KGCI: Real Estate on Air - Starting at 60: Launching a Thriving Real Estate Career

Episode Date: August 2, 2025

Summary:Discover the inspiring story of launching a real estate business at the age of 60, proving it's never too late for a new career and new beginnings. This episode dives into the unique advantages that come with life experience, a seasoned professional network, and a renewed sense of purpose. Learn the actionable steps to successfully transition into real estate, from getting licensed and finding the right brokerage to leveraging technology and building a profitable business with wisdom and intentionality.Bullet Point TakeawaysLeverage Your Life Experience as an Asset: Understand that decades of life and professional experience—including business acumen, communication skills, and a mature perspective—provide a powerful foundation that builds trust and sets you apart from younger agents.Tap into Your Established Network: Your personal and professional network is your greatest asset. Learn how to strategically nurture your sphere of influence to generate a consistent stream of referrals and build a robust client base from day one.Embrace Technology with Confidence: Don't let technology be a barrier. Discover how to get comfortable with essential tools like CRM software, online marketing platforms, and virtual tours to streamline your business and stay competitive in the modern real estate landscape.Find the Right Support & Business Model: Learn the importance of choosing a brokerage that fits your needs, offers flexible training and mentorship, and supports your goals, whether you're building a traditional sales business or a real estate investment company.Purpose Over Profit: Hear about the unique fulfillment of starting a career in real estate later in life. It offers not only financial stability but also a renewed sense of purpose and the opportunity to make a meaningful difference in people's lives.Topics:Starting Real Estate at 60Real Estate Career Later in LifeSenior Real Estate Agent TipsNew Career at 60Real Estate Business LaunchCall-to-Action:Ready to launch your own real estate journey at 60? Listen to the full episode on your favorite podcast platform and get inspired to build your legacy today!

Okay, I think we're ready to go here. Hey, welcome to, let me get rid of that. Welcome to Probate Weekly, I'm Bill Gross, at Bill Gross Probate on social media, or Bill Gross probate.com is my website. We get together every Thursday. Now I do this life normally at 90 am 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. It's not a new 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 estate business at six years of age, and you can too.

And I use the word launch specifically. I've been in the 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. And 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 probate weekly.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 podcast 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 about 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 1986 and 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-manowned 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 five branch. You know, I took it over with three when I left to a six, actually branch franchise company. But I realized after a period of time, 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 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 me, 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 know, celebrity of some sort. So I was what I was, but what I did do was I took an inventory 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 time 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, title company's escrow officer. She had tremendous knowledge of real estate, but she considers herself brand new. What she might have been 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 how to deploy that if you're going to 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 going to 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 all of us 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 the 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 presentation in detail to edit out so these things. But I had a roller decks. 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 said I moved here from Chicago.

Yeah, but he sold a house or two in Chicago. And he had somebody who moved from Chicago to his market area in Palm Springs. Well, if you know 100 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 experienced 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 Zigil, you can change who you can change who you 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 you're 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 realized 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 as well say, well, you know, 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 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-sitting 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 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 customers. 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 players 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 matter. It's 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 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? 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 like 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 gets started. We need everything to be done. We need to do it with intensity. We can't afford to waste time on things that aren't going to work. And so I want to 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. business rather than 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 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 certain of influence, your 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 look 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 repress that pre-clause 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, 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 as let me back up as a real estate agent i talk about this in a whole hour 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 california as of today should have some sort of a state plan. Most commonly some sort of a trust. Maybe just a will in some cases, but most people trust.

And so we as agents 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 to 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, they tell you, no, I don't have one, you point them to the resource. Same process. And then you tag vendors and put in notes 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 want to have a list of estate planners. And I want you to think about these different types of estate planning. starter and there's an article called 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 an intermediate might be somebody who typically

charges three to five thousand dollars typically in a state million to five million dollars 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 a it's just in all businesses it seems like an easier match geographic I'm in LA so there are some people I'll 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. to base 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. Executorial 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 that you're 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 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'll learn about what they do and then you want to share that information with as many people as possible okay now next as you launch your business and I just gave you back the basics you get your your kind of material organized you 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 you already know. And you add on top of that one, whatever the niche is 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 in 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 they're 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 that one, and then add a second, and then at a third.

third and on my website I do offer a couple different I actually say my YouTube channel a couple resources if you go to my YouTube which is YouTube.com at slash at Bill Gross probate you'll find 11 ways to sell 11 ways to make money in probate and 11 ways to buy real estate in probate you also go to my link tree which is a Bill Gross probate It has my link tree in there and my YouTube channel and those 11 ways. Those are different ways you can think of but your niche, but we feel like to 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. state. So again, you define your unique proposition by knowing the process and say, 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 define your target audience. Now, your target audience can be attorneys, can be families, or could be vendors that can refer you that. 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 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, you know, 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 project. And she told me about how she would go with the best friend and other of her friend's 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 that 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. Hostellers is another one. Other real estate agents.

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 of these are different types of clients that you can use for your business. You also need to analyze the competition. One of the reasons I got into probate was the biggest real estate agent in probate here in LA. I thought did a terrible job. Literally across this, 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 queasily, 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 when 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, The agent is obviously just trying to keep the buyer for themselves to double in the deal. As I learned to 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 to 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. You can 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, or 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, their private remarks. I want to see, do they know what they're doing or not. 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 MLS. I also track every probate court confirmation in Los Angeles County, everyone who the listing agent was, who the attorney was, if they sold the property for the price confirming or there was overbidding or not. 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 and 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 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 8, the courtroom was scheduled starting 8.30. 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 dressed that way I looked like an attorney. What are your strengths? Don't do that,

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 and 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 with the market needs. And we're all through those overlap. That's your overlap. That's where you're 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 have 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. 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, escrow companies, mortgage lenders, working with other agents and it might not be so legalistic if you're not in

Los Angeles or 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. And that's the goal. And then how do you market it? You as many people to see that message is possible. So then they come to you. You know, my videos today. I get you know 600 hours a month. That'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 literally had sellers call me to say they're referred by an attorney. We talk on the phone for the first time. They've never met me. And I'll say, well, you know, if you're going to interview five other realtors, I'm probably 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 start your 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're 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 am after five years, where my whole marketing now is coming back to me. And you can do that as well. We have to start with the steps, like I said, the foundation of the very beginning. And then you have to end up marketing, unique selling proposition,

they're getting out to your people. So gain action, spend things, 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's 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, 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 last thing, you've 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 this 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, put 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 at Probate Mastery does. He covers these materials. I'm just giving it to 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 Apple Grose Probate on social media. I'm available at Bill Grossprobate.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 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, 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 treated 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. But I stand there 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. As always, make today your best day ever. Thanks so much for this.