Too many agents waste time with uncertain leads instead of focusing on those who have no choice but to sell.
When you market to everyone, you connect with no one.
I wasted months, if not years, on traditional farming or real estate prospecting techniques and sending mail to neighborhoods that looked promising.
Very few phone calls. Very few deals. Just money down the drain and zero momentum. Sound familiar?
I’ve asked myself countless times, Am I hitting the right real estate leads?
If they’re not stressed, they’re not selling.
If they’re not in pain, they’re not moving.
And if you’re talking to the wrong people, your real estate pipeline for listings is just a pile of noncommittal prospects.
That’s why it’s time to focus on those who actually need to sell real estate.
You send mail to zip codes just because someone said they were “hot,” but that doesn’t mean the your internet listing lead is really ready to move.
And you keep telling yourself the market is slow, but really, you’re talking to the wrong people.
That’s why finding motivated seller leads and motivated listing leads is key.
If you want real estate listings or deals to move, you need to find people who already have a REASON to sell. These sellers are motivated because they’re dealing with life’s tough situations.
How to Identify Truly Motivated Sellers:The 4 Key Filters
These four filters will help real estate professionals find types of real estate leads who are truly motivated to sell. Here’s how to use them:
Filter #1: Home Needs to Sell
Look for homeowners who need to sell real estate, not just want to. These sellers are in situations where selling is their only real option.
Filter #2: No or Minimal Emotional Attachment
Your motivated real estate lead, ie. ‘ the seller’ should have little to no emotional connection to the property. They’re not holding on to memories, they’re ready to move on.
Filter #3: Unlikely to Be Married to Price or Commission
These motivated sellers are open to negotiation and flexible with both price and commission. They need a solution, not a battle over every penny.
Filter #4: Burdened by a Process Causing Overwhelm
They’re dealing with tough life situations, like divorce, probate, or financial struggles. They need help making decisions quickly and smoothly.
By applying these filters, you can sift through the “maybe laters” and focus on those who are genuinely ready to sell. The truly motivated sellers!!! That’s why you should get rid of the time-wasters and zero in on the people who truly need your help selling real estate.
Target Sellers with a Clear Reason.
What makes an IMPACT? Targeting these motivated sellers who are already in motion
Because when someone’s overwhelmed, in debt, divorced, or done dealing with a property… they don’t need convincing.
They need you, the SOLUTION.
93% of listings come from less than 7% of homeowners
This is where the leverage lies.
This 7% includes people going through tough transitions like divorce, death, debt, or disaster.
They’re not just considering selling, they’re thinking, “How fast can I get this off my hands?”
When you focus on these people a.k.a motivated seller list, your efforts start paying off.
Less ghosting.
More real conversations.
Faster listings and closings.
Start with one group. Speak directly to their pain. And become the obvious choice.
How to Find Motivated Sellers Fast (Even If You’re New)
You don’t need a huge real estate lead list. You need a short list of the right people. The motivated sellers that want to list their homes.
Start by picking one motivated seller type that fits your market, like inherited properties or tired landlords.
Then, get access to the data. Pull public records, use real estate lead tools, or invest in a quality list (don’t cut corners here).
When you contact them, focus on empathy and value. Instead of saying, “Hey, want to sell?” say, “Looks like you might be dealing with _. If I could offer a solution, would you want to hear about it?”
Now, commit to 30 days of action. Track your conversations, and refine your approach as you go.
One quality seller lead can easily turn into between five and seven extra real estate deals if you handle it right.
Here’s Why You Should Target Motivated Sellers
Motivated sellers have one thing in common: urgency.
They’re not attached, they’re overwhelmed.
They’re not price shopping, they want peace of mind.
They’re not stalling, they’re actively searching for a way out.
Take inherited properties as an example.
One of our clients focused solely on probate leads…
Five weeks in? First listing signed.
Eight weeks in? Two closings and an attorney referral.
Twelve weeks in? On track for her best quarter yet.
Why? Because she stopped trying to convince people to sell and started helping those who truly needed help selling inherited and unwanted real estate.
When you put a lot of attention and intention into one seller type, you become the expert.
And experts earn trust. Trust leads to more real estate listings.
7 Types of Motivated Sellers You Should Be Targeting
These aren’t real estate listing leads (sellers) who will get to it when they have time.
These are sellers dealing with real pressure whether it’s a property they’re drowning in, life events weighing them down, or financial struggles.
They want simplicity, speed, and someone who can guide them through with a reliable listing or selling solution. That’s where you step in.
1. Behind on Mortgage Payments / Pre-Foreclosure
These motivated seller leads for real estate agents are also motivated leads for investors.
They’re in danger of losing their home.
They need options fast.
You can help them avoid foreclosure and walk away with dignity.
Where to find them: Public records, lead providers, court notices.
My favorite source for Late Mortgage Leads is All The Leads.
2. Divorcing Couples
With divorce real estate leads, the house is often the final thing tying them together.
They don’t want to deal with each other let alone a long, drawn-out listing process or sale.
If you can bring structure and neutrality, you become the go-to professional.
Where to find them: Divorce filings, attorney referrals.
My favorite source for Late Mortgage Leads is All The Leads.
3. Inherited Properties (Probate)
The heirs don’t want the property.
They just want to move on with as little drama as possible.
Many of those who are inheriting real estate are out-of-state or emotionally overwhelmed. with these real estate listing leads, you can be the calm in their chaos.
Side note: As the author of this post, Probate Leads and Inherited Properties are the motivated seller that I focus on the most. I have listed at 15 – 30 probate deals every year since putting an emphasis on Probate and Estate deals for real estate. I have several real estate agents and investors who have taken my Probate Mastery Course and are doing 10+ probate deals every month. This is probably the hottest source for motivated real estate leads that you will find in most markets. Want to know more about this niche? Check out our Probate Certification program (Probate Mastery).
Where to find them: Probate records, estate attorneys, obituary leads.
ATL Affiliate Link
4. Tired Landlords
These motivated sellers are done with leaky roofs, late rent, and bad tenants. They are one of the best types of motivated listing leads you will find and are often extremely pragmatic with their listing and pricing decisions.
With rates shifting and rents plateauing, a lot of landlords are ready to cash out.
Especially if they’re managing from another city.
Where to find them: Eviction records, rental property lists, Facebook landlord groups.
5. Out-of-State Owners / Vacant Homes
These owners are bleeding money vacant homes still rack up taxes, insurance, and stress.
In this market, short term rentals are taking a beating and real estate sellers who once pulled in a nice profit are having to sink personal month into their vacation homes.
In many cases, these sellers just want someone to take it off their hands.
You step in with solutions.
Where to find them: USPS vacant data, list providers, skip tracing tools.
6. Expired Listings
They already tried to sell but the listing didn’t move.
Now they’re frustrated, skeptical, and open to someone who actually has a strategy.
Come in with confidence and a new plan.
Where to find them: Your MLS. Every day. It’s free… use it.
My favorite source for Late Mortgage Leads is All The Leads.
7. Eviction Records
Evictions are draining. Most landlords don’t want to go through it twice.
Once they’ve dealt with a nightmare tenant, they’re usually ready to sell their real estate.
Be the professional who shows up with real help…
Where to find them: Local court dockets, eviction filings.
Final Takeaway
You’re not here to convince anyone.
You’re here to serve the ones who need you most.
These sellers are in pain whether it’s from debt, divorce, probate, or eviction. They don’t need persuasion; they need solutions. Because of this, they are the best types of motivated sellers for real estate agents to target.
They need someone who will face the tough conversations head-on, without judgment. Someone who can give them clarity and relief during one of the hardest times of their life.
If that’s you, if you can step in and solve their problems, they’ll never have to search for another agent again.
They’ll turn to you when it’s time to sell. And because of the trust you’ve built, referrals will come naturally.
Serve first. Solve their problem.
Be their go-to solution, and the listings and deals will follow.
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