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Today’s episode dives into reviving aging leads using the Refresh program, with a focus on probate, divorce, and mortgage-related scenarios. Tim, Matt, Jody, and the team share practical steps to update old contacts, re-engage hesitant sellers, and convert long-dormant opportunities into appointments and closings. They break down how the data refresh works, how we can leverage signboards, mail, and targeted outreach to re-activate leads, and how a disciplined cadence can improve conversion rates even when market conditions tighten. The discussion covers pricing, including a substantial discount on the Refresh service, and how this makes high‑value follow‑up accessible to more practitioners. Throughout the dialogue, participants reveal real-world results: average conversations per month, appointment rates, and the speed at which new and seasoned clients respond to refreshed data. The crew also addresses compliance, do-not-call considerations, and the balance between aggressive outreach and respectful, value-first communication. The conversation wraps with tactical tips on prioritizing the most promising older leads, offering services that add tangible value (like cleanouts, probate administration support, and rate buy-downs), and how to structure offers to stimulate action. If you’re serious about reviving stalled pipelines, this episode provides a practical blueprint for turning dormant assets into active deals and for building predictable, scalable success in probate, divorce, late mortgage/pre-foreclosure, and aged-expired niches.
00:00 Introduction and Welcome
01:52 Industry Updates
03:16 Introduction to the Refresh Program
05:27 Success Stories and Conversion Rates
08:55 Challenges and Solutions in Real Estate
11:37 The Importance of Follow-Up
12:45 The Role of Callers in Lead Generation
15:24 Pricing and Discounts for Lead Services
19:55 Legal Considerations for Calling Leads
21:33 Market Trends and Opportunities
22:14 Advertising Strategies and Mortgage Rates
28:29 Handling Ghosted Leads
29:50 Challenges with Probate Properties
31:59 Short Sales in Probate
33:53 Bank Policies on Probate Mortgages
37:15 Creative Financing Solutions
40:33 Company’s Commitment to Client Success
42:16 Coaching and Training Programs
46:24 Challenges in Call Center Operations
50:05 The Refresh Program
51:50 Importance of Client Feedback
52:48 Closing Remarks
Key Takeaways
- Aged Leads Are Gold: Around 30% of older probate records still have unsold real estate making Refresh a powerful way to uncover missed deals.
- Leverage Automation: Smart automation and ISA support help you follow up efficiently and scale your outreach.
- Old Leads, New Appointments: Agents using Refresh are booking up to one appointment a day by revisiting leads up to two years old.
- Know Why Properties Linger: Surviving spouses, family delays, or financing issues often slow probate sales reinforcing that timing is everything.
- Stay Compliant and Consistent: Follow DNC rules, pace your calls, and keep messaging steady for better results.
- Get Creative With Marketing: Use assumable loans, rate buy-downs, and Every Door Direct Mail to attract buyers and sellers.
- Systems Create Longevity: Consistency, structure, and relationship-building keep you top of mind when families are ready to sell.