Maybe you’ve been thinking about the probate niche… but that little voice keeps asking, “Is this really for me?”
The truth is, whether you’re already working deals as an agent or just starting to explore real estate investing, you’re not the only one asking that question. And honestly, that’s what makes this community powerful because it’s filled with people who are figuring it out, just like you.
Last week’s episode was a perfect example. It turned into a real conversation the kind that happens when experienced pros and first-timers show up with open minds and honest questions.
What came out of it? Insight, clarity, and connection. And if you’ve been looking for a place where learning is collaborative and growth is real, you’re in the right spot.
Probate Real Estate as a Niche
When it comes to building a niche in probate, it’s not about limiting yourself, it’s about creating systems that give you true freedom. Freedom to grow, to serve, and eventually, to step away without the business collapsing. That’s the goal.
One of the biggest mistakes I see agents and investors making is diving all-in on probate from the very start, without a solid foundation. It’s like trying to build a house on sand, it’s not going to last.
Start broad, but make sure you plant deep roots in one market first. Focus on getting that market dialed in, and once the systems are in place, you’ll find that probate isn’t just a niche, it’s a scalable, sustainable path to success. With the right strategies, it can be a long-term solution for growth.
Letters and Leadership
One of the most relatable moments came from David Pannell, a veteran in the probate real estate space. He shared how he’s always looking for ways to boost his credibility like joining the local probate bar association and his neighborhood’s improvement board. Why? Because it gives him social proof in his letters to executors. He becomes more than just a stranger trying to buy a house.
What to Do If a Prospect Denies It’s a Probate Case?
One of the biggest takeaways I always share because it works is how I handle those common objections like, “That’s not me” or “We’re not going through probate.”
Most people lead with the wrong question. They ask, “Are you going through probate?” And guess what? That gives people an easy out. They shut down the conversation before it even starts.
Instead, I reframe it.
I ask in a way that invites honesty, not defensiveness. It’s subtle. It’s strategic. But it makes all the difference.
This kind of nuance doesn’t come from guessing, it comes from reps. From real conversations. From being in the trenches.
And that’s why I always say: the right script won’t just get you answers, it builds trust. And trust is what opens doors.
Tools and Resources (a Quick Plug That’s Worth It)
The certification course gives you access to both on-demand training and the evolving 2.0 version, which includes live weekly classes.
Take Your Probate Skills to the Next Level
Get instant access to on-demand training and the 2.0 version, complete with live weekly classes. Learn at your own pace while staying updated with expert insights and ongoing updates.
(Above are a few screenshots of the modules you’ll get when you enroll in the Probate Mastery course.)
If you’re not ready to take the course yet, every other Wednesday, join our free Probate Foundations class, where we take a high-level look at probate and estates. We’ll break down what probate is, how it works, and why it matters giving you the solid foundation you need to succeed.
If you’re unsure whether this is the right fit for you or have any doubts, this class will provide the clarity you’re looking for.
The Real Value? Community.
What really made this episode shine wasn’t just the strategies it was the kind of vibe that is coming from the place of help and inspiration. For instance, people were asking real questions. At the same time, veterans were chiming in with lessons learned the hard way. Meanwhile, newbies were raising their hands and saying, “I’m here, I’m learning.”
In the end, it felt like more than just a call…it was a support system.
Ready to Find Your People?
If you’re curious about probate real estate but don’t want to go it alone, this mastermind podcast might be the soft landing and the firm push you need. Sign up for the free class or binge a few episodes on YouTube or your favorite podcast app.
And remember: every expert was once a beginner. The difference? They found their tribe and leaned in.
Advice and Key Takeaways:
- Probate as a Core Niche: We break down why probate should be a pillar in your business, not the whole house. Start with your sphere, expired listings, and FSBOs, then layer in probate with systems in place.
- Business Structure Advice: Don’t go all-in on one lead source too early. Build a diverse funnel supported by processes, marketing, and follow-up systems.
- Objection Handling in Probate Calls: specific language for addressing common pushbacks like “This isn’t a probate case” and how to reframe questions to uncover the truth.
- Community Spotlights:
Highlights In the Call :
00:00 Introduction
05:46 Approved & Appointed: Big Wins for David in Law and Leadership
07:00 David’s Probate Letter Strategy That Gets Results
08:11 Designing a Business That Works for You
09:28 Fiduciaries vs. Petitioners: What’s the Real Difference?
09:45 Understanding the Petitioner’s Role—and Attorney Gaps—in Probate
11:29 When They Say ‘My Attorney’s Got It’ — What That Really Means
11:48 The Truth About Most Probate Attorneys (Only 10% Are Prepared)
13:21 Is ‘My Attorney’s Got It’ Just a Brush-Off?
13:39 Probate Is Like Selling a House—But with More Paperwork
16:21 When Attorneys Say ‘I’ll Take Care of It’—Why That’s Not Always Enough
18:14 From Learning to Closing: Bill’s Journey to Closing His 2nd Probate Deal
19:49 Is a Fiduciary a Good Prospect? Where to Find Them
19:59 Finding Fiduciaries: Where to Prospect and Specialize
21:23 What to Look for When Prospecting Fiduciaries
24:34 The Role of a Public Administrator in Probate
25:46 Challenges in San Diego County: Too Many Hoops in Probate
26:10 Research Fiduciaries in Your State: Find Networking Opportunities
28:50 Success Rate of Low-Volume Probate Filings: What’s the Probability?
29:23 Why Smaller Counties Can Be a Goldmine for Probate
33:16 Do You Use Contacts Outside of Probate Cash?
33:20 Advancing Money for Repairs Before Listing: Bruce’s Experience
34:05 Pros and Cons of Using Probate Cash: Bill’s Insight
36:25 Understanding the Risks of Borrowing Against Inheritance
38:35 probate mastery commercial
39:54 Do Attorneys Also Get Paid as Fiduciaries?
40:07 Why Attorneys Generally Don’t Handle Both Petitioner and Fiduciary Roles
41:31 How Soon to Contact the Executor After Probate is Filed?
41:57 Bruce Shares a Story: Answering a Great Question
47:16 David on Growing Your Business: No Perfect Method
51:09 Bruce on Understanding the Need When Presenting a Message
53:46 Chat Question: What Resources Do You Typically Send Out?
53:50 Bruce on Key Resources: Probate Checklist, Brochure, and More
55:29 Chat Question: What to Do If a Prospect Denies It’s a Probate Case?
55:35 Bruce on Handling Prospects Who Deny Probate: Truth vs. Strategy
57:12 Chat Question: Book Recommendations on Wholesaling
57:31 David on Seller Financing and Assignment in Real Estate Deals
58:05 Bruce on Book Recommendations: ‘Investing in Real Estate’ for Wholesaling Insights”
Tools & Resources Mentioned
- Training:
🔗 Probate Foundations Class (Free Weekly Training)
🔗 Probate Mastery Certification – $500 Lifetime Access
🔗 EARN Course – Earn Attorney Referrals - Books & Learning:
📚 Investing in Real Estate – Covers wholesaling and investment models
📺 Flip with Rick (YouTube) – Free wholesaling course
📺 Pace Morby – Creative financing strategies
📺 Rick and Zach Ginn (YouTube) – Wholesale deal systems
If getting certified in probate real estate has been on your radar, now is the perfect time to take action.
The Probate Mastery course is built to equip both agents and investors with the tools, scripts, and systems you need to succeed in this niche and turn it into a reliable foundation for a stronger real estate pipeline.
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