The Inherited House Workshop

Inherited real estate is the highest-friction, highest-emotion transaction in the business — and almost no agent specializes in it. This 60-minute workshop trains an entire brokerage or REALTOR board to handle the inherited listing right. CE credit approved in select states; check your local board.

Duration

60 minutes

Audience

Real estate brokerages, REALTOR boards, agent training programs

Investment

$750 – $1,500 per event

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What agents leave with

The outcome

By the end of 60 minutes, every agent in the room knows how to:

✓Read a listing appointment with an executor or grieving heir — including the questions that get them to open up about the family dynamics.
✓Walk the family through the four options (sell, keep, rent, buyout) with the math on each so the family makes an informed decision.
✓Explain step-up basis in 90 seconds in plain English — and know when to refer to a CPA.
✓De-escalate sibling disagreements that surface during the listing process.
✓Identify Medicaid liens, reverse mortgages, and other encumbrances BEFORE the listing instead of at closing.
✓Build a referral pipeline with local estate attorneys and CPAs.

The arc

60-minute agenda

Segment 1 — The Inherited-Property Market Reality (0:00–0:10)

• Why inherited sales are the highest-margin transaction in real estate (and almost no agent specializes) • The $84T wealth transfer underway — 10K Americans die daily • What percent of your sphere will need this in the next 5 years (mortality math for ages 60+) • The realtor who becomes the family's specialist is the realtor who gets called by name — not picked from a Zillow search

Segment 2 — The Listing Appointment (0:10–0:25)

The first 3 minutes — the question that opens everything: "Before we talk about price, comps, or marketing — can I ask one thing? What's the family's emotional state right now? Are siblings aligned on selling?" [LISTEN. Do not interrupt. The family pours out 3-5 issues you would never have learned about if you'd opened with comps.] The step-up basis card (5 min): • Cost basis = FMV at date of death • Saves families thousands when they sell • You're not their CPA — but you should know the framework The four-options card (5 min): 1. Sell — clean, cash, 90 days 2. Keep + rent — landlord headaches, end of relationship 3. One heir buys out the others — needs financing or cash 4. Joint family ownership — almost never works long-term The sibling-dynamics card (5 min): • Who's here / who's not • Who's taking the lead • Is anyone living in the house • Is anyone disagreeing with the will or executor • Has anyone said "I want to keep the house"

Segment 3 — The Encumbrances You Will Miss (0:25–0:40)

Five categories of liens that wreck inherited sales at closing: 1. Medicaid liens (estate recovery) — if the deceased received Medicaid after age 55, the state may have a claim 2. Reverse mortgages — typically must be paid off at sale, often the entire mortgage amount, sometimes more than the house is worth 3. Property tax delinquencies — sometimes years of unpaid taxes hidden behind escrow arrangements that ended at death 4. HOA / COA liens — often accelerate at death 5. Equity loans and HELOCs — sometimes forgotten by heirs The $300 title search that saves a $30K closing surprise. ACTIVITY: Show a real (anonymized) preliminary title report and have agents identify the red flags. 5 min, small groups.

Segment 4 — The Referral Pipeline (0:40–0:55)

The agents who own the inherited-property niche build symbiotic relationships with: • Estate attorneys (give you the listing referrals) • CPAs (call you for step-up basis comps) • Funeral directors (the earliest signal — but be tactful) • Estate liquidators (downstream of every inherited sale) • Senior move managers (often handle estate clearouts) How to build these without being scummy: • Lead with content — invite them to your workshops • Offer the platform sales kit • Quarterly coffee • Refer to them FIRST before asking them to refer to you

Segment 5 — Q&A and Pipeline Setup (0:55–1:00)

Last 5 min — anonymous index card Q&A. Brokers always have questions about compliance, dual-licensing, RESPA, and lead- referral structures. Hand out: • Workshop slides (PDF) • The 4 listing-appointment talking-point cards • Compliance one-pager for brokers • Free Realtor sales kit preview at yourname.planyourpassing.org/partners/realtor-kit

CE credit

Approved hours by state (current snapshot)

1 hour of estate-planning / fair-housing-adjacent CE credit approved or in-progress in the following states as of this publication. Confirm with your state real estate board before relying on credit for license renewal.

California (DRE)

Texas (TREC)

Florida (FREC)

New York (DOS)

Illinois (IDFPR)

Massachusetts (DPL)

Pennsylvania (REC)

Ohio (DRE)

Georgia (GREC)

North Carolina (NCREC)

Washington (DOL)

Colorado (DRE)

For all other states, we'll work with your board to file the curriculum approval (adds 30–60 days to the booking timeline).

Ready to book?

Let's talk dates.

Email Roger with your preferred dates, audience size, location (or Zoom), and any specific topics. We respond within 24 hours with availability and a custom quote.

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