Yesterday, I had a conversation with a reader who told me he’d been sending letters for four months straight without a single response except for a few people asking to be taken off his list.
He’s been putting money into this effort, ready to close his first probate deal, but seeing nothing come back in return.
I get it.
It’s frustrating, especially when you’re following a method that should, in theory, yield results.
And while it may feel like you’re missing something big, probate deals are rarely fast wins. Here’s how you can turn the frustration into results by making some small adjustments to your approach.
- Multiple Touchpoints – Probate leads aren’t like other real estate leads; these are people dealing with loss, and they’ve got more on their minds than property decisions.The key here?Follow up patiently. In my experience, most probate leads convert after the eighth or ninth contact, so stick with it.
- Consistency and Persistence – Probate estates don’t move quickly; they can take months or even years to wrap up.It’s essential to keep your name top of mind as executors work through the process. Consistent, non-invasive contact is key. This means following up every month or two, maintaining your presence without overwhelming them.
- Consumer Awareness Guide – I call this one the “Consumer Awareness Guide.” Send them a resource, like a book or guide on probate in their state.This positions you as the helpful expert, not just someone looking for a deal.By offering value, you become a resource they’re more likely to trust and reach out to.
- Approach with Sensitivity – These aren’t just leads; they’re people handling family matters.If you do choose to make calls, lead with empathy.Calls can be effective when done with genuine care for their situation.Probate isn’t the place for a “buy-your-house-cash” line but for patience, sensitivity, and consistency.
- Nurture with Purpose – Track your list closely, targeting only verified probate cases. Keep your list tight, scrub it monthly, and mail only to executors with authority to sell.This ensures you’re focusing your efforts where they’ll count most.
- Don’t Stop – Probate is a long game, much like planting seeds in a garden.Stick with your follow-up until you get a clear “yes” or “no.”Patience and consistency pay off in this space.
Probate deals are like diamonds.
They form under time and pressure.
Add these small adjustments to your strategy, stick with it, and watch how the long game pays off.
To your success,
Ernie “Diamond Finder ” Vargas
