6 Reasons Why Mobile Home Park Investing is Becoming More Popular

Multifamily homes and commercial buildings might be popular real estate investment opportunities. But there is another category that has caught the eye of investors lately – mobile home parks.

Some of the biggest institutional investors and real estate companies are betting big on manufactured housing in the US.  Titans like Warren Buffet are bullish on the prospects of the market.

Here are 6 Reasons Why Mobile Home Park Investing is Becoming More Popular.

1. Low Maintenance Costs

The owner of the mobile home park is only responsible for the maintenance and repairs of the park. This could include landscaping, maintenance of the community pool, and costs associated with shoveling snow. The owner does not have to bear the cost of home repairs. Thus, there are no plumbing issues to take care of or faulty wiring to fix. The mobile-home owner has to bear these costs. Land maintenance is, usually, an annual or a bi-annual affair. Thus, compared to investing in a rental property, investing in a mobile home park is a lot more hassle-free.

2. High Demand

The cost of housing in the US has been increasing faster than people’s incomes for several years, now. Almost 33% of households in the US spend more than 30% of their annual income on housing. It is even worse for people who earn less than $25,000 a year. This has resulted in a demand surge for affordable housing and mobile home parks are one way to meet the demand. There is also the factor of improved quality of more mobile homes than ever before. Manufactured housing is comparable to on-site housing, today, which is attracting a lot of young professionals to low-income housing and community living.

While there is a surge in demand for mobile homes, not enough are coming up, and not fast enough, anyway. There are land-use regulations in place in several areas due to factors such as zoning. And there are geographical constraints, too, which limit the number of free land spaces that can be converted to mobile home parks.

This supply-demand gap is unlikely to be bridged anytime soon, which is good news for investors.

3. Low Turnover

Typically, it can cost a mobile-home owner between $5000 and $10,000 to shift their mobile home to a different community. The high cost associated with moving keeps tenant turnover low in mobile home parks. The case is not so in rental properties. Tenants do not have to move the entire unit when shifting to a new community. They can simply pack their bags and leave, which means as an investor, you might have to deal with high vacancy rates.

4. Low Risk

High demand and low turnover translate to low risk. The higher number of mobile homes you have in your park, the lesser is your loss on potential revenue. And since tenants are less likely to leave, there is lesser risk of your investment turning bad. Mobile home parks have one of the best capitalization rates in the US. The average cap rate for mobile home parks in the US is 7-10%, which is at least 2 percentage points higher than apartment building (5.6%). The high capitalization rate translates to healthy cash flows.

5. Tax Benefits

You get tax deductions on depreciation. Depreciation for multifamily buildings can be calculated on a 27.5-year schedule. The same for commercial buildings is 39 years. However, most of the elements of mobile home parks depreciate on a 15-year schedule. That’s because a lot of the elements of mobile home parks are roads and utility lines. Accelerated depreciation means mobile home park owners enjoy higher tax deductions, which boosts their cash flow even further.

6. Several Income Streams

In multifamily buildings, rent is your only income stream. When you own a mobile home park, you can generate multiple income streams. There is income from renting out space in your park. You can also buy several mobile home units and lease them out to rent. The cost-per-unit of a mobile home is much lower than that of an apartment, which makes it a very feasible option, even for small investors. You can also lease out additional garage spaces for rent, and even give out master leasesif you see fit. There are several ways you can make money from mobile home parks.

Mobile Home Park Investing Can Also Be Recession-Proof

Whenever a recession hits, people look to downsize their homes. Since mobile homes are in the affordable housing category, it is impossible that a recession will hit the market adversely. A recession is likely to see a surge in demand for affordable housing. That can be an opportunity for owners to demand more rent from mobile-home owners, thus increasing their profits.

There is also the benefit of portfolio diversification with investments in mobile home parks. Multifamily homes and commercial real estate can be risky investments, given that they are much more sensitive to market movements. Investing in mobile home parks can provide the much-needed cushion to ride out a storm.

How to Find the Best Mobile Home Parks to Invest in?

You could browse listing platforms or reach out to owners directly and see if they are looking to sell. ProspectNow makes the process a lot easier, though. ProspectNow has one of the largest databases of commercial and residential real estate, including mobile home parks. We have accurate ownership details of millions of investment opportunities. We even use predictive analytics to inform you about listings that are not on the market, yet.

Get started for free with ProspectNow and find the next best opportunity to invest in real estate.

Building Owners List: Finding Commercial Property Owners in Your Market

Commercial real estate professionals have basically two goals – find more clients and close more sales. In commercial property, though, finding the current owners of commercial property can be challenging. Commercial property changes hands quite often, so the ability to find this information is crucial. Using an online service like ProspectNow can keep you up to date. Here’s how to build an owners list.

Who Owns the Commercial Property?

If you sell or lease commercial property, you build your business on solid relationships with commercial property owners. You can find the title for commercial properties at a local county clerk’s office. Depending on where you specialize, this type of record might be all you need to build an owners list.

But if you want to ensure you have “true ownership” info, public sources might not be enough. Public records don’t always provide owner information such as actual full name, current phone number, or email addresses. And in some cases, a property owner may title their commercial properties in a business name. The ability to uncover the owner behind the veil of corporate is tremendously valuable. Fortunately, more and more online services offer the chance to find it.

Best Places to Find Commercial Property Ownership Information

As mentioned above, there are different ways you can uncover owner information. Some of the most comprehensive information to help locate commercial property owners can be found in county records searches or on ProspectNow. As you’ll see, your long-term success relies on your ability to put together your own database of owner info – after all, you’ve worked hard to compile it.

County Clerk or Tax Assessor Records

This is an easy way – and usually free of charge – to locate commercial property owners. A tax assessor’s website normally has a feature allowing you to search through their records by parcel numbers or addresses. If you already know the property owner’s name, you might even be able to locate all the properties associated with that owner. Keep in mind, however, that their database only shows the properties for that specific area, such as the county or region they cover. True ownership data isn’t available on these types of sites, but they’re a good start.


ProspectNow has been providing this information since 2008. The service was founded  by a commercial real estate broker because “true ownership” information isn’t always everything you need to know – and it isn’t easy to find.

ProspectNow’s focus is property data – all of it. The service even has predictive analytics built in to help agents, brokers, mortgage professionals, lending institutions, and even the average person discover properties that might go up for sale. And ProspectNow doesn’t just have commercial property information – they offer information for residential markets, as well.

If you want to build the best owner list possible, check out ProspectNow for free today.

How to Find Property Owners’ Phone Numbers









Whether you’re an agent , investor or just looking to buy your next home or investment property, if a property isn’t (yet) on the market, contacting the current property owner is the best way to gather information. But to do so, you need their contact information.

Property records are housed in local government offices, such as your local county clerk’s office. Every property record has the property’s address, most recent selling price, parcel number, and all previous owners’ information. If you’re performing your own search online, you’ll need to know the approximate location of the property, such as city or county. These types of records aren’t housed in a nationwide database. There are a few items you’ll need to perform a proper search, such as:

  • Name of property owner
  • Address of property
  • County where the property is located

Searching Online Records

Find the website for the county clerk or assessor for the location of the property. You may need to create an account to perform searches.

Locate the portion of the site dedicated to property records. You may have to click to accept a disclaimer about the accuracy of some information.

If you have the owner’s name, enter as directed. Some clerk sites require last name first. Once you’ve entered all the information you have, click Search.

A page will return all the results under that name for that county. There may be several similar names or addresses depending on the size of the county you’re searching. If a person’s name is on the title for more than just the property you’re researching, you’ll find those properties also.

You’ll be able to search through property values, taxation information, and other identifying details.  For properties that are owned by more than one individual, you only need one of the owner’s names to find the property.

Searching commercial real estate?  Take note – some individuals place their properties in a limited liability company (LLC). This vastly reduces the amount of information publicly available. Instead of the owner’s name, each property is listed in the name of the LLC. You won’t easily find a phone number or email that goes directly to an owner in these cases.

Searching in Person

If you’d rather due your diligence in person, simply visit the physical office of the county’s clerk or assessor. Remember – wherever the property is located, that is the county you’ll have to visit.

Tell the individual assisting you that you’re looking for a property owner’s phone number. There may be forms you’ll need to fill out – this all depends on each location. The form may ask for your name and the reason you’re performing the request.

Remember, all properties have taxes assessed annually. If you visit the county’s tax assessor’s office, they’ll have the information you need, such as tax records for the property, if taxes are owed, and the most current contact information available to the office.

In some locations, there may be fees associated with requesting this information.

If you’re unsure of the property’s address, you can always visit in-person or use a maps service like Google Maps to find cross streets or other landmarks that can help you pinpoint the address. Some services, like ProspectNow, have a map function built in just for this reason.

Using an appraiser’s services

You can also find a property owner’s phone number at the property appraiser’s website or office in the county the property’s located in. Unless you’re using ProspectNow, it can be beneficial to physically visit the appraiser’s office, as they can sometimes help you find more information for properties than what’s available online.

About ProspectNow

ProspectNow offers all the above information in one spot, including statistics on which owners of off-market properties are most likely to sell in the near future. Simply input the information you have, and we’ll provide the details you don’t.

Looking for a property to purchase? Are you a broker who wants to close more sales? We’ve been helping investors, sellers, and real estate brokers since 2008.  ProspectNow offers all the information you need on properties in your area and around the nation.

3 Reasons You Don’t Need a Script When Cold Calling Prospects

Cold calling prospects can create introductions to people and businesses willing to sell their real estate in the near future. The cold call is a time-honored way to find new opportunities and clients, but like many long-standing practices, we sometimes view it very narrowly. All too often, callers stick to scripts that they don’t need.

There’s a certain level of security in having a script for making calls. They make you feel prepared for various questions or objections that the prospect might make. Plus, scripts provide some structure to keep callers on track when they get flustered.

The desire for a cold calling script is understandable, but do you really need one to get results? Certainly not.

If your own experiences with using scripts are not particularly positive, and they’re not enhancing your ability to connect, then you should consider working without one. Here are some ways that ditching the script can help you improve your cold calling prospects.

#1. Without a Script, You Can Focus on Listening

A cold call should be a conversation, not a pitch. Scripts can make prospects defensive because they focus on what you can do for the customer rather than what the customer needs. When you have to follow a script, you don’t get many active listening opportunities that help you understand the customer’s true needs.

Instead of using scripts, develop a few open-ended questions that you can use to get the prospect talking about their business and situation. You can then listen to the answers and use that information to tell the person about the benefits of using your agency.

#2. You Can’t Develop a Relationship While Reading a Script

Your goal isn’t to make a sale today. It’s to start building relationships with cold calling prospects. How can you start building a relationship when you’re reading from a script? Imagine trying to do the same in real life. You would sound robotic and insincere. The same happens when you read scripts to potential real estate clients.

Working without a script makes for more authentic connections and allows each conversation to be unique, so it’s tailored to the person on the other end of the line. Throw out the script so you can connect with the person and start creating a long-term relationship that leads to multiple sales over time.

#3. Break Free of a Script’s Restraints

Scripts force real estate agents to follow specific lines of conversation. What happens when cold calling prospects want to discuss something not included in the script? Suddenly, agents feel lost and nervous. Take away the scripts so agents can learn to think on their feet and communicate with a broader range of people.

Encourage agents to have natural conversations with potential clients. The practice will make them better at cold calling. When they get curveball questions, they will have the confidence to answer the questions or admit that they will need to get the information from someone else before answering.

Should You Throw Out Your Scripts?

Scripts can make it difficult for agents to connect with cold calling prospects and build relationships. A well-written script can play a role in your business, though. Use them like you would other tools for building relationships with leads.

Keep your best scripts as backups that agents can use when they feel frazzled by aggressive people. A script can help agents recover from unexpected comments. You shouldn’t rely on them for all of your calls, but they can provide a backup plan when conversations fail.

Focus on Leads That Matter

Some leads are more valuable than others. ProspectNow can help you focus on the most valuable leads, such as people and businesses more likely to sell their properties in the near future. ProspectNow can also give you fresh contact information so you don’t waste time dialing old numbers.

Sign up for a free trial with ProspectNow to see how the platform, database, and predictive analytics can help you improve cold calls.

How to Get Commercial Real Estate Leads


Commercial real estate leads bring business opportunities, whether you are a real estate agent looking for prospective clients, a broker looking for commercial real estate to recommend to interested buyers, an investor seeking a deal on a property, or a service provider hoping to find new clients. Leads are property owners who might be interested in selling their property, which could mean a new client for a seller’s agent or a no-competition deal on the purchase of a property.

You have many ways available to generate and gather commercial real estate leads. You can use a number of methods to gather them for yourself, which can require a fair amount of hustle. Another popular way is to buy real estate leads from a source. When you buy leads, you purchase a list of people who are likely going to be selling.

There are benefits and drawbacks to both strategies, and it can help to understand both in order for you to determine the best way for you to grow and maintain your business. Read on to understand more about the differences between buying real estate leads and finding them on your own, and which route can benefit you more.

Buying Lists of Commercial Real Estate Leads

You can purchase a list of leads from a resource that has compiled or collected lists of qualified or verified leads. When you buy commercial real estate leads, you are purchasing a list of prospective clients that have in some way indicated that they are likely going to need to sell. This list can have a wide range of owners that are in a variety of situations. Some of these can include:

  • Owners in pre-foreclosure
  • Property owners who have announced relocation
  • Business owners who have announced closure
  • Probate leads (people who just inherited property that are likely to turn that property around via sale)
  • People who have applied for or looked into loans
  • People who have clicked on pay-per-click ads regarding selling property
  • Internet users who have searched for the value of their property
  • Commercial property owners that have responded to surveys about selling their property

You can choose the type of qualified lead that makes the most sense for your market and your business, then purchase from a source that provides that type of leads list.

Benefits of Buying Prospect Lists

There are many benefits to buying real estate leads in order to find potential customers. Some of these include the following.

Save Yourself Time and Energy

Finding new clients and opportunities can be hard work. You can reduce some of your workload and save yourself time by buying qualified leads. Instead of having to work to build your customer base, you can be handed a list of potential clients that you know are in some way interested in selling. That way you can devote your time and energy to working hard for your clients rather than to hustling to find potential clients.

Make First Contact

When you buy a list of leads, it is not likely that you are going to be the first agent to make contact with the leads. This is especially true if you are purchasing a list of leads that have simply expressed some interest in selling their property, but have not necessarily made any decision about doing it. When you are the first agent to reach out to a potential seller, you are more likely to win them as a client, since not only do you have minimal competition at this point, but you have made the process easy and convenient for them.

Get Established and Build Your Client List

When you purchase a list, you have a long steady stream of people to check in with about possibly representing them during a sale. You may be able to make sales quickly, since you’ll likely be working with people ready and motivated to sell. When you make these clients happy, you can help generate a positive reputation and word-of-mouth marketing for yourself, which will help you naturally grow your business.

Cons of Buying Lists of Commercial Real Estate Leads

Before purchasing a commercial real estate leads list, consider the following possible cons:

  • Expense: Buying leads lists can be expensive, depending on the source.
  • Quality: Some sources provide more accurate and up-to-date contact information than other sources.
  • Reliability: Your list might contain leads with no interest in selling.
  • Exclusivity: You can buy a list of exclusive leads, at a higher price, or you can buy a list of leads that also are available to other agents or purchasers, which means more potential competition.

How to Build Your Own Commercial Real Estate Leads List

If you choose not to buy a list of real estate leads from any resource, you must compile your own list of potential sellers. This can take some hustling on your part, but there are a wide variety of methods for finding good clients. Here are some popular ways that seller agents find their own commercial real estate leads.

  • Referrals: Ask happy and satisfied clients to recommend you to other sellers and to leave reviews in relevant places.
  • Partnerships: Partner with relevant organizations, businesses, or professionals in your area to help bring you people that are looking to sell commercial property. Some business that make sense are cleaning services, moving companies, other brokers, construction contractors, and more. When people inquire with that company about selling their property, you can have them recommend you. In exchange you can also recommend these businesses to your clients.
  • Advertisements: Place ads with local newspapers, radio stations, television stations, and online. Consider advertising in other relevant publications like local real estate listings or magazines.
  • Direct mail marketing: Send real estate postcards to targeted areas to find prospective clients.
  • Social media channels: Create your own social media pages and post relevant, interesting content on Facebook, Instagram, LinkedIn, and Twitter.
  • Place sold signs on properties you sold: When you successfully sell a property for a client, make sure to put a sold sign on that property, in addition to your name and contact.
  • Nurture, nurture, nurture: Don’t give up on old leads, even if a person didn’t get in back in touch with you about selling or dropped out of contact. Gently and politely nurture your leads by checking in with them and providing them with helpful, relevant information. This can keep you at the forefront of their mind in case they change their mind again and decide that they do want to sell their property.
  • Search for foreclosures and vacant properties yourself: Pay attention around town and in the newspaper for foreclosed and vacant properties. Get in touch with the owners yourself. You can nab the client by offering to help them sell the property and get into a better financial situation.
  • Have a great website: Build a website as a seller’s agent and optimize it for search. Make sure you’ve used the right keywords so you come up high in Google search results. That way people can find you and your services when they are looking for an agent like you to help them

Advantages of Finding Your Own Commercial Real Estate Leads

As you can see above, there are many routes to finding your own commercial real estate prospects. Going this route includes the following benefits.

It can be cheaper

Some methods of finding your own real estate leads is free. It can be expensive to buy leads. So, if you are looking for cost effective lead generation, this can be a good option.

It can yield higher-value relationships

 Real estate is all about who you know in your market. By doing the work to generate your own leads and get yourself and your name out there, you can get to know more people and establish yourself as a more well-known name in your area.

Be sure your leads are interested

Buying qualified leads is a smart way to connect with interested sellers. But not everyone on your lead list is actually interested in selling. If you do the work yourself, you can have a good gauge of where potential clients are and whether they’re actually worth investing time and energy into nurturing.

How to Use ProspectNow to Create Commercial Real Estate Leads Lists

As an agent, it’s important to regularly take steps to bring leads into your business. Take some time to learn what it means to buy leads, and what it means to find your own leads. Then, consider the nature of your business, the time you have to spend, and which avenue makes the most sense for you as an agent. Once you’ve determined which method will help bring your more potential clients, devote your time to pursuing that avenue. When you bring in more potential clients to your business, you can help more and more people sell their commercial property. Not only will you help more people reach their real estate goals, you’ll also develop a reputation for being a reliable and effective agent. This is another way to help build your business via word-of-mouth, and to become an even more trusted, relied-upon agent in your market.

If you want to rely on a tool that can provide you with qualified leads to help your business grow, check out ProspectNow. ProspectNow has a database of commercial properties, so that commercial real estate agents can build their base of potential sellers. The array of tools and features help you find ownership and contact information for properties that meet your specific criteria.

How to Find Out Who Owns an LLC

Many commercial property owners form limited liability companies (LLCs) to protect their personal assets and shield themselves from lawsuits. An LLC can also make it more difficult for people to find out who owns a piece of property.

Learning how to find out who owns an LLC can make it easier for you to purchase commercial and residential properties. With the right tools, you can even pinpoint which owners are ready to sell real estate to make money and avoid upcoming real estate taxes.

There are several ways to discover who owns an LLC. Some are easier than others, so it’s important to understand your options.

Search the State’s LLC Database

States must maintain LLC databases, so they know who owns companies that operate within their borders. The responsibility usually falls on the Secretary of State. Some states refer to the office as the Secretary of the Commonwealth, but they perform the same essential services.

For the most part, you can use your state’s Secretary of State website to see who owns an LLC.

Keep in mind, though, that the Secretary of State’s database may only contain information about LLCs registered within the state. An LLC registered in another state can own property throughout the country or world. This arrangement can make it difficult to determine where the LLC is located, which makes it harder to find out who owns the organization.

If you’re willing to spend a few hours browsing websites and making phone calls, you can contact the Secretary of State offices until you find the right one. You can find a comprehensive list of offices here.

Visit Your County Clerk or Secretary of State

If you don’t mind doing extra legwork and taking time to get information in person, then you can often find out who owns LLCs by visiting your local county clerk’s or Secretary of State’s office.

Not all county clerk offices have this information on hand, so make sure you call ahead to avoid a wasted trip.

Going to an office in person may sound like a pain, but there are some benefits. If you request information often, then going in person can help you form relationships with county and state employees. Once they know you, you may get preferential treatment. Just make sure you treat everyone politely and tolerate the bureaucratic processes without complaining.

Complete Information Request Forms

Not all states have online databases that list the owners of LLCs. In these cases, you will have to submit an information request form to the Secretary of State’s office.

The request forms aren’t complicated. They usually just want you to provide your name, address, contact information, and why you want the information. Still, it takes time for the office to process your request and give you the name of the LLC’s owner.

If you get a response within a few weeks, consider yourself lucky.

Search ProspectNow’s LLC Database

Instead of dealing with government bureaucracy, you can use a paid database that lists information about LLCs. You can find several companies by using ProspectNow’s LLC databases. ProspectNow tends to have lower prices than other databases that help you find out who owns an LLC without spending too much money.

With ProspectNow, you can search 15 million LLCs and corporations. We have been collecting information since 2008, and have a comprehensive list of owners and managing members. Accessing ProspectNow’s LLC database also gives you:

  • Email addresses of LLC managing members.
  • Phone numbers of LLC managing members.
  • Details that reveal an LLC’s complete portfolio ownership.

If you’re looking for an efficient, low-cost option for how to find out who owns an LLC, it makes sense to become a ProspectNow member. A membership can help you close more deals and make more money!

Try ProspectNow’s Database for Free

You don’t have to commit to a ProspectNow membership right now. Our website offers a three-day free trial that lets you access its:

  • Likely seller algorithm.
  • Nationwide company data.
  • Owner contact information.

If you find the service useful, choose a membership plan that matches your needs.

Sign up for your free ProspectNow trial today so you can experience the advantages of getting all of the LLC ownership information that you need within seconds.

A Crash Course on Finding Off-Market Properties

Whether you’re looking to find a good deal on some property or seeking your next real estate investment, you might be interested in pursuing off-market properties. These present ample opportunities to the right buyer. Learn tips for finding off-market properties and reasons why you might want to.

What Is an Off-Market Property?

Most home sellers opt for using a local real estate agent who lists and advertises their property on the local multiple listing service (MLS). However, owners sometimes choose to market their property off-market. With a so-called “pocket listing,” neither agent nor owner actively market the property online or on the MLS.

Owners decide to keep the sale private for a number of reasons:

  • The seller might want to avoid the usual steps of tours and open houses.
  • The seller or seller’s real estate agent might have not got around to listing on MLS yet.
  • Someone who is in the early consideration phase of selling or buying a property might be waiting for the right deal to come along.

Additionally, an off-market property could be in the pre-foreclosure stage, not yet publicly advertised. Or, the owner or investor might just be considering selling the property, without yet making any efforts to do so.

Why Would I Want an Off-Market Property?

Some investors actively seek out hot deals in off-market properties. Finding off-market properties typically means you have less competition and a quicker sale. Agents who find an off-market property gets a head start on other real estate agents and the chance to gain an exclusive listing.

Tips for Finding Off-Market Properties

You can find off-market properties almost anywhere. But following a few proven methods for finding off-market properties will increase your odds.

1. Network With Attorneys

Networking with attorneys can become a good source of referrals as well as a source of inside information into properties that might become available in the near future. For example, estate attorneys are aware of properties that have issues, new heirs, or creditors requiring quick payment. Divorce attorneys have clients who need to sell common property.

2. Review Public Records

Public records can tip you off to short sale and foreclosure opportunities and properties that might soon come up at auction. Besides periodically checking with the county recorder’s office for new filings, you should regularly review the local newspaper. If you’re interested in residential properties, bookmark the HUD Home Store for alerts for off-market properties.

3. Befriend Local Builders

Local builders and contractors can be great resources for learning about potential off-market properties. They know about properties where the owner ran out of money and could not finish the job. They also know if an owner is fixing up a property as preparation for being sold. If the builder or contractor shares this information with you, then you can contact the owner before the property is listed.

4. Do Direct Mail Marketing

Direct mail marketing remains an effective method for generating prospect leads as well as finding off-market properties. An owner might receive a real estate postcard from you and suddenly consider selling. Or, if the owner decides later to sell, then you are more likely to be at the forefront of real estate agents that come to mind.

5. Drive Around

You or someone else can drive around an area and look for possible deals. For example, a distressed property could be a sign of an owner behind on maintenance because they cannot afford the property upkeep. Or a commercial building might have several vacancies, indicating possible financial struggles. If you reach out with an offer to buy, that owner might readily agree to sell.

6. Use ProspectNow

ProspectNow maintains a database of over 23 million properties that are predicted to sell along with databases of more than 140 million residential and commercial real estate properties, including detailed information about the property and ownership. Use the search and filter options to lock in on off-market properties in some cases even before the seller knows they’re ready to sell. Use the integrated suite of direct mail and digital marketing tools to contact property owners. To see how it works, start your free trial to see potential off-market properties in your area.

11 Real Estate Prospecting Tips That Will Help Get You New Clients

The most vital skill a real estate person will ever master is to prospect. An agent or broker’s success lies in the ability to locate prospective clients and close deals. Prospecting is an art, an art honed through time. Technologies change, people change, but the ingredients to successful prospecting remain the same. Have a quick look at these real estate prospecting tips that will help get you new clients and gear up your selling touch points.

1. Leverage Technological Tools

Think of how much change the real estate sector has undergone over the past 10 years. Then, imagine how it could be in the next five years. Mind boggling, right?

To remain relevant, you need to use tools that propel your lead acquisition process. Digital tools give you the power to search thousands of property records and retrieve accurate contact details. Tech tools ease the process of collecting key facts about real estate markets. They give you better visibility of the market. For instance, ProspectNow uses an algorithm that enables you to see which houses are likely to sell. The tool considers historical data to map out a homeowner’s selling or buying behavior.

  1. Create and Follow a Marketing Plan

A plan is a roadmap that guides your prospecting goals. It is easy to create a plan but following it is often challenging. As an agent or a broker, you have to incorporate prospecting into your daily routine. And that means you need a schedule, calendar, and objectives to follow.

Your plan should include:

  • Daily prospecting schedule of 60-90 minutes
  • Your target market and associated demographics
  • Market segmentation strategies
  • Competitive advantage strategies
  • Daily, weekly, and monthly goals
  • Communication and outreach efforts
  • Digital marketing strategies

Proper planning provides you with a chance to outline key performance indicators (KPIs) that align with your return on investment (ROI) and to identify which strategies yield the greatest results.

3. Know More About Your Market

It might be an uphill task exhausting opportunities in a market you have no clue about. You need to research your chosen area, understand the market culture, and identify real estate dynamics in the area. Get to know the movers and shakers in the market and how they affect your prospecting channels and goals. Know what you can, and keep learning while adjusting to the changing market needs.

At times, physical boundaries act like the determinants of your market. But they do not have to limit you in any way. You can choose a certain niche of property owners or investors, such as high earning entertainers or a given income class, and make them your chosen market.

4. Focus on Data

No more guesswork. Collect, analyze, and use prospecting data to your benefit. Property information tools such as ProspectNow have millions of real estate properties’ data that can be used to facilitate the creation of accurate reports.

Data is indispensable in understanding your clients and serving their needs. A wealth of information can become actual wealth if it leads to closing more deals. Knowing things like zoning, building regulations, and upcoming government projects in your area can help identify desirable investment properties. Data not only helps in knowing more about leads but also informs your prospecting decisions.

Undoubtedly, data enhances your understanding of the prospects across the marketing funnel. Sellers will go for agents and realtors who have bespoke knowledge of trends, laws, and real estate economic outlook.

5. Be Quick To Grab FSBO Opportunities

Most for-sale-by-owner (FSBO) properties end up in the hands of professional agents and brokers. Try to find out owners who have listings that have overstayed in the market. Approach them and give them tips that would help them sell fast. Use an FSBO service or tools such as the ProspectNow platform. Also, leverage your networks to engage FSBO owners.

6. Create a Sphere of Influence

We have relied so much on social media and digital channels that we have forgotten the importance of face-to-face conversations. Be active out there. Attend community events and use every prospecting opportunity to create relationships.

Create great relationships with the people around you. These are past clients, friends, and family who form your sphere of influence. They can act as a reliable source of referrals. If possible, always offer discounts or gifts to them when processing their real estate deals. Also, add your sphere to your social media handles, and create marketing pieces tailored for them.

7. Follow a Social Media Strategy

Social media is a pivotal network for acquiring prospects, but most brokers do not have a robust social strategy. With proper strategy, you can achieve quick engagement, reinforce your brand, and establish a solid CRM (customer relationship management) funnel.

You need a strategy that works for your goals, one that harmonizes well with your business plan. Present yourself as a professional expert and entice your audience with news, trends, and happenings in your area. Use stories and polls to engage your audience. If you are still struggling to find an audience, consider using influencer marketers.

When finding potential home buyers, you can consider brand exposure tools such as the Zillow premier agent. Facebook and Instagram are useful social handles for marketing. But don’t forget that the likes of YouTube, Twitter, and Instagram are vital as well.

8. Categorize Your Leads

Uncluttering your sales pipeline by organizing your leads will help reduce churn rates. Potential property sellers have different needs. So, why would you add every prospect to a same email drip campaign? You can classify leads as cold, warm, and hot depending on core questions driving prospects to buy or sell. Consider questions such as: why are they selling or buying? What kind of property are they selling? When do they expect a closing? How do they want to sell or buy? Such classifications will assist you in scheduling processes and customizing marketing campaigns. It will enable you to organize meetings with leads who have similar desires.

9. Use Content Marketing to Fuel Your Campaigns

Do not push ads to your prospects aimlessly. Take time to provide something of value, such as a discount, entertaining tidbits, or insightful how-to videos and blog articles that can help them make sound investment decisions.

Content can help you win the hearts of prospects. Look for anything from funny posts to memes that can strike an emotional chord with your audience.

The effect of content marketing is cumulative. So, be consistent with your tone and message as well as consistent in producing content.

10. Consider Postcards and Door Hangers

If you want to get sellers that would have never considered agents or brokers, postcards and door hangers are essential. By informing potential prospects that some houses in the neighborhood are selling way above their asking prices, they might consider selling their homes.

Even in the age of digital marketing, old-fashioned direct mail campaigns remain effective. Of course, you should use modern methods for executing the direct mail marketing. For example, ProspectNow not only helps you create targeted lists of prospects based on your chosen filters, the platform offers templates for postcards to enable you to create and send direct mails to prospects on a whim.

11. Personalize Your Offline and Online Campaigns

Everyone wants to feel unique and special. Personalization enhances engagement, drives leads, and improves customer’s satisfaction.

When you do it right, your lead conversion rate skyrockets and you will make several listings in a month. Consider using geofencing to understand your prospects better. The good thing is that you can get as granular as you want – down from the city to the zip code and the block.

Understand the demographics of your social media audience and take time to craft personalized materials. Personalization draws you closer to your prospect acquisition goals.

Bottom Line

Real estate prospecting is a journey that is unique for everyone. There are no rules of thumb or special guidelines to follow. Some can take years to master the art of prospecting; some can achieve their prospecting goals in a matter of months.

ProspectNow helps real estate agents and brokers develop the roadmap for their success. The platform helps agents perform market segmentation by providing them with accurate historical data and current information about properties and owners. ProspectNow’s data analytics algorithms map out a homeowner’s real estate journey to identify which prospects are likely to sell or buy homes.

How to Find 1031 Exchange Buyers

Find 1031 Exchange Buyers


Commercial real estate investors, property owners, and brokers can benefit from participation in a 1031 exchange.

What Is a 1031 Exchange?

A 1031 exchange, so named for the IRS code that allows it, is a tax strategy used for sales of investment property. Typically, when a property is sold, the seller must pay taxes related to depreciation recapture and capital gains. A 1031 exchange defers payment of those taxes. When the proceeds of the sale of an investment property are used to acquire a new property, the real estate investor can defer tax liability as long as specific requirements are met.

Exchange Facilitator

The IRS requires 1031 exchanges be conducted with a qualified intermediary who holds exchange funds on the seller’s behalf and ensures the necessary transactions take place. This facilitator cannot be the investor’s real estate agent or a relative.

Like-Kind Property

To qualify as a 1031 exchange, the replacement property or properties acquired must be “the same nature or character” as the property sold. This does not mean the same type of property, such as an office building, must be purchased. This means that the replacement property must be held for investment. The property cannot be a primary residence, or one intended to flip for a quick profit.

Purchase Price and Debt

The replacement property’s purchase price must be equal to or greater than the sold property’s price. And if the sold property had a mortgage, the replacement property must be financed with at least the same amount of debt.


Within 45 days of the property sale, the real estate investor must identify at least one like-kind property to buy in exchange. Multiple properties can be identified, as long as their combined value does not exceed 200 percent of the original property’s sale price. These properties, including their addresses or legal descriptions, must be identified in writing. The document must be given to the exchange facilitator. Within 180 days of the property sale, the investor must close on the purchase of the replacement property or properties. If not, then the investor will be liable for all applicable taxes on the property sold.

Why Might You Want to Find 1031 Exchange Buyers?

If a buyer is seeking a 1031 exchange, you can confidently make a few assumptions:

  • The 1031 exchange buyer recently sold a property and has immediately accessible funds to purchase another property.
  • The buyer has a short window of time to complete a purchase for replacement property.
  • The buyer is eager to close on a replacement property to defer payment of taxes.

Those trying to perform a 1031 exchange, consequently, are motivated buyers.

How and Where Can You Find 1031 Exchange Buyers?

You can find 1031 exchange buyers through a brokerage that specializes in these transactions. You could search through one of the websites dedicated to 1031 exchanges.

Or you can use an alternative to more labor-intensive methods.

For example, you can use a commercial real estate property database such as ProspectNow.

There you can perform a search using filters to target potential buyers, identifying properties sold within the past 30 days for a price reasonably within your property’s price range.

These recent sellers might be looking for a replacement property to complete their 1031 exchange!

How Do I Find Out Who Owns a Property?

When it comes to commercial and residential real estate, off-market properties provide an incredible potential for both investment and pursuing new leads. But finding out who owns a property is key to taking advantage of those off-market opportunities. So how do you find out who owns a property? Here are three easy ways to discover ownership and grow your real estate prospects.

Review Property Tax Records

Whether you’re looking for details about who owns a residence, commercial property, or simply a piece of undeveloped land, one of the first places to search is with the county tax assessor. Taxes are collected on every type of property, and the assessor holds records of who is paying those taxes.

Most tax records will indicate several important pieces of information: the property owner’s name, their contact information, the most current property appraisal, and details about any liens or unpaid property taxes. All of this information can help you in your search for off-market properties that may be positively positioned for investment. For instance, if a property owner has unpaid property taxes, they may be willing to sell their property quickly and at a lower price in order to avoid foreclosure.

Searching for who owns a property through the tax assessor requires some research on the front end. In order to view tax details for a specific property, you will need either the address or, in some cases, the lot number for the property. Larger counties will likely have their databases online, allowing you to search for owner details from anywhere. Smaller, rural counties, however, may require an in-person visit in order to gather the property ownership information you need.

Search for Property Deeds

Another common way to discover who owns a property is to look at property deeds. These are most likely to be found in the county recorder’s office or with the registrar of deeds. The recorder retains all records of property sales or transfers and will have the most up-to-date information about who owns a property.

Much like searching for tax records, looking for property ownership by deed requires some information about the property such as the address or lot number. Depending on the deed, you may only be able to find the information you need using the lot number. Once you know the property details, you can start your deed search online as some counties host certain public information on their websites. In other cases, you may need to take a trip to the county recorder’s office in order to have them pull the deed. The document will show you the current and past owners, as well as whether or not the property has any liens.

All-in-one Online Property Platform

Searching for who owns a property one-by-one can be incredibly time-consuming. And when property information is lacking—such as a complete address or the lot number—discovering ownership details can be even more daunting.

One of the most effective search methods to find out who owns a property is to utilize an all-in-one database and online platform. When using ProspectNow, for example, property searches can be accomplished by region, city, neighborhoods, or individual property. Instead of traversing from county to county or website to website, you can discover ownership details on residential and commercial properties in any city from wherever you are.

For over a decade, ProspectNow has been providing key property data and insights for investors, brokers, and agents across the country. Our database of millions of properties helps real estate professionals save time and money—allowing them to increase lead generation and growth potential with property and ownership details all in one place.

With an all-inclusive property search platform, every search produces important details to help you find the next best investment. You can learn who owns a property, contact information, and even management information for commercial real estate. Instead of searching one property at a time, grab hold of contact information for key decision makers and properties across your region so you can focus on maximizing your leads and growing your business.

Find Out Who Owns a Property With ProspectNow

Ready to find out who owns a property without leaving the office? ProspectNow’s cost-effective tools mean you can analyze properties that are most likely to sell, contact property owners with less effort, and close more deals.   Start your free trial today to learn more.