HOW WE MARKET TRUST AND PROBATE LISTINGS
Our marketing model centers on a fast-paced sale process aimed at stimulating significant
interest and multiple offers at or over estimated fair market value. This approach combines an
aggressive marketing period, strategic pricing and buyer instructions designed to create the
feeling of an auction without the negative connotations that come with an auction property. We
also create a customized marketing program for each property designed around the needs of
the estate and fiduciary.
Elements of the marketing and sale process include:
• Property Preparation
• Marketing Protocol
• Seller Control
• Buyer Qualification
Property Preparation:
Often, trust and probate properties can be immediately seen as aged
and in poor condition. That negative perception can generate bottom-tier offers. Our qualified
Directors and Real Estate Professionals draw on a wealth of experience to create a
comprehensive, customized plan to maximize the appeal of our clients’ properties in ways that
can strongly impact market value. Our recommendations can range from selling as-is with
minimal cleanup to more extensive strategies.
Working within the Trustee’s or Executor’s budgetary and timing guidelines, our goal is to
improve the property’s appearance in a way that will increase the sale’s net Return on
Investment and decrease the length of the selling process. We create a Property Preparation
Plan with a detailed list of actions, such as conducting an estate sale, working with a cleanout
specialist, removing trash, painting, cleaning, repairing health and safety issues, staging and
more.
Marketing Protocol:
We employ a dynamic combination of high-impact traditional marketing
and state-of-the-art technology to aggressively promote properties to the widest possible
audience of buyers and real estate agents, both nationally and internationally. We employ a
proven marketing strategy of generating targeted exposure over a limited time frame, creating
an auction-like multiple offer bidding environment designed to maximize sale profits. This time
frame can vary based on the needs of the Trustee, current market conditions or the probate
code. Offers may be reviewed just after the first week of open houses, or after up to 21 days on
the market. This timing ensures maximum exposure for the property and sufficient time for all
interested parties to visit it. It also allows the potential buyer to conduct due diligence before
presenting an offer, resulting in a true “as is” sale and eliminating stressful re-negotiation during
escrow.
We protect the best interest of the fiduciary and the estate by demonstrating full market
exposure complete with meticulous documentation, including a full synopsis of market activity,
advertising, list of visitors who previewed the property and detailed terms of all offers received.
Seller Control:
After considering the expressed desires of the Trustee, we prepare a custom
“wishlist” to define the goals of the estate. Whether the most important aspect of the sale is
price, a fast close, or a leaseback from buyer to seller, this customized plan is designed to
ensure these goals are met. We present all prospective buyers with offer submission
instructions outlining the seller’s preferred terms. These can include limited contingencies and
explanation of any court requirements to close escrow, such as an overbid probate sale.
Providing an instruction sheet to all interested parties motivates buyers to write offers based on
these guidelines.
Buyer Qualification:
We require that all offers from prospective buyers be accompanied by
proof of sufficient funds to close escrow and, if applicable, a pre-approval letter from a lender.
We may also require buyers to apply with a lender of the seller’s choice to confirm that they are
qualified to obtain a loan for the purchase. Through our screening process, we ensure the best
offer has been selected before a binding contract is formed.
For more information about our Trust and Probate Division, please
contact us.
