Probate Hero Collective | Probate Real Estate Prospecting, Prep, Mindsent & Skills

We're back. Yeah, we're in sync. Yes, we are. Welcome to the Probate Hero Collective. As as always, I'm Gary. I'm Ray. And welcome to episode six. Episode six, we're making some headway. Yeah, this was our initial goal was to get six of these done for you. So thank you for tuning in. Yeah, thank you. We appreciate that. Today's gonna be a great episode. Today's a great one. I hope you're getting value from what we're providing. Again, Ray and I are just, we're just sharing what we do on a daily basis. Yeah, our approach, everything pulling the curtain down and what it looks like. There's no sugar coating. Yeah, this is what this it looks like, right? This is the real life. Look at how to get involved and efficiently add probate real estate to your current business. This is the real deal. This is the real deal. I mean, we're pulling the curtains down if you want to get this type of business, what it takes on a daily, a weekly, a monthly basis. And like we said, today's gonna be a deep dive in the call process, preparing for it, how it works, the follow up, all that. So we're gonna dig deep so the viewers can understand, well, what does a day look like? I'm gonna make calls. I mean, they're seeing the roadshow. On the roadshow is where we decided that we really wanted to dive deep into the prospecting portion of probate real estate. And you know, Ray and I stress a lot that we're trying to pull back the curtain and show you a day in the life of what it's like to be in this niche, probate real estate. And that's just because it's such a different type of real estate, not necessarily just handling the transaction. Because I mean, yeah, there's tremendous similarity selling a house that's in probate to just selling real estate in general. But it's the approach, it's what we're gonna talk about today that is so different. Absolutely. It's the prospecting piece of it, right? That you could use on this, on any of your business. But what is the preparation for all that? How does that work? How do I just start making it? Do I just pick up the phone and call? Is there a method to the madness? There's a science, right? There is an art. Yes, there is. Preparing, navigating. So we're gonna dig all that today and talk about that. Yeah, we're gonna get into what you just said. We're gonna get into the scientific side of just prospecting in general. The name of this episode is effective communication and negotiation in probate real estate. And we're gonna share with you a lot of the scientific approaches that you and I have both learned and that we incorporate into our prospecting portion of probate real estate. How we get the deals in the first place. And the reason why that's important and the reason why you're gonna want to watch this whole video from start to finish and re-watch it is because you have to remember, and we mentioned this I think on the first or second episode. One through five. Yeah, you would know better than we would at this point. But the people that we're contacting are prospects, right? They're in a completely different place in life as opposed to a prospect who's expired or just listed, just sold. Exactly, whatever. You gotta understand that. When you understand that, that's gonna completely shift your mindset, which is gonna help you take a different approach that will ultimately set you up for success. Right, absolutely. And you know, a lot of this too is mindset. So with that being said, let's talk about the preparation, getting on the call, right? I mean, do we just pick up the phone and call them or I mean, right? I mean, let's talk about that, the preparation. So you're early morning and I can discuss my, what are you doing when you wake up, right? Yeah. I mean, all that so that, you know, they can understand how does this work because a lot of this is getting your mindset ready, right? To making these calls, to having those conversations, to being empathetic. So what does that look like, right? So, well, you and I, we are pretty similar. Yeah, yeah, absolutely. As far as our daily schedule goes, Ray and I are very similar in how we schedule and run our day. For me personally, I'm up at 4 a.m., okay? I'm up at 4 a.m., you know, it takes me 5 to 10 minutes to kind of clear my eyes, brush my teeth, you know, use the restroom. By the time I'm done with all that, I sit down and I just have some quiet space. The house is quiet, kids are sleeping. Kids are still asleep. I call it talking to God time. That's right. And I'm meditating. I'm thinking about things from the day before. I'm thinking about things that I have going on that, you know, today. And I'm just projecting my vision. I'm visualizing how I want my day to go, how I want deals to go. And I sit there for a good 30 minutes just meditating. Right. Or talking to God. You're putting that energy how you want to control the day that you want to have rather than just showing up and flopping around. Right. Yeah. I don't want to get into my day and just kind of spiral and let the day control me. I want to have every advantage to control as much as my day as possible. That's right. And we both really believe a lot of that comes from getting your mind and your energy in tune towards the goals that you want to achieve. Absolutely. I do that. And then after my time talking to God, I read. I read for a half hour in the morning. Right. Your mindset. I got a couple of good books here that that that I want to share with you. Right. Here's one. This is called Learn NLP, the non boring way. And NLP stands for Neuro Linguistic Program. I was going to say, break that down. Yeah. And it just teaches you how to be an effective communicator. Right. Right. It's not mind tricks. It's not magic. More active listening. It's active. That's a skill. It's a skill. It really is a skill. And, you know, believe it or not, a lot of actors who are really good at what they do play make believe they're excellent at neuro linguistic programming. That's their job because it teaches you how to be an active listener. And the best actors are actually the best listener. Yeah. That applies to what we're doing. Right. You're going to get really good at prospecting. Yeah. When you get really good at active listening. Right. Right. And there's a lot of great stuff in this book that will put you on that path. And then another book that I've read is called NLP for Beginners. And this is just mastering neuro linguistic programming. And so it's an entry level. Right. Just give an overview of what it is, how it works. Yeah. Yeah. And it's I recommend both those books. You can get them off Amazon. Yep. 10, 15 bucks. Get your house the next day. And I'm telling you, it's going to give you an advantage. Yeah. For when you're making phone calls, it's going to teach you not only how we said how to be an active listener, but how to frame your responses. Right. There's a gentleman that I was turned on to. And coincidentally, Ray's already read his book. His name is Chris Voss. Yeah. So the name of his book is called Never Split the Difference. Great book. Phenomenal. He was a hostage negotiator for the FBI. Yeah. Retired now. And now he's teaching. Right. What he learned. But to your point, NLP. Right. Yeah. And understanding how to mirror and match somebody, how to use anchors in your conversation. You know, an anchor would be something like, it sounds like you're saying or it seems like you're putting a label on something. And that's going to help frame the next part of whatever is going to come out of your mouth. Right. And I learned all that. We learned all of that from this gentleman, Chris Voss. Again, the name of his book is Never Split the Difference. Great book. Audio book, too, where he actually reads it. So if your audio want to listen that way, it's great. Yeah. Yeah. Fantastic book. I recommend you find Chris Voss on TikTok or Instagram or wherever. And you just start kind of follow him, dive into what he's doing. He just delivers gems on a daily basis. And like Ray said, he was a hostage negotiator for the FBI, an international hostage negotiator. Absolutely. And now his company, the Black Swan Group, they train the art of negotiating and the art of communication. Right. And they implement what he has done for his career in a business setting. And it's just phenomenal. It's trust us when we tell you. You know, it is. And see, a common denominator that we're reading books and all these successful people is they all read. Right. They all take care of their body. They all meditate or whatever. They all do some type of movement, exercise or whatnot to really prepare them to be in the best position for their job or whatever they're doing. Yeah. Right. Success leaves signs. It does. Success leaves clues. We're just following what they do. Yeah. Yeah. Yeah. That's it. That's it. And then another book that I want to recommend for you, this is written by Sir Darren Jacklin. And the name of this book is Until I Become. And this book is an important one for you to add to your library because it's going to talk about developing your own purpose. Right. It's going to talk about the importance of perseverance. And when you combine those two things, what that payoff is. Absolutely. Phenomenal book. So I suggest that you add that one to your library as well. Darren Jacklin's a fantastic human being. Right. And I know him personally. Yeah. And he's an incredibly successful businessman. And this book really just lays it all out for you and will give you a roadmap how to train your brain to put you on a path for the success that you are ultimately looking for without ignoring the hurdles that you're going to run into and how to persevere past those. Absolutely. Because you're focusing on the payoff. Right. And it's just like a sports analogy, right? Like we were talking earlier. It's like if you're a quarterback for a team, you don't just show up to the game and start throwing passes. No. You're there early. Yeah. You're stretching. You're preparing. You're warming up. You're watching game film. You're studying. Right. And all this in between. It's so much preparation to get into the game. You don't just show up. And that's the same thing in this business that we're kind of sharing with you. You have to prepare. Right. If you want the best outcome to your point, you're up early. You're getting your mindset ready. You're tuning out all the negativity. Right. You don't want you want your brain nice and fresh. So when you're making those calls, you're laser focused. You're active listening. You're responding to help them. Right. So it's all this preparation. So we just, you know, shed the light on what it takes even before you even make a call. Right. Right. And pregame pregame. This is all the pregame. Yeah. So this is just warming up. So it's right. You've done that now exercises. Yeah. Right. Getting your body ready. After I'm done reading, I read from four thirty to five. Right. And then I get into the gym. I'm in the gym for about an hour sometimes in your body movement, getting ready, getting my body feeling good. I prefer me personally. You know, I enjoy being in the gym, especially that early because absolutely nothing else is going on. It's not like I have emails to respond to or calls coming in. Well, everything falls in place once you've taken care of yourself. Right. Right. Right. Now your day just goes how you want it. Yeah. Gives me an energy boost. Yep. Right. So by the time I get home from the gym, you know, it's six, six thirty in the morning, shower up, get cleaned up, get dressed up for the day, whatever my appointments are. I got my schedule already laid out the night before drop off one of the kids to school. And then from that point forward, it's go time. And I go from eight a.m. usually for I go for about a good solid two hours and then I need a break. Yeah, well, well, well, first off, let me just add in when you're making these calls. Right. Hours in between. You always want to take a 10, 15 minute mindset break. You'll burn out if you're just calling for four hours straight. Right. You have to take that 10, 15 minute mindset break, step back. Right. Take a walk. Get some fresh air and then get back into the game. Yeah. Exactly like sport. Right. There's a time out. Let's get some water. Same thing in this business. Yeah, for sure. You take a mindset break, reset and now you get back in. Yeah. Yeah. My break that I schedule into my daily routine, you schedule your break is usually between 10 and 1030. I'll head to the golf course. Right. And I'm not going to necessarily play 18 holes every day. Sometimes I'll just have a range session and I'll just work out with clubs on the range or I'll put or I'll chip. Maybe I'll play nine holes depending on what I have going on that day. I will play 18 or nine holes. Let's see you work that in your schedule. It's in my schedule. Because of the discipline you had. That's right. Preparing the day before. Right. Getting everything you need to do in the morning. So now you have that scheduled time to do that. Right. And calls still come in. I'll get phone calls while I'm out. You've called me before and I'm like, Hey, I'm on the golf course. Calls will still come in. Clients will call because they got this or agents will call to want to show a property. I just take the calls while I'm out there. Yep. I'd rather be out there getting my mind reset to come back to the work grind. Right. And it's okay if I'm out there on the golf course and I'm standing over a putt and call comes in and I take the call and I'm talking to the client while I'm knocking in a four foot putt. I'm okay with that. Right. I've earned that and I've scheduled that into my daily routine. But I'm usually only at the golf course roughly two hours. Yeah. Even if I'm going to play nine holes of golf, I'm done in two hours. I play pretty fast. Right. So I get back from there and then it's back working again. I got a solid hour. Usually that hour is follow up. It's follow up emails. I'm responding to text messages and I'm following up with people who I spoke to the last week prior. Right. And then I go pick up the kid after I pick up the kid and my other kids get home from school. Work kind of stops for a little bit. I got to take care of them. How was your day? Get so-and-so to practice, make dinner, a whole nine yards. But then after that I have another hour to an hour and a half where I'm back making phone calls. And we were talking about this the other day. Yeah. Yeah. Those evening call sessions, they're, they're, they're phenomenal. I just, you know, I called you in the evening and again, calls are throughout the day, right? You got to call at different times and then also it's a lot of follow up, right? So this is just preparation in your mindset, all prepared. So what you said was very key. You prepared the day before. I do. That is crucial. Your day's scheduled, your week's scheduled. It's not just showing up and let's just float in the wind. If you want success in this business or in any business, prepare the night before you get prepared, you get your mindset, the gym movement or whatever, right? If you were a quarterback and you're going in to go play a game, you're going to watch game film the night before. You want to see what the defense is. Tom Brady, look how long he's played because of the preparation he had, taking care of his body. But it's the same thing in this business. Same thing. And you might, you might be sitting there saying to yourself, well, when do I, when do you guys have time for appointment? I mean, if you guys are making calls all day long and Gary's on the golf course in the middle of the morning, where are you guys setting up your appointment? Well, appointments take precedent over everything else for me. So if I have a successful calling session and appointments are now getting scheduled for Ray and I to go door knock, to go visit a property. Well, I'm not going to go to the golf course that day. Right. I'm going to, I'm going to schedule in those hours where we have appointments to go on. Right. And that goes back to what Ray just said. I'm making that schedule the night before. So when I wake up, I already know. Okay. So at 10, I'm not going to the golf club. Ray and I got this appointment and this appointment and this appointment. So plan, planning out your day ahead of time and then following that routine. Like I a moment ago, success leaves clues. Yeah. And we're just following right. What successful people have done, but there's a common denominator. As I said earlier, it's reading, it's tuning out the negativity. Right. And trust me when I tell you this, people will be dying to tell you what happened. Oh my God, the world's falling apart. Fine. But our business, we're making calls right now. So I'll talk to you after. Yeah. Right. So I don't want to hear any of that in the morning. That's me personally. And that's just because we're laser focused on our business. Right. We're trying to help our clients to get the best outcome. And that requires us to be the best version of ourselves. That's a gem right there for you people. Ray said, you have to cut out that negativity. And the reason why that's such an important concept to understand and for you to implement is when you're on the phone with somebody, the only connection that they have with you is your voice. And if you're dealing with all this negative stuff and you're letting in this negativity, that's going to bring your energy down. And let me just add, okay, when you're on the phone with people, you got to bump up your energy and extra tenfold because it has to come extra through the phone and they need to feel that and hear that. And if you got all this stuff going on and you're, yeah, no, I'm listening. They're going to feel that. Right. And I've been on that in numerous times. So I've learned the hard way. So you really have to be dialed in your energy up. I mean, again, this business, I mean, it's a process. And so, like you said, after you're dead, at the end of the day, we're pretty much done, right? And we're ready to get to bed early and start it again the next day. Yeah. By eight o'clock. Yeah. I'm usually back in bed, not going to sleep, but I'm back in bed. Yeah. And I've got my youngest. I have a 10 year old who jumps in bed with me. And we have this little routine where from eight to nine, we read. Perfect. That's where I read for a full hour. He reads next to me. I'm reading my book. He's and I do together. We read for an hour and then nine o'clock hits. That's his bedtime. That's my bedtime. And I do it all over again. Yeah. Lights are out. I'm not sitting there fishing through Netflix or whatever. Lights are out and it's time to go to bed because I got another day planned that starts at 4am the next morning. Right. Right. And this is this right here. I mean, this is a Monday through Friday weekends appointments. Right. Or what have you. But this is what it is. This is the preparation part of it. Right. Right. And so now when you're on these calls in our mindset, now we can connect in that empathy. Yes. Active listening. Yes. Right. And having that deep, deep, deep conversation. That's our that's actually the very first note that we have for today's podcast. Ray just said it. Empathy. Empathy is key in probates. Empathy is the key. It absolutely is. They don't feel that next. You have to remember the purpose of our call initially is we're building that rapport. Right. Right. And it says right here in our notes, empathy is key. Start the conversation off by acknowledging the sensitivity around this situation. Right. Well, probates, especially they just lost somebody. Yeah. Right. And here we are calling. So that all really you got to be laser focused in that mindset, that empathy and really connect with them, because, again, it's a different type of connection you're making. Yeah. We're we're wanting to help them, but they don't know us from anything. Right. And they don't even they don't even really understand why we're calling because their mind is not in the real estate mindset. They're not in the market. And Chris Voss, he he uses the term tactical empathy. Yeah. So when I'm calling, you know, I'm expressing that I understand the severity of the situation. I understand that's an emotional roller coaster. You're acknowledging them. I'm acknowledging what they're going through. Right. I share my own personal experiences, you know, losing my dad. And I connect with them on that empathetic level without even talking about real estate. So there's that connection. And I'm asking I'm asking, you know, well, is there anything going on where I can be of service to you? Is the house vacant? You have do you want any any do you want any access to my resources? Does the house need to be cleaned up? Is it is it vacant? Do you want us to send property preservation over there to maintain the integrity of your express? You're showing your value. Yeah, I'm not asking them if they're ready to list the property. I'm not asking them if they want me to send them a market analysis. I'm not asking them any of that stuff. Right. I'm simply connecting with them on a tactical and with tactical empathy as my my initial starting point. Right. To connect and build that rapport. Right. Right. And then it's it's having that conversation, right? Asking the open ended question. Yeah. Right. What is their goal? What are they looking to do? How can we help? Right. And going through all that. Yes. And while you're on the phone and Ray does this really well, he uses mirroring. And this is also something that the gentleman we keep talking about, Chris Voss, that he talks about when you're mirroring someone, you know, you're repeating words that they're using. You're repeating ideas that they're sharing. You're validating them. And you're mirroring and matching their tonality and their speaking voice, their cadence in their speaking voice. And you're repeating a lot of the stuff that they're saying. You're mirroring and matching that person. Right. And that's going to that's going to really help secure the foundation of that report. Well, that's the science. And then that's the art to it, because if you come off where you're it's not empathetic, they're going to feel that and it doesn't hold. And you're just like everybody else. Yeah. You really have to connect with them. So your body just naturally does it where you're talking like you're valid. I mean, it's just a natural response when you ingrain this stuff. Right. And then it's just like and then it's the connection. It's that familiar familiarity or wow. OK, they're they're actually listening to me. Yeah. This person gets me. You know, and these are all the little details that you have to do to connect, because, again, you've got a split second. Right. To really connect with someone, because then it's oh, you have a split. Right. And those calls do happen. And we don't take it personal, but the people that are open to the help or we feel we're the best guys to help them with the process. And you're going to know in the call when you've reached that that that phase. Right. Where you've where you've established some solid rapport. Right. And when you hit that point, that's where you shift into the gathering of information. That's exactly what it is. Information. Right. That's what the calls and Ray already mentioned this. And I'm just going to reiterate it. And we're going to explain a little bit more on what he meant by saying you want to ask open ended question. So what is an open ended question? An open ended question is a question that cannot simply be answered. Yes or no? Who? What? When? Why? Where? Right. Exactly. Yeah. Start with those open ended questions. And as you're asking these open ended questions, you you want to have what's called effective positive. You don't want to just jump onto the next question, the next question after the potential client speaks and answers your question. Listen, listen, pause, give give them a chance to completely get out what they're saying. And by you pausing, here's what's going to happen on the other end of that phone call. They're going to realize you are listening to them. If you ask a question and then you just start talking right away, I'm not getting the feeling that you're listening to me. Well, you make a good point because majority of the people, right, when you're talking, they're waiting to speak, right, because they want to get what they have to say. But what you just said, you have to ask the question, open it and listen. Right. And then they'll explain what it is they're wanting to do, have help, etc. So it's it's really a key and it does require practice. It does require practice. And that's where role playing comes in. Well, see, I do that every day. So do I. Yeah. And that's what we're encouraging you to do with this probate hero collective. That's why we call this podcast the probate hero collective. Yeah. Because we want to encourage the audience to connect with us and connect with each other and create this community to where you all we all could be role playing this material together. Right. Absolutely. And again, I keep using the sports analogy because analogy when you practice football, baseball or whatever sport, they practice nonstop. Well, in sales, people get the stigma. Oh, I'm not going to. Our practicing is the role playing of the script. Right. Right. I'm the seller. You're the agent. Give me the object. And you role play. Well, you seemed a little and you you detail because now when we're live in front of our clients, we've already went through those scenarios. We've already went through those objections. Right. But most people just show up and practice on their client. Right. But it's the role play. So you really got to prepare, practice. And this is a daily habit five times a week. That's you'll start noticing the difference. The conversations will start being more fluid. People will start engaging you more because it's just naturally something you're getting better at. Yeah. It takes time. And while you're going through the information gathering phase. Right. Yep. As you're getting the information, that's when you want to start using the skill sets of labeling where you're saying things like, well, it seems like this or it sounds like that. And the reason why we're doing that is we're trying to address concerns or projected resistance. Right. Right. Without having to call them out and resisting what they're saying. Right. So we're just validating what they're saying. It seems like this. It seems like this sounds like a great example is as we're going through the information gathering process and we're asking those open ended questions as we find out, you know, there's so much debt that's that the deceased left as we find out that the property is vacant, then we get to ask those labeling questions. Oh, OK. So your grandmother had an extensive amount of medical debts that are going to have to be paid through probate. It seems like selling the property is your only solution. And then they're coming up with the conclusion. You just asked the question, but it was labeled. It seems like, well, yeah, I think it does because of all the information now talk about this. You just went through this right now with the potential client that's in Campbell. Yeah. Called, wanted us, hey, I need help. And you ask the questions, you listen. And after gathering all the information, we find out you find out that calibrated question. Right. So with the individual that you were just referring to. Yeah. On the phone, never met him in real life in person other than just phone conversations and email. And the let me let me back up. The calibrated questions are a way to say no without saying no. So the question that I was asked was, well, how much do you think you can sell the house for? What do you think it's going to sell for? And I told him, I said, well, I've never seen the property. So how am I supposed to do that? Right. And what that does is that's saying that's giving a no. Right. It's no. But I'm actually how I'm having the potential client collaborate with me to determine why I cannot answer that question without me having to say, can't answer that question. Right. I just said, well, I've never seen the property. So how am I supposed to do that? Which is a fact. Oh, that's a good bet. That's a really good point. And then I went into and there's a whole lot of other things that have to be accomplished first, Mr. So-and-so before we even get to that. Right. Right. Take take the pressure off of all the real estate stuff. There's so much that we have to do. Right. That's related to the probate before we even get there. But I can't give you an evaluation. I haven't seen the property. How am I supposed to do that? And if anybody you're talking to is they're probably not the person you want to hand. Right. There's so much in between active listening. Right. And getting through how you can best help them. I mean, he would you wouldn't have been doing a service to say, oh, it's going to sell for this and let's move forward because asking the deeper question, that's not the best thing for him at this time because of all the other stuff going on. Right. Exactly. Exactly. So we got him in a good place. I referred him to a great attorney who's helping him through the mess. And once we get through that part, it'll come back to us. It'll be time at that point to schedule an appointment to go see the property, do a proper valuation, get the property listed and get the property sold. And it's a great property. It's down in the San Jose area. Two and a half million dollars. It's a nice one. So at that point, after we've built rapport, after we've gathered information, after we've kind of gone back and forth with expressing or dealing with different concerns or or heading off any potential resistance. Right. That's where we now start demonstrating our knowledge and expertise with probate and start talking about the probate process. Right. Regarding selling real estate. Right. But to get to that point, it was all this stuff. Yeah. Yeah. You can't just jump right into that. Right. It's all the preparation. Stretch a little bit. Right. And now you're sharing your your expertise with the process. Right. And explaining that. Yeah. I'll get into it with them or whoever I'm speaking to. I'm saying, OK, so you understand that when you're selling a property in probate, you can't do anything until you're approved as the administrator or the executor. Oh, no, I didn't realize that. Well, your attorney probably has already talked to you about your upcoming hearing date. Oh, yeah. Well, that's where you're going to be approved and you're going to receive what's called certified letters of administration Oh, wow. OK, well, those letters give you the legal authority now to start taking action against the state. Now you can sell the property. Now you can sign a listing agreement. Right. Now you can you can accept an offer. Right. OK. And also when you're selling a property in probate, you're exempt from a lot of the seller disclosures. I'm sure you didn't realize that. No, I didn't. Well, what what disclosures are you talking about? And I go through that with him and then I get into the other documents that are probate related that are going to be required to close the sale. And then I end all of that by saying, hey, look, Mr. So-and-so, I know other agents are calling you. If they're not talking about those key things related to the probate, they probably do not have the experience required that your family deserves. Right. Right. Absolutely. To help you through this process. And guess what you just did. Remember on the episode a couple of episodes back, we talked about separation. That's the separation part. Right. That comes at the end. That comes at the end. After you've done all this. Yes. After you've built rapport, gathered the information, dealt with possible concerns or resistance. Right. Then you demonstrate your experience and your knowledge and you develop that separation. Then at that point, you're moving into the next step, which is setting up the next phone call. Right. Email. Email. More value. Right. Setting up the next call. Because there's going to be a significant amount of time between this phone call and when they are legally authorized to actually do something. Right. Right. It's a process. Right. It's a process. So in between there, that's where we want to have our follow up calls. We want to have the emails going out that are giving them access to our resource guides and things like that. And like Ray said, just continually dripping value on it. And when it does come time that they can legally do something with the property, we're going to be right there. Right. And these are the the prospects, the estates that we're getting in the car and going to the doors. We've had that conversation. We've had that connection. And now they get to see us in person. And it's just an extra layer. So when, as you said a second ago, when it comes time for them to do something, I mean, who are they going to choose? Somebody that just called, didn't send anything or somebody who's been continually calling, asking questions, listening, helping, sending value. Right. And that that's what it is right there. Yeah. And to help you to help you move forward, getting that next appointment and retrieving their email address. Right. What I like to say, and I mean, it works ninety nine point nine percent of the time. Yeah. Right. You know, I would like to say one hundred percent of the time, but you really can't say that. Ninety nine point nine percent of the time is I'll say, Mr. So-and-so. So I want to thank you so much for your time today. I want to be able to recap everything that we spoke about. I'm going to send it to you in a little condensed email, just all the bullet points that we spoke about, so you can save it. What's the email address that you would like me to send that to you instead of me saying, hey, can I have your email address? I want to send you some more information. Yeah. But if I say, hey, Mr. So-and-so, great call. Thank you for your time. What I'm going to do for you is I'm going to condense our conversation, put it into some some key points and some some bullet points for you, and I'll email it over to you. So you have it for your records. What's your best email address? And we get it. We get it. And that triggers off everything else. They go into our campaign with our CRM. They're receiving the emails. They're receiving little text message. We're just dropping in links to certain things that would give them more value videos. And it just over over that 30 day period before they're approved, it's just keeping us fresh and on top of their mind. That's right. So that's something that you should absolutely ingrain into your conversation is when you finish the call. Hey, Mr. And Mrs. So-and-so, thank you so much for your time today. Always. Thank you. What I'd like to do for you. That's how I like to frame it. What I would like to do for you. Showing value. Right. Giving them doing something for you. What I would like to do for you is condense our conversation into bullet points, key points, something that you can save for later or come back to. I'll email it to you. What's your best email? Not can I have your email? What's your best email? Yep. And then remember, Ray said open ended questions. Who? What? When? I don't want to say can I have your email? Does that can be answered? Yes or no? Yeah. What's your best email? They're going to give it to you. And now they go into your your campaign and you're off to the races. That's right. All right. So I guess in a nutshell, this was a deep dive into the preparation of it. Right. Yeah. So getting this all prepared, it all starts the day before. Right. It's preparing your day, how it's going to look. So now you're in control of your day and you're not just waking up and wondering what's going to happen. So when you do all these things and you get in the rhythm of it, then things start flowing the way you want them to look. Right. But this is the process. So, I mean, great job on explaining all that. I mean, you too, man. We love to have questions, right? Yeah. We're getting some more viewers, I think. I think we're up to. We got two more. We're up to like one thirty three. One thirty three. OK. Yeah. Yeah. So I think that's one extra viewer. We'll take it. But I appreciate it. It's again, we're not we're not trying to pretend like we know what we're doing in regards to creating a YouTube channel. We really don't. We know probate. Right. Eventually, when we have enough content, we'll bring in somebody who knows what they're doing and they'll be able to get this channel out to tons of real estate. Right. Right. But for now, it's just you and I. Just us. You're on the journey with us. Yeah. And we if you have questions, please pop them into the chat and we will answer those questions for you either in the chat or on the next on the next video. Absolutely. Well, great job today. Appreciate you guys tuning in. And until next time. Yeah. We'll see you next week on episode seven. We're going to talk about working with investors. Oh, yeah. Good one. When you're selling a process off market and attorneys, there's there's some misconceptions about attorneys. I love working with probate attorneys. They get they kind of get a bad rap sometimes from the real estate community. And a lot of agents ask us all the time, you know, yeah, I love I love the idea of probate. I got this whole idea. I'm going to market to these attorneys. We we dive into that on the next episode. So stay tuned. Get subscribed so you don't miss out on it. Like this video. Share it with other realtors. All right. You want to you want to share what you're learning. That's right. Don't hoard the information that's going to create some bad energy. Breed success. Yeah, man. Share it. Not just because we want our content to be shared, but by you sharing your you're working from a place of abundance and you're going to win more by helping others succeed as well. Kind of like what we're doing right now. Absolutely. All right. So until next time, I'm Gary. I'm Ray. And this has been the probate hero collective. We'll see you next time. See you later.