Lead Types and Resources: From Probate to Code Violations and Cash Buyers

Lead types

ProbateHomes owned by someone who has died, where the estate or heirs may need to sell.Probate

Pre-probateRecent deaths matched to property records, often before a probate case is filed.Pre-probate

InheritanceHeirs who now own a house they may not want to keep, repair, or rent out.Inheritance

ForeclosuresOwners behind on their mortgage who may sell before the auction date.Foreclosures

Lis pendensCourt filings that put a pending lawsuit, often a foreclosure, on public record.Lis pendens

DivorceCouples who may need to sell or buy out the family home as they split assets.Divorce

EvictionsLandlords tired of problem tenants who may be ready to sell the rental.Evictions

Code violationsOwners facing city repair orders and fines they may not want to pay.Code violations

Tax lateOwners behind on property taxes who may need a fast, simple sale.Tax late

Cash buyersActive cash investors, so wholesalers can line up buyers before they sign a contract.Cash buyers

Enhanced rentersRenter households with added contact details for targeted outreach.Enhanced renters

Customized leadsSeveral lead types combined and filtered for only the counties you work.Customized leads

Reverse mortgageHomes with a reverse mortgage, often owned by older owners who may plan a move.Reverse mortgage

How to choose the right lead types

Every lead list tells you something different about an owner. Some lists point to a deadline, such as an auction date or a tax sale. Others point to a life change, such as a death, a divorce, or a move. So the best lead types for you depend on how you buy, how fast you can close, and how much time you can spend on each owner.

Match the lead type to your strategy

Fix-and-flip investors usually start with probate, pre-probate, and inheritance leads. These homes are often dated, and heirs may prefer a quick, as-is sale. Wholesalers, on the other hand, tend to pair foreclosure, lis pendens, and tax late leads with a cash buyer list. That way, they can assign a contract soon after they sign it.

Agents and brokers often do well with divorce, inheritance, and reverse mortgage leads. In these cases, the owner may want a full listing rather than a discount. Meanwhile, buy-and-hold investors often look at eviction and code violation leads, because tired landlords may sell rentals that need work.

Think about timing

Timing matters as much as the list itself. For example, a pre-probate lead can reach a family weeks before a probate case is filed. A lis pendens lead, by contrast, starts a clock that can end at a foreclosure auction. Therefore, it helps to know how long each process usually takes in your state before you plan your outreach.

Start small, then expand

Most new buyers do best with two or three lead types in a few counties. First, track which lists turn into conversations and signed contracts. Then add more lead types or counties once you know what works. In addition, a customized package can combine several lead types, so you can test them side by side without buying separate lists.

Check what each list includes

Before you buy, look at the fields each list includes for your counties. For instance, ask whether a list shows the filing or case date, the owner mailing address, and the property details you need. Also, ask how often new records are added, since fresh data gives you more time with each owner. As a result, you can plan mail, calls, or a visit without hunting through county records yourself. Still, remember that what the public file shows varies from one state to the next.

Reach owners with care

Many of these owners are going through a hard time. Because of that, a short, respectful letter often works better than repeated calls. Also, follow your state rules for mail, calls, and texts, and check the federal Do Not Call registry before you dial. Finally, keep clear notes on every contact, so you never send the same owner the wrong message twice.