Lead Generation & Skip Tracing
Understanding Motivated Sellers
In wholesaling, a motivated seller is a property owner who has a strong reason to sell quickly, often at a discount. Identifying these individuals is the first and most critical step in finding profitable deals. Common sources of motivation include:
- Financial Distress: Pre-foreclosure, tax delinquency, liens.
- Personal Circumstances: Inheritance (probate), divorce, job relocation.
- Property-Related Issues: Vacant properties, tired landlords, properties in disrepair.
Building Lead Lists
Your primary role as a VA will be to build lists of these potential motivated sellers. This involves using various online tools and public records to gather property and owner information.
| Lead Source | Description & Tools |
|---|---|
| Pre-Foreclosures | Owners who have defaulted on their mortgage. Use platforms like PropStream or BatchLeads to find properties in this category. |
| Inherited Properties | Heirs who have inherited a property and may not want to manage it. USLeadList is a great source for probate and pre-probate leads. |
| Tax Delinquents | Owners who are behind on their property taxes. This information is often available through county records or specialized data providers. |
| Code Violations | Properties that have been cited for code violations by the city or county. This can indicate neglect or an owner's inability to maintain the property. Check local government websites. |
| Tired Landlords | Owners of rental properties who are tired of managing tenants and maintenance. Look for non-owner-occupied properties with long ownership history. |
The Art of Skip Tracing
Once you have a list of properties, you need to find the owner's contact information. This process is called skip tracing. The goal is to find accurate phone numbers and email addresses for your outreach campaigns.
Step-by-Step Skip Tracing Process:
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Gather Initial Information: Start with the owner's name and the property address. You can usually find the owner's name from the county's property appraiser or tax assessor website.
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Use a Skip Tracing Service: The most efficient way to skip trace is to use a paid service. You can upload your list of names and addresses, and the service will return contact information. Popular services include:
- BatchSkipTracing
- PropStream
- REsimpli
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Manual Skip Tracing (Free Methods): If you don't have access to a paid service, you can try these manual methods:
- Google Search: Search for the owner's name and last known city.
- Social Media: Look for the owner on platforms like Facebook, LinkedIn, and Instagram.
- Free People Search Engines: Websites like Whitepages and TruePeopleSearch can sometimes provide contact information.
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Verify Information: It's crucial to verify the contact information you find. Cross-reference information from multiple sources to ensure accuracy. A wrong number is a wasted call.
Best Practices for List Management
- Keep Your Lists Organized: Use a spreadsheet or a CRM to keep track of your lead lists. Include columns for the owner's name, property address, contact information, lead source, and any notes.
- Avoid Duplicate Leads: Before adding new leads to your main list, check for duplicates to avoid contacting the same person multiple times.
- Update Your Lists Regularly: Remove leads that have been contacted and are not interested. Keep your lists clean and up-to-date to ensure your outreach efforts are as effective as possible.