Want to make your job as a real estate agent fulfilling and simultaneously grow your business? Assisting distressed homeowners can make a long-term difference in their lives and in the community while establishing you as a trustworthy agent in your target neighborhoods.
Working with potential sellers in pre-foreclosure is a valuable resource for expanding your reach in real estate and helping those in financial stress, especially in Georgia.
Georgia has consistently had one of the highest rates of foreclosures nationally over the years (source). While it is trending downward, the current statistics are still high compared to national averages.
The biggest challenge with acquiring these leads is often accurately locating them and engaging homeowners appropriately, leading with genuine care for their best interests.
We’ll walk you through the steps to locate these leads accurately, streamline your process, and build a trusting relationship with distressed homeowners in Georgia.
Why Target Distressed Homeowners in Georgia?
Homeowners needing to sell their homes quickly to avoid foreclosure is a growing market for real estate agents. That is why companies like Keyleads have recently emerged to help agents find accurate contact information quickly.
This is especially relevant in Georgia, where, as of 2024, foreclosure rates rank 24th highest in the nation according to ATTOM’s most recent data:
“In twenty-fourth place, Georgia saw a foreclosure rate of one in every 5,675 housing units. Out of 4,426,780 housing units, 780 went into foreclosure. The counties with the highest foreclosure filings were DeKalb, Fulton, Cobb, Gwinnett, and Bibb.”
This data represents only the homes that actively went into foreclosure, which means there are literally hundreds of homes in pre-foreclosure, with homeowners needing solutions to avoid losing their homes. This is where you step in, offering the education, resources, and services to help them regain financial control.
Understanding the process of Pre-Foreclosure
- Pre-Foreclosure Leads: In Georgia, a homeowner typically enters pre-foreclosure when they miss three mortgage payments or are late by 3 months:
“Before a foreclosure officially begins, you must be over 120 days delinquent on payments. This is a general rule under federal law, but there are exceptions. The day after the late payment to the beginning of the foreclosure is often called the “pre-foreclosure stage.” This 120-day period allows you to avoid foreclosure and submit a loss mitigation application.” (Source)
You have a very short window of time to identify pre-foreclosure leads, help homeowners make decisions that they feel comfortable with, and, if they choose to sell, begin marketing their property.
Most people will choose this option, so being able to find information quickly is key to both their and your success.
Proven Methods to Locate Distressed Homeowners in Georgia
- Utilize Public Records and County Websites
- How It Works: Most states make pre-foreclosure information available in the county clerk’s office. Some have the records available online; others require that you go in person to gather reports available for homes potentially in pre-foreclosure in your area.
- Pros and Cons: This method is cost-free and offers reliable data. However, it is time-consuming, and you may not be as up-to-date as you would like to be.
2. Subscribe to Distressed Property Data Services
- Data Providers: Subscription-based platforms like KeyLeads, provide instant data on distressed properties, saving you time by offering accurate, real-time information and a guarantee that you will receive 20 new exclusive leads each month.
- Why KeyLeads? KeyLeads is particularly useful for agents because it is known for providing high-quality leads that have been vetted for accurate information.
- What You Get: KeyLeads provides 20 leads with relevant contact information, marketing tools, and scripts for effective engagement allowing you to stay ahead of the competition in your local market.
How to Use KeyLeads to Connect with Distressed Homeowners
KeyLeads allows you to target the specific neighborhoods you are an expert in and/or want to establish yourself as the go-to agent in a particular zip code.
In Georgia, with their foreclosure rates being what they are, you will want to be able to identify leads quickly. Here’s why using a tool like KeyLeads can maximize your success:
- Accurate, Up-to-Date Data: KeyLeads has a team that refreshes data regularly, so you’re not wasting time on dead leads. For example, if the contact information is incorrect or a financial issue has been resolved, that lead will not hit your dashboard.
- Early Access: Pre-foreclosure data is public in Georgia. Many agents are starting to target these leads and have found great success with them, but timing is crucial. KeyLeads gives you the advantage of contacting these homeowners with solutions to help them likely before other agents have the chance.
Building Relationships with Distressed Homeowners: Proven Tactics for Georgia Agents
Once you’ve located distressed homeowners, you have to establish a reliable stream of communication, which can be tricky to formulate with people facing stressful decisions. I recommend using multiple resources and methods of contact, addressing their situation with compassion, and offering them solutions.
Here are a few ways to connect:
1. Send a Personalized Letter
- Homeowners in distress may be overwhelmed by their situation and not trust someone who sees them as a way to profit. Sending a letter that offers resources—rather than a direct sales pitch—can make a significant impact and help establish trust.
- What to Include: Share options like short sales or refinancing and introduce yourself as someone who understands their difficult situation. This approach positions you as a helpful guide toward a way out rather than someone pushing them into a sale that they are being forced into.
2. Follow Up with a Friendly Call
- Georgia homeowners only have 120 days to make decisions that will help them avoid foreclosure. So, make following up a priority. Sometimes, an old-fashioned phone call is the best approach to making your outreach feel more personal.
- Tips for Your Call:
- Use a conversational tone, leading with honesty and compassion.
- Start by asking how they’re doing and if they have any questions.
- Avoid pressuring them to make a decision.
- Invite them for a free in-person consultation to review their options and concerns.
3. Offer a Complimentary Home Evaluation
- Many distressed homeowners may not even know how much their home is worth. Properties in Georgia appreciate often quickly, depending on where they are located. When presented with realistic numbers, many homeowners may be ready to jump on your ability to sell their home and find relief in their financial gain.
- Offering a free home evaluation is usually well received and lets homeowners feel in control of their situation.
- How It Helps: You can educate and explain the options available to them so they don’t feel stuck and know that there are ways to recover their property or financial situation.
The Value of Buying Leads for Distressed Properties in Georgia
Investing in lead generation services typically brings a higher ROI, especially when working with distressed homeowners. Competitive pre-foreclosure markets like Georgia almost require that you invest to stay ahead of the game and make contact in time to offer realistic help in a short time frame.
Here’s why it’s worth considering:
- Saves Time: Instead of sifting through public records, you can spend your time building relationships with your leads while maintaining valuable time with established clients.
- Higher Conversion Rates: By accessing accurate, pre-foreclosure lead information, you are more likely to connect with motivated sellers who need guidance.
- Better Allocation of Resources: Focusing on high-quality leads boosts your chance of closing deals, and with a fixed and reliable lead source, you can more predictably determine your marketing budget.
Ethical Considerations When Working with Distressed Homeowners
Helping distressed homeowners requires empathy, respect, and a focus on their needs above all. You are there for the sole purpose of helping people with sincerity. That kind of genuine assistance and goodwill will go far and wide in business. This is about your character, and when you engage appropriately, you are establishing yourself as a respectful and reputable agent.
Here are a few best practices to keep in mind:
- Listen to Their Concerns: Approach conversations as opportunities to listen and learn about their needs first and then give reassurance based on your personal experience.
- Offer Honest Advice: Be upfront about all their options, even if that means advising them to refinance or delay selling… that will benefit you in the long run. Trust is the foundation for building your reputation.
Wrapping Up: Take Action Today & Start Helping Homeowners
Building relationships with distressed homeowners is a unique way to grow your business authentically and with integrity. By investing in lead generation tools like KeyLeads, you can start growing more quickly and start helping people in difficult, timely situations. With this outreach, you can make a meaningful impact in people’s lives.
Key Takeaways:
- Identify Reliable Lead Sources: Use tools like KeyLeads or search public records for accurate, actionable information on pre-foreclosure and probate properties.
- Build Relationships Thoughtfully: Start with a friendly letter, follow up with a call, and offer resources to build trust. Don’t let lead slip through the cracks!
Maintain an Ethical, Helpful Approach: Always prioritize their needs and act as a resource they feel comfortable reaching out to.