How to approach historical prospecting

How to Perform Historical Prospecting in Probate Data

1. Understand the Value of Historical Prospecting

• Historical prospecting focuses on older cases (e.g., 12–14 months old) to identify properties still available for sale.
• Probate Data tracks MLS activity weekly, so you can pinpoint properties where the deceased’s name matches the title and the property has not been sold or listed.

2. Set Up a Historical Search

• Start a New Search from the dashboard.
• Select your state (e.g., California) and county (e.g., Los Angeles County).
• For the date range, choose a specific month from the previous year (e.g., June 2022).
• Avoid extending the date range into the current year to keep the search focused on older cases.

3. Refine Your Results

• Run the search and review the results.
• To narrow down, click Modify Filters and apply criteria:

• Market Insights: Filter for “Available” properties (title matches the deceased, and the property is not listed or sold).
• Petitioner Filters: Select cases with phone numbers and email addresses.

4. Analyze the Results

• Review the refined list to find potential opportunities.
• Example: Out of 343 initial cases, filtering for available properties with contact info might yield 96 cases.
• Expect that around 60–70% of these cases are actionable leads, while the remainder might have been retained by families or resolved differently.

5. Export and Prospect

• Select all results (e.g., 96 cases) and download them as a CSV or PDF.
• Use the downloaded file to begin outreach and follow-up with potential leads.

Summary: Historical prospecting lets you identify properties that remain unsold from older probate cases, offering a high likelihood of actionable opportunities. Filter for available properties with contact details, export the refined list, and start reaching out to potential leads.

Updated on: 09/07/2025