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!
Jim and Bruce share general updates. Jim reminds the listeners that we are looking for the win of the week (probate related) and the idea of the week!
01:33 Steps to Sell (Your Business!)
Eddy from Kansas City shares a story about getting a great deal on a home in a neighborhood he has already purchased in. Jim comments that great deals are still out there if you are willing to put in the time and effort. Eddy poses an additional follow-up question about making his business a valuable asset for a possible buyer. Tim shares some expert tips for how to make the business a worthwhile purchase for a possible buyer (like the creation of intellectual property) . Bruce expands on this topic noting that the creation of a corporate brand will be key for the resale of the business.
20:39 Working Leads Without Calling
A listener from Orange County California asks the best way to market to leads without calling. Bruce recommends changing up the content of the mailing, adding memorable items and inserts like the trifold brochure or a custom pen. He adds that a quick offer letter with a value range for their home may garner a favorable response. The team discusses bulk email vs manual emailing.
34:51 Adding Value to Pre Probate
Steve from Arizona brings up some questions in regard to marketing to pre probate. Bruce suggests leading with the value add portion of your pitch. Adding that the value at the start of the call should be focused around a concierge style service.
38:42 Expanding Beyond the Local
Daniel from Orange County asks about the waitlist for his local area. Tim responds that the limits for each area are in place for the benefit of our clients, suggesting using the waitlist or choosing a neighboring county that has available space. Bruce explains that when moving into new counties to show confidence when presenting your expansion to the prospect.
48:40 Door Knocking and Coaching
Eric from Los Angeles brings up a question about “door knocking” at the Personal Representative’s home. Bruce offers some insight into the concept stating that he’s an open advocate of door knocking, though some may respond poorly to it. Door knocking will certainly set you apart from your competition. Eric also asks about the coaching programs to which Tim explains that coaching is not a one size fits all and stresses the importance of the discovery call. Also adding that if you want to increase the success of door knocking “don’t go empty handed” bring handouts and marketing materials! Eric thanks the team for their time and answers.