Blue Ocean Real Estate Strategy: Nursing Home Referrals, Senior Living Seminars, and Medicaid Property.

#1 How to Sell Probate Property with Medicaid Liens

Anna noticed several probate properties had been sitting on the MLS but haven’t sold and asks why this might be the case.

It’s not uncommon for a probate property to sit on MLS when a Medicaid lien is in place, especially when the tax-assessed value is out of date.

Medicaid liens create unique real estate listing and probate investing opportunities. Many real estate professionals treat Medicaid sales like normal deals, but there’s a simple way to be proactive with the sellers and in dealing with the lien itself.

In this probate training highlight, Chad Corbett discusses how to speak to sellers with Medicaid clawbacks on their inherited property and how to use a market analysis to successfully challenge the tax-assessed value. Doing so can help the family keep more of the equity in the property, settle Medicaid debt, and get the house sold quickly.

Helpful hint: Proper estate planning can help families avoid Medicaid clawbacks and protect the transfer of generational wealth. Partner with estate planning attorneys near you and reach out to your SOI to get them in for a consultation.

#2 How to get MEDICAID PROPERTY LEADS | Nursing home referrals for probate investing and probate listings

Ed completed a great investment deal involving a probate property with a Medicaid clawback. He asks Chad Corbett if there is a backdoor strategy for accessing Medicaid property leads and where to get real estate referrals that involve Medicaid liens.

Chad describes how to network with nursing home directors, social workers, assisted living facilities and care managers, and other life transition specialists to earn real estate referrals. There are so many ways to offer help to families dealing with life transitions and to the professionals helping them, but this opportunity is largely untapped in most markets. It’s a great real estate niche to launch a blue ocean strategy in.

In this video, Chad Corbett breaks down how to get probate leads from social workers, nursing home managers, and related professionals in the care management space.

You can easily build probate business opportunities with this blue ocean real estate niche for nursing home referrals and lead generation.

#3 Blue Ocean Real Estate Marketing: Co-Hosting Senior Living Seminars with Estate Planning Attorneys

Sue lives near a senior living community and wants to do some real estate marketing there. She has an estate planning attorney in mind she’d like to work with. What’s the best way they can co-market to get real estate referrals and estate planning referrals alike, essentially immersing herself in the middle of senior living referrals and getting upstream of probate leads and nursing home referrals?

Chad Corbett shares marketing ideas for hosting an estate planning seminar at senior living centers. Likewise, you can host similar events for financial planning, retirement planning, senior living, life transitions, and more.

Chad also describes how to plan and promote the real estate seminar using EDDM, or Every Door Direct Mail, to circle-farm the senior community.

Do you have assisted living homes and senior 55+ communities near you? We challenge you to find estate planning attorneys, financial planners, Medicaid workers, and more in your area and commit to sphere of influence real estate marketing. You can quickly build probate business with this blue ocean real estate marketing strategy, and open the door for attorney referrals for real estate leads.

For ideas on how to make introductions online, check out this Digital Door-Knocking Guide.

#4 Real Estate Prospecting Scripts: How to prospect nursing homes, social workers for referrals

Nursing home referrals are a great opportunity to build your probate business while helping the nursing home build their business. But who do you reach out to and what do you say when prospecting for real estate referrals?

In this probate training clip, Chad Corbett lays out how to get real estate referrals by prospecting nursing homes and social workers. He gives an example script of what to say when prospecting and demonstrates how to pitch your Medicaid property sale strategy.

• 0:00 How to start prospecting for nursing home referrals
• 1:23 Real estate prospecting script for nursing home referrals
• 2:59 Medicaid liens sale requirements vs. Tax-assessed value

The goal isn’t just to get more real estate leads and expand your real estate marketing, but to solidify yourself as THE person nursing homes and social workers think of first, knowing YOU can help a family prepare for senior downsizing, liquidate assets, navigate Medicaid liens, and get more equity when a Medicaid property sale is necessary.

Go get those referrals for real estate leads senior living facilities don’t know how to help :)!

Examples in Action: B2B networking for real estate referrals

I’m nearly certain that DeAndre wrote in his question after watching Live Probate Real Estate Group Coaching #26 (Also available on our probate podcast). In this live training session, Daniel shares his insights and results from networking with funeral directors, nursing homes, and estate planning attorneys. John Fraker shares his advice for networking from the perspective of a probate attorney.

This is a 50-minute free coaching session loaded with nuggets and inspiration, so it’s worth bookmarking if you can’t watch it right now!