Short Sale Prospecting

Real Estate Sales Representative with #1 Advantage Realtors

Real estate has defiantly been slow here in Indiana.  The only thing that seems to be moving are distressed sales.  So in an effort to keep my business steady I am trying to work with short sale listings.  I have done a lot of them in the past and I know there is a great need for them.  The problem I have run into is that most people who are in need to don't know what to do and stick their head in the sand.

So, how do we prospect for people who have to sell their homes but have no equity to do so or are currently delinquent don't realize there is a better answer than foreclosure?

I have run an ad in the Real Estate & Homes Mag and have had no results from that. 

 My newest thing is sending letters to mortgage brokers soliciting business from them.  My letter basically talks about how the lending market has changed and how there are a lot of people out there who have ARMS that are adjusting and they don't qualify to refinance their home.  Unfortunately these people can no longer afford the payment and have no equity to sell.  What do they do?
I ask the mortgage brokers to send these people to me and I ask them to participate in the marketing of the home by providing rate sheets and a yard sign.  I tell them I will send all purchase leads I get from that listing to them (as an incentive to send me leads). 

I am now working on a post card to send out to starter neighborhoods, where I see a lot of foreclosures/short sales.   Hopefully this proves to be profitable.

Well I want to see what everyone else is doing to get Short Sale leads.  What is the most effective marketing to do?  If anyone is interested in my postcards or letters, I am happy to share.

Comments (35)

Darla McIntosh

Hello all,

My name is Darla McIntosh and I am a broker in the Fort Myers, Florida area. I have had good success with short sales. In 1998 I received my license and worked with a C21 however now I have an independent brokerage that I started January 1st 2006 (how is that for timing?)

The do not call list has made it almost impossible to reach anyone by phone and mailings seem to be the most efficient way to reach people in this situation. I want to prospect for more listings that are short sale canidates. We have access to the Lis Pendens filed here in Lee County, FL but I too would like to come up with a letter that is not insulting to the distressed homeowner. Maybe if we put in there how many other people are going through the same situation. Anyone else has any thoughts to put into an intro letter?

Darla McIntosh, Native Homes and Land, Inc. 239-731-7325 Office,


Nov 23, 2009 02:21 AM
Margaret C. Taylor
Century 21 New Millennium MD - Mechanicsville, MD
St Marys/Calvert/Charles MD Real Estate Agent

Sending letters to mortgage brokers, that's new to me.  What is this FRT?  Is the process going to become easier when Fannie Mae make the next announcement in April?  Margaret C.

Feb 12, 2010 02:40 PM
Theresa Chekan

I am very interested in your prospecting leters and postcards.  Can you please send them to me at I would appreciate it very much.  If you give me your email address I will send you what I am using currently.

Apr 05, 2010 05:39 AM
Nick Good
The Good Home Team with eXp Realty - McKinney, TX

Joe -


I just wanted to see if you have gotten more short sale leads since this post and what you are doing to attact them?

Apr 11, 2010 05:44 AM
Cory Fitzsimmmons
ReThink Real Estate Group - Golden, CO
Realtor - Denver, CO ReThink real estate group

Joe,   I would love to hear how your results have been.  Can you send me some of your sample letters?

Apr 15, 2010 06:02 AM

Joe, I would also like to see your prospecting cards and letters.


Thanks Mel Hogge

Core Capital Sources Inc

Apr 20, 2010 02:44 PM
Tye "The Real Estate Guy"

Hey Joe


Could I get a copy of your letters and or postcards that you are sharing in regards to short sales sellers..??? Thanks

Jun 18, 2010 12:35 PM

Hey Joe,

I'd like copies of your letters and postcard as well....Thanks!

Jul 06, 2010 07:52 AM

Hello Joe,

I would like copies of your prospecting letters and postcards as well.




Aug 05, 2010 09:51 AM
Peter DeBilio



Hi Joe,

Can you please share your prospecting leters and postcards to


Thank you very much,

Aug 23, 2010 11:21 PM
K Trowell



I would also like a copy of your Short sale letter.


Sep 28, 2010 09:10 AM
Jeff McIntyre
Coldwell Banker Professionals - Owosso, MI

Hi Joe,

Would love some tips/samples on your prospecting pieces as well.

Anything you are willing to share would be much appreciated!



Oct 04, 2010 04:03 AM
Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC - Bowie, MD
I don't make promises.I deliver results.SOLD HOMES

Joe can you please share with me some of your postcards and letters. My e-mail address is Also what company did you use.

And here is a blog that I hope you find this Short Sale Letter very helpful

Short Sale Prospecting.

Great post.

Nov 03, 2010 04:19 PM
Chi Tran
Chi Tran - San Jose, CA

Hi Joe,

Thanks for the info! Please share your postcards and letters via email at



Chi Tran

Dec 03, 2010 11:50 AM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Lead generation is the fuel for the engine and Prospecting is a key ingredient in Lead Generation!

Dec 04, 2010 11:35 PM
Sue Henstein

Hi Joe,


Iam just getting ready to start a marketing campain in my area.  I am in Arizona, and we have so many forclosures and short sales.  Please send me your letter and postcard.  Thank you for sharing.

Jan 09, 2011 08:29 AM
Iraida Flores


I am an agent from IL and there are plenty of short sales and foreclosures in my area, I am trying to put a letter together to prospect for short sale listings but I am having a difficult time in writting my introduction.

Can someone please advise me.


Iraida Flores

Century 21



Mar 29, 2011 06:47 AM
Grace Ruud-Papadopoulos

Hello Joe,


I would love some samples of your short sale letters/postcards.  I am looking for some new ideas for marketing.


Thanks so much

Oct 10, 2011 02:05 AM
Darlene Johnson
Coldwell Banker Residential Brokerage - Mansfield, TX

Joe , I am looking for Short Sale prospecting letters are you still providing them.  This will be a starting point for the verbiage necessary to acquire clients   Did the letters work for you?

Apr 04, 2012 09:22 AM
rosa holm
I am looking for short sale letters or some samples of your short sale letter can you help me
Dec 19, 2013 03:50 PM