Probate Real Estate: Grow with AI, Direct Mail & Smart Leads

On this episode of the Estate Professionals Mastermind Podcast, Probate Mastery alumni David Pannell, an experienced real estate investor explains how to build a high-performing probate real estate business using a hybrid strategy. By integrating AI-powered software, structured direct mail systems, and effective lead segmentation, he outlines a repeatable approach to success. Whether you’re just entering the probate space or looking to optimize your current workflow, this episode offers actionable strategies you can implement immediately.

Episode 208 of the Estate Professionals Mastermind Podcast

You’ll Learn The Following:

→ Why Direct Mail Still Works in Probate Real Estate

→Using AI (Like ChatGPT) to Scale Letter Writing

→ Segmenting Probate Leads: What Actually Works
→ Advice for New Agents Entering Probate

→ Referral Strategy: Attorney Events & Relationship Building

→ Use YouTube, Blogging & Social Media to Build Inbound Leads

→ Spanish-Speaking Clients & Bilingual Outreach

→ Build Systems, Not Just Campaigns

Why Direct Mail Still Works in Probate Real Estate

One of the foundational systems they shared was a volume-lettering campaign, managed through an Excel-scheduled system, where they post letters at set timeframes.

Pro Tip: David sends over 4,000 letters each month, resulting in nearly one strong lead for every 2,000 letters.

By strategically combining handwritten letters, templated messages, and AI-assisted personalization, the campaign not only becomes scalable but also maintains a personal, human touch.

➡️ Find out how to compose good probate letters

Using AI (Like ChatGPT) to Scale Letter Writing

David uses ChatGPT to write and edit the messaging in his letters. Over time, AI adapts to his tone and refines the natural flow of his language.

“In the beginning, it used words I wouldn’t typically choose. Now, it sounds just like me.”

Tip: Sign up for a paid AI plan, like ChatGPT Plus, to unlock top-tier performance for real estate marketing.

Segmenting Probate Leads: What Actually Works

Instead of handling all leads the same, they’re divided into major categories:

Vacant Properties: Highest priority because of urgency and probability of sale.

PRs (Personal Representatives) Out of Area: These tend to be more willing to work with a real estate agent remotely.

Returned Mail or Skipped Contacts: Good for improving list accuracy and follow-ups.

This segmentation is driven by an internal “Savvy Letters” system (purchasable for high-volume users).

➡️ Best probate lead sources by category

Advice for New Agents Entering Probate

New agents were urged to begin lean and build from there:

✅ Handwritten letters still work.

✅ Concentrate on real probate filings, not pre-probate leads (often without urgency or definition).

✅ Utilize budget-friendly tools such as DealMachine to find distressed properties.

“In 2014, I started with sticky notes and yellow paper—and still closed 8 deals.” – David Pannell

Starting a probate real estate business from scratch

Referral Strategy: Attorney Events & Relationship Building

David has established referral relationships with 18 probate attorneys, with half of them sending at least one deal, and one attorney referring two.

By hosting events, conducting interviews, and maintaining consistent outreach with legal professionals, he’s building long-term value in these relationships

➡️ How to get probate referrals from attorneys

Use YouTube, Blogging & Social Media to Build Inbound Leads

By creating content across platforms, especially YouTube and blogs, you can generate consistent inbound leads.

Even a single video interview with an attorney can drive massive engagement and boost credibility.

“Once they see you enough times, they’ll call you.” – David Pannell

➡️ Real estate video marketing strategies

Spanish-Speaking Clients & Bilingual Outreach

While Spanish-speaking clients were less common in probate, they’re prominent in foreclosure and code violation markets. If that’s your niche, prepare mailers in Spanish or use a bilingual partner.

Final Takeaway: Build Systems, Not Just Campaigns

For those looking to scale beyond 1,000–5,000 letters a month, investing in a system like “Savvy Letters” may be worth the cost. For others, handwritten outreach + smart targeting still wins.