Marketing to & Closing Probate Leads Masterclass with Micah Nicholes

In this episode ofthe REI Marketing Weekly, I sit down with Micah
Nicholes, CEO of US Lead List, to dig into one of the most
nuanced and emotionally charged niches in real estate—probate
leads. Micah brings a wealth of insight on how to approach these
leads with empathy, how to navigate emotionally complex
situations, and why probate deals often yield some of the largest
spreads in the business.





We talk about the human side of real estate, why active listening
can close more deals than aggressive selling, and how building
real relationships with sellers is the key to unlocking trust—and
ultimately, opportunity. If you’ve never considered probate
marketing, or if you’ve been struggling to convert probate leads,
this episode might just shift your entire mindset.





Episode Timeline & Highlights


[0:00] - Introduction


[2:22] - Why understanding emotional pain points is key to
converting probate leads


[3:34] - How listening and asking the right questions builds
trust quickly


[5:00] - The surprising reason money isn’t the biggest issue in
probate sales


[6:24] - Real stories that show why real estate is always a
people business


[9:35] - Why probate deals can lead to some of the highest
spreads


[12:09] - The truth about data quality and why “perfect data” is
a myth


[14:17] - How US Lead List identifies properties with the highest
likelihood to sell


[18:06] - The “insider list” that yields 80% of Micah’s profits





5 Key Takeaways





Lead with empathy: Probate leads are emotionally
sensitive—approach with genuine care, not a sales pitch.


Listening beats selling: Ask open-ended
questions and let sellers talk. They’ll tell you everything you
need to know to make a strong offer.


Smaller lists, bigger spreads: Probate deals
tend to be fewer but far more profitable when handled correctly.


Data matters—but so does delivery: Clean,
targeted data is valuable, but it’s your conversation that closes
the deal.


Focus on “insider” segments: Targeting probate
leads who owned multiple properties often yields higher returns
with less emotional resistance.





Links & Resources







Learn more about US Lead List: https://usleadlist.com




Book a call with Micah or his team via their site







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and leave a review. Share it with someone in your network who’s
ready to level up their approach to real estate marketing. Thanks
for tuning in—see you in the next one!