Estate Professionals Mastermind - Probate and Senior Real Estate Podcast

How to prospect lawyers and build impactful referral relationships in the estate planning space: Ask The Expert with Attorney Sylvana Rosende

Sylvana Rosende, Miami probate and estate planning attorney, guests this probate Ask The Expert episode to share how putting people first allowed her to build a referral-based business, start her own law firm, and align with real estate professionals to deliver more impactful results for clients.

Watch on YouTube: https://youtu.be/kOa87jAYRNs


Episode Segments:
0:00 Finding a professional niche and pursuing a career you love
3:13 The power of being passionate about your niche: Winning referral-based business
7:01 What are the best and worst ways real estate professionals can pitch attorneys?
8:22 Why comarketing with attorneys is a win for you and for shared clients.
8:47 SCRIPT: How to pitch co-marketing to probate attorneys/estate planning attorneys
10:56 SCRIPT: How to become an estate planning referral yourself
11:26 SCRIPT: Sample marketing copy/prospecting script for estate planning referral campaign
11:56 SCRIPT: Quick script for approaching attorneys with estate planning referrals
14:38 SCRIPT: How to invite a probate attorney to cohost a Facebook community and educational content
16:08 How a real estate investor really impressed me with his probate service
19:10 How NOT to ask attorneys for real estate referrals
20:04 Is it worth it to send emails and direct mail to probate attorneys?
24:56 Should you bring cookies, gifts to introduce yourself to B2B prospects?
26:30 What impact do you want to make as a probate attorney?

Learn more at www.probatemastery.com

In this episode, multiple Probate Mastery students share success stories demonstrating how to stand out in real estate, in any market. With the approach taught in the course becoming the ultimate value add in their business, they've been able to break through difficult situations in competitive markets, impress attorneys, and have clients truly go to bat for them to make sure they get the listing/deals. Other topics include leveraging a client testimonial for impactful real estate marketing, structuring a JV deal for probate investing, and why your clients should get a trust.

4 example probate scripts are presented in this episode for: Pitching estate planning services to your sphere of influence; getting through the gatekeeper at an attorney's office; pitching attorneys on why you should work together; and handling objections about costs of probate services.

Full episode notes, youtube links, and resources: https://probatemastery.com/how-to-stand-out-in-real-estate-scripts-for-probate

Episode Segments (Timestamps link to YouTube)
0:00 Closing on a 1031 exchange and triple net lease deal, and winning repeat business (Success Story)
4:28 How to stand out in the real estate market (Mastery Approach)
7:16 Can the state take property if it isn't probated? (Succession Law)
12:22 Impactful real estate marketing: Using a story as a CTA (Real Estate Marketing)
14:22 Probate script for handling objections: "Does this cost anything?" (Probate Script)
16:02 Meeting with probate attorneys for the first time - they loved my pitch! (Mastery Approach)
17:36 Two ways to offer value to attorneys when prospecting for referrals (Attorney Script)
21:14 What to say to the gatekeeper when prospecting attorneys (Probate Scripts)
25:59 How to pitch estate planning services to your sphere of influence (Estate Planning Script)
27:52 Is probate better than a trust in some scenarios? (Estate Planning)
31:47 The step-up in basis, inheritance, and fixed income (Transaction Engineering)
34:28 Transaction Engineering: How to structure a JV investment deal in probate (Real Estate Investing)
43:41 How to submit a claim to the estate and get paid for taking care of inherited property (Probate tips)
51:59 How to use a domain redirect for memorable marketing CTAs (Real Estate Marketing Tips)

Get certified in probate: ProbateMastery.com

Learn more at www.probatemastery.com

Weekly real estate mastermind for probate and estate professionals. The Probate Mastery team kicked Chad Corbett off the host seat this week and dove in on strategies for branding and generating leads in probate real estate. The group discusses the criteria for a good marketing message, probate credibility websites from all the leads, video marketing content, and more.  A key focus was getting probate leads by building a referral network encompassing probate attorneys, estate planning attorneys, CPAs, and Registered Investment advisors, as well as other real estate agents and friends you know. Additionally, Victoria shares a real-life example of why probate attorneys need a strong partner who understands probate real estate transactions.

You can also watch this and most episodes of Estate Professionals Mastermind podcast on YouTube: https://youtu.be/XufObXKQ-qI

0:00 Kajabi course launch and certificates for Certified Probate Experts (Probate Mastery news)
1:31 How to get real estate referrals for probate leads from other professionals (Networking with Attorneys)
9:29 Probate credibility website and brand presence (Probate Marketing)
10:43 Get probate leads as referrals from other agents (Real Estate Referrals)
12:56 Registered Investment Advisors for referrals: Attorneys, CPAs (Probate Referral Networking)
16:50 Digital Marketing for probate real estate: Building trust through content for people looking for probate help (Probate Marketing)
24:32 Video marketing for real estate: BombBomb (Video Marketing for Real Estate)
28:33 Probate Success Story: But it was a nightmare! (Probate Listings)
34:19 REO addendum for probate sale contracts (Real Estate Contracts)
35:54 How are you generating leads in probate? Estate liquidation and appraisal (Probate Lead Generation)
36:42 Probate no will: Emergency petition with the courts to stop pre-foreclosure (Probate in Pre-foreclosure)
38:12 HELOC for helping free-and-clear seniors downsize and move into a new home (Probate Financing)

Full show notes, video links, and transcript: https://probatemastery.com/generating-leads-probate-real-estate-digital-marketing-mastermind

Certified Probate Expert Course: https://probatemastery.com/probate-training-course-for-real-estate-agents-investors/

Join our Facebook group, Estate Professionals Mastermind: https://facebook.com/groups/estateprofessionalsmastermind

Learn more at www.probatemastery.com

Weekly real estate mastermind for probate and estate professionals.  In this episode, we discuss: How to buy real estate and self-bank with it, even if you’re starting with $0; writing private mortgages to grow your cash; how to market to pre-probate leads with mail and inbound strategies; what real estate side hustles can help new investors and agents make money right now; how to build a Facebook group around your probate business; and how to coordinate vendors to get probate property services complete quickly.

You can also watch this and most episodes of Estate Professionals Mastermind podcast on YouTube: https://youtu.be/CV6yR4dNnr4

0:00 Probate Mastery Course Update: Hello, Kajabi LMS! (Probate Mastery Course)
0:49 Where should a real estate investor put their money? Liquidity vs. Yield vs. Minimizing taxes (Investment Strategy)
8:50 Self-banking in 2022 (Self-Banking)
15:05 Can you make money writing private mortgages to real estate investors? (Private Lender)
18:35 Buying estates and heirship (Probate Investing)
19:59 Sending pre-probate letters vs. facebook groups for pre probate leads (Facebook Group)
22:00 The best way to market to pre-probate leads with a postcard (Pre-Probate Marketing)
23:29 Post probate vs. pre-probate leads: Why closed probate leads are a better use of marketing spend (Probate Marketing)
29:25 How to set up a Facebook Group for your Probate Brand (Facebook Marketing for Real Estate)
31:52 Coordinating vendor services for the probate property timeline (Probate Business)
35:21 Side hustles to make money as a new real estate investor or agent (Making Money)
49:58 Networking with Estate Planning Attorneys for co-marketing (Probate Success Story)
54:08 What happened to All The Leads Chad? (All The Leads Probate Company)

Full show notes, video links, and transcript:

Certified Probate Expert Course: https://probatemastery.com/probate-training-course-for-real-estate-agents-investors/

Join our Facebook group, Estate Professionals Mastermind: https://facebook.com/groups/estateprofessionalsmastermind

Learn more at www.probatemastery.com

In this Ask The Expert episode of Estate Professionals Mastermind, you'll learn why CDREs (Certified Divorce Real Estate Experts) get more listings and are the most trusted real estate agents in the family law space - winning appointments from both judges and divorce attorneys alike.

Watch on YouTube: https://youtu.be/LQMN8hzCc_k
Full show notes:https://probatemastery.com/divorce-leads-and-listings-real-estate-agent-tips
 
Laurel Starks, Ilumni Institute Founder & CEO and court-appointed Divorce Real Estate Expert, joins Chad Corbett for a one-on-one ask the expert on how to earn divorce listings as a Certified Divorce Real Estate Expert.  Topics include how Laurel got her first divorce listing, how agents can build referral relationships with divorce attorneys, and what makes probate and divorce leads so similar and different at the same time.

Want to become a divorce real estate agent? Take advantage of this $500 savings towards your Certified Divorce Real Estate Expert education through Ilumni Institute. https://landing.ilumniinstitute.com/probate-mastery

Interested in becoming a Certified Probate Expert? This course is designed to get you on probate appointments as soon as this week, with ongoing coaching every Tuesday to walk you through your deals and scenarios: https://probatemastery.com/probate-training-course-for-real-estate-agents-investors/

ASK THE EXPERT: DIVORCE REAL ESTATE TOPICS (YouTube Links)
0:00 Welcoming Laurel Starks of Ilumni Institute, Certified Divorce Real Estate Training
1:19 Choosing a real estate niche: Probate vs. Divorce real estate niche
5:12 How I became a divorce listing agent and pursued education
8:06 Handling divorce real estate objections when one party won’t agree to sell
9:45 Learning to handle tricky divorce real estate situations as a real estate agent
11:15 How real estate agents can network with divorce attorneys for better referral business.
16:53 How to become a divorce real estate agent and how to find divorce real estate leads
21:46 Why divorce listings are different from other real estate leads (Incarceration, alimony, restraining orders, and more)
23:55 CDRE Divorce Real Estate course and continuing education with Ilumni Institute
28:22 The Certified Divorce Real Estate Expert Community
32:29 Probate and divorce real estate leads: Why you should build relationships with attorneys to earn divorce leads

Learn more at www.probatemastery.com

Since 2008, Jason Eichmiller has helped more than 450 (and the list is growing) seniors and their families learn about and get reverse mortgages. He's educated scores of financial advisors, attorneys, CPA’s, realtors and other folks on the Reverse Mortgage Pros and Cons.

His goal for clients:  "I’m going to make 110% sure that you can afford to live in your home."

And today, we are so excited to share this Ask The Expert episode where Jason dispels the myths of reverse mortgage loans and shares how beneficial a basic understanding can be for families in real world applications.

WATCH: https://youtu.be/D6Qe4UII8k0
Full Podcast Page: https://probatemastery.com/reverse-mortgage-probate-after-death-heirs-house

0:00 The truth about reverse mortgages
5:30 Who are reverse mortgages good for?
7:06 Reverse mortgage explained: what is it and how does it work?
8:07 Reverse mortgage loan: Who can get one and who owns the house?
9:05 What happens to a reverse mortgage after death:
9:19 Amortization in Reverse mortgage vs. Conventional mortgage monthly payments
11:01 HELOC vs. Reverse mortgage rates and benefits
14:50 Reverse mortgage real world applications
17:27 How to talk about reverse mortgage and real estate without scripts
20:46 How to get real estate referrals from lenders that specialize in reverse mortgages
21:59 Combining life insurance with reverse mortgages for end of life planning
Clips:
25:04 What happens to a reverse mortgage when the owner goes into a nursing home?
27:26 Selling a house with a reverse mortgage timeline (Or keeping and refinancing mom's house)
30:31 Timeline for reverse mortgage after death: What do heirs need to do?
34:52 Jason's 'reversed mortgage script' for talking to heirs about a parent’s reverse mortgage
36:29 Including reverse mortgage services in your probate marketing

Learn more at www.probatemastery.com

In this podcast episode, Chad Corbett and the probate masterminds practice senior downsizing scripts and assisted living sales scripts through cold call role play. In addition to these cold call role plays, Chad covers what to say when a probate lead presents the common objection that they plan to buy and keep the probate property to rent out.  Chad and the group do some live deal analysis and transaction engineering for probate property situations with urgent timelines (foreclosure) and discreet, off-market sales (wealthy clients).   

In this episode (YouTube Timestamps)
0:00 Certified divorce real estate training for real estate agents (Divorce Real Estate Course)
4:50 Intestate succession and multiple probates with no will (Selling Inherited Property)
9:31 Stop a foreclosure after death: Can an executor sell house before probate? (Foreclosure Timeline)
12:43 Petitioning for Probate: What if there are other heirs and we can't find them? (Probate Process)
14:18 Does a homestead property go through probate? (Florida Homestead Law)
15:31 How to speed up probate: Ex parte for special letters of administration (Probate Timeline)
18:54 Senior Downsizing Cold Call Role Play: Calling surviving spouses and adult children in Probate (Assisted Living Sales Script)
27:58 Real Estate Cold Calling Example Break Down: How to speak to adult children about selling Mom’s house real estate (Real Estate Scripts)
29:43 Finding buyers for off-market properties: Wholetailing vs. non-MLS brokers, commercial bankers, and divorce attorneys 
39:55 Probate advances, liens, and having a family member purchase probate property  (Probate Property Sale)
44:48 Probate Real Estate Objections: What to say when probate leads want to keep and rent an inherited house (Real Estate Objection Handling Scripts)
47:11 Economic uncertainty, alternative investments, and cash-flowing assets 

Full show notes, video links, and transcript: https://probatemastery.com/real-estate-cold-call-scripts-assisted-living-sales-senior-downsizing-and-keeping-property-objections-plus-how-to-hurry-the-probate-process-up

Certified Probate Expert Course: https://probatemastery.com/probate-training-course-for-real-estate-agents-investors/

Join our Facebook group, Estate Professionals Mastermind: https://facebook.com/groups/estateprofessionalsmastermind

Learn more at www.probatemastery.com

In this episode, Chad Corbett, David Pannell, and Certified Probate experts break down good marketing vs. bad marketing, how to write good marketing copy for real estate, how to build referral relationships with vendor partners without ever paying a referral fee, and networking with real estate attorneys for value adds like estate inventory services.

Free Probate Crash Course Webinar: https://probatemastery.com/probate-fast-track-webinar/

Certified Probate Expert Course: https://probatemastery.com/probate-training-course-for-real-estate-agents-investors/

Join our Facebook group, Estate Professionals Mastermind: https://facebook.com/groups/estateprofessionalsmastermind


In this episode (YouTube Timestamps)
0:00 Introducing McKenna Kaup: Successful Real Estate Agent and Probate Mastery Integrator (Probate Mastery news)

4:03 Creative Finance Course: What’s next? (Real Estate Training)

7:26 How do I approach a bank for a business line of credit? (Real Estate Business)

11:27 Is real estate coaching worth it to invest in? (Real Estate Coaching)

14:01 Interest rates and debt in the current market (2022 Economy)

15:39 The Real Estate Long Game: How to help a seller lead rent in the short term (Deal Analysis)

17:34 All The Leads probate credibility website (Probate Website) 

18:45 Probate real estate copywriting and marketing (Real Estate Marketing)

25:58 Working with attorneys for referrals (Attorney Referrals)

32:35 Leveraging vendors with bulk service packages (Business Operations)

34:16 How to monetize vendor relationships (Real Estate Vendors)

36:53 How to pitch real estate vendors for bulk service packages (Real Estate Vendors)

38:12 Estate Inventory Service Packages value-add for probate lead generation (Probate Marketing Ideas)

42:45 How to attract and capture more leads (Real Estate Marketing)

Learn more at www.probatemastery.com

"We're talking about a 90% growth in your transaction volume because no lead is a junk lead. There's no situation where you'll get to a dead end and go 'I don't know what to do,' or 'I can't help you.'"

Networking with attorneys for Real Estate Referrals: What probate attorneys and estate planning attorneys want from real estate partners, and where the biggest opportunity to grow transaction volume is.

Full episode notes: https://probatemastery.com/how-to-get-referrals-from-probate-attorneys-real-estate-deals

Estate Professionals Mastermind is thrilled to have Arizona probate and estate planning attorney Rilus Dana on for a real estate Ask The Expert episode! As the founder of MAATLegal.com, Rilus Dana knows what works - and what doesn't - when it comes to attorneys and real estate practitioners working together as vendor partners.

This episode will break down how legal services are changing and what attorneys want from real estate agents and investor partners.

Timestamps (YouTube Links)
0:00 What type of realtors and real estate investors do probate attorneys want to work with?
2:32 How I became an estate planner and opened a law firm
4:13 What are the current issues affecting law firms and how are legal services changing to provide better service to probate clients?
12:07 How to get leads and listing referrals from probate attorneys
13:37 How to get estate planning referrals from your real estate client database or SOI
15:00 How to pitch comarketing and cobranding when prospecting attorneys for referrals
17:09 Get past the law office gatekeeper: Become the paralegal’s favorite real estate professional
18:52 Why I tell clients not to sign listing agreements with their Realtor friend
22:54 Creative finance and wholesaling probate leads: The Pace Morby probate offer strategy
26:08 How to explain lease with option to purchase to motivated sellers in probate
30:44 How to monetize every real estate conversation: Example creative finance script
36:18 Seller financing for probate real estate sales and estate planning (Plus, taking capital gain without depreciation recapture)
40:59 How to make estate planning attorneys and probate attorneys want to work with you

PLUS: 31:28 VIEW VIDEO OF REAL ESTATE SCRIPT EXAMPLE MINDMAP

Join our Facebook group, Estate Professionals Mastermind: https://facebook.com/groups/estateprofessionalsmastermind

Learn more at www.probatemastery.com

Tips for using price anchoring in sales negotiations, helping immigrants and faith-based investors purchase properties when traditional financing isn’t an option, using the slow flip strategy to increase profit margin and reduce taxes on investments, and presenting price options using a seller net sheet on listing appointments.  Also, this episode is a must-watch if you’re wondering how to approach real estate leads as both a licensed real estate agent and an investor.

Full show notes: https://probatemastery.com/presenting-price-real-estate-seller-net-sheet-and-slow-flipping-houses-pocast-46

Watch on YouTube: https://youtu.be/cuCLRnhtXGM

Facebook Group: Estate Professionals Mastermind: https://facebook.com/groups/estateprofessionalsmastermind

FREE PROBATE REAL ESTATE WEBINAR:  REGISTER FREE
https://probatemastery.com/probate-fast-track-webinar/
**You'll receive a probate marketing cheat sheet, step-by-step guide to get started in probate real estate, and a core knowledge workbook to help you learn your local probate process.


Timestamps (Links to YouTube)
0:00 Upcoming content: Probate and reverse mortgage Ask The Expert (Real Estate Podcasts)
0:55 Keeping both sides of the commission without dual agency (Fiduciary duty and disclosure)
4:17 Can you be a real estate agent and investor? (Offering Options)
6:32  Structuring your business as a real estate agent that also invests (Real Estate Business Structure)
9:01 Seller net sheet example conversation: What do you say in a listing appointment? (Real Estate Appointments)
13:47 Partnering with the seller to JV a fix and flip deal (Transaction Engineering)
17:12 What is a good real estate profit margin for deals? (Getting Paid in Real Estate)
21:17 How to get great real estate deals from leads with bad phone numbers (Real Estate Prospecting)
23:09 Slow flip real estate method and real estate tax strategy (Slow flipping houses)
24:11 Rehab rental property costs and tax benefits (Rental Property Rehab)
25:54 Price anchoring and negotiating (Sales and Negotiation Techniques)
32:10 Choosing your finance strategy: Conventional vs. Commercial loans for Real Estate Investing
36:58 Using QRP or Qualified Retirement Plans for real estate investing (Self Banking/Infinite Banking)
43:11 How can an immigrant buy a house without traditional financing? (Lease with option to purchase)

Learn more at www.probatemastery.com