Disclaimer: PropStream does not offer legal advice. This article is for educational purposes only. We recommend consulting a legal professional for further assistance.

Finding leads as a real estate agent takes hard work, especially in today’s competitive market. But fortunately, there are ways to make it easier—most notably with comprehensive property data.

With an aggregated real estate data software like PropStream, you can rely less on guesswork and more on a targeted strategy to find motivated sellers.

In this article, we’ll explore specific ways to get the most out of these kinds of platforms to identify the most qualified prospects and keep business flowing.

Use Lead Lists to Narrow Down Motivated Sellers

Motivated sellers often make the best leads because you don’t have to convince them; they’re already looking to sell. Finding these homeowners, however, can take a lot of research, requiring you to filter through millions of properties to find the few who match your criteria.

PropStream’s Lead Lists make this process easier by narrowing down the results for you. Each of our 20 lists uncovers a different type of seller, depending on your niche and expertise.

Auctions

Delinquent and distressed homes often sell below market value at auctions. Homeowners in this situation may want to see if they can sell for more with an agent before the property goes to auction.

Bank Owned

Also known as Real Estate Owned (REO), bank-owned properties usually belong to owners facing foreclosure. It’s usually in their best interest to sell before the foreclosure takes place and their credit score takes a hit.

Bankruptcy

Homeowners facing an active Chapter 7 or Chapter 13 Bankruptcy may want to sell their home to reduce expenses such as maintenance and property taxes.

Cash Buyers

Owners who purchased their properties outright and don’t live there are often investors considering selling an existing asset to finance their next purchase.

Divorce

During divorce proceedings, homes are often sold so the couple can split the profits.

Failed Listings

A listing can fail because it was voluntarily removed from the MLS or because it didn’t sell before the broker contract expired. In either case, sellers may be on the lookout for a more experienced, marketing-savvy agent.

Flippers

Flippers are known for buying houses, fixing them up, and selling them quickly (usually within 24 months of purchase). Due to the high volume of transactions, these investors are typically great sources of repeat business.

Free & Clear

Homeowners who own their property outright have plenty of equity at their disposal—equity they might be eager to tap into by selling. Owners in this position have also typically owned the property for many years, suggesting they may be at a new stage of life that calls for a smaller or different type of home.

High Equity

Owners nowadays are sitting on record amounts of equity, and many may be ready to liquidate it. This list highlights leads whose equity is over 50% or $100,000 or whose Loan-to-Value Ratio is less than 50%.

Liens

Involuntary liens (e.g., tax liens, HOA liens, mechanics liens, etc.) can put extra financial strain on a homeowner. Parting with their property is one of the few ways to get out of that situation.

On Market

When a property is actively on the MLS, it’s a clear signal that a lead is ready to sell. While many of these prospects already have agents, you never know if someone is dissatisfied and considering other options.

Pre-Foreclosures

Owners who have already missed several payments may be facing financial difficulties that require them to sell.

Pre-Probate

Many houses in probate end up selling. Reaching out to estate executors before this process officially starts is a good opportunity to find motivated sellers.

Senior Owners

As the U.S. population continues to age, many senior owners are looking to downsize or relocate closer to family.

Tax Delinquency

Failing to pay property taxes is yet another sign of financial hardship—and that a homeowner is potentially ready to move on.

Watch: How To Find Tax Delinquent Properties Using Propstream

Tired Landlords

Dealing with difficult tenants or vacant properties can be stressful and costly. Landlords in this situation can make excellent seller leads.

Upside Down

Homeowners with negative equity (or more mortgage debt than their home is worth) sometimes sell in order to avoid foreclosure.

Vacant

According to the U.S. Census Bureau, millions of properties are vacant. These properties are often owned by landlords, corporate entities, or heirs who may be interested in liquidating their assets and avoiding unnecessary property taxes.

Vacant Land

Owners have to pay property taxes on land, whether there’s a building on it or not. If owners realize their plot isn’t zoned for or conducive to their original purpose, they may be eager to get it off their hands.

Zombie Properties

Zombie properties belong to homeowners who have left because they think the foreclosure is complete when, in reality, it isn’t. This puts the home in an “in-between” state, and usually, owners are interested in selling once they realize they still legally own the property.

Stack Filters to Uncover More Selling Motivation

To find leads that may be even more motivated to sell, consider stacking additional filters on PropStream’s Lead Lists.

For example, let’s say you’re looking for real estate investors because they bring stable, repeat income. You might use PropStream’s Flipper or Cash Buyers Lead List, then add the Linked Properties filter to focus on leads who own three or more properties. This is often a strong signal that the person is an investor and may make a good repeat client.

Study Property Details to Further Analyze Lead Quality

Once you have a list of likely leads, you can narrow it down even further by looking over each property’s details. On PropStream, Property Details pages provide an in-depth look at the property’s history, estimated value, MLS details, and more, helping you better understand a lead’s potential.

You don’t have to do this work on your own, though. The PropStream Intelligence (PSI) Assistant can help you quickly sort through property details and perform critical calculations, such as potential flipping profit or rental ROI. Simply pull up the chat box in the lower right-hand corner to start the conversation.

Start Marketing

Once you’ve found your most qualified leads, it’s time to reach out with personalized messages. PropStream’s suite of marketing tools can help you find contact information and create marketing campaigns.

To save on costs, consider using PropStream Connect, which bundles our add-on lead-generation tools like skip tracing, Click-to-Dial, and Lead Automator. The more efficient your marketing system is, the faster you can get to work contacting leads and start closing more deals.

 *PropStream engages an independent third-party to perform skip tracing.