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Today’s episode of the All The Leads Mastermind podcast dives into how consistent follow-up and automation can turn old prospects into profitable deals. The team revisits the classic 33 Touch model and unveils the new “Refresh” program, which identifies probate leads still tied to the decedent’s name and reopens opportunities most competitors have forgotten. Matt shares early success with his dialing service re-engaging aged leads, while Sheila proves the power of persistence with a 2022 win after 70 calls. Kelly introduces a community probate seminar model that brings together attorneys, bankers, and service providers to build trust and future referrals. The group unpacks why older leads often convert best, from emotional timelines and family decision-making to carrying costs and seasonal pressure, and shows how automation, seminars, and strategic touches keep agents top of mind. Tune in for proven tactics to re-engage past leads, maximize ROI, and stay the trusted resource when families are finally ready to act.
00:00 Podcast Kickoff
00:50 Holiday Touch Plans
01:44 Reviving 33 Touch
03:17 Refresh Program Recap
04:37 Why Old Leads Win
06:44 Handling No Response
08:54 Timing Before Holidays
10:01 Probing Not Ready
12:46 Self Discovery Questions
17:17 Carrying Cost Reality
21:27 Refresh Insights Loop
24:03 Emotions and Persistence
30:17 Branding Through Repetition
30:44 Persistence Pays Off
32:23 How Lead Refresh Works
34:05 ROI and Automation Ideas
38:40 Holiday Touchpoints Strategy
50:46 Wins and Wrap Up
Key Takeaways:
– Build a long-term nurture system for probate and aged leads.
– Embrace the 33-touch framework to stay top of mind with prospects.
– Use the Refresh program to resurrect older leads and move them forward.
– Leverage a cross-functional partner panel to support clients quickly.
– Focus on asking questions to reveal real pain points and motivate action.
– Time outreach around holidays to capture decision making when families gather.
– Measure response and adjust, ensuring you add value rather than pushy selling.