Performance Self-Assessment | M & J FL Realty
Annual Review 2025

Probate Acquisitions Performance Assessment

Complete your self-evaluation for off-market probate properties

📋 Process: This assessment focuses exclusively on off-market probate properties. Once completed, it will be shared with both you and your supervisor for your performance review meeting.
Assessment Progress: 0% Complete
💻 Best Experience: For optimal experience and easier form completion, we recommend using a desktop or laptop computer.

Employee Information

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Your Probate Performance Metrics

Review your key performance indicators for off-market probate acquisitions

Probate Contracts Closed
Enter your total for this period
Total Asset Value Sold
$
Total asset value of probate properties sold
Follow-up Consistency
%
Adherence to follow-up cadence
Probate Lead Conversion
%
Probate leads to signed contracts

Self-Assessment: Rate Your Performance

Honestly evaluate your performance in each probate-specific area using the 1-5 scale

1. Probate Knowledge & Maximum Allowable Offer (MAO) Calculations

Your understanding and application of probate processes, estate settlement procedures, MAO calculations, and property evaluation methodologies for off-market probate acquisitions.

What's Evaluated:
  • Understanding of probate court procedures and timelines
  • Ability to identify motivated heirs vs Personal Representatives
  • Accuracy of MAO calculations using comparable sales (pre-rehab and post-rehab analysis)
  • Knowledge of estate debt settlement priorities
  • Understanding when to engage during probate process
  • Ability to explain complex probate concepts to families
  • Recognition of pre-foreclosure probate opportunities
  • Expertise in off-market property evaluation
1.0
Lagging
2.0
Developing
3.0
On Par
4.0
Exceeds
5.0
Outstanding
N/A
1.0
2.0
3.0
4.0
5.0
N/A
1.0 - Lagging
2.0 - Developing
3.0 - On Par
4.0 - Exceeds
5.0 - Outstanding
1.0 - Lagging: Limited understanding of probate process. Unable to properly calculate MAO with pre-rehab and post-rehab analysis. Fails to recognize motivated sellers in off-market situations. Cannot explain estate procedures to heirs. Frequently makes calculation errors that affect deal viability.
2.0 - Developing: Basic probate knowledge but needs guidance. Can perform simple MAO calculations with supervision. Beginning to identify heir motivation in off-market scenarios. Requires support for complex estate situations.
3.0 - On Par: Strong working knowledge of probate acquisitions. Reliably calculates MAO using comparable sales with accurate pre-rehab and post-rehab analysis. Can identify motivated heirs and optimal engagement timing. Explains probate process clearly to families in off-market situations.
4.0 - Exceeds Standards: Advanced probate expertise for off-market properties. Excellent at complex MAO calculations and market analysis. Recognized for skill in handling difficult estate situations. Mentors newer associates on probate procedures.
5.0 - Outstanding: Expert-level probate knowledge sought out by entire team. Develops innovative evaluation methods for off-market properties. Handles most complex estate situations independently. Creates training materials for other associates.

2. Follow-up Discipline & Persistence (Probate Prospects)

Your consistency in maintaining contact with probate heirs and Personal Representatives according to company cadence guidelines. "The money is in the follow-up" - your ability to persist through objections and maintain systematic contact with off-market probate prospects.

What's Evaluated:
  • Adherence to follow-up cadence for probate prospects
  • Consistency with systematic contact timing
  • Persistence with heirs and Personal Representatives
  • Quality of follow-up conversations and value-adding
  • CRM usage and probate contact tracking accuracy
  • Ability to gauge heir motivation during follow-ups
  • Professional persistence without being pushy
  • Understanding emotional timing in probate situations
1.0
Lagging
2.0
Developing
3.0
On Par
4.0
Exceeds
5.0
Outstanding
N/A
1.0
2.0
3.0
4.0
5.0
N/A
1.0 - Lagging
2.0 - Developing
3.0 - On Par
4.0 - Exceeds
5.0 - Outstanding
1.0 - Lagging: Inconsistent follow-up with probate prospects. Poor CRM maintenance. Gives up too easily on heirs and Personal Representatives. Fails to understand emotional timing in probate situations. Fails to add value during follow-up calls.
2.0 - Developing: Some follow-up consistency but misses optimal timing. Basic CRM usage for probate contacts. Shows persistence but needs improvement in conversation quality with grieving families.
3.0 - On Par: Consistently follows company cadence for probate prospects. Maintains accurate CRM records for estates. Professional persistence with appropriate value-adding. Understands emotional timing in probate situations.
4.0 - Exceeds Standards: Exceeds follow-up requirements with proactive contact strategy for probate families. Excellent at gauging heir motivation and emotional readiness. Creates systematic approach that generates consistent probate conversions.
5.0 - Outstanding: Sets company standard for probate follow-up discipline. Develops innovative follow-up strategies for estate situations. Mentors others on persistence techniques with grieving families. Highest conversion rate through systematic probate follow-up.

3. Heir & Personal Representative Rapport & Bonds

Your ability to build trust, rapport, and genuine bonds with grieving families, show appropriate empathy, and guide them through the emotional and financial complexities of off-market estate property sales. Your ability to focus on and conquer the human connection first.

What's Evaluated:
  • Empathy and sensitivity when working with grieving families
  • Ability to build trust with heirs and Personal Representatives
  • Professional communication during emotional conversations
  • Skill in addressing family concerns about off-market sales
  • Understanding of family dynamics in estate situations
  • Ability to simplify complex financial/legal concepts
  • Cultural sensitivity and inclusive communication
  • Patience with families not ready to sell immediately
1.0
Lagging
2.0
Developing
3.0
On Par
4.0
Exceeds
5.0
Outstanding
N/A
1.0
2.0
3.0
4.0
5.0
N/A
1.0 - Lagging
2.0 - Developing
3.0 - On Par
4.0 - Exceeds
5.0 - Outstanding
1.0 - Lagging: Lacks empathy in emotional probate situations. Poor communication with grieving families. Fails to build trust and bonds. Insensitive to cultural differences. Pushes business before establishing human connection. Impatient with families not ready to sell.
2.0 - Developing: Shows basic empathy but needs improvement in probate situations. Building communication skills with families. Beginning to understand the importance of human connection first in estate sales.
3.0 - On Par: Shows appropriate empathy and sensitivity in probate situations. Builds trust and rapport with heirs and Personal Representatives. Professional communication during difficult conversations. Focuses on human connection before business. Respects family dynamics and cultural differences.
4.0 - Exceeds Standards: Exceptional empathy and relationship-building skills in probate situations. Families feel genuinely cared for and understood. Excellent at navigating complex family dynamics. Consistently receives positive feedback from probate clients.
5.0 - Outstanding: Masterful at handling sensitive probate family situations. Clients become strong advocates and refer other families. Sets company standard for compassionate probate service. Helps train others in empathetic communication with grieving families.

4. Contract Accuracy & Processing

Your precision in probate contract preparation, attention to detail with estate-specific requirements, and efficiency in processing signed contracts through Matthew/Supervisor for completion.

What's Evaluated:
  • Accuracy of probate contract terms and conditions
  • Completeness of estate-specific documentation
  • Timeliness in getting probate contracts signed and processed
  • Quality of contract preparation requiring minimal revisions
  • Adherence to company probate contract procedures
  • Communication with Matthew/Supervisor during processing
  • Understanding of probate legal requirements and contingencies
  • Proper handling of court approval requirements
1.0
Lagging
2.0
Developing
3.0
On Par
4.0
Exceeds
5.0
Outstanding
N/A
1.0
2.0
3.0
4.0
5.0
N/A
1.0 - Lagging
2.0 - Developing
3.0 - On Par
4.0 - Exceeds
5.0 - Outstanding
1.0 - Lagging: Frequent probate contract errors requiring significant rework. Misses important estate-specific terms or conditions. Delays in processing. Poor communication with processing team about probate requirements.
2.0 - Developing: Some probate contract accuracy issues. Occasionally misses estate-specific details. Learning proper probate procedures but needs supervision on complex deals.
3.0 - On Par: Accurate probate contracts with minimal errors. Timely processing through Matthew/Supervisor. Follows company probate procedures consistently. Good attention to estate-specific details.
4.0 - Exceeds Standards: High-quality probate contracts requiring minimal revisions. Excellent attention to estate-specific details. Efficient processing and communication. Helps others with probate contract questions.
5.0 - Outstanding: Error-free probate contract preparation. Sets standard for accuracy and efficiency with estate deals. Mentors others on proper probate procedures. Develops process improvements for probate contracts.

5. Probate Lead Generation & Deal Sourcing

Your effectiveness in finding and qualifying off-market probate opportunities using court records research, direct advertising, networking, and other sourcing methods to build a consistent pipeline of quality probate prospects.

What's Evaluated:
  • Consistency in generating qualified probate leads
  • Effective use of probate court records and research
  • Success with direct advertising to probate families
  • Quality of probate leads generated (motivated heirs with equity)
  • Pipeline management and probate lead tracking
  • Creative sourcing methods and networking with probate professionals
  • Understanding of "every rejection is one step closer" in probate
  • Ability to identify pre-foreclosure probate opportunities
1.0
Lagging
2.0
Developing
3.0
On Par
4.0
Exceeds
5.0
Outstanding
N/A
1.0
2.0
3.0
4.0
5.0
N/A
1.0 - Lagging
2.0 - Developing
3.0 - On Par
4.0 - Exceeds
5.0 - Outstanding
1.0 - Lagging: Fails to meet probate lead generation targets. Poor quality prospects. Limited use of court records and probate research. Inconsistent prospecting effort. Gets discouraged by rejection from grieving families.
2.0 - Developing: Meets some probate lead targets. Moderate lead quality. Learning to use court records and direct marketing effectively. Building resilience to rejection in probate situations.
3.0 - On Par: Consistently generates qualified probate leads. Effective use of court records research and direct advertising. Good pipeline management for probate prospects. Understands rejection is part of the probate process.
4.0 - Exceeds Standards: Exceeds probate lead generation targets. High-quality prospects with good conversion rates. Creative in finding new probate sources. Excellent pipeline organization for estate deals.
5.0 - Outstanding: Dramatically exceeds probate sourcing goals. Develops innovative lead generation strategies for estate situations. Highest quality probate prospects and conversion rates. Mentors others on probate sourcing techniques.

6. Professional Development & Initiative

Your commitment to continuous learning in probate real estate, professional growth, self-motivation, and taking initiative to improve your skills and contribute to team success in probate acquisitions.

What's Evaluated:
  • Participation in probate-specific training programs
  • Self-motivation and initiative in daily probate activities
  • Professional appearance and conduct with probate families
  • Contribution to team probate goals and company culture
  • Willingness to take on additional probate responsibilities
  • Mentoring newer associates on probate procedures
  • Commitment to personal and professional growth in probate field
  • Development of probate expertise and specialization
1.0
Lagging
2.0
Developing
3.0
On Par
4.0
Exceeds
5.0
Outstanding
N/A
1.0
2.0
3.0
4.0
5.0
N/A
1.0 - Lagging
2.0 - Developing
3.0 - On Par
4.0 - Exceeds
5.0 - Outstanding
1.0 - Lagging: Resists probate training opportunities. Needs constant supervision for probate tasks. Poor professional appearance with probate families. Avoids additional probate responsibilities. Negative impact on team morale.
2.0 - Developing: Participates in required probate training. Shows some initiative but needs motivation for probate activities. Generally professional appearance with families. Beginning to accept additional probate tasks.
3.0 - On Par: Actively pursues probate development opportunities. Self-motivated and professional with probate families. Willingly accepts additional probate responsibilities. Positive contribution to team probate goals.
4.0 - Exceeds Standards: Proactive in probate professional growth. Seeks out probate learning opportunities. Mentors newer associates on probate procedures. Takes initiative on challenging probate projects. Strong team contributor.
5.0 - Outstanding: Sets standard for probate professional development. Creates probate training materials. Natural leader and mentor in probate field. Drives team success and company probate culture. Exceptional initiative and growth mindset.

Self-Assessment Comments

Provide specific examples of your probate accomplishments and areas where you'd like to grow

Your Probate Goals for Next Period

Set specific, measurable goals for your continued growth in probate acquisitions

Probate Deal Volume Goal
I commit to closing off-market probate acquisitions by
Asset Value Target
I will facilitate the sale of $ in total probate asset value
Professional Development
I will complete

Self-Assessment Summary

Your overall probate performance self-evaluation

0.0
Overall Self-Rating
Promotion Readiness
0%
Assessment Complete