Q: Good morning, my name is Dina (omitted). I’m a 23 year old real estate agent in Seattle, WA who has been in the business for a year in a half. I sold 17 homes within the first 6 months in the business and a total of 32 homes within the year and a half. I know I can do much better and take advantage of the current hot market here. I did take 4 months of personal time off in 2016 due to a broken engagement. I have been writing my business plan to focus on targeting divorce attorneys in the Seattle market. I found your letter very useful but was wondering if you have scripts and more content on focusing on divorce attorneys. I do look slightly older for my age — in the way I handle myself and dress, but I feel like I need help in providing attorneys an item of value when I schedule a quick meeting. Did you, Mr. Sanford, meet the attorneys or only mail with a follow-up call? I plan to mail the letter, follow-up call, and schedule a face-to-face. I would really like to know what to say when I call and what to say when I meet. I would really appreciate your help!
Dina
A: It might be better to approach the divorcing couple first with a CC to the attorney. After they are convinced you offer value, then they would want you to talk to their attorney. Remember, most attorneys just have the divorcing couple sign a grant deed or quit claim deed, which does nothing to get the vacating spouse off the underlying loan. You can fix all of that with a sale.
If you are approaching attorneys directly, the following value items will get their attention. Then you can follow up with a call and a face-to-face meeting where you can also “butter up” the gatekeeper with a cookies, Starbucks, etc. Here is the value you can offer:
- Availability as an expert witness
- Free 48-hour phone value analysis on local real estate
- Free 15-minute consolation arranged with your CPA on the tax ramifications of selling decisions
- Expert in 1031 tax deferred exchanges
- Seller education service where your system sends the seller all activity that would affect the value of their home
- Self-directed real estate IRAs
Also, another very hot area in Seattle is probate as directed by attorneys and executors. The best system for that is www.alltheleads.com. Tell them that I sent you and there MAY be a discount.
Yes, you always meet face-to-face, if they are going to be a great referral source, if they need help, of if they want to meet you. However, make sure it is not a time-wasting exercise. All you have to do is follow-up on the value propositions that you have already sent them.
Since I have retired from the speaking circuit, I have my systems (large books with software) that I was selling from the back of the room at about $1500.00. These are my newest products and this package includes everything that I have ever done. As a “pay it forward” opportunity I am now selling these same books and software at my cost, about 94% off. This is the start of your plan to get to the point where you are living the dream. This is not anything but selling you the best real estate training materials in the world for 94% less than they were selling for a couple of weeks ago. You will get 9 books, a whopping 40 pounds of checklists and information that is easy to use. These volumes have been used by agents in the US and Canada to be the best agent in their market place. Go here to pick up your foundation for the future.
