January 19

Are You a Probate Ewok or a Wookie?

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It was a bit of a proud parent day. My oldest daughter Christina bought our entire family tickets to go to Disneyland.

She recently graduated college and though she does work she doesn’t yet have a lot of money. 

We all love Disney so it meant a lot to her for us all to spend the day together there as a family.

One of the reasons I love going to Disneyland is there are a ton of lessons you can learn if you pay attention.

For example, we visited the new Star Wars Galaxy section of the park.

Growing up in the ’80s, I’ve always been a Star Wars fan. But the Star Wars universe has grown way beyond the Luke, Leia, Han, Lando, and Chewie that I know.

My son, Ernie Jr., is way into this kind of stuff. I thought I knew a lot about Star Wars, but my knowledge compared to Ernie’s is like an Ewok standing next to a full-grown Wookie. That boy knows his Star Wars stuff.

As we were going through the exhibit, I notice Ernie talking to the staff, who are decked out in full character costumes, about Star Wars.

I felt like I was in a galaxy far, far away because I couldn’t understand even a quarter of what they were talking about.

Apparently, there is a whole language and code that only true Star Wars fans will understand.
There are three big takeaways from this.

First, I’ve discovered I am no longer a die hard Star Wars Fan.

Second, in order to talk to others in this Star Wars niche, you need to understand their language and be able to speak it yourself. 

The same is true in probate. You need to understand where people are at, what they’re feeling, and speak to that. If you go in guns blazing only looking to buy their house, you will most likely end up empty-handed. Figure out how to “speak their language” and you’ll make a connection that will end up as a win-win for both you and the seller.

Third, it wasn’t enough for the Disney staff members to put on a costume pretending to be the characters. They took the time to learn the back story and the language so they could become the character.

It’s not enough for you to just play the part of the seller’s trusted friend and problem solver. You have to truly become that for them. People can sniff out a fake from a mile away. 

This is the reason so many real estate investors, brokers, and agents fail at probate. They are an Ewok when they need to be a Wookie. Heck, they don’t even take the time to become an Ewok.

Committed to your success,
Ernie “Episodes 4, 5, & 6″ Vargas | The Probate FoxI

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