Rapport Building & Taking Action | Probate Mastermind Episode #378

Recorded Live on May 19, 2022

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

The coaches take some time to discuss general updates. Bruce gives some more information on the introduction to divorce leads and lets subscribers know about the new training for divorce leads that will soon be available.

03:40 Filtering Leads and Taking Specific Action

Chuck takes a moment to discuss the importance of filtering leads to take specific actions towards specific prospects. Direct mail campaigns, making calls, having conversations with PR, and tweaking the approach specific to folks in your specific market. Adapt to the people you are speaking to. 

7:00 Best Way to Learn is to Do 

The coaches put an emphasis on learning as you work in order to obtain the best practice when learning everything from mailing, calling, and creating deals.

20:30 Relationships with PR and Attorneys

Your priority is always going to be establishing a relationship with the personal representative. Second is creating the connection with attorneys and estate planning needs. The coaches go over interactions with attorneys and build relationships with PR. Find out what it is in the probate process you can help an attorney with and have a reason they should want to talk to you so you can assist one another.

29:00 Building Trust with Prospects

Chris calls in and talks about the ways he’s learned how to treat the leads and build rapport and trust effectively when calling prospects. 

36:00 Have a “Helping Hand” Mindset

A caller would like to know what they should say when there is no real estate in the estate or much equity. There is never any justification not to help someone. Find out if there are other assets in the estate that they want to protect. The more you can offer the more you can help the situation. Helping Hand mindset. Ask questions and uncover the issues and provide solutions after inquiring. Practice asking questions before responding.

45:00 Approach to Pre-Probate Leads

Bruce, with the help of the other coaches, describes the aspects of an effective calling method when cold calling pre-probate leads.

47:55 Pro Tips for Building Rapport

Rodger calls in and shares how he learned to take responsibility for his words when attempting sales over the phone.  Paying attention to the tone and words you use can increase your ability to build trust and lead to more sales.

56:20 Battling Resistance

Eddie calls in for advice about not getting  the PR to commit to listing the real estate. The coaches iterate the importance of making the PR feel like it is his idea. Discuss his goals and discuss any valuable info you have to help with that goal. The key is not to pressure a sale, but to provide support towards their wishes.

1:02:00 Calling Down the List

A listener would like to know how to effectively call the additional phone numbers of a lead when the primary contacts aren’t viable contact options. The coaches suggest not treating the call like a usual prospecting call. Have the call sound more social and curious – act like you are looking for the right person to get in contact with in regards to the estate. To have better chances at contacting the primary numbers, change the times in which you attempt to contact.

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