Probate Leads

[Jay Neil]

Would cold-calling probate leads be inappropriate?

[Rick H.]

I almost couldn't stop laughing when you suggested making certain that you sound sincere then asked if anyone has a script!

Don't just act sincere, be sincere.

Whiles there's nothing wrong with scripts, many people rely in the text to do the thinking for them. It might be better just to have some "talking points" in the form of bullets.

Now before some bonehead gets cocky on me, I'll disclose to all that I experienced some major difficulty in getting my words and thoughts together after my surgery and stroke several years ago. While it did not affect my speech, it did have tremendous effect upon my cognitive skills. In particular, this made it difficult to assemble my thoughts in a manner that allowed me to draw upon my past phone skills and techniques.

What I ultimately did was dive into the sale process as never before. I re-examined how I deal with prospects and what I ask them as well as my guiding the conversation. Part of the difficulty in replication my old skills was that I had not kept good records of conversations with the attorneys, PR's and heirs. So, starting from scratch was not an option, but a necessity.

Here's my little formula:

Find out what they want to see happen

Probe to determine what's really going on

Make an initial assessment of solution(s)

Query the prospect to see if you can manage their expectations between the problem and the solution gap.

Whenever possible, "enter the conversation that's going on in their mind" - Copywriting legend, Gary Halbert.