How can I leverage attorneys to generate leads?

Question

Rick H. · Answer

I've marketed almost exclusively to and thru probate attorneys for at least 25 years.

You'd better have a great deal of experience and know your craft exceptionally well. The 10,000 hour rule comes to my mind.

Most attorneys have staff that have been trained to dispose of unsolicited info from unknown sources. Do, you need to become a known source.

I did just this many years ago by bringing in other experts and hosting a series of luncheons and dinners who I could introduce. I also became a continuing education provider, spent many thousands identifying and getting to know the centers of influence and the big players. Then, I became a regular writer having my publicity people get my articles published in the legal papers.

I spent today with the court appointed receivers at a meeting the airport. Despite a lunch meeting, it uses up most of a day.

Know a few attorneys won't cut it, unless in a very small town. Granted DFW metro is nothing like LA/OC, you still have a big job ahead of you.

Joe Yobaccio · Answer

@Adrien S.  I wasn't suggesting any particular solution, but there are a few active investors who say they get many seller leads from property managers with the inducement being that they will not change management. Then, I saw your post and wondered if that was enough to have PMs willing to send seller leads.  I do  see you handle many of those in house or you can also buy, but for those that do not have that ability, it would be good to speak their language.  You mentioned referring them doors. Of course, when I can, but that is likely not something I'd come across, as I just market for listings and/or sellers I can buy from.   But, it sounds like letting them know you will retain them on anything purchased and be on the lookout for more doors, would be a good place to start.

Adrien C. · Answer

Hi- I’m still around. Are you asking what I’d want as a kickback to give someone a seller lead? I’ll answer assuming that’s the question. My owners who are selling with tenants in place want an easy transaction so keeping the sale in house helps. Plenty of my current owners are buyers so it’s easy at the right price to sell between owners. Some want top dollar so we wait to the lease is up, fix it and move on. I’m a buyer so if they are dumping, I’d just take it. Regarding other PMs without the same resources, them keeping the management business the most important factor. That’s their bread and without doors, they don’t eat. Bring them doors too that you find from networking.

Joe Yobaccio · Answer

@Adrien S. this is a 6 year old post, so hope you still see this!  As a Property Manager, if you got a call for seller referrals, what is it, as a PM, you would want? I know we are told that we would not change PM's if we obtain the property,but, is that enough?  It is a marketing thing we would do--a numbers game, so promissing every PM we call, that we would refer clients, is not realistic and I have never had a buyer or seller ask me for a PM.  So, I would have to either promise a fee or to retain their services.  But, I want to hear what you have to say.

Adrien C. · Answer

Become familiar with the term "givers gain." In other words- you got to put out to receive. Whether it's your brother or another attorney or a realtor or whoever you want to use, you have to give them something of value so the relationship isn't one sided. Send referrals to them; give them some sort of business; make it worth their time to help you out; rub their back too; or whatever way you want to put it. The more you give in a relationship, the more you will get.

Sean Dolan · Answer

@Lisa Marie Create a remarketing list in Adwords called "seeking divorce" then put your remarketing code on your brother's site. Geo-target to your farm area to exclude those outside of it. Advertise "we buy house as-is" display ads to this niche market.

Now your ads will "mysteriously" show up all over the place, only to those who recently visited your brother's site. You can do this on Facebook as well.

Chris Soignier · Answer

Divorce filings are public info.   An attorney lead might give you a headstart, but would likely violate the attorney-client relationship.    Plus, it would be awkward if an unknowing spouse got a divorce-oriented flyer in the mail based on his spouse's till-then-secret consultation w/ a divorce attorney.

Matthew Kreitzer · Answer

On the first matter; attorneys are typically restricted in creating one on one deals for referral services, or accepting/giving compensation for such services. An attorney is free to give the name of investors/realtors if their clients need their services. If they have a close relationship with that investor, that will most likely have to be disclosed. I would imagine that your brother knows what he is doing, or hope so.

In terms of probate leads, that primarily has to do with assets of an estate being liquidated to satisfy creditors or beneficiaries. For instances, lets say an old gentleman has a house and five beneficiaries, and two creditors. The house is under water, so the creditors may have it sold to satisfy the debts. Investors can learn of such sales.

How can I leverage attorneys to generate leads?

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