How to Get Your First Probate Client as a Solo Attorney

The First Client Challenge {#the-first-client-challenge}

You've studied California probate. You understand the statutory framework, the forms, the deadlines. You have software to help you navigate the process.

But you don't have a client.

This is the gap every attorney faces when adding a new practice area. You have the knowledge but not the track record. You're ready to help, but no one knows it yet.

The good news: getting your first probate client is a solvable problem. Here's exactly how to do it.

The Psychology of First Clients

Your first probate client probably won't come from a Google search by a stranger. They'll come from someone who already trusts you — or trusts someone who trusts you.

Why? Because hiring an attorney for probate involves:

• Dealing with a loved one's death
• Managing potentially significant assets
• Navigating legal complexity
• Long-term relationship (12-18 months)

People don't take these decisions lightly. They want someone they feel comfortable with. Your first client will likely be someone who knows you, has been referred by someone who knows you, or found you through a connection.

This is actually good news. It means you don't need a marketing budget. You need to activate your existing relationships.

Start with Your Existing Network {#existing-network}

Your first probate client is almost certainly within your existing network. You just need to let people know you're available.

Your Current and Past Clients

Even if you've never done probate before, you have clients (or former clients) who trust you:

• Family law clients with aging parents
• Business clients with estate concerns
• Real estate clients who inherit property
• Any client who knows you're competent and reliable

These people don't know you do probate unless you tell them.

Family and Friends

Your personal network includes people who:

• Have elderly parents
• Recently lost a family member
• Know someone dealing with an estate

They may not think to ask you because they don't associate you with probate.

Former Colleagues

Other attorneys you've worked with may encounter probate matters they can't or don't want to handle. Estate planning attorneys, in particular, regularly see probate needs.

Professional Acquaintances

CPAs, financial advisors, insurance agents, real estate agents — anyone you know professionally who works with families may encounter probate situations.

Announce Your New Practice Area {#announce-your-practice}

You can't expect people to refer probate cases if they don't know you handle probate.

The Direct Approach

Reach out personally to key contacts:

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Email to a colleague:

"Hi [Name],

I wanted to let you know I've added probate to my practice. I've completed training, set up systems for California probate administration, and I'm actively taking cases.

If you encounter families dealing with estate administration — whether a formal probate, small estate, or trust administration — I'd love the opportunity to help.

I'm happy to answer questions or provide a second opinion on probate matters. Let me know if I can ever be a resource.

Best, [Your name]"

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Social Media Announcement

Post on LinkedIn and other platforms:

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"Excited to announce I've added California probate to my practice.

After [brief mention of training/preparation], I'm now helping families navigate estate administration — from simple small estates to complex probate matters.

If you or someone you know is dealing with a loved one's estate, I'd be honored to help. Feel free to reach out."

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Email Newsletter

If you have a client newsletter or email list:

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"I'm pleased to announce that I've expanded my practice to include California probate and estate administration.

When a loved one passes away, families often face confusing legal requirements. I can now help with:

• Formal probate proceedings
• Small estate administration
• Trust administration
• Estate planning consultations

If you know someone navigating these issues, please feel free to pass along my contact information."

---

Build Referral Relationships {#referral-relationships}

While activating your existing network may produce your first client, building new referral relationships creates a sustainable pipeline.

Estate Planning Attorneys

The single best referral source. Estate planners draft wills and trusts; when clients die, families need probate attorneys.

How to connect:

• Join your local bar association's estate planning/probate section
• Attend CLE events focused on estate planning
• Reach out directly with a collegial introduction

Your pitch: "I'm a solo practitioner building a probate practice. I know estate planners often need to refer administration matters. I'd love to be a resource for your clients' families."

Financial Advisors

They know when clients pass away because they manage the accounts. Families often ask them "What do we do now?"

How to connect:

• Network through chambers of commerce or BNI groups
• Ask your own financial advisor for introductions
• Attend financial planning professional events

CPAs

Accountants prepare final tax returns and often advise families on next steps.

How to connect:

• Your own CPA is a natural starting point
• Local CPA society events
• Tax season is busy; reach out in summer or fall

Funeral Homes

Families ask funeral directors about legal next steps constantly. Some homes maintain referral lists.

How to connect:

• Visit in person and introduce yourself
• Offer educational materials for families
• Be patient; this is a longer relationship to build

The Timeline

Don't expect referrals immediately. Building referral relationships takes:

• 3-6 months for initial connections
• 6-12 months for first referrals
• 12+ months for consistent flow

Start now. Your future self will thank you.

Establish Online Presence {#online-presence}

When someone Googles "probate attorney [your city]," can they find you?

Update Your Website

At minimum, add:

• A dedicated probate services page
• Description of what probate is and how you help
• FAQs about California probate
• Clear call to action (contact form, phone number)

Better:

• Blog posts about California probate topics
• Resources and guides
• Client testimonials (once you have them)

State Bar Profile

Update your State Bar of California profile to include probate/estate administration as a practice area. Some people search the State Bar directory.

LinkedIn

Your LinkedIn profile should reflect your probate practice:

• Add probate to your headline or summary
• List probate in your specialties
• Share relevant content about estate administration
• Connect with estate planners, CPAs, and financial advisors

Google Business Profile

If you have a physical office, claim your Google Business Profile:

• Add probate as a service category
• Include your service area
• Encourage reviews from future clients

Online Directories

Consider:

• Avvo
• Justia
• FindLaw
• Super Lawyers (if you qualify)

These may generate occasional leads, though quality varies.

Local Visibility Strategies {#local-visibility}

Bar Association Involvement

Join your county bar association's probate section. Attend meetings. Volunteer for committees. Become known as the "new probate attorney."

CLE Presentations

Offer to present on probate topics:

• "Introduction to California Probate for Non-Specialists"
• "Common Probate Mistakes and How to Avoid Them"
• "AB 2016 and What It Means for California Families"

Presenting positions you as an expert, even if you're new.

Community Education

Offer free seminars:

• Senior centers
• Libraries
• Community centers
• Rotary clubs, Kiwanis

Topics like "What Happens When Someone Dies: A Legal Overview" draw people with probate needs.

Legal Aid and Pro Bono

Consider taking a pro bono probate case through your local legal aid organization. You'll:

• Gain experience
• Help someone in need
• Potentially meet other attorneys who may refer

Handling Your First Consultation {#the-first-consultation}

When someone finally calls, be ready.

Prepare Your Intake Process

Have a system for:

• Initial phone screening (quick questions to understand the situation)
• Consultation scheduling
• Information to gather before meeting
• Documents to request

The Consultation Meeting

Goals:

• Understand their situation
• Explain the process in plain English
• Establish trust and rapport
• Provide a clear next step

Structure:

1. Listen first. Let them tell their story.
2. Ask clarifying questions about assets, will, family situation.
3. Explain the likely process (probate vs. alternatives).
4. Discuss timeline and fees.
5. Answer their questions.
6. Propose next steps.

Project Confidence (Not Arrogance)

You don't need to pretend you've done hundreds of probates. But you should project competence:

• "California probate follows a well-established statutory process."
• "I have systems in place to track every deadline and requirement."
• "I'll keep you informed every step of the way."

Don't apologize for being new. Focus on your preparation and commitment.

Pricing Your First Case {#pricing-first-case}

Statutory Fees

California probate fees are set by statute (Probate Code 10810). You don't negotiate rates — they're determined by estate value.

This is actually an advantage for new attorneys: you charge the same fees as the most experienced probate lawyer in town. The client isn't paying more because you're new.

Communicate Value

Explain that statutory fees mean:

• Predictable, transparent pricing
• No hourly billing surprises
• Fees approved by the court
• Paid from the estate, not out-of-pocket

Don't Discount

There's no reason to charge less than statutory fees. The fees are designed to compensate for the work involved. Discounting undervalues your service and creates expectations you'll regret.

Fee Agreement

Use a clear engagement letter that:

• Explains statutory fee calculation
• Lists any costs (filing fees, publication, referee)
• Defines scope of representation
• Sets communication expectations

Building Confidence {#building-confidence}

Know Your Resources

You don't need to memorize the Probate Code. You need to know:

• Where to find answers
• How the process works
• When to ask for help

Resources:

• California Probate Code
• CEB (Continuing Education of the Bar) practice guides
• ProbateYoda guided workflows
• Local bar association resources
• Mentors and colleagues

Consider a Mentor

Find an experienced probate attorney willing to answer questions:

• Bar association mentor programs
• Former professors or supervisors
• Colleagues from CLE events

Having someone to call with questions builds confidence.

Start Simple

Your first case should ideally be:

• Testate (will exists)
• Cooperative heirs
• Straightforward assets (house, bank accounts)
• No litigation potential

Avoid for your first case:

• Will contests
• Complex business interests
• Medi-Cal recovery issues
• Family disputes

You'll handle complex cases eventually. Build confidence with simpler matters first.

From First Client to Fifth {#from-first-to-fifth}

Deliver Exceptional Service

Your first client is your most important marketing opportunity. If you serve them well:

• They'll refer family and friends
• They'll leave positive reviews
• They'll speak well of you

Over-communicate. Meet every deadline. Explain everything clearly. Make them feel cared for.

Ask for Referrals

After successful completion, ask:

• "If you know anyone else dealing with an estate, I'd be honored to help."
• "Would you be comfortable leaving a review on Google/Avvo?"
• "May I stay in touch?"

Stay in Touch

Add former clients to your network:

• Annual holiday card
• Occasional newsletter
• Invite to client appreciation events

They may not need probate help again, but they know people who will.

Build on Success

Each case builds:

• Experience
• Confidence
• Referral potential
• Online presence (reviews)

Case two is easier to get than case one. Case five is easier than case two. Momentum builds.

The Long Game

Building a probate practice takes time. Set realistic expectations:

• Months 1-3: Announce, network, establish presence
• Months 3-6: First consultations, possibly first case
• Months 6-12: 2-4 cases, referral relationships forming
• Year 2+: Sustainable flow of cases

Be patient. Be persistent. The clients will come.

The first case is the hardest. But every probate attorney started somewhere. You have the knowledge and tools. Now go find the client who needs your help.