Aug 07 2020 52 mins 2
Join us next time: https://www.facebook.com/groups/alltheleadsmastermind Full Call Recap With Additional Training Resources: https://alltheleads.com/ccva/probate-leads-training-july-2020/cold-calling-probate-leads-57/ PROBATE LEADS: https://www.alltheleads.com/probate-leads Probate Mastery - 3-Day Training to Earn a CPE Designation: http://alltheleads.com/education-training ROLE PLAY #1: Problem, Solution, Appointment: Getting Your Cold Call Script In Order (3:10 ) Mike from Florida role plays as the probate specialist. Major Lessons: -Get empathetic and understand all the problems a family could be facing. -Get clear on everything you can offer. -When calling, ask questions and have a conversation, build rapport, THEN deliver your offer with confidence and energy. Bonus Tips: -Mike uses the Squatter Possibility/Offer to post No-Trespassing signs to solidify an appointment quickly. -Chad demonstrates how to illustrate a scenario and bring emotions to the surface. -Bruce coaches Mike on how to lead with curiosity, not closing statements. ROLE PLAY #2: Identifying Hidden Opportunities and Offering Creative Solutions (27:58 ) Dan from Seattle role plays as the probate specialist. Major lessons here: -It’s GOOD to have personality on the phone! -When dealing with touchy subjects, use open-ended questions instead for discovery. -Identify opportunities and offer multiple options. -Get local, and get affirmation. Bonus Tips: -Dan uses a spontaneous joke and keeps Bruce on the phone. -Be Comfortable with Silence: Dan does a great job letting silence hang so -Bruce would open up and respond. -Chad breaks down how Dan could have taken what he learned through discovery and offered creative options for the situations/motivations surrounding Bruce and his sister’s situation. -Dan allowed Bruce to throw away his feeling of hesitation - This likely solidified the appointment so Dan can avoid a cancelation or no-show. BONUS: Handling Objections: "Call us back in a few weeks..." https://alltheleads.com/handling-objections-probate-listings/ Support the show (http://www.facebook.com/groups/alltheleadsmastermind)
