Probate Marketing : Mail the Attorney or Not?

Question

Our local paper publishes the deceased, attorney info and the Personal Rep. Many times the  Attorney is the Personal Rep. I've heard some say don't mail the attorneys and some say absolutely.

Can those of you who do probate investing and marketing weigh in here?

Thanks so much,

Kyle

Rick H. · Answer

Ok.  I think I'm qualified to respond.  I've been mailing attorneys for twenty+ years, but not about specific estates or properties.

The reason is simple: attorneys prefer their clients list and sell estate property via a licensed agent because it would appear that the property is exposed to more prospects.  Also, I presume that there are more eyes on the deal and more people to hold accountable.

On the other hand, if you have developed business relationships with the attorneys, you are more likely to have a deal go more smoothly, perhaps even a deal brought to you, or treated as an insider.

I like @Shawn Bowen's post because it reminds us that sometimes the easiest way to get rich is to offer to help the other person.  What a concept!

Sharon Vornholt · Answer

I agree with the other folks here. I have found it generally a waste of time and money to mail to attorneys about a particular property.

They are not motivated to sell, and generally give the executor bad advice; "hold onto the house (junker that needs 30K in work) long enough, and you will get more for the house than those investors are willing to pay". I have found that most of the time they haven't even looked at the house.

I do think that letting probate attorneys know what you do is a good thing. I have been told by several of them that they do keep a list. I had one tell me recently that he had about 14 or 15 on his list. I'm pretty sure they aren't all cash buyers.

You need to do a separate mailing or if you are in a small city, you could even drop off some information and hope to talk to someone. I'll bet very few people actually bother to do this.

In my area, it is pretty hard to determine those few attorneys that actually specialize in probates; they all list probate as one of the things they do and there are hundreds and hundreds of them. You will notice if you work probates regularly that there are a few names that come up routinely. So I have have started mailing to those people. It's too early to tell if this will be successful in the long run.

This has just been my experience.

Sharon

Brian P. · Answer

I have found just mailing to the attorneys is a waste of time but building a relationship when you are actually buying a probate and showing them your stuff provides the foundation for future business and when they have a property that needs to be sold to get things paid , especially their fee, you will recieve a call.

Wayne Woodson · Answer

I would say ALWAYS mail the attorney. A lot of times the petitioners will not get the letter due to a misspelled address or a recent move, etc. The attorney's have an obligation to contact the petitioners regarding ANYTHING with the property.

Also they can be a great source of leads too.

Rick H. · Answer

I might add to my prior post that I've found the business relationships with the attorneys that I've nurtured has been some of the most rewarding of all.  However, it took perhaps six years to really see consistent, profitable results.

It's important to remember that, like all relationships, developing trust is a commitment that takes time for you to prove yourself to the other person.  By their nature most attorneys are uber-skeptical and reluctant to jeopardize their reputation and goodwill just because someone mailed them a single letter one day.  Now get them out of a bind a few times and you can be a hero.

For quick money, market directly to principals.  To get rich, market to the people with the highest lifetime value for your business.

Kenneth E. · Answer

There was another thread where this was discussed....search the boards.

I attempted this one time and sent about 300 mailers to attorneys and got few calls and no deals. What I would do next time is try to pay a vist to their office in person and introduce myself. Pittsburgh is a "small big city" and it is within reason to pay many of them a visit because they are only a short distance from each other.

But, in the end, it cant hurt....so, just send them.

Shawn Bowen · Answer

Probate is 80% of our business, we don't mail anything to anybody. We call the executor or the administrator "DIRECTLY". I have found that we get a better response rate and they are more likely to work with us based on the fact they are getting a call directly instead of mail. Do we get told that we are cold hearted and that we are horrible people, of course but there are those that are very happy we called and are thankful for having somebody to talk them though the process.

Remember "these are people to" and they are going through a rough time.They are getting realtors calling to list there property and tons of post cards with "WE BUY HOUSES CASH CLOSE IN 7 DAYS" all the time and it gets old real quick.

I have so many of the leads say "You are the first investor I have talked to that hasn't sent a card and I really appreciate that, what is it that we can do", so the way I look at this is be different and do something that stands out.

"Pick up the phone and call"

Kyle H · Answer

Thank you all for you input...I'm gonna mail the attorneys too.

Kyle

Derek J. · Answer

Wayne  Woodson great thinking! the attorney HAS to tell them there's interest from a buyer.

Does anyone know how to tag someone who's not in the conversation? Trying to tag Sharon Vornholt, so see if she has thoughts.

Gary Parker · Answer

I do simply because they are the only ones to mail to sometimes, and a series of letters is better than no letter at all.  Attorneys can be quite interesting.  Just yesterday one emailed me and wanted my best offer.   I replied I would love to make an offer and asked when we could meet at the house.  He replied he wants my best offer with no inspection at any time.  I really didnt take it past that because it wont go anywhere.  I was left scratching my head.

Probate Marketing : Mail the Attorney or Not?

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