Why Probate Leads Are the Most Underrated Lead Source in Real Estate ft. Andrew Becker

This week I'm joined by Andrew Becker, founder of Billions CRM and Probate Engineers, who spent seven years working at the Pentagon in nuclear weapons systems before spending 11 years running a real estate team where he built the operational playbook that eventually became his own software company. He brings the same precision he learned in government work to every system, process, and lead source he touches. In this episode, Andrew breaks down how he used 80/20 analysis to identify probate as one of his highest-performing lead sources, how he turned that discovery into a coaching program called Probate Engineers, and how Billions CRM gives real estate operators a simplified Salesforce-powered system that actually drives accountability. If you're tired of chasing every shiny lead source and want a repeatable, consultative approach that builds real relationships, this one is for you. **Episode Timeline & Highlights** \[0:52] – Jordan introduces Andrew Becker, founder of Billions CRM and Probate Engineers \[3:21] – Andrew's background: nuclear weapons work at the Pentagon, seven years in systems-driven government roles \[4:04] – How 11 years running a real estate team led Andrew to build Billions CRM \[6:47] – How data and the 80/20 principle revealed probate as a top-performing lead source \[8:21] – Getting probate leads directly from the courthouse rather than relying on aggregators \[9:02] – Why personal representatives are a uniquely motivated and underserved audience \[12:29] – Building a "power probate Rolodex" of attorneys, specialists, and experts to add real value fast \[15:35] – Why inserting yourself into the probate process drives an 80-90% close rate vs. a 50/50 shot \[19:35] – Launching Probate Engineers in late 2024, running beta cohorts, and improving the program with each group \[22:33] – How feedback from beta cohorts led to building Captain, a tool that automates daily probate record extraction and mailing by county \[25:06] – Live AI voice agent demo where the agent picked up on the word "probate" in real time and asked the right follow-up questions \[27:39] – How Billions CRM was born out of frustration with piecing together 8-9 disconnected tools \[29:12] – How Billions enforces one workflow path to eliminate confusion and keep data clean for 135 real-time reports \[37:59] – Why a CRM integrated with a phone system like SmrtPhone creates accountability that cell phones never can \[43:56] – Using automated nightly KPI reports to catch performance drops the same week they happen \[44:44] – Why four KPIs are all you need to know if your business is healthy or broken **5 Key Takeaways** 1. **Go a Mile Deep, Not Wide** — Andrew's team stopped chasing every lead source and went all-in on the 20% producing 80% of their revenue, with probate being a standout performer. Narrowing focus created a machine that ran predictably instead of chaotically. 2. **Consultative Beats Transactional Every Time** — Instead of calling probate leads and saying "I'll buy your house," Andrew's approach is to ask where they are in the process and connect them with attorneys, advisors, and resources at no cost. That kind of help builds trust no competitor can replicate by just sending an offer. 3. **Build the Rolodex Before You Need It** — You don't have to become a probate legal expert. What matters is assembling a network of specialists, such as probate attorneys who handle it 90% of the time, so you can refer prospects immediately and become their go-to resource throughout the process. 4. **A CRM Should Guide Behavior, Not Just Store Data** — Billions was designed with one way to do everything. No shortcuts, no alternate paths. That structure keeps reps on track, generates clean data across 135 real-time dashboards, and gives owners the visibility they need without requiring hours of manual review. 5. **Automate the Boring, Track What Matters** — Whether it's daily probate record extraction through Captain or nightly KPI reports from Billions, the goal is the same: remove the manual work so your team stays focused on conversations, and so you catch problems in days instead of discovering them at the end of the quarter. **Links & Resources** - Billions CRM — joinbillions.com - Probate Engineers — probateengineers.com - Captain AI (automated probate record tool) — joincaptainai.com - SmrtPhone (real estate phone system) — smrtphone.io *(5,000 free calling minutes available via the link in the episode)* - REI Tech Unlocked Conference (September 19-21, 2026 in Dallas, TX) — reitechunlocked.com - Follow Andrew Becker on Instagram and Facebook — @iamandrewhbecker **Enjoyed This Episode?** If Andrew's approach to probate leads has you rethinking where your next deal is coming from, share this episode with a teammate or fellow investor who's still chasing every shiny lead source. The consultative model he laid out is a genuine differentiator in any market. Follow That Real Estate Tech Guy so you don't miss what's coming next, and if you found value here, a quick rating and review goes a long way. More high-signal conversations coming next.