In the world of real estate investing, two critical questions dominate most investors’ minds: How do I find the deals, and where do I get the money? Jay Conner, known as the Private Money Authority, explores both on his podcast “Raising Private Money.” In a recent episode, Jay sits down with Andrew Becker to dive deep into one of the most overlooked yet lucrative lead sources in real estate: the probate niche.
Andrew Becker isn’t your average real estate operator. After beginning his career in one of the most systemized and high-stakes environments possible—supporting the U.S. Air Force’s nuclear enterprise in the Pentagon—Andrew brought his obsession with process and systems into real estate. Over the past 13 years, he has built and scaled a high-performance operation, eventually discovering that probate leads consistently produced seven-figure revenues for his businesses.
So, why probate, and what makes Andrew’s approach different?
The Power of Focusing In
Andrew’s journey into the probate niche didn’t happen by accident. Initially managing dozens of lead sources, he and his team realized that their deal flow was being throttled by a lack of focus. Instead of going a mile wide and an inch deep, Andrew looked at the data and decided to zero in on what was actually working. Probate leads rose to the surface, consistently producing high-quality, motivated sellers and, more importantly, reliable profits.
This is grounded in the Pareto Principle—the classic 80/20 rule—in which 80% of your results come from 20% of your efforts. For Andrew, probate was that critical 20%.
Understanding Probate vs. Pre-Probate
A common point of confusion for many investors is the difference between pre-probate and probate leads. Andrew explains that pre-probate refers to instances where someone has passed away, but the legal process hasn’t yet been initiated. These are flagged by death certificates or obituaries. In contrast, probate is the formal legal process that begins once a “petition for probate” is filed in court.
Crucially, Andrew’s system doesn’t target pre-probate leads out of respect for grieving families who may not be ready to make decisions about their inherited property. Instead, he waits for the formal opening of a probate case, which signals that the family is ready to begin settling the estate. This approach is both more ethical and more effective, leading to better conversion rates and less resistance.
What is a Probate “Machine”?
The heart of Andrew Becker’s success is his systematized approach—what he calls the “probate machine.” Across the more than 3,000 counties in the U.S., new probate cases are opened every single day. Andrew teaches investors how to pull these probate records themselves, directly from the courthouse, instead of relying on slow or outdated list providers. This gives investors a real competitive edge, allowing them to reach out to personal representatives (PRs) as soon as a case is filed.
What sets Andrew’s system apart is its dual focus on both the property and the probate process itself. By educating themselves on probate, investors can truly help overwhelmed PRs navigate the complex and often confusing world of estate settlement. This high-value, service-oriented approach fosters trust and positions investors as allies, not just opportunistic buyers.
The Real Mindset Shift
Many real estate professionals approach probate leads as they would any other distressed seller—just another address. Becker advocates for a more nuanced and compassionate approach. Personal representatives are not typical home sellers. They’re often overwhelmed, emotionally drained, and juggling personal obligations on top of managing an estate. By leading with genuine value—offering probate checklists, resource guides, and introductions to trusted probate attorneys—investors can build authentic relationships and differentiate themselves from the masses.
The Results and How to Get Started
Andrew’s method isn’t just theory; it’s a proven, playbook-driven system that he teaches through his Probate Engineers program. By building a repeatable, scalable department around probate leads—and avoiding the “shiny object syndrome” of chasing every new strategy—investors can create a reliable, seven-figure revenue engine.
In summary, for real estate investors seeking predictable profits and consistent deal flow, the probate niche—managed with the right mindset and systems—may well be the best opportunity hiding in plain sight.
10 Discussion Questions from this Episode:
- Jay Conner introduces the idea that the biggest bottleneck in real estate isn’t money, but finding the right systems for deal flow. Do you agree that systems are more important than funding? Why or why not?
- Andrew Becker emphasized the importance of focusing deeply on one high-performing lead source instead of spreading efforts thin across many. How might this 80/20 approach change your strategy in real estate or another business?
- Andrew Becker distinguishes between “pre-probate” and “probate” leads. What are the pros and cons of reaching out to sellers during each of these stages?
- The episode discusses the ethical and emotional aspects of contacting potential sellers who are experiencing loss. How should investors balance business objectives with sensitivity toward grieving families?
- Andrew Becker explains that a “probate machine” gives a competitive advantage by enabling early, direct access to fresh probate filings. How can systematizing lead generation give investors an edge? What are potential downsides?
- The conversation touches on adding value beyond the property sale—like helping the PR (personal representative) navigate the probate process. How might this approach impact conversion rates and long-term reputation?
- Jay Conner and Andrew Becker discuss being transparent with prospects about being a real estate professional. Why is candor important in approaching probate leads, and what risks come with being less direct?
- Andrew Becker references providing resources like checklists and attorney introductions. How important is providing tangible help versus focusing solely on the sale? What resources would you offer in a similar situation?
- The episode describes different outreach strategies: mail, phone, or a hybrid. Which do you think is most effective in the probate context, and why?
- Andrew Becker claims the right system can allow an investor to build a seven-figure probate department in just a few weeks. What skills, mindsets, or resources might be required to implement such a system successfully?
Fun facts that were revealed in the episode:
- Jay Conner introduces Andrew Becker by highlighting his impressive background working in high-stakes environments, including supporting the U.S. Air Force’s nuclear enterprise inside the Pentagon before turning his obsession with systems toward building a high-performing real estate operation.
- Andrew Becker discovered that focusing on probates was a game-changer for his real estate business, consistently generating seven-figure revenues. He attributes this success to applying the 80/20 rule, deeply analyzing where the most profitable leads came from, and doubling down on probate properties.
- Andrew Becker’s coaching program is built around a highly systemized, step-by-step “probate machine” that allows real estate investors to implement an efficient, scalable probate department within just a few weeks, utilizing both direct mail and cold-calling strategies tailored to the emotional and legal complexities of probate deals.
Timestamps:
00:00 Building deal flow and scaling
03:52 Focusing on probate leads
07:14 When probate gets started
11:49 Learning the probate process
14:20 Role of a personal representative
18:19 Managing overwhelming estate tasks
22:52 Addressing probate directly
23:36 Unique approach to probate leads
27:22 Building a probate system
30:14 Finding deals and funding
31:29 Connect with Jarrod Frankum
https://www.facebook.com/iamandrewbecker
33:26 Free real estate investing guide
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