Know your lead types
Short answer: Many different situations lead to a house needing help: probate, liens and back taxes, code violations, senior moves, expired listings, and more. You don't need to work them all. Pick one or two types you understand, learn why those families need help, and do them well before you add more.
Why know the types?
Knowing the kinds of situations helps you have a better conversation, because each one starts from a different place. It also helps you avoid spreading yourself thin. Most of these sources take effort or money to work, which is why starting small is wise.
What are the main groups?
- Probate and estates: out-of-area representatives, local representatives, same-address, non-responsive, properties titled “Estate of,” vacant homes (returned mail), and attorney-connected estates.
- Liens, violations and taxes: tax-delinquent properties, code violations, burned or demolition-list properties, and homes that didn't sell at auction.
- Legal and professional networks: estate and probate attorneys, other professionals who serve families in transition, and family-law and receivership situations.
- Senior living: residents of assisted living who may need to sell a home.
- Digital: home-value requests and “what would you pay?” inquiries from your website or ads.
- Your own circle: past clients, neighbors, and community members.
- Off-market and expired: expired and long-listed homes, and some for-sale-by-owner homes.
- Land and investment: raw land, lots, and long-held or absentee-owned property.
What is “driving for distress”?
Many agents notice homes that look vacant or neglected while driving to appointments, then research the owner and write a respectful letter. If you do this, be courteous and safe. Obey traffic and local laws, don't trespass, and don't enter private property. Treat every homeowner as a neighbor.
What should you check first?
- How a data source may legally be used, including any people-search or skip-tracing service.
- Your brokerage's policies and TREC advertising rules.
- Any rule about contacting owners of a listed property.
How do you choose where to start?
Ask three questions: Can I reach these people? Do I understand their situation? Will I follow up for months? Start with one or two types, such as out-of-area executors and one lien-related type, and do them well.
Try this week
- Pick the one or two types that fit your niche.
- Write one sentence about why each family needs help.
- Check how you may legally use the data source.
Questions people ask
Do I need to work every lead type?
No. Start with one or two.
Is it okay to mail owners of distressed homes?
Rules vary. Ask your broker and attorney and follow TREC and privacy rules.
What's the easiest place to start?
Many agents begin with out-of-area executors because there are fewer of them and they often need local help.
Watch this lesson, or talk it through.
The video is in the free course. Or book a 21-minute call.
This lesson is educational. Results depend on your niche, your effort, and your follow-up. Nothing here is legal advice, and nothing here promises leads, listings, clients, or income.