When a homeowner passes away and leaves behind real estate, it doesn’t always end in a peaceful inheritance.

Sometimes, it ends in chaos.

Multiple heirs. Conflicting agendas. Legal limbo.

And an opportunity for the investor or agent who knows how to navigate the emotional, legal, and strategic layers of the deal.

These aren’t just probate leads.

They’re high-equity, high-emotion properties where motivation is often buried beneath confusion.

In this guide, we’ll walk you through:

• Why these leads are worth targeting (and why others avoid them)

• What makes these sellers unique

• How to structure your marketing so heirs trust you

• Messaging that gets callbacks even when things feel “stuck”

• Ways to move the deal forward, even without full alignment

Let’s talk about how to win the deal and respect the dynamic.

Why These Leads Are Worth the Extra Effort

Inherited homes with multiple heirs can be:

• Free and clear (the mortgage was paid off decades ago)

• Vacant (racking up holding costs)

• Under-maintained (no one wants to deal with the hassle)

• Delayed in probate (and the family’s losing patience)

• Emotionally draining (because everyone has a different opinion)

Most wholesalers avoid them. Why?

• Too many cooks in the kitchen

• Unclear decision-makers

• Family drama

• Slow timelines

But for you?

It’s a chance to solve a real problem, and get rewarded for your emotional intelligence, not just your offer price.

Step 1: Understand the Heir Dynamics Before You Market

Not all heirs are created equal.

There’s usually:

• The initiator (the one who calls you)

• The resistor (the one who doesn’t want to sell)

• The silent partner (along for the ride)

• The legal decider (executor or administrator)

Your goal: figure out who’s who, fast.

You’re not marketing to a “property.” You’re marketing to a family in transition.

Step 2: How to Tailor Your Marketing to Heirs

Language that earns trust (not skepticism)

Avoid “I buy houses” clichés.
Instead, speak to the situation:

“Inherited a home with your siblings and unsure what to do next?”

“Tired of paying for a property that no one’s using?”

“We help families turn inherited homes into a simple, fair outcome.”

Keep it empathetic. Specific. Problem-solving.

Postcards or letters that speak to the emotional weight

Use these key phrases:

• “No pressure to decide right away”

• “We’ve worked with families just like yours”

• “We can work around multiple schedules and timelines”

• “You don’t have to clean it out before we make an offer”

These details show you understand what they’re really going through.

Follow-up cadence built for slow group decisions

Expect the process to drag.
Multiple heirs = multiple calendars = delayed replies.

Use Goliath to automate a longer tail follow-up:

• Day 1: Mail or call from your list

• Day 3: Friendly voicemail with empathy-driven hook

• Day 7: Text asking, “Just checking in, any updates on family discussions?”

• Week 2: Share an article or video: “How to sell inherited property without conflict”

• Week 3: Offer to hop on a call with multiple parties present

• Week 4: Circle back with a new offer option (leaseback, creative terms, etc.)

It’s not about pushing.

It’s about staying present until the dust settles.

Step 3: What to Say When the Heirs Aren’t Aligned

Let’s say you’re talking to the initiator, but the rest of the family is split.

Here’s what not to say:

• “Well, someone’s gotta make a decision.”

• “It’s a waste to just sit on it.”

• “I can only keep this offer open for 3 days.”

Here’s what to say instead:

“Totally understand, these situations are never simple. I’m happy to walk through all the options with whoever wants to be involved. We’ve worked with families before where it took a few calls to get everyone on the same page.”

This lowers the pressure and positions you as a helpful third party, not a shark.

Step 4: Creative Ways to Move the Deal Forward

Not every deal will be a clean cash close.

Here are tools that can help you keep things moving:

Partial agreement strategies

If one heir is holding things up, you may be able to:

• Get a written agreement from the majority

• Use a partition action (as a last resort)

• Work with the estate attorney to structure delayed disbursements
  
  
  

Multiple offer options

Give heirs options that match different priorities:

• Cash offer (for speed)

• Creative terms (for tax deferment)

• Listing referral (for the top-dollar sibling)

• Leaseback (for the heir still living there)

You’re not just pitching. You’re helping them choose a path.

Win the Family, Not Just the Deal

Inherited properties with multiple heirs are more than financial assets.

They’re emotional landmines.

The investor who shows up with empathy, patience, and clear options will win deals the competition never even saw coming.

Because at the end of the day, families don’t just want the highest offer…

They want a process that doesn’t tear them apart.

Be the one who offers that, and you’ll never be short on leads again.