What Heirs Need to Hear Before They’ll Trust You With a Probate Deal
You must be approaching probate leads with empathy (not pressure). That's how you turn inherited-property conversations into long-term closings.
Austin Beverigde
Tennessee
, Goliath Teammate
Dealing with an inherited property isn’t just a financial decision, it’s an emotional one.
For sellers navigating grief, legal logistics, and family tensions, a “cash offer” is the last thing on their mind.
That’s why most real estate professionals fumble probate deals:
They sell too soon, talk too fast, and forget what the seller’s really going through.
In this guide, you’ll learn:
How to approach probate leads with empathy (not pressure)
What language builds trust during sensitive conversations
Which offer types work best, depending on their situation
How to turn inherited-property conversations into long-term closings
Because when done right, these are some of the most loyal and grateful sellers you’ll ever work with.
The Emotional Landscape of Inherited Property Sellers
Before you say a word about price, know what they’re carrying.
Sellers in probate are often dealing with:
The loss of a parent, sibling, or spouse
Sibling disagreements over the estate
A house full of memories, and stuff
Confusion around legal documents and timelines
Guilt about “letting go” of the property
Anxiety about being taken advantage of
You are not just competing with other buyers. You’re competing with overwhelm.
How to Make Contact Without Sounding Opportunistic
DON’T say:
“I saw you inherited a property, are you looking to sell it fast for cash?”
Even if your intent is helpful, it feels invasive and cold.
INSTEAD, say:
“Hi [Name], I know this might be a tough time. I help people who are dealing with properties they didn’t plan on owning, especially when they’re navigating probate or inheritance. If I can ever be a resource, even just to walk through options, I’d be glad to.”
Lead with permission, not pressure.
If they’re not ready now, they’ll remember you when they are.
Where to Find Inherited or Probate Leads
Inside Goliath Data
Use filters like:
“Deceased owner” flag
“Heirs or next of kin identified”
No mortgage + long-term ownership
Owner mailing address different than property address
Property is vacant, neglected, or has code violations
You can tag and track these leads automatically, and trigger follow-up campaigns as the situation evolves.
What to Listen For on the First Call
You don’t need a “probate script.” You need situational awareness.
Here are phrases to key in on, and what they actually mean:
What They Say | What They Mean |
“We’re still figuring things out.” | They don’t know the legal process yet |
“My siblings aren’t on the same page.” | There’s conflict, be neutral, not pushy |
“We’re just not ready to make a decision.” | They feel rushed and need space |
“We have to clean it out first.” | The physical burden is blocking progress |
“I don’t want to list it, but I don’t know.” | They’re open to off-market if it feels safe |
How to Build Trust with Probate Sellers
This is where you win, or lose, the deal.
Do:
Acknowledge the emotional weight of the situation
Offer to help, even if they don’t sell
Be patient, but consistent
Provide clear next steps without pressure
Let them feel in control
Don’t:
Push for a number on the first call
Use phrases like “distressed” or “fire sale”
Insist on urgency (“We buy houses fast!”)
Talk down to them about the legal process
You’re not the solution yet. You’re the support.
When and How to Present Offers
Once they’re open to selling, match your offer type to their situation.
Seller Situation | Best Offer Type |
Wants simplicity, no repairs | Cash offer, as-is, quick close |
Needs top dollar to split among heirs | Novation or listing referral |
Wants passive income, not full sale | Seller finance (keep monthly income) |
Has tax concerns on the estate | Creative finance with deferred gains |
Frame the offer around relief, not just price:
“This would allow you to move forward without having to handle repairs, showings, or disagreements about price, and it’s totally on your timeline.”
How to Follow Up Without Being a Nuisance
The timeline for probate deals isn’t days, it’s often months.
So your follow-up should reflect that:
Inside Goliath:
Create a “probate lead” tag
Set reminders every 30–45 days
Automate soft-touch follow-up messages (text, email, postcard)
Sample follow-up message:
“Just checking in, totally understand if you’re not ready yet. If things shift or you just want to talk through options, I’m here.”
You’re not selling. You’re staying relevant.
Inherited Property Deals Aren’t Quick, But They’re Worth It
When done right, these deals create:
Less competition (you’re the only one listening)
Higher trust (sellers remember how you made them feel)
Deeper satisfaction (you’re solving real problems, not just buying a house)
Probate isn’t just paperwork. It’s personal.
So if you can slow down, show up with empathy, and guide them through the fog, you’ll not only get the deal… You’ll earn their trust for a lifetime.
