DRAFT — for Gina’s review (not published)
LAUTH Return Assets Division
Tuesday Sales Sync — CCC Weekly Training

Return Assets Division

Tuesday Sales Sync
CCC Weekly Training

Week of August 31, 2026 — Return Assets Division | Lauth Investigations

4
Wins Reported
3
Bot Questions
4
Paths After Death
6
Heir Ladder Rungs
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LAUTH Return Assets Division
Tuesday Sales Sync — CCC Weekly Training

Today’s Flow

Here’s What We’re Covering

5 min

1. Team Wins This Week

Ginna Leads
10 min

2. Deceased Owner — How Property Passes & Who Inherits

Ginna Leads
10 min

3. Deceased Owner — Qualifying the Claim

Ginna Leads
5 min

4. What the Team Asked Meridian

Ginna Reviews
10 min

Teaching: Deceased UPRA Workflow

Ginna / Nathan
This week is driven by YOUR week. Wins, objections, roadblocks, hot leads and goals — pulled straight from the team’s prep forms and support-bot questions.
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LAUTH Return Assets Division
Tuesday Sales Sync — CCC Weekly Training
5 MINGinna Leads

1. Team Wins This Week

Let’s celebrate what went right this week

Bridget

  • 💼 Work Win — Closed two TN agreements after a persistent 5-touch cadence.

Jhicy

  • 💼 Work Win — Recovered a stalled lead by confirming probate status before re-engaging.

Maribel

  • 🌟 Personal Win — Hit a new personal best on daily connect rate.

Queenie

  • 💼 Work Win — Turned a skeptical heir into a signed UPRA by leading with verifiable proof.
🌟 Team spirit: Every CCC showed up and put points on the board this week — persistence, follow-ups, and tough conversations. That’s dedication, and it’s noticed.
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LAUTH Return Assets Division
Tuesday Sales Sync — CCC Weekly Training
10 MINGinna Leads

2. Deceased Owner — How Property Passes & Who Inherits

When the owner has passed, the money goes to whoever the law recognizes — not whoever calls first. First, figure out which path the asset takes and who the law puts first.

🧮 How Property Passes After Death — the 4 Paths

Evaluate in order — the first path that matches is the one the asset takes.

  • Path 1 — Trust — Asset in a trust; usually skips probate. Any trust = automatic escalation — don’t interpret it.
  • Path 2 — Named Beneficiary — POD / TOD / insurance; passes directly to the named person. Fastest, cleanest path.
  • Path 3 — Testate (WITH a will) — Passes per the will, usually via probate; the executor distributes.
  • Path 4 — Intestate (NO will) — State law sets the heir order. Most deceased claims are intestate — walk the ladder.
Right asset. Right heir. Right proof. Biological relation ≠ legal entitlement.

🧱 Intestate Heir Priority Ladder

Start at the top; only move down a rung if the rung above has no living heirs.

  • 1. Surviving Spouse
  • 2. Children (& descendants)
  • 3. Parents
  • 4. Siblings (& descendants)
  • 5. Nieces / Nephews
  • 6. Extended Family (grandparents, aunts/uncles, cousins)
Heirs in the same class usually share equally — and each heir signs their own UPRA.
🎯 Right asset. Right heir. Right proof. Trust or named-beneficiary usually skips probate; testate follows the will; intestate walks the ladder. Biological relation ≠ legal entitlement.
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LAUTH Return Assets Division
Tuesday Sales Sync — CCC Weekly Training
10 MINGinna Leads

3. Deceased Owner — Qualifying the Claim

You’re confirming who may qualify — not deciding the estate. Ask the common questions first, then test whether the claim is worth pursuing.

💬 Common Qualifying Questions

Ask on every deceased claim — the answers route you to the right path.

  • “How were you related to [owner]?” — record the relationship exactly.
  • “Did the owner have a will? Was probate ever opened?” — this sorts testate vs. intestate.
  • “Did the owner have a spouse — and is the spouse still living? Any children? Any other heirs?”
  • “Has anyone already tried to claim these assets?” — surface competing claims early.
  • “Do you have proof of relationship — death certificate, will, probate/court order?”

✅ The 4-Question Viability Test

Once the facts are gathered, apply this to every claim.

  • 1. Do I have the right person?
  • 2. Are they legally eligible?
  • 3. Is the claim provable (documents)?
  • 4. Is the claim worth pursuing?
When standing is unclear — escalate to Ginna. Identify, don’t solve.
📝 Documentation that matters: death certificate, a will or probate/court order, and proof linking the claimant to the owner. You gather facts — legal reads them.
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LAUTH Return Assets Division
Tuesday Sales Sync — CCC Weekly Training
5 MINGinna Reviews

4. What the Team Asked Meridian

Real questions the team asked Meridian on the training hub this week — if they had to ask, others are wondering too. Let’s talk through these live.

1Probate / Heirs
If the owner died without a will, who do I list as the claimant?
2UPRA / Salesforce
When there are multiple heirs, does each one get their own UPRA?
3Probate / Heirs
The claimant mentioned a trust — what do I do next?
💡 Takeaway: Follow-up timing and UPRA/Salesforce steps keep coming up — make sure every CCC knows the 5-Touch cadence and where to generate the UPRA.
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LAUTH Return Assets Division
Tuesday Sales Sync — CCC Weekly Training
TEACHINGDeceased UPRA Workflow

Deceased Owner — Who Can Actually Claim

🔍 Part A — Identify the Right Claimant

  • Start with standing, not the phone list. Ask “How were you related to [owner]?” and record the relationship exactly (spouse, child, etc.).
  • Know the general order of heirs. Typically surviving spouse, then children, then more distant kin — but the exact order depends on the will and state law, so confirm rather than assume.
  • If there’s an estate, the estate speaks. When probate is open, the executor / personal representative generally acts for the heirs — note who that is.
  • Surface every heir. “Are there other family members who may also be eligible?” Multiple heirs change the path — capture them now, don’t discover them later.
Identify, don’t solve — you’re confirming who may qualify, not deciding the estate.

📝 Part B — Documents & When to Escalate

  • The documents that matter: owner’s death certificate, a will or probate/court order, and proof linking the claimant to the owner.
  • Ask, don’t adjudicate. “Was there a will? Has anything gone through probate?” Log the answers — you gather facts, legal reads them.
  • Escalate to Ginna for: multiple competing heirs, no will, blended families, unclear order, or any “who’s entitled?” question. That’s a feature, not a failure.
  • Never give legal advice. “I’m not able to give legal guidance, but our team will help sort the right path” keeps you compliant and keeps trust.
🎯 The golden rule: Confirm relationship → think in order of heirs → gather death cert + will/probate + proof of link → when standing is unclear, escalate to Ginna. The right claimant is the one the law recognizes — not the first one to answer the phone.
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LAUTH Return Assets Division
Tuesday Sales Sync — CCC Weekly Training

Locked In!

Close Strong

Before You Go
  • Verify every living-owner lead on FLTreasureHunt.gov before you invest the call
  • Update your call sheet on every call — and mark Contract Signed so it tracks
  • Prioritize Quick-Win leads (living owner + DOB on file) — they convert fastest
  • Build trust with verifiable proof (state site + company site), never pressure
  • Submit your prep form by Friday for next week’s training
“A signed agreement only has value if the claimant is eligible and the claim is viable.”
— Rain’s rule

See you next Tuesday!

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