These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!
Today’s open forum focuses on how investors and probate professionals generate leads, stay consistent with follow-up, and turn conversations into closings through persistence, empathy, and timing. The group discusses the importance of multi-channel outreach using direct mail, email, phone calls, and CRM follow-up to keep aging leads active and moving forward. Real-world examples highlight probate situations involving reluctant sellers, distressed properties, and deals that came together only after weeks of communication and relationship building. The conversation also covers skip tracing, verifying contact information, TCPA and Do Not Call considerations, and practical ways to restart conversations with dormant leads. Additional discussion explores partnerships with lenders and reverse mortgage opportunities that can help seniors stay in their homes while creating new opportunities for agents and investors. Throughout the episode, the recurring theme is simple: lead with value, listen first, stay consistent, and build trust over time.
00:00 Welcome and Introductions
02:19 Bill’s 17 Touch Probate Deal
06:14 Persistence and Skip Tracing Tips
09:23 Phone First Follow Up Wins
13:32 Simple Openers and Rapport
24:03 Q&A Calling Times and Cadence
27:20 Best Times to Call
28:00 Marketing Phone Lessons
30:50 Reverse Mortgage Partner Play
35:37 Reverse Mortgage Myths
40:47 Steve’s Probate Market
51:35 DNC Rules and Wrap Up
Key Takeaways
- Consistent follow-up and repeated outreach are often what turn older leads into real opportunities and closings.
- Leading with empathy and actively listening helps build trust with surviving spouses during emotional situations.
- A well-organized CRM makes it easier to nurture, track, and reconnect with leads months or even years later.
- Skip tracing combined with calls, mail, text, and email outreach increases contact rates and response opportunities.
- Never assume a surviving spouse won’t eventually sell; staying helpful and maintaining communication keeps the door open.
- Building relationships with trusted lenders can expand solution options while adding credibility and value for clients.
- Providing helpful information and guidance first creates stronger conversations that naturally lead to more closings.