These episodes are recorded as a live Question and Answer Mastermind with participation from agents and investors across the country. Thanks for tuning in, and don’t forget to subscribe for future episodes!
This week’s Mastermind explores why Probate leads often become more valuable with time rather than less. The group discusses the many reasons an estate may not be ready for an immediate sale, including personal property, family disagreements, occupants, and the emotional realities of settling an estate. Because many competitors stop prospecting after only a few attempts, consistent calling, direct mail, and follow-up can leave you with less competition when the family is finally ready to make a decision.
Key Takeaways:
- Probate leads often take time to mature because families may not be ready to sell immediately.
- Property contents, occupants, family disagreements, and emotional readiness can all delay decisions.
- Many competitors make only a few attempts before abandoning a lead.
- Repeated touches help prospects recognize you when they’re finally ready to act.
- Older leads can become more attractive as competition disappears.
- Build your Probate system around months of follow-up rather than expecting immediate conversion.