Probate Letters

[Robert Burns]

I'm developing my probate real estate investing strategy and there is one point where controversy is rampant.  This is does the letter to the PR contain condolences or just get straight to the point about wanting to buy the property in the estate?  Since I don't know the deceased are my condolences insincere and should I just get to my point about buying the property since the heirs are probably more interested in that?

[Rick H.]

I don't think you do. Many people who start mailing believe so. They are misinformed.

The only reason people feel compelled to include a condolence is because they feel guilty about not including one, like its a social obligation.

The problem is that new mailers don't know how to enter the conversation that is occurring inside the mind of the PR! 

I've been working probated for 25+ years. It's what I do. 

I've tested this and come to the conclusion that very, very few people who dealing with an estate are grief stricken and those who are will be unable to make a decision to do business with you. So, you must find a way to address the issues and specific problems that they are currently encountering and become an insider. 

But very few of you will believe me, take my advice and implement a different marketing message. 

And so, in six months time, (probably a lot less) you will be frustrated at your lack of traction, conversion and Dealflow and will do something else like absentee owners. 

And I thank you because you make my job so much easier!