The top 5 reasons to do probate real estate

Every day I talk with agents that ask me how to obtain more business.  I become concerned when I hear the same questions for the 500th time like:
“What is a good area to farm?”
“How can I get listings?”
“What should I do to market myself?”
“How can I stand out from the crowd with my marketing?”

Well the answer is…..market yourself to a specific niche.  Since I am a probate specialist, I know that probate is an outstanding niche that can generate consistent volumes of listings for years to come!  Here are the top 5 reasons to be in probate real estate today:

#5—There are 76 million Baby Boomers (people born between 1946 and 1964).  Baby boomers have driven the U.S. economy from the start of the baby boom!  They are responsible for everything from the growth of companies like Gerber and Johnson & Johnson back in the mid 20th century, to the explosion of “muscle cars”, the huge infusion of money into the stock market in the 1990s (as they saved for retirement), to the reason health care is in the news every day nowadays!  Well, in 2011, every day about 8,000 people turn 65.  These folks will be downsizing their homes, purchasing second homes, and unfortunately as they age, they will be dying.

#4—More than 1 in 4 Californians are Baby Boomers.  A study from the California Department of Health Services indicated that 27% of Californians are baby boomers.  Again, they are the aging population, and the real estate sales of the future and today.

#3—$6 Trillion in property in the probate courts.  This is such a huge number.  In fact, the experts that came up with this number have indicated that this is more property than all the MLS services in the whole nation!  That is a lot of property! If you are able to obtain a small amount of market share….just a crumb from the pie....you will be able to make a very good living.  One thing to note, no one is saying that all of this property will be sold.  But we know that all the property in the probate courts must be transferred (whether sold or otherwise) into someone else’s name.

#2—80% of probate real estate is free and clear or has a large amount of equity.  Would you like a couple regular sales instead of short sales in this market?  Equity sales are at a premium today and draw lots of buyers really fast.  They are there waiting for you…. you just have to be in the right game to go get them!

#1—Agents with a niche sell more real estate.  The top 10% of all real estate agents have some niche in which they do business.  There are many reasons for it…for example:

• A niche enables you to develop a more compelling sales message. 
• People search for agents based on a certain niche.  We know that most sellers and buyers start their search online.  Many times they start by searching some niche (i.e. googling “probate agents” or “Cheviot Hills real estate” or “Long Beach homes with a pool”)
• Having a niche allows you to focus on 1 area and become an expert over time.  You will eventually be the “go to guy or gal” for that niche.
• Your niche will differentiate you from your competition. 

The funniest part about the niche is that it will increase your business and your referrals outside the niche!!  Imagine that.  It is a strange phenomena, but it is true, so promote yourself as a probate agent and you will find yourself having more short sales, regular  listings, distressed property listings, etc.

“…the kind and courteous professionalism you have extended to me and the party this firm represents. I am particularly mindful that you chose not to exploit the urgency of my request, and instead elected not to charge this firm for your time and resources. Your gesture conveys an understanding of the value of relationships and speaks volumes.”
Lawrence Elkins, Senior Research Analyst
Sands & Associates, A Professional Law Corporation

My job is to help you close more and close faster! I solve real estate problems before they happen!  So try me on your next title order to see the difference!

“My 19 years experience in sales, real estate, lending, title, escrow, and investing provide you with the most comprehensive, proactive solutions to your real estate issues!  If there is a problem in your business, together we can solve it.” 

Kevin Sayles
Your Probate Specialist
VP, Advantage Title
213-364-3810
www.ProbateTitle.com
Informational purposes only.  Consult your own tax, estate planning and legal professional for advice.