For real estate investors in the probate market, dealing with attorneys is inevitable.
However, many investors, both novice and experienced, find themselves intimidated by attorneys. In our society, attorneys are perceived to be highly educated in legal matters, often appearing far removed from the “common man.”
But here’s the truth, attorneys are people, just like you and me.
More importantly, they can become some of your greatest allies in the probate real estate business.
You see, in probate, attorneys are often trusted advisors to estates. Families going through probate hire them to guide them through the process.
When interacting with attorneys, your goal is to demonstrate two key things: that you know your stuff when it comes to probate and that you’re here to help, not take advantage of their clients.
Trust me, attorneys appreciate professionals who are genuine and knowledgeable.
But Remember: Probate is a People Business
While attorneys play a role, your primary point of contact is almost always the executor or personal representative (the person in charge of the estate).
Think of the attorney as a supporting cast member, not the lead.
The personal representative is the one who hires the attorney, and ultimately, they are the decision-makers about the property.
That’s who you need to build a relationship with first.
But sometimes, it doesn’t work out that way.
Maybe the executor prefers you talk to their attorney directly, or perhaps you’re having trouble reaching the executor altogether.
That’s when reaching out to the attorney becomes necessary.
In those cases, here are a few simple but powerful strategies to make dealing with attorneys more productive:
1. Do Your Homework
Before you even think about calling the attorney, you’ve got to do your due diligence.
Gather all the key information about the probate case, the deceased, the property, and the executor’s contact details.
Put everything on one easy-to-reference sheet and get familiar with the case.
Walking into a conversation prepared will instantly set you apart as a professional.
2. Know Your Objective
What do you want to accomplish from the call? Are you trying to get permission to speak with the executor? Are you confirming property details?
Whatever it is, set your objective in advance.
Attorneys are busy people, and they don’t have time to chit-chat.
Being clear, direct, and professional will make your conversation smooth and productive; even if you have to go through a paralegal or assistant first.
3. Pick Up the Phone
Preparation is important, but action is everything.
Don’t overthink it, just make the call. You’ve done your homework, you know your objective, and you’re prepared.
It’s the attorney’s job to talk to you about the case, and if you’re respectful and confident, you’ll find they’re often more than willing to help.
4. Follow Up Relentlessly
One of the biggest mistakes investors make is failing to follow up. Whether the attorney asks you to call back later, send an email, or simply doesn’t pick up.
Do not stop there.
Probate deals take time, and persistence is the name of the game. Get a calendar, set reminders, and keep following up until you get the answers or access you need.
5. Build Relationships That Last
Here’s where most investors miss the boat. Attorneys are not just gatekeepers; they’re valuable connections.
Treat them with respect, show them your professionalism, and, most importantly, follow up with gratitude.
Send a thank you card after your conversation.
A simple handwritten note saying, “Thank you for your time. I truly appreciate it,” can go a long way. Better yet, invite them to lunch or coffee.
Building these old-fashioned, personal relationships pays dividends.
Attorneys often have repeat clients and can become referral machines for your probate business.
The Secret Sauce: One Relationship at a Time
The probate real estate business is not about transactions.
It’s about relationships. Whether you’re speaking to an executor, an attorney, or even a paralegal, your focus should always be on building trust and showing that you care.
At the end of the day, people do business with those they know, like, and trust.
When you build genuine, personal relationships, one person at a time, you’ll find that attorneys aren’t so intimidating after all.
Instead, they’ll become your allies, your advocates, and sometimes even your friends.
So pick up the phone, send that card, and invite someone to lunch.
Never underestimate the power of a simple, authentic connection. Because in probate real estate, relationships are everything.
To your success,
Ernie “Relationship Builder” Vargas
