Estate Professionals Mastermind - Probate and Senior Real Estate Podcast

Probate can feel slow when families hesitate, attorneys need updates, and cases hit a slowdown over paperwork. If this continues to happen in your workflow, then your marketing system needs to carry more of the weight.

This coaching call walks through practical moves that keep probate real estate marketing steady. You’ll see how bond requirements, partition issues, mailers, attorney outreach, and follow-up systems fit together so your pipeline stays active even when individual cases pause.

If you want clearer steps for building referral lines with attorneys, improving your lead flow, and expanding into new probate markets, then this session gives you a direct look at what to focus on next.

What You'll Learn: 

These timestamps demonstrate how they shift an attorney’s perception of you from “another realtor or investor” to “someone who understands my world.”

19:50 “How often do families run into issues with probate bonds?”

36:00 “What happens when four heirs disagree, and three want their portion right away?”

49:03  “What is your business costing you in time and money?”
This will help you think from an operator to a business owner.

59:59 “What does an ISA usually cost?”
( Not just the hourly rate but the opportunity cost. )

These reframes leverage so you stop doing everything yourself and start moving like someone who runs a business, not someone who’s buried in one.

Watch the call to see how these pieces connect and what you can apply today.

🔵 Start Building Your Probate Real Estate Expertise:

Want to Close 2 Probate Deals a Month? 
👉 Get this free mini-training now: https://courses.probatemastery.com/Close-2-Probate-Deals-Every-Month

Probate Mastery Certification Course (Agents + Investors): Learn how to speak to any probate lead and offer solutions your competition doesn’t.
👉 https://probatemastery.com

E.A.R.N. – Earn Attorney Referrals Now: Build relationships that matter, the smart way.
👉 https://probatemastery.com/earn-attorney-referrals-now-course-pricing/

Advanced 1-on-1 Coaching: Get custom help scaling your probate real estate business.
👉 https://probatemastery.com/discovery-call/

💬 Drop a comment with your thoughts or questions.
👍 Like, subscribe, and hit the bell for more real-world probate business strategies.

📺 ABOUT OUR CHANNEL
Probate Mastery is your go-to channel for probate real estate expertise. Whether you're an agent or investor, we share expert advice, strategies, and tools to help you grow your probate business.

📍 Check out our channel:
https://www.youtube.com/@realestateinprobate

✅ Subscribe so you don’t miss the next video!

📬 CONNECT WITH US
Website: https://probatemastery.com
Email: [email protected]
Facebook: https://www.facebook.com/ProbateMastery/
Instagram: https://www.instagram.com/coachbrucehill/
Podcast: https://estateprofessionalsmastermind.buzzsprout.com/share

Learn more at www.probatemastery.com

Probate real estate referrals are built on trust.

In this coaching call, Bill Gross breaks down how he’s built long-term referral pipelines with probate attorneys, vendors, and other professionals in his local market.
He explains how to set clear daily goals, approach attorneys without pressure, and stay consistent even when cases move slowly.

You’ll also learn how to use AI to simplify your follow-ups, organize your outreach, and keep your touchpoints personal, not robotic.

⏱ Timestamps
0:11:15 — How to nurture relationships with attorneys
0:24:11 — What to say when approaching attorneys and starting conversations
0:48:18 — How to identify ways to help attorneys or potential vendor partners beyond real estate deals

If you’ve been trying to grow your probate business through better relationships and systems, this call gives you a clear direction to start.

🔵 Start Building Your Probate Real Estate Expertise:

Want to Close 2 Probate Deals a Month ? 
👉 Get this free mini-training now: https://courses.probatemastery.com/Close-2-Probate-Deals-Every-Month

Probate Mastery Certification Course (Agents + Investors): Learn how to speak to any probate lead and offer solutions your competition doesn’t.
👉 https://probatemastery.com

E.A.R.N. – Earn Attorney Referrals Now: Build relationships that matter, the smart way.
👉 https://probatemastery.com/earn-attorney-referrals-now-course-pricing/

Advanced 1-on-1 Coaching: Get custom help scaling your probate real estate business.
👉 https://probatemastery.com/discovery-call/

💬 Drop a comment with your thoughts or questions.
👍 Like, subscribe, and hit the bell for more real-world probate business strategies.

📺 ABOUT OUR CHANNEL
Probate Mastery is your go-to channel for probate real estate expertise. Whether you're an agent or investor, we share expert advice, strategies, and tools to help you grow your probate business.

📍 Check out our channel:
https://www.youtube.com/@realestateinprobate

✅ Subscribe so you don’t miss the next video!

📬 CONNECT WITH US
Website: https://probatemastery.com
Email: [email protected]
Facebook: https://www.facebook.com/ProbateMastery/
Instagram: https://www.instagram.com/coachbrucehill/
Podcast: https://estateprofessionalsmastermind.buzzsprout.com/share

Learn more at www.probatemastery.com

There isn’t one formula for a Probate Real Estate Business...there’s a landscape.

Some agents lead with relationships and build steady referrals.
Others prefer systems: consistent mail, structured calls, or ISAs managing first contact.
Each path works for a different reason, shaped by personality, timing, and focus.

In this discussion, Bruce Hill maps out five approaches that agents are using right now to build predictable probate pipelines:

1️⃣ Referral-based partnerships
2️⃣ Mail-focused outreach
3️⃣ Call-forward strategies
4️⃣ Combo models blending mail and calls
5️⃣ Automated ISA setups for scale

You’ll hear where each model fits, what challenges come with it, and how other agents shape their business around it.
By the end, you’ll know which setup makes the most sense for how you actually like to work.

⏱️ Timestamps

4:23 — Different Business Models
Overview of how five models fit into the Probate Real Estate Business landscape.

28:36 — ISA Valuation & KPIs
How performance tracking keeps ISA roles fair and productive.

47:44 — When Clients Can’t Afford Maintenance
How service-first gestures build credibility that leads to listings later.


🔵 Start Building Your Probate Real Estate Expertise:

Want to Close 2 Probate Deals a Month ? 
👉 Get this free mini-training now: https://courses.probatemastery.com/Close-2-Probate-Deals-Every-Month

Probate Mastery Certification Course (Agents + Investors): Learn how to speak to any probate lead and offer solutions your competition doesn’t.
👉 https://probatemastery.com

E.A.R.N. – Earn Attorney Referrals Now: Build relationships that matter, the smart way.
👉 https://probatemastery.com/earn-attorney-referrals-now-course-pricing/

Advanced 1-on-1 Coaching: Get custom help scaling your probate real estate business.
👉 https://probatemastery.com/discovery-call/

💬 Drop a comment with your thoughts or questions.
👍 Like, subscribe, and hit the bell for more real-world probate business strategies.

📺 ABOUT OUR CHANNEL
Probate Mastery is your go-to channel for probate real estate expertise. Whether you're an agent or investor, we share expert advice, strategies, and tools to help you grow your probate business.

📍 Check out our channel:
https://www.youtube.com/@realestateinprobate

✅ Subscribe so you don’t miss the next video!

📬 CONNECT WITH US
Website: https://probatemastery.com
Email: [email protected]
Facebook: https://www.facebook.com/ProbateMastery/
Instagram: https://www.instagram.com/coachbrucehill/
Podcast: https://estateprofessionalsmastermind.buzzsprout.com/share

Learn more at www.probatemastery.com

In this call, the community dove deep into probate prospecting  and what really happens when you start practicing the conversations that move your business forward.

If your delivery feels off, it’s usually not because you don’t know what to say.
It’s because you haven't learned how to say it yet.

Bruce explains how to teach yourself through a simple practice called “chanting.”
If you repeat your key lines until they sound natural,  then you stop second-guessing yourself.
If you stop second-guessing yourself,  then you start sounding confident without even trying.

That’s how every great probate conversation starts...not from memorizing scripts, but from installing  the main idea, tone, and trust in your voice.

You’ll discover:
➡️ How to talk to probate leads with confidence
➡️  Why short, practiced lines build more trust than long scripts
➡️  The 3 questions that keep every probate conversation flowing
➡️  How to turn repetition into real communication skill

Hot take / Q and A :

→ 18:33 How to go about phone prospecting and avoid being flagged as a spammer
→  32:27 What goes into a probate information package ? Do you have separate packages as a realtor and as an investor ?
→ 57:24 How to approach an executor who wants to hire you when their attorney suggests another agent?

1:02:22 → the difference between the first-touch letter and the special nurture/follow-up to send once a seller’s gave a hint of selling plus the timing in sending those letters 


🔵 Start Building Your Probate Real Estate Expertise:

Want to Close 2 Probate Deals a Month ? 
👉 Get this free mini-training now: https://courses.probatemastery.com/Close-2-Probate-Deals-Every-Month

Probate Mastery Certification Course (Agents + Investors): Learn how to speak to any probate lead and offer solutions your competition doesn’t.
👉 https://probatemastery.com

E.A.R.N. – Earn Attorney Referrals Now: Build relationships that matter, the smart way.
👉 https://probatemastery.com/earn-attorney-referrals-now-course-pricing/

Advanced 1-on-1 Coaching: Get custom help scaling your probate real estate business.
👉 https://probatemastery.com/discovery-call/

💬 Drop a comment with your thoughts or questions.
👍 Like, subscribe, and hit the bell for more real-world probate business strategies.

📺 ABOUT OUR CHANNEL
Probate Mastery is your go-to channel for probate real estate expertise. Whether you're an agent or investor, we share expert advice, strategies, and tools to help you grow your probate business.

📍 Check out our channel:
https://www.youtube.com/@realestateinprobate

✅ Subscribe so you don’t miss the next video!

📬 CONNECT WITH US
Website: https://probatemastery.com
Email: [email protected]
Facebook: https://www.facebook.com/ProbateMastery/
Instagram: https://www.instagram.com/coachbrucehill/
Podcast: https://estateprofessionalsmastermind.buzzsprout.com/share

Learn more at www.probatemastery.com

Learn how to fix your real estate pipeline by integrating probate leads.
In this clip, Bruce Hill explains the psychology of conversations that reveal real estate opportunities without sounding pushy. You’ll discover how to ask questions that align people with the info you need, filter prospects faster, and build a consistent probate lead system that compounds over time.

Highlights:

⇢ 3:12 Basic Rules For Adding People To Your Pipeline 
( How to know who belongs in your pipeline so you don't waste time  on unqualified leads ) 

⇢ 12:31 Going to the courthouse for free leads and sitting through court hearings to build mastery and local authority 

⇢ 15:38 Different Conversation Approaches In Probate 

⇢ 19:59 How many leads you need to build a reliable pipeline ( Bruce breaks down 400 raw → 100 conversations → 50 active proposals )

⇢ 23:40 The psychology Bruce uses to get sellers to tell him an indication if there's real estate ( and lead them to say exactly what he needs to know ) 

⇢ 26:46 About home insurance and no trespassing rules 

⇢ 32:45  Questions That Are Impossible To Reject 

⇢ 50:00 What Probate Mastery Teaches 

🔵 Start Building Your Probate Real Estate Expertise:

Want to Close 2 Probate Deals a Month? 
👉 Get this free mini-training now: https://courses.probatemastery.com/Close-2-Probate-Deals-Every-Month

Probate Mastery Certification Course (Agents + Investors): Learn how to speak to any probate lead and offer solutions your competition doesn’t.
👉 https://probatemastery.com

E.A.R.N. – Earn Attorney Referrals Now: Build relationships that matter, the smart way.
👉 https://probatemastery.com/earn-attorney-referrals-now-course-pricing/

Advanced 1-on-1 Coaching: Get custom help scaling your probate real estate business.
👉 https://probatemastery.com/discovery-call/

💬 Drop a comment with your thoughts or questions.
👍 Like, subscribe, and hit the bell for more real-world probate business strategies.

📺 ABOUT OUR CHANNEL
Probate Mastery is your go-to channel for probate real estate expertise. Whether you're an agent or investor, we share expert advice, strategies, and tools to help you grow your probate business.

📍 Check out our channel:
https://www.youtube.com/@realestateinprobate

✅ Subscribe so you don’t miss the next video!

📬 CONNECT WITH US
Website: https://probatemastery.com
Email: [email protected]
Facebook: https://www.facebook.com/ProbateMastery/
Instagram: https://www.instagram.com/coachbrucehill/
Podcast: https://estateprofessionalsmastermind.buzzsprout.com/share

Learn more at www.probatemastery.com

In this coaching call, Bruce Hill and the Estate Professionals Mastermind community break down exactly how to use omni channel probate real estate marketing to stay everywhere  from mailers to short-form videos to attorney interviews without burning through your budget or sounding pushy.

You’ll learn how to:
-Build trust with families, attorneys, and local partners through consistent visibility
-Combine direct mail, video marketing, and outreach into one unified system
-Leverage omnichannel probate real estate marketing to position yourself as the go-to expert in your market
-Create inbound opportunities that make sellers and attorneys come to you

Whether you’re a new realtor or an experienced investor, this approach will help you attract more listings, referrals, and closings  all through a smarter, more human marketing strategy.

Highlights and Resources:
1:26 How to spot the 70 % of leads that hold real-estate and how to know which half are ready to sell.
4:04 How to stay top-of-mind with families, attorneys, and your market using omni-channel marketing that keeps you everywhere ... from letters to video to attorney interviews.
47:41 How to Interview a Probate Attorney
(Here’s how to lead the conversation with the right questions so it stays valuable for your audience and market.)
53:32 How to craft your USP and use real-time comparables + absorption-rate data building a listing presentation backed by absorption rates, comparable sales, and local market context

➡️ Resources mentioned:
Market Absorption Rate Analysis
Comprehensive Market Analysis & Competitive Positioning Tool :  https://claude.ai/public/artifacts/21...
Close Every Listing Appointment With This Real Estate USP :  https://probatemastery.com/is-your-re...

Learn more at www.probatemastery.com

Probate Process  confusion doesn’t just slow you down...it stops client relationships before they even start.

👉 Families often believe probate is “finished” the moment Letters of Testamentary are issued.
👉 Agents are challenged on what to say or do next when objections pop up because they don’t fully understand the next steps.
👉 Investors walk away from deals simply because they don’t know where the estate stands in the process.

In this episode, Bruce walks you through the probate journey step by step...from the first petition to final distribution. You’ll see how it really works, the mistakes families and pros often make, and how you can guide families with better knowledge and confidence.

[[Disclaimer: This content covers the probate process in general terms. Specific rules can vary by state and situation. Always consult a qualified tax professional or estate attorney for guidance on your particular case.]]

02:05 What probate really looks like for an average client 
04:47 Filing the petition & first court date (will vs. no will)
07:15 Appointment of the Personal Representative & Issuance of Letters Testamentary (what they actually mean), followed by setting up the estate as its own legal entity.
10:44 Notices & creditor deadlines
12:56 Inventory & valuation/appraisal (why step-up basis matters for taxes)
 23:54  Financial management ( collect income owed to the estate , pay expenses ,  review and pay creditors , sell assets if necessary 
26:39 Court Reporting ( including what the estate owed and money owed to the estate, what has been done , what has not been done, what are you gonna do next, what assets are left, what's been sold...etc  ) 

28:17  Tax Obligations 

29:23 The biggest mistakes families make when selling real estate in probate and why truly understanding the process gives you an edge to guide them better, especially when so many (even competitors) get it wrong.

👉🏼👉🏼👉🏼  KEY PROBATE STEPS (Through the POV of the Family Member or Executor)

→ STEP 1: APPLY FOR PROBATE

→ STEP 2: GO TO YOUR FIRST HEARING

→ STEP 3: SET UP THE ESTATE LEGALLY

→ STEP 4: PUBLISH A NOTICE TO CREDITORS

→ STEP 6: FINANCIAL MANAGEMENT

→ STEP 7: COURT REPORTING

→ STEP 8: TAX OBLIGATIONS

→ STEP 7: FINAL ACCOUNTING

→ STEP 8: DISTRIBUTION & CLOSING

Learn more at www.probatemastery.com

In our most recent probate coaching call, we focused on cold calling and broke down how to handle the most common roadblocks like “We’re already done with probate” or “Just give me an offer.”

You’ll learn how to:

00:51 – Objection: “We’re almost done with probate, I don’t need anything.”
👉 Learn how to label and reframe this stall so you don’t lose the deal. (Ex: “It sounds like you’ve buttoned up most of the admin work…” → watch them open up.)

07:51 – Objection: “I already have everything done.”
👉 Flip this dreaded line into a two-option close where they agree to keep talking without even realizing it.

20:16 – The Most Dreaded Responses
👉 Discover how to turn objections into questions that give you permission to keep the conversation alive.

23:39 – “Where did you get my info?”
👉 A simple, short response that redirects control of the conversation back to you.

28:13 – The Call Sequence Secret
👉 How far apart should your probate calls really be? Learn the timing strategy that maximizes callbacks.

40:21 – What’s in the Email Package?
👉 The exact value-stack email template you can send when someone asks for more info without overwhelming them.

47:56 – How Many Times Should You Call?
👉 The truth about persistence vs. pestering when working probate leads.

51:09 – Texting & Voicemails: Do They Work?
👉 Bruce’s breakdown on why follow-up texts and voicemails matter (and how to do them without sounding desperate).

57:22 – Winning on the First Call
👉 Why your first call should focus on a small, easy win that sets up every future touchpoint.

1:06:20 – The “Just Give Me an Offer” Objection
👉 Scripts to pivot tire-kickers into real appointments without wasting time on dead-end leads.

⚡ Big Takeaway: Probate leads are defensive by default. Don’t explain too much. Don’t sell too hard. Instead pick up a small win early, stack value, and keep them coming back.

🔵 Start Building Your Probate Real Estate Expertise:

Want to Close 2 Probate Deals a Month ? 
👉 Get this free mini-training now: https://courses.probatemastery.com/Close-2-Probate-Deals-Every-Month

Probate Mastery Certification Course (Agents + Investors): Learn how to speak to any probate lead and offer solutions your competition doesn’t.
👉 https://probatemastery.com

E.A.R.N. – Earn Attorney Referrals Now: Build relationships that matter, the smart way.
👉 https://probatemastery.com/earn-attorney-referrals-now-course-pricing/

Advanced 1-on-1 Coaching: Get custom help scaling your probate real estate business.
👉 https://probatemastery.com/discovery-call/

💬 Drop a comment with your thoughts or questions.
👍 Like, subscribe, and hit the bell for more real-world probate business strategies.

📺 ABOUT OUR CHANNEL
Probate Mastery is your go-to channel for probate real estate expertise. Whether you're an agent or investor, we share expert advice, strategies, and tools to help you grow your probate business.

📍 Check out our channel:
https://www.youtube.com/@realestateinprobate

✅ Subscribe so you don’t miss the next video!

📬 CONNECT WITH US
Website: https://probatemastery.com
Email: [email protected]
Facebook: https://www.facebook.com/ProbateMastery/
Instagram: https://www.instagram.com/coachbrucehill/
Podcast: https://estateprofessionalsmastermind.buzzsprout.com/share

Learn more at www.probatemastery.com

Probate real estate is one of the biggest untapped opportunities in 2025. Learn how probate real estate specialists are dominating this niche and turning inherited property leads into a profitable source. 

In this group coaching call, certified probate real estate experts break down:

→ How to position yourself as the go-to probate agent or investor in your market
→ What most professionals overlook when dealing with inherited homes
→ Proven strategies to win trust with families going through probate
→ Guide to becoming a certified probate real estate expert in 2025

2:08  The type of service that builds a predictable business , and making a system behind it centered in building relationship with families  through needed services 


12:46  

-Giving value to attorneys to develop great relationships by helping them get business

-Business Development (marketing, lead gen) a skillset we must develop aside from the point of attack which most realtors and investors are already experts at 


-Don’t limit your solution to your Capitalize on other solutions in the beginning to offer a lot more value to different kinds of people / families 

-Wording on presenting different kind of solutions or paths to clients 

-Properties that needs a lot of work 

42:30 About Pre probate leads. When is the best time to contact them ? 

1:01:57 Is the certificate of transfer without probate enough or do I also need to file the small estate affidavit ??

If you’re ready to stand out in your market, attract referrals, and scale your probate business,

🔵 Start Building Your Probate Real Estate Expertise:

Want to Close 2 Probate Deals a Month ? 
👉 Get this free mini-training now: https://courses.probatemastery.com/Close-2-Probate-Deals-Every-Month

Probate Mastery Certification Course (Agents + Investors): Learn how to speak to any probate lead and offer solutions your competition doesn’t.
👉 https://probatemastery.com

E.A.R.N. – Earn Attorney Referrals Now: Build relationships that matter, the smart way.
👉 https://probatemastery.com/earn-attorney-referrals-now-course-pricing/

Advanced 1-on-1 Coaching: Get custom help scaling your probate real estate business.
👉 https://probatemastery.com/discovery-call/

💬 Drop a comment with your thoughts or questions.
👍 Like, subscribe, and hit the bell for more real-world probate business strategies.

📺 ABOUT OUR CHANNEL
Probate Mastery is your go-to channel for probate real estate expertise. Whether you're an agent or investor, we share expert advice, strategies, and tools to help you grow your probate business.

📍 Check out our channel:
https://www.youtube.com/@realestateinprobate

✅ Subscribe so you don’t miss the next video!

📬 CONNECT WITH US
Website: https://probatemastery.com
Email: [email protected]
Facebook: https://www.facebook.com/ProbateMastery/
Instagram: https://www.instagram.com/coachbrucehill/
Podcast: https://estateprofessionalsmastermind.buzzsprout.com/share

Learn more at www.probatemastery.com

Probate real estate doesn’t have to feel vulture-like. Learn how a Probate Specialist turned trust into 4 deals in 2 weeks.

00:00 – Building a pipeline without sounding like a vulture  
02:30 – From Stranger to Trusted Guide: Helping Families Who Just Lost a Loved One
32:40 – This Heir Remembered James’ Name Just From His Marketing
43:08 – When Heirs Lie, What Do You Do?
52:06 – How Randy’s Pipeline Snowballed Into 4 Probate Deals in 2 Weeks

In This Episode of the Estate Professionals Mastermind,  
Learn how to build a compassionate probate pipeline, position yourself as a concierge service, and handle tough heir scenarios all while scaling quickly.


🔵 Resources and Links | Start Building Your Probate Real Estate Expertise:

Where to source probate leads:

1. https://alltheleads.com/brucehill
2. https://foreclosuresdaily.com/probate-real-estate-leads-fd/
3. https://www.usprobateleads.com/


Want to Close 2 Probate Deals a Month ? 
👉 Get this free mini-training now: https://courses.probatemastery.com/close-2-from-coaching-call


Probate Mastery Certification Course (Agents + Investors): Learn how to speak to any probate lead and offer solutions your competition doesn’t.
👉 https://probatemastery.com


E.A.R.N. – Earn Attorney Referrals Now: Build relationships that matter, the smart way.
👉 https://probatemastery.com/earn-attorney-referrals-now-course-pricing/

Advanced 1-on-1 Coaching: Get custom help scaling your probate real estate business.
👉 https://probatemastery.com/discovery-call/

💬 Drop a comment with your thoughts or questions.
👍 Like, subscribe, and hit the bell for more real-world probate business strategies.

📺 ABOUT OUR CHANNEL
Probate Mastery is your go-to channel for probate real estate expertise. Whether you're an agent or investor, we share expert advice, strategies, and tools to help you grow your probate business.

📍 Check out our channel:
https://www.youtube.com/@realestateinprobate

✅ Subscribe so you don’t miss the next video!

📬 CONNECT WITH US
Website: https://probatemastery.com
Email: [email protected]
Facebook: https://www.facebook.com/ProbateMastery/
Instagram: https://www.instagram.com/coachbrucehill/
Podcast: https://estateprofessionalsmastermind.buzzsprout.com/share

Learn more at www.probatemastery.com