How find and close profitable probate deals off market

When looking for real estate investments — either to wholesale, flip, or keep yourself — knowing how the probate system works in your state can yield some very profitable properties.

Few investors try and learn how to navigate the Probate World either because it’s too complicated or they don’t have time.

In this article, we’ll help guide you in creating a little niche in your market for finding and closing probate deals in your own backyards — deals that have little competition.

Let’s first dive into what in the world probate is…

What is Probate?

Probate is a legal process that occurs after someone passes away. It involves the validation of the deceased’s will, the identification and inventory of their assets, the payment of debts and taxes, and the distribution of the remaining assets to the rightful heirs or beneficiaries. It’s like a meticulous inventory check, ensuring everything goes where it should, according to the law and the wishes of the departed.

Probate & Real Estate Investing – The Connection

So, how does this legal procedure tie into real estate investing? When a property owner passes away, their real estate assets undergo the probate process. These properties are often termed as “probate properties.” For off-market real estate investors, this is where the treasure hunt begins.

Probate properties are typically not listed on traditional real estate platforms, giving savvy investors the chance to negotiate deals directly with the estate’s executor. This absence of middlemen often results in transactions that are more straightforward and, potentially, more lucrative.

Why Probate Properties are Goldmines

Probate properties offer a unique allure for investors. Families or executors dealing with probate sales might be motivated to sell quickly, providing opportunities for investors to acquire properties below market value. Furthermore, since probate properties are less visible to the general market, competition is usually lower, allowing for better negotiation leverage.

Additionally, many probate properties may have been owned by older individuals and might be in need of updates or renovations. For investors, this can translate into a chance to add value, increasing the potential for higher returns on investment.

Unveiling Opportunities in Probate Real Estate

Investing in probate properties isn’t just about acquiring assets; it’s about understanding the intricacies of the probate process, recognizing opportunities, and strategically navigating negotiations. In this guide, we’ll delve deeper into the art and science of discovering lucrative probate deals, ensuring you’re well-equipped to unlock the hidden value within this lesser-known segment of the real estate market.

As we journey further, you’ll uncover practical strategies, tips, and insights, blending the analytical approach of Neil Patel with the thought-provoking perspectives of Seth Godin, to help you master the craft of finding and capitalizing on probate properties.

Stay tuned as we explore this untapped realm, guiding you step by step on how to identify, evaluate, and secure probate properties that could very well be your next big real estate win!

States matter in Probate

Navigating the world of probate properties is akin to venturing into a labyrinth where each turn reveals new opportunities and challenges. One of the fundamental aspects to master in this journey is recognizing that when it comes to probate, states matter – a lot. The processes, laws, time lengths, and costs associated with probate can vary significantly from one state to another, and understanding these differences is crucial for any savvy real estate investor.

Here are some real examples of state laws and processes in probate:

A. California: The Golden State of Paperwork

In California, the probate process is renowned for its complexity and paperwork. Here, probate is mandatory for estates valued at $166,250 or more, excluding assets held in trust, joint ownership, or with designated beneficiaries. The process typically takes about 9 to 18 months but can extend depending on the estate’s complexity and court congestion.

Costs in California are statutory and are calculated based on the gross value of the estate. For example, for an estate valued at $200,000, the executor and attorney fees would each be around $7,000. This emphasizes the importance of factoring in these costs when evaluating potential investments in the Golden State.

B. Texas: The Lone Star State’s Independent Approach

Everything is bigger in Texas, but thankfully, that doesn’t necessarily apply to probate. Texas offers an independent administration process, allowing executors to act without court supervision, streamlining the procedure significantly. This option is available if the decedent’s will allows it or if all heirs agree to it, typically concluding within about 6 months.

Moreover, Texas does not have a state estate tax, which can translate into lower overall costs for settling an estate. However, investors need to remain vigilant about timelines and communication with independent executors to ensure a smooth transaction.

C. Florida: The Sunshine State’s Homestead Hurdles

Florida’s probate laws shine a spotlight on homestead property – a unique challenge for investors. The state offers protection to the decedent’s primary residence, limiting its transfer and sale. Navigating this aspect requires a deep understanding of the beneficiaries’ rights and potential claims, especially when the homestead property is the investment target.

The Florida probate process can take between 6 to 12 months for a formal administration, with costs varying depending on the estate’s value and complexity. Investors aiming for the Sunshine State’s probate market must factor in these nuances to avoid potential pitfalls and secure profitable deals.

Time Lengths and Costs: The Variable Equation

As illustrated by the examples above, time lengths and costs in probate are far from uniform. They are influenced by a myriad of factors, including state laws, estate complexity, court procedures, and potential disputes among heirs. Investors must diligently research and comprehend these variables to accurately assess opportunities and risks in their targeted states.

How to learn about YOUR states probate system

To learn about YOUR states probate system (which is extremely important), we’ve created this short list for you:

Official Government Websites: Your first stop for accurate, state-specific probate laws and processes.

Online Forums and Communities: Engage with seasoned investors and glean insights from their experiences.

Other investors/REIAs: visit your local Reia’s they can be a wealth of info you can might discover a resource there.

Local Real Estate Courses & Workshops: Enroll for in-depth knowledge tailored to your locality.

Consult Probate Attorneys & Estate Planners: They’re your go-to experts for personalized advice and guidance.

Probate-Specific Books & Online Articles: Build a solid foundation with well-researched, comprehensive resources.

How to Pull a List of Probate Leads

As you step further into the realms of probate property investment, one question remains pivotal – how do you pull a reliable list of probate leads? Below, we delve into two prominent options, dissecting their pros and cons to help you make an informed decision.

1) Directly Accessing County Records

This is where you have direct access via someone or the county website to pull the freshest list of new probate leads

Early Access: Venturing directly into county records can offer you an early bird advantage. These records may present opportunities before they make it to software databases, giving you a competitive edge.
Cost-Effective: This approach is typically free, making it a budget-friendly option for investors.


Accessibility Challenges: Gaining access can be tricky. Some counties freely provide this information, while others may require you to navigate through a labyrinth of bureaucracy to find the right person who can grant access to probate leads.

2) Leveraging Tools or Software: Batch Leads & PropStream


Convenience: Tools like Batch Leads and PropStream simplify the process. With just a few clicks, you can have a list of probate leads at your fingertips.

Time-Efficient: These platforms save you the time and hassle of navigating through county records, making the lead-generation process smoother.


Costs Involved: These services come with a price tag, which could be a consideration for those on a tighter budget.

Competition: Since acquiring leads through these platforms is relatively easy, you’re likely to find yourself amidst heightened competition as other investors have access to the same list.

Here’s a quick video on pulling probate leads in 15 mins: 

Definitions and terms in Probate properties

I might have gone too ahead of myself…

Because we’re about to unravel a strategy within probable related to networking.

But if you DON’T know what you’re talking about, then it makes it much harder to network with probate attorneys.

Below is a list of definitions and terms related to probate properties.


Probate: Probate is a legal process where a will is validated, and the estate of a decedent is administered. This process involves identifying and inventorying the deceased person’s property, paying their debts, and distributing the remaining assets to their rightful heirs or beneficiaries.

Executor: An executor is a person named in a will, or appointed by the court, who is given the legal responsibility to take care of a deceased person’s remaining financial obligations. This includes managing the estate’s assets, paying off debts, and distributing the balance to the lawful inheritors.

Estate: An estate comprises all the assets owned by a person at the time of their death. This can include real estate, personal property, bank accounts, investments, and other valuables.

Heir: An heir is a person entitled to receive a share of the deceased’s property, subject to the rules of inheritance in the jurisdiction where the deceased died or owned property.

Beneficiary: A beneficiary is an individual or entity who is designated to receive assets or benefits from an estate, trust, or insurance policy.

Letters Testamentary: Letters Testamentary are official documents issued by a probate court giving an executor the legal authority to act on behalf of the deceased person’s estate.

Mastering these terms is your first step to sounding like a seasoned pro in the realm of probate properties. Armed with this knowledge, you’re well on your way to navigating conversations and negotiations, ensuring you’re not just part of the conversation, but leading it.

How to market to these probate leads

Once you’ve pulled your list of probate leads, the next pivotal step is devising a marketing strategy that’s not just effective but also empathetic. After all, you’re reaching out to individuals who are navigating through a challenging time.

1. Pull Your List:
Start with a refined, targeted list of probate leads. Whether you’ve sourced this directly from county records or utilized specialized tools, ensure it’s accurate and up-to-date. This is your foundational step – a well-curated list sets the stage for a more personalized and effective outreach.

2. Door Knocking:
Depending on the size of your list, door-knocking can be a viable, personal way to establish connections. Approach with empathy and understanding, keeping in mind the sensitive nature of probate situations.

Here’s a script to get you started:

“Hi, my name is [Your Name], and I specialize in assisting families through real estate transitions. I understand this is a challenging time, and I’m here to offer solutions that could ease any property-related concerns you might have. If you’re open to a conversation, I’d love to explore how I can assist you.”

3. Follow-Up Calls:
A phone call can be a direct yet considerate way to reach out. Be genuine, listen actively, and offer solutions tailored to their unique needs. Remember, your goal is to build trust and offer assistance, not to pressure or persuade.

4. Letters:
Sending personalized letters can be another effective way to communicate. Keep your tone respectful and understanding, emphasizing your intention to offer support and solutions. Outline how you’ve assisted others in similar situations and invite them for a no-pressure conversation about their options.

Crafting a Multi-Touch Strategy:

Employing a combination of these methods can often yield the best results. Be consistent in your follow-ups, but also be patient and respectful of their timelines and decisions. Remember, your primary aim is to be a source of support and solutions during a challenging time.

Final Thoughts:

Strategizing your approach with a blend of empathy and professionalism is key when marketing to probate leads. It’s about striking the right balance between being proactive and being considerate. Stay tuned as we delve deeper, unveiling more insights and tactics to help you navigate the nuanced landscape of probate real estate.

The probate process takes time.

But these properties can yield high results for you.

Not just in profit but helping people sell a property they inherited.

Make sure you know the rules and processes in your state, and you utilize a multi-touch marketing strategy to close these deals.

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