KGCI: Real Estate on Air - How I Launched My Real Estate Business At 60

Episode Date: September 6, 2025

Friday Focus is your weekly mini-series from KGCI Real Estate On Air—a deep dive into one theme, broken into tactical, easy-to-implement episodes. Every Friday and Saturday, we unpack the strategies, scripts, and systems agents use to win more business—without the fluff.Catch every episode in the series to get the full picture, and put these moves into play by Monday.SummaryThis episode features an inspiring conversation with a seasoned professional who launched a successful real estate business later in life. The discussion shatters the myth that a real estate career is only for the young, revealing that a wealth of experience, a powerful network, and a mature mindset are incredible assets. You'll learn how to leverage your existing relationships and wisdom to build a thriving business that provides both financial and personal fulfillment.Key TakeawaysExperience as Your Greatest Asset: Understand that decades of professional and personal experience have prepared you for success. The episode highlights how your negotiation skills, financial acumen, and ability to handle complex situations are highly valuable to clients and can differentiate you from younger agents.The Power of Your Network: Discover that a mature professional already has a powerful sphere of influence. The discussion provides a blueprint for leveraging your existing network of colleagues, friends, and family to generate a consistent flow of high-quality leads and referrals from day one.Building Trust Through Wisdom: Learn how to position yourself as a trusted advisor, not just a salesperson. The episode emphasizes that a lifetime of wisdom and a calm, confident demeanor can build a deep level of trust with clients, especially when they are making one of the most significant decisions of their lives.Mindset Shift: From Retirement to Reinvention: The discussion highlights the importance of viewing this new chapter not as a second career, but as a reinvention. You'll hear inspiring stories of individuals who found a renewed sense of purpose and energy by building a business on their own terms.Topics:Starting real estate at 60Second career real estateReal estate career growthMature professionalReal estate business launchCall-to-ActionReady to start a new chapter? Listen to the full episode on your favorite podcast platform and start building your future today! Ready for more? Subscribe to KGCI Real Estate On Air and grab the Always Free Real Estate On Air Mobile App for iPhone and Android. Inside, you’ll find our complete archive, 24/7 stream, and every Friday Focus mini-series—ready when you are.

Clarity, strategy, and step-by-step moves. Here's what you need to know from this week's Friday focus on KGCI, real estate out air. Okay, I think we're ready to go here. Hey, welcome to, let me get rid of that. Welcome to Probate Weekly on Bill Gross, at Bill Gross Probate on social media, or Bill Grossprobate.com is my website. We get together every Thursday. Now I do this life normally at 90-amp Pacific time, and then we rebroadcast this in the afternoon.

But this is a special holiday edition. I'm actually on Jewish holidays on Thursday this week, hence the beard, which is part of the process. Because I knew me, it's the holiday process. But oftentimes I do about once every two, three months, my own content, and they by far the most popular topics. And so this week, I was going to talk about how I launched my real real estate business at six years of age. And you can too. And I use the word launch specifically. they'd been to business before that.

But like so many people, I really had to relaunch, but the key word I want to use is the relaunch part. We're talking about how to do that, how to build your business, but more importantly, really to restart the whole thing over again and be successful. And how to use probate business in particular as a tool to do that.

Just real quick, some housekeeping. This is probate weekly, so you can sign up if you want to get notified when we're on the air live here at probateweek.com. Just put in your email address. and we'll be glad to send you notices when we go live on Zoom. If you scroll down a bit, you can sign up

for audio formats, Apple Podcasts, and Spotify and other formats. You also can see past episodes on YouTube if you're interested in doing that as well. And additionally, we continue the conversation on Facebook. Our group is Probate Weekly. Love to have you there. We have 4,000 members.

And you can go there and post your content. We have agents who do it all the time. They put their interviews, their content to get more views, more likes, as long as it's probate related. We don't want to have non-probate information on there, but love to have you participate in the Facebook group. Okay, so all that said,

our topic this week, let me get to the main thing here, is launching or relaunching your probate business. And I want to use that word launch specifically, and we'll talk about that in just a second. So my story, so I had been in real estate since 1980, I relaunched my business in 2019. So I've been in business at that time for 33 years. And I'd been an agent, I'd been in mortgages as well as real estate,

I'd been an agent, management, sales manager, executive management, owner-mown company, with a lot of different angles to my business. I got involved with a company as their, in their management, did recruiting, coaching, helped them build and really double their footprint, became the executive vice president of a business, five branch, you know, I took it over with three, when I left it was six, actually branch franchise company.

But I really just have to appear, I told me, I didn't like working for the owner. I didn't like working for anybody. Don't like working for the man. Particularly that owner, I think, wasn't able to provide the things that we had promised and talked about. And so I realized I just didn't want to do it anymore. And I was 60. I could retire financially, but it would have been very, very limited financially.

And I felt healthy enough and energetic enough and passion enough to want to work some more. But I had to start from scratch. So I was out of management. I had no leads, no deals, no listings. I was 60 years old. So that meant a couple things, a positive. I love experience and knowledge. The negative, I had the same energy I used to have.

I couldn't work 20 hours a week anymore. I also had more responsibilities as a family member. And I am me. And I say that to mean, you know, I didn't have a TV show. I wasn't particularly charismatic. You know, I have some positives and negatives, like most people, but I don't think there's anything in particular that could point to. I'm not an ex- NFL football player getting into real estate or an ex-you-celebrity of some sort.

So I was what I was, but what I did do was I took an immature myself. And a couple of things I noticed was I have very strong knowledge about the business. And I had good experience. I had done a lot of transactions over my career. Now, I talked to people at times who limit their, inventory of themselves in these areas both, meaning one of my team members, shout out to Patrice Castile, who is, was a title rep's escrow,

a title company's escrow officer. She had tremendous knowledge of real estate, but she considered herself brand new. What she might be new is as a real estate agent, like me, going back to being an agent, but she had tremendous experience of so many transactions and the business and people. Also experience so many transactions that we've closed.

Maybe you're a lender or title rep or some other business insurance. All that experience is an asset that you need to look at how to deploy that if you're gonna reliance your business. I also had a Rolodex. I knew people. I've been president of my synagogue, small one. And I had friends and family.

I had a daughter's gonna get married, so eventually we'd have a wedding to put on with people would show up. So I knew people. But that Rolodex wasn't engaged. I really wasn't sending out emails about real estate to them. I didn't position myself as an expert. So I had these assets that were not being deployed.

And one thing I knew was I'd either, I'd have to leverage what I knew and how I knew how to do it and the people who I knew in order to build a business. So that was really important to me. So you always have to leverage three things, which is your skills, like in my case, I had good computer skills, I had good real estate, contract skills knowledge knowledge of real estate now I didn't know the market area so well because I wasn't really working open houses and didn't preview properties in a in a geography where I lived that was a big disadvantage but I did know contracts I did know negotiations

they did no business and I also did have a great Rolodex with contacts and a platform and you can see my I didn't really go through this uh uh presentation in detail to edit out so these things. But I had a Rolodex and I think this is another asset that more experienced agents when they have to relaunch or launch don't look at it. There was poo put, well yeah but I didn't really sell that many houses. Oh I moved here from recently an agent say I moved here from Chicago. Yeah but he sold a house or two in Chicago and he has somebody who moved from Chicago to his market area in Palm Springs. Well if you know a hundred people in Chicago that's 100 prospects who might move to Palm Springs. Will all of them

move? No, but might one move a year? Well, if you engage with them and give them value, maybe so. So our Rolodex is really our most unused asset, particularly if you've been to business at all, and particularly if you're experiencing a little older. I want to show you some of the important mindsets that I think you have to have if you're going to launch a business or relaunch your business, and these are critical. One is my first coach Ziggyl, you can change who you are, you can change what you are by changing what goes in your mind. And we underestimate this. When I talk to people, I'll ask them, what are you watching, what are you listening to,

and what are you reading? That's how we put things in our mind, what we watch and read and listen to. And what I really was, if I was going to relaunch my business, I had to really restart all of that. I had to stop what I was watching. And I think often I'd as well say, well, I listen to sports talk. Well, that's great. But if it's on the radio or internet podcast,

about 20 minutes is content in 10 minutes per 30 minutes is advertisements. And usually the advertisements are not positive. If you listen to radio like in your car, that's news, which is just toxic. And people say, maybe we won't listen to that much radio or that much TV. It's like saying I'll listen to that much poison,

or I don't watch that much poison. And so I really would urge you to just stop everything you're watching, listening to, and read it. and restart putting the good stuff in. Because if you're in a position where you have to relaunch your business, you need to get all the engines working in the right direction. So this one's really important. You can change who you are, you can change what you are,

by changing what goes in your mind. Another quote from Mike Tomlin, head football coach, Pittsburgh Still is, we need to do the routine things routinely. As well, city agents, certain things that we do and that we know we should do regularly, but we don't. Meaning, if we're going to go to a real estate networking event, we should go every week or every month and be the superstar at that event.

Too many agents will come once or twice and not come back again and they quit before the miracle happens. Because they don't do the routine things routinely. They don't do their business development every day, every workday. Whether it be phone calling or door knocking or going to meetings or doing social media or doing video, whatever is you're going to do, We need to do those routine things routinely, so they become a habit, and we get consistent, we get good at them. Bill Belichick, former head coach, New England Patriots, one of the most winning coaches in history, do your job. Real estate is really quick to learn other people's jobs, but what we don't do is do our job. Our job is little things like know the contracts in and out.

Read every page of anything you ever ask your customer to sign. Know your software for your contracts, know your software for your documents. Do your job. And one of the things that amaze me when I watch interviews with former players of Coach Belichick is that he made every player learn what every other player's roles were so he knew what to expect. And so us as realtors, we need to learn what the Tatar Rep does, what the escrow company does, what the lender does, and really learn it so we can do our job better. And so this is a misunderstood part, but I'm not suggesting you spend all day doing this.

I am suggesting that instead of deferring and saying, well, that's not my job. If it affects your job, it's probably part of your job. Another one is come from giving value. This is a quote from Mike Ferry, a real estate coach. The compensation we receive is a reflection of the value we create for other people. So that means if we create more value for other people, we have the opportunity to be. to collect more for ourselves. We focus on how do I get more rather than how do I give more,

knowing if we give more ultimately, it works out. It's funny, this probate podcast, I started this five years ago. And I didn't really have a plan for it. I just enjoyed doing it. I know I wanted to talk to other real estate agents and professionals about the business. And so what better place to congregate them my own? And so people say, well, how do you plan to make money at this?

I said, I don't know. All I know is if I give good information in the long run, it will work out for me. And it has. So we have to focus on coming from giving a value. And then the last one of in terms of mindset, I would say is lunch. And I use that word because if you know the story of a rocket ship,

so much energy is used just to clear the starting gate. And so we have to think about if we're going to launch a business, it's so much energy get started. We need everything to be done. We need to do it with intensity. We can't afford to waste time of things that aren't going to work. And so what you think about launching, not doing more. Now look, if you're doing well and you're achieving goals and want to do more, great, do more.

But if you're struggling, oftentimes it's because you need to relaunch your business rather and just add more stuff to do in a business that's not being successful for you. Okay. Point two is your foundation. And this trips up so many people. And I just want to say it's really not negotiable. You don't have to like this, but at the end of the day, because our goal is to leverage the people we know and to share the experience and knowledge we have, your foundation, what you can call your set of influence, your self-influence, your self-influence, your self-end.

CRM, your COI, your SOI, your METS if you're Kelly Williams agent, it doesn't really matter what you call it. You need to have a methodology of collecting everybody you know and effectively communicating with them to give them value. And so you want to build your COI, your SOI, list with everybody you know that meets the big five. They know you, you know them, they like you,

If you bumped into them, they'd be pleasant to you, and they'd return your phone call. That's the big five from Big Joel Epstein. But basically, anybody that you know like and trust, and they know like and trust you is another shortcut. Everybody should go on your system. If a real estate agent, of course you should include in your marketing. Every vendor you ever meet, every inspector, every title rep, every mortgage rep, every mortgage rep, every mortgage rep that calls on your listing, every mortgage rep, that pre-calls a buyer of yours, everyone. And the goals have their name, their mailing address, their phone, their email, and their social media, wherever they are.

This is how we build a business by accumulating people who know like and trust us. We know like and trust them. And then we convey value to them in a way that generates business. The goal is to have all the information on everybody you ever meet and every day add in at least one. My goal was one and a half when I started building my business. Now, another thing you might do if you're probate focused is, you might have a field called estate plan, question mark, and have yes, no, and I don't know. Meaning, at some point, let me back up, as a real estate agent, and I talk about this in a whole hour of podcast, we know whether our clients have an estate plan. Because when we sell them the house, we know how they take vesting, or we can check public records.

I believe every single homeowner in California, as of today, should have some sort of estate plan. Most commonly some sort of a trust. Maybe just a will in some cases, but most people trust. And so we as an agent should know where they have it. If we don't know, let's identify them. Yes, no, and don't know. And there's a plan I talk about in my YouTube channel on how to convert this into business. One of the most easy paths is for all,

those that you know have a plan, you ask them who did it and did they like that attorney or service? If they did, ask you if you can refer customers to them and then you can meet that service or attorney and refer them clients. Then you call the people who you know don't have one and ask them if they know the advantages of having a state plan and the importance of it. You might point to them some resources to help with this and they say, no, I'd like to meet somebody you point them to the resource you just met from your client and those you don't know obviously you call them up and you ask them because you don't know and if you don't know and they tell you no I don't have one you point them to the

resource same process and then you tag vendors and put a note as to their business so you can refer people business that you meet along the way so this is the foundation that you have to build now again as I mentioned a state planning resource list you also have a list of estate planners. And I want you to think about these different types of estate planning. There's starter, as I call value,

and then there's also online. There's intermediate, meaning starter might be for somebody who just needs a basic plan. It can be online, trusted will.com, legal zoom.com, whatever service that you know somebody at. And intermediate might be somebody who typically charges $3,000 to $5,000, typically in a state million to $5 million. And you might also need some higher price point experts,

larger states as well. Male-female, I find generally referring male-to-male female-female just works better. They're more alike. It's just in all businesses, it seems like an easier match. Geographic, I'm in LA, so there are some people all say, you plan to meet in person. Some attorneys like to do it in person, certainly the intermediate and larger state planning services

require some in-person attention. And so where they are geographically in your market is important. And their price points and complications specialties. For example, conservatorships, garden ships, elder abuse cases. There's different types of specialties within that field as you get deeper. But you would have a place to put those notes so that you can keep track of who your state planning resources are

as you build your database out. Always build your real estate vendor list. When people call and ask for anything to the real estate, your answer should be either you know somebody or you'll get somebody and you'll vet them for them. You have a resource through your company, you have a resource through your networking, you have a resource through me,

and I can point you some resources, executorium is another resource you can use. But you should always be building your list of resources for customers, tree people, sewage pipe people, clean out people, painting people, handi men. When somebody calls you and says or emails you or text you, hey, do you know somebody who? The answer should always be yes and get a conversation to find out exactly what they need and do your best to find the best vendor to help them out. And then you want to leverage all this with social media content.

So if you want to build and probate, you should specifically post regarding probate and estate planning. And there's some great resources I talked about last week on my show, resources where you can get that content. If you watch the channel I did last week, or the episode last week on YouTube channel, I mentioned three resources, executorium, trust and will.com, and jet surety. And if you want to text or email me, I'd be glad to send you those links. They have great content that you can read, learn, and then restate in your own way. words on your social media. You also can interview vendors, attorneys, people that you meet along the way and put that on your social media, whether be Facebook or YouTube or other channels.

So you meet people, you learn about what they do, and then you want to share their information with as many people as possible. Okay, now next, as you launch your business, and I just gave you back to the basics, you'd get your kind of material organized, you would have to pick your focus or your unique selling proposition. Your unique selling proposition. Now I do have for some resources, but you want to pick on one and focus on that one, do it well, and then launch it, and that is second and third. Now your first one should be your center of influence. People already know. And you add on top of that one whatever the niches you're going to work in. So for me, I started going to court, meeting their families and attorneys at court.

But I started with my COI, my self-influence, and because of that, while I was at court, I met people I knew who now knew I was in real estate and a probate, and as a result, got business right away in court when it bumped into them. So it's really important to start with the COI, the people you know, because there's people that you don't know their wife is a probate attorney.

You don't know their husband is an estate planning attorney. You just know their husband. a painter or they're a you know stay-at-home mom and you'll find out there's good business there in your center of influence database then pick pick that one and then add a second and then at a third and i on my website i do offer a couple different i actually say my youtube channel a couple uh resources if you go to my youtube which is youtube.com at slash at bill gross uh probate you'll find uh 11 ways to sell 11 ways to make money in probate and 11 ways to buy real estate and probate.

You also go to my link tree which is a bill gross probate.com has my link tree in there and my YouTube channel and those 11 ways. Those are different ways you can think of your niche but we fully develop your own unique selling proposition and probate real estate. How we're going to discuss how to do that. So first you need to understand the probate process and the role of real estate in that process. And then there's legal considerations depending on where you are. In California, very legalistic. In other states, less so.

And then depending on how complex it is. In California, very complex. That's why I got involved with attorneys. In other states, less so. You're less involved with attorneys because the process moves along a little better, a little faster and a little easier. So you need to understand your market specifically on how to do that. But you need to understand the probate process. Now I recommend probate mastery.com

has great training and so before I started designing my business plan, I took that training live at that time. It was three days. It was intense. About 12 hours of online time on a Zoom call and material. But I understood the process so I could then find my way through that process. Then I looked for specific ways I could add value. And for me, in the course of that class, the teacher challenged us to go to court once to check it out. And I recommend everybody who's going to be involved in probate specifically to go to court and learn what the probate court looks like for your customer or the people you would have a free business, the attorneys. And by going there, I found my niche, because I was pretty smart about law and contract,

was being able not to advise customers legally, but to advise customers from a business sense, and to connect them with attorneys, and help attorneys with the business sense of real estate. So again, you define your unique proposition by knowing the process and saying, well, where is there an intersection of what I do well, what the market seems to need, right, and what creates value for those people. Then you would define your target audience. Now, your target audience can be attorneys, can be families, or could be vendors that can confer you that business, title companies, escrow companies, mortgage lenders, reverse mortgage lenders.

In fact, I have a huge list of different people, different types of attorneys, probate attorneys, probate litigation attorneys, real estate attorneys, bankruptcy attorneys. But I have a whole other list of people, nurses that deal with adults, chaplains. None of those really work for me. I picked the one that work for me. You need to pick the one that works for you. I have a friend, you know, shout to Melanie Hand in Tampa, Florida. She's a nurse. She's the probate nurse. I have other friends who work with mortuaries. He was in that business. That's unnatural for him to work.

There's services that bridge between mortuaries and probate, because oftentimes people need money right away to cover burial costs. Or want to have a budget for the headstone. Don't have the money to do that. I know other people who specialize in the nursing home transition process or adult living care process, and they work with those sales reps. I know a gal who once, her best friend was a sales rep at an adult adult project.

And she told me about how she would go with the best friend and other of her friends' colleagues would go out to drinks with them and said, you go out to drinks with four or five potential referral sources. It was a big company. They had multiple properties and they had multiple sales reps. And she didn't even think about the fact that she had a whole population of people at her fingertips. So again, you need to look who's best for you.

Wholes sellers is another one. Other real estate agents. So if you're an established agent, learning probate and teaching other realtors in your company, in your team, in your franchise is an option. But all these are different types of clients that you can use for your business. You also need to analyze the competition. One of the reason I got into probate was the biggest real estate agent in probate here in LA, I thought, did a terrible job.

Literally across, I live in a very desirable neighborhood. for people like me who are religious Jews. I have friends who want to live in my neighborhood. Very limited supply houses, even this market. The lady across the street, I knew she passed away. We knew her. We had befriended her, she was an elderly lady. We knew she died, we didn't know she died in the house or not.

And I had friends who wanted to live there. They were queasy, they didn't want to buy, if she died in the house, most people don't. One thing I've learned is most people aren't pronounced dead, unless they're found. Anytime an ambulance shows up, they generally pronounce at the hospital. And that really saves the family a lot of money. And it turns out the real estate agent would not answer the question,

despite numerous phone calls, text, emails, three of each. And I said, this agent is obviously just trying to keep the buyer for themselves to double in the deal. As I learned a probate, I realized the competition was weak. Because if you have to cheat to be successful, that's because you're weak. You're not creating value, you're hiding value. And so analyze your competition. Go in the MLS, pull the properties that mention probate in them. Or if they have keywords in your MLS.

Or do the public records. They'll look for the deeds that are probate-granted properties. And find out your market how many properties there are. What areas are there? What are the sales prices? How many per month are there? Or buy data from a company and find out how many probate filings there are in your city, county, wherever. Do the research.

I have a search in the MLS where I look at every single MLS listing for probate. And I see who the agent is. I read their public remarks or private remarks. I want to see do they know what they're doing or not. Where they're selling property or not, are they doing price reductions, are they having their properties go on hold or the property is being withdrawn or canceled. So I literally track everyone in review the stats every month in my market area. I know every single probate filed in my MLB.

I also tracked every probate court confirmation in Los Angeles County, every one, who the listing agent was, who the attorney was, if they sold the property for the price confirming or there was overbidding or not, every single one. And I learned who the weak players were to take advantage of them. You can do that in your area as well. So analyze the competition, create some opportunities for you to find those niches to push in on this flyer on this sheet I have a number of different options you can look for. Find your unique strengths.

Mine's data, numbers, research. I'll do the hard work other people won't do. What are yours? So you'll find what you enjoy doing, what the market needs, and what your strengths are, and where the overlap is. Those are the three things. It's a Venn diagram. I'm going to get political.

But a Venn diagram, we have those three circles. There's an overlap of what you're strong at, what you enjoy doing, and what the market. needs and if you can find that I loved going to court daily pre-COVID I put a suit on I wore you know nice Brooks Brothers clothes I enjoyed doing that every day I left early but I also got home early I was there at court opened at the court house open at eight eight eight eight 30 my goal is to be there at 815 in the court hallway every day five days a week and I was there for three hours a day dressed

as an attorney with my attorney briefcase, business cards in hand, ready to go, ready to meet people. My goal is to meet one half people per day. But I enjoyed it. I was good at it. I looked apart. My gray hair was my advantage because dress that way I looked like an attorney. What are your strengths? Don't do that because I did it.

What are your strengths? What do you enjoy doing? You might hate going to court. You might love door knocking. Some people do. Some people love cold calling. Some people love doing video on social media, which I moved from court when COVID closed it to doing videos like this. And as a result, I love doing it.

And I get to talk to a lot of people and build a great business. So you need to find you with those three, your strengths, what you enjoy doing and what the market needs. And we're all through those overlap. That's your overlap. That's where your business should be. And then craft a compelling message. I am the LA probate expert. Now what that means to me is I've seen more.

LA County probate court confirmation sellers than any judge attorney or realtor in LA County. I've only tracked every single one for the last five years. I've a spreadsheet with all of them. Who the judge was, what the department was, who the attorney was, who the realtors were, if they were overbidders or not, what the price was, every single one. I'm the expert on those. I literally every day I'm looking at four or five different cases online to learn the procedures. That's my compelling message.

What's yours? Now, it doesn't have to be in that area. It could be nursing homes. It could be the, the, work with title companies, as well companies, mortgage lenders, working with other agents. It might not be so legalistic if you're not in Los Angeles, you're not in California.

But you need to have a clarity. It might be a state sales. It might be auctions. But it should be a clear message where you create value for your customers that they go, I want to work with you. That's the goal. Then how do you market it? You want as many people to see that message is possible,

so then they come to you. You know, my videos today, I get 600 hours a month. It's almost 24 hours a day of people watching my YouTube channel. That doesn't count Facebook, LinkedIn, Twitter, Rumble, Twitch. I get people call me every day with questions about probate and about real estate. That's what I want. And when I do talk to people who haven't seen me online,

I try to push them to watch a video. I've really had sellers call me and say they're referred by an attorney. We talk on the phone for the first time, they never met me. And I'll say to, well, you know, if you're gonna interview five other realtors, I'm probably not an authority agent for you, I'm an expert in this field, but I'm not sure that you know how to differentiate that. And let me do this, let me just send you my information,

and while you interview the other agents, And if I can help answer questions, feel free to call me back. And I've had two sellers come back to me. So you know, I started a YouTube channel, I get you are the expert in this field. Will you list my house for me? I want sellers who, that's my whole listing presentation.

Will you list my house? And my answer is yes. Because they've already met me online. They've already seen me online. They've already seen my material. They were referred by something important to me. And that way the market is inbound rather than outbound. That's the goal.

Now, you can't, build a whole business on that right away that's where I'm after five years where my whole marketing now is coming back to me and you can do that as well but you have to start with the steps like I said the foundation of the very beginning and then you have to have that marketing unique selling proposition they're getting out to your people so get in action spend three hours a day on business generation you would talk to 25 people a day and add one half people to your database daily five days a week that can be phone calls

networking, door knocking, but that's your goal to talk to 25 people a day and to add 1.5 in your database which means they've given you permission to contact them, name, address, phone number, email, mailing address, whatever is appropriate, whatever you're using to contact them. That's action in my book. Now I've changed that myself to where because I do social media, I create content like this, I host calls, I'm a guest on podcasts, I'm a guest on other people's shows, and so I want to talk to 25 people a day on an outbound basis or in my case I have you know 6,000 views my videos every month and those numbers all work out I see a view

and video as being one-tenth as good as a phone call one 10 to 1 so I need to have the equivalent of 250 people seeing me a day to achieve my goals and exceed that number that's my plan and then lastly you got to commit to learning you have to commit to improving on a constant basis. And that's why I create a probate weekly is so that we get together and share best practices and share what's working and share success tips. And so I'd love to have you share anything you have here

in comment section down below. And also on the Probate Weekly Facebook group, I'd love to have you share any helpful tips. So again, just to kind of bring it back to a fine point here, Probate Weekly is my tool to help you build your business by offering you the place to meet, share ideas, what's working, and it also help you as you're building your ideas, but just sign up,

per email address in. If you watch this, maybe you already get it. And you can also listen to it under the formats and watch the past episodes. And then second, continue the conversation on the Facebook group, Probate Weekly. Post your content, ask your questions there, as you build the process.

And I know I cover a lot of material there as well quickly. So that's my take on what it takes to build your business. I cover it in an hour. I'm sure what could be several meetings and several coaching sessions and so on. I don't offer a coaching program. Bruce Hill, it probably mastery does. He covers these materials. I'm just giving it you in my format.

If you want to, if you email me, your email address, I'd be glad to send you a link to the slides you saw here in case there's something that you missed. I'd love to help you any way that I can. And so, you know, reach out. I'm at Bill Gross Probate on social media. I'm available at Billgross probate.com has all of my programs and links and stuff

to the emails and stuff that I do. I sure appreciate you guys support. I think that other, my fellow real estate agents have been a source of business, but more importantly, inspiration and support through this five-year period. And I started five years ago, having left management, management, actually two companies in a row. And both on, you know, it's just horrible how companies let

employees go in both cases. I think they treat me horribly for the work I did. But, you know, and it was frustrating at the time. And I did rely on my faith and support and friends and family. By standing five years later, with a business that's running on its own, I literally take it off more time. I took off a nice summer vacation. I'm kind of in the middle of a holiday vacation here.

Next week I go to convention. I've again taken off a week to go to Miami with my company for a convention. I was never able to take out that kind of time before and quit at 5 o'clock to put my grandsons on a daily basis. That can happen for you too. I want to give you the promise that if you put the work in, but you have a clear plan

and you work that plan and you execute it on a daily basis, you also can relaunch or launch your business, and I'm here to help. So reach out if I can help you a new way. I'm at Bill, Gross Probate. always make today your best day ever. Thanks so much for this.