Probate Real Estate Sales 101: how to find and work probate leads
Probate real estate is property that passes through the courts after an owner dies. Many heirs want a quick, simple sale, so early and respectful outreach matters. Sign up for our probate leads platform, and you also get the book Probate Real Estate Sales 101 by Kevin Sayles.
What is probate real estate?
Probate is the court process that settles an estate after someone dies. When the estate includes a house, a personal representative usually manages the sale.
These homes often sell off-market, which means they never reach the MLS. Heirs may live out of state, and the house may need work. Meanwhile, taxes, insurance and upkeep keep adding up. As a result, a fair offer or a clear listing plan often appeals to the family.
Rules and timelines differ by state. So check local law, or ask a probate attorney, before you make an offer.
- On the MLS for every buyer
- Price set by the listing agent
- Many competing offers
- Found through court filings
- Often sold before listing
- Heirs who want a simple exit
Related lead types
Who buys and sells probate real estate
Our customers range from first-time investors to busy brokerages. Each group uses probate leads a little differently.
Many probate homes are dated and need repairs. That gap between as-is value and after-repair value is where flippers find profit.
Heirs often need an agent who can price the home and handle showings from afar. A probate real estate agent who calls early can win the listing.
A fast, as-is contract helps families who do not want to clean out or repair a house. You then assign the deal to a cash buyer.
Estate and probate attorneys use our records to find families who may need legal help with the estate.
Inherited homes in stable areas can become long-term rentals. In addition, some heirs prefer to sell to a landlord who keeps the home in good shape.
Why probate real estate sells below retail
Because the home is not listed, fewer buyers compete for it. That gives you room to offer a fair price below retail. Still, a good deal must also be fair to the family. Honest offers build the referrals that keep a probate business growing.
We do the research, so you can focus on revenue-generating work. That includes wholesaling, rehabbing, flipping and listing appointments.
Probate Real Estate Sales 101 by Kevin Sayles
First-time subscribers to our probate leads platform get the book. In other words, you get both the leads and a plan for working them.
You can also meet our team and customers at a real estate investors association event. Local meetups are a great way to line up financing, contractors and agents for your deals.
How to market to probate real estate sellers
- 1Find the person who can sign
Your goal is to reach the personal representative or heir who can execute a deed. People move, so one owner may have several addresses. Mail every address on file, and use our skip tracing service to fix bad addresses and phone numbers.
- 2Lead with a letter, not a call
Many family members are grieving. A letter first is more respectful than a cold call. Handwritten notes, colored envelopes and postcards with a photo of the home tend to stand out.
- 3Stay consistent and track returns
Plan a mail campaign of four to six weeks, then follow up on a schedule. Track returned mail and update your list. Finally, what works best depends on your local market and your own style.
- Who has the authority to sell?
- Which addresses and phone numbers are current?
- Has enough time passed since the death?
- What does the home need, and what is it worth?
- Which offer or listing plan fits the family?
- How will you follow up if they are not ready?
Probate sellers remember who treated them with patience. A clear, honest plan often wins over a higher but vague offer.
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Probate real estate FAQ
Quick answers for agents and investors who are new to probate real estate.
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What does probate mean in real estate?
It means a home is part of an estate that a court is settling after the owner died. The personal representative usually needs court authority, or must follow state rules, before the home can be sold.
Can you buy a house during probate?
In most states you can, once the personal representative has authority to sell. Some states also require a court to confirm the sale, so expect extra steps and time.
How long does probate take?
It depends on the state, the court and the estate. Simple estates may close in a few months, while contested or complex ones can take a year or more.
Do I need to be a certified probate real estate specialist?
A certification is not required to work probate leads. Still, training such as the Certified Probate Real Estate Specialist (CPRES) course can help agents learn the process and build trust with families.
How do I get the free book?
Sign up as a first-time subscriber to our probate leads platform. We then send you Probate Real Estate Sales 101 by Kevin Sayles.
Get probate real estate leads and your free book
Tell us the counties and ZIP codes you work. We will help you choose the right probate leads, and first-time subscribers also get Probate Real Estate Sales 101.