How She Makes $30K Per Deal Without Spending on Leads

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0:00 Introduction to Off-Market Real Estate Investing
3:20 What is Probate and Why It's So Profitable
6:45 Buying Out Estate Properties Explained
8:30 Finding Public Probate Records Step by Step
11:15 Cold Calling Strategies for Sensitive Conversations
13:45 When to Wholesale vs When to Fix and Flip
16:30 Off Market Community Mission and Vision
18:30 Quick Questions Round Begins
21:25 Best Markets for Real Estate Investment Today

HOW TO FIND OFF-MARKET DEALS WITHOUT SPENDING THOUSANDS ON MARKETING 💰

Barbara Barnes reveals her proven system for generating multiple six-figure income in real estate while spending less than ten thousand dollars per year on marketing! In this episode of The Real Estate Investing Club podcast, we dive deep into the probate investing niche that most investors completely ignore because they think it's too difficult or uncomfortable to pursue.

UNDERSTANDING THE PROBATE GOLDMINE 🏡

Probate is the legal process that occurs when someone passes away and their assets, including real estate, must be distributed. Barbara explains that even properties with wills must go through probate unless they're held in a trust. This creates incredible opportunities for savvy investors who know how to navigate this public records system. These properties typically have massive equity because they've been owned for decades, often need significant repairs, and are being sold by heirs who aren't emotionally attached to the property and simply want a fast resolution.
THE STEP-BY-STEP SYSTEM FOR FINDING PROBATE LEADS 📋
Barbara walks through her exact process for finding probate deals that has generated her an average of twenty-five to thirty thousand dollars per transaction over the past decade. She explains how to access county clerk websites, search for estate case numbers, identify which estates have real property attached, and compile targeted spreadsheets organized by month. Her virtual assistant of nine years has helped perfect this system that requires zero paid advertising or expensive lead generation services. The barrier to entry is simply time and effort, which is exactly why this strategy works so well when most investors are chasing the same paid leads.

MASTERING THE INITIAL CONTACT AND BUILDING TRUST 🤝
The conversation component is where most investors fail with probate, but Barbara reveals her compassionate approach that positions her as a trusted advisor rather than a pushy buyer. Her assistant makes the initial contact to introduce the opportunity, then Barbara follows up as the authority figure who genuinely wants to serve the estate's best interests. She emphasizes that by the time families file probate paperwork, they're ready for business conversations and solutions. The key is offering multiple options, including wholesale deals for distressed properties and traditional listings for properties in better condition, which requires wearing both investor and agent hats.

WHY PROBATE BEATS EXPENSIVE LEAD GENERATION 💡

Barbara makes a compelling case for why probate investing is superior to pay-per-click advertising, direct mail campaigns, and other costly marketing strategies. When you're spending thousands of dollars on leads, you're under pressure to close deals just to break even on your marketing investment. With probate, the only investment is your time, which means every deal is pure profit minus minimal operational costs. This allows Barbara to be selective about which properties she pursues and maintains her high profit margins without the financial stress that comes with expensive marketing funnels.

THE REAL ESTATE DUAL STRATEGY APPROACH 🎯

One of Barbara's most valuable insights is understanding that not every probate property fits the wholesale investor model. Some properties are in good condition and will generate more money for the estate and more commission for her by going the traditional listing route. This flexibility is what allows her to truly serve families in difficult situations while maximizing her own income across different transaction types. She's flipped properties herself when the numbers made sense, but her sweet spot is the transactional side, where she can move quickly without the risks associated with construction, contractor management, and market timing.

Want to learn more about our guest? Connect here: www.offmarketcommunity.com

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