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6 Strategic Ways to Locate Probate Leads and Invest in Probate Real Estate
Lead Generation

6 Strategic Ways to Locate Probate Leads and Invest in Probate Real Estate

February 6, 2026 9 min listen 1 reads

Understanding Probate Real Estate Leads

For real estate professionals looking to diversify their portfolios or secure properties at significant discounts, probate leads represent a high-potential niche. Essentially, a probate lead is a piece of real estate that enters the market following the owner's death. This occurs during the legal probate process, where a court oversees the settlement of the deceased's debts and the distribution of their assets to heirs.

These leads can also arise from divorce settlements. Often, if there is no will or if the beneficiaries have no interest in maintaining the home, the estate's executor may prioritize a quick sale. Because these properties are frequently sold to settle estate liabilities, they are often priced well below fair market value. However, buyers should be aware that probate homes are typically sold “as-is,” meaning the executor may not be aware of specific property defects since they likely never resided there.

6 Proven Methods for Finding Probate Real Estate Opportunities

While the probate market is lucrative, it remains less crowded than traditional listings due to the perceived complexity of the process. Here are six effective strategies for identifying these leads:

1. Scouring Public Courthouse Records

Accessing the probate property list through county records is a reliable, though labor-intensive, method. Because probate filings are public information, you can visit your local courthouse (or check their online portal) to view active files. Look for petitions that list real estate as an asset, then reach out to the estate administrator or executor to express interest.

Additionally, keep an eye on local newspapers and social media. Executors are often legally required or motivated to publish notice of the estate's assets, providing a digital or print trail for proactive investors.

2. Utilizing Dedicated Lead Generation Platforms

If you prefer a more efficient, digitized approach, you can purchase leads from specialized providers. These services aggregate data from various counties, saving you the time of manual research. While these often require a monthly subscription, they provide filtered data tailored to your specific geographic area.

CatalyzeAI: For agents seeking exclusive insights, CatalyzeAI uses predictive analytics based on historical and behavioral data to identify potential sales before they even reach the formal probate stage. It focuses on properties within a 50-mile radius, offering event-driven results that help agents target high-intent sellers.

ListingHub.ai Landing Page Generator: Once you have identified a probate lead, you need a professional way to showcase potential to stakeholders. ListingHub.ai’s landing page tool automatically pulls data from property URLs to create SEO-optimized, shareable pages. It includes a listing-aware AI chatbot to answer visitor questions and integrated lead capture forms. This is best for agents who want a polished web presence for specific estate properties without the cost of a full website redesign. The tool offers a free tier for up to five pages per month.

3. Building a Referral Network

Referral leads are powerful because they often come with built-in trust and zero upfront cost. Inform your Sphere of Influence (SOI)—including friends, family, and past clients—that you specialize in probate properties. They can act as your eyes and ears in the community.

Furthermore, establishing professional relationships with probate and estate attorneys is invaluable. These legal experts are involved long before a property hits the public record. By becoming a trusted partner, you can gain access to leads while the executor is still in the early stages of asset distribution.

4. Establishing Your Authority Through Marketing

If you intend to make probate a cornerstone of your business, you must market yourself as a specialist. Create a professional website and landing pages designed specifically for executors and surviving spouses who may be overwhelmed by the process.

Use tools like Placester to build customizable sites that capture incoming inquiries. Beyond digital efforts, consider traditional marketing like postcards or flyers sent to specific neighborhoods where you have identified aging demographics or recent filings. Tailor your messaging to show that you understand the nuances of selling an inherited home.

5. Partnering with a Certified Probate Real Estate Specialist (CPRES)

A CPRES is a Realtor specially trained in the legalities and timelines of the probate court system. They act as a bridge between the family, the court, and the buyer. Partnering with a CPRES allows you to tap into motivated sellers who are already working with a professional to navigate the legal hurdles. You can find these specialists via LinkedIn or through directories like US Probate Services.

6. Identifying Opportunities at Property Auctions

When heirs cannot reach an agreement, a judge may order the property to be sold at auction. You can find these listings in local newspapers or on county government websites. Be prepared for a competitive environment, as multiple bidders can drive prices closer to market value. Additionally, auctions typically require a significant cash deposit (often 10%) on the spot, usually via a cashier's check. Always perform due diligence on the property's condition before the gavel falls.

The Steps to Purchasing a Probate Property

Buying in probate is more rigorous than a standard transaction, often taking between six and 12 months compared to the typical 60-day closing. The process generally follows these steps:

  • The Offer: Submit a written offer, usually accompanied by a 10% deposit. If accepted, the executor files a Petition for Sale Approval with the court.
  • The Court Hearing: A judge must finalize the sale. During this public hearing, other buyers may attempt to outbid you in a process known as overbidding. You must be prepared to increase your price to secure the deal.
  • Financing and Paperwork: Because probate homes are often distressed, they may not qualify for standard mortgages. Most contracts do not include loan contingencies, so having cash or specialized financing ready is essential.
  • Finalization: Once the judge signs the contract, the sale is locked, and the court completes the remaining probate administration.

The Pros and Cons of Probate Investing

The Benefits: Investors can save significant money, as the sale price must generally be at least 90% of the appraised value—automatically offering a 10% discount. There is also less competition from average buyers who are intimidated by the paperwork, and executors are usually highly motivated to close the deal.

The Risks: The complexity of the court system can result in delays of up to three years in extreme cases. Purchasing “as-is” also means you may inherit unforeseen structural issues or expensive repairs that could impact your profit margins. Furthermore, failing to follow through on the court-mandated process could result in the loss of your deposit.

Frequently Asked Questions

How do I start getting estate leads? You can find leads through public courthouse records and auctions, or by subscribing to digital platforms like US Probate Leads. Networking with CPRES-designated agents and probate attorneys is also highly effective.

Are paid probate leads a good investment? For many, yes. If you lack the time to manually search courthouses, paid leads provide a ready-made list of prospects. The value depends on your ability to follow up consistently and convert those leads into closed deals.

Conclusion

While the barrier to entry is higher due to the legal complexities, probate real estate remains a lucrative niche for those willing to learn the system. By combining public record research, professional networking, and targeted marketing, you can build a consistent pipeline of high-equity investment opportunities.

6 Strategic Ways to Locate Probate Leads and Invest in Probate Real Estate
0:00 / 8:38
Host 2: Welcome back to The Edge. I’m your host, and today we’re diving into a niche that a lot of agents talk about in hushed tones, but frankly, most are too intimidated to actually touch.We’re talking about probate real estate.
Host 1: Glad to be here. You’re right—people treat probate like it’s this dark art or something.In reality, it’s just one of the most consistent ways to find motivated sellers if you’re willing to put in a little more legwork than the guy next to you.
Host 2: Joining me is Mike, a veteran in the space who’s built a massive chunk of his business around these types of deals. Mike, thanks for jumping on.
Host 1: Think of it as a house in transition. When someone passes away, their stuff—their "estate"—doesn't just vanish. It goes through a court-supervised process called probate.
Host 2: So, let’s start at the beginning for the listeners who might be hazy on the term. What are we actually talking about when we say a "probate lead"?
Host 1: This is where the court makes sure the deceased’s debts are paid and the assets get to the right heirs. Very often, the biggest asset is a house.And here’s the kicker: the heirs frequently don't want the house. They want the cash.
Host 2: It sounds a bit like a distressed sale, but not necessarily because of the building’s condition, right?
Host 1: Or maybe there are three siblings and they can’t all live in one bungalow, so they have to sell. That’s your lead.
Host 2: And I’ve heard you can get these for a steal. Is the "90% rule" a real thing?
Host 1: Exactly. It’s "situational distress." Now, the house might be a bit dated—maybe it hasn't been touched since 1974—but the real motivation is the legal and emotional pressure to close the estate.
Host 2: Okay, so the "why" makes sense. High motivation, built-in equity. But how do we actually find these? It’s not like there’s a "Probate" filter on the MLS.
Host 1: Oh, and you’ll also see similar vibes in divorce settlements where the court orders a sale. The goal for the executor—the person in charge of the estate—is usually speed and certainty over squeezing out every last penny.
Host 2: Like, literally walking into the county building?
Host 1: It’s a great rule of thumb. In many jurisdictions, the court won't even look at an offer that’s less than 90% of the appraised value.
Host 2: That sounds like a lot of manual labor. Is there a way to automate this for those of us who aren't trying to spend our Tuesdays at the courthouse?
Host 1: So right out of the gate, you’re often looking at a built-in 10% discount compared to a traditional retail listing.
Host 2: Speaking of tech, once you find the lead, how do you approach them? You can’t just send a generic "I buy houses" postcard to someone who just lost a parent.
Host 1: But—and this is a big "but"—you’re buying it "as-is." The executor probably hasn't lived there in twenty years, if ever.They won't know if the roof leaks or if there’s a family of raccoons in the crawlspace.
Host 2: I’d imagine networking plays a huge role here too. Who are the "gatekeepers"?
Host 1: You’re trading a lower price for higher risk on the property condition.
Host 2: I’ve also seen people mention "CPRES." What’s that about?
Host 1: Man, I wish there was! No, you have to be a bit of a detective. There are really six ways I tell people to look at this. The old-school way—and it still works—is the courthouse.
Host 2: And what about auctions? Is that where the real bargains are?
Host 1: Literally. You go to the clerk’s office and ask for the probate filings. These are public records. You’re looking for petitions for probate that list real property.It’s tedious, it’s dusty, and you’ll get paper cuts, but it’s the rawest data you can get.
Host 2: Let's walk through the actual transaction. I’m assuming this isn't your standard 30-day close?
Host 1: Some counties have moved this online, which is a godsend. You also want to keep an eye on the legal notices in the back of the local newspaper. Executors are often legally required to publish a notice to creditors.
Host 2: A year? Why so long?
Host 1: That’s a massive "flash across the sky" for an investor.
Host 2: And what happens at the hearing? Is that just a formality?
Host 1: Absolutely. We live in the future, right? There are lead gen platforms that do the heavy lifting for you.Some services just aggregate the data, but if you want to get fancy, there’s stuff like CatalyzeAI. They use predictive analytics.
Host 2: That sounds stressful. What about financing? I’m guessing a standard FHA loan isn't going to cut it?
Host 1: Instead of waiting for the court filing, they look at behavioral data to predict who *might* need to sell soon. It’s like having a crystal ball for your 50-mile radius.
Host 2: So, looking at the big picture—why do this? Give me the "Pros" list.
Host 1: You hit the nail on the head. Tone is everything. You need to look like a professional solution, not a vulture. I use landing page generators—like ListingHub.ai—to create specific pages for these properties.
Host 2: And the "Cons" or the "Cautionary Tales"?
Host 1: It allows you to present a polished, empathetic image.You can showcase what you can do for the estate, provide answers via AI chatbots for the heirs who are overwhelmed, and capture leads without having to build a whole new website.
Host 2: If an agent is listening to this and wants to get started today—like, this afternoon—what’s the first move?
Host 1: It’s about building authority quickly.
Host 2: Solve the headache, get the lead. I love it. Mike, this has been incredibly insightful. Probate isn't as scary when you break it down like this.
Host 1: Your best friends are the probate attorneys. These guys are in the room when the family is deciding what to do.
Host 2: Thanks for joining us. For our listeners, we’ll have links to some of the tools Mike mentioned—like CatalyzeAI and ListingHub—in the show notes. We’ll see you on the next episode of The Edge.
Host 1: If you can become the "go-to" guy for an attorney—the one they know can close quickly and handle the headaches—they’ll start feeding you leads before they ever hit the public record.Also, don't ignore your own Sphere of Influence.
Host 1: Tell your friends and past clients you specialize in this. You’d be surprised how many people are sitting on an inherited property and just don’t know where to start.
Host 1: That stands for Certified Probate Real Estate Specialist. It’s a designation. If you aren't one, find one and partner with them.They know the timelines, the legal jargon, and the court requirements inside out.
Host 1: It’s like having a specialized navigator on a ship.
Host 1: Auctions are the "Level 10" of probate.When the heirs can’t agree on anything, the judge basically says, "Fine, we’re selling it on the courthouse steps." You can find some incredible deals there, but it’s the Wild West.
Host 1: You need a cashier's check in hand—usually 10% of the bid—right then and there. And the competition can be fierce. It’s not for the faint of heart.
Host 1: (Laughs) Oh, definitely not. If you’re used to the standard 30 or 60-day residential cycle, probate will test your patience. We’re talking anywhere from six months to a year.
Host 1: Because you aren't just dealing with a seller; you’re dealing with the court. Here’s how it usually goes: You make an offer. The executor accepts it.But then, they have to file a "Petition for Sale" with the court.
Host 1: Then you wait for a hearing date.
Host 1: Not always! This is the part that surprises people. In many states, the hearing is public.
Host 1: It’s called the "overbid process." You might show up thinking you’ve got a deal, and then some other investor stands up in the back of the courtroom and outbids you by $5,000.It’s like a mini-auction in front of a judge.
Host 1: You have to be ready to defend your deal by bidding higher.
Host 1: Correct. Most of these properties won't meet the "habitable" standards for a traditional mortgage. Plus, probate contracts rarely have loan contingencies.
Host 1: If you say you’re buying it, and your bank backs out, you’re likely losing that 10% deposit you put down. You really need to be coming in with cash, hard money, or a very specialized line of credit.
Host 1: The pros are simple: Equity and Competition. You’re often buying at a significant discount—usually at least 10% off appraised value, but often much more if the property is in rough shape.
Host 1: And because the process is slow and "scary" to average agents, your competition is way lower. Most people just want the easy "turn-key" listings.
Host 1: The delays are the big ones. I’ve seen cases drag on for three years because of family feuds or title issues. And again, the "as-is" nature.
Host 1: If you don't do your due diligence and it turns out the house needs a $50,000 foundation repair, that's your problem now. The court doesn't give refunds.
Host 1: I’d say two things. First, look up your local county’s probate court website and see if you can access recent filings. Just get a feel for the names and the types of properties.Second, start reaching out to one or two estate attorneys.
Host 1: Don't ask for business right away—just ask them what their biggest headache is when it comes to disposing of real estate. If you can solve their headache, you’ve got a business.
Host 1: It’s just another tool in the belt, man. For anyone willing to learn the rules of the game, it’s a goldmine.