How We Identify Likely Sellers Before the Lead Ever Exists

How We Identify Likely Sellers Before the Lead Ever Exists

In the age of AI and technology, almost every company boasts their “industry leading technology” and how they identify likely sellers with a seller score of 80+ or whatever they advertise. The reality is: it’s all algorithms and have nothing to do with actual likelihood. True likelihood often comes in the form of subjective life events, timing, and sometimes, even a bit of right place right time luck. But here’s how Ignite Connections builds our targeted call lists using strategy and a little bit of research. 

Step 1: We identify the key markers of the sellers in your market. Before your onboarding call, our team will pull a list of all the recent sales data in the last 12 months in your target market. From there, we identify trends (i.e. age, years of ownership) that would indicate there exists a pattern in the market.

Step 2: We research your specific market for leading indicators of who might become a seller. Our top three markers we look for are: 

• Turnover Rate: how often do people move in your market? That is, how long do they typically own a home before they sell? The 2026 national average is 12 years. So, if your market matches the national average, we would start by reducing your market to people who have owned their home for at least 12 years.
  
  

• Age: the average seller in the USA today is 54 years old. We find the average age of the sellers in your market, and filter the list down even further. Now we have a list of 54 year old owner-occupied homes who have owned their homes for at least 12 years.
  
  

• Equity: according to the U.S. Census Bureau, 39.4% of all owner-occupied homes are free & clear as of 2024. Both free & clear and mortgage heavy properties have motivations to sell. The key is having the conversation.
  
  

By the time your campaign starts, your list has been strategically filtered to, in this example, a few thousand homes who have owned their property for at least as long as the market average, has an owner who is the average age of the typical seller in your market, and has the type of equity that indicates an intention to sell.

Step 3: Time to start calling! After building our a script based on your personal strengths and accolades, our in-house call team gets to work and starts setting your appointments!

Identifying likely sellers comes down to research. Let us take care of the pre-market research as well as the calling so you can focus on closing while we set you up with new clients!