Probate Mastermind Podcast

How to Introduce Yourself to Probate Leads | #329

May 28, 2021 All The Leads Episode 329
Probate Mastermind Podcast
How to Introduce Yourself to Probate Leads | #329
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Episode Topics:
00:00 General Updates
05:30 Making The First Investment Offer
13:00 Marketing to Stay Top-Of-Mind
26:41 Should I Email Probate Leads?
33:33 Dialers and Voicemail Drops
36:41 How to Introduce Yourself To Probate Leads






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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:

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//facebook.com/groups/AllTheLeadsMastermind Welcome to all of our Superbowl agents and investors from across the country. Today is Thursday, March 27th, 2021. And this is mastermind podcast. Number two, number 329. We do have two in the queue. Now, guys, we've got plenty of room for more couple of reminders. We do have to. Weekly contests. One is probate specific and that is either a contract or a listing that we signed on a probate deal. And then our idea of the week is just anything out of the box, different, any ideas that y'all have to prosper in this extremely strong sellers market. And I don't know if my partners have anything to add. I just want to, it's going to be the time of year where we always remind you guys. I've often said on these calls, that one of my original mentors told me he got what everybody else is doing and do the opposite right now, your competition is going on vacation, or they're thinking about going on vacation. So take your vacation, but don't take the summer off guys. It's crazy. You're going to have less competition. This is the time of year when we also hear every year, which just amazes us. We have people say need to take a break from getting listings because I need to go work buyers. I have a feeling, less people are going to say Texas this summer, but thrive while the competitions are vacation, enjoy your time off. But this is not the time of year to let up Kim anything you'd like to add. Yep. I would like to make a couple comments. One of the, is that as we consistently hear, and I'm sure that. All you guys read, listen, and pay close attention to what's going on in our marketplace right now. And inventory is challenging. Finding, finding things to sell things, to buy and just not allowing the market when it comes on, it goes away pretty quickly. The one thing that is awesome about probate is that every month it's a renewable evergreen opportunity to go acquire property and acquire listings and do the things that we want it to go do in line with that, we are. Closing out our spring and heading into summer. And we've only got a couple more days of may and then it's June and that's summertime. So I have spoken this morning with our sales team. And should you desire to potentially add a county to a county that you have right now, or to up your subscription or do anything that you want to go do? I think you're going to find them to be in a deal-making mood today and tomorrow. And. We're gonna try to end up this month really strong. It's been a great month already and we obviously are like any other business. We try to grow and prosper every month. And we've had many months in a row from what would be considered rec record opportunity and we continue to grow. And it's because of you that we do that. If you want to do that, if this is a time that you've been pondering while Mike, maybe I should add a county, think about this. If the adjacent county to you is one that's of interest to you, this is the best time you're going to find in the near future. To add that county to your list, contact your sales rep, contact us, let us know you got two days to do it. They're on today. They're making deals all day long and we're anxious to get that done. So we want to close out strong. We want to help you get started with the summertime. So give us a buzz. We'll see what happens. Awesome. And as always, you can also, if you don't know who your sales rep is or you're in doubt, just call our main number or send an email to support@alltheleads.com Bruce, anything you want to add? You want any updates on on training that you'd like to do right now? Yeah, we just have another foundations class coming out next week. I'm going to be sending that email out later this afternoon, announcing that and offering the registration. That's going to go to everyone, whether you're a subscriber of ours or we're not a non-subscribers of ours. There is a small fee, very small subscribers. It's free. And if you're not a subscriber and you want to take the foundations class, we'll even give you a portion of it and a significant portion of it as a credit toward your leads. If you want to learn first and get leads after. So be on the lookout. If you're in our system and be on the lookout for that, if you're not in our system, if you don't get an email from me this afternoon, Then it means that we don't have your information. And you're probably going to want to just go ahead and give our support team a call and ask how you can take that. But that's a two day class it's next Wednesday and Thursday

from two until about 4:

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