How to Find Your Next Real Estate Deal
If you're struggling to find your next real estate deal, I want you to start by looking at one thing:
Who are you actually contacting?
One of the biggest mistakes I see investors make is prospecting without looking for a reason someone might want to sell.
People generally aren't going to sell you a property at a discount unless there's some type of distress involved. That doesn't always mean the property is falling apart, either.
When I'm looking for deals, I focus on two types of problems:
- A property problem
- An owner problem
Understanding the difference can completely change how you build your prospecting list and where you look for your next opportunity.
Quick Takeaways
I Look for Distress First
A property problem is fairly easy to understand. Maybe the house needs work, has maintenance issues, or has other challenges that the owner doesn't want to deal with.
But sometimes the property isn't the problem at all.
Sometimes, the owner is dealing with a problem.
I recently spoke with a realtor about an off-market property where the home itself was in good condition. It didn't need major work. Most of what it needed was cosmetic.
The potential motivation to sell wasn't because the house was distressed.
It was because of the owner's situation.
That's why I don't just look for ugly houses. I look for reasons an owner may become motivated to sell.
Owner Problems Can Lead to Opportunities
When I build a prospecting list, I look for situations where an owner may have a reason to make a change.
That can include:
- Preforeclosures
- Code violations
- Inherited properties
- Absentee owners
These situations don't guarantee that someone wants to sell.
But they can give me a starting point.
For example, when someone inherits a property, they may not want to manage it. They may live in another city or state. They may have no interest in keeping the property long term.
I'm not saying you should immediately contact someone after a family member passes away. That's probably not going to go over very well.
What I'm saying is that when you understand the problems people may eventually face, you can position yourself to recognize opportunities when the time is right.
Why I Pay Attention to Absentee Owners
Absentee owners can be another important prospecting category.
When someone owns a property in another city or state, they're responsible for an asset they may not be able to easily manage.
Maybe the grass needs to be cut.
Maybe the property needs repairs.
Maybe something goes wrong and they have to coordinate everything from hundreds of miles away.
Some owners have great systems and people they trust. They may have family, contractors, handymen, or lenders who make managing an out-of-state property easier.
But that doesn't mean they'll always want to own it.
Eventually, some absentee owners may decide the responsibility is more than they want to handle.
That's why I pay attention to those situations. An owner who isn't motivated today may become motivated later.
Where I Find Potential Real Estate Leads
There are several ways to find people who may be dealing with these types of situations.
Some of the tools and sources I use or recommend looking at include:
- PropStream
- BatchLeads
- County records
You can also use county records to look for situations such as preforeclosures, depending on what information is publicly available in your area.
The important thing isn't using every tool available.
The important thing is knowing what you're looking for before you start building your list.
If you're looking for random property owners, you may spend a lot of time talking to people who have absolutely no reason to sell.
But if you're looking for people dealing with a real problem, you may have a better starting point for a conversation.
I Prospect for Problems, Not Just Properties
This is the biggest lesson I want you to take away.
I don't just look for properties. I look for problems.
I'm looking for situations where an owner may be motivated to:
- Sell below market value
- Sell because of a personal situation
- Consider creative terms
- Structure a deal that solves a problem for them
That doesn't mean every lead becomes a deal.
But it helps me focus my time on people who may actually have a reason to make a move.
The property is only part of the equation.
Sometimes the best opportunity isn't obvious when you're looking at the house.
Sometimes, the opportunity is in the owner's situation.
Find the problem first. Then find out whether you can provide a solution.
Key Takeaways
- I start my prospecting by looking for reasons an owner may want to sell.
- I look for both property problems and owner problems.
- A property doesn't have to be in bad condition for an owner to be motivated.
- Preforeclosures, inherited homes, code violations, and absentee owners can be valuable prospecting categories.
- I use tools and public records to help identify potential leads.
- I focus on problems that could create motivation instead of randomly contacting property owners.
FAQ
How do I find motivated sellers?
I start by looking for situations where an owner may have a reason to sell. That can include preforeclosure, inheritance, absentee ownership, code violations, or other situations creating a problem for the owner.
What are distressed property owners?
Distress can come from either the property or the owner. A property may have physical problems, or the owner may be dealing with circumstances that make selling more attractive.
Why are absentee owners good real estate leads?
Managing a property from another city or state can become difficult over time. While some owners have strong systems in place, others may eventually decide they no longer want the responsibility.
Where can I find off-market real estate leads?
I mention tools such as PropStream and BatchLeads, along with county records, as places to look for potential leads and situations such as preforeclosures.
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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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