Your Guide to Life Events & Hunting For Opportunity   

When you come to a blog about Life Events, you can guarantee that means we’re talking about the big stuff — marriage, babies, job changes, divorce, death. 

Everyone experiences life events, and when they come, they hit fast and scream, "You need to move!" 

Whether someone is experiencing an exciting change or navigating a difficult time, discussions about real estate often come to the forefront.

And if you're a real estate professional, these life events are the neon signs pointing straight to opportunity.

Just married? Perfect! Time for them to hunt for their first home. 

Expecting a baby? They’re desperate for that extra bedroom. 

Job relocation? They need to sell — and they need to do it yesterday. 

Divorce? Someone’s probably selling the house to cut ties. 

Death in the family? Oftentimes when an heir inherits a property, they’re looking to offload it.

These life events bring with them a person who’s in need and probably in a hurry. The chaos of these transitions is exactly what creates opportunities for real estate professionals. 

When life happens, people need solutions now, and if you're smart, you're right there with a game plan to help with the transition into their next chapter. 

If you're tuned into life event-focused lead generation, they’re an incredible source for finding leads quickly and efficiently. 

In this guide, we’ll cover: 

• Life Event Cues to Watch For

• Why Relying on AI Tools Alone Isn't Enough for Hunting Likely Sellers

• Breaking Down Hunting + Farming for Life Event Leads 

• Hunting for Leads to Find Opportunities During Life Events

• Personalizing Your Hunting Approach with Multi-Channel Marketing

• Adapting to Market Dynamics and Buyer/Seller Hesitancy

• Future-Proofing Your Lead Gen: Staying Agile Amid Market Shifts

Life Event Cues to Watch For

When major life events occur, homeowners often face significant changes in their financial or emotional situation, which can make it difficult to hold onto their property. 

Understanding these events can help you identify potentially distressed properties while approaching the owners with care and empathy. 

Whether it’s the loss of a loved one, a pending divorce, or an aging homeowner struggling with upkeep, each scenario presents a unique opportunity to provide solutions (and generate leads) — if handled with sensitivity. 

Here’s a closer look at how these life events can lead to distressed properties.

Death in the Family

When a loved one passes away, property ownership often becomes an overwhelming burden for the remaining family members. 

Dealing with the emotional stress, legalities of inheritance, and property maintenance can push people to sell, especially if they’re not equipped to manage the estate. 

It’s important to show sensitivity and present yourself as a helpful solution rather than a profit-seeker.

Divorce

A divorce often forces couples to split assets, including jointly owned homes. In contentious situations, selling the property may be the quickest way to move forward. 

However, emotions can run high, and it’s essential to handle these situations with tact. 

Our suggestion: divorces come with a lot of moving parts, and if you’re an investor looking to generate recently divorced leads, you’ll need to keep that in mind. Some of the craziest stories we’ve heard come from investors entering into a transaction involving recently divorced parties. 

The most important takeaway? Approach the situation with respect, be prepared to encounter unforeseen circumstances throughout the transaction, and, most importantly, focus on helping both parties achieve a smooth resolution rather than rushing the sale.

Aging Homeowners

As homeowners age, maintaining a property can become financially and physically taxing. Health issues or limited income may cause them to fall behind on payments or necessary upkeep. 

Offering a stress-free solution by purchasing the property can be a lifeline, but you should remain conscious of their emotional attachment to their homes. 

A gentle, supportive approach is key.

Across all these scenarios, empathy should be at the forefront of your approach. These are deeply personal events, and homeowners are often emotionally fragile. 

If your approach is too aggressive or opportunistic, it’s likely to backfire. 

Instead, position yourself as someone offering a helpful, compassionate solution to their challenges, not just someone looking to make a profit.

Why Relying on AI Tools Alone Isn't Enough for Hunting Likely Sellers

Now that you know more about the life events to look out for, let’s talk about how to find the best candidates for your outreach. 

Many tools use AI to create lists of potential sellers, but these tools have their downsides. 

AI Tools can’t explain emotional factors prompting someone selling their home

While they can provide lists of likely candidates, they often miss the crucial details behind a homeowner's motivation to sell.

One of the main drawbacks is that AI tools typically don’t explain why someone might want to sell. 

Are they facing financial difficulties? Relocating for a job? Without understanding these motivations, personalizing your outreach becomes challenging. 

You risk sending generic messages that fail to connect with the recipient.

What's more, most AI tools rely heavily on public records. 

And listen, we’re not going to sit here and downplay just how powerful public records are for generating leads. What we will acknowledge, however, is that they often lack the context needed to gauge a seller's urgency or emotional state. 

Public records can tell you when someone bought their home, and while they’re able to give you strong indicators of possible distress, they don’t explicitly reveal whether that homeowner is feeling overwhelmed by financial issues or is simply looking to upgrade.

AI tools are often expensive and in the early stages of development

Another consideration is the cost of these AI tools. Many come with hefty price tags, which can be a barrier, especially for those just starting out. 

Even if you invest in these advanced tools, they won’t handle the nuanced work of crafting tailored messages for your audience. 

You’ll still need to do the legwork to connect authentically with potential sellers.

Breaking Down Hunting + Farming for Life Event Leads 

When generating life event leads, there  are two ways to grow your pipeline  — Farming and Hunting — and, while they’re different approaches, they’re able to compliment each other beautifully if done the right way.

One’s slow and steady, the other’s all about fast action. 

Let’s break it down, shall we. 

In Farming, the emphasis is on cultivating trust with potential clients over the long haul. This way, when they have a need for the products or services you offer, they will naturally think of you and your brand as the solution.

In other words, it's about fostering these relationships over time, allowing them to evolve into solid leads and successful sales in the future.

It all starts with planting seeds. By consistently showing up, offering genuine value, and establishing yourself as the local expert, you lay the groundwork for success. 

Whether it's dropping postcards, running targeted ads, or knocking on doors, you're committed to the long game.

The leads trickle in, slowly but surely, like a garden that needs watering, sunshine, and a lot of patience. You harvest those leads down the road, reaping the rewards of trust and familiarity over time.

Then there’s Hunting. It’s effective if you're targeting immediate needs related to specific life events, like divorce, death, or relocation — and what we’ll focus on in this article to capture leads like a BOSS. 

Hunting is for the agents who need to eat today. It's fast, intense, and focused on finding people ready to sell right now. 

There’s no time to nurture a garden when you’re hungry. You’re out there tracking down motivated sellers going through life events like divorce, job relocations, or inheriting a property. 

You’re chasing deals, knocking on doors, making cold calls, and closing on opportunities before anyone else. 

Hunting is all about speed and results, perfect for agents who thrive on the thrill of the chase and need to score big today.

In today’s competitive landscape with high interest rates, traditional lead generation methods — like mass marketing, broad outbound strategies, and passively waiting for leads — just won’t get the job done. 

So, what’s the solution? Focus on hyperlocal strategies and transform your lead generation approach.

Targeted outbound strategies are the future, so saddle up and start Hunting!

Hunting for Leads to Find Opportunities During Client Life Changes

As noted earlier, Hunting can be an effective way to quickly secure listings and close deals.

You generally encounter two types of Hunting leads: sellers motivated by distress and those prompted by opportunities or significant life events.

Introducing PropertyRadar as your Lead Gen Machine + Importing Data

As mentioned above, while other AI-driven tools may generate generic lists and predictions, they often fail to explain the motivations behind those leads.

Without this critical information, your outreach can feel unfocused and ineffective. 

With us, you can pinpoint potential sellers and gain insights into their situations, helping you create personalized messages that truly strike a chord. 

Unlike many expensive platforms that deliver surface-level data, PropertyRadar offers robust, actionable insights that help you to make informed decisions. 

We tap into an extensive database of public records, featuring information on over 150 million properties, 250 million individuals, and more than 1 billion phone numbers and email addresses.

With PropertyRadar, you’re not just skimming the surface. you’re exploring data that truly matters for identifying and connecting with sellers.

What's even better? We let you collect insights from different sources. Once you’ve compiled this outside data, you can easily import it into PropertyRadar. 

This easy integration helps you keep track of and target potential sellers, improving your lead generation strategy.

Imagine being able to visualize market trends, identify potential sellers before they even consider listing, and tailor your outreach based on detailed property owner information. 

….You’re welcome. 

Identifying and Reaching Out to Distressed Property Owners

Spotting distressed properties? There are tons of ways to do it, and trust us, they’re way easier than you think.

First off, keep your eyes peeled for homes that scream abandonment. Overgrown lawns, peeling paint, and broken windows are your neon signs saying, “Help me!”

Next, watch for properties drowning in overdue taxes or mortgages. If they’re falling behind on payments, it’s a sure sign they’re in hot water.

And don’t forget about vacant houses — if no one’s home, something’s definitely off.

Lastly, check out places that are crumbling or have half-finished renovations — these are red flags that the owners might be in a tough spot.

We know what’s racing through your mind: “How on earth am I going to find these leads?”

The answer: PropertyRadar.

There are all kinds of distress signals you can hunt for, and we make it a breeze with lightning-fast lists on pre foreclosure, notices of default, the death of a joint tenant, HOA liens, and other financial woes.

Just click on any of those options to start uncovering distressed leads in mere seconds. 

Once you’ve grabbed one of those quick lists, you can layer in over 200+ criteria to create exclusive lists packed with the exact situational and financial info you need.

Honestly, we can’t think of a single reason you shouldn’t start using those lists right now — like, today.

And as you reach out to your exclusive leads, keep this in mind: the best marketing is rooted in the Good Neighbor Marketing Pledge.

Let’s be real — if you come off as predatory, opportunistic, or overbearing, 0% of your leads will want anything to do with you. 

If anything, they'll run faster than you can say, 'Wait, was that my ex?'

So, start by understanding their situation, no matter the financial mess they’re in.

Reach out with empathy and offer genuine solutions, not just some cheesy sales pitch. Don’t be that guy who sees leads as just another number on an endless spreadsheet.

Remember, distressed leads are real people often facing the toughest times in their lives, so bring compassion and understanding to the table.

Personalize your message like you’re sliding into their DMs. Use their name and drop some details about their property to prove you’ve done your homework.

Build that trust by being upfront about your intentions — let them know how you can actually help. Keep it professional and respectful, and give them the time they need to mull over their options.

Showing genuine concern will make you shine like a diamond in a sea of salespeople — people will see you as the hero trying to rescue them from their situation, and that's a win for everyone.

And remember, above all else, stick to the Good Neighbor Marketing Pledge to ensure your approach is both courteous and absolutely mind-blowing.

Locating and Reaching Out to Motivated Sellers

Distressed properties might be waving a big “urgent situation” flag, but motivated sellers are cruising on the opportunity highway, not scrambling to fix a financial wreck.

They could be eyeing the hot market, ready to grab their dream home, or entering a brand new job or lifestyle shake-up.

Remember, everyone’s got their own reasons for wanting to move, and even your next-door neighbors might have totally different plans depending on their life changes. 

Here are some lead lists worth considering:

• When property values are skyrocketing, homeowners may be eager to sell and capitalize on the market — either to upgrade their living situation or cash in on their investment.

• Local changes, like new zoning laws or upcoming developments, can prompt people to sell before the area gets too congested.

• Tax incentives can make the buying or selling process more attractive.

• Personal circumstances, like divorces, often result in quick sales as individuals split assets and move forward.

• Seniors or empty-nesters may want to downsize from their larger homes to something cozier and more manageable, especially in a robust market.

No matter which lead list you choose to target, it's important to maintain a genuine and professional demeanor to build trust and create a positive impression. 

For any leads (we’ve segmented each lead into a Quicklist) not found on PropertyRadar, checkout family court records or local courthouse websites to see changes in property ownership.

Also, don’t forget to refer to our good neighbor checklist and pledge to make sure your message is spot on. 

Adapting to Market Dynamics and Buyer/Seller Hesitancy

Today's real estate market is full of unexpected changes, and some of them can be challenging to navigate.

After a difficult start to 2024, mortgage rates have dropped to 6.09%. However, fluctuating rates can complicate buying and selling homes.

• For Buyers: Lower mortgage rates can lead to higher monthly payments, which may make some buyers hesitant. Realtors can assist by highlighting the long-term benefits of buying now and suggesting alternatives like adjustable-rate mortgages.

• For Sellers: Homeowners might be unsure about listing their homes if they think they won’t get the price they want. Realtors can help ease these concerns by providing detailed market analysis, showcasing successful sales, and offering advice on staging and marketing their homes effectively.

Keep your finger on the pulse of the market, and you’ll be ready for whatever surprises come your way.

By tuning into changes in property demand or interest rates, you can catch potential issues before they snowball.

This means you can proactively adjust your pricing or marketing strategies, setting yourself up for success down the line.

Tools like PropertyRadar can give Realtors an advantage by analyzing market trends and identifying the right buyers or sellers. 

This information helps create better strategies and builds client confidence, which is essential for success in the market.

Personalizing Your Hunting Approach with Multi-Channel Marketing

Relying solely on AI-based tools for lead generation is like Alexander Hamilton agreeing to a duel with guns fired at point-blank range.

Sure, these tools can hand you a list of potential sellers, but that’s just half the battle. 

The real game-changer? Personalizing your approach. 

We can’t stress that point enough, so let’s emphasize it once more for good measure. 

Knowing why someone is selling helps you craft the perfect message that truly resonates. PERIOD. 

A cookie-cutter approach is not going to cut it when you’re dealing with people who are navigating different life situations.

Most AI tools overlook the nuances of personal circumstances — those life events that can push a homeowner to sell. 

Maybe they’re dealing with a divorce, relocating for a job, or simply downsizing after the kids have moved out. 

These details are gold for your outreach strategy. If you don’t dig deeper, you risk sending generic messages that go straight into the recycling bin.

Yes, doing the legwork — researching life events and reaching out with tailored messages — takes time. 

But trust us, it pays off. The more effort you invest in understanding the seller's unique situation, the better your results will be.

So, how do you get the word out? Focus on a multi-channel marketing approach. 

Get out there and door knock, make cold calls, send direct mail, craft an email, and familiarize yourself with social media. 

Our marketplace offers a vast selection of customizable postcards designed for every occasion. 

Whether you want to send a heartfelt note to someone facing tough times or a promotional offer to a homeowner eyeing the market, we have templates that fit your needs. 

With these ready-to-use postcards, you can effortlessly grab attention and make a memorable impression. 

Choose from eye-catching designs and tailor your messaging to resonate with the specific circumstances of your potential sellers.

Next, there's in-person marketing. 

Once someone has received your mail, read your emails, and perhaps followed you on social media, a face-to-face meeting can effectively close the deal.

Use every channel at your disposal to connect and engage with potential sellers on a personal level. 

In a world where many just hit the easy button, you’ll stand out by showing genuine interest and effort. 

You’re not just another agent — you’re someone who cares about clients’ circumstances. 

And that makes all the difference in closing the deal.

Future-Proofing Your Lead Gen: Staying Agile Amid Market Shifts

Your messaging needs to adapt to changes in the market and current events. If you don’t pay attention, you could fall behind.

With PropertyRadar, you can easily update your messages without waiting months for a refresh.

Being adaptable means you’re always communicating, but you can quickly change your approach if the market changes suddenly.

Stay flexible, stay informed, and keep your messages relevant.

Ready to get the ball rolling? PropertyRadar can help you identify those promising leads to Hunt down.

Get a free PropertyRadar trial and unlock the power of 150 million properties to find your next leads today.