The Do-Or-Die Rule When Meeting Face-to-Face with Motivated Sellers.
You’ll probably never hear me say this again, but in this SHORT, ONE-MINUTE (??) Video, David Pannell and Chad Corbett share a golden nugget of wisdom for sealing the deal during face-to-face appointments with sellers.
(Alternatively, you can catch David’s full success story here, complete with timestamps and dozens of additional best-practice nuggets: https://youtu.be/twb5PrpXcRk)
David is projected (conservatively) to be making $1,000,000 a year by the end of 2019 through listings and acquisitions from PROBATE DEALS ALONE.
Tenure: 1 year (Since June 2018)
Probate Closings To Date: 27
Total Commissions: $370k; $1,000,000 projected by close of Q4 2019.
ROI: 196% since starting; pacing 634% ROI for 2019.
Or select a time-stamp to jump to a specific segment:
5:30 First time calling Probate Leads
6:05 2018 Totals from all lead types
7:37 My First Year in Probate
8:56 Pipeline for 2019
9:26 What’s the split between broker/acquisitions deals?
9:50 Does this work in a competitive market?
10:20 What’s the spread?
10:45 Changing the way you present yourself
12:18 The fortune is in the follow-up
13:07 Getting the Cold-Calling right: Going from “Realtor, Investor” to David
13:40 Showing up to your listing appointments as a professional
15:11 The mindset: Go out and get it!
16:13 Competition from iBuyers and how to get ahead
22:08 The All The Leads Approach – Make it work for you
24:04 Why probate is great
24:47 Winning a listing appointmentwhen another realtor is there
27:40 What do we do with leads that don’t answer the phone?
30:45 One appointment, two guys, three options.
33:25 Bring pre-filled documents, leave a cash offer in hand…. ALWAYS!
37:12 The bottled water secret
38:30 How we found the right ISAs and built up our team
41:25 The perfect ISA for probate leads
48:43 Empathy = Lifelong referrals from clients and other business professionals
51:15 David’s system
59:57 The Numbers
01:03:23 The Million Dollar Pillar
About David: David has been in real estate for 12 years. He worked with buyers through the short sale/REO period between 2007-2010, switching to listings in 2011. He has also since ramped up his acquisitions. Like many, he started with open houses and SOI leads. He eventually hired a coach and quickly mastered Expireds/FSBO marketing. He now works directly with ATL, GGMS, and B-School to learn and scale his business. He is focused on solidifying 3 major pillars in 2019, one of which is probate real estate. In mastering the empathetic approach, the team is looking forward to a third of their projected 300 closings in 2020, to come from probate listings/cash deals alone.
If you are a real estate agent or real estate investor looking for real estate leads and you want to offer a service to your community then you really need to consider becoming a probate expert. Over the next 40 years over $136 Trillion in assets will pass from one generation to the next and nearly 80% of that wealth is locked up in real estate. This is an opportunity for you to build a strong pillar in your business while your competition is still out begging for business from the same leads they’ve worked for the past 20 years. All The Leads provides a system driven by ever-expanding knowledge and experience. To see how many leads we gather in your county each month, click here.
Connect with David and others in the All The Leads Mastermind Facebook Group!