How to identify which sellers are the most motivated to sell
A high-quality prospect is one who is highly motivated to sell. Therefore, a high-quality list is one that contains as many high-quality prospects as possible. Because these prospects are highly motivated, they have a greater likelihood of being interested in selling to you without much marketing expense or time commitment.
In addition to prospecting based on location and property details, you should also have prospect lists that represent the different potential motivations of the seller.
Highly motivated sellers often have multiple reasons for needing to sell their property. These may include:
-
Delinquent property taxes
-
Property is in poor condition
-
Recently deceased owner
-
Property inherited by heir after probate
-
Absentee owner
-
Vacant home
-
Pre-foreclosure
-
Foreclosure
-
Divorce
How do I know if my audience is high quality?
A high-quality audience contains prospects that appear on multiple lists. For example, if a prospect on your “Poor Condition” list also appears on your “Delinquent Taxes” list and your “Absentee Owner” list, they are a high-quality prospect because they are motivated to sell for multiple reasons. Finding prospects that appear on multiple lists is called List Stacking.
You can see how many lists are assigned to a record by clicking the Properties tab. Under List Count, you can see how many lists a specific record falls on.
But the best way to list stack is through Invelo's Filters functionality.
Identify your highest-quality records
-
On your Properties records page, click Filters.
-
Select the Quality filter, select the Operator as IS ANY OF, then select High. Click Add Filter.
Note: A record's quality is determined by the highest quality list they are on. For example, if 123 Main Street was on an Absentee list (medium quality) and Vacant list (high quality), the record would be considered high quality. It is important to assign the correct quality to each list so filtering by quality is accurate. Learn how to build lists and assign list quality by visiting the Invelo Academy REI training video: Building Prospect Lists. Learn how to change the quality of your lists here.
-
Select the List Count filter, select the Operator as IS BETWEEN type 2, 'To' 10 as the list count. Click Add Filter. See how many records this returns and increase the list count as needed to further narrow down the results.
-
Click Apply.
This will show records that are on a high-quality list and are also on multiple lists, meaning they have multiple reasons why they may need to sell. This type of segmentation will allow you to spend your marketing funds more effectively on your higher quality prospects.
Don't have any records or lists created?