How Do I Build a List of Likely Sellers in Today’s Market?

By Bernie Gallerani

For over 20 years, Bernie Gallerani has built a reputation as one of Tennessee’s most accomplished real estate professionals. As the founder of Bernie Gallerani Real Estate, his team has held the #1 spot in the MLS for both dollar volume and number of transactions for the past six years, placing them in the top 1% of all real estate teams in the state.

The real estate landscape is always evolving, and finding motivated seller leads in 2025 is more competitive than ever. With an increase in homes on the market and buyers becoming more selective, sellers now have more options, and as a result, real estate agents must be strategic and focused in how they generate leads.

So, where can you find the best seller leads in today’s market? Here are three proven strategies to help you connect with motivated sellers and grow your business:

1. Reconnect with old buyer leads. Do you have old buyer leads tucked away in your CRM that you haven’t followed up with in a while? These contacts can be a goldmine. Many of these buyers have become homeowners over the past two to five years and may now be considering selling because they’ve outgrown their homes or want to reassess their living situation.

Reach out with a personalized message offering a free home valuation or a cash offer. You’ll be surprised how many respond with interest in knowing the current value of their property. These leads already know you, so a thoughtful call or email could be the spark that gets them to sell.

2. Dive deeper into your own database. Many agents overlook the true potential of their own database. Instead of chasing expired listings or unqualified leads, focus on the past clients you’ve worked with. These relationships are your best opportunity for repeat and referral business.

Implement a consistent communication plan, such as the 36-touch strategy, which involves sending two educational videos and one lead-generating email each month. Share market trends, home value updates, and useful tips to stay top of mind. When your past clients decide to sell, you want to be the first person they think of.

3. Use lead generation services. If you’re looking for targeted, motivated seller leads, lead generation services can be very effective, if you choose the right ones. Services that promote quick cash offers tend to attract sellers who are serious and motivated to sell fast.

While these leads may not convert immediately and often receive multiple calls from other agents, persistence pays off. With smart follow-ups and clear communication of your value, you can convert these leads into successful listings. Focus on engaging quickly and demonstrating how you can solve their problems better than the competition.

If you’re looking for a service that helps you find expired listings and for-sale-by-owner properties, Vulcan7 is a company I’ve used for many years. I recommend considering them, as they do a great job. I also use various services, like cash offer services, which generate a tremendous amount of business.

So, if you’re looking to create some excitement in your real estate business, work with one of these great programs, and they will help you get off the ground.

Finding motivated seller leads in 2025 is absolutely possible with the right approach. Whether you reconnect with old buyer leads, tap deeper into your database, or utilize targeted lead generation services, the key to success is consistency, relationship-building, and providing real value.

If you’re ready to take your business to the next level with a proven system for building a strong pipeline of seller leads, I’m here to help. Reach out by calling me at (615) 461-4852 or sending an email to careers@joinbgre.com today. Let’s work together to grow your real estate business!