All Forum Posts by: Sharon Vornholt

@John Moore - I understand what you're saying about direct mail being expensive. It is. But you have to remember that these folks have lost someone. They are grieving. And at the same time, they must take care of the "business" of settling the estate which includes selling any property in the estate. 

After doing this for more than a decade, I can tell you cold calling these folks is not the way to go.  They don't like it, and they get upset. The other part of this is that this isn't a "one contact" type of situation. That's why direct mail works so well. You want to send them through a very nurturing series of letters (a direct mail campaign) over time that let's them know that you will be there when they are ready to sell. That might be next month or in a year. Each situation is different. 

You really have to understand the psychology behind probates to be successful in this particular niche.

 @David Wrenn- I’ve specialized in probates for more than a decade. I’ve never found probate attorneys to be particularly helpful. I agree that you can have that as a side strategy (marketing  to probate attorneys), but going straight to the PR will get you deals month after month. We provide a very valuable service to them when they have a distressed property. Pretty houses will be listed. 

It depends on where you live. In some areas the info is online. In other areas it’s in the newspaper. some folks are in areas where they have to go to the courthouse (which should be a last result). You need 4 pieces of information: the name and address of the PR and the deceased. 

Probates have always been my #1 source of leads. They have to sell the property in the estate in almost every case before the heirs can get what they’re inheriting. Thanks for the shout out @McKinley Crowley  

Samuel - You have all the leads online.  Just subscribe to Chicago Deal Vault.  You have resources there that we would love to have.  Reach out to them and ask for a 30 day trial.

Sellers want a quick closing so 3 months is way too long.

I have found after many years of doing this that a professional looking direct mail piece gives you more credibility every single time that something that looks handwritten.

Sellers are much more sophisticated than they were a few years ago.  A strong personal brand is a must.  Marketing is how you get leads. Branding is why they choose YOU. It really is that simple. And, a website is a must.

Awesome @James Perdomo.  I'm sure it will put more money in your pocket. 

Congrats!  Hanging in there and mailing consistently is the secret. Statistically about 81% of your deals will come at or beyond your 5th mailing. Most people quit mailing at or before the 3rd mailing. You want to be the “last man standing”. @James Perdoma. 

@Shaun J. - I am speaking about probate lists specifically.  Other lists can be purchased.  Probates have always been my #1 source of leads.