From Uncertainty to Opportunity: The Pre-Probate Advantage

Pre-probate leads find properties where the owner has recently passed, but no probate case has been filed yet. Essentially, we compile an obituary list and then merge it with ownership information and ancestry records to identify the next of kin. 

It’s important to recognize that not all inherited properties go through the court-supervised, carefully choreographed steps of the probate process. A staggering number of forward-thinking and compassionate parents have set up a living trust to avoid the probate court, attorneys’ costs, delays, and litigation. 

Another common scenario is a joint tenancy. When one joint tenant dies, their share automatically goes to the surviving joint tenant(s), and probate is therefore circumvented. 

It’s been said that the early bird gets the worm. 

By accessing pre-probate leads, real estate professionals have a short window of time where:

• Heirs are gathering information

• Decisions haven’t been made

• Attorneys may not yet be involved

• No listing agent has been selected

Pre-probate marketing allows real estate brokers and agents to make an early introduction to build rapport with beneficiaries and educate them on their options in selling the inherited home. 

Pros and Cons of pre-probate lists

In many cases, the beneficiaries may not want to sell – not just yet, anyway. Maybe the decision maker who is responsible for winding down the earthly affairs of a loved one is just too busy with 99 other things to do with other pressing tasks. Oftentimes, there is a living spouse who wants to continue living in the house. That said, perhaps four, six, or twelve months down the road, the timing is better for the widow or widower sell, and the spouse wants to build a new chapter in life, maybe to get closer to the kids. 

Repetition is key in any direct marketing campaign and is especially important when reaching out to families who have varying timelines to part with the home. 

Contrast pre-probate data with actual courthouse-compiled probate records. We can say with a greater degree of certainty that the Personal Administrator is motivated to sell the home to pay taxes, debts, legal costs, and other urgent expenses to settle the estate.

Since many inherited properties avoid probate, there are more pre-probate records than there are probate leads, giving real estate professionals a larger pool of contacts to prospect. 

Parting thoughts

In short, pre-probate leads appear before a probate case is filed with the court. These early-stage opportunities have considerably less competition. Probate leads are filed at the courthouse, and while there is often a greater sense of urgency to sell the estate home, real estate professionals may encounter increased competition in certain markets. 

Whatever your objective, Conexus Market Advisors can build a responsive list of motivated sellers and provide experience-driven advice on how to craft the messaging that resonates with them.