How to find and market to a list of homeowners - RE guide
Here's a short intro for your SEO article targeting real estate wholesalers and agents: Ever feel like you're fishing in an empty pond? As a real estate professional, your success hinges on one crucial element: connecting with homeowners. But not just any homeowners – the right ones, at the right time. Whether you're a wholesaler looking for that next diamond in the rough or an agent aiming to grow your listing portfolio, having a solid list of homeowners is your golden ticket. But here's the kicker – it's not just about getting your hands on a list. It's about knowing what to do with it. In this guide, we're going to dive deep into the world of homeowner lists. We'll uncover the secrets of not only where to find these elusive lists but also how to turn them into a goldmine of opportunities. From pulling data like a pro to crafting messages that resonate, we've got you covered. Ready to transform your real estate game? Let's roll up our sleeves and get started.
We Pull Lists, answer your phones, set your marketing on autopilot, and give you a CRM!
Finding Your Golden List: From Free to Premium
1. County Records: The Treasure Trove (Free) Let's start with the hidden gem in plain sight – your local county assessor's office. It's like a public library, but instead of books, you're browsing property records. Most counties now offer online access to their databases, making your hunt for homeowner information as easy as a few clicks. Pro Tip: While free, this method can be time-consuming. But hey, who said treasure hunting was easy?
2. PropStream: The Budget-Friendly Powerhouse (Inexpensive) Enter PropStream, the Swiss Army knife of real estate data. For a modest monthly fee, you get access to a wealth of property information, including owner details, property characteristics, and even estimated equity. It's like having a real estate crystal ball in your pocket.
3. Deal Machine: The Mobile Warrior's Choice (Moderate) Imagine driving around your target neighborhood and instantly getting property owner info on your phone. That's Deal Machine for you. It's perfect for the real estate pro on the go, combining the thrill of driving for dollars with the power of technology.
4. ATOM: The Premium Data Buffet (Higher End) For those who want the crème de la crème of property data, ATOM is your go-to. It's pricier, sure, but it offers unparalleled depth and accuracy. Think of it as the difference between a map and a GPS – both will get you there, but one offers a lot more detail.
5. Ballpoint Marketing's Lead Engine: Your Custom List Creator Here at Ballpoint Marketing, we've got something special cooking. Our Lead Engine program pulls custom lists tailored to your specific needs. It's like having a personal chef in the world of real estate data – we serve up exactly what you're looking for. Remember, the quality of your list can make or break your marketing efforts. It's not just about quantity; it's about finding the right homeowners who are more likely to respond to your outreach. In the next section, we'll explore how to make sense of these lists and turn them into actionable leads. Because let's face it, a list is just a list until you know how to use it. Stay tuned – the real magic is about to begin.
Watch video on the best lists for wholesalers and agents:
Niche Lists: Your Shortcut to Motivated Sellers
Why fish in the entire ocean when you can cast your line where the fish are biting? That's the power of niche lists. These aren't just any homeowners; they're homeowners more likely to sell, and often, sell quickly. What Are Niche Lists? Niche lists are targeted compilations of homeowners who share specific characteristics or situations that often lead to a higher likelihood of selling. It's like having a treasure map instead of just a regular map.
Some Golden Niche Lists:
1. Bankruptcy Filers: Often need to liquidate assets quickly.
2. Pre-Foreclosures: Homeowners looking for an out before the bank steps in.
3. Zombie Properties: Abandoned homes in foreclosure limbo.
4. Vacant Properties: Owners possibly dealing with financial strain or relocation.
5. MLS Expired Listings: Sellers who still want to sell but haven't found the right buyer.
6. For Sale By Owner (FSBO): Motivated sellers trying to save on agent commissions.
7. Inherited Properties: New owners who might not want the responsibility.
8. Tax Delinquent: Owners struggling with property taxes, possibly open to selling.
9. Divorce Filings: Life changes often lead to property sales.
10. Out-of-State Owners: Managing distant properties can be a hassle.
Where to Find These Golden Nuggets
PropStream: The Holy Grail of Niche Lists PropStream is like the Swiss Army knife of real estate data. It offers access to most of these niche lists and more. With PropStream, you can filter by:
- Foreclosure status
- Bankruptcy filings
- Tax delinquencies
- Absentee owners
- High equity
- And much more It's like having a supermarket of motivated seller lists at your fingertips.
Other Sources:
- County Records: Great for tax delinquencies and recent inheritances.
- FSBO Websites: Zillow, Craigslist, and FSBO.com are goldmines.
- MLS: For expired listings (if you're an agent or working with one).
- Foreclosure.com: Specialized in pre-foreclosure and auction properties.
Why Niche Lists Work
Targeting niche lists is like speaking the right language to the right audience. These homeowners often have a pressing reason to sell, whether it's financial distress, life changes, or property issues. By focusing on these lists, you're not just reaching out to homeowners; you're reaching out to potential sellers. Remember, it's not about casting the widest net; it's about casting the right net. Niche lists allow you to tailor your approach, speak to specific pain points, and offer solutions that resonate with the homeowner's situation. In our next section, we'll dive into how to approach these different niche lists effectively. Because knowing who to target is only half the battle - knowing how to reach them is where the real magic happens.
Here's a video on how to pull a code enforcement list
Absentee Lists: The Hidden Gem of Real Estate Targeting
What Are Absentee Lists? Absentee lists are compilations of property owners who don't live in the properties they own. It's like finding the landlords without knocking on every door in town. These lists typically include:
1. Out-of-state owners
2. Owners with a different mailing address than the property address
3. Investors who own multiple properties
Why Absentee Lists Are Golden
Absentee owners often fall into a sweet spot for real estate professionals. They're more likely to: - View the property as an investment rather than a home - Be open to selling if the numbers make sense - Face challenges managing a property from afar - Have less emotional attachment to the property
The BPM Secret Sauce: Combining Absentee with Niche Lists
At Ballpoint Marketing (BPM), we've cracked the code on creating super-targeted, high-response lists. Here's our secret recipe: Absentee + Niche = Marketing Magic By combining absentee lists with the niche lists we discussed earlier, you're not just finding property owners – you're finding motivated property owners. At BPM, we've seen response rates skyrocket when targeting these combined lists. It's not uncommon to see 2-3 times the response rate compared to general homeowner lists. Remember, in real estate marketing, it's not about reaching everyone – it's about reaching the right ones. By leveraging these combined absentee and niche lists, you're not just fishing; you're fishing where the fish are biting. In our next section, we'll explore how to craft messages that speak directly to these absentee niche owners, turning your list into a goldmine of opportunities. Stay tuned – the best is yet to come!
How to reach out to this list of homeowners
In the world of marketing, they say it takes 7-13 touches to make a sale. But in real estate, we've found that a strategic 3-touch approach can work wonders.
Here's how to make each touch count:
1. Mail: The Opening Act Start with a well-crafted piece of mail. This is your first impression, your foot in the door. At BPM, we've seen that personalized, handwritten-style postcards or letters stand out in a sea of bills and junk mail.
Pro Tip: Don't just tell them you want to buy their house. Offer value. Maybe it's a free property valuation or a report on the local market trends.
2. Call: The Personal Connection Follow up your mail with a phone call. This personal touch can make all the difference. Key Points:
- Timing is crucial. Call a few days after your mail piece should have arrived.
- Be prepared. Have your mail piece in front of you to reference.
- Listen more than you talk. You're gathering information as much as you're selling.
3. Door Knock (with Hangers): The Grand Finale This is where the magic happens. Face-to-face interactions are powerful. BPM's Secret Weapon: Our handwritten door hangers. These aren't your average door hangers. They're designed to look like you just scribbled a note, adding that personal touch that homeowners appreciate. If no one's home, leave the hanger. It's like leaving a trace of your visit, piquing their curiosity. 
The "Lazy Investor" Sequence: Your Blueprint for Success
Now, let's talk about our Lazy Investor sequence. It's not about being lazy; it's about working smarter, not harder. And it's our winning formula
You first send our handwritten "Greeting Letter":
Second month send these:
Choose one of our thematic postcard sequences that goes on for 7 months.
- Comic cards
- Mystic Cards (TBA)
- Americana
Find them here (in the drop-down) 
Why This Works:
1. Consistency: You're showing up repeatedly, building familiarity and trust.
2. Variety: Different people respond to different types of communication.
3. Persistence: You're demonstrating your genuine interest without being pushy.
4. Timing: You're increasing your chances of catching them at the right moment. Remember, selling a home is a big decision. Your job is to be there when they're ready to make that decision.
Pro Tips for Maximum Impact:
1. Customize Your Message: Tailor your approach based on the niche list you're targeting.
2. Track Everything: Keep meticulous records of your touches and responses.
3. Be Patient: Some homeowners might not be ready now but will remember you when they are.
4. Provide Value: In every interaction, offer something useful, whether it's market insights or helpful tips.
5. Stay Compliant: Always respect do-not-call lists and local solicitation laws. By following this tiered and layered approach, you're not just reaching out to homeowners; you're building relationships. And in real estate, relationships are everything.
Why Handwritten Wins for lists of home sellers
1. It Cuts Through the Clutter
In a world of digital overload and mass-produced mailers, a handwritten piece stands out like a sore thumb - in the best way possible. It's like finding a personal note amidst a stack of bills and flyers. Homeowners can't help but take notice.
2. It Signals Effort and Care
When a homeowner sees a handwritten mailer, they immediately recognize that someone took the time to write it personally. This perceived effort translates to perceived value. It says, "You're not just another address on a list to me."
3. The Personal Touch Creates Connection
Handwriting is inherently personal. It's like a little piece of you landing in their mailbox. This personal connection can be the first step in building trust - a crucial element in any real estate transaction.
4. It Triggers Curiosity
A handwritten mailer is intriguing. It makes homeowners wonder, "Who took the time to write to me?" This curiosity often leads to higher open rates and engagement.
5. It Has a Longer Shelf Life
As investors ourselves, we've seen firsthand how homeowners treat handwritten mailers differently. They don't just glance and toss; they read, consider, and often save these pieces. Your message stays in their home (and on their mind) longer.
6. Quality Design Enhances Credibility
Pairing handwritten text with quality design elevates your message even further. It shows professionalism while maintaining that personal touch - a powerful combination that screams credibility.
7. It Resonates with Emotion
Handwriting triggers emotional responses. It feels more sincere, more human. And in real estate, emotions play a huge role in decision-making.
8. It's Memorable
In our tests, we've found that homeowners are more likely to remember the content of a handwritten mailer compared to a standard printed piece. Memory is crucial when they're finally ready to sell.
9. It Implies Exclusivity
A handwritten note suggests that the recipient is part of a select group. This perceived exclusivity can make homeowners more receptive to your message.
10. It Aligns with Investment Psychology
For many, selling a home is a significant financial and emotional investment. A handwritten approach aligns with the personal nature of this decision, making homeowners feel valued and understood.
Real Results from Real Tests In our own investment endeavors, we've run countless A/B tests comparing standard printed mailers to our blue-ink handwritten pieces. The results have been consistently clear:
- Higher Open Rates: Handwritten mailers get opened more frequently.
- Better Response Rates: We've seen up to 3x more responses with handwritten pieces.
- Increased Trust: Homeowners are more likely to engage in meaningful conversations after receiving a handwritten mailer.
- Longer Retention: Months after sending, we've had homeowners reference our handwritten mailers in conversations.
The Bottom Line While it might seem old-school in our digital age, handwritten mailers with quality design are far from outdated. They're a proven, powerful tool in connecting with homeowners. It's not just about standing out; it's about creating a genuine connection that resonates with sellers on a personal level.
Summary: Finding and marketing to lists of home sellers
Finding and marketing to a list of homeowners is a crucial skill for real estate professionals looking to grow their business. Start by sourcing lists from various channels, ranging from free county records to premium services like PropStream or ATOM. For best results, focus on niche lists of motivated sellers, such as pre-foreclosures or absentee owners, and consider combining these categories for even more targeted outreach. When reaching out, employ a multi-touch approach using mail, phone calls, and door knocking, following a strategic sequence like the "Lazy Investor" method. Above all, prioritize personalized, handwritten communications - they stand out in today's digital world, signaling genuine effort and care. This approach not only captures attention but also builds trust, leading to higher response rates and more meaningful connections with potential sellers. Remember, in real estate, it's not just about reaching homeowners; it's about reaching the right homeowners with the right message at the right time.
