How to Close a Probate Seller Who Never Comes to Town

Closing probate sellers remotely is one of the most overlooked skills in real estate — and most agents have no idea what to say the second a personal representative pushes back.In this episode, I break down a real live probate cold call with my student Aisha, line by line. The seller is out of state, has already received multiple lowball cash offers, thinks they've got it handled, and tells us we're the 15th agent to call. Sound familiar?Here's what we cover:- When a probate seller says "we got it covered," most agents go quiet or go into pitch mode. Both are wrong. I show you the exact question to ask right after that objection that drops their guard in less than five seconds.- When the seller mentions they've gotten lowball offers, I show you why you should never assume what those numbers are. Ask first. That one move can reopen a deal you thought was dead.- When the seller says they don't want to travel out to the property — that is not a dead end. That is your opening. I walk you through how to flip that into a remote listing appointment on Zoom without the seller ever needing to leave their state.I also show you a tactic most agents have never used: how to look up a seller's actual probate court date using publicly available county records, then offer to walk them through the timeline their own attorney hasn't explained. That one move turns you from another agent into the most useful person they've talked to all week.Probate leads are not difficult. They are just different. Once you know how to read the emotional cues and respond with the right question at the right moment, these calls change completely.Listen the full breakdown and use this on your next call.If you want coaching on how to build a real probate business, drop a comment below or reach out directly.