Dealing with an inherited property isn’t just a financial decision, it’s an emotional one.

For sellers navigating grief, legal logistics, and family tensions, a “cash offer” is the last thing on their mind.

That’s why most real estate professionals fumble probate deals:
They sell too soon, talk too fast, and forget what the seller’s really going through.

In this guide, you’ll learn:

• How to approach probate leads with empathy (not pressure)

• What language builds trust during sensitive conversations

• Which offer types work best, depending on their situation

• How to turn inherited-property conversations into long-term closings

Because when done right, these are some of the most loyal and grateful sellers you’ll ever work with.

The Emotional Landscape of Inherited Property Sellers

Before you say a word about price, know what they’re carrying.

Sellers in probate are often dealing with:

• The loss of a parent, sibling, or spouse

• Sibling disagreements over the estate

• A house full of memories, and stuff

• Confusion around legal documents and timelines

• Guilt about “letting go” of the property

• Anxiety about being taken advantage of

You are not just competing with other buyers. You’re competing with overwhelm.

How to Make Contact Without Sounding Opportunistic

DON’T say:

“I saw you inherited a property, are you looking to sell it fast for cash?”

Even if your intent is helpful, it feels invasive and cold.

INSTEAD, say:

“Hi [Name], I know this might be a tough time. I help people who are dealing with properties they didn’t plan on owning, especially when they’re navigating probate or inheritance. If I can ever be a resource, even just to walk through options, I’d be glad to.”

Lead with permission, not pressure.

If they’re not ready now, they’ll remember you when they are.

Where to Find Inherited or Probate Leads

Inside Goliath Data

Use filters like:

• “Deceased owner” flag

• “Heirs or next of kin identified”

• No mortgage + long-term ownership

• Owner mailing address different than property address

• Property is vacant, neglected, or has code violations
  
  

You can tag and track these leads automatically, and trigger follow-up campaigns as the situation evolves.

What to Listen For on the First Call

You don’t need a “probate script.” You need situational awareness.

Here are phrases to key in on, and what they actually mean:

How to Build Trust with Probate Sellers

This is where you win, or lose, the deal.

Do:

• Acknowledge the emotional weight of the situation

• Offer to help, even if they don’t sell

• Be patient, but consistent

• Provide clear next steps without pressure

• Let them feel in control

Don’t:

• Push for a number on the first call

• Use phrases like “distressed” or “fire sale”

• Insist on urgency (“We buy houses fast!”)

• Talk down to them about the legal process

You’re not the solution yet. You’re the support.

When and How to Present Offers

Once they’re open to selling, match your offer type to their situation.

Frame the offer around relief, not just price:

“This would allow you to move forward without having to handle repairs, showings, or disagreements about price, and it’s totally on your timeline.”

How to Follow Up Without Being a Nuisance

The timeline for probate deals isn’t days, it’s often months.

So your follow-up should reflect that:

Inside Goliath:

• Create a “probate lead” tag

• Set reminders every 30–45 days

• Automate soft-touch follow-up messages (text, email, postcard)

Sample follow-up message:

“Just checking in, totally understand if you’re not ready yet. If things shift or you just want to talk through options, I’m here.”

You’re not selling. You’re staying relevant.

Inherited Property Deals Aren’t Quick, But They’re Worth It

When done right, these deals create:

• Less competition (you’re the only one listening)

• Higher trust (sellers remember how you made them feel)

• Deeper satisfaction (you’re solving real problems, not just buying a house)

Probate isn’t just paperwork. It’s personal.

So if you can slow down, show up with empathy, and guide them through the fog, you’ll not only get the deal… You’ll earn their trust for a lifetime.