How Sheree Body Became the Probate Queen: A Real Estate Success Story Built on Empathy

From Mortgages to Real Estate: How It All Began

Before social media closings became popular, Sharee Body was already showing up for her clients face-to-face. As a mortgage lender in the early 2000s, she built trust simply by being present. At the settlement table, people constantly asked if she was the real estate agent.

“Are you the agent?”

“No, I’m the lender.”

“What are you doing here?”

Her answer was always the same: she cared about the people she served. That early commitment to relationship-based real estate became the foundation of everything she built later.

Encouraged by colleagues, she earned her real estate license. Then the 2007–08 crash hit, and while others ran from the industry, Sharee stepped deeper into it.

In this episode of the DealMachine REI Podcast, Sharee Body shares her inspiring journey from mortgage lending to becoming the ‘Probate Queen.’ Want to hear the full story in her own words? Watch the full episode below:

What Is REO in Real Estate? How Sharee Used It to Grow

During the housing crisis, REO (Real Estate Owned) properties were everywhere. Many agents avoided them because of the complexity, constant paperwork, strict timelines, repairs, utilities, and winterization. Sharee leaned in and mastered the system.

“Once you build a relationship with asset managers, they’ll keep feeding you business.”

Through REO work, she learned:

• Precise systems and checklists
• Calm decision‑making under pressure
• How investors evaluate deals
• How equity, flips, and ROI really work

Seeing investors profit from properties she found made her rethink her own path.

From Agent to Investor: The Moment the Math Didn’t Add Up

“I’m helping all these investors make money… and the math wasn’t mathin’.”

After watching clients walk away with six‑figure spreads, Sharee realized she could invest too. Her early deals were cautious but life‑changing. Investing helped her support first‑time buyers, guide families, and build generational wealth for her own household.

The Real Estate Mindset Shift That Changed Everything

When people warned her she was “crazy” for choosing real estate over a secure government job, she had to silence the noise.

She immersed herself in mindset study, the Law of Attraction, success habits, and resetting the reticular activating system.

“You have to reboot yourself like a computer. If you don’t, doubt will take over.”

Sharee built a new circle, aligned with her goals, and moved with intention.

Why Relationship-Based Real Estate Still Works

Real estate is a people business, and Sharee lives that truth.

Her grandmother taught her that there are two types of people:

• Those people are happy to see
• Those people hope to avoid

Sharee chooses to be the first.

“Just a simple smile and a hello can open the door to all types of conversations.”

Her goal has always been to:

• Speak to everyone
• Lead with kindness
• Create comfortable interactions
• Build trust long before a transaction

This mindset later positioned her for her most meaningful niche.

How Sharee Built a Profitable Niche in Probate Real Estate

Probate real estate deals with properties tied to a deceased person’s estate, a sensitive, emotional process that requires patience and empathy.

“They’re trusting you with their loved one’s prized possession, their home.”

Sharee learned how to:

• Pull probate leads from Maryland’s Register of Wills
• Interpret probate filings
• Contact personal representatives ethically
• Guide families through each step

She later discovered probate tools inside DealMachine, adding efficiency to her process and enhancing her ability to serve more families with care.

Teaching Other Agents the Probate Process with Empathy

After closing her first probate deal, Sharee was shocked more agents weren’t doing this work.

So she began teaching it.

Her probate course, first offered to her brokerage, then on national platforms like Real Estate Ladies Rock, became a highly requested resource for agents wanting a reliable niche.

She focuses on:

• Understanding probate laws
• Respectful outreach (never salesy)
• Creating value from the first interaction
• Structuring probate listings and investor offers
• Building trust through education

How the Probate Real Estate Process Works (Maryland Example)

While probate rules differ by state, the typical flow includes:

1. Filing a petition with the probate office
2. Receiving Letters of Administration
3. Gaining legal authority to sell the property
4. Listing the home, wholesale real estate investing, or accepting a cash offer
5. Court approval when required

Sharee often helps families from the very beginning, even before they file paperwork, guiding them from petition to settlement with clear steps and reassurance.

Probate Scripts, Tools, and Systems That Build Trust

Outreach Script Tone:

Gentle, respectful, supportive, never pushy.

Example:

“I’m sorry for your loss. If you need help understanding the property side of probate, I’m here to answer questions.”

Tools Sharee Uses:

• Court portals for lead research
• Probate-capable software like DealMachine
• CRM systems to track calls and follow-ups
• Packages with educational materials for families

Systems Ensure:

• Compliance
• Transparent communication
• Timely updates
• Reduced stress for families and agents

What Makes Sharee’s Probate Strategy Unique?

Three traits appear throughout her journey:

1. Presence

She shows up at closings, difficult conversations, and every stage where support matters.

2. Precision

Her systems, checklists, and organization remove uncertainty and build confidence.

3. Empathy

She understands that probate isn’t just a sale, it’s part of someone’s grief, memory, and family history.

FAQs About Probate Real Estate

What is probate real estate?

Probate real estate refers to properties owned by someone who has passed away. These homes are sold as part of settling the estate through a court‑guided process.

How do agents find probate leads?

You can access leads through public court records, the Register of Wills, or software tools that pull and organize probate filings.

Why is probate a strong real estate niche?

It’s underserved, requires empathy, and offers consistent opportunities. Agents who lead with care often earn long-term referrals.

Can investors purchase probate properties?

Yes, but they must work with the legal representative, follow state laws, and disclose terms clearly. Transparency is key.

What’s the best way to approach someone going through probate?

Begin with condolences. Offer education, not pressure. Let the family set the pace.

What documents are needed to sell a probate property?

Typically, Letters of Administration, the death certificate, and, occasionally, additional court approvals depending on the state.

Is probate real estate a good niche for beginners?

Yes, especially for people who value patience, structure, and service. With proper training, it becomes a sustainable, high‑trust niche.

A Final Word of Encouragement

To new agents and investors unsure of where to start:

“Decide what you want. Reset your mind. Block out the noise. Surround yourself with people who get it.”

Begin small:

• Study your local probate laws
• Start with one lead a day
• Build a simple checklist
• Approach every conversation with empathy

In a world full of cold pitches and quick transactions, a real voice, a real heart, and a real system will always stand out.