How to Secure Consistent Listings with Probate Real Estate

Why Probate Outperforms Traditional Markets

The Inventory Crisis Real Estate Agents Face:

• Only 5% of homeowners in traditional markets will sell within 12 months
• Rising interest rates (from 2-3% to 6-7%) have locked homeowners into their current mortgages
• Homeowners are reluctant to trade a 2% mortgage for a 6% one, even when life changes warrant moving
• Agents must constantly market to thousands of homes hoping to find that small 5% who will sell

The Probate Advantage:

• 90% of probate properties sell within 12 months
• Majority sell within 4 months of filing
• $85 trillion in wealth transfers through probate by 2045
• Properties are off-market, pre-MLS opportunities

When you list, you last - and probate gives you the inventory to make that happen.

Understanding Probate Motivation

The moment someone files for probate is your key signal. It doesn't matter when the person passed away - what matters is when they filed. Here's why:

They MUST file probate to:

• Pay down debts
• Settle beneficiary claims
• Distribute inheritances
• Handle estate obligations

Filing = Motivation

Two high-motivation scenarios:

1. Recently filed (1-2 months after death) - They need to act quickly
2. Long-delayed filing (years after death) - They're finally ready to move forward

Finding Your Sweet Spot: Out-of-State Petitioners

The most motivated probate leads are often out-of-state petitioners because:

• They have no local oversight
• They don't understand the local market
• They can't easily maintain the property
• They need local experts they can trust

How to search for out-of-state leads in ProbateData:

1. Log into your account
2. Select your target counties
3. Go to "Modify Filters"
4. Navigate to "Petitioner Filter"
5. Select "Petitioner State to Exclude"
6. Exclude your state to find all out-of-state representatives
7. Filter for leads with phone numbers and email addresses

The Proven Follow-Up System That Works

Deborah's 12-Touch Method (13+ years of success):

• Commitment: 12 mailers to each prospect
• Frequency: One mailer per week
• Strategy: Handwritten (no labels) for personal touch
• Phone calls: Integrated with mailing sequence
• Results: Responses typically come between the 3rd and 12th contact

Why This Works:

• 86% of sales conversions happen between the 6th-12th contact
• Most agents give up after the 4th contact
• Consistent follow-up separates successful agents from the rest

Cost Analysis:

• 12 mailers at $0.74 each = $8.88 per prospect
• Assistant time: ~$20-50 per prospect
• Total investment: Under $100 per serious prospect
• Compare to Zillow leads: $80-150 per lead, $2,500-4,000 per listing

Your First Contact Script Framework

DON'T lead with: "Are you selling the property?"

DO lead with open-ended questions:

• "I noticed you're the PR for case #[number]. My condolences for your loss. What seems to be the biggest challenge right now?"
• "Is the family all on the same page with next steps?"
• "What are the plans for the property?"
• "How many sets of keys do you think there are?" (This naturally leads to discussing security and responsibility)
• "Have you updated the insurance policy yet?"

Position yourself as a resource, not just a listing agent:

• Offer estate sale connections
• Provide locksmith referrals
• Help with property preservation
• Guide through the probate process

For out-of-state representatives:

• "I can be your eyes and ears locally"
• "I'll FaceTime you from the property"
• "I'll photograph items you might want to keep"
• "My team will handle the details"

Advanced Strategies to Add Value

Inheritance Funding Referrals:

• Beneficiaries often don't want to wait 12-18 months for inheritance
• Companies like Inheritance Funding will advance funds
• You can become a broker/referral source
• Additional income stream while helping families
• Contact: InheritanceFunding.com (Ian Cooper)

Partition Action Attorneys:

• When heirs disagree about selling
• Attorneys specializing in partition actions need leads
• You become the source for these specialized cases
• Create referral relationships that generate ongoing business

Getting Started Today

Two ways to receive leads:

1. Automatic Delivery: Leads email directly to you based on your subscribed counties - no login required
2. Manual Search: Log into ProbateData anytime to:

• • Search historical cases (past 4 months of unsold properties)
  • Filter for specific criteria
  • Find out-of-state petitioners
  • Check property availability

Your action plan:

1. Choose your target counties (focus on 3 to start)
2. Decide if you'll target out-of-state petitioners
3. Commit to your follow-up system (12 touches recommended)
4. Prepare your outreach materials (mailers, phone scripts)
5. Build your resource team (estate sales, locksmiths, attorneys)
6. Track your contacts and results

Remember: You're in the Relationship Business

The most successful probate agents:

• Lead with genuine intention to help
• Build rapport before discussing listings
• Offer solutions to immediate problems
• Create trust through consistent follow-up
• Treat each family with compassion and professionalism

Work the system consistently. The agents who succeed in probate aren't necessarily the most talented - they're the most consistent. They commit to the process and stick with it.

When you list, you last. Probate gives you the motivated sellers and available inventory to build a listing-based business that weathers any market condition.

Updated on: 24/11/2025