Most real estate investors are used to chasing the same leads as everyone else, competing tirelessly over properties listed on the MLS or platforms like Zillow. However, there’s a lucrative avenue that often goes unnoticed: off-market inherited property deals.
In a recent episode of Raising Private Money, host Jay Conner sat down with Micah Nicholes, owner and CEO of US Lead List, to reveal why pre-probate and inheritance leads offer unparalleled opportunities for savvy investors.
Micah isn’t a typical data broker—his hands-on experience since 2014 includes buying, holding, wholesaling, and selling properties himself, using the very data his company provides. Through US Lead List, he’s helped investors all over the country find motivated sellers and close deals that most competitors don’t even know exist.
What makes these leads so potent is that many inherited properties aren’t yet being marketed, and their owners haven’t fully decided on selling. This creates a window for investors to step in early and position themselves as trusted problem solvers.
Inherited property deals differ from traditional motivated seller leads in several crucial ways. First, inherited homes are often paid off, which means sellers aren’t wrestling with mortgage pressure. The families involved face logistical and emotional challenges after the loss of a loved one, and the property is just one aspect of their complex situation. The pain points for these sellers aren’t always strictly financial—they’re searching for simple, respectful solutions, and they value the guidance of investors who approach with empathy.
Building rapport is paramount in these deals, as Micah Nicholes has learned both professionally and personally. In recent months, he navigated probate following his father’s passing, feeling the whirlwind of emotions and logistics that heirs regularly face. He stresses the importance of being a listener first, putting aside the investor’s immediate objectives to understand what the seller is going through. Creating trust opens the door to strong relationships—and often, sellers will choose the investor they trust over higher offers from others.
Another benefit of working with inherited property lists is the lack of direct competition. These leads are fresh, often provided monthly, and have not yet been inundated by calls or offers from other investors. This gives acquisition teams a chance to engage sellers before they think of listing, negotiating, or entertaining competing bids. Jay Conner, who’s used Micah’s service for years, values being able to reach sellers ahead of the competition, making the process less about battling for offers and more about establishing a genuine connection.
Direct mail marketing plays an essential role in this strategy. Letters sent to inherited property owners are generic and sensitive, never mentioning the recent passing in the initial outreach. The aim is to invite conversation without poking at fresh emotional wounds—most sellers volunteer information about their inherited status naturally during early discussions. By approaching with subtlety and respect, investors can build the goodwill that’s essential for closing such deals.
US Lead List stands out for the depth and segmentation of its data. Investors receive not just names and addresses, but detailed property information, tax delinquency status, vacancy data, and more. These datasets are divided into critical subgroups, including pre-probate, surviving spouse, trusts, and inter-family transfers, each with its unique implications for timing and negotiation. Micah’s favorite niche is marketing to those inheriting portfolios of multiple properties; helping heirs navigate this headache offers relief for them and great opportunities for investors.
Success in this niche isn’t only about having great lists. Consistency in marketing, empathetic acquisition teams, and persistent outreach make all the difference. Deals come over time as investors repeatedly follow up, and those who give up after a single contact miss out on profitable opportunities.
Inherited property deals aren’t limited by geography; aside from certain state-specific laws, such as California’s public sale requirements, this strategy works in urban and rural markets alike. Each inherited property presents a chance for investors to offer help, earn trust, and structure deals—often with creative financing. While most sellers prefer cash at closing, about twenty to thirty percent are open to options like seller financing or subject-to arrangements.
For investors ready to get off the beaten path and find less competitive, higher margin deals, verified probate and inheritance lists are the secret weapon. The relationships built through compassionate engagement not only close deals but also provide real value to families in transition. As highlighted by Jay Conner and Micah Nicholes, the greatest real estate deals are often found where nobody else is looking—at the intersection of timing, empathy, and strategic data.
10 Discussion Questions from this Episode:
- Jay Conner highlights that the best real estate deals often aren’t on the MLS or Zillow. Why do you think off-market inherited properties present such unique opportunities for real estate investors?
- Micah Nicholes mentions the importance of empathy when communicating with sellers of inherited properties. In what ways can empathy build trust and result in more successful deals?
- The episode discusses the difference between inherited property lists and traditional motivated seller lists. What advantages do inherited lists offer, based on Micah Nicholes’ experience?
- Jay Conner and Micah Nicholes stress keeping the initial direct mail generic and not mentioning the inheritance. Why is this strategy recommended, and how might it impact the seller’s response?
- Micah Nicholes shares that handling inherited property deals often requires acting as a “Sherpa” for sellers. What are some examples of challenges these sellers face, and how can investors effectively support them?
- What are some common misconceptions real estate investors have about working with inherited properties, and how does Micah Nicholes debunk them in the episode?
- The podcast touches on market dependency. Are inherited property opportunities valid in all markets, or are there exceptions? What factors may influence this availability, such as specific state laws?
- Jay Conner asks about creative financing options when purchasing inherited properties. Based on the conversation, how common are creative deals compared to all-cash purchases, and what strategies work best?
- Discuss the importance of consistent and persistent marketing to inherited property leads, as emphasized by Micah Nicholes. What marketing strategies tend to yield the best results with these sellers?
- Throughout the episode, Jay Conner and Micah Nicholes mention the value of focusing on “done-for-you” services and maximizing an investor’s time. How can outsourcing lead generation and marketing improve an investor’s bottom line and efficiency?
Fun facts that were revealed in the episode:
- Micah Nicholes specializes in finding “off-market” real estate deals—properties that aren’t listed on the MLS, Zillow, or even being actively marketed. He connects investors with motivated sellers before anyone else even knows about the opportunity!
- At US Lead List, Micah Nicholes provides not just basic contact data, but rich, segmented property information—including whether the property is tax delinquent, vacant, in probate, in a trust, or part of a larger inherited portfolio.
- According to Micah Nicholes, building empathy and trust with sellers is so important that some will even take a lower offer simply because they feel more comfortable and understood by the buyer—a testament to the power of relationship-based investing!
Timestamps:
00:01 Uncovering Off-Market Real Estate Deals
04:53 Leveraging Exclusive Real Estate Lists
10:07 Navigating Probate and Emotional Overwhelm
12:52 Lessons from Probate Experience
14:29 Innovative Real Estate Data Solutions
18:43 Connect with Micah Nicholes
https://www.JayConner.com/Inherited
19:42 Boosting Deals: Acquisition & Marketing
23:13 Persistence Unlocks Opportunities Everywhere
26:51 Maximizing ROI and Efficiency
29:24 Finding the Right Fit
31:18 Raising Private Money Tips
Connect With Jay Conner:
Private Money Academy Conference:
Free Report:
https://www.jayconner.com/MoneyReport
Join the Private Money Academy:
https://www.JayConner.com/trial/
Have you read Jay’s new book, Where to Get the Money Now?
It is available FREE (all you pay is the shipping and handling) at https://www.JayConner.com/Book
What is Private Money? Real Estate Investing with Jay Conner
http://www.JayConner.com/MoneyPodcast
Jay Conner is a proven real estate investment leader. Without using his own money or credit, Jay maximizes creative methods to buy and sell properties with profits averaging $67,000 per deal.
#RealEstate #RealEstateInvesting #RealEstateInvestingForBeginners #Foreclosures #FlippingHouses #PrivateMoney #RaisingPrivateMoney #JayConner
YouTube Channel
https://www.youtube.com/c/RealEstateInvestingWithJayConner
Apple Podcast:
Facebook:
https://www.facebook.com/jay.conner.marketing
Twitter:
https://twitter.com/JayConner01
Pinterest:
https://www.pinterest.com/JConner_PrivateMoneyAuthority
Secrets to Consistent Real Estate Deals: Using Pre-Probate Inheritance Lists with Micah Nicholes
Jay Conner [00:00:01]:
What if the best real estate deals aren’t on the mls? What if the best real estate deals are not on Zillow? What if the best real estate deals are not even being marketed at all? What if they’re sitting with people who haven’t even decided to sell yet, but they’re about to? Welcome to Raising Private Money. I’m your host, Jay Conner, the private Money authority. And on this show, we don’t talk theory. We talk about what actually puts deals together and gets them funded. Well, today’s episode is a big one because I’m sitting down with someone I’ve personally trusted and used for years. Micah Nichols is the owner and CEO of US Lead List, and he specializes in uncoveringhigh-quality off-markett properties, specifically pre-probate inheritance leads that most real estate investors don’t even know how to access. Well, Micah isn’t some data broker guessing from the sidelines. He’s been in the trenches since 2014.
Jay Conner [00:01:07]:
Buying, selling, holding, wholesaling, and wholesaling real estate himself. He knows what works because he’s actually done it and still does it today. In fact, he was just telling me before we went live that he just locked up another one last week. Well, through US Lead List, Micah has helped investors, wholesalers, and real estate agents all across the country connect with motivated sellers and close real deals in competitive markets. And when he’s not building businesses or helping investors win, he’s raising his four kids and coaching their soccer teams. Today, we’re pulling back the curtain on how smart real estate investors are finding deals before everyone else. And of course, the name of this show is Raising Private Money. And how does that directly tie into raising private money with confidence?
Jay Conner [00:01:58]:
In just a moment, you’re going to meet my very good friend, fellow mastermind, member, and real estate investor Micah Nichols, right after this.
Narrator [00:02:09]:
If you’re a real estate investor and are wondering how to raise and leverage private money to make more profit on every deal, then you’re in the right place. On raising private money. We’ll speak with new and seasoned investors to dissect their deals and extract the best, the best tips and strategies to help you get the money. Because the money comes first. Now, here’s your host, Jay Conner.
Jay Conner [00:02:37]:
Micah, my good friend, welcome to the show.
Micah Nicholes [00:02:40]:
Thank you for having me. What an introduction. Holy crap. You, I mean, you’re straight up professional. I knew you were a performer when I saw you play the piano before, but that was, that was quite good. You just, you know, it gets better and better every time, so.
Jay Conner [00:02:56]:
Well, there you go, Mike. Well, I’m so excited to have you on here on the podcast because you provide a service that I’ve been using for years. I’ve lost count of how many deals I’ve gotten off of using your data, your list. It’s so fantastic. And let’s go ahead and dive in so the audience can learn all about what it is that you do. So, most real estate investors, of course, I’ve been investing full-time since 2003. Most real estate investors chase the same tired leads that everybody else is fighting over. So why is it that inherited property lists consistently, and that’s the keyword right there, produce better deals than a traditional motivated seller list?
Micah Nicholes [00:03:44]:
I would say it’s mostly because it’s not. It’s. It’s money. It comes down to money. Typically, the properties are paid off. They are in a place where they’ve got to figure out a solution to how they’re going to solve. You know, are we going to sell it? Is someone else going to take it over? Are we going to renovate it? We’re going to put it on the market as is. And so it’s a combination of money,y timing, and, you know, solving a real need.
Micah Nicholes [00:04:12]:
And, there’s a kind of window in which you can do that over a coupleof months. You kind of target this person and introduce yourself, and you kind of have to be a Sherpa. You’ve got to help these people through the situation because sometimes tthere areerrors, there are challenges, different things, but in general, it’s the complexity. They, you know, 5 or 10 or $20,000 off the price isn’t going to, you know, make a giant difference for these people. They’re looking for a solution to their pain, which is like, I don’t know how to sell this, flip this property, or deal with all the probate. All those things kind of make for a perfect storm for a seasoned investor to step into and create a great opportunity for themselves.
Jay Conner [00:04:53]:
Well, if I can also answer my own question from experience of using your data and using your list, what I have found with these lists of people that you provide the inherited list, what I have found is that they haven’t already been talking to other real estate investors. And I’m actually able to, my team and I, my acquisitionists, were able to have a conversation with these people ahead of the competition. And so it’s not, you know, I’m not dealing with these competing offers and that type of thing because, you know, the list that you provide, I mean, you’re getting the list out monthly, every month. And it’s, you know, it’s coming like really, really quickly. And you know, one thing that I love about your personality, Micah, is that you do this business, you use your own data, is the way that you talk to these people when they respond to the direct mail marketing that you also provide. How would you summarize your mindset and your tone of voice when you talk with these people?
Micah Nicholes [00:06:04]:
I would say that for me, you know, part of it’s just naturally, I think, naturally I’m an empath. So, yeah, I look externally to see what is happening for someone else, and I’m looking for cues, trying to understand what’s happening internally for them. And I respond to that. Even, you know, I respond even when someone doesn’t necessarily know that they’re projecting. So, you know, I’ll get calls, and they’re just, you know, they’re, they’re in the middle of a storm. You know, they just lost something irreplaceable. Right. You know, it’s a really sensitive time to kind of connect with these people.
Micah Nicholes [00:06:40]:
And I found that, you know, you’re just much better off putting all your stuff aside, delaying all of what you want, and just wholeheartedly trying to take this person in exactly where they’re at. And so I would say, you know, as far as talking to them, just gentle, you know, listen first, you know, put, put your, your own kind of plans on pause while you’re trying to understand and build rapport with these people. Because if you do, then they’re going to trust you with this big decision that they have to make around this property and how they’re going to solve those problems.
Jay Conner [00:07:16]:
Yeah. And you know, one thing that you, of course, train. You train and coach your clients, the real estate investors that, that you know, you provide data to, and you actually have protected territories for real estate investors. You don’t have a ton of real estate investors getting the same data. But in your, in your training, you know, one thing that you train is you tell the real estate investor, of course, the letter or letters that you send out, they don’t even bring up the topic that someone has passed away. It’s an inherited property. It’s a very generic direct mail that is sent out. But you don’t even bring up the topic, you don’t even approach the topic of it being an inherited property unless they bring it up.
Jay Conner [00:08:05]:
Right. And of course, they bring it up most of the time. Right.
Micah Nicholes [00:08:09]:
Most of the time. I bought a couple of properties where someone died. I knew someone died. And they didn’t tell me anything. But in general, it’s almost, you know, especially how I’m kind of drawn it out of them. If someone tells me they’re selling a property, pretty much all I say is, well, what’s the situation? And you know, pretty much top of mind, my dad died, my uncle passed away, you know, what, what, what have you. But typically, that comes out first. But yeah, in general, I don’t think it’s a great idea to go and poke the bear.
Micah Nicholes [00:08:41]:
It’s kind of like the bull in the china shop. You break the opportunity before you get a chance to buy it. Just, you know, subtle. Listen, observe, and try to show up how they need. And that’s how I’ve found I get the most opportunities.
Jay Conner [00:08:55]:
Right. Well, by you specializing in a monthly pre-probate inheritance list. In your experience, what’s actually happening in these sellers’ lives at this stage? And, how is it that it makes these opportunities so powerful when handled the right way?
Micah Nicholes [00:09:19]:
Well, yeah, I mean, in, you know, I don’t even think I told you, you know, my dad just passed away. Gosh, a month ago.
Jay Conner [00:09:29]:
Oh, no, I didn’t know that. I’m sorry to hear that.
Micah Nicholes [00:09:32]:
Yeah, no, it’s a, you know, it’s a fact of life. It’s, it’s, it’s unfortunate, but you know, so I can speak to this personally right now. You know, I miss my dad. I, you know, I, I give a lot to have another conversation with him. We’re in the process of going through probate. We’re dealing with all of the, you know, his pension, his property, just all the different things. So there’s, there’s a bunch of logistics, there’s a bunch of kind of raw emotions. And you know, again, it’s kind of like that perfect storm that I was mentioning before.
Micah Nicholes [00:10:07]:
It’s like, you know, I am versed in how to do this because I’ve done it with other people so much, so I have, I have a leg up. But for most people, when all of these things are happening, it’s really overwhelming. You, you don’t, you know, just like, what do I work on right now? I, you know, where’s my probate lawyer? Can he help me get through this? I, I don’t. And then they’re, they’re just reeling from the emotional pain. And so, you know, all those things put together, you know, alongside of, you know, generally, these people have owned their houses for a long time, so they’ve got a good amount of Equity, they’re, you know, there’s. It’s not like it’s a foreclosure or something where, you know, in general, most of those properties, they’ve. There just isn’t a lot of money to squeeze from it because they’ve leveraged up over the years, and now they can’t pay anything because they’ve spent all that money along the way. That’s not always the case, but a lot of times it is anyway.
Micah Nicholes [00:11:06]:
So in that scenario, you come in, you. You help these people out. And like you said earlier, you know, if you do this right and your marketing is good, you’re kind of the only person there. And, you know, really, I saw this by just showing up and creating trust. And, I do that by just being a good listener, acting as I would want someone to treat me. And, you know, literally, again, the other day, I talked about this a lot. You know, the measure of trust that you have with the seller should be that if someone else offered them more money, they would either come back to you and say, hey, would you match this? Or they would take your. Off their.
Micah Nicholes [00:11:45]:
Off you. Sorry, they should take your offer because they like you better. And that just happened to me again this last weekend. And so for me, that’s something that I lean into really hard because it’s a skill. It’s like anything else. But the more. The better you can relate to this person, the better rapport you have with them. There is a point where they would actually take a financial loss to work with you because they like you that much better. And that’s really the mindset that has helped me capitalize on more deals.
Micah Nicholes [00:12:17]:
You know, just put deals together that make sense from an investor standpoint and also feel at, you know, at the end of the day, when I close my eyes, put my head down, like, I’m really helping these people, and they’re helping me.
Jay Conner [00:12:29]:
Yeah, a lot of real estate investors, when they hear inheritance leads, may think legal complexities or emotional landmines. What do most real estate investors get wrong about working inherited property deals?
Micah Nicholes [00:12:52]:
Well, what I got wrong is that, you know, I thought I. I thought I would have to help get a bunch of people through probate. And I’m not saying that doesn’t happen, because it does. But, you know, I’ve been doing this strongly for about five years, just specifically this niche, and I’ve only had to help two people get, you know, basically from beginning to end all the way through probate. And so in general, that kind of happens outside of me. And the other thing that I would say is that, you know, people underestimate the amount of impact that emotions have on the deal. You know, people. And I’m guilty of this too, but we’re all looking through this, you know, through the world of, of, you know, the shut.
Micah Nicholes [00:13:43]:
The colors and shades that we want to see. And for investors, we’re, you know, we’re trying to find a good deal. And so when you come in, and that is the focus, that’s, that’s kind of your point. That’s all you’re looking at, and it absolutely needs to be. But if that’s all you’re showing to the other important person, you’re going to lose the opportunity. So, you know, kind of flipping that around, it’s like, well, then what’s important to the seller? That, for them, is probably feeling heard, solving problems that they don’t know how to solve. You know, making what seems like a logistical nightmare seems simple. Yeah, I think between those two things are the, you know, kind of largest points that people get wrong about it.
Jay Conner [00:14:29]:
Yeah, I would agree. I would agree. Well, Michael, you’ve been an active real estate Investor ever since 2014, and you’ve been specifically in this niche for about five years. How has your own experience of buying and selling properties shaped the way that you now build and offer the services you do at U.S. Lead List? And what problems are you trying to help solve that no one else was? And I’m talking about the problems of a real estate investor in this context. So, you know, other companies provide data, but I’ve never seen any other type of data as you provide. I mean, you don’t just don’t provide a lead. I mean, you’re providing all kinds of data with each lead.
Jay Conner [00:15:24]:
If you could review those, you know, specifics that you offer, it’s quite amazing.
Micah Nicholes [00:15:30]:
Yeah, so when we, when I first bought this company five years ago, and so, you know, back when I bought it, you basically got five pieces of information. You know, the family surname and their property address. And that was fine, and it worked. But what I thought and believedwass that there were just a lot of kinds of components or pieces that were missing. And so since then, you know, we added on a bunch of stuff, just regular property information. That’s great. We’re looking at tax delinquency, we’re looking at property vacancy. And then, you know, there’s another component in which, you know, there are different scenarios because I haven’t really explained this yet.
Micah Nicholes [00:16:14]:
But you know, what we’re doing is we’re lining up when someone passes away, and if they own real estate. And there are four main kinds of subgroups that come into play after that. The first is a pre-probatee, the next is a surviving spouse, and after that, it’s trusts. And then the last one is inter-family transfers before death. And each one of those scenarios is different. You know, for example, pre-probate, you know, likely, unless our data is wrong, has to go through probate. And that takes a long time. You know, there’s a three to multi year long process that needs three months to multi year long process that has to happen.
Micah Nicholes [00:17:01]:
Whereas if there’s a completely different spouse, no probate is necessary in most places in the United States, there are provisions for that surviving spouse to take over that property. They just have to produce a death certificate. So the timing is different. And so we’re kind of trying to segment and build all these different ways out to capitalize on the list. My personal favorite way that we segment the data is, as you know, finding folks who have additional property. So you know, let’s say, you know, a landlord lik, like me passes away. I’ve got a portfolio of properties that, if I pass away, that’s someone has to figure out how I’m managing these things. It’s a big headache, it’s a big deal.
Micah Nicholes [00:17:44]:
And so, you know, marketing to those people who are going to inherit those properties is a, you know, there’s a narrow window in which you can show up and solve this, you know, pretty significant amount of pain. I don’t know how to run this real estate business. You know, can you know, you mark a step in the market to them, convince them to sell you that to that group of properties, and take that over. And that’s a giant, you know, not, you know, not only can you set up a great deal for yourself, but it’s just a, it’s a giant relief and help for those people who are currently trying to sort through the situation, manage it.
Jay Conner [00:18:21]:
So from your observations, I mean you, you’ve worked with several real estate investors by the way, for anybody that is tuning into the show right now and if you’ve got to jump off early, I don’t want you to miss out on Micah’s contact information to learn if your area is even available for him to serve you and give you these monthly leads every month. But you can contact Micah at www, and then we put together a special URL for the folks here on the podcast. Www.jconner.com Inherited. That’s J A Y C O N N E R.com Inherited, and that’ll take you straight to getting in contact with Micah Nichols to see if your area is open. So from your observation, Micah, you have clients that have gotten your data and gotten traction from it, and been successful. You have other clients, real estate investors, who got the data, you know, nothing really happened for them. What separates the, in your opinion, what separates the real estate investors who consistently close deals, provide solutions to these families that want to sell, from those who never really get any traction, and then they end up canceling?
Micah Nicholes [00:19:42]:
Yeah, two main things I would say first would be how good is your acquisition person? That’s a big factor here. And you know, there’s no great way to kind of just measure that person and their skill. But, you know, a great acquisitionist is going to make you more money, you know, hands down. They’re just going to close more deals. The, the second, and I would say more predictable way to get more deals is, you know, how much are you marketing? Are you sending a letter? Are you, are you doing any direct mail at all? Are you just cold calling? And what I would say is like, you know, the best situation is you’re sending multiple direct mail pieces over a period of time. You know, like, as I’ve already mentioned, you know, many times, it’s like, this is a complex, evolving problem. You know, their lives are busy, so you’ve got to cut through some of that chaff, and hitting them over at least a few months with direct mail will be a big difference in your roi. And then, you know, do you have other channels? You know, for me, my acquisition person hand-dials each of those people who have multiple properties.
Micah Nicholes [00:20:52]:
So we’re constantly chasing them. We call them about once a month, just trying to get in touch with them, create a relationship, and close deals from there. You know, Mark, just, are you a good marketer, and are you consistent? Because that’s really what most good marketing is. It’s just consistency.
Jay Conner [00:21:10]:
Yeah. When you say consistency, Micah, I think of two words. I think of that one consistent, and I think of persistent. Consistent and persistent. All of that wrapped around empathy. Of course. All of that wrapped around empathy. And you know, you work with real estate investors all over the country.
Jay Conner [00:21:30]:
Would you say inherited property opportunities are market dependent or, I mean, is it is. You know, if you’ve got the same skill set on your team for marketing. And by the way, just let everybody know. I use Micah’s list, and I mail three months in a row, 90 days. Obviously,y we stop mailing once someone responds?. We don’t bring up anything about it being an inherited property or anything like that. It’s very generic direct mail marketing. But is, is there, is there anything different in the markets about this when it comes to inherited properties?
Micah Nicholes [00:22:13]:
I would say that, you know, the, the biggest thing would probably be something like the, you know, the state of California. So in California, if you’ve got a probate case, I’m 90% sure that the, the court forces a public sale of that property. And so there, some probate laws make a private sale actually public. But outside of, you know, examples like that that have to do with laws, things that you cannot control. No, I don’t, I don’t. I think that it’s an opportunity everywhere. You know, big, big or small, you know, metro or rural, I don’t, I really don’t think it matters. It just has to do with your skill and ability to connect with people, and your consistency and persistence in marketing.
Micah Nicholes [00:23:13]:
And it is, because if you can do those two things, I very much believe it’s an opportunity everywhere. You know, even when I, you know, I was just talking about that deal that I wrapped up the other day. You know, this person lost her husband four years ago. I’d been, I’ve been marketing to this person and, you know, they were having an estate sale,e and that was how I ended up getting in touch with her. After you know, sending her a bunch of mail, I talked to the estate sale person,n and he connected me with he,r and that was how I got the contract. And so it’s like, you know, if, again, persistence, you know, wins out over the long run. If you’re just constantlsniffinged around something, you’re going to get to it. You just, you know, it’s just kind of how and when.
Jay Conner [00:23:59]:
Right. So let’s take a moment. As we’re getting ready to wrap up, let’s take a moment to talk about the funding of these properties from your experience, your own deals that you do. Micah, what percentage would you say the sellers of these properties require? All the money. After all, this is a podcast called Raising Private Money. So what a percentage of these, of these owners or the heirs of these properties require all the cash at closing versus some of them being willing to do some creative financing, such as selling with seller financing or, you know, if there’s a mortgage selling subject to the existing note and, and those types of Creative ways versus using private money or your own cash or traditional financing to purchase these properties.
Micah Nicholes [00:24:54]:
So I would say that probably.
Jay Conner [00:24:58]:
Two.
Micah Nicholes [00:24:59]:
Two to three out of every deal that I work on, there’s some creative finance component that you know, could be played. Otherwise, you know, for me, I’m funding with a ridiculous arrangement I’ve got with a bank, or my own personal money. And you know, sometimes on big projects I’ll bring in private money too. But in general, I would say that, yeah, it’s two or three out of ten where someone will, you know, carry paper, sub to, you know, something like that. Where, where I don’t, you know, I can arrange the financing of the property without a bank, without bringing in a third party.
Jay Conner [00:25:38]:
Sure. Well, I wanted to bring that up because I don’t want my audience to think you gotta have all the cash for all these deals. Now the majority of the deals you do. The majority of the deals you do. S, audience, you’re at the right place here on the Raising Private Money podcast. In fact, on the Outro, you’ll be offered a free download that you can get about private money. But creative financing is,s of course,se an option as well for some of these. So Michael, you know, some real estate investors are analyzers, thinkers, and they’ll say, you know, I’ll just pull my own inherited property list.
Jay Conner [00:26:22]:
And of course, the data that you provide, you know, everybody’s at your client’s fingertips, is just amazing. But I know why I do it, I know why I use your service. But from the feedback you get, why do serious real estate investors choose a monthly professional curated list like yours instead of doing it themselves?
Micah Nicholes [00:26:51]:
I think it has to do with ROI and where does, where your highest and best value is. You know, if you’ve got a good acquisition person and they’re not working and you’re wasting your time or you’re having them waste their time trying to put data together and append and match and do all this. It’s like, is that the best place to, to put your time, money, and effort? No, you get more deals in the funnel. As you know,t it’s just a no-brainer. And two, I think that you know, to do it the way that we do it, you’re, you would have to spend a lot of money. So you could, you know, absolutely. You could take the time, you could go on, you could match it. And, if someone really doesn’t have money to, to pay for the service, but they have time.
Micah Nicholes [00:27:39]:
You know, great, go to the. Go to the probate courts, grab some of that data, and make. Make those phone calls, send those letters. But as soon as you know how to close deals, you should be completely out of that. You should be focusing on closing more properties, funding more properties, and building your portfolio.
Jay Conner [00:27:56]:
What you just said, Micah, reminds me of phone time is ATM time. And the more time either you or your acquisitionist is spending time talking to owners of properties. That’s the highest and best use of your time. I’m all about done-for-you services. And by the way, folks, if you’re listening to this show, don’t tell Micah I said this, but he does not charge enough for his service. I’ll just tell you that. I mean, the. I mean, it’s pennies on the dollars for.
Jay Conner [00:28:27]:
For these leads that he provides every month. And it’s. Again, it’s a protected territory. In addition to that, when I say done for you, Micah actually will. Has a. Has another arm to his company that will actually handle the direct mail for you in an automated way. So talk about turnkey hands off to where, you know, your phone is ringing. And actually, the direct mail that Micah and his team mail out for me, the phone number actually goes to our AI representative agent.
Jay Conner [00:28:59]:
Her name is Bailey. And Bailey, that we use books for three out of every four phone calls, appointments with my acquisitionist. I’m all about done for you, that is for sure. Micah, final words. For someone who is starting they’ve never done an inherited list before, what overall advice would you give them?
Micah Nicholes [00:29:24]:
I think I would say if you know how I was speaking about it and what I was saying, if that resonated with you, it’s probably a good fit for you. You felt like, you know, I was gabbing on, and you’re like, I don’t know about this, Micah. Maybe not a good fit for you, but maybe it is a good fit for someone who’s more of an empath on your team, who can relate to people’s emotions. That really is, I think, the. The key to, you know, kind of seizing the opportunity. You know, there’s. There are a million different ways you can make money in real estate. You know, literally, I’m.
Micah Nicholes [00:29:55]:
I’m learning a new one every week. It’s crazy, so many options. But for me, this is. This is one that I truly enjoy. And because I, you know, how I leverage myself is by the relationships with the people that I meet, from marketing to this list. And that’s what I really like about it.
Jay Conner [00:30:13]:
Well, you can’t fake a servant’s heart. You can’t fake a servant’s heart. And I love your heart, Micah. All right, folks, there you have it. Reach out to Micah Nichols at www.j Conner j a y c O-N-N-E r.com forward slash, inherited. And that’ll get you directly in touch there with Micah. Micah, thank you so much for joining me here on Raising Private Money.
Micah Nicholes [00:30:40]:
Oh, it’s my pleasure. Thank you so much for having me. It’s great to see you.
Jay Conner [00:30:44]:
Same here. Well, listen, if you got value from today’s episode, here’s the big takeaway. And that is the best deals are almost always found off-market, just like these leads that Micah provides. Micah just showed you how to get these inherited leads. Reach out to him. When done the right way, create opportunity before everyone else. Real estate investors even know these opportunities exist to serve other people. Less competition, better margins, more confidence.
Jay Conner [00:31:18]:
And confidence is everything. So if you want to raise private money with ease, be sure to take me up on my free offer when the outro comes up here. And make sure you connect with Micah and check out what he’s doing at www.JayConner.com/Inherited. And if this episode helped you think differently today about finding deals or raising capital, do me a favor. Subscribe to the podcast, leave me a review, and share this episode with another real estate investor who is still chasing deals the hard way. I’m Jay Conner, the private money authority. This is Raising Private Money. And I’ll see you right here on the next episode.
Narrator [00:32:01]:
Are you feeling inspired by the knowledge you gained in this episode? Then head over to www.JayConner.com/MoneyGuide, that’s www.JayConner.com/MoneyGuide, and download your free guide that shares seven reasons why private money will skyrocket your real estate investing business right now. Again, that’s www.JayConner.com/MoneyGuide to get your free guide. We’ll see you next time on Raising Private Money with Jay Conner.