Why Probate Sellers Are Your Best Source of Listings (and How to Turn That Into Real Business)
Jonathan Khorsandi on Sep 29, 2025 posted in Probate Real Estate Leads

If you’ve been in real estate long enough, you know how hard it can be to find motivated sellers in this market. High interest rates, buyers hesitant to give up their 3–4% mortgages, and stiff competition for every listing make it a grind.
That’s why I want you to stop chasing the same leads everyone else is chasing, and start building a pipeline that doesn’t depend on market whims. Probate real estate is one of the most overlooked, consistent, and high-ROI channels you can tap.
Today, I’m handing you a full playbook — the same system I teach top agents — so you can turn probate data into real listings, fast.
The Big Picture: What’s So Different About Probate Sellers
To make this work, you need to understand what really sets probate sellers apart from regular homeowners. That difference is the backbone of your edge.
Regular Sellers
- They have a choice. They might sell, or they might wait.
- Their reasons are life-driven: relocating, upsizing, downsizing, better schools, job change.
- They often delay because of market conditions, mortgage rates, or uncertainty.
- Only 5–6% of homeowners will sell in a 12-month period (per NAR).
- They’re oversaturated: many agents are already farming those neighborhoods.
Probate Sellers
- They generally must sell. Their fiduciary duty as the Personal Representative forces action.
- They have legal and financial responsibilities: pay debts, cover funeral or medical bills, file taxes, distribute inheritance.
- They can’t just wait on mortgage rates — they need to settle the estate.
- Around 90% of probate properties sell within 12 months (many in 4–6 months).
- Competition is far lighter because few agents specialize in probate.
Bottom line: probate sellers aren’t “maybe” — they’re “must.” And that shifts the odds massively in your favor.
The Systematic Edge: How ProbateData Gives You a Head Start
You know the old way: courthouse research, legal newspaper scans, chasing phone numbers, digging through title records. That’s days (or weeks) before you ever talk to someone.
With ProbateData, you skip all that. Here’s what we deliver for you, clean and ready:
- Verified Contact Info
We find and validate phone numbers and emails for the Personal Representative (PR), so you don’t have to. We also flag Do Not Call (DNC) numbers. - Property Insights from CoreLogic
Our data comes straight from CoreLogic — the same source used by escrow, title, and appraisal companies. That means you get trusted ownership, equity, and mortgage details. - Title Matching
We check that the decedent’s name matches the name on title. That ensures the property is indeed part of the estate and will go through probate. - MLS Monitoring
We continuously check if the property has been listed or sold since the probate filing date, so you only work on real opportunities.
You don’t start with a messy spreadsheet — you start with leads that are pre-qualified, updated, and actionable.
The ROI: Why This Isn’t Just a Side Hustle
Let’s do some math (with conservative assumptions):
- Suppose paid leads cost you $80–$150 each via Zillow or PPC.
- Assume it takes 15 leads to get one listing appointment, and 2 appointments to convert one listing.
- That yields a listing cost of about $3,000.
Now compare:
- ProbateData leads cost ~$1.50 each.
- With the same conversion assumptions, you’d need 30 leads → cost = $45 to get a listing.
Even if your win rates aren’t quite as high with probate, the cost differential gives you a huge cushion and makes every deal much more profitable.
Plus, because probate sellers aren’t delaying due to interest rates, this becomes a relatively rate-agnostic pipeline — unlike most of your other lead sources.
The 7-Step Probate Playbook (What You Do, Day by Day)
- Get the Data
Sign up at ProbateData, pick target counties, and start receiving probate case leads. - Import into CRM
Upload leads and tag them “Probate” (or whatever fits your system) for segmentation and tracking. - Leverage the Clean Data
You don’t need to research. We deliver leads with verified contacts, CoreLogic property data, title match, and MLS status. - Run Your Outreach Campaign
Choose your mix — mailers, calls, emails, texts, video — whatever works best for you. Be consistent. - Book the Listing Appointment
Lead with empathy. PRs are dealing with loss and responsibility. Show them how you can make this easier. - Win the Listing
Position yourself as a probate specialist. Walk them through the legal, financial, and sale logistics. - Sell & Close
Price to move. Market aggressively. Because many probate homes are vacant or lightly maintained, showings tend to be easier.
Tips That Separate Hunters from Pretenders
- Don’t give up early. Many PRs take weeks or months to respond. Persistence matters.
- Speak to their stress. They’re worried about estate fees, family disputes, tax deadlines.
- Measure your ROI. Track your cost per listing — it’ll often surprise you.
- Brand your niche. “Your local probate expert” gives you instant authority.
- Stay ethical and compliant. Always respect DNC flags, court sensitivities, privacy concerns.