Prospecting deceased or end-of-life owners

[Stephen Bjorgan]

I've located quite a few SFR and a few MF properties where the owners have recently passed. I also have a handful of ‘opportunities' where I understand the owners are terminally ill.

I have no problem identifying the owners, their heirs, or what to offer as possible benefits of a sale. I’m a good listener.

However, I feel emotionally challenged cold calling heirs of the recently deceased or those who might be using their homes as a hospice.

Any tips? I understand quite a few agents use lists of deceased owners as part of their prospecting model. What I can’t quite grasp are appropriate opening statements (Interest Generators) while remaining sensitive to the situation.

Thanks for your tips/brainstorms!