairs to, you know, to get more equity out of the property. A lot of times there's no money there, the average senior citizen only has $24,000 in liquidity to their name, which means half of them have a lot less than that. So a lot of times is just not an option. That's where we can get creative. We can bring in, you know, an estate advance company to advance some cash, and then they get paid back at the very last minute on the last line of the distribution with the family. Or we can turn our contractors into lenders and we can get them paid at the closing table or at the final distribution. We can go to investors who can who can, you know, advance money to them and take mortgages on property or different things. So there's lots of different ways oftentimes, you know, it's the family doesn't need to put their own person money into the estate, we can show them how to not take the risk by paying, you know, a reasonable interest rate to an investor or company or contractor. Okay, great, thanks. My second question is dealing with creative financing, like structuring a deal. When is it best to use the lease option or the contract for deed? And what happens if we go under, you know, a contract like this and there's repairs you know, do I lie use my own money or try to borrow money to do the extra repairs even though I have this contract 40 that I'm taking over payments are saying the more for monthly? I guess I'm just wondering like the only the only time the only time you should ever use your money is when you're a principal in the transaction. If you're an agent in the transaction, don't put your money The deal, it's not necessary, you're taking unnecessary risk. If you're buying the property, and then your sandwich and sandwich lease option, yeah, then then you put your money into it or you sell it as is where is. So as far as the best time to use owner financing versus lease with option to purchase is outside of the scope of what time we have left here. So I'll point you to we did a series back in March called shift happens. So if you go to youtube.com, forward, slash all the leads, click on playlist, and then go to the shift happens playlist, Episode Four, I made a matrix of the seven most the seven most common creative financing strategies that can be used in this space and in this market environment. And I spend two hours showing you the benefits the pros and cons to both the buy side and the sell side. So then I give you examples of when and how each of those We'll be used and we talk about straight owner financing rap subject to second mortgage lease with option to purchase several several million contract for deed land contract. So there's seven seven specific strategies and I tell you when to use them when not to use them when it's beneficial to the buyer or the seller and when it's not beneficial to the buyer or seller. And that will I think, give you everything you're looking for. Okay, great shift happening Episode Four. All right, last up this week has been patiently waiting since the top of the hour is phone number ending in 3937. Europe last thinks hi Chad. This is Bo again. I spoke to you last week. But I was asking the questions about how to properly do the transaction does a realtor and I have spoken to One of the brokers here, and they were kind of vague, like, as far as the documentation that you were telling me about last week, like, I would like for you to tell me pretty much what you told me last week again, but if you could just say it slower because he kind of like blowing it off. I think it's because you're so familiar with it. So you're just like, you know, nailing it, but I kind of missed it. So, if you wouldn't mind just coming in again, like a little slower this time, but to actually write it down. So forgive me I know I've talked to a lot of folks, we're just talking about the paperwork that we need to look properly list a piece of real estate and probate. I'm not necessarily listed because that would just be like doing traditional, real realtor work. But if I want to because I remember I was saying because what the realtor we have to do Do all this disclosure or whatever. And so, I was asking like, if you could do like a flat fee for. Okay, I remember now we talked about multiple ways to get paid. Yes. Other Yeah. Okay. So the way you get paid on your license is you and then I'm going to give you this and the, I guess, in my preference. As a realtor. You will represent the seller and the seller only. So you'll have an exclusive right to represent seller agreement. When you bring the investor and you're going to have you're going the front page of the purchase agreement is going to be an unrepresented party addendum. The names of these forms might be different in your market, but you'll find them and What's that? It's just an explicit, no, no, it's just everyone's saying that we understand who like nobody is representing the buyer. They don't need representation. And the way we pitch that as a benefit to the buyer is Hey, mister seller just like on an auction platform, or unlike on an auction platform where you would pay a four or 5% buyer's premium. I'm actually not going to charge you any commission as long as you don't need representation. So would you like to save 3%? And I'll just leave you unrepresented. Okay, great. So he, he's seeing that as a no cost, but high perceived value. And then you're just going to take the full listing side commission. The reason I like that structure, I don't believe in the agency, I don't think that you can fairly represent to people and opposing positions just can't happen. So you limit that's one of the number one ways people lose their real estate licenses and dual agency arguments debates. So just don't put yourself in that position represent one side. If you're going to do it on your license, I would do it that way. And you can do it as a percentage or you can do it as a flat fee. You'll address that In the listing agreement not in the purchase agreement. So in the listing agreement you can write in, you know, for you could even do 6% or $5,000, whichever is higher, but I usually choose one or the other. To do this off your license as an investor, you should have it separate you should have an entity like an LLC, you should have an Ei n number of bank accounts, and none of that should be commingled with your license. Your purchase and sale agreement needs to have a disclaimer I disclosures on it. My disclosure is I'm going to do my best here but seller recognizes that Chad Corbett, the managing member of resolutions Real Estate Services, is a licensed real estate agent and West Virginia, Virginia, Hawaii, Tennessee and yada yada and is entering into this contract with the sole intent of making a profit Period capital bold, no agency relationship exists. And I make them initial that and the additional terms and sign the contract. So if anyone ever says anything about me practicing brokerage without a license, they can see where they initialed the disclaimer in the listing agreement. And then they sign the listing agreement. And that has happened to me. And the investigator congratulated me on being thorough and being ethical. And he closed the case immediately. Because I wasn't practicing without a license. I was being a principal in the transaction. By the way, if you ever these these calls are always posted. You can always go back and listen, you can even their podcasts or on our website, there's links you can always you know, have your broker listen to it. If something gets lost in the transaction during the translation, I should say, okay, and the last thing I wanted to ask so you were saying This would be as far as doing a listing, but like the previous gentleman was saying that they didn't list the property. He just basically gave information to an investor that he knows and they were able to close the deal the next day. Would this be like the similar steps or the similar process rather, so we didn't, I didn't ask you exactly how he structured the deal, but if let's just assume that he only represented the buyer. So he contacted the seller had a relationship with some, let's just consider them a fizbo. And he contracted directly with the buyer on an exclusive right to represent buyer with X percent or X number of dollars if they if they buy a property at 123 Walnut Street. So you can do that you can have a specific buyer's agency agreement with a flat fee or a percentage the same as you can with with the seller. I just find that that's You know, we're reaching out to the seller offering a service, I usually end up signing the agreement with the seller, and then leaving my buyer unrepresented like, so they feel like they don't have to pay a commission. Ultimately, the Commission's coming out of their money. But that's the big takeaway. All right. And your broker, your broker will appreciate me telling you this, but the big takeaway is, pick aside my represent one party. Perfect and Carlos freebus. I'm sorry, we got to leave you in the queue. Or actually he dropped out if you need if you anytime, guys, we, we close down and we don't get to your question. Just contact us right away after the call and we'll help you one on one. Carlos was in there, buddy. I see. He's gone now. All right. Well, thank you guys. I want to end this call the way I always do, I want to thank all hundred and 50 of you for being here. I want to particularly thank those who actively participated. I want to challenge each of you. You heard some great ideas, some great stories, too. 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. Make it a great week guys, stay productive, stay healthy, and we will talk to you same time next Thursday. Take care Transcribed by https://otter.ai

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