Saturday, June 12, 2021

    Probate is the legal process “through which a deceased person’s estate is properly distributed to designated beneficiaries. If any debt is owed it is paid off to creditors,” according to the experts at LegalZoom.com.

    The probate process varies according to state. For instance, your potential new “listing client” is considered the contact person for the decedent in a probate case. However, the term used to define this person is just one of the aspects of probate that varies based on where they live.

    In Hawaii, he or she is called the decedent’s “personal representative.” In California, you’ll need to find the name of the executor or executrix.

    This representative is tasked with coming up with an inventory of the deceased’s estate and the disposal of the assets, including the home, according to the decedent’s wishes.

    Findlaw.com offers a handy chart that displays specific probate laws and terms for each state, here.

    Probate real estate is a growing niche

    You, as a real estate agent experienced in probate sales (which you will be after your first probate transaction), are the decedent’s biggest assets.

    All housing market eyes are on members of the baby boomer generation when it comes to potential, future probate cases.

    And the interest is justified, considering that older Americans currently own 40 percent of the country’s housing stock.

    Fannie Mae calls this the “departure of older adults from the homeowner market.” What they mean is their departure from the earthly realm, but they’re far too kind to put it that way.


    Get More Probate Clients by Launching an Agent Definition Series Scheduled Campaign. Learn More, HERE

    While Baby Boomers are living longer than previous generations, they will “exit homeownership” during this new decade. Statistics show they will exit at a rate of 42 percent higher than the previous decade, according to Fannie Mae’s Economic & Strategic Research Group.

    The learning curve for real estate agents

    If you lack enough first-hand knowledge of the process to get you started, you’ll need to learn all you can about the probate process in your area.

    Start by visiting the Findlaw.com link we mentioned earlier. Then, call your MLS or local association to find out if they offer probate educational opportunities.

    For instance, the Orange County Association of Realtors, in California, at one time offered probate training by a local probate attorney (not sure if they still do).

    If you’re willing to pay the cost of online probate real estate courses, you’ll find them offered at AllTheLeads.com. They also have a podcast on the topic. We know nothing about the courses, so perform your due diligence before signing up.

    Some of us prefer the self-taught method of learning. If you’re among this group, you’ll find loads of information online:

    Then you’ll need to generate probate leads

    Starting out, you may opt for buying leads, and that’s ok. While we don’t know anything about the following companies, it may be worth it to check them out.

    DIY agents should know that probate records are public. But that doesn’t mean it’s easy to access them.

    There are two ways to approach the search, initially:

    • Choose a county you’re interested in working in. Call the probate court for that county and ask how you can obtain a list of probates. Can’t find a “probate court” in that county? Call the circuit court.
    • Do an online search for “[Name of County] probate records.” This should help you find the .gov site that will outline the steps to get copies of the court records.

    An additional source for purchasing probate prospect lists is with Rebogateway.

    Probate clients aren’t like other real estate clients

    You’ll meet a variety of clients when you start specializing in probate real estate. Some will be grief-stricken over the loss of a parent and the loss of the family home. Others are happy to help you sell the home in the shortest amount of time possible.

    Often, it becomes a group undertaking, where all the details need to be ok’d by all siblings.

    Emotions may run high so if you aren’t good at dealing with them, you may want to reconsider this niche.

    If, on the other hand, you’re not afraid of others’ emotions, probate real estate can be a lucrative and rewarding specialty.

    Ready to generate more listings by going after the probate market?

    After you grab your prospect list, launch a weekly Get More Listings Scheduled Campaign to let them know you’re ready to help them sell their home.

    FARM, Get More Listings Campaigns are currently on sale 10% OFF the first month. But ONLY for 3 MORE DAYS! (sale ends 5/15/21).

    FARM, Get More Listings Scheduled Campaign (shown above). Learn more, HERE

    TO LAUNCH A FARM CAMPAIGN:

    Hit “CLICK HERE”, below, to get started on your FARM, Get More Listings Scheduled Campaign (from a desktop or laptop computer).

    And, remember, YOU DON’T PAY for each mailing until it actually goes out (cancel or change each mailing up until the night before it goes out. The price shown at check out is per mailing, not campaign total).

    Launch a FARM, Get More Listings Scheduled Campaign now, CLICK HERE!

    Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you with your success.


    PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

    1. The Free 12 Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

    2. The Free Interactive Real Estate Business Plan

    The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

    3. Become a Neighborhood Brand

    Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

    4. The Free Real Estate Mailing List Guide

    This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

    The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here

    5. Become a Listing Legend Free eBook 

    This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

    6. The Free Online ROI Calculator

    This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

    Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

    7. The Free Real Estate Marketing Guide “CRUSH IT” 

    This image has an empty alt attribute; its file name is CRUSH-IT-Guide-3-d-298x300.jpg

    The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here

      Don’t be surprised if, at least at the beginning of a new client relationship, you’re treated with skepticism and mistrust.

      This is specifically true during uncertain times.

      Building trust is a barrier that must be scaled for every agent when developing a new client relationship.

      And, even after you’ve won them over, there are plenty of new objections you may have to overcome.

      The following are two of the biggies you might encounter that prevent consumers from moving forward, specifically during a pandemic.

      Objection Handling Brochure, Pitfalls of Overpricing
      The commission negotiator

      Agent commissions are the most common area of negotiation, specifically during a time when market stability is uncertain.

      First, most consumers know that, by law, commissions are negotiable. What they don’t typically know is that you don’t pocket the entire commission. So your first objective is to educate them. Use numbers they can relate to in your example.

      “Joe, suppose I earned $20 in commission. Half of that, $10, right off the top goes to the broker whose agent brought in the buyer for your home. The other $10 goes to my broker who then pays me my share, $5.”

      If all else fails, fall back on a time-tested commission objection handling technique:

      “Sure, Joe, you may well find another agent who is willing to cut her commission right now. But, ask yourself: If she can’t negotiate with you over keeping her earnings, how can you expect her to negotiate with the buyer when it comes to you getting the highest price possible? If she can’t convince you she is worth her full commission, she can’t very well convince anyone of anything”

      The market challenged

      Then there are the consumers who have a misunderstanding of what’s happening in the market and how it might affect them. “We’d love to sell and buy another home, but prices are too unstable right now.” In the current housing market, you may be hearing this objection frequently. The alternative to this one is “We’ve decided to wait until the market gets better.”

      Either way, if the market truly is conducive to selling and/or buying, crunch the numbers for them.

      Objection Handling Brochure, Timing is Everything

      In the current market, most sellers will still get what they want for their home. It’s the buy-side they’re concerned about.

      What they’re often overlooking are two very important factors:

      • They have loads of equity right now
      • Mortgage rates are at all-time lows

      Combine the equity with the savings from low mortgage rates and you most likely have a situation where they can afford to buy a replacement home.

      The bottom line

      Objection handling requires a delicate balance – one that can be achieved through empathy. Dan Lok, entrepreneur, author, and founder of Closers.com, uses what he calls the “3 Fs,” Feel, Felt, Found.

      1. I understand how you feel
      2. Others felt the same way
      3. Here’s what I found
      Objection Handling Brochures, Think It Over

      An example of this is the following statement, “I understand that you’re frightened you won’t be able to afford a replacement home. Others feel the same way. But this is what I’ve found.”

      For a Limited Time: Download an Objection Handling Brochure PDF For FREE!

      Just select “Download Only” from the Shipping Option and use the promo code FREEBROCHURE at check out to get your Free Objection Handling Brochure PDF. Learn more, HERE.

      Now that you’re armed with Objection Handling Brochures, launch a marketing campaign to your Farm.

      FARM Scheduled Campaigns are currently on sale 10% OFF the first month? (sale ends 5/15/21).

      Farm Scheduled Campaigns (shown above). Learn more, HERE

      TO LAUNCH A FARM CAMPAIGN:

      Hit “CLICK HERE”, below, to get started on your Farm Scheduled Campaign (from a desktop or laptop computer).

      And, remember, YOU DON’T PAY for each mailing until it actually goes out (cancel or change each mailing up until the night before it goes out. The price shown at check out is per mailing, not campaign total).

      Launch a Farm Scheduled Campaign now, CLICK HERE!

      Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you with your success.


      PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

      1. The Free 12 Month Done-For-You Strategic Marketing Plan

      The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

      2. The Free Interactive Real Estate Business Plan

      The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

      3. Become a Neighborhood Brand

      Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

      4. The Free Real Estate Mailing List Guide

      This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

      The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here

      5. Become a Listing Legend Free eBook 

      This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

      Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

      6. The Free Online ROI Calculator

      This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

      Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

      7. The Free Real Estate Marketing Guide “CRUSH IT” 

      This image has an empty alt attribute; its file name is CRUSH-IT-Guide-3-d-298x300.jpg

      The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here

        (Shown above: Just Listed Series postcards similar to the ones Joshua Hanson sent out) Learn more, Here

        Joshua Hanson, You’re This Week’s $120 Gift Card Winner!

        Joshua had the following words to say about his success using ProspectsPLUS! marketing materials as part of his strategic marketing plan to get more clients,

        You guys really have helped me boom! I have spent less than $500 marketing new listings/solds and have gotten 3 new listings off these postcards already!!

        Thank You, Joshua, and congratulations on your success!

        NEW CONTEST: Get the FIRST MONTH of Any Scheduled Campaign FOR FREE! ($120 value)

        Renter Scheduled Campaign shown above. Schedule HERE
        Enter this week’s contest for a chance to win a $120 gift card covering the first month of ANY Scheduled Campaign.

        The scheduled campaign includes 150 jumbo-sized postcards, sent standard postage (excluding data and tax. Includes only the first month free).

        HOW TO ENTER: Just leave a review regarding how using marketing from ProspectsPLUS! has impacted your business, and you’re automatically entered into our next contest.

        Mention a “scheduled campaign you’ve launched” in your review and your entry into the contest is doubled.

        Leave a review on Google, HERE.
        Leave a review on Facebook, HERE.

        Don’t forget to watch out for next Friday’s email announcing the weekly winner!


        Ready to Schedule an SOI, Farm, Get More Listing, or Absentee Owner Campaign?

        Absentee Owner Scheduled Campaign shown above, schedule HERE
        Launch a Scheduled Campaign today and save time on your marketing by automating it!

        You Can Launch a Scheduled Campaign to any of the following Markets in Just Minutes:

        Sphere of Influence
        Geographic Farm
        Renters
        Absentee Owners
        Expireds
        FSBOs
        Fence Sitters*
        Get More Listings*
        Empty Nesters*
        Move-Up Market*
        (*Located under Farm Campaigns)

        And, remember, YOU DON’T PAY for each mailing until it actually goes out (cancel or change each mailing up until the night before mailing goes out. The price shown at check out is per mailing, not campaign total).

        TO GET STARTED:

        STEP 1: Create your prospect list using our mailing list tools, HERE.

        STEP 2: Then, once you have your list, choose your Campaign, select your start date, and add your list, HERE or hit “Launch a Scheduled Campaign”, below.
        Launch a Scheduled Campaign now, CLICK HERE!

        Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you in your success.

          No matter how many homes your client has sold, the whole process of selling may still tie them up in knots.

          Why? Ninety-five percent of the time the homeowner doesn’t know you from Adam, yet here they are, putting what might be their biggest investment in your hands.

          You breeze in, hand them a pen and a contract and walk out mumbling something about the MLS and a sign and lockbox.

          Home sellers probably won’t express their fears to you (you are a stranger, after all), but they’ll stay awake at night, scary thoughts running through their heads.

          If they were to confess their fears to you, what do you suppose they would tell you and how can you help them overcome their anxiety? Here are three things that weigh on their minds.

          1. How does this work?

          If you purchased your home before you joined the real estate industry, you’ll no doubt recall how weird the whole process felt. Your agent threw words around that you may have never heard before and she seemed to expect you to know what they meant.

          Escrow, earnest money deposit, contingency and comps – these are words that aren’t in the non-real estate person’s lexicon. How exactly does the MLS work, anyway? Why does the buyer have to pay an earnest money deposit and a down payment?

          While not completely understanding the listing and sales process may not keep your client awake at night, there’s always that nagging fear of what may be coming next.

          The fear of the unknown is common and so easy to remedy when it comes to your listing clients.


          SOI, Get More Listings Scheduled Campaign, Learn More, HERE

          Walk them through it. Write up a Home Selling 101 course, in basic English, and include it in your listing package. Step-by-step, teach them how it’s done so they don’t have to guess at – or fear — what’s next.

          2. I’m Nervous

          Buyers don’t have a corner on the anxiety market. Sellers are anxious that the home won’t sell, that they won’t get the price they need or that they may end up with two house payments or, worse yet, end up homeless.

          Even though the housing market has pretty much recovered from the pandemic, homeowners also still harbor a lingering sense of dread over how much equity they may have lost, regardless of how much they’ve regained.

          The great-big fear that you’ll purposefully underprice the home to get a quick sale is usually not mentioned by the homeowner. It exists, nevertheless.

          Again, knowledge is power. Take the mystery out of the whole issue of market value by giving them a basic tutorial on how it is determined, both by you and by the lender’s appraiser.

          There are also ways around the “should I sell before I buy” conundrum, so that one is easy to deal with.

          If it’s equity they’re worried about you can help them find out exactly what they owe on the home.  You are the problem solver, and they should know that. It might just put them at ease enough to share other concerns with you.

          3. I’m Scared of Someone Stealing from me

          Believe it or not, this is a huge fear for homeowners. Will people rifle through their drawers? Will they steal from them? It’s an understandable worry – there are strangers wandering through their home.

          You know how to deal with this, but for the new agent, let’s walk through it. All items of value, especially small, pocket-size pieces should be either locked away or removed from the home while it’s on the market. This includes prescription medications and, especially, weapons.

          Don’t throw this suggestion out half-heartedly. Let your client know that thefts do happen and the only way to protect their belongings is to remove the temptation for those less-than-honest folks who may be going through their house.

          Honorable Mention

          If you work with seniors, even occasionally, take the previously mentioned angst, multiply the fear factor by three and throw in the following:

          • More than one-third of seniors who are moving are afraid of change. They are anxious about leaving the familiar for a strange place.
          • Many are sad about leaving their neighbors.
          • Many have an intense emotional attachment to the home.

          Understanding that your listing client may harbor these concerns allows you to face them head-on, before he or she gets seller’s remorse.

          While nobody expects you to be part psychologist in a real estate transaction, it’s important to understand that your listing client’s curious behavior may stem from confusion about the process.

          You, as his or her agent, are the only person in a position to ease the anxiety and all it takes to do so is slowing down long enough to provide clear, basic guidance and advice.

          If you knew that your client is a nervous wreck, what would you do or say to help? It’s important to dig deep to find out, first, if they’re anxious, and, second, why. Then you can help solve the problem.

          Keep in touch with potential home sellers by launching an SOI Campaign.

          SOI Campaigns are currently on sale 10% OFF the first month? But ONLY for 3 MORE DAYS! (sale ends 5/8/21).

          SOI, Content Series Scheduled Campaigns (shown above). Learn more, HERE

          TO LAUNCH A SOI CAMPAIGN:

          Hit “CLICK HERE”, below, to get started on your SOI Scheduled Campaign (from a desktop or laptop computer).

          And, remember, YOU DON’T PAY for each mailing until it actually goes out (cancel or change each mailing up until the night before it goes out. The price shown at check out is per mailing, not campaign total).

          Launch an SOI Scheduled Campaign now, CLICK HERE!

          Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you with your success.


          PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

          1. The Free 12 Month Done-For-You Strategic Marketing Plan

          The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

          2. The Free Interactive Real Estate Business Plan

          The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

          3. Become a Neighborhood Brand

          Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

          4. The Free Real Estate Mailing List Guide

          This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

          The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here

          5. Become a Listing Legend Free eBook 

          This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

          Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

          6. The Free Online ROI Calculator

          This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

          Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

          7. The Free Real Estate Marketing Guide “CRUSH IT” 

          This image has an empty alt attribute; its file name is CRUSH-IT-Guide-3-d-298x300.jpg

          The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here