Prospecting Made Simple: What to Say, Who to Target, & How to Offer Real Value! | ATL Mastermind 535

Tune into our weekly LIVE Mastermind Q+A Podcast for expert advice, peer collaboration, and actionable insights on success in the Probate, Divorce, Late Mortgage/Pre-Foreclosure and Aged Expired niches!

In today’s episode of the All The Leads Mastermind podcast, the focus was on helping new and seasoned agents navigate the probate process with confidence by providing value-first outreach and building long-term rapport. Bruce broke down how to identify real estate opportunities in probate data and why leading with service, rather than jumping straight to listing conversations, builds better conversion rates over time. He walked through how to approach calls with empathy, position yourself as a local probate expert, and transition naturally into real estate discussions. Robert and Corey asked key questions around list segmentation, working older leads, and whether to contact attorneys which sparked a broader conversation on how to prioritize outreach and tailor your message. The panel emphasized layering phone calls with direct mail and a strong online presence, recommending that letters go out first to warm up future conversations. For newer members, the group shared tips on reading lead data, setting mail cadence, and building credibility from day one. The episode wrapped with a deep dive into marketing strategy, including using probate-focused websites, retargeting, and long-tail keywords to drive traffic. Coaches also discussed offering services like cleanouts, locksmiths, and probate advances to distinguish yourself as a true concierge and not just another agent. Whether you’re just getting started or scaling up, the key message was clear: bring real value, play the long game, and let trust lead the way to consistent deals.

💬 Key Takeaways:
 • How to open probate conversations with empathy and value—not just a sales pitch
 • Why 70% of probate cases involve real estate (and how to identify the best prospects)
 • A four-tier strategy for prioritizing new and older leads
 • When and how to contact probate attorneys without overstepping
 • The right time to introduce a listing agreement—and why it’s rarely the first step
 • Why personalized letters outperform postcards in early outreach
 • Creative ways to offer real value through cleanouts, locksmiths, and probate cash
 • Smart PPC and retargeting tips to drive traffic to your probate website
 • How to develop your unique value proposition and stand out from other agents

 #ProbateRealEstate #RealEstateLeads #RealEstateTraining #RealEstateMarketing

Previous episodes: AllTheLeads.com/probate-mastermind

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Be sure to check out our full Mastermind Q&A Playlist 

Chapters

• 0:00 Introduction and Welcome
• 4:10 Explaining Probate Leads and Services
• 10:26 Navigating Attorney Outreach
• 13:00 Leads With & Without Listed Property
• 17:56 When to Sign the Listing Agreement
• 24:06 Dissecting our Lead Lists
• 30:00 Understanding Probate Timelines
• 31:28 Effective Use of Letters and Postcards
• 33:34 Driving Traffic to Your Probate Website
• 35:40 Pay-Per-Click and SEO Tips
• 37:48 Retargeting and Organic Traffic
• 41:41 Offering Additional Services to Probate Clients
• 44:46 Probate Cash and Mail Services
• 48:10 Initial Contact and Building Rapport
• 58:15 Perspective of the Personal Representative