Latest / The Real Estate Agent Playbook / From Traditional Agent to Probate Specialist | Wolfpack Way: Carolyn Castillo

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From Traditional Agent to Probate Specialist | Wolfpack Way: Carolyn Castillo · The Real Estate Agent Playbook

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probate is one of the least understood segments
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within our real estate communities
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and today I have Carolyn Castillo from Florida
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on the channel to talk about how she went from
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almost being done with real estate
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to diving into probate and now
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has closed over 100 deals with her proven systems
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that she is going to share with you
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as a launching point for you and your career
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if you've been looking for that something
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and you just want more from your real estate career
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this probate piece may be absolutely incredible for you
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the beauty of it is
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Carolyn is one of my partners at the Wolf Pack
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of the XP Realty
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and you can absolutely partner with both of us
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to get our coaching and everything for absolutely free
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so that we can help you along your journey
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to take your career from maybe nah
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maybe this isn't for me to absolutely crushing it
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providing a lucrative you know
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career path for you for your family
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and obviously affecting so many amazing clients as well
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so without further ado let's bring on Carolyn
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she is Carolyn Castillo from Jacksonville
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Florida has an absolutely incredible stories
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I mentioned in the introduction
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but Carolyn
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tell us a little bit about your start in real estate
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I know you're a wolf pack OG um
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so let's talk a little bit about that
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and that'll lead us to the
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the probate magic that you've created here
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thank you so much Jeremy
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I appreciate to be here um
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so I actually got into real estate
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when I was 18 years old
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and I started off doing rentals
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uh
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very early on I figured out how to be a listing agent
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and so I've pretty much been a listing agent ever since
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uh then went on to do traditional real estate sales
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and I had a bunch of fun doing that
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and then once I got my first pro Bono opportunity
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everything changed for me and I found immense purpose
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Andrew uh
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you know income in doing probate real estate
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and that's where everything
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kind of took a right turn for me
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okay perfect
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so you talk about having fun and all the things
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we mentioned purpose
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and were you feeling like you were lacking purpose
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in the real estate game
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prior to finding this specific niche
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that you've taken to such an amazing level
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yes yes
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I was very much at a point where the money was good
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I was uh successful
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I was getting deals
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but I was working that traditional market
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uh very retail and so was like all the listings I had
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I really just felt like I had like 10 bosses
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you know and it just was kind of like
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to really take it to that next level
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even become more successful
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it was gonna require me to be like
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the mayor of the town and
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you know I really
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that's not my personality
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it's not my style
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I really like serving people and helping people and um
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when I got the opportunity of probate
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people don't really care about your accolades
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they don't care about you know
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your stats um
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these are people in need and need help
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so it was for me
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it worked out perfectly because it was like
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almost like I was in ministry
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and making money at the same time
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so it's been a perfect combination for my soul
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knowing you I know how
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how much that would align for sure and
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and finding that purpose is huge
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so take us back to that first probate deal
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what did that look like where did it come from
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first of all yeah
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so the first probate deal was actually
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what every other agent would probably get
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and it was just a referral
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so it was just literally someone just saying
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I need help selling my dad's house
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I had never knew what probate was
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I never heard of the term probate
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and it was actually a very messy one okay
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but um
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once I was able to what really got it for me
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was being able to help somebody
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in a very difficult situation
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and I was able to I'll tell you
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it's a kind of a funny story
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so dad um
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in his 80s got a 30 year old girlfriend
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and in the process of their relationship
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she got dad to um
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make her the beneficiary in all of his investment uh
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stocks and everything like that
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so the only asset the family had was the house
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and so uh
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the girlfriend had lock and keyed the house
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she wasn't letting the family over there
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and so that's why they couldn't sell the property
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so good thing they called Carolyn
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because I went over there
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and had a conversation with this young lady
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that was in the home helped her leave the house civilly
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and got the family back access to the house
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we got the house prepared for sale
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and we sold the property
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so that was literally my first experience in probate
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it was a bit of a crazy one
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but um
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it definitely opened the door to find out
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what is probate and how do I even find more of these
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right and let's talk a little bit about probate cause I
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I have the Assumption that it's just
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if there's a deceased
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you know owner
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uh huh is that what you're speaking about
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or do you deal specifically with
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only things that have gone through probate
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not necessarily
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with trusts and wills and all those things
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yeah so specifically with probate
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um why can Realtors specifically target it
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it's because it's a legal process
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so like all of the estate planning attorneys out there
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what is their sales pitch
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you don't wanna go to probate
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so get a trust set up haha
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so
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the only difference between probate and having a trust
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is that a trust is handled privately
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so it's not a uh court it's not a public court event
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but probate is a public court event
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so it's very similar like a divorce or a foreclosure
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we can buy a list
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we can basically get access to these public court
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records but just as a summary uh
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probate is basically the um
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administration of the decedent's assets
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being transferred over to their beneficiaries
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so probate doesn't just mean real estate
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probate can be for bank accounts
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it can be for cars jewelries
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anything like that so
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it's not
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everybody
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that goes through probate has a house to sell right
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and so do you only focus on probate
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you don't go in the trust sector
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unless it comes up by referral or something natural
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you're saying that
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your lead generation source is those lists
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and that's kind of how you yeah
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build the business
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once you once you dominate and probate
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then it that process the families
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are still dealing with a lot of the same things
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when you're going through a trust
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it's just it's not
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you don't have to go through the legal process
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of getting authorization to sell
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but property preparation disagreements among heirs
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you know
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all the things like that are still gonna be in a trust
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um it's just with probate for us as a realtor
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as a lead source it's a very easy and attainable
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way to just get consistent listings
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where you don't have to you know
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rely on any favors
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or referrals from attorneys or anything like that
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interesting so it's
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it's a very
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and all you have to do is have a little bit of a heart
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to serve people
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because there are some crazy things that come up
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and some are I'm sure turnkey and super easy
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so now that you're in it think back to
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you know after you close that first transaction
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what I mean were you just head down
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let's go this is what I found my calling
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and if so like
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were there any hurdles that you saw
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or was there any misconceptions that you had
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prior to jumping in that our viewers might have
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yeah so um
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that particular one I was still trying to find myself
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if you will
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so I didn't just do that one deal and just be like
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that's it I'm going all into probate
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I basically just was like
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this is interesting these are people in need
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so I started looking for probates
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and I just added them to my lead generation
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uh prospecting
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so at that time I was doing uh
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pre foreclosures for sale by owners
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um would do some expired listings
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regular co calling circle prospecting
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so I just kind of added it into my wheel of fun there
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and um
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I was uh
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running into these
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I would end up being able to pick up like
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one or two listings from them
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so I'm like this is really cool
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well what ended up happening
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is I got a family that I helped and it was two um
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young men 18 and twenty
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and I was sitting at their dining room table
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and their mom had basically
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went to the hospital to check on a stomach pain
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that she had and mom never came back home okay
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now mom when I was sitting at this house I was like
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oh my gosh
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this is like my kids right now sitting at the table and
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you know dishes were still in the sink
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the mails on the counter
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like the house is just like you literally
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you left your house for the day
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and you didn't come back you know
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and that was really the case
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that just changed everything for me um
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because I said wow
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this is people are really need help in these situations
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they need to get these houses prepared for sale
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these boys like they had no idea what to do
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I mean
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they were literally grieving the loss of their mom
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much less trying to think about
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what am I gonna do with all mom stuff
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how am I gonna deal with this house
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how am I gonna pay for all these bills
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that are coming in um
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and so that was really the one that I said
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you know what I'm gonna
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I'm gonna look to work on these more
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not just as one off you know listing opportunities
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I'm gonna look
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how to help solve these people's problems
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and that's really what LED
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me on the whole journey to just completely
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niching down
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so I literally don't do any transaction is
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I'm 100% probate real estate right now okay
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so you dove completely into it
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yeah right and
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and now obviously for your partners and
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and things like that
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you provide that mentorship to do that
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and the truth is is that
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you know I talk a lot about
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you know finding the winners in the market
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and changing your marketing to
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you know certain aspects of the market
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whether it's investors
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or first time home buyers or sellers
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as we've seen for a long time now
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um but your market never changes
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in fact there's
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a pretty large population
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that's gonna be coming up into that
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so tell me um
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you know
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how you do full face first into the legal side of it
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cause it wasn't just like
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oh I'm gonna sell probate houses right
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that's how it started and then you got into it
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but then you realize that there's some nuance to it
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and I think there's a lot of fear in the legal right
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bringing attorneys in you know
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if you're not an attorney state or
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or whatever so talk a little bit about how you
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you started
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uh unpacking the legal
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you know ramifications and the laws and how to navigate
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you know these transactions as an expert
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yeah so when you had asked me earlier
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what was like the biggest um
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maybe hurdle or
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you know misconceptions in going into it
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it was definitely this portion of it
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so prior to getting into probate
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I really have never dealt with attorneys um
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I never had a reason to deal with them um
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so I always you know
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held attorneys to like a really high like caliber of
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you know the attorney says like that's it you know um
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and so what ended up starting to happen is
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one attorney was
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doing things that the other attorney wasn't doing
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so I was seeing some cases move forward quicker
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where other cases were being held up and held up
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and held up and so
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um I started doing a deep dive on my market
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and just looking at
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and I always recommend this for agents
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is don't believe what one attorney says
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look up 10 attorneys websites in your area
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look read through them
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and see what their process is for dealing with probate
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and what you're gonna find is
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they all have a different way of doing things
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and so little by little
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as I did case by case and you know
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it's kind of maddening
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because you work with every attorney in town
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so it's different
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when you're just working off of attorney referrals
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because maybe you're just working with one guy
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and that's his process and really
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the attorney becomes your client at that point
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because he's the one giving you the deal
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so you just kind of bend your
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process to whatever he wants to do
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but when you get the opportunity to work with
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like multiple attorneys at the same time
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now is where you become really dangerous
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and you're able to really see well
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I see the trick that this guy used
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maybe I can go ahead and help another family
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do that same thing on this case
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and that's what I started doing
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and I was like oh my gosh
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so now you know
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I've been doing so many deals
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you know
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I will call the attorneys when I get on these cases
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and I will just kind of like help
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like offer some
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creative ways of how we can overcome certain things
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and they're normally like
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oh yeah sure
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we can do that and then
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you know
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my clients just go right down the yellow brick road
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you know so I think for
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you know Realtors is
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you know not putting yourself that oh
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that's what the attorney does
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and I don't get involved in that instead
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educate yourself
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on what that probate process is in your state
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the funny thing is um
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Jeremy is that probate is actually a global thing okay
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people die everywhere people are dying okay
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and the thing is is I thought well
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is probate just in Florida
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like is it just probate is just in Florida
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no it's all throughout the United States
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the legal process is called probate
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and even beyond in other countries
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it's also called probate so there's a each state
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each city county
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each country has a little bit of differences
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so whichever state whichever counties you serve just
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you know endeavor yourself into
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you know 10 different websites of attorneys
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don't look at one trust me okay
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look at 10 and then
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you know
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when you get those opportunities to work on a case
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that's where I say that's your training
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you know that's where you have an opportunity
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to really get on the phone with that attorney
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and say hey
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you know based on what I know
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this is the timeline this is the process
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is that how you handle things as well
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and you start developing you know
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the best practices for your area
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and then you can just copy and paste
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copy and paste copy and paste yeah
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absolutely and um
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when you're talking to these attorneys
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and building these relationships and things like that
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I think that there's a misconception that attorneys
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don't want they want our business
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I know now that
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they want us to be competent and help them
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sometimes the way they wanna be helped
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but talk about your communication with attorneys now
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you know hundred deals in on the lead side right
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obviously once you have the transaction
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you can kind of show your stuff and then you become
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I mean I would assume at
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at some point some of these uh
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top
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you know probate attorneys have
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you know tapped you for referrals as well
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but talk to me about how that transition kind of came
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and when it went from education to partner
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well I think
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really understanding the attorney's perspective
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and understanding their strengths and weaknesses
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you know so from the attorney's perspective
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their one and only job is to transfer the legal um
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names of an asset over to the beneficiaries
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that's where their job begins and stops
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they don't get involved in anything else
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so like Realtors we're what is what are we taught
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follow up follow up
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follow up like we know how to track somebody down
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we know how to get that signature today right
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but an attorney
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what they do is they just send out the email
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and that's it if you got it
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you got it if you didn't
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you didn't right
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and so you wonder why your
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why your case is all dusty on his desk
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is because he sent you the email a month ago
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and you missed it right
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so I started realizing
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that's really where attorneys need that assistance
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and they're not gonna have their paralegals
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tracking people down
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so I started just helping the attorneys by asking them
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like what is it that you're outstanding from the client
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like is there any documents that you're needing
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to be able to move your case forward
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have you been able to get in contact
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with all the beneficiaries
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so now not only am I an efficient a resource
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you know as we're going through the
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probate process to help them sell the house
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but I'm actually providing value to the attorney
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by helping them get some of the loose ends
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and get things tied up
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that they don't really have the time
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or the bandwidth to do or the need to right
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they know eventually somebody will come down the
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the road but being that
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the piece of real estate
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is usually the last thing to get off loaded right
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and you know
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that's the last thing that they're like okay
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you can sell the house you can't sell the house
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whatever it is um
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that's incredible that you walk alongside them
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you partner with them
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and help them outside of the scope right
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so notice she didn't just say like
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I just you know
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wait for him to send me the letters of appointment
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and we're ready to roll and
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you know that's when I put the house on the market no
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she's like oh
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you need this you need this beneficiaries contact
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and that middleman and that communication
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I'm sure stands out
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head and shoulders above the others that are
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you know
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just dabbling in it just had a referral partner
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you know pop up or whatever
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I think that that's that's absolutely incredible
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and probably one of the No. 1 reasons to your success
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and why not right
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you're learning the process as you go
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now you know what this document is
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you know where to find this document
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you know what you need from the clerk recorder
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whatever it is so um
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that's really cool
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can you share your favorite story of pro bet
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you've already shared a couple uh
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but one that had some some challenges that you know
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you were able to
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bring back together and overcome those challenges
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and have some success with
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so I have a cool one I could share um
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and it also shows
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how you can make a lot of money doing real estate
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in probate okay
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um because these people have the problems
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exactly what you said
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that people kind of shy away from them
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because they have the problems
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but really if there's problems
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they need solutions and that's where we make money
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if we're not solving a problem
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then we're not really gonna be making a lot of money
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right
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so is as Realtors like last summer when they got rid of
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you know buyer's agent compensation
19:25
you know and those different things
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now we have to provide our value
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like what are you actually doing for me to receive
19:32
you know this commission check
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so in probate I've been able to charge as high as 6%
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just on the listing side of the commission okay
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and how am I able to do that
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because I've literally
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become the hands and feet for this executor
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overcoming every single thing that he had to do
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so this uh son inherited his dad's estate
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but him and his dad had been estranged for
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about 10 years when he told me about the house
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he would say oh
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the mistress lives there right
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so you could tell there was some bad blood okay
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probably you know
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dad ran off with the mistress to Florida
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and they were estranged ever since so
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so much as for he didn't even go to his dad's funeral
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just to give you the context of how disengaged
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they were from each other well
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guess what he was the executor of his estate
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he was the beneficiary of his dad's estate
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so he inherited a house here in Saint Augustine
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Florida and to his uh knowledge
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you know the mistress lived there
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and he didn't know how to approach her
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even talk to her
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because they had been estranged for 10 years
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the house was probably full of his stuff
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like he literally had no idea of what he was gonna do
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and how he was gonna do it
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so I basically stepped in
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I was like we'll go ahead
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and I'll represent you here in Florida for everything
21:04
and anything that you would need to get done
21:07
so me as a probate realtor
21:09
I was taking this on that
21:11
I'm possibly gonna have to be doing mediation
21:13
with the mistress right inside the house
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um
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there's gonna be a house that needs to be cleared out
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and prepared for sale
21:21
and this property is going through probate
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so there's gonna be attorneys
21:24
and there's gonna be a legal action
21:26
that has to be done so I basically um
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took a listing agreement from him on a 6% um
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compensation for my services
21:36
he mailed me the keys to his house
21:38
I've never met this guy in person to this day
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it was all done over the phone okay
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and mailed me the keys and I went over there
21:47
spoke with the lady she couldn't have been nicer
21:50
I explained to her what was happening
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what was the situation
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she agreed to get vacated as soon as possible
21:57
we went in um
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we did a property preparation for him
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so one of the cool things about probate real estate is
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um I've been able to launch out
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basically a property preparation business
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that my husband takes care of
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and he basically we invoice the estate about $5,000
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this was to remove everything from the home
22:19
uh do some painting
22:21
do some little handyman work that needed to be done
22:24
get the house prepared for sale and then uh
22:27
we went ahead put the property on the market
22:31
that was when buyer's agent commission wasn't a thing
22:34
the buyer came directly from an open house
22:37
I ended up charging the buyer a 1% commission
22:40
to do the deal on a 400,000 dollar listing opportunity
22:44
I walked away with roughly about 30 grand
22:48
so probate can be very lucrative okay
22:52
and in this case it was very simple yes
22:55
it was a crazy situation but the lady was nice
22:58
she moved right out
23:00
we went over
23:01
handled the whole thing from beginning to end and um
23:04
and I think we also helped him sell his car that
23:07
his dad's car that he had in the garage
23:09
so you know
23:10
you really just can be that person's solution
23:13
and get very well compensated for what you're doing
23:17
yeah absolutely
23:18
and that's that's incredible
23:20
and you know
23:21
you just touched on some stacking right
23:23
some value stacking I call those
23:24
you know kind of toolkits
23:26
you have the clear out company
23:28
you have the estate sale companies
23:30
you have
23:31
all of these different vendors that you can kind of
23:33
plug and play at your disposal
23:35
and that makes yes you can easily be the point person
23:38
maybe at that point
23:40
you didn't have all the position pieces in place
23:42
but now I know you do um
23:44
and so that's that's an incredible kind of tip there is
23:49
it just doesn't stop at the closing table
23:51
it just doesn't stop
23:52
once you get the listing agreement signed
23:54
like if you can do other things
23:56
in this case your husband's business
23:58
right that you
23:59
that he takes care of and
24:01
you know I'm sure you drive business to that
24:03
you know service a ton probably created out of need
24:07
like speed right
24:08
and need um
24:10
or maybe you know
24:11
follow through who knows
24:12
but two teenage sons okay
24:17
perfect you got a handy husband
24:19
it just kind of falls in place
24:20
you know yeah
24:21
and and so everybody's working together
24:23
but they're you know
24:24
have their own business and so on
24:26
so that's really cool that the kind of way that
24:29
that you stack that and very important
24:32
when I talk about industry partners
24:33
and community partners to have those tools in place
24:36
with something like probate
24:38
so you've hinted at kind of your system
24:41
right and what you're doing
24:42
so walk me through your repeatable system
24:45
you know you don't have to give it all away
24:47
cause I know you have your community
24:48
and we can tell people all about that
24:50
but you know
24:52
give me a bird's eye view of
24:53
of your system and and process as far as how you're
24:57
you know starting the relationship to
25:00
you know closing
25:01
closing the transaction yeah
25:03
it's really pretty simple
25:04
uh it starts with a phone consultation
25:07
so uh
25:08
typically
25:08
we're putting these deals together from cold calls
25:11
so agents in my group
25:13
what I teach is how to get your business through co
25:15
calling and um
25:17
you basically
25:18
are booking a consultation with these families
25:21
you're qualifying them
25:22
just like you would for any other real estate lead
25:25
and then once you qualify them
25:27
you uh
25:27
if it seems like a deal that you can work on
25:30
that this would work for you know
25:32
you and the family then you do a property tour
25:35
where you're basically able to assess like
25:38
what do they need do they need property preparation
25:41
do they need you know
25:42
is there something materially wrong with this house
25:44
or what is
25:45
gonna be the strategy for getting this property sold
25:48
and then basically they hire our team
25:51
so it's very straightforward
25:53
and what you're basically
25:54
presenting is a concierge service
25:57
that you're helping executors from beginning to end
26:02
that's incredible
26:02
especially a place like Florida where some people move
26:06
sorry sorry
26:08
let me let the dog out sorry you're good
26:15
hey brother
26:16
no worry
26:19
alright
26:20
so you're presenting the service from beginning to end
26:23
and you're taking that on um
26:25
as far as purchasing the lists
26:28
where would
26:29
where would a new agent go to find those lists
26:32
so the cool thing is is like we discussed before
26:35
is probate is a public record
26:37
so literally a lot of my agents in my group
26:41
literally
26:41
just set up accounts on their county courthouse
26:44
and they can actually download them themselves okay
26:47
um if you can't set up an online account
26:49
you can actually go in person
26:51
you can like in in Jacksonville
26:53
they don't have an online
26:54
you have to go in person
26:56
and they'll give you a print out of
26:58
you say I want for the month
27:00
I want for the week
27:01
like however often you want to go down there
27:03
but there's plenty of lead providers
27:05
out there that will give you
27:07
you know this type of data um
27:10
that you have to pay for
27:11
but I like to tell people when they're brand brand new
27:14
um'cause it
27:15
also gets you really involved more in the process
27:17
like take a trip down to your courthouse
27:19
you know like get to know what probate feels like
27:22
you know look at the clerk of courts
27:24
you know
27:24
with'cause the families that are going through probate
27:27
nine times out of 10
27:28
this is the process they're going through
27:30
the more that you can walk in the executor's footsteps
27:34
the better it's gonna be for you as an agent
27:36
because you're really gonna kind of
27:38
understand what they're going through firsthand
27:42
like me personally I've never been an executor
27:44
you know but I've helped hundreds of executors
27:47
you know but if you've never done it
27:50
to walk in somebody else's shoes
27:52
and really see how it is is the best way
27:55
you know mm hmm
27:57
well especially
27:57
cause you have so many people
28:00
that are at a different phase right
28:02
10 years estranged to a mom
28:05
right
28:06
that's living in the house with the kids that you just
28:08
on this call you've talked about
28:10
those two very opposite ends of the spectrum
28:12
I would imagine most are probably more in the middle
28:15
but you never know so that keeps it interesting
28:17
um so that's
28:18
that's an incredible you know
28:20
journey and obviously the cold calling and that
28:23
you know but I mean
28:25
cold calls it's not just blindly calling a list right
28:28
you have something to offer
28:29
I think and I know that within your community
28:32
you do a ton of role playing and scripting
28:34
so talk a little bit about your community
28:36
that you've kind of created to
28:38
you know grow and partner with agents across
28:42
you know the country and maybe the world
28:43
since probates are pretty across the
28:47
across the board thing yeah
28:49
so um
28:50
you know I personally had hand trained agents
28:53
one by one in my state in the counties that I work in
28:58
and what I realized is I said
29:00
I gotta put this on video okay
29:03
if I have to say the same thing over again
29:06
okay so it really came out of
29:09
you know just uh
29:11
streamlining the training
29:12
that I was doing for my own personal team
29:15
and um
29:16
I literally
29:18
my exact system that I do currently to this day
29:22
from cold call all the way to close
29:24
I have recorded every single part of that process
29:29
think it's about 75 videos from how to use the script
29:34
to how to do the co calling
29:35
to the schedule to booking the consultation
29:39
preparing for the consultation
29:41
you know going on the property tour
29:44
speaking with the executors
29:45
calling the attorneys like exactly my process
29:49
I have it fully documented
29:51
so someone can start with us and just go exactly
29:54
through exactly the process
29:56
so they can create this in their city
29:58
their town
30:00
and then we get together once a week
30:02
and I do a live training so in this live training
30:05
it's more like you know
30:06
what is happening in Carolyn's life
30:08
like today I had my training and you know
30:10
what's happening in 2025 September 8th
30:13
you know so you'll get that
30:15
that real live you know
30:17
combination of the process right
30:21
um today we were talking about active on the market
30:24
once you've gotten the listing
30:26
you've done everything now you're active on the market
30:28
what do you need to be doing as a probate listing agent
30:32
you know so
30:33
we shared some things that are dynamically
30:35
happening in the market today
30:37
and then I make myself
30:38
available for the agents to just do real deal talk
30:42
because in probate you know
30:45
there's situations okay
30:47
and you know
30:48
just having somebody to kind of just spitball it with
30:52
and just saying this is what the executor said
30:54
this is the beneficiaries
30:56
this is the attorney um
30:58
so I make myself available to kind of
31:00
really help them in those day to day things
31:02
um and then the cool part is
31:04
is that we co call two times a week together okay
31:08
so you're actually cocalling live right next to me
31:11
while I'm cocalling my market
31:13
other agents are cocalling their market
31:16
and um
31:16
I've gotten a lot of good feedback about this
31:19
because it's not only do you get to cocall next to me
31:22
like some of my um
31:23
best favorite videos on
31:26
my YouTube is me just recording myself live
31:29
co calling like people like to see it
31:31
you know
31:32
so not only do you get to just be in the room with me
31:36
but it's also the accountability
31:38
so it's like one of those things like
31:40
if your friends meeting you at the gym
31:42
you know you're gonna go to the gym
31:44
but if your friends not meeting you at the gym
31:46
there's a chance you could talk yourself out of it
31:48
right so a lot of agents have told me um
31:51
oh you know
31:51
I show up because I know you're gonna be there
31:54
and then hahaha
31:55
and then they end up booking a deal and they're happy
31:57
you know so yeah
31:59
absolutely that that accountability
32:02
you know
32:02
process and those kind of things and obviously
32:05
if you're interested in learning more about that
32:07
we can connect we'll talk about that in one second
32:09
but if you're interested in partnering
32:10
and getting coaching for absolutely free
32:12
let's reach out but as we kind of wrap this up
32:16
what is one piece of advice for somebody
32:20
that's kind of standing on the line
32:22
they're doing deals they're not fulfilled
32:25
and they're kind of leaning towards probate
32:28
what is the first thing you would do
32:30
besides join your community haha
32:33
in order to you know
32:34
take that first step in their location
32:37
wherever they're at yeah
32:38
I would definitely recommend
32:40
doing some research on probate in your area
32:45
and really seeing how big this opportunity is okay
32:49
this is not like a trend
32:51
this is not something that's cool
32:53
this is literally a recession proof real estate niche
32:58
so right now
32:59
when most of our markets are kind of struggling okay
33:02
guess what people are still dying okay
33:05
and people still need to sell their houses
33:08
when families inherit these houses
33:10
they already have their own house okay
33:13
a lot of times
33:14
these houses are inherited with mortgages
33:16
with utility bills that have to be paid
33:19
HOA bills that have to be paid
33:20
so you're talking about targeting a motivated seller
33:24
that has to sell nine times out of ten
33:27
um when you do the research
33:29
you're gonna find that
33:30
70% of inherited properties are sold okay
33:35
so the question is
33:36
are you gonna be the agent that has their hand up
33:39
that says I can facilitate this for you
33:41
I can help you with this and what I love to
33:44
Jeremy is real estate is a brick by brick business
33:48
right it's not a get rich quick scheme
33:50
you don't just like from one day to the next
33:52
you're just like the best agent on planet earth
33:55
so with probate real estate
33:56
it really allows you like
33:58
hey let me just start off by making some co calls
34:01
booking appointments and I even just get the easy ones
34:04
that's how I started you know like yeah
34:06
we wanna sell okay
34:07
I'll be over there alright
34:09
sounds good
34:09
and it was just a regular listing opportunity right
34:12
but as I got deeper into it
34:15
and I sat down at that kitchen table with those boys
34:18
I was like you know what
34:19
let me build out some systems and processes
34:22
to help families like this
34:24
so now when I got on those calls
34:26
I could dive into their problems
34:28
because sometimes people tell you yeah
34:30
I wanna sell but we're not ready yet that not ready yet
34:33
that's where the probate realtor lives
34:36
because you're there to to create those solutions
34:39
so if you're talking about
34:40
you know the next how many
34:42
how long are you gonna be selling real estate
34:44
the next 10 years you know
34:46
the next 20 years
34:47
this is a business that you can build little by little
34:51
little by little brick by brick
34:53
and you can be known in your community
34:56
to providing these resources
34:58
being this trusted resource for attorneys for executors
35:02
for your churches for you know
35:04
all people in this stage of life
35:07
you know um
35:08
so that's my pitch
35:10
get into probate real estate and you won't be sorry
35:13
that's awesome well
35:15
that's incredible and you know
35:16
props to you for taking the bull by the horns
35:18
and absolutely diving in full force
35:21
creating a concierge service that is
35:25
you know people are so concerned about AI
35:27
and being replaced and all these things
35:29
one key point you did hit on is that
35:31
these people probably have their own houses
35:34
and their own you know
35:35
estates and so on so this is just an added extra prop
35:38
usually not expected you know
35:41
as they're walking down the street
35:43
so that's that's awesome what is the best place
35:46
for people to reach out to you and connect with you
35:49
um you can uh
35:51
schedule an appointment with me
35:53
and we can set up a one on one uh meeting
35:56
talk about your goals
35:57
and if probate real estate is a good niche for you
36:00
um I'm absolute top dollar on YouTube
36:02
YouTube and also Instagram
36:05
um so you can hang out with me there too as well
36:07
that's awesome
36:08
definitely connect and we'll put all those links below
36:11
but if you're interested in partnering with Caroline
36:13
and I getting all of this magic special sauce
36:16
uh our coaching
36:17
our encouragement uh
36:19
we can both come alongside you
36:21
and help you build your business
36:22
so you can book a call on the re agent
36:25
Wolf pack.com or in Caroline's link
36:27
make sure you mention this interview
36:28
and we'll make sure we come together and partner
36:30
and change your lives as we have done for so many
36:34
thanks so much Caroline for your time today
36:36
and we'll see you guys all next time on the Wolf Pack
36:38
way