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Episode Topics:
00:00 General Updates and Probate Foundations News
18:54 Making The Most Out Of Your Cold Calls
27:19 Probate Prospecting In Colorado
36:59 Are Probate Leads from All The Leads currently in Probate?
38:57 What Percentage of Leads Have Real Estate Involved?
Be sure to check out our full Mastermind Q&A Playlist
Looking to hear prospecting tips in action? Check out our live role play series
--
Support the show (http://www.facebook.com/groups/alltheleadsmastermind)
This podcast and more content from AllTheLeads.com can also be found on YouTube
Show Notes and Download
Join Future Episodes Live in the All The Leads Facebook Mastermind Group: https://facebook.com/groups/alltheleadsmastermind
Previous episodes: https://alltheleads.com/podcast
Interested in Probate Leads? https://alltheleads.com/probate-leads
Get Certified with the Probate Mastery Course.
Thanks for tuning in, and don’t forget to subscribe for future episodes!
Episode Topics:
00:00 General Updates and Probate Foundations News
18:54 Making The Most Out Of Your Cold Calls
27:19 Probate Prospecting In Colorado
36:59 Are Probate Leads from All The Leads currently in Probate?
38:57 What Percentage of Leads Have Real Estate Involved?
Be sure to check out our full Mastermind Q&A Playlist
Looking to hear prospecting tips in action? Check out our live role play series
--
Support the show (http://www.facebook.com/groups/alltheleadsmastermind)
Welcome to the Probate Mastermind Podcast. These episodes are recorded live once a week and are hosted by the AllTheLeads.com coaches. Agents, investors, and wholesalers join the coaches each week for everything from marketing tips, sales, psychology, live deal analysis, transaction engineering, advanced real estate strategy and personal development. You will learn to get more listings, more deals and find financial freedom by listening to these episodes. Be sure to catch show notes at AllTheLeads.com/podcast and join our free Facebook mastermind community:
https://facebook.com/groups/AllTheLeadsMastermind Welcome to our spectacular agents and investors from across the U S and maybe Canada, who knows. We, you know, we may be international and not know it. Uh, today is Thursday, April 21st, 2021. And this is mastermind podcast, number 324. Um, waiting for Tim to arrive. Why we got five in the queue now. Great job guys. Um, Bruce and I are both on the call and it's a full queue, so we'll get right to it. I do have two quick items I wanted to share with you all. We going to. Uh, bringing back a feature that a lot of you have asked for, and that we have done before called ask the expert. So the, the first Thursday of every month, and we're going to start it on June 1st, we're going to try to get a guest to come in and we'll interview them for the first half hour of the call. Um, if any of you guys have any recommendations, please, somebody you're dealing with somebody who you think most of our subscribers would benefit from dealing with. It's gotta be somebody who is, um, Either able to operate nationwide or at least has some good advice for everyone. But I think for the guest's benefit, it would be good. Somebody that had some kind of a nationwide service that we can all benefit from. So if you do have anyone that would be like to be our first returning guest for ask the expert, that's hard to say three times real fast to ask, ask the experts. Um, just, just email me directly, Jim, at all the leads.com. Um, my second thing, the, um, uh, Tim and I and Bruce are getting together next week, uh, next Wednesday, Thursday, Friday. And we're going to have a business meeting in cocoa, our headquarters in cocoa, Florida. If any of you have any ideas, things that you would do if you own the company, um, send them to me also, we're we're all, some of our best suggestions changes have come from our subscribers. So likewise, just send an email to jim@alltheleads.com. And I heard a lot of noise there. I think that was Tim coming on. Um, Bruce, you want to give a real quick, uh, overview of foundations please? Yeah. And Tim normally makes a lot of noise when he enters a room. So you guys can, uh, just, just, uh, ignore that some of that noise that you might've heard very much. It's usually not a lot of noise. Just getting out of just getting out of his chair is, is usually a racket. But yeah, I will tell you guys, we've had a, an amazing, um, a really great week, um, in foundations. Um, I, I, we probably had, um, Over maybe just shy of a hundred, but definitely over 90 people that registered and attended and are watching the replays of the foundations. Um, a bunch of people have registered for the foundations that we're doing in two weeks. And we even have a bunch of people that have already started signing up for the one next month. Um, a lot of repeat, um, but a lot of new people as well. And, and I think that this was one of the best ones yet. I went in, not if you took it. A month ago, um, come back because I've read, done some content and I'm adding more and more in, and, uh, we're trying to keep each session to two hours. So four hours total between the two days, that's pretty tough. So if you're showing up expecting to get out at two hours on the dot after Q and a, and after we kind of rift through some advanced level stuff, um, you're probably going to be in with this for at least two and a half hours. And, uh, everybody staying is the beautiful thing everybody's staying in. So it's not a garbage class. Um, uh, please, uh, sign up for that. And even if you're a, non-subscriber, it is now open to you guys. Um, there's a way to register, just watch for our, um, our emails or call our sales team and ask how, how you can register for that. If you're a non-subscriber are you using, are you using that as your slogan? It's not a garbage class. Is that it? Um, it's the world's okay. Probate class. So that's the official slogan. Well, that's excellent. Great marketing and marketing is a part of the foundations class. So if you want to know how to market yourself as just an okay investor or an average agent, um, show up to foundations. And if you don't know I'm joking, please, uh, please check your, uh, check your sense of humor. Yeah, I would just like to add one other thing that's to add that and talking to customers over the last week, week and a half, uh, one of the things I'm hearing about it is that it's very relevant. It's very quick moves quickly. They get a lot of what they need and they can move on and apply them really quickly. And that's all good news and it has been very, very rewarding. Good feedback. It's really something that you should be able to apply. Everything that we teach you in that class, you should be able to apply it in the first 30 days that you're working in the probate niche and have your business up and running. And it's designed to get you closing business quickly, as quickly as possible. We still established some really credible, um, expectations so that you know what to expect. And there's no, um, disappointment I've run into in the past. People that were disappointed that that maybe they didn't get business and week one or month one, but then when they stuck with it and they got to months three, four, five, they started seeing massive returns on their business, but they needed not only the skills, but they needed the appropriate expectations. And that's what we drive home really hard in that class. Awesome. And Bruce, if you would just let again, remind everyone that you're a subscriber it's free. If you would like to try it. Some people just feel like they need to know everything before they do anything. And we discourage that, but it's human nature. And if that is the boat you fit in, um, it is ridiculously inexpensive. If you're not a subscriber and you want to take it. And, um, I, I believe Bruce you'll you'll someone can take it twice, right? If they, if they're not a subscriber, they can take, if they are a subscriber, they can take it as many times as they want. If they're not, and they want to pay a very small fee, they can take it twice. So there's, there's a tremendous opportunity to get comfortable. Go ahead, please. And you can, if you take it and you say, man, this is, this is amazing. Now it's time to turn my probate leads on. We'll give you a discount on your, on your next month as leads. So take the class. Um, you make a good chunk of it back when you do sign up and start getting leads from us. So it's, uh, it's just, there's every incentive to at least sign up and take the course. Awesome. All right guys. Well, we have five in the queue. We love participation. There is room for more it's star six and hit one. And first up this week is phone number ending in three, four six zero. You're up first. Hey, good afternoon, cliff Bowman, Austin, Texas just, uh, did the probate mastery about three weeks ago. Try and get my wrap my hand around just some very basic questions. So I'm trying to figure out when I, when I call my circle of influence and if I made 10 phone calls, I typically only reached two or three. And I'm assuming that would be kind of the same statistic is, is when I start calling the leads. Is that, am I kind of hitting that on the nail or that's the first question of about three or four? Well, let me let you have the other one's written down or do you want to roll them out and let me address them. The first question, the second question really was, is there a window of time that's been a more successful window of time or reaching people. And then probably the third question is in Texas, at least at Coldwell banker, they've discouraged us not to call people that have a do not call. And I'm seeing that more than likely they're probably in these leads. There's quite a bit of do not call and do people just go ahead and call those numbers. And, uh, Bruce, I'll let you handle all of those please, but I, I D I wanted to clarify one thing, cliff, you said when you, normally, when you call your note, normal leads two out of 10 answer, but you haven't actually started calling the probate lead yet, correct? Oh, and I haven't paid for it. Yeah. I'm just talking about my circle of influence. They call it SOI. When I just trying to reach out to. People would know me in the past, probably every 10 calls. We only talked to two or three. And I'm assuming that probably is the same ratio is if I were calling the probate lead. Okay. Fair enough, Bruce. All right. So, um, uh, first off, uh, uh, let's, uh, let's try to get that ratio of answers on your sphere of influence a little bit. I'd love to push that to 50%. So you want to know how catch up with me off, uh, off, uh, uh, class. I'll give you some, a couple of tips on, on that and not to patronize you or condescend you, cause I'm sure you've been doing this for awhile. I usually get around, um, 60, sometimes more percentage of my sphere of influence to answer, uh, or, you know, at minimum every now and then they don't, but they'll call me right back. So it's usually usually higher, um, probate. It's about 20%. Um, in the first month, generally I divide people into two overall categories. The first category is the type of person that's going to answer or return an unknown number. Um, and the second type of person is the one that does not answer and return an unknown number. I just got fussed at earlier today for being in the latter category. If you call me and I don't know your number and you don't leave a message, uh, you probably aren't going to get a call back and that's terrible for a realtor. Um, you guys can scold me offline please, but, um, but I just fit in that second category and there's a lot of people. I think it's about 80% of people. Don't answer a return and unknown number, the 20% do. So in the first month I'm looking for around 20, maybe 25% of my list to engage with me in some level of conversation. Um, oftentimes that happens on the first call, uh, sometimes, uh, the rest of that 25%, 20, 25% answer on my second call. Um, so we teach you to call it at least one time each month. Um, I kind of prefer if someone has the bandwidth that their first month they do two or three calls and that's where you're going to catch your 20, 25%. You're going to have some kind of a dialogue with them. And then 75, 80%. Probably aren't going to, um, aren't gonna gonna answer for several months. So you're going to be calling them and leaving them voice messages, sending them letters in generally around the fourth month, you start to get some engagement out of that, that 80%, um, cause they know, you know, they're starting to get into the window of time where they're ready to sell a house. They've gotten your marketing, you have a brand and some credibility in their mind. So that they'll start to call you back and answer the phone around that third or that fourth month. Um, and to repeat myself month, one, 20, 25%, somewhere in that range now, um, the best time to call, I want, I want everyone to just toss what you've learned on the best time of day to call out the window during COVID time. And I'm not sure if that's ever going to go back, um, studies from MIT.
Show that between 8:00 AM.
And 10:00 AM or between 4:00 PM and 6:00 PM are technically the better times to call. But the problem I clarify, and I don't know if you've experienced this or not. Um, sometimes you're not the best there. And so I would rather call when you are the best or you are the most, um, consistent.
And if eight to 10:00 AM is the time when you're the worst, you're the grumpiest. Okay. You're least likely to be consistent, call it noon, which is statistically kind of a bad time to call, but I, I don't really care as long as you're good and you're going to do it consistently. Um, and then of course, um, now that everybody seems to be working at home, um, you're catching people at all times of the day. So I encourage someone to pick a 90 minute window every day, three, four, five days a week, and call during that 90 minute window every day. And if, if you're not able to get people, you might throw in an extra 30 minutes, um, and. And an opposite time of the day to try to catch some of the people that aren't responding. Beautiful. And so obviously, do you leave a message or you typically just hang up after the fourth or fifth rings? Um, it depends on how many times you're going to call them. Um, if you're going to call once a month, let's say month one, you call, um, and you're not planning to call anyone that does not answer. You're not planning to call them back for another month. You better be leaving a message on that first call. Um, if you are planning to call everyone who hasn't answered back, uh, answered if you're going to call them again and a couple of days or a week, um, you can skip the first message, I think, um, as long as you hit home again, a few days or no longer than a week later, by the time I get to that second call, if they haven't responded to me, I'm going to start leaving messages at that point. Gotcha. Okay. Yep. All right. Any questions on that before I go to the DNC? No, I'm good with that. Okay. Good. All right. DNC. This is, uh, how many disclaimers can I add here? All right. Um, I'm not a, this is not legal advice. This is not financial advice. I'm going to give you a couple of different ways that some people look at it. Um, some people, uh, just flat out they're working for a brokerage that says you're not going to call the DNC list. Um, other people have told me that they've been advised legally, okay, this is, this is a, uh, uh, a major. Point of contention, depending on who you talk to. But some people say that if you're not calling and actively selling something, um, you should be able to call the, do not call list. If you're offering a service. I don't know if that's the answer. Um, I can tell you that a lot of people that are out there that have a, a probate list, they're looking at the risk and reward and the risk of not calling everybody is that you're not going to make any money. And that's pretty much a guaranteed risk. That's a black. Now the risk of the risk of calling everyone is that you might get dinged. And if you do, it's going to be painful. Um, but it's a ma it's a maybe. Versus a guarantee. So, um, the people that, that call say, Hey, I'd rather, um, I I'd rather play to the guarantee that if I don't call them, I'm gonna lose potentially hundreds of thousands of dollars. So I'm going to call everybody and I'm going to delicately offer service and not give a really, really hard sales pitch because the hard sales pitch is what pisses somebody off and makes them turn you in. If you don't, then it's unlikely. They're going to get mad. And I think CGM had something he wanted to throw in there as well. Yeah, I was just going to add, we've heard from attorneys and in our clients have told us that they have had, again, talk to your own attorney. We gotta be super careful, but we we've heard, uh, that when someone agrees to be the executive of the state, they're agreeing to have their information put into public record. So it's pretty hard. It, it's probably more difficult to say, Hey, I agreed to do this, but I didn't want anybody to contact me regarding it. So I, I think if there is great risk, it's probably considerably less than calling a physical written expired, you know, that didn't volunteer to, to work with people interested in the property. So you're going to factor all that in, but it's just an extra consideration and I wanted to point out. So the other thing that you want to think about is who's actually, um, who was actually threatening you. And you've got the FTC who is the, the government entity that, um, that generally pursues cases as the government. And they're typically looking for call centers that are consistent violators that are just spamming people. Um, and then sometimes you have lawyers and some of those lawyers are, are essentially going to say, Hey, we'll keep this off of the FTC radar, if you pay me. And, uh, it's, it's good to be aware of what you're dealing with. Sometimes it's the lawyer that is the, uh, the harder one to deal with. I don't think we've ever had any of our subscribers get dang. I have known a couple of, um, large like statewide real estate teams that have gotten fine. Pretty good. Um, normally they're making millions of dollars in that $30,000 fine that they pay they're considered a cost of doing business. But I have known a couple of people that got, got hit, just none of our subscribers. So there's repeating, this is not legal financial accounting. This is, this advice is not really advice at all. It's just a couple of ways of looking at it. And let me, let me, let me weigh in for just one second and, and state a, a politically correct answer from our corporate standpoint. And they both said the same thing. We can't tell you to call them. And certainly we're not going to do that. The issue is that as, as both Bruce and Jim said, you got to look at risk reward. The reality is there's a lot of books. The book says. If you're on the do not call list and you get a phone call, you're liable for a fine of up to $2,500 per incident. The issue there is that, you know, a onesy twosy, uh, is not who the big boys are getting chased by. However, having said that you need to make your own decision about this, be familiar with the law, uh, you know, look it up. It's on our website. We give you links to it. We encourage you to be familiar and make your own choices. And we are not. And I'll just repeat this straight up. We're not encouraging you to do this or not do this. And I would, I would add one other thing to what, uh, what Bruce just said, saying that you won't make money if you don't call them. Uh, you know, that's, that's a strong statement to make. We have people. No, it's, it's, it's, it's very, very true. I mean, it's, that's a, it's a strong statement, but it's right on target because. There's a lot of DNC phone numbers out there. Well, sure there are, and they're more, they're more all the time. And the real challenge here is this, that as Bruce also said, if you accept the, the, uh, authorization as a PR for an estate, you're bound legally to accept, uh, incoming, not necessarily calls or anything else, but you're basically putting yourself out there as that person to settle the estate. So if, for example, I was calling and I had a claim against the estate. I'd done, you know, I had a mechanics lien against the house or a contractor's lien or anything else. That's there. You got to take those calls, you got to get them. And the issue is if you're not prospecting to sell something, that's a different story. I mean, if you're just gone to, you know, shoot the breeze with Billy Bob and you have to get a number that's on the do not call list. So there's nothing Billy Bob can do about that. It's advertising solicitation. So just be familiar with the law, making your own choices and let's move on with that. I think we've covered that, but I just want to be sure that. You're aware. We're not saying, Oh yes, go make these calls because that would be inappropriate for us to do. Beautiful. Okay. Well, there was a couple more parts of this. Did we answer all the parts of your question or no? No. I think you've really covered the majority of them. Okay. Bruce, anything else to add? No, I don't have anything else. I'm sure. I'll come up with something here in a few minutes. Okay. Well, we gotta, we got a full queue. Thank you, cliff. Next up is phone number ending in eight zero six six. You're up next? Yes. Hi, my name is Beth and I am an investor agent and I just wanted to first start with some success stories. I have two listings, um, through probate and, um, really what sold the deal was the, um, Is, is your house vacant. And have you talked to your insurance company? And they immediately knew that I had some more information about the probate process than other agents and that made a big difference. And then, you know, I followed up with the email with different other resources and, um, they were just, you know, they're, they're contacting the business owners and they're happy because they're getting referrals and it's just, uh, a great process. So I really appreciate the training that I got from you guys. So thank you so much. Hey, thank you for you. That's great. Congratulations. You said you had two, were they both similar circumstances? The insurance got both of them? Uh, no. The second one actually, um, was. Uh, a friend of mine is a home healthcare worker. And, um, when the, uh, mother passed away, she let me know. And then the father has currently been moved into an assisted living, and now they're ready to put the house on the market. So, um, the home health care worker was a great a referral partner because she obviously knows the situation and we're actually getting the house on the market before, um, her father passes away because she's got power of attorney. So that's great. Yeah. Yeah. So that was a yes. Yes. Can I make, before you ask, I know you probably have questions as well. Can I make a couple of points to what you just, just brought up? Absolutely. The first is if you're an agent or even an investor, you need. To be talking with your sphere of influence about this niche and specialization that you're, you're engaging in. You need to be talking with those people because so many times they're going to be many of them. I'm going to venture to say at least 5% per year of the people that you know, and, and are already communicating with, are going to go through probate or be really close with someone that is the PR going through probate this year. And it, it's not, it's not just 20, 21. It's really every year. Um, every time I bring probate up to people that I know that I always hear, Oh yeah, I just went through it last year. I just went through it two years ago. So it's probably a lot higher than that. And, and we're, we're starting to talk about some things that, that are outside of just our leads. Our leads are, are amazing, but you need to be, um, need to be meeting the home health care workers. You need to be, um, talking to your sphere about this niche that you're in, because they don't know anyone that specializes in this, your competition is out there going, Oh, by the way, if you know anyone that needs to buy or sell real estate, I'm never too busy for your referrals. That's what your competitors are saying. And that doesn't stick in the mind of the person that you're talking to. But when you talk about probate and helping families that sticks, and they're going to, um, they're going to think of you when they know someone going through that exact situation. My second point. Was that if you like, a lot of our subscribers had ignored, the fact that the second deal you just described was a surviving spouse. Um, you may not have gotten that business. And so many people say, and I know you're not saying this best I'm using your example is a teaching moment. If you're someone that's working in the probate niche, and you're saying, Hey, I don't want to talk to surviving spouses. You would have missed the deal that best just got, because surviving spouses still sell. They still move. They still downsized. They still go into sometimes hospice or, uh, or they move in with family members. There's a lot of business there and a lot of help that you can offer to the families as well. And that was a really long winded. I apologize for butting into the middle of your success story, Beth. But I knew I was going to forget those, those teaching moments, but I didn't. No, that's great. And, and I'll just follow up to, um, as soon as I got home from my appointment, I crafted the email with all of the people that we discussed. I told her at the appointment, don't, you don't have to worry about writing any of this down. I'm going to send you an email. I'm going to copy them all on this. So they get it and then they're accountable as well. And then I'm following up with them, you know, um, separately, just to make sure that they're doing what they said they were going to do. But, um, that was a big relief for her that she didn't have to worry about making the phone calls and the business partners reached out to her, um, which also made it easier for her as well. So, um, that was a huge tip of send the email, give the contact information, but copy their referral partners on the email because then the ball's in their court. It's one less thing that you have to do. Absolutely. Great. Great job. Great job. Okay. So a couple of questions about, um, yeah, so as I'm going through, um, the probate list, just a couple of questions. I am seeing that there are probates that are being filed in my County, but all of the properties that are owned are outside of either the County or the state. Um, and I'm, I'm not quite sure when that, why that happens and how that occurred. Um, so generally speaking, if there is, um, if there is property in and I don't know, it, it varies state by state as to the level of value that the property needs to have. But if there's property, including personal, that was purchased or owned or licensed in a particular County, you have to open probate in that County as well. So if you're seeing real estate. That is all outside of the County. There there's a likely to either a, they just hired an attorney and the County that, that you're in and that attorney open probate there, um, mistakenly, or maybe they open probate mistakenly in the County, or maybe they own a boat or an RV. And it's licensed in that County. It's it? There's various different reasons that that might come up. Okay. So if I have one, she has three properties in West Virginia. Um, would that still be something that I could, you know, still, you know, reach out and say, Hey, if you need a referral to get, you know, to help you with the properties in Virginia, because she doesn't live there, she lives here in New York. Um, would that still be something that you would recommend? Okay. Absolutely. If that's, I was just going to add to remember if she's. In your County there, even if there's no property to sell there, it is a referral to West Virginia, but remembers, especially with three properties, she's when they sell, you're talking to somebody that probably is going to have inherited hundreds of thousands of dollars. Maybe, maybe much more than that. She could be a potential buyer. You know, she may want to list her home and buy a nicer one. She might want to buy some investment property. The fact that she's local don't, you know, that doesn't exclude her from being a client for you. Perfect. And then the second question is I have another one, um, there's four properties, 1.7 million. And um, one of them happens to be listed. Um, it's in New Jersey though, not in New York. So I feel like that's a little delicate, but I, I wanted to get some advice on, um, reaching out because the other property there is one closer to me. And then there's also one in Pennsylvania. So. Well, I, if I send her, if I send them, Hey, you know, information, um, but one of the properties is already listed. Am I, um, in conflict with another real estate agent? Well, not on the one that is listed you are, but if they're not and they choose to, I mean, you can list a property with one agent for one and another agent for another. You don't have to do them all the same, but also you mentioned that you could look at it as an investor and you can certainly start the dialogue there if you want to look at it delicately. Okay. Sounds good. And then lastly, I did find a property that, um, it's actually a neighbor of mine that was listed in the probate and they're not, they're not listed as the owners. And I'm just wondering if that's a hiss, maybe historical owner that still has some ties to it and some sort of file somewhere. Um, yeah, it was weird. Are you saying, you're saying that your neighbor owns the property, but they don't show up on it. They own the property verse on the tax record, but when I pulled it up in all the leads, it shows that it's owned by this person that just passed away. Okay. And have you spoken with your neighbor? I did. I said, Hey, how's it going? And they say they own it free and clear. I did not ask that question. I did not ask that question. I was trying to find out if maybe it was a father-in-law or something that had passed away and he was holding the note or I don't know, you know, you never know. And it, the name, how is it? That is the house that the decedent left and your neighborhood or in that house somewhere else. And your neighbors are the new owners. No, it's right down the street from where I live. Okay. Got it. Got it. Yeah. Yeah. And you checked the back records and it does show, it does show what we sent you or it shows that your, your neighbors own it. It shows that the neighbors own it. Interesting. Yeah. I mean, it's hard to say it could be, did you see a recent transfer to them? Did you look at the sales history to see, you know, when it might've moved? No, I didn't. I didn't dig into it. That, that far, I mean, there was two other properties associated with him, so I'm still gonna reach out. But, um, I just thought that was interesting. Well, that looks interesting only because it also might be that there's a lien on it that, that doesn't show up somewhere. But I would go look at transfers and see when it lasts, transferred, and potentially that's the person that sold it to them. And, and maybe it was very recently did it right before he died or whatever, you know. Yeah. Yeah. Interesting. Okay. That was it. Hey, Beth. That is great. I, I want to backtrack just a little bit. It's kind of non at me the one that has the 1.7 million. I think I would not wait for a letter. I think if they got four properties worth that much, I think I'd pick up the phone and call them. And if you're, if you're uncomfortable about one of them being listed, just reference the one that is near you, that isn't listed. I, I would, yeah. Um, I'm, I'm very leery about it because New York right now, of course, has this do not call associated with an executive order. And it's very, very serious. If, if we get, we get challenged on it. So, um, I, you know, I may, I, what I may do is reach out to the listing agent of the property that's already there and see if I can get, you know, like, I don't know it cause he's in New Jersey and maybe get a referral. So. You could do that, um, another, that you should do on your letters as a realtor. And I put this on, all of my letters is, um, down at the bottom of the letter and the footer, I always put, if your house is actively listed with the realtor, this is not meant as a solicitation of that listing. So from a marketing standpoint, you should just put that in your letters anyway, um, just to avoid any of that, um, potential realtor code of ethics violation, drama that happens. Um, but, but ultimately, I mean, maybe you go do a, a door knock if they're close, or maybe you, um, you, instead of mailing them, uh, a standard business envelope, you put a personalized letter into a FedEx envelope or a USP S priority mail envelope, um, and just give them something a little bit more custom, um, which is, has a higher likelihood of getting open. Okay. Yeah, I'm using another service for my real estate business called send-out cards. I don't know if you've heard of it, but, um, it's, uh, it's extremely powerful, um, because you can customize it and, um, it looks like a greeting card, um, and it gets opened all the time. So I may, I may try something like that as well. So I appreciate the feedback, just so you know, also, we also do the exact same thing that you're talking about doing, and I don't know, we don't talk about it a lot because we focus on letters, but we send out thousands of cards a month as well, and we'll do it right here in merged lists. So if you wanted to use a card approach, we can certainly talk with you about that. Okay, great. All right. Anything now with, uh, New York state to, you know, get something opened as critical. Nice are as to when they're taking it off. Are they still thing now? It's October. Is that what the last I heard or something? Hmm, no, it's March 29th, sorry, April 29th. But every month it kind of gets extended and it gets extended and it gets extended. So right now it's through April 29th and then hopefully we'll hear that it's been lifted and if not, then we'll proceed as we have been. All right. Well, keep us posted as well. And we, we monitor that pretty heavily too, so great. All right. So much better. You are, you are currently in first place for you're in first place for our winner of the week with all those wins. Congratulations. Great job. I love it. All right. Next up is phone number ethic in four zero five five. You're up next. Hey, good afternoon. Uh, this is Nick and Sarasota. Um, first off, uh, let me just say I was in, um, Bruce's classes yesterday and on Tuesday. Absolutely. Great. Got a lot out of it. Certainly appreciate it. I learned a lot and I spent today kind of on the, uh, first day two was about the phoning and calling and all of that. So I spent a little time this morning getting together the, uh, my approach on the phone and piecing together everything we've talked about to start getting on the phones. So my question is, um, I am actually on a team and the subscriber, uh, is my team leader here who has been, uh, receiving leads for quite a while now, probably at least. Uh, a year. So my question is I'm new. I'm getting ready to start this. I'm getting ready to attack these leads. What do you suggest? I should start with the most recent, because he has a letters going out every 30 days. I mean, how far back should I go? He hasn't worked in the lot himself, just looking for some guidance on which ones I should start dialing on first. You know, I would probably, um, take two lists and, and run simultaneous. I'd go back to the sweet spot of the bleeds. And the sweet spot is really that, um, Four to eight month window. I probably wouldn't start at eight months. I might start at four months. And, uh, and then, you know, don't leave a big gap in time before you also start calling the newest list as well. So I kind of bookend it, starting at maybe the fourth or the fifth month and the first month. And then I'd worked toward the middle and, and meet in there. So today I might call month five month, one tomorrow month, four, the next day, month, two, the next day. And then, and then end on month three, and then you can go back to the older leads and start working those as well. Um, but I'd start with five and one. And that's just kinda my, if you ask me tomorrow, I'll change my mind. Um, so don't ask me tomorrow, just do that. Okay. So to start with, uh, let's just call it December leads if he was getting and then do you know, and then do this month and then go to January and then sort of back and forth like that. Yep. Yeah. And don't forget when you, when you're making no forget when you're making those calls to refer to the fact that, you know, you said your team lead is making sure the letters get out, make sure you refer back to those letters and say, you know, we sent you a letter back so-and-so and you know, that you're aware of that, that gives you a warm intro or a warmer intro to that call. Don't lose sight of the fact that you're following up on that mailing. That's the best way to do that. Okay. Okay. And Nick, how many, how many, how many months is your team leader? Mailing? Is he doing three months and that's it? Do you know? Uh, I think he, I believe he does three months. Okay. Cause I just wanted to add something to that. If you can get him to, you know, to just spend a little bit more, you may want to go back. We do have a six month letter. Um, you could go back on everything. You know, four months to a year old, run it through probate, plus see which ones haven't sold yet and send them letters, send a six month letter, and then you could follow up. Hey, you've been getting letters from us. Matter of fact, we just sent you one a few weeks ago and follow up on it that way. And it, if he, if he chooses to run it through probate plus first, he would only be mailing to the ones that haven't sold yet. That can be a really effective technique. I'll tell you personally, I love working these myself for buying and flipping houses. And I find, I usually do one to two year old leads. And you know, if you're working six months or older, it varies by market, but probably 80, 70, 80% of them going to be sold. But the 20% that aren't probates over, they're going to be ready to do something and you're going to have zero competition. I have people tell me all the time, you know, my phone, you know, I was getting all kinds of mail and I was getting calls. And honestly, you're the only one that's even contacted me in the last six months. You know, they've thrown away all those old letters. So now you're the only game in town. So the fact that, you know, a lower percentage are still gonna be available is more than offset by the fact that you're going to have very little competition. Makes sense. Did we lose you? I love his caller ID. It's best real estate. You still there in it. Hi. Can you hear me okay. Oh, I guess, I guess Dick's voice changed dramatically. Uh, well we hope we ha we hope that got that message and it looks like our next caller jumped in there. Phone number ending in two, three, seven, eight. You're up next. Yeah, apologies to Nick for bumping them off. If I did, I am Nancy, Brooke, and I'm with billings best real estate. That's the name? Um, I just got started with this. I had a team member a year ago who was working leads and she left and wasn't really very engaged with it. So I thought, you know what, I'm going to give it a shot. I just have to tell you, I mean, I'm not afraid of making calls at all, but I just felt so awkward with I've made one call yesterday and the guy didn't end up having property. He was nice enough. So, and I guess what it is is maybe just lack of competence. Like, Hey, I have all these sources, resources to help you. You know, here I am. Um, it just, the whole thing felt weird and I just, I don't know. I just needed a little bit of help to kind of get it for my, um, reluctance. Sure. Um, Bruce and Nancy, do you have a conversation hook that you, uh, that you, that you deliver in other words, the question, um, that you deliver after you describe your service? Well, what I used, I basically used the script that, um, you guys provided and I guess it was the, um, USP that I used. So, you know, basically I can provide a service to help you and families in the community. And, you know, just wondering how things are going with the probate process, that kind of thing. So that's what I said, but I just didn't have, I mean, he was nice. He was fine. And he engaged in a really nice conversation with me, but I know if it would have been anyone else, it would have been a little awkward. Well, you call, you want to kind of have a conversation hook at the end of it. And, um, if you haven't gone through foundations joined foundations next time, because, um, and this is, I spend an entire day teaching this dialogue outline and, um, it's not a script. Um, there are a couple of single line scripts that I teach through the process, but, um, but it's really kind of a format for your call. And, um, one of my favorites that I like to deliver, and I want everyone that listens to this to understand that you don't want to deliver this if you're not fairly comfortable handling their answer. But when I get to the end of the value that I, that I present, I'll say, should, should I assume that that so far you have everything handled in your process? And I just go ahead and give them the objection right up front. Cause I know that nine times out of 10, that person that needs me, they need me, but they don't want to admit it because they don't know me. And uh, and I'll go ahead and say that. And, and then that person, all of a sudden feels no pressure. Like it just lifts the pressure off of their shoulders. They're like, Oh man, now I have to, they don't feel like they have to come up with an objection. Um, you'll be surprised. The number of people that say, no, I don't have it handled well, I, I shouldn't need to teach anyone a script or dialogue if someone says, no, I don't have it handled that that ought to be, uh, an appointment for you. But if they come back and they agree with you, um, then you, um, you validate them. Say that that's great. It sounds like you probably, weren't really looking for a whole lot of help today. Right. Get, get kind of on their side. And then you go, you know, later down the road, when probate is kind of all said and done that personal property and that real estate that that's in the estate is that, is that stuff that you're kind of thinking about holding on to as a family, are you guys thinking about selling that? And so suddenly you've built this dialogue approach that actually plays to their natural tendency to resist. And, um, and when you've gone through this and come to foundations and go through it, when you've gone through it, it just makes these conversations so easy. Um, and personally, I would rather give them the objection that I want them to give me, then give them an open-ended question and have them say like an open-ended question might be, um, what's been your struggle in probate so far and they say nothing. That's hard to get around. Whereas when you're in control of kind of feeding them the answers that you want, that's where your conversations become really easy. So you've got to sit down and think about it and kind of craft your conversation a little bit and craft, um, craft it to play to the, the natural tendencies that people have. Um, and it's going to take you a couple of hours to get that through a class, but, but join next time. I'm not just sitting here trying to shove foundations down everyone's throat, but, um, crafting a dialogue is my favorite topic in the world to talk about. And it's fair. I'm going to shut up. I'll go forever. Is there a recording of the last one? Um, so will we send the recordings to everyone that's registered, but if you go in and you register for the next class, I'll make sure that, um, if you can't make it, we'll get you the recordings. And by the way, the dialogue days, the hardest to record. Cause we do break out sessions and I can't record the breakout sessions where people are practicing. Right. Um, but uh, email me, email me separately and we'll work on getting you into the class. Um, and, uh, and, and maybe doing some, uh, uh, private trainings. I do kind of promise that people that attend that they're going to be the only ones that get it, but I can do a private coaching session with you and work through that. Okay. Well, and I just, I don't want to wait, you know what I mean, if it's going to be a couple of weeks because I sent out my letters last week and I mean, even if I flubbed a little bit, I mean, you know what I'm saying? I don't want to just put it off and. Why don't you go? Why don't you go to your email, um, uh, now, or as soon as this call's over and just send me an email roofs@alltheleads.com. I'll make sure that I, that I get you booked into a call and we can kind of build that out privately. Okay, great. All right. Thank you so much. I appreciate it. All right. Awesome. Thank you. Well, we have a ten two in the queue and about 10 minutes left. So that should take us up nicely to the top of the hour. Next up is phone number ending in seven one four one. You're up next. Yay. Thanks guys for taking the call. Um, my name's Larry Smith. I'm in a, uh, my question is, uh, working, uh, probate leads remotely. I live in a small mountain town in Southwest Colorado, so I'm licensed in Colorado, but I'm also vices. In Texas and looking at the probate issues in Colorado, and the fact that I live in such a small remote area, it just, there's not enough leads to make, make sense of it. And I'm intrigued by working the Texas market where I'm from and wanted to know, you know, is that possible or is there any agents actually doing that? And if so, what's, what's the pitfalls and the best practices, loaded question. No, not at all. Hey, Bruce. I, I w I wish I could remember the person's name. We do have, we, we have multiple agents doing that. There's one in particular. Who's in Colorado and he's working, uh, the Tampa area, Southwest, Florida. And I, the last week, last week was on the call and he spoke, he was doing three times as many deals in Florida as he was where he lived. So it absolutely is possible. Uh, any advice for him doing it remotely? Uh, Bruce, I mean, the one thing I would say is obviously fine. Boots on the ground. Uh, Larry, are you primarily a realtor and investor or both? Oh yeah, yeah. More of a filter, but, uh, I'm getting my toes in the investment side and I've got infrastructures that could partner with me. So just a situation where I could go either way, depending on what the needs are of the, uh, of the client. Fair enough then you probably, if in your licensed in Texas, so you probably, if you could, if, if real estate is your strong suit, I probably would start by looking for an investor that would be your boots on the ground and just make it real clear to them. You know, some of these I'm going to list some are going to be good deals for you, but I just need somebody on the ground to go by and check out the house. You, you can. I mean, there are one thing I recommended to app called prop stream, and there's a lot like that where you can get really good valuations without seeing the house. I mean, you can Google and see the outside. You can see pictures, you can get the value down, you can talk to the seller and determine that it's a deal. And then you just need boots on the ground to just go make sure the pictures are accurate and make sure, you know, the interior walls are standing back out, uh, that if you, if you compliment, compliment your weakness, which is the investment side of it with your strength, which is being a realtor, maybe, you know, try to find an investor with boots on the ground. I interrupted you. You started to say something. Yeah, I was just getting it. Just mentioned that a mama also MLS a member there too. So turns a great tag, perfect property, stuff like that. That's not going to be a challenge. It's just my, my thing was, you know, how common is it to have a face to face. With a family representative, that kind of thing, where that would be my challenges. I know, I know Bruce. Sure. I know Bruce has a, an answer that he wants to add also, but I, I would tell you that you remember a large majority of these executors are not local anyway. So I think that's probably with probate. Um, it's probably the rule rather than the exception. You don't meet the people in person, you know, so that's not unusual. And Bruce, you had something to add. Well, um, it really kind of depends. You need to craft your, um, your answers and have, and present them with confidence. And anytime you present your process with confidence, they're typically going to go with it. If you, if you go, Hey, you know, um, I know you probably want to meet me, but I can't quite get there. They're going to feel like there's something wrong with that. But if you just say, Hey, great. Um, basically my process is, um, we do a quick zoom conversation. It's about 10 or 15 minutes. We discuss your needs. And then I'll send one of my team members over, take a look at the house. Um, we'll give you a thorough analysis of what kind of, um, price we can get for you or offer that we can make you. Um, when do you want to do the zoom? And suddenly you're completely off of the hook for, for being that guy that they're expecting to show up at the house personally. No. I would have someone that can go check these houses out for you, and I'd probably pay them a fee for maybe an interior broker price opinion. So pick somebody up that could do that, can go check houses out and do a detailed broker price opinion for you. And you might be dropping them a couple hundred bucks to do it. But, uh, and I wouldn't do that until I've had the zoom meeting with them and had a very high level of confidence that you were going to get the deal. And if you don't want to pay a couple hundred bucks for that, maybe you make them a co-listing agent and you give them 50% or 30% or whatever of the deal when it closes, you know, what occurred to me also, also, Larry, you could use an inspection service, you know, go do, go have the, you know, it's gonna be a little more expensive, maybe $400, but you could just, uh, Um, you know, especially if the house is vacant and it's not going to spook the seller, send somebody out to do, to get an inspection report. Exactly know what your numbers are before you finalize the price. A lot of different ways you can go. Cool. Well, I think that answer probably just nailed it for me, so I'll be awesome in that, but that's, that's a perfect answer for that process question. I love that. So good stuff. Thanks guys. Thank you, sir. We always try to come up with perfect answers and sometimes we actually don't. Yeah, exactly. I appreciate that. You too, sir. We have one more in the queue at the ad. Uh, I, it's probably a good thing. We saved them for last fed. You're up last. I was giving you a hard time, cause you always got a lot to say hello, sir. How are you? Solid. Good. I'm well I'm well, thank you guys. Uh, so I have an update for you guys been making my calls, been a little more consistent, the foundation, um, classes with Bruce I've been helping significantly with the dialogue. So thank you. Um, so the update is this, I set an appointment with a, with a, uh, PR uh, it took two calls. Um, she communicated to me that, um, the initial challenge they were having is that they were, uh, the, the mother had not placed the house in the living trust. So that was the initial challenge, but that they're planning on selling in the next two months. So I got the, uh, initially since there's three family members. They didn't know when, uh, when they could meet. So I just said, look, let's set. Uh, because everyone's busy. Let's just, how about we schedule a tentative appointment and then we could always change it at a, at a later time if need be. So we have the appointment for not this Saturday, but the following one. Um, and after that, I made sure to get the PRS email address as well. So I followed up. With her, uh, and sent her a copy of the original letter that was mailed out by you guys. And then I ended that email with the, you know, the whole, uh, just so we're on the same page and everyone knows what the meeting's about. You know, we're going to go through the property and just that whole process so that they don't feel pressure. Right. Uh, my question now is now during the call, I did bring up the vacant policy, uh, and she stated that her brother is sometimes at the property, but not often. So I said, well, you know, let's kind of, uh, make sure that the asset is protected just in the unlikely but possible event that they're squatting or any type of damage. Um, so I guess my main question with this little background story is since the appointment is about 10 days out now, I would like to stay in touch with her. Uh, just to kind of stay in front of her. Is could an approach, what, what do you think the best approach is? Should I bring up the VA, uh, follow up and see if they placed a vacant home insurance policy on the property or they need one? Or should I, um, suggest that I can go play, say no trespassing sign on the property. I essentially just want to make sure that because they could be some other people could be calling. I'm just staying in front as much as possible. Some the most familiar name, or at least one of the most familiar names. Uh, two, two things fed. I would, um, number one is I would send them some information of value. Um, I originally wrote a letter that was supposed to be, uh, one of the letters that I dripped on people. And it was a long form letter that was the five steps to navigating the probate process. Um, it did work. But that's something that I send people, um, frequently after I have some really good engagement, I want to stay top of mind and I'll, I'll do that. Full-size envelope with that. And it's just a custom piece. So that's one number two is you should probably go out and see if there are any good comps that have just been listed or sold in that area. That, that would be really good, especially if it wins and say, Hey, I wanted to call you. I was just, uh, I was just maybe showing houses or just looking at some houses for some clients. And I saw this and I thought of you guys, and I, I wanted you to know, I know no pressure. I know that you're not ready to go list the house or sell right now, but I wanted to let you know what, um, uh, what just sold around the corner, what just came on the market around the corner from you. And, uh, and I was just kind of back to you. So that's just a good excuse. Both of those are good excuses to get in front of them. Four. Okay. Hey, I'm going to be out in the area tomorrow. And I thought maybe since I had these no trespassing signs in the statutes, I could stop by and just put them on the house. Would that be okay with you? That would be another, another option. Got it. Okay. Yeah, I'll definitely do that because I guess when, when I went over the, you know, how in the dialogue that we discussed in the foundations, you know, we kind of usually say our service generally focuses on three main areas, you know, real estate repairs and, um, uh, personal property. So when I went over those particular things, uh, you know, I said, you know, some families, you know, want to take care of it, but they just don't want to be taken advantage of, you know, what we can provide is either a standard. If you want it to just a cash offer, we could do that. If you want us to move to go more, the traditional, right. We could also help with that. She said, well, I would always love a cost offer. Now I do have an investor. Ready. And I know he pulled the trigger and I pulled the comps and kind of saw the activity in the area. So when I go meet with the PR and the two siblings, there's three people total. So she said she's gathering everyone so that everyone can ask me questions that day. Um, should I bring the investor with me, who I know very well and therefore would not circumvent me. They would not go around me. Um, or should I have that meeting first? See where it goes, bring a listing agreement just in case they do want to move forward. Uh, and then perhaps set up, Hey, look, I can bring, uh, an investor to see it. If we want to go to the cash trout. Well, I would, ah, man, the answer to your question, Fred is yes. To all, um, because you could, you could literally, so a thousand different directions and none of them be wrong unless less deliver it in the wrong way. Now there one way to bring someone with you is to just show up with that person with you. So when you confirm the appointment, say, Hey, just wanted to let you know I was going to bring my close friend and a cash buyer with me just so he could give a more detailed number. So if you're going to bring your investors that, give them a heads up and tell them why, if they're, um, if you're not going to bring the investor, get the investors kind of range of values and say, look, um, when you're at the appointment, you just say, um, and I don't, I can't guarantee these numbers, but based on what I'm seeing right now, You should probably be, be between X and X and try to got it. Got it right. To give, give a relatively tight range that you know, the investor would honor. Okay. Yeah. This seems very obvious, but I, if you're going to bring the investor and he's, the poet has a potential of making an offer while you're there, I would start with the retail price first, you know, because you start with a investor offer. They don't like it. You might never get the listing. You know what I mean? You may, you may want it. Yeah. You made a lot of lead with that. They give them their best, you know, depending on what their, their desire is. I mean, if they're just on, on a investor, if they're, if they don't have the time to list it, that's another story. But if they have the option to go either way, I'd probably lead with the retail offer first. And then once you get the property listed or, you know, once they've agreed to list, then you can, you know, you can throw the investor offer on top of it. Got it. Okay. Okay. Um, I'll I'll go ahead and do that. I'll keep you guys posted. So thanks you. Thanks so much for your guys' help. Appreciate it. Great call everyone. And boy, we are doing a really good job of keeping these right at an hour. We very much appreciate everyone that showed up today. Um, I want to remind you all, put your thinking caps on, find an expert that, uh, if you know anyone that you can, we can invite to the June call. I want to particularly thank those that actively participated. And I want to challenge each of you. Take one, thought one idea. One thing that inspired you on the call today, go out and put it into practice and please come back next Thursday and share your results with the group. Have a great week, everybody we'll talk to you. Same time. Next Thursday. Take care.