If you’re trying to find off-market deals in today’s real estate market, it’s not as easy as it used to be. The old methods, like blasting postcards or running the same ad everywhere, just don’t work like they once did.
To get real results now, investors have to go after motivated sellers. These are people who need to sell fast because of a problem. Maybe their home is damaged, they’re behind on payments, or they just want out.
Ryan Smith, a former Marine with a background in intelligence, learned this the hard way. But once he figured it out, he helped close over 700 distressed property deals.
In this post, we’ll break down his proven strategy so you can do the same. Step by step, with no guesswork.
Why Motivated Sellers Are Key in Today’s Market
The real estate market has shifted. A few years ago, any postcard or Facebook ad might bring in deals. But now that strategy doesn’t work as well.
According to Smith, successful investors today must target sellers with real urgency. These are homeowners dealing with distressed property situations, such as pre-foreclosure, code violations, probate, or costly repairs they can’t afford.
Instead of asking, "Who might want to sell someday?" you now have to ask, "Who needs to sell right now?"
Best Strategies to Find Motivated Sellers
Many beginners ask, “What’s the best list for finding motivated sellers?” Smith says there is no perfect list. Instead, smart investors use data stacking.
This means collecting seller data from several places and identifying properties that show up on more than one list.
Here’s a simple example:
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One list shows homes with unpaid taxes
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Another shows pre-foreclosure filings
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A third highlights homes with code violations
If a property appears on all three, it’s a high-priority lead. That owner might already be looking for help, or they may be soon.
How I Find Sellers No One Else Can
Watch this short video where Ryan shows how to use data stacking to identify high-probability sellers in any market.
How to Build Trust With Distressed Property Owners
Many investors think sellers only care about money. But in reality, most are also dealing with stress, confusion, or fear.
That’s why Smith suggests offering helpful resources. One powerful tool is a home-selling checklist for distressed properties. This shows sellers that you’re not just trying to buy their house. You’re trying to help them solve a problem.
Some helpful guides include:
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What to do if you’re behind on mortgage payments
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How to sell a house fast as is
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What happens if you miss your foreclosure court date
These tools build trust and start real conversations. And those conversations often lead to deals.
How to Stand Out as a Pre-Foreclosure Specialist
Most investors use the same message: "We buy houses fast. No fees. All cash."
This message only works for people who have already decided to sell to an investor. But what about homeowners who are still thinking about their options? Many are trying to decide between:
To reach these sellers, you need to speak directly to their situation and offer real solutions.
That’s why Smith recommends focusing on a specific niche. For example, you could market yourself as a pre-foreclosure specialist. Use that label on your website, postcards, emails, and voicemails.
This kind of branding makes your message stand out. When a homeowner searches for steps to selling your home in pre-foreclosure, your content will feel personal and relevant.
How Do You Know If a Seller Is Motivated?
A motivated seller is someone who is under pressure and looking for a quick solution. Common signs include:
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Missed mortgage payments or active foreclosure
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Back taxes or liens on the property
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Major repairs that the owner can’t afford
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Divorce, death, or relocation
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Long-time vacant or inherited homes
If you see these red flags, the homeowner may be more open to working with an investor who can help them move on quickly.
From Intelligence Work to Real Estate Strategy
Smith’s background in the intelligence world taught him how to find hidden patterns and solve complex problems. In real estate, that skill helps him identify the right sellers at the right time.
He doesn’t just look for leads. He looks for signs of distress, then creates a message that connects.
This strategy doesn’t just bring in more leads. It brings in better ones.
Simple Steps to Start Closing More Deals
If you're struggling to get traction, here's a simplified version of what Smith recommends:
Steps to Get Started:
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Pick a niche like pre-foreclosure or tax liens
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Gather lead lists from multiple sources
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Stack those lists to find overlaps
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Send messages that speak to real seller problems
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Use a CRM to keep track of every lead
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Follow up consistently. Most deals come after five or more touches
Following this plan helps you avoid wasting time. Over time, your message becomes clear and trustworthy. Sellers will know you're the right person to help.
Final Thoughts: Build Relationships, Not Just Leads
The real estate market is more competitive than ever. To succeed, you need to do more than make cash offers. You need to focus on solving problems for real people.
That starts by identifying motivated sellers. Many of them are facing challenges with a distressed property. Some need to sell fast. Others are stuck and unsure of what to do next.
Give them real help, not sales talk. Offer simple solutions like how to sell a house fast as is, or clear steps to selling your home in pre-foreclosure.
Focus on trust, not pressure.
If you follow this path, you won’t just get more deals. You’ll build a reputation that lasts.
Frequently Asked Questions (FAQ)
Q: What is a motivated seller in real estate?
A motivated seller is a property owner who needs to sell quickly, often due to financial trouble, repairs, legal issues, or major life changes.
Q: What are the best lists for motivated sellers in 2025?
Stack data from sources like tax liens, pre-foreclosure notices, probate cases, and code violations to find the most motivated prospects.
Q: How do I find off-market properties in my city?
Use a mix of public records, data providers, and niche lead lists. Data stacking is one of the most effective methods to uncover hidden deals in your area.
