How to Find the Right Real Estate Sellers
One of the biggest mistakes real estate investors make is spending too much time on people who were never their customer in the first place.
If I’m looking for a property to flip or keep as a rental, I need to know what my ideal seller looks like.
I’m not trying to convince everybody to sell.
I’m trying to find people who have a problem that I can solve.
That distinction can save you a lot of time.
Quick Takeaways
Know Who Your Customer Is
My ideal customers often have some kind of situation creating pressure around the property.
It could be:
- Someone going through a divorce
- An inherited property after a family member dies
- A hospice-related situation
- A tired landlord
- A retired property owner
- Someone who needs cash
- Someone who is extremely wealthy and simply doesn't need the money
- Someone who owes more on the property than it is worth
These situations are different, but they have something in common: there is a reason the owner may want a solution other than simply getting the highest possible price.
That’s the type of seller I want to spend my time with.
Don't Waste Time on Poor Leads
A property itself isn't necessarily the opportunity.
The situation surrounding the property may be the opportunity.
For example, I recently bought a house from someone who simply didn’t need the money. He wasn't focused on squeezing every possible dollar out of the property. He wanted the property off his hands.
That’s a completely different seller than someone who has no reason to sell and simply wants the highest price possible.
If someone is determined to get every dollar the property is worth, and I’m trying to buy below market value, there may not be a deal there.
That doesn’t mean I need to argue with them.
It means I need to recognize when a lead isn't a good fit and move on.
Listen for the Problem Behind the Price
You also have to be careful about making a decision too quickly.
Sometimes a seller will initially tell you, “I’m not going any lower.”
That doesn't necessarily mean the conversation is over.
Earlier this week, we talked with a woman whose brother had passed away. She wanted a certain price for the house and initially wasn't willing to come down.
But as the conversation continued, she started talking about the problems that came with owning the property.
She had to pay for lawn care.
She was paying the utilities.
She was paying the water bill and electric bill.
She also needed to replace the stove and refrigerator.
Those details matter.
The seller was telling us about the costs and responsibilities that were becoming a burden.
That's why I listen.
I’m not necessarily walking up to someone and asking, “Are you divorced?” or “Are you dealing with a hospice situation?”
That would be strange.
Instead, I listen to what people tell me.
Sometimes the problem comes out naturally during the conversation.
People With Problems Eventually Look for Solutions
This is one of the most important ideas in real estate investing:
People with problems eventually accept solutions.
It might not happen during the first conversation.
Someone may not be ready today.
They may still believe they can handle the property themselves.
But if the problem continues, the situation can change.
The lawn still needs to be maintained.
The bills still need to be paid.
The repairs still need to be made.
Eventually, the burden may become greater than the benefit of holding onto the property.
If you have positioned yourself as someone who can solve that problem, the seller may eventually come back to you.
That’s why I don't think every “no” means the conversation is permanently over.
Sometimes it simply means not yet.
The Numbers Can Tell You When to Move On
This becomes even more important when you're dealing with properties that have complicated financial situations.
Take a short sale, for example.
A short sale could potentially create an opportunity if the bank is willing to accept less than the amount owed.
But you need to find that out.
If the numbers don't work, don't spend hours trying to force the deal to work.
The same thing applies when someone owes more on a property than it is worth.
That's what we call being upside down.
The property might look interesting, but the financial situation may make it difficult to create a deal.
The numbers can sometimes be more important than the property itself.
Ask yourself:
What is the situation, and is there actually a reason for this seller to accept my solution?
If the answer is no, move on.
Find Problems You Can Solve
Real estate investing isn't just about finding houses.
It's about finding situations where your ability to buy, renovate, rent, or otherwise handle a property solves a problem for someone.
That's why knowing your customer matters.
You don't want to spend your entire day chasing people who have no motivation to sell and no reason to accept your offer.
You want to identify the situations where your solution actually has value.
Listen carefully.
Look at the numbers.
Understand the seller's situation.
And when you realize a lead isn't a fit, don't be afraid to move on.
Your time is valuable.
FAQs
What makes someone a good real estate seller lead?
According to the strategy discussed here, a strong lead often has a problem or situation that creates a reason to sell, such as an inherited property, tired landlord situation, divorce, financial pressure, or another property-related burden.
Should I try to convince every seller to accept my offer?
No. If the seller has no reason to accept your solution and the numbers don't work, continuing to spend significant time on the lead may not be productive.
What should I listen for when talking to sellers?
Listen for problems, expenses, responsibilities, life changes, and financial circumstances surrounding the property. Sellers may reveal these naturally during a conversation.
What does it mean when a property is upside down?
In the context of this discussion, it means the owner owes more on the property than the property is worth.
Does a seller saying no mean the lead is dead?
Not necessarily. A seller's circumstances can change. If the underlying problem becomes more burdensome, they may become more receptive to a solution later.
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About Johnoson Crutchfield
Johnoson Crutchfield is a real estate investor, coach, and host of the Grab the Map podcast. He helps aspiring and active investors move beyond analysis paralysis and take the consistent actions required to close real estate deals.
Drawing from years of hands-on experience, Johnoson teaches practical, real-world strategies focused on finding opportunities, building relationships, securing funding, and making offers. His approach emphasizes weekly execution over endless education, helping investors create momentum through simple, repeatable actions.
As the leader of the Wealth and Real Estate community, Johnoson shares lessons from real transactions and real conversations with lenders, sellers, and investors. He is a strong advocate for local banking relationships, seller financing, and private lending as powerful tools for growing a real estate business.
Through coaching, content, and community, Johnoson has helped investors gain clarity, build confidence, and take meaningful steps toward closing their first—or next—deal.
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