REI Wealth Magazine Featuring Paul Finck | Page 66
#3. Investors don’t
have the correct
mindset.
They say things like this:
•
•
“I feel bad profiting off of
dead people”
“Or, isn’t it weird talking
about someone that has
died”?
I hear this all the time. But I
have to tell you, sellers are all
pretty much the same. It just so
happens that folks in probate are
there because someone died.
They are also there because they
have a problem. They have a
house they need to sell in order
to settle the estate, and that’s
why they need us. We are there
to help them solve a problem. It
really is that simple. Once you
understand this one thing,
everything changes and you can
be successful in this niche.
#4. Why can’t I just
call the family
instead of sending
of sending direct
mail?
The answer is, because it’s
insensitive. My initial contact is
never by phone. I always send
a letter the executor or
administrator which is most
often a family member. Think
about this for a minute. How
would you feel if someone called
you out of the blue wanting to
buy the property when your
loved one has just passed away?
You wouldn’t like it.
For that reason, my direct
mail campaigns are designed to
be a very nurturing series of
letters. Some families will open
the estate in the first few months.
Other people may wait many
months or even a year.
Generally speaking, when they
open the estate, that’s a signal
that they are ready to move
forward with the sale of the
property. That’s your cue.
"I let them know that I will be there when they
ready to sell the property."
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