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Optimizing Your Probate Lead Marketing Schedule & Live SAVE-THE-DEAL! | Probate Mastermind #312

Recorded Live on January 28, 2021

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!

Call Re-cap:

Optimizing Probate Plus Lead Lists (00:00)

Mike is carving out a sustainable niche in Probate as expireds and FSBOs wean down in his market.  He is using ProbatePlus+, and is figuring out his marketing strategy.  He is considering calling probate leads with properties first, and sending more letters to those leads rather than mailing to everybody.

Getting a Deal To Closing (12:30)

Eddie is trying to close a deal that went out of contract in December. A relative is saying the house is worth more and that Eddie’s offer is too low. The family might also be struggling with sentimental attachment. Jim and Bruce mastermind how to navigate this scenario.

Getting Clear on Your USP (22:15)

Jim is trying to get clear on his USP. He’s considering offering three price points.  Is this the best strategy? How do you offer and really sell these price options during appointments? Jim and Bruce brainstorm.

Winning Prospects In A Low-Inventory Market (30:02)

Jerry is in a market where inventory does not last long.  He’s making phone calls, but everyone already has things handled.  Should he start working in a neighboring market? Jim offers considerations for working in a different market. Then, Bruce points out it’s important to note what someone really means when they say “We’ve got it all handled.” They usually don’t, and this conversation can easily be used to build a relationship.

Time Blocking For Cold Calling (37:26)

Ron and Megan are looking to figure out their bandwidth and optimize their workflow.  When they get new leads, how fast and how often should they hit the phones? How many hours should be devoted to new leads? What about 3 or 4 months later? Bruce does the math and suggests after six months, as leads accumulate, start reducing follow-ups based on conversations and dispositions

Handling Common Objections in Probate Calls (42:25)

Mike is looking to brainstorm new ways to handle common objections, like “We’ve got it all handled.” What do you say on voicemails if you’re leaving more than one message over time? Is a dialer necessary?

Getting Over The Fear Of Calling Probates (47:34)

Tom is interested in calling and mailing, but feels more comfortable waiting to call his probate leads until after they’ve received a letter from them. What’s the best way to approach someone who might be grieving?

Getting Back Into Gear in 2021 (53:20)

Carlos is diving back into probate leads and is looking to ramp up conversions and results.

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