Find Motivated Sellers Now

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Ten Best Practices to Find Motivated Sellers Now

Real estate is constantly in motion, a seemingly unpredictable ebb and flow of trends, risks, priorities, and values. Because of this, it is important to stay on top of the latest data and find new and effective ways to keep their lead lists full.

In the midst of real estate’s ever-changing trends, there are some simple, yet solid ways to stay ahead of the competition, gain leads and specifically find motivated sellers. What is a motivated seller and how does finding one (or many) benefit your business? 

Motivated sellers are customers who are ready to do business, get their property sold, and even expedite the process. They represent potential business deals, real estate listings, and investment opportunities that are both accessible and timely. Finding eager sellers is a great way to increase, expand, or scale your business. 

Interested in adding some motivated leads to your list? 

We’ve compiled the ten best practices for real estate agents, investors, and brokers alike to locate and target the most motivated sellers on the market.

Defining the Motivated Seller

Most clients who are ready to list their property for sale are motivated to sell, but what makes a truly motivated seller stand out from the rest of the crowd? 

There are several key elements that help determine if you are dealing with a motivated seller. 

• Timeline: the seller wishes to move quickly and is more focused on the timeline than other elements of the sale. 
• Price: the seller is willing to list at or below market value in order to move the property. 
• Terms: the seller is willing to be flexible and agreeable with the buyer, offering favorable sale terms. 

Identifying motivated sellers can be challenging, particularly if a seller says they are motivated when they are really just trying to drive competition and negotiations on their property. Using these key identifiers, however, can help you separate the motivated seller from other leads and potential investment opportunities. 

Why are some sellers more motivated than others? 

Now that you know what indicates a motivated seller, it also helps to understand why they are motivated.  

Every potential client has his or her reasons for selling, and the same is true of the more motivated contingent. There are some specific life circumstances, however, that make sellers willing to be more flexible on timeline, price, and terms. 

• Finances: there are a number of financial situations that motivate sellers, including the threat of foreclosure or the possibility of having two mortgages if the seller has already begun purchasing a new property. On the other hand, those who own their homes outright could be motivated by finances if it is a seller’s market and they are looking to gain on their investment. 
• Property Imperfections: Sometimes flaws in the property or building structure can motivate a seller to offer a lower price and better terms. If the home or land has issues outside of the owner’s means, he may be very motivated to sell, and quickly. 
• Life situations: New jobs, relocation, family emergencies, separation. There are many things that can impact a seller’s need to sell quickly, quietly, and without the stress of negotiations and pushback.
• Inheritance: Those who inherit homes and property may be more motivated to sell. If the estate has any unpaid debts, cash bequests, or is simply beyond the heir’s capacity to manage, she may be eager to sell quickly in order to finish probate and close the estate.
• Business Changes: Residential property owners aren’t the only motivated sellers in real estate. Business owners who have expanded, merged, or closed their business can also be motivated to sell the property they formerly used as a commercial or industrial space. 

Motivation to sell a property comes in all different forms. Motivated sellers don’t always fit the mold, either. Sometimes property owners who fall into the above categories are not motivated and are unaware of how they may benefit from a more active approach to selling their home. 

Property owners who don’t fall into any category above, on the other hand, can be eager to part ways with their space and move on their next investment. 

Regardless of an owner’s reasons for selling, understanding what drives owners to sell can help you identify, and ultimately find, the most motivated sellers both on and off the market…

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