Consistent opportunities: how to stay in touch
Short answer: Organize your data and keep in touch every month. Sort probate leads into three groups, because each has a different timeline: those who live at the same address as the person who passed, those who live locally, and those who live out of the area. Mail, call and retarget in any order, but stay present.
What does consistent mean here?
In a distressed-property niche I've found it works best to invest in data each month, load it into Google Sheets, use Google Apps Script automations, and send mail consistently, addressed to the personal representative by name. Mail, call, and retarget online in any order. The key is to be present and stay in touch.
Why sort leads into three groups?
Each group is on a different timeline, so each needs a different conversation at a different time.
- Out of area. Executors who live away often need local help. Give them more support, with a plan that includes mail, phone, email, and online content.
- Local. These are often relatives or close friends who are less rushed. Offer practical help: for example, general information about securing a vacant house or about vacant-home insurance. Don't dismiss them if they already have an agent, because circumstances change.
- Same address. A spouse or family member still living in the home may be grieving. Give them space, and use gentle, long-term contact such as helpful content and retargeting.
Where should the data come from?
I've gone to the courthouse myself and hired others to go. I've found online sources, but free data is often incomplete, and it takes time to verify. Many agents find a reliable paid service so that their time goes to conversations. Whatever you choose, check how the data may legally be used.
Why the long game?
In probate there is often less urgency than with an expired listing, but that doesn't mean you can wait. If you lead with empathy and a long-term view, and you start giving value early, you earn trust. Families often reach out after several touches, not after one.
How do you plan your budget?
Mailing is not cheap. Decide how much you can spend each month, and plan for several months of costs before you see results. If your budget is small, start with phone calls and handwritten notes. Personal, consistent messages tend to stand out more than volume.
Try this week
- Sort your list into out of area, local, and same address.
- Choose one touch for each group this month (mail, call, or content).
- Keep a simple sheet with the date of every contact.
Questions people ask
How often should I mail the same person?
There is no single answer. Keep it respectful, honor opt-outs, and watch how people respond.
Is a handwritten note worth it?
Many people find handwriting more personal. Try it with a small group first.
What do I do about returned mail?
It may signal a vacant house. Note it, and consider other ways to reach the family.
Watch this lesson, or talk it through.
The video is in the free course. Or book a 21-minute call.
This lesson is educational. Results depend on your niche, your effort, and your follow-up. Nothing here is legal advice, and nothing here promises leads, listings, clients, or income.