If you’re looking to grow your listing pipeline this summer without spending thousands on portal leads or direct mail, this one’s for you.
In a recent BAM webinar, BAM co-founder Byron Lazine teamed up with Burton Alicando of PropStream to break down three of the most effective seller lead sources available right now.
Not only that, but Byron provided the exact script frameworks to start conversations that actually convert.
This is low-cost lead generation with high-value targets, and it starts with the right data, the right approach, and a framework that puts curiosity before the close.
Bonus: All of the data below can quickly be pulled from PropStream in a matter of seconds. Start your free trial of PropStream and filter for sellers in your market.
Tired Landlords: High-Equity, Low-Patience Sellers
Why go after tired landlords? These are non-owner-occupied properties held for 15+ years. The owners likely have significant equity, rising maintenance headaches, and an appetite for retirement or reinvestment.
As Burton explained:
“We believe that by 15 years of renting out a property, you’ve gone through a lot of experiences with tenants, both good and bad. The equity is about 50% or more. That makes them strong potential sellers.”
These are cold leads, but they come with pain points you can address. Lead with curiosity and a clear value proposition.
As Byron put it:
“Every script is a framework. And this one starts with asking: ‘What would it take for you to consider an offer?'”
Here are key script questions to identify motivation, timeline, and pain points:
- “What would it take for you to sell the property today?”
- “What would it take for you to consider a cash offer in the next hour?”
- “What is the hardest part of managing these properties?”
- “What type of investments were attractive to you 15 years ago? What’s changed?”
- “How long have you been thinking about what’s next for your portfolio?”
Ask, listen, and take notes. You’re not selling; you’re sorting. Find out who’s in the market now, who’s long-term, and who has zero interest.
Recent Cash Buyers: Low-Friction, High-Upside Opportunities
Unlike tired landlords, these leads have only owned the property a few months. But because they bought in cash and haven’t moved in, they might be investors, flippers, or owners whose plans have changed.
As Byron’s explanation makes clear, genuine curiosity is critical to your approach:
“They aren’t rate-locked, and if they haven’t moved in, it’s a good time to ask what they plan to do next. What would it take for them to consider an offer? What do they value?”
Once you’ve got your list, start with a congratulatory tone and a question that opens the door.
- “What type of properties do you typically buy with cash?”
- “What would it take for you to consider an offer on this one?”
- “What’s your plan for this property—flip, rent, hold?”
- “How did you identify this deal? Are you still in the market for more?”
Byron pointed out something else to keep in mind:
“Just because they bought cash doesn’t mean they’re staying. If the reno’s going sideways, if life changed, they might welcome the conversation.”
And even if they’re not ready to sell, this is a golden opportunity to build a relationship with a repeat investor.
Expired Listings: Warm Leads That Want a Better Plan
Expired listings aren’t cold; they’re sellers who tried and failed. They’ve already raised their hand. Your job is to bring a better plan and prove you’re the professional who can execute.
As Byron put it:
“This isn’t a cold call. This is warm. They just had a disappointing experience. Start there.”
Your tone should be empathetic but direct. Lead with a clear reason for the call.
- “I saw your property was on the market for a while and it didn’t sell. Have you had any thoughts about still getting it sold?”
- “What did your last agent say was the reason it didn’t sell?”
- “How did you pick your last agent?”
- “If you got the right offer today, would you take it?”
Byron’s advice:
“Label them as serious sellers. Say, ‘You’re a highly accountable seller with a high standard. I respect that.’ They’ll want to live up to that.”
Wrap with a confident close:
“If I brought you a plan to get more buyers in the door, whether you use me or not, would that be worth your time?”
Bottom Line
These aren’t scripts you read word for word. They’re frameworks that help you listen better, ask sharper questions, and convert more consistently.
And every one of them starts with the right data.
To test these strategies yourself, use the free 7-day PropStream link from the webinar and start building your own lists.
As Byron closed out the session:
“If you’re still waiting for leads to drop out of the sky, you’re running a bluebird business. You want a predictable business? Start with conversations like these.”
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