If you’ve ever been drained by probate leads who never follow through, dealing with chaotic family situations, or unsure how to stand out from other investors and agents, this episode is for you.
This week’s Estate Professionals Mastermind Call brought together real agents and investors, sharing real challenges and wins in the field. What you’ll hear are tested strategies and challenges to solutions from professionals building real probate pipelines.
Want to start building your own probate pipeline?
Watch the free training: How to Close 2 Probate Deals a Month Consistently.
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🎧 Prefer to listen instead of read or watch?
You can catch the full conversation on the Estate Professionals Mastermind Podcast : https://probatemastery.com/podcast/
1. “I Keep Following Up… But I Never Hear Back”
Recommended Timestamp: 09:17
If you’ve ever sent 10+ letters and heard nothing back, don’t beat yourself up or assume it was all a waste.
One investor shared how a seller ghosted him for two whole years…
Then suddenly replied to one empathetic text.
Sometimes, it’s not about the number of touches.
It’s about the right message at the right moment.
“He just said, ‘I’ve given up.’ That’s when I knew he was finally ready.”
You’ll learn:
- How to recognize emotional tipping points
- What to say when a lead says “I’m done”
- How Probate Mastery students build systems that stay patient—but present
Lesson: Persistence matters, but tone and timing matter more.
2. “The Family’s a Mess. Someone Died During Probate!”
Recommended Timestamp: 04:58
What happens when one of the heirs passes away in the middle of probate? In this call, you’ll hear the breakdown of a real case involving siblings, grandkids, and attorneys and how it was resolved with a basic understanding of probate flow and heirship.
You’ll learn:
- When estates shift sideways vs. down
- Why affidavit of heirship is your secret weapon
- How to become the calm in the legal storm
Lesson: Probate deals aren’t lost, they’re waiting for someone who knows how to move the pieces.
3. “I Don’t Know What to Ask These Leads Without Sounding Scripted”
Recommended Timestamp: 02:42
Forget the cliché, “Where are you in the probate process?”
This call shows you how to ask better questions that uncover motivation instead of just timeline.
“They’ll tell you everything if you stop sounding like everyone else.”
You’ll learn:
- How to open the conversation the right way
- Why tone and pacing matter more than the script
- What questions actually get probate leads to talk
Lesson: The best scripts don’t sound like scripts at all. (Probate Mastery helps you develop this naturally.)
4. “They Say They Just Want to Be Done. What Do I Offer?”
Recommended Timestamp: 36:16
Sometimes it’s not about top dollar, it’s about peace of mind.
On this call, agents discuss how to present options when a lead says, “I don’t want to deal with this anymore.”
You’ll learn:
- The difference between sellers who want value vs. speed
- How to offer the “easy button” without sounding opportunistic
- When to pivot from listing to cash offer or vice versa
Lesson: People don’t always want the most money, they want someone who gets it.
5. “I’m Just Another Postcard. How Do I Stand Out?”
Recommended Timestamp: 53:50
A powerful moment from this call: an agent shares how using the phonetic alphabet to spell his name on voicemails doubled his callback rate.
“They remember me because I’m different and respectful.”
You’ll learn:
- How to use your story (veteran status, name, background) to connect
- Why personalization > automation in probate marketing
- What small things build instant credibility with heirs
Lesson: Your brand is already inside you stop hiding it.
6. “I Want to Do Probate, But I Don’t Know Who My Ideal Client Is”
Recommended Timestamp: 14:04
This section explores why out-of-town executors, overwhelmed heirs, and burned-out landlords are some of your best leads.
You’ll learn:
- What traits make someone likely to convert
- How to avoid chasing “low-hanging fruit” with 10 other agents
- Why having a clear “avatar” changes everything
Lesson: Probate Mastery-trained pros build filters, not funnels. They know who to say no to so they close more.
Join the Probate Mastery program and get lifetime access to the training, scripts, and support that’s helping agents and investors consistently win probate deals.
→ Check out the program here
00:00 Introduction
02:42 How to Qualify a Probate Lead Without Asking “Where Are You in the Process?”
04:58 What Happens When an Heir Dies During Probate?
09:17 When Probate Sellers Say “We’ve Given Up” – Don’t Walk Away
13:02 Can You Give Gifts to Probate Attorneys? Here’s What to Know
14:04 Who’s Your Ideal Probate Client? Defining Your Avatar
14:28 Why Out-of-Area PRs Are My Best Probate Leads
14:43 The Ideal Probate Lead? Anyone Ready to Sell
14:54 Why Most Investors Go for the “Low-Hanging Fruit” in Probate
17:12 New to Probate? Real Estate Agent Shares Early Challenges with Multiple Heirs
18:27 Executor vs. Fiduciary: Understanding Probate Roles in California
24:40 Navigating Upset Bids in North Carolina Probate Listings
25:24 Using the 2-T Contract Form in North Carolina Probate Sales
29:20 Understanding the Court’s Role in Upset Bids and Property Liens
32:50 Probate Mastery Commercial
34:03 Who on This Call Is an Investor? Let’s Find Out
35:15 Getting Comfortable with Probate Deals: David’s 50/50 Shift
36:16 What Probate Clients Really Want: Understanding Their End Goal
38:43 Stand Out in Probate: When Everyone’s Calling, Offer Real Value
40:09 What Probate Sellers Really Want: Speed vs. Value
42:52 Meet Probate Leads Where They Are: The Key to Connection
45:39 What Bruce Learned Watching Jeremy Miner’s Sales Strategy
48:41 Getting Out of Your Own Way as a Realtor: David on Embracing Assignments
50:14 Foreclosure + Probate: Rigo Shares His Niche Strategy in North Carolina
52:27 How David Assumes the Close with Gratitude in Veteran-Focused Business
53:50 Using the Phonetic Alphabet to Make Your Name Memorable
54:46 Embracing Unique Names in Real Estate Networking
56:19 “It Sounds Like Green” Owning Your Unique Name in Business
Want to explore if Probate Mastery is a fit for you?
→ See full pricing, payment plans, and FAQs here.
Just getting started?
Watch the free training: “How to Close 2 Probate Deals a Month.”
It walks you through the same system our students use to build steady deal flow.
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