If you’re ready to explore a path in real estate that prioritizes people over pressure, probate real estate might be the niche for you. It’s a space where compassion meets opportunity and the right knowledge makes all the difference.
Maybe you’ve been eyeing the probate niche for a while now.
Maybe you even downloaded a few leads or peeked into a probate Facebook group…
But then that little voice kicks in:
“Is this really for me?”
Let me tell you…you’re not alone.
Whether you’re already closing deals or just dipping your toe into real estate investing, that feeling of uncertainty is totally normal. In fact, it’s what makes this community so special.
Because here’s the thing: we’re all figuring it out.
Some of us are brand new.
Some have been doing this for years.
But we all keep showing up to learn, to share, and to grow together.
And last week’s Estate Professionals Mastermind coaching call was a perfect example of that in action. It wasn’t just a class it felt like sitting down with people who get it. People who’ve made the calls, hit the roadblocks, and found creative ways through.
Why Probate Real Estate Is a Powerful Niche for Growth
Probate real estate offers more than just another lead source, it’s a long-term opportunity to help families through complex transitions while building a reliable, sustainable business. It’s not just about closing deals, it’s about solving problems.
A lot of agents and investors make the mistake of going all-in on probate too fast. They buy every lead list, blast out a bunch of letters, and hope something sticks.
But building a solid probate business takes more than energy.
It takes systems, mindset, and the right offer.
Start with one market. Get your foundation set.
Once you understand how probate really works legally, emotionally, logistically you’ll realize this isn’t just a niche. It’s a sustainable, scalable path to long-term success.
Creative Strategies for Closing Probate Real Estate Deals
Probate deals don’t always follow a typical path. That’s why creative strategies like seller financing, subject-to, and novation agreements are so valuable.
The Role of Novation in Probate Real Estate Investing
Novation allows you to market and sell a property without taking ownership upfront. It’s ideal for heirs who want simplicity, no repairs, and no out-of-pocket costs. You secure a buyer and profit from the spread legally and ethically.
What Makes Probate Real Estate Different from Traditional Sales
Unlike standard listings, probate deals often involve:
- Multiple decision-makers
- Legal processes and court approvals
- Emotional factors (grief, stress, family tension)
Navigating this world means learning to lead with compassion and clarity.
What to Do When Inherited Property Gets Complicated
When title is unclear or estates weren’t properly set up, chaos can follow. Build a network of probate attorneys and fiduciaries who can help you guide families through the mess. Complex deals often lead to long-term clients and referrals.
Building a Business Around Probate Listings and Leads
You don’t need to abandon everything else to succeed in this niche. Probate should be a pillar, not the entire structure. Blend it into your pipeline with FSBOs, expireds, and sphere marketing and automate follow-up wherever possible.
So what is it?
In a novation agreement, the seller keeps ownership of the property.
You, as the buyer or investor, get permission to market and sell it on their behalf, usually at a higher price. When the deal closes, you collect the difference between your agreed price and what the new buyer pays.
Why it works so well in probate:
- The estate doesn’t need to make repairs
- There’s no transfer of title until the end
- The seller doesn’t front any money
- You create more upside without using your own capital
It’s a win for the seller. A win for you. And most importantly? A smart, creative option in a space full of complicated problems.
“That’s Not Me” Handling Probate Objections with Confidence
One of the most valuable moments on the call came when someone asked how to handle this classic response:
“We’re not going through probate.”
We’ve all heard it. You get excited about a lead, pick up the phone, and… brick wall. But here’s the problem:
Most people are asking the wrong question.
They lead with: “Are you going through probate?”
And just like that, the door closes.
Instead, reframe it. Lead with empathy and curiosity.
Try:
“I’m reaching out because I help families with inherited property. Is that something you’re dealing with right now?”
That simple shift changes the tone. It gives people space to open up.
And when you build trust first, conversations last longer and lead to real opportunities.
What Happens When Probate Gets Messy
This community isn’t just about tactics, it’s about learning from real situations. And last week, we heard a powerful story about a family in Pennsylvania dealing with inherited land tied up in five parcels, two generations, and a closed business.
The result?
Multiple estates that had to be reopened. Attorneys quoting $15K–$45K to sort it all out.
It was a mess but it was also a teachable moment.
→ Don’t assume an attorney = expertise.
→ Don’t wait until things fall apart to build the right legal relationships.
→ And above all, recognize the power of creative problem-solvers in this space.
Highlights in the Call
00:00 Introduction
02:25 How to Learn Real Estate Strategies Beyond MLS Listings
02:44 Stop Only Offering Traditional Listings: Explore Creative Options
23:01 Can Agents Invest Outside Their Brokerage?
23:18 Bruce on Brokerages and Buying Properties Outside Your License
25:21 Best Ways to Market to Probate Attorneys (When LinkedIn and Office Visits Fail)
25:50 How Bruce Landed a Top Probate Attorney from LinkedIn Outreach
26:55 How Tanya Gets Past the Gatekeeper to Book Attorney Meetings 28;11 How a Simple Office Pop-In Can Spark Strong Probate Relationships
31:45 Overcoming Nerves: How a Walk-In Opened Doors with a Probate Paralegal
33:11 Reine’s 5-Step Formula to Get Probate Attorneys Calling You
34:10 Bruce’s Most Powerful Probate Tool Revealed
37:07 Probate Mastery Commercial
38:44 Do You Need an Investor-Friendly Title Company or Attorney?
40:55 Surprise Tenant in Probate Property: What Now?
47:48 Heir Living in Deceased Parent’s Home—Now What?
49:04 Can You Renovate a Home Still in Mom’s Name?
52:27 Can Long-Term Occupancy Lead to Property Ownership?
53:15 Family Land Ownership: Business vs. Personal Parcels
55:16 Is It Worth the Legal Fight? Probate Costs vs. Property Value
Want to Go Deeper? Here’s Where to Start
Probate Mastery Certification
Get lifetime access to the course, tools, and scripts that top-performing probate agents and investors are using every day.
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.
Weekly Coaching Calls
This is where the real magic happens.
Live Q&A. Real case studies. Support from people who’ve walked the path.
Key Takeaways from the Call
↳ Probate shouldn’t be your entire business but it should be a pillar.
↳ Don’t just list it, offer solutions: cash, novation, financing, and more.
↳ Reframe objections with empathy and clarity.
↳ Lean on community. Share your wins. Learn from others’ mistakes.
↳ Keep showing up. Every expert was once where you are.
Ready to Find Your People?
If you’re curious about probate but don’t want to go it alone, the Estate Professionals Mastermind might be the soft landing (and strong push) you’ve been looking for.
➡️ Watch the latest call on YouTube
➡️ Join the free Probate Foundations class
➡️ Get certified with Probate Mastery
➡️ Attend the next coaching call
Because the truth is, real growth happens in real community. And when you find the right room, everything starts to change.
Thinking about getting certified in probate real estate? There’s no better moment to jump in than now.
The Probate Mastery course arms you with everything you need—step-by-step scripts, effective tools, and streamlined systems to confidently navigate this niche. It’s your ticket to creating a steady flow of quality leads and closing more deals, strengthening your real estate business from the ground up.
About the Author
