How to Find and Work With Motivated Sellers in Real Estate

In real estate, working with motivated sellers can be one of the fastest and most reliable ways to land great deals—even if you're just getting started. A motivated seller is someone who needs to sell their property quickly and is often more flexible on price or terms to make that happen. They might be dealing with financial hardship, a life transition, or a property that’s become more of a burden than a benefit.

For real estate investors—especially those new to the game—motivated sellers present a unique opportunity. You’re not just buying a property; you’re helping someone solve a problem, and in return, you’re getting access to deals that aren’t always available on the open market.

At Real Estate Skills, we teach people how to invest by showing them exactly how to find and work with motivated sellers the right way. In this article, we’re going to break everything down step-by-step so you know exactly what to look for, what to say, and how to close deals with confidence.

Here’s what you’ll learn:

• What Does Motivated Seller Mean In Real Estate?
• What Makes A Seller Motivated?
• What To Offer A Motivated Seller?
• What Are Motivated Seller Leads?
• Why Do Real Estate Investors Like Motivated Seller Leads?
• How To Attract Motivated Sellers
• How To Get Motivated Seller Leads? (4 Steps)
• 3 Ways To Negotiate With Motivated Sellers
• How To Find Motivated Sellers Online
• How To Find Motivated Sellers On Zillow
• Ways To Find Motivated Sellers On Facebook
• Where To Find Motivated Sellers On Craigslist
• What To Do With The List Of Motivated Sellers
• What To Do When Calling Motivated Sellers
• Advantages Of Motivated Seller Leads

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What Does Motivated Seller Mean In Real Estate?

A motivated seller is someone who wants—or needs—to sell their property fast. Unlike the average homeowner who might casually test the market or hold out for top dollar, motivated home sellers are driven by urgency. That urgency could be financial, emotional, or circumstantial, but the result is the same: they’re ready to negotiate and move quickly.

These eager home sellers are often willing to accept a lower price, flexible terms, or a fast close to get the property off their hands. For real estate investors, especially beginners, that’s a huge opportunity. You’re not just looking for any deal—you’re looking for distressed property owners who are actively seeking a solution, and you can be that solution.

What causes seller motivation in real estate? It could be a pending foreclosure, divorce, job relocation, inherited property, or even the costs of long-overdue repairs. These urgent sellers aren’t always advertising their situation publicly—but when you know what to look for, the signs are there.

At Real Estate Skills, we teach you how to find and work with motivated sellers step-by-step, so you can secure win-win deals while helping people who genuinely need it.

*For in-depth training on real estate investing, Real Estate Skills offers extensive courses to get you ready to make your first investment! Attend our FREE Webinar Training and gain insider knowledge, expert strategies, and essential skills to make the most of every real estate opportunity that comes your way!

What Makes A Seller Motivated?

Seller motivation in real estate often comes down to one thing: pressure. When life throws curveballs, many property owners become ready to sell quickly—not because they want to, but because they feel they have to. These situations create the kind of urgency that turns an average seller into a distressed seller who’s open to creative solutions and fast closings.

Here are some of the most common reasons homeowners look to sell fast:

• Divorce
• Foreclosure
• Small spacing
• Vacant houses
• Code violations
• Financial distress
• Absentee owners
• Property tax increase
• Inheritance of real estate
• Job relocation or termination
• Proximity to friends and family
• Physically distressed properties

Understanding these motivators helps you connect with sellers in a genuine way—and offer solutions that truly meet their needs. At Real Estate Skills, we show you how to find these opportunities and approach each one with empathy and professionalism.

What To Offer A Motivated Seller?

When you're figuring out how to negotiate with motivated sellers, the key is understanding what they value most—speed, certainty, and simplicity. These aren’t your typical sellers holding out for the highest bidder. These are quick-sale property owners who need a clear, fast solution, often because they’re dealing with stress, deadlines, or financial pressure.

As a buyer, your job isn’t just to throw out lowball offers—it’s to create options that solve their problem while still making sense for your business. That’s why we teach real estate investing strategies at Real Estate Skills that go beyond just “cash offers.”

Sometimes, creative financing options like seller financing or lease options work better for everyone involved. If the seller doesn’t need all the money up front or wants to avoid capital gains in a single year, they might be open to payments over time.

Whatever you offer, just make sure it’s clean, clear, and delivers value to the seller. Here are a few things you can bring to the table:

• An All-Cash Offer
• No Appraisal Contingency
• No Financing Contingency
• Purchasing As-Is
• Seller Financing
• Lease Option
• Rent Back
• Buyer To Cover All Closing Costs
• Closing On The Seller's Timeline
• Purchasing Subject To Existing Financing

What Are Motivated Seller Leads?

In real estate, a motivated seller lead is a potential deal that starts with someone who wants to sell their property fast—often below market value and with minimal conditions. Unlike general real estate seller leads, these sellers aren’t just curious about listing their home—they’re actively looking for a quick solution. That urgency gives you, the investor, a serious edge.

Because motivated seller leads are typically off-market, you're not competing with dozens of other buyers. These leads come from direct outreach, targeted marketing, or referrals, and they often involve distressed property owners who just want out. Whether it’s due to financial stress, life changes, or problem properties, the potential return on investment for these leads can be huge—especially when you know how to structure win-win deals.

At Real Estate Skills, we teach investors how to generate and work these leads with intention. It’s not about luck—it’s about having a reliable real estate lead generation strategy and knowing what to look for.

Here are some of the most common types of motivated seller leads you’ll come across:

• List of property owner's first name and last name
• The tax mailing address of the property owner
• Phone numbers
• Email addresses
• Addresses of distressed properties
• Assessor's parcel numbers (APNs)
• Loan number

There are ways of finding motivated seller leads on your own without having to spend any money and there are companies that generate lead lists for investors to purchase.

Why Do Real Estate Investors Like Motivated Seller Leads?

Ask any experienced investor and they’ll tell you—motivated seller leads are some of the most valuable opportunities in the business. Why? Because they often lead to off-market properties where you’re not competing against multiple offers, bidding wars, or long negotiation timelines. These sellers are focused on speed and certainty, which allows investors to step in with clean offers that solve real problems—fast.

Whether you're wholesaling, flipping, or building a rental portfolio, working with real estate wholesaling motivated sellers can significantly improve your profit margins. Wholesalers can assign contracts for solid fees, flippers can secure deeper discounts for renovations, and buy-and-hold investors can negotiate better long-term terms.

In fact, according to a study by ATTOM, properties purchased off-market can sell for up to 15% below retail value, giving investors instant equity from day one. And because these leads aren't listed on the MLS, they're often overlooked by the average buyer—making them even more valuable to those who know where to look.

At Real Estate Skills, we teach you how to consistently find the best places to find motivated sellers and turn them into real opportunities.

Working with the right seller leads can change everything—if you know how to find them and what to say next.

How To Attract Motivated Sellers

There are two types of strategies to find leads:

1. Inbound lead generation
2. Outbound lead generation

An inbound lead generation strategy is where you use marketing tactics to attract sellers and have the leads come to you.

Below are the different inbound lead generation strategies to attract motivated sellers:

• Running advertisements online
• Publishing ads in the newspaper
• Placing bandit signs around your targeted neighborhood
• Sending yellow letters and direct mail marketing
• Creating a blog and writing articles about questions that sellers are asking

An outbound lead generation strategy is where you are the one trying to find and actively seek sellers out. This is often referred to as prospecting. Examples of outbound lead strategies include:

• Networking
• Cold Calling
• Door knocking
• Attending REIA meetings

How To Get Motivated Seller Leads (4 Steps)

There are only four steps to getting motivated seller leads. Follow this step-by-step guide closely to obtain motivated seller leads in no time.

#1. Choose A Location

The first thing to do when looking for motivated seller leads is deciding on which zip codes you would like to purchase properties in. The kind of factors you'll want to consider when picking a targeted area are:

• Crime rate
• School rating
• Proximity and accessibility to stores and freeways
• Employment opportunities nearby

#2. Find Distressed Properties

After pinpointing a targeted neighborhood, the next thing to do is find distressed properties.

There are numerous ways to go about this so decide which strategies work best for you.

You could go driving for dollars, look up pre-foreclosures and NODs (Notice of Defaults), or go to the courthouse and find tax delinquent lists and probate leads.

#3. Use Online Tools

To obtain more motivated seller leads, use the internet. There are many online methods that we will discuss later on and the best thing about them is they are mostly free to use. Some of them are ListSource, MLS, Zillow, Facebook, and Craigslist to name a few.

Read Also: ListSource Review: Pros, Cons, Pricing, and More!

#4. Skip Trace

Skip trace the leads to find the owners' contact information. If you bought a list of real estate motivated seller leads, the information might be already provided to you.

There are many free skip tracing services available for you to track down motivated sellers. You could use:

• Obituaries
• Email checkers
• Search engines
• County assessors
• Online directories
• People finders sites
• Genealogy websites
• Social media websites

3 Ways To Negotiate With Motivated Sellers

Learning how to negotiate with motivated sellers is one of the most important skills you can develop as a real estate investor. These sellers often have a strong reason to sell quickly—but that doesn’t mean you should be aggressive or pushy. The best negotiations are built on empathy, trust, and finding solutions that work for everyone.

Here are three proven techniques for negotiating with motivated property owners:

1. Problem-Solving First: Start by asking questions to uncover why they’re selling. Then offer a solution that fits their needs.
   Example: “If I could close on your timeline and handle all the repairs, would that help your situation?”
2. Anchoring the Price: Set the tone early with a lower starting number to give yourself room to negotiate.
   Example: “Based on the condition, I’d be somewhere around $135,000—what were you hoping to get?”
3. Win-Win Communication: Remind the seller you’re here to make things easier, not harder. Example: “I’m not here to lowball you—I just want to make something work that benefits both of us.”

At Real Estate Skills, we teach real estate negotiations in a way that respects seller motivation while helping you lock in great deals with motivated sellers—the right way.

How To Find Motivated Sellers Online

Thanks to digital marketing, it’s never been easier to learn how to find motivated sellers online. With the right strategy, you can generate a steady flow of motivated seller leads without ever leaving your home. Tools like Google Ads, Facebook ads, and SEO-driven landing pages let you attract sellers who are actively searching for help.

That said, digital marketing isn’t a magic bullet. Online strategies can get you in front of a lot of people quickly, but competition is higher and ad costs can add up. Offline strategies like direct mail or door knocking are more personal but take more time. A well-rounded approach is best—and at Real Estate Skills, we teach investors how to blend both for maximum results.

One powerful online strategy is skip tracing for motivated sellers, which helps you track down property owners who aren’t easy to find. You can also use lead platforms or public records databases to find off-market deals before anyone else does.

If you’re serious about finding motivated sellers online, here are a few top websites and platforms to start with:

• Zillow
• Craigslist
• Facebook
• ListSource
• FSBO websites
• Multiple listing service (MLS)

We will be going more in-depth in the next section on finding motivated sellers on Craigslist, and Zillow, Facebook as many have found success using these methods.

How To Find Motivated Sellers On Zillow

If you’re wondering how to find motivated sellers without paying for expensive lead lists, Zillow is a great place to start. While it’s mostly known for retail listings, smart investors use Zillow to identify motivated home sellers hiding in plain sight.

Start by filtering for For Sale By Owner (FSBO) listings. These are properties being sold directly by the owner—often by people who want to avoid agent fees and may be more flexible on terms. Then, sort by “Price Reduced” or “Days on Market.” A home that’s been sitting for 60+ days or has had multiple price drops is often a sign of a distressed seller or someone getting anxious to sell.

You can also look for language in the listing like “motivated seller,” “priced to sell,” or “bring all offers.” These are subtle cues that the seller is willing to negotiate. Properties listed as-is or with poor photos can also signal property owners ready to sell fast.

At Real Estate Skills, we teach investors how to spot red flags and patterns in Zillow data to uncover deals that others miss. Finding motivated sellers on Zillow takes practice—but once you know what to look for, it's a goldmine for off-market-style deals hiding on a public site.

Ways To Find Motivated Sellers On Facebook

Wondering where to find motivated sellers without spending a fortune on leads? One of the most overlooked platforms is Facebook. With its massive user base and local community reach, it’s a powerful tool for seller lead generation—if you know how to use it right.

Start with Facebook Marketplace. Search for homes listed “For Sale by Owner,” distressed properties, or posts with keywords like “must sell” or “needs work.” These are often posted by motivated sellers on Facebook who are looking to offload quickly and may not have listed anywhere else.

Next, dive into local real estate buy/sell groups. Engage consistently, introduce yourself as an investor, and be helpful—not spammy. Building trust is key. You can also run targeted ads using Facebook’s ad platform to reach homeowners in specific zip codes or demographics known for higher seller motivation.

We recommend using simple message templates to start conversations.

• Example: “Hi, I saw your post about the property for sale. I’m a local investor looking to buy homes as-is—would you be open to a quick cash offer?”

At Real Estate Skills, we show you how to combine real estate marketing and relationship-building to find motivated sellers and turn casual conversations into real opportunities.

Where To Find Motivated Sellers On Craigslist

This might surprise you but there are property owners who sell their homes on Craigslist. Craigslist is the place to find For Sale By Owner (FSBO) leads.

Some homeowners prefer to put up their property on Craigslist because it’s an affordable way to market their homes. They may prefer not to have real estate agents involved in the process of selling their homes.

One way to use Craigslist is by posting ads that let motivated sellers know you are a cash buyer. Placing an ad on Craigslist with your contact information would allow property owners to reach out to you instead of you having to reach out to them.

The other way to use Craigslist is by going through posts that homeowners place themselves. A good tip when looking at for sale listings on Craigslist is to confirm who the owner is and who has the right to sell the property. There may be multiple people involved in the decision to sell, such as when a property is inherited by multiple heirs.

Since Craigslist is an online platform available for anyone to use, some real estate wholesalers also post ads to sell properties.

Sometimes it’s hard to figure out if the post was placed by a motivated seller or a wholesaler due to the limited amount of information in the description of the post. What you will have to do is reach out to the original poster to learn more.

Make sure to look for property owners who have listed their property for rent as well. Since the property is vacant, the owner might become a motivated seller to avoid the hassle of turnovers since that process can be a headache. 

What To Do With The List Of Motivated Sellers

Once you’ve built a list of motivated sellers, the real work begins. Finding leads is just the first step—seller lead management is what separates casual investors from consistent deal-makers. To make the most of your efforts, you need to stay organized, follow up regularly, and prioritize the hottest opportunities.

Start by uploading your motivated seller leads into a CRM (Customer Relationship Management) system. This lets you track conversations, set reminders, and keep notes on each seller's situation. If you're not ready for a full CRM, even a simple spreadsheet can help you stay on top of things—just make sure you update it consistently.

Segment your list based on seller motivation and urgency. For example, someone facing foreclosure or who inherited a vacant property might be more urgent than a landlord just testing the market. Focus your time on sellers who are ready to make a move.

Finally, be sure to follow up. Many deals are closed not on the first call, but after weeks of steady communication. At Real Estate Skills, we teach investors how to talk to motivated sellers the right way—building trust and keeping conversations alive until the timing is right.

What To Do When Calling Motivated Sellers

Knowing how to talk to motivated sellers is just as important as finding them. The initial call sets the tone for your entire relationship, so it’s important to be prepared, professional, and genuinely interested in helping. Remember, many motivated seller leads are going through a tough time—how you handle that first conversation can either build trust or send them running.

The best way to prepare before calling motivated sellers is to have a script ready. A script shows confidence and professionalism, helping the seller feel more at ease. Even if you end up going off-script, having a starting point gives you structure and makes the conversation flow more naturally.

Here’s a simple script you can use to kick things off:

• “Hello, my name is [name] and I am a real estate investor. How has your day been?”
  [Wait for response]
• “I am currently looking to buy properties for cash and I found through [platform] that you would like to sell your property, [address]. Is this correct?”
  [Continue if the response is “yes”]
• “That’s wonderful to hear! Could I ask you a couple of questions regarding the property and potentially make you an offer?”
  [Continue if the response is “yes”]

Once the conversation is rolling, it’s time to qualify the lead. Here are some important questions to ask to determine motivation and gather key deal info:

• What is included in the sale?
• When is your deadline to sell?
• What price are you looking to sell?
• Is there a mortgage on the property?
• Why are you looking to sell this property?
• What did you pay and when did you buy it?
• What is a good way to reach out to you again?
• How long has this house been on the market and why?
• What would you take if I paid all cash for the property?
• Are there any damages or safety hazards I need to be aware of?
• Have there been any violent crimes or deaths that have occurred on the property?

At Real Estate Skills, we teach investors how to have these conversations with confidence and care—because great deals start with great communication.

Advantages Of Motivated Seller Leads

If you’re serious about building a real estate business that consistently produces results, working with motivated seller leads is one of the smartest moves you can make. These sellers are typically looking for a fast, hassle-free transaction—which gives you the chance to negotiate better terms, close deals quicker, and access off-market real estate deals that other investors will never see.

Unlike traditional real estate seller leads who may be testing the market or waiting for a dream offer, motivated sellers are ready to take action. That makes them ideal for wholesalers who need to move contracts quickly, flippers looking for discounted properties, and buy-and-hold investors who want to build equity from day one.

Whether you’re just starting out or scaling your portfolio, wholesaling motivated sellers is a proven strategy to grow without relying on agents or overpriced listings. And the best part? These are often the best leads for real estate investing—because they lead to real conversations, real deals, and real profit.

At Real Estate Skills, we teach investors exactly how to find, qualify, and close deals with motivated sellers. So if you’re ready to take action, start with the sellers who are ready to take action, too.

Final Thoughts on Motivated Sellers

Learning how to find and work with motivated sellers is one of the most powerful skills you can develop as a real estate investor. Whether you're wholesaling, flipping, or building a rental portfolio, these leads give you access to off-market deals, better terms, and faster closings. The key is knowing where to look, what to say, and how to structure win-win solutions. At Real Estate Skills, we teach you the step-by-step process to turn motivated seller leads into profitable deals. If you’re ready to get started, we’re here to guide you every step of the way.

Ready to Take the Next Step in Real Estate Investing? Join our FREE live webinar and discover the proven strategies to build lasting wealth through real estate.

Whether you're just getting started or ready to scale, we'll show you how to take action today. Don't miss this opportunity to learn the insider tips and tools that have helped thousands of investors succeed! Seats are limited—Reserve Your Spot Now!

*Disclosure: Real Estate Skills is not a law firm, and the information contained here does not constitute legal advice. You should consult with an attorney before making any legal conclusions. The information presented here is educational in nature. All investments involve risks, and the past performance of an investment, industry, sector, and/or market does not guarantee future returns or results. Investors are responsible for any investment decision they make. Such decisions should be based on an evaluation of their financial situation, investment objectives, risk tolerance, and liquidity needs.