Thread: Working in probate

It would be helpful to know prior to rendering any advice what steps you employ when contacting potential sellers. Such as, do you perform a mailing first then call, or do you simply call? If so, do you follow up with mailings and additional calls. Do you ever knock on their doors to meet them in person. In other words, what is your approach and if it is soley via the telephone, exactly what do you say.

Good luck!

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Well i usually just call them. What i say is " Hello my name is Shayna Martinez from Inheritance Real Estate. I was looking into the property on "" and i was wondering if you might be interested in selling." Usually i say something along the lines of that. Their response is always no we're not interested. I don't ever follow up because they weren't interested so, do you have any suggestions?

Sounds as if you may not be as proactive (assertive) as many others who are most likely doing the same thing and in the same market.

First, I never ask someone a question that can be answered with either a "yes" or a "no". I would also express my sympathy for the passing of their love one. Many lay people are not pro's at the disposition of real property and may even feel a bit upprehensive upon answering the telephone and hearing what you have to offer. You only have a few seconds to sell yourself. Make use of these valuable seconds. Learn as much about them from them as you can. People love to talk about themselves. Show genuine interest. Plus, in many states (jurisdictions) probate laws are such that the estate cannot close a sale until many months following opening of probate. Check with your attorney or review the statues for your state and local jurisdiction.

You did not mention if you are a real estate licensee or not. Check with your local real estate agency or department if a license is required. If not, get it in writing via email, fax or in person from the agency or department - or from your attorney. In one state that I am aware, if a person is viewed as practicing real estate without the benefit of a license, that person can be fined by the agency, turned over to the Attorney General, who in turn can take you to court and collect up to the amount realized from the transaction. Don't forget you are accountable for your own attorney costs should such an occassion arise. With the recent increase of folks "flipping" real property nationwide, many federal and state regulators are taking a closer look into markets where this type of activity is experiencing such increases.

If I were making such a call to the executor of the estate, I would begin at expressing my sympathy at the passing (never say death) of their love one. That you are calling to confirm some information concerning the property. Then I would immediactly ask "What can you tell me about the house? I would develop my line of questioning to get them to tell me about the house - no "yes" or "no" questions.

Should I find the person to who I am speaking is unreceptive, I do not want to kill any future opportunities. I would send them (or better yet, show up at their doorstep with) a letter and enclose some of tasteful marketing materials. Use white stationary that has a water mark from the manufacture for the introductry letter. It looks more formal, hence professional. If still unresponsive, I would ask them when would be a better time for them to speak with me. I would ask them will next "Tuesday" work out better for them at say, 1 one o'clock ?

These are just a few suggestion on how I would begin. You will find your own voice in this area once you are comfortable. Confidence is key.

Best of luck.

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That was great advice i really appriciate it!!!