Since a lot of people asked me what the best kind of leads are, the best kind of return of investment, etc., I invited my good friend Leon McKenzie from US Probate Leads.

Leon McKenzie is the chief operating officer at US Probate Leads, a company he co-founded 12 years ago. The company has grown to become the leading provider of probate leads for virtually every county in the United States, using a national network of researchers who collect data directly from individual probate courts each month.

In this episode, Leon shared how they collected, sorted, and organised probate leads. He also discussed probate and its process.

Topics:

• How they got into probate

• Putting an organisation together to find out how to pull data out of the counties

• Collecting and sorting data

• Mentoring people on how to use the data

• Figuring out how to take the program nationwide and reaching out to companies

• Capitalising on the business and making data available to people

• Understanding the process

• Why probate makes sense

• Motivated sellers and projections

• What probate is and how it works

• Role of the executor

• How long the process takes

• On marketing

• Tracking what marketing strategy is working

• Working with his son and daughter

• Certification programs

Quotes:

• "If you're going to be in this business, you have to provide quality information."
• "You want to get leads that people have a high probability of selling."
• "You have to be consistent."

Links:

• Yellow Letters
• US Probate Leads