How do you approach probate lead?

Question

I found a house that looks vacant (it is severely distressed) I looked up the property owner and I see they passed away.  After doing further research I found some relatives.  What is the best way to approach this when you call them? I called a similar lead like this in the past, told them I am sorry for their loss and have they thought about selling the house? and they totally flipped out on me.  Any advice?

Katt Wagner · Answer

Check Out Chad Corbett's Probate Role Play coaching on YouTube

Shawn Morey · Answer

I agree, approaching the family and relatives is a delicate subject.

I would do more research, go to the city/county and see if you can pull probate records and find out who the executor is. We then mail the executor some resources that help them navigate the process, as it is a very stressful one. I saw my mom go through this process a couple of times when I was younger, and realized that she had no resources to help her. After those mailings we then reach out, and it is an easier conversation as you have already helped them and provided value to them, instead of just calling them to say sorry for their loss when they don't even know you.

Isaac El · Answer

Hi Mark,

I appreciate it, how can I find out that information for NYC?

Isaac El · Answer

Hi Shawn, I got you, that does make sense.   How can I find out if in NY they give you information on the executor?

Isaac El · Answer

Thanks Tim, I thought I was being respectful telling them sorry for their loss, I truly am sorry. I will check out those videos on youtube, but I guess how do you open the conversation on the phone?

Isaac El · Answer

thank you Katt, I will definitely check that out.

Mark Pedroza · Answer

Research the probate file again. Determine which one of the family members is the PR (Personal Representative). Have Letters of Administration been approved by the court and issued to the PR?

The PR is the representative of the estate and the go to person you'll have to negotiate with..

Tim Winter · Answer

Yes the last thing you want to do is say sorry for your loss. You have to be very empathetic and professional on the calls, and offer to help first and foremost. Never bring up the property at the get go. If you want to chase down probate leads, you've got some homework to do first, like the probate laws for your area and how someone can navigate the process (your counties website should have some guides for this), how to find good estate sale reps, how to do clean outs for cheap, vendor lists, etc.. all the things someone that is overwhelmed with the role that has been thrust upon them and how to best help them. Once you help them, then they'll want to help you.

Chad Corbett's material is a good starting point.

How do you approach probate lead?

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