National Potato Day + How To Handle Objections | Probate Mastermind #341

Recorded Live on August 19, 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:

00:00 Introductions

Jim talks about rewards for Idea of The Week and the Win of The Week and Tim introduces a delicious sale. 

6:59 How To Handle Leads That Don’t Want To Hear Their Options 

Eddie was caught off guard by an old lead that was ready to sell regardless of his other options. Bruce recommends figuring out a general idea of what the PR’s wants before the appointment so you can lay out the right options.

12:32 How to Get The Most Out of An ISA (Inside Sales Agent) Service

Bruce talks about his faults with his first experience using an VA (Virtual Assistant). Having success using ISAs is all about training and your own personal expectations. Bruce explains the role of the ISA and the relationship between ISA and you, the probate expert.

19:52 The Importance of Your Branding and Online Presence

Having consistent branding across the board is so important and having a Google My Business set up is just one piece of the puzzle. Bruce elaborates on the importance of your digital footprint and monitoring what potential clients will find if they google you or your business name. You may be sending leads to another company without knowing it. You can set up your business listing with google at: https://www.google.com/business/

30:36 Christan’s Big Wins + Advice on Historical Leads

Christan’s persistence with a lead that “had everyone handled” turned around later to list with him and another lead surprised him with 2 additional listings. 4 deals with 2 leads. Bruce and Jim offer options for handling historical probate leads and discuss how historic leads can sometimes be the best leads to work.

36:24 Speaking with Attorneys + Leads with “I Have An Attorney” Rejections

When Bruce calls an attorney he is not familiar with he starts the conversation with business in general and waits to bring up a specific client. When a lead says they have an attorney and they don’t need your services, start with a place of rapport before mentioning that you offer service your attorney might not. 

42:19 Should I Call to Follow Up After An Extended Period of Time?

Bruce explains the value of following up with leads 3 month, 9 month or even more months after your campaign and initial set of calls has ended.

50:47 Elaboration On Handling “I Have An Attorney” Rejections

Bruce and Jim elaborate on their own personal style and strategy when dealing with objections. Jim likes to use these conversation hooks to “hook” a lead who may be trying to end the call where Bruce first builds rapport and 

56:49 Advice on Working with Older Leads

Bruce explains the basics of validating objections and goes into how Colorado leads are unique and how your approach can be adapted.

1:04:26 Jim’s Classic Closing Statements (J.C.C.S.)

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