How to Market and Get Probate Sales, with Attorney Paul Horn

0:01 How who you use as a short C negotiator and how it all work out for you sure because a lot of misunderstanding out there that reverse mortgage or what do I do well you know I do probate reverse mortgage all the time and we treat it the same way as a regular mortgage right bill yeah well there's no other than the fact there's no payments necessary which makes it in some regards even easier right because a regular mortgage you get in foreclosure but you're falling behind payments reverse mortgage there's no payments due so in some regards it's even easier to work with it's not harder yeah we are we're gonna cover a lot of great things today you know we have we have Bill with us we have Kevin Finley who's a super top producer so we're going to have a lot of fun today let's see for those of you who are on already if you have any question guys type in the chat box type in the chat box for those of you who are on Facebook live type in the chat box and we will we will answer your question any question you have we will answer it we have Bill grow on the line we have so far Kevin fin L who does a ton of business he's a super high producer he just did a short sale reverse mortgage probate so we'll hear from him yeah any let's see here Donna Joe Donna Joe so Donna Joe if you so I can hear you Donna if I were to unmute you know so Donna for example hey Donna say

2:07 Hi Donna just stepped away for one second this is her assistant hi assistant hi you got great question already just FYI in the chat box great question Carman says when I call good morning when I call the pr they say my damn attorney got it he will get my resent agent I don't know anything damn attorney unless you tra Paul horn car we're gonna have Bill talk a little about it for you okay we're gonna have Bill sort of sort of address that so let me let me just take a general poll I know we haven't started yet is it how many of you here online here that you want that's been here on the first time with me on this webinar can you see the chat also Bill yes good like for example de asked what is the best phrase PR like to listen yeah I'm making not of the questions good so Candace Linda so Candace and Linda so I am a probate attorney so I will go over I set so like teach you a little bit about probate this all I do is probate and then it's a treat today we're going to get into some marketing aspect of probate as well okay Linda so Candace and Linda all right

4:14 So good morning Yolanda reuben go to Paul Horn Law Group on Facebook it's on Facebook live Reuben go to go to Paul Horn Law Group it's on Facebook live all right so it's 10 o'clock let us start let us start it's 10 o'clock so any question guys just type in the chat box my name is Paul horn I'm a probate attorney all I do is probate okay so let's see here so let me just sort of spend a little bit of time just talking about probate for a second and then we're going to jump into the marketing aspect of it okay if you are a real estate investor online right now watching us if you're a Realtor® online watching us in your career it's only it's only a matter of time where you're going to run into a deceased homeowner do people still die guys probably right people still die you're going to get it a homeowner is going to pass away how do you take the listing how do you buy the house okay so this is what this next two hours all about okay so what I would say is Lacy that's right people still die so the first thing you're going to do when someone pass away you know when the when the son or daughter comes to and says hey my mom passed away you as the real estate professional how do you help well you're going to want to know if the house needs a probate or not if the house is in a trust no probate needed if a house is in a trust no probate needed okay if a house is a trust and you can tell that by getting

6:21 Your title guy or even your MLS right you locking MLS it'll say what it's in the trust or not okay if the house is in the trust mom die mom has four children which of the four has the power to sign your listing agreement guys mom di it's in a trust no probate is needed mom has four children which of the four children has the power to sign your listing agreement which of the four children has the power to sell this house to you okay so it's the successor trustee guys successor trustee okay successor trustee so when someone has a trust guys you want to hone down and find the successor trustee the successor trustee has the power to sell this house to you to give you the listing agreement the successor trustee okay just keep in mind so where so if the house in a trust you need to locate the successor trustee so how will you know which of the four children is a successor trustee guys how will you know what do you guys think mom died she's got forun house in the trust how do you know so karma says by asking yeah you can ask they all say they're successor truste kmen they all said I am what are you gonna do kmen mom loves me too Mom put me in charge Stacy you're right you need to trust right you get a copy of the trust you cop get a copy of the trust you flip through it and find the words accessive trustee that's the individual who's going to sign your listing agreements person's going to sell that's going to be able to sell you this house all right so successful trustee all right so that's so I just want to run by real fast the trust aspect of it if it has in a trust you want the successful trustee how do you know who the successful trustee is by getting a copy of the trust okay all right so next

8:25 You pull up the grind deed the house is under the homeowner's name what now the house in the homeowner's name then you're going to need a probate okay so whenever as you're trying to buy this house as you're trying to list this house in real estate if the home if the name the you pull the Grande it was under the homeowner's name welcome to probate period a will absolutely put you into probate okay all right so once you once you find out it's a probate it goes through the probate process okay go it goes through the probate process oh let me show you real fast let me just show you real fast the probate timeline guys this is the probate timeline probate normally takes one year to do probate normally takes one year to do okay probate takes one year to do but you can buy this house you can sell this house escore can close say within 3 months after probate is started now how did that get three months well if it's if it probate is with full Authority if so the moment you file about two months later the son or daughter who is in charge it's going to get something called letters and orders basically is the court appointing that son appointing that daughter to be the personal representative that happens about two months after the day that we file the case Okay so if a probate is with full Authority you can close escco within two to three months well say it say three months okay if a prob Bas with full Authority guys all you need to close escrow is three things probate is full you just need three pieces of paper to close the probate you need something called order for probate like you see on the screen it's called order for probate you need to have letters like you see in the

10:30 Screen call letters and then a notice of proposed action so guys you're in the probate you're trying to buy a probate house you're trying to list a probate house here's how it works look at the screen the day that I file the case two months later the lawyer goes to court the lawyer get to send a daughter approved then letters and orders are issued okay and then at that time you just give me the probate purchase agreement and I will prepare something called a Nota a noce of proposed action so that's all you need gangs if a probate is full Authority you just need letters orders notice of propos action bam you close the probate within 90 days from the day that I start the probate that's full Authority that's it's that simple it's that simple okay if it's limited Authority it's a little more involved now if you are an investor if you are an investor you definitely don't want to buy a house that is it's very difficult to buy a probate deal and make good money if it's limited Authority okay it was limited Authority so I think I think at this time let me just need let me just say hi to Kevin Finley let me say how to Kevin Finley Kevin he's a top producer he just finished a probate that is reverse mortgage and it's a short sale so let me say how let me say Kevin let me just have him give you him your experience on how his last transaction went when he bought a house that was reverse mortgage short sale and it's aate so three you

12:39 Know three things that I think would scare a lot of people away let me find Kevin where is he on here Kevin are you still online let me let me find Kevin do I need to unmute Kevin is that the oh here we go hey Kevin are you there yes yeah so Kevin tell us tell us about this deal just walk us through what maybe you can share with us because a lot of people are so they get afraid when there a reverse mortgage and a short sale so and a probate so tell us your experience with this one transaction Kevin with this transaction was the reverse mortgage sport sale and probate so basically the sellers they got a reverse mortgage they live longer than the reverse mortgage hey can you can you speak louder Kevin can you hear me now yes I can hear much better okay so this was a reverse mortgage short sell probate so with the reverse mortgage they the sellers outlived the life expectancy of the of their reverse mortgage so there was no equity left back in the house so it was a reverse mortgage and since there was no equity it was a short sell and there was no trust so it was a reverse mortgage short sell and probate so basically the way the way that process worked was I had to start the as the buyer I had to put up a retainer fee for to start the probate process which was $2500 and it was it was it's

14:43 Non-refundable so if I if I purchase the property or not I'm out that money if it doesn't go through let me see with reverse mortgages when whenever you do a reverse mortgage short sale it's not like a regular short sale where the bank will take 90% of the of the apprais value so the bank sends out an appraiser and the you have to you they will only accept within 95% of the appraisal value so there's a 5% U difference there so it's a little bit it's a little tighter deal so you end up CL losing this transaction for how much Kevin what was the short sale amount it was 357,000 okay so he so he closed this short sale 357 probate short sale and after it's all and then what is your projected sale on this house it's around 600,000 okay right so he got this probate short sell for 357 when it's all said and done he's going to sell up for what three how much you say how 600 and I'd say 600,000 okay so what how much think you'll net this from this transaction I will net after real estate fees and attorney fees and all that somewhere around 140 to 150,000 okay yeah so this is a real life example guy that it's a it's a probate reverse mortgage short sale he's going to net about 150 Grand okay so if you guys ever get a probate short sale probe verse mortgage don't shy away from it yeah Kevin yes I'll keep on doing them that's for sure yeah and you know with this Market being so

16:45 Tight I think probate is a good Niche to find deals Bill what's your thought on that bill as far as is this a good market for finding probate is that question in term of the market being so tight the inventory be so being so low for investor who wants to find off Market you know off buying products not on MLS what do you think in term of using prob to do that so I don't I wouldn't think of it that way as is it harder or not I would you know we're in a competitive business so the question is how much work do you have to do to get the results you want so you might need to add a second County we might need to look deeper into deals to find them look at more properties price them out more maybe find better ways to lower your cost to make your margins better it is a challenging Market in all of real estate you know it's also been great in Probate and regular real EST estate sales are up tremendously considering the covid so and I think it's going to only get better so I don't know I would say it's harder I would say it is what it is you have to do what you have to do to generate business right so like with Kevin Finley I mean he's going to make 150 Grand my goodness I mean how many listing do you need to go through to make 150 grand out of just one transaction some someone asked you Kevin how long did it take you Kevin to from beginning to end with this particular short sale probate transaction I made the offer in I believe March sometime the around the end of March and we just closed it last week so it was it was around six months did we start the probate for you right around March Kevin or was it way [Music] after I think it was it March or March or April for

18:50 Sure I could look back but I know I had I wrote the offer I had wrote the offer what the with the event in March you guys might have started after that though Carman asked a terrific question Kevin she asked Kevin what did the seller get out of it so what Carmen is asking is this Carmen is saying hey I'm the son why the hell do I want to cooperate with this short sale with this prate because it's a short St I'm not getting anything out of it you know Kevin how did you handle that particular conversation with the slender daughter it says what did I what am I gonna get out of it so basically there was no there's no incentive for the for the for the for the for the daughter to do the paperwork so we basically gave him $5,000 as a relocation money okay yeah so Carmen the way you do a shorty probate Carmen is this you have to put your entrepreneurial hat on and say okay you know I'm you've done short sale before you need to find an investor you need to find an investor and you basically who did you use for the short s negotiator Kevin how did you do it I have a great short sell negotiator and when I was talking with the listing agent he actually told me hey I'm G to get my short s negotiator on it and I asked him who she was and he said her name was Dorothy Cole and I said perfect that's who I use on all my short SS as well so she is an agent out in Lake

20:56 Havu U but she does a ton of short sell negotiating and she's definitely re reasonably priced and she is an expert at it so all right so Kevin is a pretty smart guy he wasn't even the listing agent on this deal so how did you how did you connect with this listing agent Kevin so I just I just went through the MLS and the property was on the market for I believe six months and I just reached out to the listing agent and I said hey I buy a ton of properties I want to buy I want to buy this one and I need you to represent me and we started we started talking and I sent him proof of funds he knew I was a real deal and we got it going okay wow yeah so any of you who have a short sale deal contact Kevin Finley okay he's a real deal he will put up the money he will pay the appropriate attorney to handle the deal yes Kevin absolutely Maria ask I don't understand why the seller walk away from a profit of 150 so Maria it's not a regular sale Maria it's a short sale Maria do you see that question right there Kevin Maria Russo asked I don't understand why the seller walked away from a profit 150 Grand I don't see it oh that's okay no but Maria so we're just saying that you made 150 Grand approximately when it's all said and done she's just saying oh you know why would the seller do that it's not the seller walking away right Kevin it's a it's the nature of the short sale right correct the seller they had no equity left so at that point we have to do a short sell since there is no equity and we have to negotiate with the bank we have to neg we have to negot with

22:59 The with the bank regarding the price right so Maria it's there wasn't any built in equity it's the short sale that generated the equity right well it's also the rehab he did when he sold the property which the seller doesn't have the capital or time to deal with typically yes right I mean if the seller had the money in the time they maybe could fix up and sell it themselves but the reason why it seems like Kevin the 150 but really Kevin created the 150 by solving the problem for the seller the seller was going get zero instead he gave him 5,000 and then Kevin went to work and made this house worth more and so new buyers got a beautiful house neighbors have a nice neighbor Kevin made a profit but the seller didn't have the opportunity because they don't have the money yeah and you know when you talk about short sale there is a component built in an emotional component too where the house might be might have been in a family for gener ations Bill and they just simply don't want to see the house go to foreclosure yes Bill correct Y no you're right yeah okay so let's see here let's Bill are you able to see any question from well here before I because Kevin is probably busy before I let Kevin go so Donna did ke did Kevin give the seller the Yeah so basically yeah basically it's re relocation assistant right Kevin the $5,000 to the son or daughter yes because they were they were staying in the property and before they before it got foreclosed on we gave him $5,000 to relocate so in this deal Kevin in this deal

25:02 You are the investor you're going to make 150 the listing agent end up making the whole 6% from the short sale as well yes so it's a win-win situation guy whether you an investor or the listing agent do not throw away a short sale probate this is a prime [Music] example yeah Bill how have you seen short sell done in a pass bill in a probate well there has to be in a probate there has to be some there always has to be some incentive for the seller right they have to have some interest so if it's a full Authority and you can give them $5,000 and like you say avoid foreclosure and the house not going through the indignity of foreclosure but being fixed up my experien is you know Executives person representatives are glad to do something like that they much and they're going to get $5,000 they're glad to get it I've seen short sales even with limit Authority those are more challenging you have to present a case you know what's the advantage to the estate and in that case it's both you know the problem there is you have a longer timeline that's where you get a Paul horn to xite things because that long timeline there's interest being collected over those months that eats into the $5,000 so you have to work maybe on exp parte or some sort of other way to expedite the deal so it depends on the transaction but there's a number of short sales done in Probate Court for sure Kevin what is your phone number coming because I see someone Mr Green asked he say he's got a short sale out in 29 spring California what's your phone number Kevin let me give your phone number out to him if you don't mind Kevin what's your phone number he can reach out to you as an investor and he can make the 6% if he wants to from the short set what's your phone number Kevin yes absolutely my phone number is 626 6 7706 okay so I just I just typed it into

27:07 I think let me see let me see if I went to everybody hold on let me what to panelists you went to go to all right yeah to all panel and a 10d okay so I just so let me see here so okay so there we wait did that go through did you all see Kevin's phone number yes okay I think I miss spell Kevin sorry it's yeah Kevin there you go okay all right great okay all right yeah so to sum up a short sale to sum up a short sale don't throw it away in a short sell you got to find an investor who's not afraid of play Kevin says Paul horn here's 2500 bucks for the court fining fee go get me full Authority I will handle the short negotiation and buying it Kevin so that's basically how it shakes out right exactly okay great all right good okay so Bill do you want to go ahead and sort of tell us let's say for example for all our listener if they wanted to find probate deals go after probate how would they do it okay so I mean you me give them more of a formal presentation now correct sure yeah so let's say you know I that's probably here Kevin what is so someone wants to email let me just finish with Kevin what is your email address Kevin oh there we go so Kevin just typed it in oh wait so let me just copy Kevin's email address no let me see here [Music] I don't know why it's not going through but maybe V can help me V type in Kevin's email address for me V on the on the chat box for me okay all right so guys the reason why I brought bill here

29:12 Today because bill has a presentation on probate going after probate deals okay I thank goodness just out of the blue Kevin Finley showed up and I just finished a deal with him and he made and he just made 15 Grand from this one transaction so I thought okay pretty cool you can make money with probate even in a short sale and so now I'm going to follow that up with Bill he's going to give us some ideas on marketing if you have and then I'm I will still be here have any question about the legality of the probate I will jump in as the probate attorney so let's have a conversation bill go ahead okay so I want to share screen here that kind of outlines what we're going to talk about a little bit that's okay so how you get your first highly profitable deal in Probate so my focus is either how you how to get your first deal with the idea that if you get one you can get two or if you kind of stumble into one or two how you can actually proactively get your first deal by focusing in on that and so real quick who am I'm a real estate broker I've been in Southern California since 1986 I've Been A lender as well as a real estate agent I've been in Sales Management and ownership and I had gone through a couple changes I was focused on coaching Consulting recruiting about two years ago went back into production and with the help of a coach of mine really focused in on creating a niche and focusing in on a niche and so really a year I did some research a year and a half ago in March of 2019 I done some probates like a lot of you I' done a deal or two in Probate over my career more than a deal or two but I never really focused in on it as a lead generation focus and so I started that in April 2019 and I using some of the techniques I'm gonna lay out with you today I believe I've closed more Court confirmation sales in LA county than any other real estate agent other than the court vendor and that was from really not doing any of those the prior couple years and so I'm gonna share with

31:14 You how I really ramped up my production is specifically in Probate so and while am I doing this I'm just here to share I'm a broker oftentimes agents will call me and we'll split a deal to help I'm glad to do that I'm not selling anything I'm thankful to Paul is I think the most prolific or active attorney in ell County in Probate and so I appreciate his help throughout in the past he coached a real estate company that I used to manage he's SE Court he always very pleasant says hi so when Paul asked me to help it's funny because he they called me and they asked me about their software and program and I said well you don't need to pay me anything and I'm a Pay customer so I've used Probate Money since I think it was launched I think right away I got it and I use it almost daily to do the things I'm going to tell you about and share with you here today so and what you expect from me is I'm going to give you some real practical tools and what you can really do today to generate business we're going to jump right into the actual nuts and bolts of generating business so question is real quick who are you if you put in the chat box how many years of real estate just so I know who I'm talking to how experienced are you guys as agents are you brand new put zero or one or two put down how many years you've been in real estate so I can get it make sure I can tailor this to the right people 5 years 27 look okay so you guys are pretty experienced good 13 12 38 goes pretty fast here but wow okay some brand new but it looks to me the middle is going to be six to 10 or 15 years or more then the next question is how many probates have you closed in your career now a lot of have done trusts kind of by accident right somebody ask us to list of property we list it we find out the trust but how many probates either full or limit Authority have you actually closed Margo fell eight wow good for you most 01 Carman five good for you mostly zeros twos okay and then the next is what's your average income on a transaction what do you get per closing if I said an average real estate commission is about

33:17 $155,000 what's the number 20,00 14, 2400 so when I think of a of a business Venture I think of 25% of the grow as like a referral fee so I'm going to invest money in something fact when I started off and added something to my business each deal I get I only think of 25% as from that business the rest is overhead and my time and such okay 30 so keep that in mind so here's the last question if I can show you today about 11 techniques and if just one of them work for you and you get one more deal one more is that worth your time in the call today and years of probat mining.com if you got one more deal would that be worth it today yes good okay so that's we're going to focus on so here's I'm going to ask you when I go through this list I talk quickly I'm gonna show you things I actually done or and or do today and if there's one there that will help you think get one deal this year next 12 months or the next 90 days put U bingo at least I'll know that I did my job for you okay is that a fair deal okay so let's go ahead with the okay next slide okay I'm G close that out and before we start so I want to share a couple things to think about attitude wise because I think that the thing with Kevin was great but I want to focus you guys on a couple things one's mindset okay and mindset means and probate where you coming from now if you're just an investor you're working with the real that's different and I work with investors and probate all the time but if you're a Realtor® you're working with the personal rep with the executive the administrator with the attorney your mindset has to be coming from being a service if you're just looking for deals this is a very tough business but if you focus on helping people what happens in my experience is magically the troubl customer that's takes more time than the worth on the small deal that takes longer than gets paid generates two more deals when you focus on being a service

35:20 That's the magic of sales Bill yes and that is a very important point because probate is stressful mom just died dad just died and I assure you this is the first time Mom have died right this the first time Mom have died this is the first time they've gone through probate yes so always come to the table how can you help how can you help them in this trying time and automatic automatically guys if there's real estate on the table they gonna share their frustration with you so come from a place of a helping heart yes Bill 100% 100% most important thing to start with is your mindset and if you come with that attitude the rest will fall into place and if you don't it's very difficult number one number two understand return on investment when we invest in a business as an entrepreneur and all of you are either I think real estate salese or investors you own a business you invest two things your time and your money but we evaluate return on investment over time meaning you buy a stock today for 100 bucks and a year from now it's worth 200 you have a 100% annual rate ofur which is fantastic but that's over a year and so many rulet Agents come on a call like this and go I'm gonna go to Paul Horn's webinar I'm gonna buy one month of his data I'm gonna download it make three phone calls and make $10,000 no it doesn't work that way it's a return investment over time and I would say in general in real estate the average lead from start to completion is about two years you got to understand this is a longtail game yes you'll get some right away it happens if you work hard but in general a business in real estate investment of time or money takes about two years to get the full rate of return so you have to be in this for a long game and probate and it's not just a probate you're going to get when you do probate you meet other investors and can do some quick flips you do probate you meet the neighbors you get some other listings or sales but understand it's a return investment over time number three

37:26 Is you have to generate business and notice I highlighted the word generate just because you download the data doesn't mean you get the checks it doesn't Paul hasn't figured it out yet I love Paul horn but he doesn't know how to do that any more than I do if we did I would do it You' to generate the business all the time when I when I tell people get the data make the phone calls and Paul you tell me if you get this also I get the complaint most the phone numbers are bad numbers most don't answer most are wrong numbers and I say exactly because if I gave you a billion dooll diamond mine if I gave you most viable diamond mine in the world you wouldn't complain to me about the dirt you'd be too busy removing the dirt to get the diamonds and that's what Probate Money is there is some dirt there and I'm not disparaging this product it's as good as any the format of the program is better than all of them I like I like the most but you got to generate the business by sifting out the good numbers and the bad numbers I'm going to teach you some tricks and how to do that and the number four is it's a contact sport real estate sales real estate business requires contacts that means you can't buy Paul go to Paul's webinar download the data make a phone call and wait for the checks to come to your mailbox you got to call people mail people see people see the property call again mail again go see the property see the person it's a contact business that's what we do so understand that's the business we're in talking to people and seeing property and it is work but it's very profitable when you do it properly and I can tell you personally extremely profitable okay any questions so far you know I'm not looking at the chat box let me just let me just jump in real fast any questions that pop out that I missed so far why can't I see the chat box I don't see any oh there we go guys this yes okay good so doesn't look me I'm

39:30 Covering all that okay why probate so why probate is for me a couple things one is oh how's Co affect how's Co affecting contact for you well great question it is a contact sport but I've doing it all online I use zoom every day I write away mastered zoom and I find it's actually easier than ever to sell property as a listing agent easier than ever you list a property there's very few properties that people can see if you list it right it's gonna sell so covid I've had my best six months in my career in the last six months I've built more wealth in the last six months than my entire career okay that answer that question next question next why probate so number one you'll leverage your skills for so many rulet agents I've heard the complaint in my lifetime coaching them well I'm a good Agent how do I show that to my customer I'm a good Agent I know how to do the sales part I'm not good at the selling part probate will Leverage your skills because when I see real estate agents who spend time on just the selling but they don't learn they don't take the seminar to learn the process they can't go back and reflect on the process and procedures and know the forms for example then the deals fall apart and they don't service the customer if you're a smart agent a hardworking this will leverage your skills and help you stand out for the competition as an intelligent agent second it's a huge Niche it's an actually huge Niche what do I mean by that there's a silver tsunami coming the number of people who are dying number of homes owned by people six or over just grows year over-ear there's no cycle to it so you might say to me well the elections may cause business to go down maybe the election will cause business to go up maybe the election cause rates to go up possibly the election cause rates to go down it might be but this is going to happen no matter what this is inevitable more people are going to die have property to sell and if you're focused on it you have more opportunities Maria says you need an attorney contact me successful I'm going

41:34 To show you 11 techniques and only a couple involv attorneys so we'll talk about that Maria let me see what you think when we're done okay so two TP there's really three types of opportunities I want you to think about one is pre- probate meaning one place you want to think about your probate business is before the owner the property knows as a probate somebody died they don't know what to do with it or somebody died 20 years ago and the proper is a grandma's name you door knock it you phone call them you email them you whatever you get a touch with them your past client they don't know what to do I call that a pre- prob probate what you do call Paul Horn's office G him to a probate for you now you have control you're bringing value to the relationship so pre- prob probates the opportunity for you to be in charge rather than waiting for the charity to get in charge hey Bill on that topic on that topic on pre- prob probate so if you ever come in contact with an individual that has not started probate feel free to call me and you I and you meaning you the listing agent or the investor will hop on the phone together whether it be Zoom or phone call and we'll walk that individual through the probate process so if you ever the pre- probate they haven't filed probate yet it's a free consultation with me you and I meaning you the Realtor® you the investor will hop on the phone and we'll work this deal for you I'll you'll be the real estate professional I'll be the attorney and we'll walk him through this probate process as a team I tell you guys I've made a mistake of referring other to people other attorneys and a couple things the most attorneys even good ones aren't set to handle probate they have a license like we have a license to sell the Golden Gate Bridge but I wouldn't try to sell it most attorneys are licensed to handle probate but they're doing all day long criminal or they're doing contracts or something else they don't know probate Paul's a master of it number two Paul's a master of the sales cycle he knows how to keep you in

43:36 On that deal you take that customer to another attorney you run the risk of them somehow getting another Realtor® involved accidentally I've had it happen so definitely Paul is not just an attorney and an expert he is a professional in tying that together for you to service your client so that's pre- probate they don't know they need a probate or they start on their own and fumbled the ball they start on their own and they got declined for their letters or they got declined for this they do the publication right they're trying to save money I've had occasions where I've paid some of the fees to move the process along so talk to Paul and see if you can help when you're if you're gonna make $150,000 you can afford to advance Paul some of the money maybe you lend Paul lend the client some of the money there's ways to do that I have a business where we actually Advance er's money to pay for the attorney's fees so don't let that get in the way you want to use that opportunity to help the customer number one on that point yes especially when the family members are not fighting they're they are not fighting okay and let's say they don't have a penny to their name the file is pretty clean there are certain situation where I can go to court and maybe ask the court to waigh the court filing fee you know and let's say if the newspaper publication is four 500 bucks whoever front that let's say the Realtor® the investor front that you can get that back at the close of escro for example okay so there are many ways to work a pro big deal right don't let the initial fee the initial retainer hold you back call me we can always work something out okay so the other Pro business you do will prepare you for these are the golden opportunities if you do the other probate call PRS you call attorneys whatever you do when occasionally you have a pass client center of influence you're working on expires or for sale by

45:39 Owners and they're pre- probate and you can bring it to Paul that's money so you want to look for those and don't let the lack of money get in the way Paul will work your work on that number two is as Paul mentioned there's two types of probates when you file there's full Authority and limit Authority or the way I think of it no court approval or Court approval required sometimes even though it's full Authority they will go to court for court approval it happens sometimes limit Authority they fix the problem get full Authority and sell it without go to court but with full Authority with full the majority of the time it's not going to go to court okay it only goes to court when it's a it's full Authority goes to the court when it's a Jerry Springer situation okay it's a Jerry Springer a family okay and so but you can rest assure if it's full Authority if it's full Authority you the Realtor® you the investor would have full control over this transaction if it's full Authority okay all right 95% 99% you know you've seen exceptions but of course so those are the three stages to think about just understand there's pre- probate and then there's when probate full and limit Authority and full Authority occasionally ception needs Court approval but generally no court approval limit Authority needs Court approval unless you can move limit authority to full that's another case where you are gonna go to Paul because sometimes they have a trne they don't like anymore the trne is fumbling the ball I see this all the time and look at that and say hey we could do this and that get full Authority and we're done licky split yes Bill let me let me start just show our audience something here because what I have done guys is this I have routinely gone to court to change limited Authority full Authority all the time so let me show you how you can do this okay so for example this is the probate leads

47:45 Program so for example we're in there right now let's say you want to do a search okay let's say you're search and let's say you search Los Angeles you put in Los Angeles and let's say you say okay give me a case give me all the cases let's say from September 1st to today okay you click on search it's going to give you all the cases okay now so let's say for example let's just go through one or two together let's say if you click on it'll tell you or limited Authority okay I don't think we can see your screen see the screen or no it's black okay let me let me get there so when you okay do you see the screen now yes okay so the data is presented to you in this format okay the majority of cases you see it's going to be full Authority for some that are limited Authority like this one bill do you see where it says limited Authority right there yeah y okay all right so limited Authority it's going to cost that family a minimum of $5,000 or more in lawyers fee okay it's going to cost that family an additional 465 bucks Court filing fees if you run into a family that has limited Authority and if they want to switch attorney I can get them full Authority what I do is I go to an X party X party meaning hey judge you know we want to change it to full Authority because we was selling this house it always worked so as a marketing tip out there as you're calling these people if they have limited Authority limited Authority might not be the best way to sell a house okay because with limited Authority with limited Authority even though you have an accepted offer it's got to go for court confirmation and at

49:48 Court confirmation someone else might show up to bid on this house and the original buyer is out so a lot of buyer don't like that and when they when enough buyer don't like that it may bring the price down so if you ever have a limited Authority case talk to me we can because I do it routinely I change limited to full Authority go so Bill explain from your experience that limited Authority how does that slow down the real estate transaction versus full Authority well first off at a minimum they've got to file for petition to have court confirmation so the attorney has to put the paperwork together now you might say what's the big deal for some attorneys it's a big deal it takes them a week or two to put the paperwork together they have to file a petition I'm sorry have to file publication of the property being sold so then you they can't sell the property till after a certain date whatever that is two weeks and 10 days or whatever it is and so many times they turn they make a mistake and accept the offer the day before by accident they file the paperwork and they go to court if there's one thing wrong they run the risk of the judge saying no the paperwork's no good come back next month or come back in 90 days today in LA court if you had a property listed you had and you have authority and if you had filed your petition and had run your publication and if you had accepted the offer today with contingencies and filed the petition for confirmation today the date you're going to get to get Court hearing is most likely April we're in November correct so with limited Authority it just make your transaction hell money with limity your buyers got to put down 10% that's also 10% cash all contingencies waved all contingencies waved Bill how do you smell all Bill all how do

51:52 You spell all Bill L right people don't understand that you got to clear all contingency you know to do it's tough to do and obviously to get a buyer degree to put 10% down and waive all contingencies and wait five months that buyer has to be motivated by thinking they're not paying top dollar they have to believe they're getting a discount and that comes out of the homeowner's pocket or the so for those of you who are Marketing in Probate when you see limited Authority tell them that you know a lawyer that can s Swit from limited to full it is terrific I've done that many time now full Authority is the way to go if you want to sell real estate and probate yes Bill yes and especially now the judges are more lenient because of covid because the limit Authority means everybody has to come in the courtroom and I've seen the judge my experience since the court reopened June 22nd I've seen more motions to move from limited to full than any time of my I've been watching it and I've seen judges make decisions to allow it being a little more lenient because they W to we're in the middle of a pandemic they want to be safe they want us all to be saved so this is where Paul's relationship with you is worth real money Commission on probate full Authority 6% commission appropriate full Authority no matter where you at is 6% with full Authority limited Authority you might be looking at five now here's the problem what limit Authority you've done your best you got your own buyer okay and you're going to score 6% yay you show up in court another realators bring their own buyer and just out Bit You by a couple of bucks you just drop your percentage you just lost 50% of your commission that's another point to remember right bill yeah not to mention the buyers always back out during the four month wait I when I property and that's the other thing I property

53:57 A hearing scheduled in March and the court rescheduled in September every one of them canel I had to resell all of those properties I did three times to work for that for that business so yeah bet ask probate commissions 5% on houses yes on land 10% that's the maximum in LA county per the local rules correct Betty it's always 6% commission full Authority 6% commission full Authority full Authority commission is 6% and you can and if it's your own buyer you'll get the whole 6% yeah okay continue yes okay so where were we okay so we have all three of the types of property so with that said let's get into the four angles I think I typo that I'm embarrassed but if you've ever watched this chopping down of a tree you might have noticed when they chop a tree they chop from one side about halfway and then they start chopping from the other side so I want you think of prate if you're a professional and this is your business I always think of trying to hit the business from four different angles the four angles are the property the people the attorney and the case and this is what this is why I when you think about a little more complicated than just buying the data making phone calls is your strategy focused on the people which is petitioner but can you also attack that same listing from the property by driving it even the executive is out of state knowing the property gives you big advantages can you reach out to the attorney do you recognize the attorney can you call the attorney and talk to them and also the case learn how the case Works learn how the courthouse works so those are four different angles I'm GNA talk about marketing here but I want you to think about the angles that we're going to tap so there's 11 different ways to generate business and probate not just one so many Realtors® have only been trained one which is

56:01 Which is great Call Probate data I say Probate Money call the leads in your county or download them and put them in a dollar and call the leads great to do but there's more there's 10 other ways to get business using that system I'm gonna show them to you number one's pre- probate so pre- probate strategies include working with investors working with wholesalers if you're an investor wholesal working with a Realtor® who's attacking the same Market you are and then working as a team and so what I do is I have investors wholesalers who can go door KN the property and see are there tenants there that's valuable information is a tenant planning moving out that's valuable Intel that other agents don't have and by working with investors and wholesalers and attacking that property pre- prob probate so I have investors wholesalers who look at they'll drive for dollars they'll look at ugly homes and they'll find properties where the ownership isn't clear well who owns the property well I don't know my grandma died she left to her mom and dad I'm the only grandson that's a probate I'm one of four grandchildren that's probably a contested probate could be but so you're looking for real estate transactions not necessarily and then when you find that the first thing you do call me or if you have Probate Money look up the name is it a probate or not you might find it isn't probate you might find it's been stalled in Probate very common to that to you it's a pre- probate but they filed a year ago and they got delayed and declined and delayed and declined and objection shows up and they just kind of give up that's when you talk to them and you bring in Paul horn hey Bill on that topic bill on that on that topic hey B are you there V are you are you on the line V yeah I'm there V if someone wanted to bill was saying

58:08 Hey if you wanted to know if a house is in Probate or not if a probate been file all dat our database goes back five years with the some counties here not all counties yeah Los Angeles Orange County Riverside San Bernardino San Diego it goes back five years okay so all you got to do is type in the name type in the name of the decedent V why don't you show us an example do you have an exam do you want me to come back to you V so you can prepare it because if you have like Bill saying you punch in the name of the homeowner into Probate Money it goes back five years it'll tell you if a probas been file I as a probate attorney use it sometime too when the sun comes me and says you know I don't know if my sister file probate or not my sister and I are the are the typical jry Springer family we have talked in the last 35 years I will use Pro money type in the decedent's name and you will know if a probate has been file Probate Money we pumped we retriev the data from the court on a daily basis okay so it's very updated it's the most updated system you're gonna find anywhere bill would you agree bill yeah no I use it I use it every day people call me in transactions wholesalers investors and really it's just as simple as the data let me see if I if I could put real fast if you want I could I could on the if V or Kevin I can do a quick search and show what that looks like go ahead go ahead you have control now okay so let me share my screen again screen to okay so you should be seeing now the no okay let's do this do you guys see the data the prog yes yep I can see your screen

1:00:12 Okay so login I don't you see my login okay new search so if I get a phone call and an investor calls me says hey do have a property Mr Smith it put a name in of the listing doesn't really matter has a property is that a probate so my little shortcut is I just put the date in I backd it three years like that I know it's kind of cheating but whatever and zel County and then advance search decedent name Smith and search and it will pull up all these cases obviously if you have a less common name it will give you the date file the city if there's incumbrances or not you click on it brings you the case information and you have everything right there Bill hold on hold to this one second show them if they wanted to contact the petitioner Bill show them the phone number is there a phone number it's a call yeah petitioners Marty this one's Marty whatever and there's their phone number and there's their attorney and the phone number absolutely yeah okay now sometimes you'll find out you met let's say the tenant is another son right and the older sister lives out of state but the local son lives locally and there's their phone number and you call Paul and Paul then can maybe file and make them the executive instead of the older sibling who's out of state and there's other reasons why Paul might be able to get your favored contact person into control so that's a whole this is a whole again the pre- prob probate is puts you in command and that's why I would say enlist investors and wholesalers if you're an agent if you're investor if you're investor wholesaler work with a real estate agent I'd be like talk to you and work as a team on these deals because I can't talk to them if they're listed but the investor wholesaler can and we both can talk to the attorneys gives us all kinds of information and again this is just two different ways to chop the tree okay I can go on look I can I do an hour class on each of these individual

1:02:19 Methodologies for getting probate so I don't want to go too deep unless you want me to go deeper and I just lost my spot here where is that one more no hold on a second I'm so sorry I lost my spot 11 well while bill is looking for whatever he's looking for I don't know if you guys mentioned that but I think he kind of brought it up a little bit that you can also search in our system you can specifically search for out ofate PRS yeah and that's usually correct Tech I'm wrong but that's a good angle because I think these people that live out of state they want to get rid of the property as soon as possible and you could actually filter that out in our system Phil tell us tell us why would you want to let's say what's one good or a couple good reason why you want to locate personal representative that are not in California well that's another topic down a little bit but what I'll say is I have a friend who she goes to court to get the date herself even though I've told her about your product and she goes through all the cases to find the few where the petitioners out of state on the idea that a local petitioner is more likely to have a Realtor® but an out ofate executive or petitioner doesn't have a Realtor® but also might need help with you know moving material moving stuff out cleanup a junk out estate sales gardening Services security of the property just pictures of the property they appreciate so there's a lot of reasons why you might want to focus on out of state petitioners Executives rather than instate right and imagine this because we give you the petitioner's phone number imagine if you stood outside of that prob house says hey I'm staying outside of your mom's house this is my farm area I know the area here's a picture of the house here's a video call me yeah I noticed that the back door's broken in I

1:04:24 Noticed the windows broken I notice you're way overgrown you know you can offer to help I have a guarding s we glad to introduce you to that can fix it for you if that's what you want to do as your listing agent I'll Advance the funds on some of those things for you absolutely great okay so I'm going to close this I'm gonna move this over here and now we're back to you see the screen number one pre probate yeah hey Bill address a little bit about the Do Not Call this so when they when so we when we when we when we give you the phone number of the pr on this platform we also run it through the Do Not callist is that correct v we do yes it's correct so we interfacing with this really fancy expensive service that does it real time and so every PR number and the attorney number we run it through the you know against the DNC list and if you about a call there's a little button that says rescan you can actually rescan it again and double check and you know because sometimes they do drop from the list so yeah we 100% implemented that for you guys Bill address the Do Not someone's asking how do you handle that the first thing I say is everybody who's with like I'm with a national company exp realy and we have our you know company policy you make sure that you're in compliant if you're with a company with company policies or office policies but in general I'll say this to you my understanding is that do not call of course Paul's an attorney at the risk of quoting law in front of an attorney do not do not call list says you can't sell things on the phone I'm not selling anything I have a neighbor who has a problem with their house I'm calling and offering to be of assistance to them so I don't believe it applies now obviously and this is the big mistake rors make when somebody says to

1:06:26 Them you on call list you need to politely get off the phone as quickly and gently as possible the mistake people make all the time is engaging with well no it doesn't say it's on do not call list doesn't matter or I'm exemp the call this don't argue with them about it but I will say to you that if you're not selling anything if you're calling to be a service hey I noticed your property is indust repair I'm a I'm a local roed agent kind to see how I can help you if you're calling about a probate no you filed probate call see if I can be of assistance with you that's not selling anything you're not calling them and offering them time shares or something of that nature so my understanding is it that it specifically is exempt but don't abuse it right and remember how we said always come with a servant heart hey we specialize in helping the stress family member yes in Probate and we notice that you know your family out in Probate is this something we can help you with that's all right yes so just to wrap up pre- probate I want to say that this is the area where they have the most challenges but I try to tell real estate agents I coach and sales people I coach we're in we're looking for challenges their challenge is our opportunity so we're looking for unclear title they often are not able to get into action they're procrastinators they've been bombarded with salespeople I just literally took a listing and sold it what I would call pre- Probate where all I did was listen to this guy for about 45 minutes and we listed it I had some my team list the property was at Loma Linda and she kind of complained to me about how he went on and on I said to her but that was our service opportunity like this guy obviously hadn't been listened to by anybody so probates pre- probates have more challenges but if you have the solutions for money legal help Paul horn administrative help emotional support this is where you can make the most money someone asked if they are

1:08:30 Paying for some basic fee to start the probate how do they get their money back it's not a problem as the probate attorney I will make sure you get your money back it's a really the estate will reimburse you the money back so don't worry about it yeah if I'm the pro attorney you will get your money back whether when we close escrow it's don't worry about that at all if the family is broke and you need to front some CT filing fees or publication fee you will get it back it's a non-issue don't worry about that well I would say make sure you document the expenses with receipts and make sure you document the estate's approval of the expenses correct but make sure you talk with me first before you do that so I can orchestrate how you're gonna get your money back yes very good okay number two is probate leads marketing petitioner so this is the most common strategy used by people in the business real estate agents and investors this is most common customer for Probate Money and similar services so I want some of you already do this I want to kind of share with you some thoughts on this the first thing I want to say is you know you want to have a like I mentioned a multi-prong approach to a property you want have a multi-pronged approach marketing wise that means you want to call you want to mail you want to go to the door you want to meet them in person the more different ways you approach in marketing today the more success you're going to have also really important to track your numbers if you're going to download a 100 200 leads and call them all how many did you dial more importantly how many did you talk to per hour you got to track those numbers if you're going to mail them how many mailers went out how many mailers came back bad because you want to update your database to weed those out and then how many responded to call you or text you or whatever your called the action is in your mail you have to track your numbers the biggest mistake agents make is they buy po horn data they downlo they call them all once

1:10:35 Nobody calls them back they mail stuff out nobody mails back they give up but that's not the way to go and you want to combine your marketing meaning if you call and they're a dead deal they have no real estate or it's already listed with somebody else right take them off your database so you canot mail to them right you want to mail out but you want to make sure you lower your database so you can put more money into the people who you want to mail to and not spend money to people that you don't want to mail to my general rule is I would not mail to anybody I haven't talked to so I would call first if I got a 100 leads and I talk to maybe 10 of them even if they say they have another Realtor® even they have an attorney who hates me personally I would mail to the 10 I wouldn't mail to the 100 I might recall the other 90 and as I get through to them add them into my list for mailers my rule is I want to mail where I've talked to so my phone call and Mail work together that's my strategy right and Bill we on the prob money.com we have a personalized CRM for you to track your number as well to V do you have it on screen V to show them what bill is saying as they are marketing how do they track a be show them the CRM portion V sure you wanna you want me to share the screen real quick yeah just real fast so like Bill was saying I think it's important hey don't do once and not do again bill because it's the repetition that what's the general rule of Thum what five Mailer on the fifth or six mailer bill is that the general rule of thumb I would say the 10th contact is really for people who Market in real estate it's about 10 contacts if you were to put a bell curve the middle is about the 10th contact and that means probably you should be open at 12 or 14 it's going to be you're GNA contact them most commonly over two-year period you know

1:12:38 What's amazing to me when you look at Paul Horn's process timeline and he says well from beginning to end it's about a year and a half what's fascinating to me is if you just look at the hearing numbers in LA county court how many hearings are for cases that start 18 stpb that means he filed in 2018 1 N stpb A lot of them 17 stpb they're F 2017 these cases stay around for a long time and so I would rather Chase somebody for two years they have a relationship with then mail a bunch of mailers that go to waste with people who aren't ever going to work with me right and when someone is in Probate just cuz they don't sell the house right away bill doesn't mean they're never going to sell it right Bingo because this is the son or daughter inheriting the house you know they have no idea they think being a being a landlord is terrific wait till they get a phone call on Saturday morning at 11:00 a.m. Or at night time the toilet's clog up right bill you know so Mark says I've seen cases for years yes years and years and years and years it's ay sterical I'll say this I don't think there's a case in La that went through limit Authority un L than a year and four months in La currently they're all older than that di asked 10 contacts the same person yes think about it if you call them every 30 days you mail them every 30 days that's just three or four months in La if you file today you don't get your first hearing for about three months so yeah I would call them 10 times I would keep on them every 30 days and if I talk to them I'd mail them and do mail them every 30 days minimum and I know people do more there's people on this phone call I don't call them out they do more than that more than once every 30 days absolutely 10 contacts in any real estate not even just probate in any real estate okay what else I wanted to say on this oh everybody has a Realtor® so when you call them I got this question

1:14:41 Earlier in this call everybody will say well we already have a Realtor® that's true in Probate and that's true in nonprobate how you called expired listings everybody I called had a had a Realtor® and then they'll say oh we love are Realtor® and I' say well I appreciate you love them and that's great but have they shown you the ability to sell your house right so just because they have a Realtor® doesn't mean they're not GNA hire you unless you give up then you've shown them you're not good enough because you've given up so don't take that just walk through that the basic objection hailing system of real estate that I teach is a three-step process you repeat you affirm and then you come back with another question so when I call a petition and say call see I can help you with your probate they say oh that's okay we have another Realtor® I would repeat oh you already have a Realtor® I would affirm that's great third question something else to move it forward so I'm curious I notice the house is overgrown in the friends have you considered getting a gardener service I'd be glad to refer you mine or whatever it is so you repeat affirm and then ask them the question to keep things moving forward because they're talking to you they don't have a Realtor® unless they're listed that's different if they're listed you can't talk to them anymore about the listing Paul good and then and then so do what bill says but and also ask them hey have your Realtor® told you about maybe getting some insurance on this property yeah when your mom was alive she was living there now that she passed away the house is vacant have your realator told you about maybe adding a vacancy Clause to your existing Insurance to make sure if the house burns down the insurance there's a vacany CLA to cover this house and you going try to wedge yourself between them and that Realtor® just keep trying to wedge your way in there and that might take multiple phone calls might take multiple phone calls I've had people say oh my Realtor® told me we had to wait for an original certified copy of the order to list the property that's not true in

1:16:46 Los Angeles County I've had people tell me that my Realtor® you know says I can't do anything until we have letters that's not really true there's a lot you can do before letters Paul go ahead up Sir yeah and so what I tell you guys is it's true that letters and orders are sort of the driver license the passport for the personal representative sign legal document but you can sign the listing agreement add a contingency Clause there that says contingent on Mary Smith being appointed as the personal representative of the James Smith estate so take the listing right away with a contingency Clause I'm getting a lot of phone a lot of questions here about other tips going deep I want say each of these I do an hour class so I'm gonna cover quickly 11 topics so forgive me for running through and I want to give as much as I can also attorney either cooperate with their attorney or if you can't separate their attorney get them to Paul because either the attorney is your ally and helping you help the estate or they're in the way and in my experience Paul can't say this but I can say I've been in LA county court I was there for two years I've seen more Court sales than anybody in LA county I was there every day until Co I've seen more than a judge more than attorney and more Realtor® here's what I can tell you 90% of attorneys know nothing about probate the 10 the top five percent the PA horns and the few others in his class are experts they're Killers next 5% are going to attorneys kind of humble and they work their way through it 90% of the probate cases are handled by people who have not done one probate in two years how can you do anything well you've even done any in two years so know that your job even though they might say the attorney is the greatest attorney in the world he's our family attorney we love them love them love them great I noticed when I went through Probate Money your attorney Joe Smith

1:18:49 Hasn't done one probate in the last three years that's as far back as our software goes did he tell you that I can say I've seen so many good attorneys mess up probates because they don't know what to do so again either if they're gonna say or probate is so and so our attorney is so and so you can call that attorney and work with them great now you have a nice introduction to an attorney but if they shut the door on you on the attorney part of it or the attorney is not helpful on the phone your job is to get that attorney off the case because if they if the attorney my experience is so stupid to be rude to you as a Realtor® they do not know how to handle probate my job as a listing agent is to be best friends with every Realtor® I meet because I want you to sell my listings and I want to buy your listings attorneys don't understand that they see all of us as scum most of them and when you call them if they don't treat you professionally you need to know your job is to separate them off that case if you can do what you can to do that okay that's the whole topic I'm GNA go into there go see the property also appropriate leads take notes if you're going to call them 10 times over three months you want to remind them three months later that you saw the property that they had questions they have a sibling whatever it is that's how you create equity in the relationship okay again I go on for hours on this topic how long Tak an average to close a probate list in California too damn long puou way too long substitution attorney yeah that's I'm talking about I'm talking about when they get the they go to the hearing date the hearing gets delayed because the attorney was incompetent didn't do the publication right didn't do the notice right you can call that lead back and say hey by the way that's a rookie error that your Atty made it's costing you thousands of dollars and your attorne is gonna charge you for his time to fix his problem and I know an attorney Who does these Li these split his name is Paul horn let's get you on the phone with him right away and get you somebody knows what they're doing bill one common thing is oh my God I'm adding another lawyer is it going to cost me a more money the answer is no not a penny

1:20:52 More here's why in Pro there's something called a statutory fee that governs how much a probate attorney can make so it's a it's a fee so if the house sells for $500,000 the fee is 4% of the first 100 Grand 3% of next 100,000 and 2% so on a $500,000 a house you're talking about 4,000 3,000 6,000 so that's a total of 13 Grand on a $500,000 house that 13 Grand Bill if I'm subing in I will share that 13 Grand with the first lawyer so it does not cost your client a penny more when they substitute in another lawyer okay because the statutory fee gets split between the two lawyers and that attorney is glad to get the half because they don't know what they're doing they know that we're doing at least they're getting half and they're done working on something they should have taken in the first place in my experience okay that's probate again I can go deeper on this stuff but I want to cover all 11 points and I and we have a limit am of time today so let me go on number three which is probate leads marking to attorney now I just want to say I don't I know a guy who did this and built a business starting 15 years ago built a huge business in Northern California I don't know anybody who's done this locally where they Market to attorneys I think you can supplement this I'm going to give you 11 different ways most Realtors® your primaries be number two most investors your primary is going be number one and two but what I can say is you can add in pieces of the rest I'm going to give you when those opportunities present themselves don't be silly and cold call attorneys because I G to tell you attorneys hate being cold called they hate it they hate cold emails they hate cold they make fun of the mail they get they tell me every time they open a probate they get 20 30 pieces of mail they get 20 30 phone calls one time so I we give you a couple

1:22:55 Points to think about is you don't want to coold call them you want to bring them value so if you're working with a prospect of theirs and you can help the situation you want to help the situation help them do their job there's a number of ways that you can do that also instead of just calling them once you want to think about if you're to Market to an attorney multiple times so the attorneys for the petitioners that you're following on you need to have a strategy to reach out to them say hey I reached out to petitioner Joe Mary Smith or whatever and keep in touch with them send them a postcard once a month for the three months call them every 30 days to see if you can help now in the old days I would actually go to court and meet the petitioner on certain cases and meet the attorney at the courthouse if I would ask the attorney I noce your hearing is next week do you plan being there love to buy a cup of coffee no I'm gonna video in I know I'm going to call in okay I know your client says she's gonna go because she wants to see what's going on and I'm going to meet them there and I just thought I would see if there's anything I can help you with while I'm there so you want to just let them know that you're that you're in the field you're in the business that you're knowledgeable you can pick up the original court order once the orders approved those are things that people in the court can do I wouldn't cold call them I would definitely reach out and I also would reach out if I got the listing I would call that attourney and mail that attourney every three days for the length of time I would call them regularly on status of the file they may never want any information but they'll know you're on top of your game okay that's attorneys next MLS full Authority now if you listen carefully to Kevin when Paul asked him how' you find the deal Kevin said what in the MLS and we as Realtors® think well you know there's no properties there well here's what I tell you the margins in Probate aren't as thick as people think they are but

1:24:58 There's a margin there MLS full Authority when most when half the Realtors® see a listing and it says probate they just avoid it half the Realtors® just skrip the property and so what I want tell you is that's a mistake that it should be the opposite you should run all of the MLS search by Court full Authority because you know based on what Paul told you there's really no difference between a probate with full Authority and a non and a regular transaction but if half the Realtors® aren't looking at it some of these deals fall through the cracks and so I would definitely just like I look at new listings that come in the market I would for sure look twice at anything with a probate and so I set a separate search I've done this for all probates to double check the full Authority now to do these a couple things I believe as a real you need to know the forms I tell Realtors® I train you can't ask a customer to sign a document you haven't read and that you don't know you've got to read the purchase probate purchase agreement you've got to read the probate listing agreement but I believe if you know those forms you know the process then when you talk to buyers you can say hey one reason to work with me rather than other agents is in addition to all the properties in the area I double check the probate Market because occasionally something might fall through the cracks that I can bring to your attention and everybody likes a deal everybody likes being on the inside of information and so when I call a buyer and say hey by the way I found this property I know you're looking at Torance by the way it's appr probate so a lot of Realtors® didn't notice this but it's actually full Authority so it's no different to you the name of the property it's a three-bedroom two bath this the buyer's going to listen a little more carefully to the property correct so if you're a buyer's agent you should definitely search through MLS full Authority but again make sure you read the forms you know the process the form that Paul mentioned the not of

1:27:02 Proposed action notice what that looks like so you know that's the only other form really that's between you and selling that property and use automation meaning if you're an agent you can put in the MLS and search those they come to you via email automatically all I'm telling you is set that up and look at those properties every day when they come on the market in your geography you work the South Bay you should have every South Bay probate full Authority come to your via email and just double check them bill in our system now it you can put in your zip code and our system will email you all the probate in your farm area instantly the moment it comes into the system okay way I'm not even use I'm not using that feature and what's nice is you guys also cross reference to Zillow the Zillow estimate and there's all kinds of good features to it so L set up that feature and if you're an investor in your Probate Money that's a way that you can see the properties as well so fantastic so again use a full Authority property and then you can also if you know you go into public records get the name of the seller you can go in to Probate Money and look up the case and find out what the status is the case was it filed or not sometimes I've seen properties listed as probate they didn't file the case yet I had it happened recently which is good I brought to somebody and we moved it forward next is MLS limit Authority now this is a little different again many people are trained to avoid these I say if you're a buyers agent this is a way to bring extra value to your buyers you should search in your geography whatever that means to you ZIP code or area all MLS Li Authority but jump on them right away you might want to be the first buyer on the deal and I would always make sure the listing agent knows my buyer expects a discount because he's going to wait for four and a half months maybe and have 10 % deposit not 3% and wave have all contingencies we need incentive to keep them in the deal that long bring yes if you find an MS limited Authority

1:29:06 And you're an investor you should talk to that listing agent yes maybe I can help them switch it to full Authority absolutely and what does that do that guarantees you Mr investor the purchase yes and it makes the lisening agent look better too now he or she is saving the estate an extra four or five months and an extra four or five grand worth of extra cost and limited Authority exactly so definitely worth looking into to the limit authorities getting in on those deals as soon as they're listed and then look at the situation try to get it get your offer accepted do you have your contingency period so I say get your offer accepted and then research the probate case call in Paul horn he comes Runing in on the White Horse and can make everybody some money faster okay so where are we here know the process if you're do limit Authority no there's a process they have to publish in newspapers which are online the date by which they can't accept an offer before so you'll see sometimes they'll say can't accept offers before November 15 at 5: PM they can't because if they accept it before the court will invalidate the sale or they run the risk of being inv validated so you want to verify that if you can online go look at the publication if you can know that initially you don't need sometimes listing agents don't know what they're doing you don't need 10% initially you need three% to get in the contract then you have time to do all the normal contingencies you normally do and then when you wave contingencies is when you put the 10% into escro and for limit Authority if you're the original buyer or you represent the original the money goes into escro not to the estate so you can you have time from when the office accepted before you had to put your 10% down and before you waive all contingencies to do your due diligence and know that process and learn that process so that you can use it to your

1:31:09 Your clients's advantage and then last I'd say on this one is have a strategy at court meaning let's say you buy a property and you know that it's worth 525 but you're able to get them to accept your offer 500 because it's a long wait so is your buyer gonna if another buyer shows up a court to bid 5255 they have to raise You by 5% plus $500 that's the rule in California if you want to overbid it's 5% plus $500 if they're gonna if somebody's gonna do that does your buyer want to overbid over that or not and they might say no now what I recommend is even your buyer says I won't pay a anyen more don't tell that to the other side tell them my buyer will pay whatever it takes to get this property because you want to discourage biders you don't want to encourage them big mistake I see all the time I call listing agents and attorneys I say yeah this buyer said he's not paying one penny more I go oh that's too bad I hang up great I call investors hey this guy's not gonna pay anymore here's a chance to steal the deal so know that as a buyer's agent you would have your bidding strategy down and know what to do okay there we go next is Court confirmation sales and auctions this is one of the areas that I focus in on now again what I want to say to you today is I'm going to lay out for you 11 different ways you want to work at least two or three to be effective and so what I learned was by listing property working with petitioners and attorneys all of a sudden I had properties going to sale and by going to court I found properties I had to go to sale and I learned that process inside and out I learned some tricks as to what to do and what I would say to you is if this is an area you want to work on go to court Cs and watch them regularly learn the process watch how it varies from Judge to judge I've had attorneys or petitioners ask me well once there's an auction how much higher does it go does a judge ask for raises of a thousand or

1:33:14 Five or 10,000 I'll say it varies on judges and it varies on the day I've seen the same judge in the same day two to do two different methods by saying that I'm sharing my expertise with the attorney that I can help them get through this process but you have to learn that process and become the expert I think to be successful in that process know the rules at court you need to show up with 10% of the overbid amount so the property is being bid at 500,000 you need a cashier's check for 10% which is $50,000 made out to the estate unless there's instructions otherwise in the MLS you need to know those rules know that from the date that the when you go to court while the judge will issue the approval if you win there's what called a minute order which is kind of like notes really you can't close until you get the original signed order that's prepared by the attorney and signed by the judge and you need a certif a copy of that and let me show them sort of a quick snapshot of The Limited Authority step do you see my screen no okay let's see look so look at my screen guys look at my screen do you see it says limited Authority yes okay so take a snapshot of this is the limited Authority road map so it's a it's a probate letters and orders are issued okay if it's limited Authority keep in mind that the listing agent has got to sell this property at least 90% of what the probate referee valued for okay if the court value for 500 Grand the probey refer that you the listing agent has to list it at least at 450 okay the lawyer has to publish in the newspaper once the newspaper publication

1:35:19 Is finished then you can accept an offer with a 10% down then the buyer clear all contingency and then I the probate attorney sets a court confirmation date to quote unquote auction. Sale in court confirmation okay the listing agent the selling agent and the prate attorney will go to court okay and when you go to court if the accepted offer is 500,000 look at this screen guys this is the calculation when you go to court if the accepted offer is 500 Grand bill was telling you is 5% plus 500 that's correct you can do it that way on the board is also the math so I would take a snapshot and copy this is your road map and Court confirmation okay this is how you do it so what I normally do when I'm the attorney the attorney handling Court confirmation I will basically check in the courthouse hey is anybody here bidding on 123 Main Street oh you want to bid okay give me a 10% cashier check please if you don't bring a 10% cashier check I don't let you play the game okay so once we go to bid so let's say for example if the original offer is 500 Grand the starting bid is 525 and let's say the winner is 550 the judge will say hey Mr winner Miss winner how would you like to take title to a house okay so the Winer will tell the judge take it as Mary Smith a single woman for example it takes about two weeks for the judge to sign the order once the order comes out you take that to Escrow to close okay go ahead bill yeah there's a lot of pieces there to that and it can be let me put back on I can a lot of pieces that Paul covered

1:37:21 You know for example do you give the cashier's check to the attorney or not sometimes the estate doesn't have a checking account and I've had attorneys give me back the check and say can you wire it to Escrow I think it's a big mistake but they do that it is a lot of little a lot of little nuances to this process that are worth studying again I don't have an hour to go over it but just know that all these have you know I can give you the overview they all require the work and as you do the work you'll learn those tricks on your own as well or call me if I can help in some way okay next is the courthouse now if you're a real estate agent we're in the meet the people business that's our job just like some Realtors® would go walk in a neighborhood every day I went to court every day so for two years that's why pa I there regularly was I got there at court open at 8:30 I got there at 7:45 I bought a cup of coffee I dressed like an attorney and I would meet attorneys there I meet petition there I meet investors there I would meet Court vendors there I would go see people in the research room and just by hanging around what I would say is one of my best teachers taught me how do you get hit by a car you stand in traffic the biggest listing my career I got literally I bought a cup of coffee at the Moss courthouse on the second floor What I Call Main Street there was the main isway and the entrance on the second floor I was just stand there having a cup of coffee and a friend of mine I didn't know she had property to sell I was there we talked next thing you know I'm selling a bunch of property so like anything else getting out meeting people in the research room the hallways the clerks be nice to the clerks the vendors there's all kinds of ways you can get business from just being in the courthouse okay number eight living trust program okay this one's a little different and I think I changed buyers and sellers or consumers so this is a little different tack than

1:39:27 The Probate Money but it plays into the Probate Money this way everybody you talk to who's either owns property or wants to own a property should have a living trust true or false type your answer in the chat box true or false they don't need a living trust bill because if you're not gonna die bill you don't need a living trust oh okay so you're gonna look forever then the answer is no but if you're human do you need a living trust if you own property and the answer is what yes everybody owns property who buys property should have a living trust so what you need to be aware of is when you work with buyers for example you need to say I notice we're WR an offer but are we gonna buy the property in your name Joe and Betty or we make the offer in the name of your living trust they say I don't have a living trust you don't we buy your property we should get one for you now this little controversial and Paul's not going like this I like Paul a lot but you know a bad living trust in my experience is better than no living trust 90% of the time because you can fix a bad living trust you can't create one after the fact and so I tell buyers you need to have one let's go on Legal Zoom where is a vendor I use Easy probate and let's get a living trust sub so we can buy the property properly now if they already own a property I would say the following hey I notice Betty that you hold TI looks like in the name of Joe and Betty Smith not living trust do you guys not have a living trust you understand how that could be of benefit to you and you want to open that dialogue with Buyers sellers prospects and leads so you can talk to them about how they can avoid probate not that we want to put Paul out of business there's plenty of probates for Paul for the rest of his lifetime right but go on the chat box I just gave you a link watch that link that video at least it'll tell you what is a trust bill so do what bill is saying but also I give you on the chat box click on that

1:41:30 Link it will educate you and your client what should be what should be in a living trust what does it look like what does it smell like what is a living trust go ahead go that's a great resource to send out so you talk to customers they say no you can send the video and let Paul tell them what a living trust is but the but what happens is let me ask you this what would a buyer Prospect think of you when you even bring that subject up they're going to think you know more than the average bear what's a seller Prospect going to think you know more than the average bear so here's the next step when they have a living trust you want to say to them hey Betty I noticed you and John hold property and title in your living trust yes we do I'm curious can I ask who did it for you because I deal with this all time with clients who don't have living trust and need one who did yours Betty Boop the attorney wow Betty Boop and would you recommend Betty Boop to my other clients and they're either going to say yes Betty Boop's the greatest we love Betty Boop she took care of the whole thing for us here's her phone number here's her email call Betty Boop we love Betty Boop now what do you have you go back you say you want to prospect attorneys this is how you do it you call up the attorney hey Betty Boop I was just talking to your clients Betty and Joe Smith I noticed that you did a living trust for them they thought you're the greatest I'm a real estate investor I'm a real estate agent I deal with people all the time who don't have living trust but need one do you take referrals do you take are you still doing living trust for clients that's a key question to ask because you want to ask a question tells the attorney you know their business not all attorneys who started doing living trust will still do them some do many do most do but there are attorneys who say oh I did that when I was younger now I refer that out to somebody else by asking the question you're kind of telling them you know their business a little bit and if they say yes then now you have somebody you can refer to for living trust now of course Paul horn is another resource for living trusts but if your clients are

1:43:33 Happy with Betty buet a way to meet other attorneys as well also you might find attorneys that market living trust like Paul or other attorneys that you want to work with and offer to co-market their product co-market their service if they do live living trust presentations why not invite your Client List to come meet Paul hordon we talks about living trusts why not promote Paul Horn's event be Eventbrite when he does an online seminar on living trusts so by using the attorney's living trust you can Market that to your clients and Prospects and also understand that's going to elevate you in the eyes of the client you're not just a Realtor® handing out pans and baking cookies at open houses you're helping them avoid probate and save money on taxes that's a whole hourong seminar and I guess I'll look for any questions on that and we could talk about it and somehow I lost my chat box so I don't know what happened with that okay next mindful of time living trust attorney referrals I just gave you that one which is when you reach out to your clients they're gonna introduce you to attorneys but also if you're a real estate agent look for attorneys who are marketing living trust programs this is what I did I found an attorney in the South Bay great young guy and he was having evance where we had 40 50 people come I said to him hey can I invite my South Bay clients to your living trust program well of course you can great and over time we became friends and he and I worked together right so look for attorneys nowadays because of covid it's online that will end at some point theoretically in the meantime even online look for ways to promote attorneys living trust services and co-market them together as a way to develop the relationship with the attorney next is COI marketing and what I want to say to you is in real estate it's important to have a niche and have branding COI is your center of influence or for Keller Williams agents it's Mets

1:45:36 People that you've met in person every single person you ever meet in real estate you should call them every 90 days the rest of your life you should email them something about real estate every week for the rest of your career every one of them once in a while you should include something about how to avoid probate because I'm a probate expert I'm certified of probate through Paul's program I'm certified I've learn how to avoid probate and save you tens of thousands of dollars or if you're in Probate I've learn how to unwind some of the problems with my special relationships in the industry but you want to Market your probate expertise because what you don't realize is most Realtors® I work with have a database minimum of two or 300 people you have probate deals right there in front of you that you don't even know about just by asking those questions you'll generate a deal or two if you're diligent in calling everybody and emailing everybody and I would include in your weekly email one every 90 days that's one of 13 how to avoid probate living trusts invite them to an online living trust program make sure you're in that circle with them on generating probat Bill on that topic on that topic of calling your exist client Prop 19 is fresh on people's mind yes so for all your clients who are 55 and older you ought to be calling them right now or S an email says Hey Prop 19 has passed you can now you bought this house for $100,000 the property old tax base you want to move near your son your daughter and the house there is a million bucks no problem Prop 19 just passed okay so Bill you're right by contacting your existing client and adding value like for example getting a living trust will avoid medical recovery Bill let me show you real fast an example bill of a u real fast of this I handle a

1:47:42 Probate bill I was and I probate for one of my client bill do you see on the on the screen bill this medical bill yes for 249,000 right here yes B yes this is real if you don't have a trust you go to probate California is waiting for you to take a huge chunk of the money you spend on Medicare how much is this bill can you can you see this bill I see the top of the letter not the bottom so I can't read the bottom part do you see that it's actually 249,000 do you see that 249 Grand no you have to scroll down wait hold on hold on let's see let me let me put it up again this is an actual bill There You Go 249 Grand you see that there you go Yep this is medical so guys the new law is remember bill was talking about trust the new law is this the new law is if you use medical fine no problem if you don't want to payback medical just do two things get a trust and then you can die this is the new law that was passed in 2017 so you're right reach out to your spe influence let them know about all these great things then oh my son wants toell a house oh I want to buy another house it brings you business right bill right absolutely you know what Paul's talking about is I've said in Probate Court and you know in a state you know somebody passes and they leave a $800,000 house and they only owe let's say 200,000 on it and so their legal fees and cost be about 15,000 and they're they think they're cruising they're dividing up their $500,000 plus and how are we spend money and one day menal shows up and they owe $250,000 in medical because their mom or dad had to get certain services and they didn't understand that's how it works medical the term they use is claw back the cost they don't charge you

1:49:45 Up front but they'll charge you state and Claw that back same with taxes okay so that's the Met COI SOI Mets so you want to make sure that you include a great thing on ballot pedia has a great discussion of Proposition 13 that's a great piece everybody in real estate should mail that out to their clients something every single week and that's a perfect idea I'm gonna use that by the way Paul I'm mailing out to my database this week on Prop 19 I hadn't done that yet thank you for the idea and then lastly I want to say because we're wrapping up here shortly networking so once you establish I gotta tell you I started a year and a half ago and I would go to real estate investment events and told people that I was a specialist in Probate I went to court every day in your case if you're not going to go to court you're going to call petitioners every day you can say I talk to petitioners every day I talk to attorneys every day that's my business that's my Niche I'm a specialist I went to real estate investment groups and I would and had great success meeting investors wholesalers other Realtors® but you also can use that at General business meetings like B and I they won't allow multiple Realtors® but they allow maybe a specialist in Probate so networking is a way to leverage again your business activities in Probate and your specialty okay I covered 11 each one of these is an hour class but our time's kind of running out here so want to answer questions I have a few here that I took notes of if Paul unless you have some questions you want to jump in on yeah go ahead question Carman and I know she jumped off the objection the attorney says the attorney will pick the real happens a lot you call the petitioner and the petitioner says well yeah I talk to my attorney and my attorney says he has a Realtor® he's working with your job is to break that marriage up your job is to explain why let me ask you this would you like to have a Realtor® who is loyal to the attorney or a Realtor® whose only loyalty is to you because the Realtors® who are loyal to attorneys of my experience don't

1:51:48 Service the state very well I'll give you an example when I go to bid on properties is at court Paul goes out in the hallway and says anybody here to be on the property most attorneys are too busy to do that most Realtors® are too stupid and don't do that because they don't think they want to meet other investors meaning they don't want their state to get an over bidder and lose their commission but that's your job your job is to go Ahad and meet that bidder to get them to overbid even you to help this state get 5% more profit on that property that's why you when you talk to the customer and they say that the attorney has a Realtor® don't back off on that you need have an objection in hand learn again repeat affirm and then come back with the objection Handler and mine would be well let me ask you this do you want to work with a real estate agent whose first loyalty is to your attorney or you want to work with a real estate agent whose only loyalty is to you what does that mean well they're example and you could go through start explaining why but I would never let that accept that objection deac ask what's the best phrase the personal representives like to listen to you know deac I wouldn't use a script I'd be natural if you're coming from being a service something as simple as hi DPAC it's Bill Gross I'm a specialist on probate I see you fil the probate a few months ago I just call to see how I can help you what's been the toughest part so far start a conversation the goal of a phone call is to engage in a conversation is not to get a listing the goal is to get in a conversation and start a relationship that's right bill before I forget I think someone asked me about Prop 19 so Prop 19 should increase probate sales here's why because the prior law the prior law prior to Prop 19 was that Mom left the house and now it goes to three daughters or you know three children

1:53:53 And the property tax not going to change right bill under the Old Law Proposition 58 so mom bought the house for 100 grand now it's worth a million it goes to probate now three children's are getting it and they're not going to sell they're going to rent it out okay because they want to keep mom's old property tax Bas Prop 19 changed all that mom passed away it goes to the three kids the probably going to have to sell here's why because for them to take advantage of prop of the parent to child exclusion you know what needs to happen Bill all three kids gota live in that house that's a nightmare that's a nightmare so Prop 19 should increase your real estate transaction in a probate mom pass away the children thinking oh Pro you know property I'll keep it as a rental property and pay low property tax it only happens if all the kid moves in right bill imagine all three family move in to live in that house just to take advantage of prop of the parent to child exclusion property tax it's not gonna happen not gonna happen that's Prop 19 and these are things that you would have a mailer on where people ask you the question you can send them and be of value to them and I also had asked by Mike about some accounting questions and what I would say Mike is I get asked a lot of accounting questions but what I do is I get a marketing piece from my accountant and send them that marketing piece and I tell them you should call you know you should get accounting questions answered by a professional here's who I use and here's an email that you know describes in general about probate and tax issues but has his name and phone number and email and contact him on that because if I feed my accountant and I feed my attorneys I get business back Sasha does Prop 19 take away Step Up bases sh Sasha Allen the answer is no property tax and step up

1:56:00 Bases are two separate concept Sasha okay are two separate concept so what I'm talking about property tax is Proposition 19 okay so the Step Up basis mom bought it for a million bucks no mom bought for 100 grand mom bought for 100 grand you GNA sell it for a million bucks that's a step up basis the kid will not pay any IR S capital gain that's a step up basis Sasha Prop 19 is the question that hey the kid don't want to sell the children don't want to sell they want to live in the house will the property get reassessed the answer is Prop 19 takes effect February 16th of 2021 in order to take advantage of the property tax exclusion all the children has to live in that house as their primary resident that is Prop 19 I got asked about a CPA referral and I use a I'm sure Paul you have somebody that you refer but I on these kind of matters I've had great luck with Michael wander he works with investors wholesalers you know I would say smaller companies and we'll give you personal service so hopefully that can help you as well any the question s okay wrapping up in time here so deac DPAC I'd love to talk to you personally offline maybe so for all of you who want more information if I could if you don't mind Paul I created a sheet with C some notes I have a free weekly probate program for investors wholesalers and Realtors® and some other information I also have the top 11 ways to get a probate if you just text Paul horn well text the name of your favorite attorney the only one that works is Paul horn to 213 46025 S7 so if you text him if your

1:58:06 Favorite attorney as long as his name is Paul horn you text at [phone number] you'll get back a list of some resources I have that will help something what we're doing today okay Drew Lopez asked do you have sample letters so Drew Lopez you are in luck take a look at this someone asked do you have sample can you see my screen bill can you see my yes you asked for sample letters yes you go to probing money.com yes there is a app called marketing okay two things two things you click on the educational video that's number one yes there's a you click on this view PDF it's going to give you pages and pages of actual example of that I have accumulated throughout the years these are just actual example this is one way of looking to see which one sort of talks like you that resonate with you that's one way to do it the other way to do it drew for marketing letters click on this marketing tab click on this marketing tab we have tons of example for you okay we have tons of example for you where you can basically use these letters we wrote it for you there's tons of them okay you can download it and use it okay so there are tons and tons of examples so Drew Lopez I hope this answer your question marketing stuff tons of them tons of example and actual letters where you can download and change put your information on there and mail it out so drew that is your marketing answer to do you have sample letters tons of them bill go ahead great so I see people already

2:00:12 Texting to that number Paul horn 23460 2577 you get mly information what Paul's describing is in the Probate Money service which is really for Less in the price of some companies just the leads it's not extra you get the marketing letters is part of the package and the videos and education is part of the package so it's a phenomenal deal really it boards on a 20 cents per lead 20 cents but in addition to that you gain the markting material the and you have I don't think you really sold it right so let me help you have letters that you can download and mail merge you have yellow pads meaning letters that people who are want to use a what looks like a more informal letter downloaded and samples and postcards you can download and use and mge right away so really phenomenal that's on the Probate Money program are the people on the call here all customers or is this did you talk about this is just general this is General someone wants smth has a question about leans very Smith the probate lawyer are not going to deal with the leans very Smith so you have to be more specific are those lean BS leans are those lean legitimate judgment credit card judgment that got on there so Barry you Canna so Barry that's how you can be of service you are the realator you the professional to dig into those lean okay because if there are five leans and they are legitimate leans Barry the probate attorney is not going to get involved because probate attorneys we specialize in Probate we are not going to say hey that one lean was unconstitutional you know that 200 that 200,000 only from IRS is BS no bar you're gonna have to tackle those leans very Smith okay yeah sorry Bill what were you saying No but somebody wants to learn more about Probate Money

2:02:14 Or subscribe to Probate Money to get the data and or the videos and or the letters they should go to probatemoney.com is there any special anything else you want to say to them besides that okay one things that I want to point out to you car associal realators they now have a certification guys they have a certification class so if you are interested in getting a certificate from car can you see my screen or no bill can you see my screen Bill yes yeah you just click on the car certification click on car certification and it's a special certificate you're going to get from car okay it's a car website I created the class is three hours long you take an exam and Carr will issue you a certificate the certificate is not from me it's directly from Carr okay so it's pretty cool it teaches you Proby you get a certificate that's signed off by Jean the president of car it looks like that on the screen okay so if you wanted to learn more about probate where you can be certified by car when you're calling these petitioner you can say hey I'm a probate specialist I help out family who are in Probate how can I help you so that's that's one thing going back to Probate Money going back to Probate Money you simply go to Probate Money this is the website you what I want to point out is this there are once you're in the website there are hours and hours of training from me I do the most probate in the state of California period I've seen it all anyway besides the lead you have hours and hours of

2:04:17 Probate training okay today we didn't get too much into the technicality of probate today was more of the marketing aspect of it okay but if you wanted more probate training you have tons and tons of hours of videos and Probate Money yes Bill well I say I've taken you just rolled out the CR training in the last 90 days or so I think I had taken already three other certifications I took yours it was phenomenal I tell people it's the best training on the process of probate available in California period And I paid for it you didn't give it to me I didn't get anything for this call today just so you guys know I pay for the certification I pay for appropriate money every month and it's well worth the expense yeah hey guys it's 12 o'clock yeah I want to thank bill for being here with us I want to thank all of you for being here with us you know I hope we brought some value to you and everybody out there keep safe Bill thank you so much for spending your time with us thank you and all of view on screen as well thank you guys