Step-by-Step: 6 Stages to a Working Integration

Stage 1 — Define Custom CRM Fields

Before importing anything, add these custom fields to your CRM:

• Probate Case Number (text)
• Filing Date (date)
• Petitioner Name (text)
• Petitioner Relationship to Decedent (picklist: spouse, child, sibling, executor-only, other)
• Decedent Name (text)
• Property Address (address)
• Estimated Equity (currency)
• PDI Score (number, 0–100)
• Skip Trace Status (picklist: pending, complete, DNC, failed)
• Lead Source (set default to "ProbateData")

Stage 2 — Export from Your Probate Data Source

In ProbateData: navigate to your filtered lead list → Export → CSV. The export includes all skip-traced contact data, PDI score, and CoreLogic-enriched property fields. For higher-volume operations, request API access through your account settings.

Stage 3 — Map Fields and Import

The import process varies by CRM:

• Salesforce: Use Data Import Wizard or Data Loader. Map ProbateData CSV columns to your custom fields. Set Lead Source = ProbateData.
• HubSpot: Contacts → Import → Choose file. HubSpot auto-maps standard fields; manually map custom probate fields in the column-matching step.
• Podio (common in REI workflows): Use Podio Web Forms or CSV import. Probate-specific apps exist in the Podio marketplace; configure to receive ProbateData CSV exports.
• GoHighLevel: Contacts → Import CSV. Tag all imported records with probate-lead and probatedata-source for segmentation.
• REI Reply / REI Blackbook: Direct CSV import via Lists. Use the lead source tag to keep probate leads separate from other list types.

Stage 4 — Tag and Segment

Tags or labels to apply at import:

• probate-lead (universal — applied to every record)
• pdi-high (PDI score >75), pdi-medium (50–75), pdi-low (<50)
• equity-rich (estimated equity >$100K)
• recent-filing (<30 days from filing date)
• historical (>6 months since filing)

Stage 5 — Build the Automated Follow-Up Sequence

A proven sequence for probate leads, balancing outreach frequency with respect for the circumstances:

• Day 1: Sympathy letter (personalized to petitioner relationship).
• Day 7: Follow-up postcard.
• Day 14: First phone call (DNC-screened).
• Day 21: Voicemail drop or SMS (if number is mobile).
• Day 30: Second letter with offer range.
• Day 45: Final phone call before list cleanup.

Most CRMs — HubSpot Workflows, GoHighLevel Campaigns, Podio + GlobiFlow — support this sequence directly. Explore how to convert probate leads to listings in 30–90 days.

Stage 6 — Set Up the Data Refresh Cycle

Probate data is time-sensitive. Schedule refreshes on three cadences:

• Daily: Pull new filings from ProbateData (manual export or API).
• Weekly: Refresh PDI scores and market status on active leads.
• Monthly: Audit dead leads, update lifecycle stages, and remove contacts who have listed with an agent.

Skip Tracing Probate Property Owners

For petitioner contact data, three options cover most workflows:

• ProbateData provides built-in skip tracing with DNC screening for every lead — the most efficient option because tracing happens before delivery.
• BatchSkipTracing and Skip Genie are common standalone services for investors who source raw filings and need to trace contacts themselves.
• REISkip integrates directly with Podio and GoHighLevel for investors already running those CRMs.

The workflow that performs best in 2026: source the filing via ProbateData (which delivers a pre-traced contact), then optionally re-validate via BatchSkipTracing for high-priority leads only. This avoids paying for redundant tracing on the full list while ensuring your best leads have verified contact data. Explore what makes a probate lead qualified.

Frequently Asked Questions

How do I integrate probate leads into Salesforce?

Export probate leads as CSV from ProbateData, create custom Salesforce fields (Case Number, Filing Date, PDI Score, Petitioner Relationship), then use Data Import Wizard or Data Loader to upload. Set Lead Source = ProbateData to keep probate records identifiable in reporting and automation triggers.

Which real estate CRMs work best for probate leads?

Podio and GoHighLevel are the most common in REI workflows because of their flexibility with custom fields, conditional automation, and integrations. REI Reply and REI Blackbook are purpose-built for real estate investor workflows. Salesforce and HubSpot work effectively via Zapier or direct CSV import, and are better suited for larger teams with existing infrastructure in those platforms.

Can ProbateData integrate directly with my CRM?

ProbateData supports CSV export for all CRMs and direct integration with Podio, GoHighLevel, and REI Reply. Salesforce and HubSpot connect via Zapier. For high-volume operations, API access is available — contact ProbateData support for setup details.

What are the top platforms for skip tracing probate property owners?

ProbateData (built-in, DNC-screened, included with every lead), BatchSkipTracing (standalone re-validation), Skip Genie, and REISkip. ProbateData is the most efficient because skip tracing is completed before lead delivery — eliminating the manual tracing step entirely for most workflows. Explore how to find probate leads.

How often should probate lead data refresh in the CRM?

Daily for new filings, weekly for PDI score and market status updates on active leads, and monthly for lifecycle cleanup — removing leads that have listed with an agent, sold, or gone inactive. Keeping your CRM current on probate data prevents wasted outreach on cases that have already resolved.

Key Terms Glossary

CRM (Customer Relationship Management): Software that manages and tracks interactions with leads and clients throughout the sales lifecycle. In real estate investor workflows, the most common CRMs are Podio, GoHighLevel, REI Reply, REI Blackbook, HubSpot, and Salesforce. Explore probate real estate lead lists.

PDI Score (ProbateData Index): A proprietary 0–100 lead-scoring metric that ranks probate cases by motivation level, equity position, and time-since-filing. Used to prioritize outreach to the highest-probability leads within a larger list.

DNC (Do Not Call) Registry: A federal database listing phone numbers of consumers who have opted out of telemarketing calls. Probate leads must be scrubbed against DNC before phone outreach — ProbateData performs this scrub automatically before delivering skip-traced contacts. Explore probate leads vs. traditional real estate leads.

Skip Tracing: The process of resolving a property owner's name from public deed records to a current dialable phone number, email, and mailing address. Best-in-class accuracy lands at 75–90% reachable rate.

Field Mapping: The process of matching columns in an imported data file (such as a ProbateData CSV export) to the corresponding custom fields in a CRM. Accurate field mapping ensures case numbers, filing dates, and petitioner relationships populate correctly in the CRM record. Explore pricing for monthly county courthouse probate lead lists.

Drip Campaign: An automated sequence of timed outreach messages — letters, emails, calls, or SMS — triggered by lead import or a specific date. In probate workflows, the standard drip sequence runs 45 days from initial contact, with touchpoints at days 1, 7, 14, 21, 30, and 45.