Finding high-quality leads is the lifeblood of any real estate business. However, it’s often challenging to source these leads from a reliable provider at a reasonable cost.
Additionally, distressed property leads can be especially difficult to find for new real estate investors and wholesalers.
In this article, we discuss how to find high-quality distressed property leads for your real estate business so you can close more deals and make more money this year.
Understanding Distressed Property Investing
Distressed property investing involves purchasing real estate properties that are typically in distress or financial trouble.
These properties may be facing foreclosure, have significant maintenance or repair issues, or be owned by individuals who need to sell quickly due to financial constraints.
The goal of distressed property investing is to purchase these properties at a discounted price and eventually sell them for a profit or generate rental income.
» MORE: How Many Rental Properties Do You Need to Retire?
Researching Your Local Market
Researching your local market requires identifying distressed properties in your local neighborhood or real estate market.
Here are a few steps you can take to effectively research your local market to find high-quality leads:
1. Define Your Target Area
Determine the specific neighborhoods or regions within your local market where you want to focus.
Understanding the local real estate market dynamics and demographics can help you identify areas where distressed properties might be more common.
2. Access Local Real Estate Listings
Utilize online real estate listing platforms like the Multiple Listing Service (MLS) or Zillow to search for properties listed as foreclosures, short sales, or in poor condition.
These platforms often have filters that allow you to narrow down your search to only distressed properties.
3. Visit County Courthouse or Recorder’s Office
Some distressed property information is publicly available at county courthouses or recorder’s offices.
Check public records for notices of default, pending legal cases, and foreclosure dates. This information can provide insights into upcoming distressed property opportunities.
4. Utilize Foreclosure Listing Services
Subscribe to foreclosure listing services that provide up-to-date information on properties in the foreclosure process.
These services can help you identify pre-foreclosure, auction, and bank-owned properties in your local market.
5. Survey Target Areas
Physically visit the neighborhoods you’re interested in to identify properties that appear to be in disrepair, vacant, or neglected.
Distressed properties often exhibit signs of neglect from the exterior, which means you’ll be able to spot these properties potentially before anyone else.
Building a Network
The next step is to start building a solid network for your real estate business. Having a strong network will make it easy to source high-quality leads and build real relationships with others in the industry.
To build a network in real estate, we recommend:
Engaging with Real Estate Professionals
Connect with real estate agents, brokers, and property managers who specialize in distressed properties.
Collaborating with professionals who have experience in dealing with distressed properties can help your lead generation efforts.
Joining Real Estate Investment Groups
Participate in local or online real estate investment groups and forums. These communities bring together like-minded individuals who are actively investing in real estate.
Sharing experiences, tips, and resources within these groups can lead to valuable connections and potential leads for your business.
Building Relationships with Attorneys and Title Companies
Attorneys who specialize in real estate law and title companies often work with distressed properties during foreclosure proceedings.
Establishing relationships with these people can provide you with information about properties facing legal issues and foreclosure sales.
Networking at Auctions and Foreclosure Sales
Attending property auctions and foreclosure sales can be a direct way to find distressed property leads.
Networking can help you gather information about upcoming sales and connect with individuals who might be looking to sell off-market distressed properties.
Utilizing Online Platforms and Tools
Test out online platforms like foreclosure listing websites, property databases, and social media groups focused on real estate investing.
These platforms can help you access property data and connect with property owners who are motivated to sell due to financial difficulties.
Developing a Local Presence
Establish your reputation as a knowledgeable real estate investor in your local community. Attend the networking events mentioned above and other functions to interact with homeowners and industry professionals.
You’re more likely to come across distressed property leads through word of mouth referrals by engaging with your local community.
Driving for Dollars
Driving for dollars is an investment strategy that involves physically driving around neighborhoods to identify potential investment opportunities.
Here’s how driving for dollars works:
Selecting Target Areas
First choose specific neighborhoods or areas where you think there might be distressed or vacant properties based on your research and knowledge of the local area.
Driving and Observing
Next, you’ll physically drive through the chosen neighborhoods. It’s important to pay close attention to the condition of properties and look for potential signs of distress, such as:
- Vacant Homes: Look for properties that appear unoccupied with signs of neglect like overgrown grass, accumulated mail, or broken windows.
- For Sale by Owner (FSBO) Signs: Homes that are listed for sale by the owner may indicate motivated sellers who could be more open to negotiation.
- Eviction or Foreclosure Notices: These notices are public records that can indicate homeowners who might be facing financial difficulties and may consider selling quickly.
- Physical Disrepair: Properties with visible maintenance issues like peeling paint, deteriorating roofs, or other signs of neglect are ideal for investors like yourself.
- Overgrown Landscaping: Lawns that are overgrown or yards filled with debris can be indicators of potential distress.
Property Research
Once you find some distressed homes, it’s time to research the properties further to determine ownership information and other relevant details about the home.
This research will help you understand the potential motivations of the property owners and their willingness to sell.
Contacting Property Owners
Then you’ll reach out to the property owners to express your interest in purchasing the property. This can be done through mail, phone calls, or direct visits.
The goal is to establish a line of communication with the owner and understand their willingness to sell to investors like you.
Negotiation and Purchase
If the property owner is motivated to sell, negotiations will begin. Your goal is to secure the property at a price below its market value, taking into account the repairs and improvements that will be needed.
Depending on the negotiations, hopefully the homeowner will agree to move forward with the sale.
Using Online Software Tools
Finding distressed property leads often involves using software tools to gather information about properties on or off the market.
After identifying potential properties while driving for dollars, these tools can help real estate investors and wholesalers identify potential opportunities for purchasing distressed properties at a discount.
Here’s a step-by-step guide on how to use software tools for finding and qualifying distressed property leads:
- Research Software Tools: Start by researching and selecting software tools specifically designed for identifying distressed property leads. Some popular options include software tools such as PropStream, Leadflow, and Batch Leads.
- Generate Property Lists: Once you’ve entered your search parameters in the software, generate a list of properties that match your criteria. This list may include details such as property addresses, descriptions, images, and relevant financial information.
- Review Property Details: Go through the list of distressed properties and review the details for each one. Make sure that the details of the property match up with the type of investment you’re looking for and your price range.
- Perform Due Diligence: For properties that look promising, perform due diligence by researching their history and ownership records. This step ensures that you’re well-informed before making any purchasing decisions.
- Track and Organize Leads: Keep track of your leads using the software’s built-in tracking features. This involves tagging properties, marking them as favorites, and adding notes about your interactions with owners or agents.
- Negotiate and Close Deals: Once you’ve established communication with property owners or agents, negotiate the terms of the deal. Depending on the level of distress, you may be able to negotiate a lower price or favorable terms.
Legal Considerations
When dealing with distressed property leads, there are several important legal considerations that individuals and businesses should keep in mind.
Fair Housing Laws
When marketing distressed properties, it’s crucial to comply with fair housing laws that prohibit discrimination based on factors such as race, color, religion, sex, national origin, familial status, and disability.
Make sure that your marketing and communication don’t discriminate against any protected groups or specific communities.
Disclosure Requirements
Depending on your location, there may be specific disclosure requirements related to distressed properties.
Sellers or investors may need to disclose known defects, potential hazards, or other issues regarding the property’s condition.
Foreclosure Laws
If you’re dealing with properties near foreclosure, it’s essential to understand the foreclosure laws in your jurisdiction.
Laws regarding notice periods, redemption rights, and the ability to negotiate with distressed homeowners can vary significantly.
Contractual Agreements
Any agreements you enter into with distressed property owners, whether it’s a purchase agreement, option contract, or lease agreement, need to be legally sound.
You must make sure that the terms are clear and comply with local laws to avoid potential issues.
» MORE: Purchase Agreement Contingencies Explained
Anti-Fraud Regulations
Be cautious of fraudulent activities when dealing with distressed properties. Some real estate markets have laws addressing foreclosure rescue scams or unethical practices targeting homeowners facing financial difficulties.
Make sure your actions are transparent and compliant with these regulations if you want to have a long and successful real estate investing career.
Real Estate Licensing and Regulations
If you’re representing distressed property owners as a real estate agent, you must be licensed and follow the real estate regulations in your area.
Unlicensed or unethical real estate activities could lead to legal consequences and damage to your public reputation.
Final Thoughts
While distressed property leads can be hard to come by, the strategies we’ve laid out for you in this article will help get you started in the process of finding high-quality leads.
We recommend researching various software tools that can make it easy to manage your leads and nurture them into closed deals.