Mailers, Common Mistakes, and the Systems Approach | Probate Mastermind #345

Recorded Live on September 16, 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 reminds the listeners that you don’t need to know everything about probate to get started. Tim provides an update on Chad’s most recent adventure and also reveals a brand new machine delivered to the print shop. Bruce shares some tips on making your mailers more memorable and effective. 

19:10 Origin Story

The Team talks about the creation of All the Leads and its original purpose and design. Tim tells the listeners about how the print shop has been specially developed to support the needs of ATL customers. Jim expands on the topic by speaking about the ATL “systems approach”. 

26:30 Common Mistakes

Jim asks Bruce about what are the most common mistakes for those just starting probate. Bruce explains that “you don’t have to be an expert to start making your calls!”. Although the ISA program can be useful it’s still important to learn to make great calls yourself!

32:08 Getting a YES!

Mary asks the Team about a common objection she has been receiving from her leads. Bruce addresses the question by reminding Mary of some clever rephrasing. Pivoting to real estate during your initial call may be crucial to scrubbing your leads! Jim adds that some gentle questions about a lead’s plan for the property may root out any “reflex nos”. 

43:02 Mailers, Inserts, and Common Elements  

William from Michigan asks about what to include with each specific mailing. Bruce reveals his strategy for a ten or eleven touch-point campaign. Tim tells William to make sure that each mailer contains something that will help with the continuity of his brand – “Make sure everything you’ve got has one common element”. Jim reveals a great tip in contacting attorneys using Tri-fold brochures.

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