October 27

The Psychology of Probate


The core of marketing is really just psychology. Discovering and understanding how the brain works and why people make decisions will have a profound impact on your real estate business.

And this is even more true with probate. Why? Because people going through probate are dealing with all kinds of issues, problems, and emotions which are very different from what most people looking to sell a house are going through.

One thing I learned very early on while working probate is that the more time I spend with my probate prospects, the more likely they are to sell me their property.

Creating genuine relationships is one of the things you can do to differentiate yourself from your competition. But you need to know how to talk to people going through probate. It’s a different kind of conversation because they are going through a different set of circumstances than most people you encounter in real estate.
Now don’t get me wrong, I love closing deals over the phone. Often times I don’t even have to visit the property (this is especially helpful when I’m closing deals halfway across the country).

But in a competitive market, the bond you create with your prospect by taking the time to listen to them and help them solve their probate related problems is the key that will keep you ahead of your competition.

And to be honest I enjoy the friendships I’ve built over the years with the people I have helped through probate real estate.
So today’s lesson is this: don’t be afraid to invest your time into your sellers because it will not only give you a distinct competitive advantage over your competition, but also help you build life long friendships along the way!
Committed to your success,
Ernie “The Probate Psychologist” Vargas | The Probate Fox


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