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Barry (00:01):

Welcome to part two, hanging out with the coaches on the Tuesday night webinar, you know, of normally as Peter and Julie, you know, shout out to Peter and Julie, you know, they’re going through some stuff, Peter’s done a chill and in Florida, you know, Julie’s in Louisiana chill, you know? So they like, look, you guys did such a great job last time. Let’s go ahead and do it again. So we got part two with the coaches. We got Steph in the house. Stephan. We got, yeah, they got Bob, the comedian in the house. And uh, yeah, he’s got his show lined up for you guys tonight, but here we go. Who we got coming on? We got Brad and Marietta. All right. Who else we got out there, guys. Let’s see attendees. Let us know where you’re calling from.

See Marina, Marina just got another one under contract buddy. So we really, yup. Yup. She’s calling from North Carolina that says North Carolina people, north Cakalaky. We’ve got Indiana and the house. Um, I wasn’t supposed to say it yet. I did it when Karen and Carl Massachusetts, we got a Jay and strong island. We got Melissa from south Cakalaky. My home area. I grew up in that’s your hometown grew up in Columbia, South Carolina. Oh yeah, man. She from Texas. That’s your buddy marina, Mr. Buddy. So we have people all over the place, Maryland, Virginia, my buddy, Tammy Jones, Tammy Jones, Darrell. All right. All right. All right. So, Hey guys, listen, um, you know what it is? This is the Tuesday night webinar part two with the coaches. Uh, we’re going to do a little bit more digging into some things. Uh, but first and foremost, we know that this call is simply for two sets of people, right guys, two sets of people. The first set of people is our partners. You know, we always want to make sure that we’re staying in constant contact with our partners, making sure that they’re always abreast of what’s going on. Uh, we do daily training every single day, Monday through Friday, uh, at 9:00 AM Eastern time. Uh, and our partners get enough of us all week. I think. What do you think? Give them enough?

So, yeah, they got used to this. So the, the second set of people that we do this call for the Peter, and Julie’s been doing it for quite a few years, like clockwork is for the people who have been thinking about becoming a partner, right? You, you hear Peter and Julie talk about, you know, how they support the partners and how we know he funds the deals and we got the training and we got the technology. Um, and you guys keep coming back and forth or back in every Tuesday, just trying to get some nuggets. And some of you may be on the fence. You’re like, okay, you know, I’m thinking about doing it, but I got a see. And so tonight, if you’re a real net fence that person’s like, look, I think I’m a pull the trigger or pop smoke. Like Bob says, pull the pin, all that good stuff.

Then, we want you more. We always want more partners. Okay. Excuse me, partners, partners, partners. We love doing deals with everybody. We’ve got a couple on here. Who’ve already done some deals, got some more people on here who got contracts and their partners. And so that could be you too. Um, so if you want to join, if you thinking about it, the link will be in the chat. Um, you can actually click on it or you can call 770-746-8585. And somebody will talk to you. They will guide you through this, uh, journey. We call real estate. You got like, you got something you want to say, Bob,

Bob  (04:11):

Oh, I, you know what I was just, I was, I was, I was enjoying your, your 8 5, 8 5. And listen, let me just say, you know what? You don’t have to pull your hair out on real estate. We’re here to coach you through those times. We’re here to help you walk through it. And I mean, I think that’s the really some really cool stuff and really important part. A lot of coaching slots left open, uh, tomorrow. I think so, you know, Hey partners, if you’re on here, you want to coaching, you know how to get it. So, uh, hope you get on there and get a coaching call. Let’s keep pushing forward. Man. I was really excited to see, um, some really good stuff happening for Tammy, uh, was on there today. And she’s, uh, one of those hard chargers in, in the accountability and, and pushing forward. Good stuff, good stuff happening. Good stuff happening.

Stephan (04:58):

Yup. Yup.

Barry (04:59)

Look at Stephan. He’s like, yep. I got my soul chain on.

Stephan (05:05):

You know, I was trying to just trying to represent, I got, yeah, I’m hearing good things also from, um, our partners, uh, was going over, uh, comp numbers with several people today on coaching calls and people are going out there getting those contracts signed. So, um, I did also like the fact that there are several people that I have done coaching calls with a few times now. And when they were calling in about their numbers, they were basically just trying to confirm with me that their numbers were accurate versus needing me to go over the numbers for them. Um, which shows progress, you know, and I like seeing that join the dare. They’re growing in their knowledge on doing this on their own. And so that’s the ultimate goal is to guide folks into running their own real estate investing business and knowing how to the numbers, knowing how to place the offers, knowing you know, how to fill out the contract and all of those details. So, uh, it’s good to see the growth that’s going on.

Barry (06:08):

Yeah. I’ve noticed that too, man. I’ve had a few of those calls where there’s like, I just want to just verify and I love it. It does. It does. It makes it a lot easier on a call, but it does show growth. And that’s what we’re here for guys. But when you become a partner, um, we’re here us three, right? Plus another one, plus two others that we actually help. You guys become a real estate investor, not just going out and getting deals. Anybody can just get deals. You’re going to learn in this game. Every deal is different. And you got to be able to adapt. You’ve got to be able to understand that the last strategy, the strategy that you use, maybe it was a wholesale, well, maybe this one is a fix and flip, or maybe we have to do a little creative with us and do some owner financing or subject to, and those are things that you learn.

And those are things that we talk about. You know, we’re doing coaching calls sometimes when we do calls like this, we talk about these things. Uh, but we’re really here to help you guys, coach you mentor you, guide you in the right direction so that you can be self-sustainable, that’s the whole point of this. Learn the basics, right? Build that foundation. And then once you get the hang of it, man, you can do whatever you want to. You can, it’s your job board. You can write on it, do whatever you want to do. Hey, I just want to do pre-foreclosures knock it out. You know? That’s yeah.

Bob (07:33):

Let me just throw something in there. Cause I want to add to what you were saying. It’s not just about learning skills for real estate. It’s about learning a growth mindset. You know, I, I see so many people that come into this with a very fixed mindset. Like this is the only way it can happen. And as long as you believe that about yourself or about anything else in life, it’s going to suck. I don’t know any other way to say it. It’s, it’s just, it’s never gonna, it’s never going to work out for you. And I, I see so many people who come into here and I mean, Barry, you’ve been around longer than I have. So you’ve seen even more who they catch on to that growth mindset and they go, wow, there’s so many possibilities. There’s so many ways to make this work.

And I think that that’s one of the beautiful things about having the coaching, having the community, having the people that are all about the same mindset, you know, they all, we all have that mindset of we’re going to accomplish more. We’re going to believe in what the process we’re going to believe in ourselves and we’re going to grow toward that. And uh, and I think that’s a really beautiful thing. The real riches here, guys, aren’t in the bank account. Um, especially for the first little bit, the real riches are what’s inside of here. The real riches are what you gain here because that’s what makes the difference. That’s what makes the changes. I think

Stephan (08:43):

The point, Bob, because what happens is when you have that proper mindset, you start to see the opportunities, you know, and you start recognize there’s opportunities out there all the time. And you know, sometimes feels like, oh, there’s no opportunity. Yes, there’s opportunities there too, you know? But until you get in that mindset to say, there’s nothing that’s going to stop me and I’m going to grow more. I’m going to get more. I’m going to do more. You know, then you start to recognize those opportunities when you see them. And I liked the fact that you’re a partner, partner-driven we focus on foundational work first because technically any deal, no matter what kind of strategy you use can be a wholesale deal. You know, even if you did create a financing or something like that, you could still wholesale a creative financing deal. If you want to do that. So wholesaling is kind of like the foundational work. And when you get that foundation down, then you can always build from that. And so, um, because ultimately where you want is to have multiple strategies in your pocket so that when you see a property, you allow the property to dictate the strategy, not try to force a strategy on a particular property, but you’ve got to grow to that point. You don’t start at that point, you know? Cause otherwise you’re running around like a chicken with your head cut off trying to do a whole bunch of things and not doing any of them. Right. You know, so doing the foundational work first that we are able to help coach you on and show you how to do it. And I enjoy it.

Barry (10:13):

Nice. Well, the natives are getting restless. Somebody is like, I thought we was going to talk about probate. You know, we are okay. We just can’t just jump into it, man. You know, we gotta, you know, warm up a little bit. So, um, really what I wanted to do on this one, I know we did this last week. I want to save you for last Steph. Okay. That’s what I wanted Bob, just to give, you know, when somebody first starts out and they, like, I don’t have any money. I’m low on funds. I just want to get a deal done. What’s the fastest or the most efficient way they can do that.

Bob (10:55):

Walking for dollars, driving for dollars. I mean, literally I, you know, it’s funny because there was a guy. Um, and um, I know he got, he had a couple of them under contract. I don’t know where he’s at now. I haven’t talked to him in awhile. Cause I think he kinda caught on, but a great guy. He was homeless and he joined partner-driven and I don’t know if you remember this or not. He was up in Ohio and um, literally he was talking to me from his car. He said, yeah, I just dropped my daughter off at school. I’m going back to the parking space that we call home. And I was kind of like, excuse me. So what he would literally do his routine was he would drop his daughter off at school and then he would drive for dollars. And then, um, you know, he was a windup walking for dollars.

You got people like, you know, the incredible Jamari. I mean, you look at what he was able to accomplish. He was able to accomplish that because he was driving for dollars. He, you, he connects with so many people now he drives for dollars, but he gets out of his car and knocks on doors and meets people too. So, um, you, it’s all about, uh, it’s all about making that connection. It’s all about getting out there and you know, your neighborhoods, you know, your areas and you know, what’s out there and you know, when there’s any changes and when there’s any, any kind of shifting, you’re the first one who picks up on that because that’s where realtors make their money. And that’s also where investors make their money. You, you sense the shift, you know, if you go down a street and four out of 10 houses have been gentrified, okay, the houses on this street are probably priced for gentrification. They’re probably priced for somebody to come in and do that. What if I go two streets to the right? What if I go two streets to the left? And you’re going to know those things because you’re out there driving for dollars, walking for dollars. Um, you know, if you have to ride a bike for dollars, but do whatever you gotta do to get out there and, and see it and be a part of it. Yeah.

Barry (12:47):

There you go. And that’s um, you know, driving for dollars is never going to get old. I mean, it may be technology may say, well, you can just do it from the, you know, your office or your sofa, whatever. And yes you can. But if something about going out there and seeing what we call the unfindables. Yeah. You know, when people send, you lists wholesalers, if they’re out there, that’s what they’re doing. Yeah. That’s what we teach you. How to do, how to negotiate, how to actually look at a property and say, okay, this one right here, this is a Bando. All right. All right. You know, let me go ahead and start doing my do deals. Let me put this thing on the app. Let me contact this individual and see if we can get this thing cracking. And so that’s what we do here.

We teach you the basics on that. Uh, the other thing that we do, we utilize what we call the deal driven app. And I know we talk about this a lot. Everybody’s probably seen it. You know, we have the deal driven app. We have the deal engine. Uh, but what I wanted to do is just show you one other thing with the deal driven app. So you guys can just see what we’re doing. This is what we teach our, our, our, our partners every day. So as we talk about, and so when you, when you’re doing your pre-foreclosure list, okay, when you pull your list in a deal driven app, you’re going to see stuff like this, where it’s like, this is actually in Florida, right? And you’ll see auction dates that are passed. And the one thing I like about Florida is that they have it where you can go to any county and see their foreclosure calendar. So in this situation, I pull the list and I’m like, okay, this one said it went to auction July the 22nd, but it’s still on our list. So when you see our property on our list, even though it may have an auction date, that’s passed it still, hasn’t gone to auction. So what I can do is I can go to Florida and you can do this at any county in Florida. You just put it in the county. And then you put in real and it’ll pull up that county’s, uh, clerk and you’ll see the calendar. So I went back to see this one said it had closed auction on July 22nd, 2020, oh, let me go down here. It’s July of 2020. I clicked on it and there’s their property right there. And it canceled. Okay. If it would have gone and sold, it would have told me like a third party bought it, how much they paid for it versus what the assessed value was and all that good stuff. And so this is a good thing about Florida. You can actually go in and tell, you know, start looking at pre-foreclosures and see what’s on the calendar. See, what’s coming up, see what didn’t go, go through. So, um, that’s just one of the things that we talk about when we’re talking about using a deal driven app, pulling up. Pre-foreclosures another thing we do is anytime there’s a change, there’s a change in your list. Um, when you click on, uh, your list, you’re going to get an email, excuse me, you’re going to get an email that says, Hey, some things have changed.

If you open up your email, you’ll get a notification like this property right here. Some things have changed in it. And so what I can do is I can just click on it. It’s going to take me to the deal driven app. It’s gonna open up that property. It’s gonna say some of your property data was automatically updated. And it tells you by who, what you’ll see this little gold card looking thing, and this will show you what’s been updated. So as your list are in there, they’re constantly being, you know, check in for any kind of update information that the county may put out. And we actually show it when it happens, we get a notification and boom. So that’s just some of the things that we do here, that partner driven. Okay. Uh, having the technology to do these things, you can’t, you can’t really put a price on it. I mean, information is always there. You can always do what you need to do fingertips. So yeah, that’s that let’s say there’s,

Bob (17:12):

You know, I was gonna, I was going to say one aspect of, uh, of that, that you know, that you didn’t really talk about that. Uh, I think a lot of people overlook as the optimized driving search, um, and the optimized driving route so that if you’re working, I get it, you know, you’re, you’re working a nine to five and you’re S you’re still working on that job. Hey, you know what, um, leave a little bit early, get home a little bit later, but plan your route so that you go buy a couple of properties each day. You know, if you went by and saw two properties in the morning, two properties in the afternoon, by the end of a week, you’re looking at 20 more properties that you’ve, that you’ve checked out, that you know, something about those neighborhoods. Um, and that’s all possible through the, uh, through the deal driven app. So just putting that out there.

Barry (18:00):

Nice, Yes. My, yup. All right. So this is why we got on this call. My man was like, I thought we were supposed to be talking about probates. Well, we’re going to talk about probate. All right. Anything you want to know about probate? What is probate? How long does it take to do a probate? All that good stuff. So Steph it’s on you buddy.

Stephan (18:28):

All right. All right. Yeah. It’s um, one of the things I tell people, when I talk about the, um, finding leads in probate, there’s a difference between focusing on how to learn the entire probate process, because there is a process that you gotta do first. You gotta go down to the courthouse, fill out the proper documentation, get it started. Sometimes people use an attorney. Sometimes they don’t. Um, you got to get the heirs on board. There’s a lot of approvals and letters and things like that that have to go through. I do not care about any of that. Okay. What I focus on is finding the leads, understanding things. Conceptually will allow you to not go down rabbit holes that are irrelevant. Um, it’s no different than, uh, going to a restaurant and trying to figure out what’s their cooking process on a meal. And I don’t need know all that is food. Good. Is it safe? Do I like it? That’s all I need to know. How much does it cost? Is it gonna, you know, cannot afford it. And so what I try to share with people is that there is money at the courthouse, you know, going down to the courthouse and going through these leads, in my opinion, probate leads are the best converting leads out there. However, they are the most tedious to go get, you know, it takes energy and effort to go get the probate leads. And there’s the challenge. A lot of times when you’re down there at the courthouse, the people that work at the courthouse, they are government workers that just focusing on doing their job. And so they don’t tend to be super helpful with answering a ton of questions and guiding you through the process. And two, they don’t necessarily know what you are doing.

If they knew what you were doing, they would be doing it. It wouldn’t just be sitting behind the desk doing their government jobs, you know? So, um, don’t expect a whole lot of guidance down at the courthouse. You kind of have to know what questions to ask and where to lead them, to answer your questions. So here in Georgia, it’s pretty easy to get a lot of the information that you need. Um, I, um, the, the downside again, is that you have to physically go to the courthouse in order to get the information in Atlanta. There is basically four primary counties that encompass the main part of, uh, Atlanta. There’s still a few more outlying areas, but in general, it’s four main areas, Cobb Fulton, Gwinnett, and DeKalb, um, of those four, there is one that is online. Cobb county is online and you can search through them.

However, that is a rarity. Normally you go on out there, you gotta go to the Fulton county courthouse, you got to go to the Gwinnett county courthouse. You got to go to the cap county courthouse and so on. Uh, and so you’ve got to go down there and then you have to go through the list of information and you got to know what to look for. Um, one of the things that you’re going to be doing is when someone goes, let’s start off the process. Unfortunately, somebody passes away. If someone is going to transfer the assets from that person who passed away to the heirs who are rightfully owed the, the assets after this person’s passed away, it still has to transfer through basically what the court and the state and stuff want to cover is that they don’t want to give you all the assets and all of the extra money, but then the creditors that might have a claim against some of that just gets shafted.

So the probate process is designed to allow the creditors to have first dibs on things and get their, uh, get recouped, whatever they’re owed. And then what’s left over, gets disseminated amongst heirs that are out there. So that’s the probate process in general also. Yeah. Yeah. And so also understand that there are a couple of things that fall under the probate heading like, um, um, guardianships of minors, um, marriage licenses fall under probate. So again, that leads to what I said before that you have to know what to go ask for. Cause you’re not looking for marriage licenses. When you going down to you looking for real estate items, when you go down there, so you gotta be in the right office. Uh, also once you get the right paperwork and get the, uh, information from the petition or the application, I usually put it through a filtering process first.

If you don’t mind, I’ll share my screen and just show the four filters that I use, uh, real quick, uh, sharing is disabled. Can I share your now? Gotcha. All right. Just a quick share, make it real easy. Um, these are the four filters that I use when I am determining whether or not this particular lead is one that I want to pursue. So filter number one is I to make sure that the person who filed the petition or application, I want to make sure that their address is different than the person who passed away. Because if they’re in the same house, a lot of times, they’re not going to be interested in selling the house cause they’re still living there. So just because the person passed away doesn’t mean that they want to sell, but if it’s vacant, then they are more inclined to want to sell.

The second thing is personally, I don’t like dealing with condos. So if you like dealing with condos, that’s totally up to you if you want to pursue that. But if I see that there’s a unit number or condo number or something like that on there, I skip it. It’s just a personal preference. That’s totally up to each individual. The third thing is I make sure none of the heirs have the same address either. Um, when the heirs have the same address, what happens a lot of time is like, it may be a couple where one of the members of the couple passed away and the other member let’s say the husband passed away. Wife is still alive, but she’s older. And she doesn’t feel like doing the process, or there’s not as up to filing the whole probate process. Her daughter or her son might be the one who actually files the petition. So even though you check that the petitioner address is different, the spouse who is recently widowed or widower may still be living in the property and they may not be planning on moving either. So I also make sure that none of the heirs have the same address. Another scenario that usually lends itself to that is sometimes the person was living with their children. And so even though they pass away the heirs that are there, it was really the air’s house. Anyway, it’s not even the person who pass away house. So just making sure that the addresses are not the same. And then the last filter is just making sure it’s an actual home. So if you just Google the address or pop it into Zillow, then you can tell if it’s an actual house. Um, sometimes you will go through all of this and then find out when you plop in the address that it’s an assisted living facility or something along those lines.

And it’s not an actual property that you can do anything with. Um, sometimes, um, there are people, some other investors that will tell you that you can look on the tax records, look up their name and see if they owned any property. Um, I don’t usually go through that extra step because it can be kind of tedious to find out that information sometimes. And then also just because their name was not on the property still doesn’t mean that it’s not a property that’s available to be process. You know, they may have already done something like transferred it into their kids’ names before they passed away. So they didn’t have to pay a state tax and stuff like that on it. But it’s still an empty house now that the kids are likely want to sell it off or things like that. So just because it wasn’t in their name and the tax records doesn’t mean it’s not a property that should be pursued.

So those are the four filters I like to go through and make sure that, um, they fit that and it increases the odds that somebody wants to do something with that property. So if it’s a property that’s vacant, um, more than likely, especially if it was an older person living there, it needs some renovations. Um, oftentimes too, it’s something that is out of state. Um, but even if it’s not out of state, anybody that lives in a large city can tell you, even here in Atlanta, if you cross town is about the same as being in the most thing, you know, cause it’s not like you’re going to be zipping past the property on a regular basis. So, um, anything where they’re not living in it, it’s vacant now probably in disrepair, they are more than likely going to want to sell that property. And then the last thing I usually bring up in that is that, um, oftentimes people ask me, well, how quickly do I need to check on this?

You know, because you don’t necessarily want to see that, oh, somebody died yesterday. Let me check the day, sell the property because that’s how people can go, oh, I heard your mama died. Do you want to sell your house? Because they will find you come looking for you. So it’s all about being respectful, being tactful. And, um, I usually have found that the two to four month window is usually a good sweet spot. Usually in about two months, the family have decided what they want to do with the property. And by four months they’ve usually done it. So somewhere in that window is usually when you’re trying to reach the individuals. And when I call or reach out to these potential, um, sellers, I don’t even bring up probate. I just bring up the file. I just call them to let them know I’m just an investor in the area. And I came across this property. That’s all I’m saying, know they, a lot of times they will then reply. Oh yeah, that was my aunt’s property. She recently passed away. And then I’ll issue my condolences and ask if this is a good time to talk, you know, or not a, when would be a good time to talk. And then I discussed the property with them from there, but I don’t bring up anything that I found their property through probate or none of that, because it brings up stuff and causes people to react a certain way. And, um, that’s totally irrelevant. So finding these additional leads, um, Bob, those over driving for dollars, you know, each week and driving for dollars is an excellent lead generating source. But I also find that a probate leads are excellent too. If you go through it properly, know what to look for.

And also I’m going to be reaching out to more partners to, um, uh, basically do information gathering because I don’t know all of the details in every single state as far as what’s available in the state. And so like I went to visit my mother recently in Virginia and I decided to go to the county courthouse there in Virginia to see how Virginia does it. It’s a little different, uh, extra steps that aren’t, um, quickly available. All of the information so far that I’ve found is always available. It’s kind of like how many hoops do you have to jump through to get it? Then the last thing I’ll say is that with the more hoops that you have to jump through, it can be frustrating, but the more hoops you have to jump through more hoops somebody else has to jump through. So if it’s tougher to get this information, it’s less likely you’re going to have much competition when you’re able to get that information. And then you can reach out to these people and see if these properties are available for sale, get them under contract. And whether it’s probate lead or driving for dollars or mail-out campaign or whatever, you can still partner with partner driven, you know, on the deal and get it done and go from there. So it’s just another excellent lead generating source that I find to be very helpful.

Bob (30:34):

Hey, Stephan, I’m just curious. What’s the longest you’ve ever seen a probate, uh, go for it. I mean like what’s the longest from the, from the time you got it from the time it actually worked out, um, how long did it take you to make it, to make it a workable deal?

Stephan (30:50):

Great question. The, I have had one personally that took about a year. Um, and this is the issue. If everybody is on the same page, meaning the family members and things like that, it’s just another transaction. It literally is no different than any other lead source that you would find in another transaction. The challenge is, is when in a financial challenge is when you get family members that are challenging, whether or not somebody should be the executor of the estate or whether or not, um, they agree on the price. Cause like for example, whoever’s the executor of the estate. They technically have full authority to accept whatever price is able to be negotiated with you. However, just because they got the authority to do so if their brother or sister or whoever they’re saying, no, we shouldn’t take that price or whatever. It can be a big pain in their behind if they have any battles that they cause they can take them to court and all kinds of things like that. If they’re not on the same page. So usually you just want to make sure everybody’s on the same page I get when I’ve done some probate deals, I’ve gotten all the heirs to just be on a call together and make sure everybody, if somebody has a question for me, if they’ve got any questions about the whole process or the price or anything, I go over it with them. Um, but usually I will say if you ever see one and it has the heirs listed, the shorter that list, the usually the easier, the longer an analyst, the tougher it might be. Cause you got more personalities to potentially deal with. Now I’ve gotten people that have said no, whatever so-and-so says, you know, their sister is running the show and she’s the executor of the estate. So she’s great. But as long as everybody’s on the same page, but if they’re battling and fighting, I usually will say, I’ll follow back up with you at a later time. You know? So that’s the challenge that will drag it out. But if you don’t have disagreements with the heirs, it’s just a regular transaction. Doesn’t take long at all. Hmm.

Speaker 1 (33:01):

Yeah. I was just going to say, I’m sorry. Go ahead, Barry.

Barry (33:07):

But no, I was going to say we had a couple of questions in the chat.

Stephan (33:09):


Barry (33:10):

One question that, uh, I had was would you look for a probate deal at an estate sale?

Stephan (33:21):

Oh, absolutely. And I’ve done it. Um, cause if I go at one, I like shopping at a state sales anyway, cause it’s neat to find a lot of different, neat little treasures. I’ve got a microwave that, um, is a microwave slash convection oven. These things go for like 300 bucks and stuff. I’ve got it in my downstairs man-cave area for my wings and stuff when I’m heating up stuff, watching the game. And uh, I bought it at an estate sale for $25 and I’m like, oh my goodness, you find some deals there. But um, I often will ask if the property is available for sale. Now I will say this, if it’s a state sale and they really have a team that’s there running the state sales, usually part of their services is that they’ll list the property with an agent. So it’s somewhat rare that I find them to say yes, you know, talk to them, um, about something where it’s not listed with an agent. And then there’s a bunch of competition at that point. Um, but I have done an, I do directly know another investor who did a transaction like that. They got it at an estate sale and they also asked if there was like a minivan that was there and they got the minivan thrown in to the deal too. So they got them a car in the process of, you know, doing the transaction stuff. Yeah. Everything is negotiable. So that’s kind of like whatever you can negotiate. All right.

Barry (34:50):

Uh, Jennifer asks when you’re at the courthouse, what questions are you asking to acquire the list?

Stephan (34:59):

Great question. Great question. What I’m usually doing is going to who first of all, find out where the probate office is and you want to let them know what I do is describe the situation. Because a lot of times, if you say where’s the probate, you might end up in the marriage license area and stuff like that. So I’ll just usually say, when someone passes away and you have to probate their estate, where do you go file the records at? And then they’ll tell you directly, that’s the easiest way to make sure you get to the right room. At least now once you’re in the room, the question to ask whoever’s in there is that you want to do some research. I always say I’m doing research because they’re always going to try to say, oh, whose name are you looking at? You know, what’s the individual that you’re trying to find. I’m not trying to find an individual. I’m looking for a range. I want to see everything that happened in July of this year, you know, and then they’ll start out. Well, why are you looking for that when it, okay. It’s a whole lot of irrelevant questions. No. So when I start off with is I’m doing some research for, you know, a real estate company or an attorney or whoever you want to say, you’re doing a research for you, but you’re doing research. And in doing that research, you need to find out how many probate applications were filed in a particular month. And I want to be able to see the data from that, that structures, the framework of what you’re looking for. So then they can tell you how to search for this information and where to find it. Um, the good thing about that, at least in the courthouses that I found here in Georgia is that once you learn how to do the search, all the information is on the computer at the courthouse.

However, when I was in Virginia, what it appeared is that they have preliminary information at, on the computer, but then you have to go and request the actual file in the back because they’ve got a whole area where all the files are and you can request the file because this information is public record. There’s nothing secretive about it. Even though sometimes people will try to act like you are in Fort Knox and, you know, requesting top secret information from the government, you know, but it is public record. Um, if you have to go and request an actual file, then what I would recommend is that you find a few that you want to get at a time and then go ask for, you know, four or five or six all at one time, instead of continuously going back and forth and back and forth and asking for files. Um, because again, remember that most of the time, these are government workers that are just trying to do their general job and their normal day-to-day job is not, um, answering questions for you. So if you end up irritating them, then a lot of times they’ll come up with some obscure regulation of why they can’t do this, or can’t do so many files or whatever. And so, um, you just want to kind of make it as easy on them as possible so that they don’t have to do anything extra. Got appease the gatekeepers.

Bob (38:02):

Yeah. Yeah, I think so too. I think that I really liked the way you started that about cash at the courthouse. Cause there’s a lot of cash to the courthouse and I mean, man, get known, but also get known as a good person up there. And while you’re up there, checking the probates, go by code enforcement, you know, while you’re up there checking the probates and code enforcement, see if you can figure out who in the local area is like the police officer who’s in charge of neighborhood watch programs. I mean, there’s a lot of, I mean, I think at the end of the, at the end of the day, one of the things that we’ve got to keep in mind is that we go where people have pain. We go where there are problems. We go where there are challenges. And that’s why the growth mindset is so important because the growth mindset says, oh boy, a challenge. And the fixed mindset says, no, I can’t do a challenge because I have to keep my cool, I have to keep my image. So, um, you know, so it’s yeah, it’s uh, that’s cool.

Stephan (38:52):

I really liked the old, um, joke story where it was a sales company that sold shoes. They sent these two salesmen out to this remote area and the two salesman came back and one salesman said, I don’t think it’s any opportunity there. Nobody wears shoes. And then the other salesman came back and said, it’s great. Nobody’s got any shoes. It’s all about how you look at it. So you gotta be in the right mindset. And you’ll see that it goes back to what we said at the beginning, seeing the opportunity. And there’s tons of opportunities out there in so many different ways. What you got to go for it. You got to go out there and look for it.

Barry (39:32):

Yeah. Um, Antonio was asking, is it possible to find probate leads online?

Stephan (39:41):

Um, there’s a couple things about it. One, I mentioned it at the beginning that usually the answer is no. Um, most of the stuff is you got to go to the courthouse to get it. But however, like I said, there’s an exception even here in Atlanta where one of the counties, cop county is online. So I can search that one county in this area. But the rest of it is not online. The other aspect about it is sometimes you can go online to different companies that will sell probate leads. However, in general, they tend to be kind of expensive and too, you don’t know their filtering process. You don’t know what they did. You know how old these leads are, you know, how many people they’re sharing these leads with, um, any of the information. So trying to go through a paid service versus finding them on your own. I don’t tend to recommend it. Um, because you don’t know anything about that and they can tell you anything about their filtering properly, but recognize that if the leads are not online, they have to do the same thing. So that means they’d have to pay somebody to go to the courthouse, to get that information for them, then to organize it together, to sell it to you. So that means this is going to cost you, you know, a pretty big, anytime you got to pay somebody to do physical legwork on doing things is going to Jack up the price.

Barry (41:00):

Yep. Don’t come out of your pocket. Um, Judy asked in, I think we can all answer this question, but are there specific paperwork that is required by all heirs to sign, to proceed with the purchase sale agreement,

Stephan (41:20):

Um, with the purchase/sell? No, all the heirs don’t have the time because in essence, if the heirs have agreed to the one particular person being the executor of the state, they’ve already agreed that that person can make those. So again, it’s just about making sure that everybody’s on the same page and that there is agreement of that person being the executor. Um, and they’re not going to be fighting it later. And as long as thereby says, yep, they’re good to go. Then the courts have already designated this person to be the executor. So all you gotta do is deal with that person because also even when that person signs, like, let’s say, for example, the person that passed away, his name is Joe Smith. And this is Brian Johnson, who is the executor? Well, Brian Johnson, the, uh, the seller would be listed as Brian Johnson, executor of estate for Joe Smith. That would be the full thing that has to be listed on there as the seller. Now he can just sign his name once he down at the signature, he can just sign Brian Johnson. But the seller is Brian Johnson, executor of estate for Joe Smith. So they’re already designated that this person has been chosen to make the decisions for this particular property.

Barry (42:38):

Yep. And if they do not have an executor and there’s a few kids, you know, few heirs, then they will have to sign on that dotted line of the purchase and sales agreement.

Stephan (42:51):

Um, but usually even with that, they still got a probate cause for them to allow that cell when their name, because their names are not on the deed. So the only way they can have the rightful, you know, no a property real estate priority has got to go through the probate process.

Barry (43:10):

Well, we have one of our partners who recently had to deal with, um, our family that the mother passed away when she deeded the property to all seven kids.

Stephan (43:22):

Gotcha. That’s a little different.

Barry (43:27):

Yeah. It’s a little different, but it does happen. Uh, and if that’s the case, don’t let it blow your mind. People. It’s just getting some extra signatures on the, on the sales contract. That’s all, there’s nothing that’s gonna break the deal. Uh, unless one of them says, Nope, I’m the holdout.

Stephan (43:42):

The whole, the whole thing is always about making sure everybody that’s involved. The decision makers are all on the same page and it always makes it a lot easier. Yeah,

Barry (43:54):

Let’s see here. Okay, Jennifer, thank you. Uh, does the court house generally have a charge for the probate data?

Stephan (44:03):

Nope. Um, there’s a charge. If you have to print anything out, um, this is oftentimes like 50 cents a page or a dollar, a page. It’s a high amount of print stuff. And a lot of times they’ll even charge you if you try to take a picture of it. Cause I know some people that just try it instead of printing stuff out, they’ll just take a picture of it on the screen. Some court houses will charge you even to take pictures on the screen. They see you over there taking pictures. You better try to do a real sneaky. Otherwise they gone bring the security guard over there and say, okay, you owe us some money up.

Barry (44:43):

Uh, and then the last question, um, have you ever had the deal not go the closing because turned out to be a last minute conflict that’s in any deal.

Stephan (44:55):

I mean, I’m about to say welcome to real estate. My, my philosophy is always, it’s not closed until it’s closed. And um, so it’s all about making sure you get everything done. And I also laugh. I had a cash buyer on my cash buyers list and this guy was real funny because, um, he’s one, he’s very talkative and it’s funny for me to say somebody is targeted, but he’s very talkative, very friendly and everything. But when we’re closing on a property, he don’t want to chit chat about nothing until everything’s signed. I mean, he’s like real adamant about it. He will not talk to you or anything. And I ended up asking him about it cause it was a little kind of obsessive about it. And he said he had a huge deal. One time that he was doing and the guy who was selling to him had a heart attack right before the, I mean, they’re at the closing and had a guy, thankfully didn’t die. But he had to go to the hospital, everything got delayed and some stuff got messed up. And so he’s like now I don’t know what’s going to happen. He said, you need to sign this paperwork first. Then we’ll talk about whatever you want to talk about after everything’s signed. But he said, no, he doesn’t check in any way, shape or form when it’s time for closing sign, everything cause to until it’s signs. And he was right, because legally he couldn’t do anything with the product. Even though the guy was there, he had to go off to the hospital and they had to postpone everything because stuff

Bob (46:21):

That’s kind of why they make clipboards. You know, you get them to sign it on the way, Finish the signature. What’s wrong with, come on one more loop. I don’t know. I’m just putting it out there,

Barry (46:33):

But it does happen. I mean, uh, one of my deals, like I I’ve told this before, it’s supposed to make 40 grand 45, no 45 K got to the day of closing. They rerun everything again. Make sure I ain’t no outstanding liens or anything. Boom. One popped up and had to take a haircut in order to make the deal go. So it happens and Jamari, like I feel them on that. You don’t want to jinx anything, but it is true. It’s closed. It’s not closed until it’s closed. So, all right.

Stephan (47:11):

But I will say this too, with part of the best part of the reason why I like the partner driven process is because until I got associated with partner-driven any deals that I did on my own, I had to do the entire process on my home. And so I was the one who had to follow up the closing attorneys and make sure all the documentation was there and be on top of it and communicating with folks. And of course, if I’m doing that, it’s harder for me to be driving for dollars or making phone calls to get additional leads in my pipeline. But with partner-driven handling the back office stuff from the contracts and things like that, it makes it a lot easier for you to continue to focus on getting additional deals in your pipeline. So having partner driven as a resource, it has been great in my opinion. And this was even just from being a partner, not even from a coach, not even from, you know, other aspects is just anytime you can have additional resources and it gives you options. That’s, you know, that’s a fantastic thing.

Barry (48:09):

Okay. Um, I don’t know if this is Maria R I think it’s Maria lemon. Uh, she was asking about a con she, um, she’s waiting on the executor, uh, Samantha Watson for the state of Brenda Watson, she’s asking, should I request a new contract? I’m waiting for the seller to send the documents, showing she’s executor of the estate. Uh, I’m going to ask her to send me the signed contract and then wait for the documents. You can actually, um, the prenatal, how long that contract has been out there. I mean, it is if it’s been out there like 10 days or whatever, we’re still fine with that. We just put the date that it actually got signed on there. Um, and you don’t really need the executive documents right away. We do want them because we need to make sure. But if she’s like, I got it, it’s going to take me a minute to get it, go ahead and get her signed to contract. And we’ll just wait until that document actually shows up in order for us to make this transaction illegal transaction. So that’s all.

Stephan (49:17):

Yeah. I’ll always say get the contract sign, just get that taken care of because you can even initial stuff on a contract and, you know, change it across to it and write what’s supposed to be there. And initially make sure everybody initials it whole lot easier than holding off. Anytime you hold off on getting a contract sign, you run a risk of not getting that contract signed. So get the contract signed first and then take care of the rest of it as you continue to go off.

Barry (49:43):

All right, get it under contract guys, negotiations never stopped. So you think you got the number wrong with it? Go ahead and get it under contract. If it’s not right. Especially with us and partner driven, we protect our, our partners and we make sure that you don’t get yourself no trouble. Uh, and like you said, if you were doing this by yourself, you’d have to go through that whole process. Keeping an eye on everything. Well, as a partner, we got the whole team. We got you covered. All you gotta do is go out there and find properties, get them on the contract, follow the directions, send them back in and go out and do it again. You don’t have to focus on the back office stuff. You don’t have to focus on the funding. You don’t have to focus on even coaching. You know, if you know what youre doing…

Stephan (50:32):

That sounds fantastic, Barry! How would I get, come apart or something like that?

Barry (50:33):

Oh, I’m glad you ask. I’m glad you asked. So if you guys want to become a partner, right, or you got to do is go into the chat. The link is there. Or you can call 770-746-8585. There you go. Bob, 8585. Let’s say we have one more question. Let’s see here. Nope. Somebody has got their hand raised up. Michael, if you could just type it in the chat before we jump off, uh, we want to get everybody ample time, but we do have a time limit on this call. Um, but like I said, if you guys, if you’re on the fence about it and give us a try, I mean, you see who you’re working with, you see us, you know, we like to have a good time. We’re not sticklers and all that stuff, but we will fit you in the right direction. Okay.

We want you to be successful. Everybody who comes into partner driven, we’ve tried our best to make sure that they get everything that they’re looking for. But you know, you had to put some work into, by Bob said at the beginning is up here. This is where the battle really starts. Guys is here. And we talk about this a lot. We don’t just talk about running numbers. We talk about mindset, getting things in motion. Uh, we even have an accountability group now in the partner driven program. So there’s only a few people in there, right? Bob?

Bob (52:07):

Yes. There’s only a few people because we want to make sure that we do it right. And we want to make sure that, uh, that we’re giving the partners what they need. But, uh, we’re, I, I think one of the things that you need to really, uh, keep in mind about partner-driven is that we’re always trying new things because real estate is a very fluid, fluid, fluid, um, uh, business, you know, it’s not like you’re, you’re buying a pencil. It’s like, you’re, you’re becoming part of a family. That’s continually growing, learning, moving forward. Uh, one of the things I love about the daily training calls is yes, we have some basic information, but there’s so much information that comes in from partners and from the family and from just, you know, just people doing deals and people work in deals. And that, you know, I can’t say enough about the value of being around people who are like-minded and being around people who are trying to move in the same direction. I mean, that’s just, that’s invaluable. It really is invaluable to be around that. And, and to have that opportunity to be around that pretty much every day of the week. Yeah.

Barry (53:13):

Nice. Yep. Um, one person did ask in the deal driven when you have an auction date and then it says canceled. What exactly does that mean? It means that it got canceled. It just means that the auction date didn’t go through something came up where it, either somebody put in some paperwork to stop it or the moratorium was going on or whatever, it just means it just got canceled. It doesn’t mean that it’s gone away, that the house is not in that same status of foreclosure. It just means the date that it was supposed to go to the auction. It just got canceled. And for whatever reason, we don’t know. Uh, but it’s still a property that you can actually go after, even if the auction date has expired or gone past. Okay.

Stephan (54:04):

And then like, um, I saw somebody in the chat say, I think it was ed said that sometimes it means that the people caught up the back payments. So they’re current now. However, usually if somebody is falling behind before, just because they caught up, unless they got a windfall of money from somewhere, there’s usually still a challenge there. So you can still contact them because they still may need to sell the property. And this may be the best time for them to sell it because they can sell it without taking a major hit to their credit or anything like that. You know? So getting it taken care of now would be great. So I always say there is no such thing as a bad lead follow up on them, all follow up on everything. Let the owner tell you. No, I’m not interested in selling and go from there, but follow up with them all.

Barry (54:49):

Yup, yup, yup. Yup. Um, saying that with the pre-foreclosures, um, they may have gotten that long COVID-19, um loan modification extend their mortgage of 360 months. So those things are happening. Guys, people are getting some of this information and, you know, extending, but like you said, if they’ve been in trouble once, just continue to follow up with them. Right. Because right now, let me think they’re good. But you know, if they had problems before, unless it was the pandemic, they lost their job. Now, you know, that’s one thing, but if they have a history of it, cause you can look at some people’s, you know, they’ve been in this situation way before the COVID thing, they’ve had modifications and this and that. So, you know, they’re all shaking around, just keeping in touch with them, just follow up, say, Hey, how are you doing? All right. Well, thank you, Jay. I’m glad you got a lot out of that. So you guys, any parting words before we jump off this call,

Stephan (55:58):

I think the biggest thing is take action. People nothing’s going to happen if you’re just sitting around waiting for every piece of the information. Um, I remember a quote that I think Steve Harvey said that a lot of times the definition of an entrepreneur is somebody who’s willing to leap off the cliff and then build the airplane on the way down, you know? And that’s pretty much what you have to do. You’ve got to be flexible. You’ve to be willing, you’re not going to have all the answers. That’s not how entrepreneurship works. You’ve got to just go with it and, you know, make educated decisions and, and informative, uh, well-informed decisions. But don’t look for the entire, you know, booklet of information of every possible scenario that you can come. Cause it’s traveling to every one of us can tell you stories of something that we’ve experienced in this journey that wasn’t in any book anywhere that you know that you were going to go through. So take action, be willing to take the risks. You’ve got a whole team, a whole community behind you when you come on board with partner-driven. And so it’s a great resource. Uh, and it’s awesome to be a partner driven member. I was a partner driven, uh, community member before I was a coach. And so it’s, uh, it’s great to be a part of it. So those are my parting words.

Bob (57:18):

Yeah. I like what you had to say. And I would just say, listen guys, this is a contact sport. And you know, I, I, I, if you aren’t making contact, you ain’t even on the playing field and you can’t make contact from sitting on your chair. It just isn’t going to happen. You know, it, it just, it does, it, it, isn’t going to have a, you have to make a plan. And I think one of the things that I really enjoy about, um, you know, the accountability group is, you know, we challenge people to move, to take action, you know, um, to make a movement, to, to do things, to keep pushing forward. And, um, I, again, that it comes back to being around people who have a like-minded dream, a like-minded goal, you know, if you’re all moving in the same direction, it’s a whole lot easier to get that pyramid built. So, um, you know, so that’s, that’s kind of the idea and that’s that’s uh, so yeah, I echo what you were saying. Totally

Barry (58:13):

Nice. All right, guys. So if you on the fence and you’re thinking about jumping, make sure you click the link in the chat or 770-746-8585. Dial the number somebody is going to help you. Okay. All right. That’s all the time we have for this evening. Uh, hopefully Julie and Peter be back next Tuesday. If not, I guess we’ll do a part three and we’ll talk about something else. All right. All right, guys. Well, thanks for your time. Good evening. Catch you on the next side.