Speed networking in real estate, the CPE Designation, and seller price objections in a changing market | Episode 96

Speed networking in real estate, the CPE Designation, and seller price objections in a changing market | Episode 96

In this episode, Certified Probate Experts discuss speed networking in real estate, the CPE Designation elevator pitch, seller price objections, and using software as a lead magnet. We hear success stories from Larry and Brian on building referral relationships with attorneys.  We also hear about Jessica’s 12 listings and why she targets NODs in probate with out-of-state personal representatives. David and Bill discuss why the one-to-many marketing approach is the greatest way to scale your real estate business. Tune in and see the progress these probate agents and investors have made in the last week!

You’ll learn the following:

  • Using software as a lead magnet
  • Breaking into the senior living space
  • Selling timeshares in probate
  • How to find networking events near you
  • How other professionals react to the CPE designation
  • Handling seller price objections as the market changes
  • New free resources from the Magnum Opus Project

We also announce the winner of our EARN Course content. Watch the reveal here.

Table of Contents:

Speed networking in real estate, the CPE Designation, and seller price objections in a changing market | Episode 96

Use the podcast player or YouTube video above to catch this episode replay. Click here to access the transcript for this episode.

Real estate mindset coaching: Success and opportunities in 2023 (Mindset Coaching)

In this podcast segment, Bill Gross talks about mindset coaching and how it can help people achieve success in real estate in 2023. He also offers some advice on how to find the right opportunities in the market.

If you’re thinking about getting into probate real estate, or if you’re already involved in the industry, then this segment is a must-listen! Bill Gross is a highly motivating coach in this space.

How to sell inherited timeshares in probate (Probate Sales)

Timeshare resale can be a part of managing inheritance assets. You may have heard of people selling their timeshares in order to pay for probate fees or other debts, but what if you’re the one helping someone who inherited a timeshare?

In this segment, Bill Gross talks about how to sell inherited timeshares in different states. He also offers some insight on timeshare resale companies.

This is important information for anyone who may be helping someone settle an estate that includes a timeshare. Don’t miss it!

How to offer free software as a lead magnet (Probate Marketing)

In this segment, Bill, Larry, and Brian talk about how to offer free software as a lead magnet for your probate marketing business. They also discuss tips on how to pitch EstateExec without getting too technical.

This is great information for anyone who is looking for new ways to market their probate business. If you’re not using EstateExec, then you’re missing out on a great tool that can help you get more leads and close more deals. You can get special discounts on the software through the EARN Course.

B2B networking at luncheons and seminars: What is a CPE? (Referral Networking)

In this segment, Brian and Bill talk about how to network at luncheons and seminars. They talk about what a CPE is, and how to make a speed-networking elevator pitch for real estate.

A CPE, or Certified Probate Expert, is someone who has completed the probate course Probate Mastery and passed an exam. They are experts in the probate process and can help you with your probate needs.

If you are looking to get into real estate, or are already in the business, networking is key. Attending luncheons and seminars is a great way to meet other professionals and make connections. When you are speed-networking, it is important to have a quick elevator pitch ready so that you can make the most of your time.

Some tips for your elevator pitch:

-Keep it under 30 seconds

-Start with a hook

-Focus on what you can do for the other person, not what you want from them

-End with a call to action or question

Here is an example of an elevator pitch for probate real estate.

“Hi, my name is _______ and I am a CPE. I help people with the probate process and have a lot of experience with real estate. I would love to connect with you and see how our businesses can fit together.”

Explore: Probate Mastery Reviews

Real estate agents specializing in seniors and residential living (Real Estate Coaching) (Mom’s House Reviews)

In this segment, Brian and Stephen talk about real estate agents who specialize in seniors and residential living. They mention Real Estate coaching, and how it can be beneficial for agents. David joins in to briefly touch on the topic of “Mom’s House” coaching and his experience with a live coaching event.

The group shares ideas for finding local seminars and meeting with the right professionals in the senior living space.

Some tips for finding local seminars:

-Check with your regional real estate board

-Look for online directories of upcoming events

-Check with local colleges or universities

Some tips for meeting with the right professionals:

-Attend local networking events

-Research potential contacts online

-Set up informational interviews

If you are a real estate agent who specializes in seniors or residential living, networking is key. By attending local seminars and meeting with the right professionals, you can learn more about your niche and grow your business. Real estate coaching can also be a helpful way to learn more about the industry and hone your skills, so keep tuning in.

Want to learn more about building a vendor team?

Handling price objections from motivated sellers with market updates (Real Estate Objections)

In this segment, Bill and Jessica talk about handling price objections from motivated sellers. Bill uses market updates as a tool for nurturing contacts and overcoming price objections.

Jessica describes how she finds motivated sellers with distressed property situations – and she has 12 listings!

Some tips for handling price objections:

-Be prepared with market data

-Be sympathetic to the seller’s situation

-Make a counteroffer that is fair and reasonable

-If you take an overpriced listing, be transparent and have a plan

If you are a real estate agent, it is important to be prepared for price objections from motivated sellers. You’ll learn a lot from this segment.

YouTube content production schedule (Content Marketing)

In this segment, Bill Gross shares his rationale for scaling his one-to-many messaging. He believes that content marketing is the best way to reach a large audience with a consistent message. He produces several content series under his personal brand.

To manage this volume of content production, he has virtual assitants that help him with editing and publishing. He uses his YouTube videos to nurture contacts he has met through networking and prospecting.

After you check out this segment, consider checking out these 18 prompts for Probate Video Marketing

Resources & Links

🔵Recent content:

Probate direct mail ROI, B2B Referrals, and Creative Finance (Episode 95 – Weekly group coaching)

Starting real estate in a new city, new niche | Success Motivation with Susan Chace (Episode 94 – EARN Course Success Story)

🔵Links for this episode:

Directory sign-up (Phase One of Launch)

Interview with EstateExec

Estate Professional Directory: EstateProfessional.org 

Vendor Teams Free On Demand Series


If you want to learn more about scaling you probate marketing and speed networking to build your referral system, tune in weekly. You can fast-track your success in probate real estate when you take the #1 probate certification course. Be sure to join the other motivated professionals who tune in each week for free in the Estate Professionals Mastermind Facebook Group. Thanks for tuning in!

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