300 dials. 30 heir conversations. 10 offers. 1-2 deals.

That's the reality of heir property investing. It's a volume business with a narrow filter—and the investors who succeed are the ones who understand the funnel and optimize each stage.

This guide breaks down the heir property conversion funnel based on real metrics from professional investors, so you can set realistic expectations and build systems that work.

The Complete Conversion Funnel

Here's the typical conversion path for heir property acquisitions:

Stage	Number	Conversion Rate
Phone dials	300	Starting point
Heir conversations	30	10% answer rate
Qualified leads	15	50% qualify
Offers made	10	67% get offers
Verbal acceptances	3-4	30-40% accept
Closed deals	1-2	50% close rate

Let's break down each stage.

Stage 1: Phone Dials (300)

This is raw activity—picking up the phone and calling skip-traced contact information for identified heirs.

Why So Many Dials?

Wrong numbers: 20-30% of skip trace data is outdated
No answers: 60-70% of calls go to voicemail
Disconnected: 10-15% of numbers no longer work
Wrong person: Common names lead to misidentifications

Dial Optimization Tactics

Double dialing: Call the same number twice back-to-back without leaving a voicemail. This increases answer rates significantly—people often answer the second call thinking it might be urgent.

Strategic timing:

Residential heirs: Evenings (6-8 PM) and weekends
Professional heirs: Business hours
Retired heirs: Mid-morning

Multiple channels: Don't rely solely on phone calls:

Text messages with curiosity hooks
Facebook messages
LinkedIn InMail for professionals
Physical mail for high-value targets

Daily Activity Targets

Professional investors typically aim for:

50-100 dials per day (focused calling blocks)
3-5 hours of calling time
5-10 conversations per day

At this pace, 300 dials takes about a week of focused effort.

Stage 2: Heir Conversations (30)

When someone answers, you need to quickly establish relevance and earn continued conversation.

The Opening Framework

Don't launch into a pitch. Use a fact-finding approach:

"Hi, I'm [Name]. I'm researching a property on [Address] that I believe you may have an interest in. I'm not sure if you're aware of it, but there are some tax and title issues I'm looking into. Do you have a moment to help me understand the situation?"

This approach:

Establishes legitimate purpose
Expresses uncertainty (not presumptuous)
Asks for help (positions them as expert)
Mentions problems (creates curiosity)

Qualification Questions

During the conversation, you're trying to determine:

Do they know they own property? Some heirs have no idea.
Do they understand the tax/title situation? Education opportunity if not.
Do they recognize they can't sell traditionally? Creates need for your solution.
Would they consider selling their interest? Direct qualification.

Lead Temperature

Categorize leads by their awareness level:

Category	Problem Aware	Solution Aware	Priority
Cold	No	No	Low
Warm	Yes	No	Medium
Hot	Yes	Yes	High

Cold leads don't know they have a problem and don't know you can help. These require education before they become opportunities.

Warm leads know something is wrong but don't know there's a solution. These need to understand their options.

Hot leads understand both the problem and that someone like you can solve it. These are ready for offers.

Stage 3: Qualified Leads (15)

Half of your conversations won't qualify. Common disqualifiers:

"Not interested" — Some heirs want to keep property regardless of complications
"Already handled" — Estate was resolved, property sold, or interest transferred
"Someone else is handling it" — Another family member or attorney managing the situation
"Wrong person" — Skip trace error, not actually an heir
"Want full value" — Unrealistic expectations that won't change

Qualification Criteria

A qualified lead should meet these criteria:

Confirms ownership interest (even if percentage unclear)
Shows some willingness to discuss sale
Has authority to make decisions (or access to decision-maker)
Property value justifies continued pursuit

Stage 4: Offers Made (10)

Not every qualified lead receives an offer. Some situations don't make economic sense:

Property value too low after all costs
Too many heirs for deal economics to work
Heir expectations too high to bridge
Competing investors already involved

Offer Structure

Heir property offers are typically:

Cash: $500-$3,000 per heir for fractional interests
Quick close: 1-2 weeks from agreement
Simple terms: No contingencies, no inspections
Problem removal: Buyer handles all complications

The Psychology of Low Offers

New investors often struggle with offering $1,500 for an interest in a property worth $200,000. But consider the heir's perspective:

They didn't buy this property—they inherited complications
They can't access the value without cooperation from multiple parties
They may not have known they owned anything
$1,500 cash today vs. nothing (or years of hassle) is rational

You're not taking advantage—you're providing liquidity for an illiquid asset.

Stage 5: Verbal Acceptances (3-4)

Of 10 offers, expect 3-4 verbal agreements. The others will:

Decline: Not interested at any price
Counter: Want more than you can pay
Stall: "Need to think about it" (often means no)
Ghost: Stop responding

When You Get a "Yes"

Move immediately.

"When you get a verbal agreement, stop everything else. Your only job is getting that deal closed before they change their mind, talk to family, or have second thoughts. We schedule closings the same day when possible."

Speed matters because:

Family members may discourage the sale
Other investors may make competing offers
Heirs may reconsider when the reality sinks in

Closing Process

Professional investors use complete closing packages, not just contracts:

Warranty deed: Transfers their interest to you
Assignment of rights: Transfers any claims to estate
Affidavit: Confirms facts about inheritance
Disclaimers: Protects against future challenges

Mobile notaries and remote online notarization (RON) enable same-day closings anywhere in the country.

Stage 6: Closed Deals (1-2)

Even with verbal acceptance, not every deal closes:

Changed mind: Heir reconsiders after talking to family
Title issues: Discover complications that kill the deal
Competing interests: Other family members intervene
Logistics: Can't get documents signed (incarceration, illness, etc.)

Expect roughly 50% of verbal acceptances to actually close.

The Economics at Scale

Let's apply real numbers to this funnel:

Metric	Value
Dials per deal	150-300
Average acquisition cost per heir	$1,500
Average heirs per property	4-6
Average property acquisition cost	$6,000-$9,000
Average property value	$150,000-$200,000
Gross margin	$50,000-$100,000

At $50,000-$100,000 profit per deal and 1-2 deals per 300 dials, your effective rate is:

$167-$667 per dial (gross)
$1,667-$3,333 per conversation

This math is why professional investors maintain consistent calling activity despite the low conversion rates. Every dial has significant expected value.

Funnel Optimization Strategies

Improve Dial-to-Conversation Rate

Better skip trace data (pay for quality)
Multi-channel outreach (phone, text, social, mail)
Strategic timing based on heir demographics
Double dialing technique

Improve Conversation-to-Qualified Rate

Better lead qualification before calling (research first)
Stronger opening scripts that establish credibility
Education-focused conversations that create awareness

Improve Offer-to-Close Rate

Move fast when you get agreement
Use complete closing packages, not just contracts
Offer multiple closing options (mobile notary, RON)
Handle objections before they become deal-killers

Improve Economics Per Deal

Focus on higher-value properties (minimum thresholds)
Negotiate better per-heir pricing
Reduce legal costs through efficient processes
Faster deal cycles to increase velocity

What to Track

Professional investors track detailed funnel metrics:

Metric	Why It Matters
Dials per day	Activity indicator
Connect rate	Skip trace quality
Conversations per day	Productivity measure
Qualified lead rate	Targeting effectiveness
Offer rate	Lead quality
Acceptance rate	Offer effectiveness
Close rate	Process efficiency
Days to close	Capital velocity
Profit per deal	Economics health

If any metric drops significantly, investigate immediately. Small improvements at each stage compound into major results.

Setting Realistic Expectations

New investors often underestimate the volume required. Here's the reality:

First deal: May take 500+ dials if you're learning
Consistent results: Require 50-100 dials per day, every day
Improvement comes: After you've had hundreds of conversations
Systems matter: CRM, skip trace services, closing processes

The investors who succeed treat this as a systematic business, not a treasure hunt. They make the calls, track the metrics, and optimize relentlessly.

Where LienSuite Fits

The funnel starts before your first dial—with finding the right properties and heirs to call.

LienSuite helps you:

Identify properties: Tax delinquent data filtered for heir property signals
Research ownership: Multi-owner identification from CAD data
Qualify targets: Property values and debt ratios to prioritize
Focus effort: Only call on properties worth the pursuit

Better targeting at the top of the funnel improves conversion at every stage below it.

Ready to find heir properties worth calling? Start your free LienSuite trial and build a qualified prospect list.

The Heir Property Conversion Funnel: From 300 Dials to 2 Deals