Probate and Trust Real Estate | Bill Gross

·28 min·2 clips

Bill Gross reveals how sitting unpaid in probate court led to an $8-10 million listing from a chance encounter.

The episode features Bill Gross discussing his niche in probate and trust real estate. He relaunched his business five years ago after moving from management back to sales, choosing probate for its technical nature and motivated sellers. Gross spent 30 days researching, going to court, and writing a business plan. He emphasizes the importance of being the right partner in referral relationships, focusing on what attorneys and families need. By attending court daily, he learned procedures and built knowledge, which attracted business rather than cold calling. A key example is meeting a woman in court he knew for 20 years, leading to $8-10 million in listings. Gross highlights that 90% of attorneys in probate had only one case in the past year, creating an opportunity for knowledgeable realtors. He advises agents to dress appropriately, learn local court rules, and know judges' preferences. To start, he suggests taking basic probate classes and calling one's database to offer help, which led to his first listing—a six-unit property from a non-probate referral. Gross recommends asking clients about estate plans and referring them to professionals, which can build reciprocal referral flows. He shares that his podcast, Probate Weekly, and website provide ongoing resources. The hosts, Justin and Stephanie Peck, relate his insights to broader real estate practices, such as open houses and value creation. Gross concludes that being a great realtor by asking estate planning questions can differentiate agents and attract business naturally.

As heard by us

Bill Gross explains how probate court knowledge can improve client service and strengthen attorney referrals.

Probate and trust real estate comes across here as a niche where process knowledge can genuinely steady people through a hard transition, while also giving agents a clearer referral path.

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Why you'd press play

You want a Los Angeles probate-and-trust real estate specialist's practical read on knowing the court, the rules, and the referral value behind the niche.

Read the full recommendation in PlayNext →

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