Knowing how to contact property owners about surplus funds is what separates a research hobby from a real business. You can have the best lead list in the world, but if you cannot start a conversation with the people on that list, nothing happens. The good news is that most property owners are happy to hear from you once they understand what you are offering. The challenge is getting their attention and earning their trust.
Choosing the Right Channel to Contact Property Owners About Surplus Funds
You have three main options for reaching property owners: phone calls, physical mail, and text messages. Each has strengths and weaknesses, and the best approach usually involves using more than one.
Phone calls are the fastest way to reach someone and the most effective for building rapport. A conversation lets you explain the situation, answer questions in real time, and gauge the person's interest level immediately. The downside is that many people do not answer calls from unknown numbers, and cold calling requires thick skin.
Physical mail is slower but can be highly effective. A well-written letter gives the property owner time to read, think, and respond on their own terms. It also feels more official and trustworthy than a phone call or text from a stranger. Letters work especially well for older property owners who may be skeptical of unsolicited calls.
Text messages fall somewhere in the middle. They are fast and have high open rates, but they need to be short and direct. Texting works best as a follow-up tool after an initial call attempt or letter, rather than as a first point of contact.
What to Say When You Contact a Surplus Funds Property Owner
Your first message, whether spoken or written, needs to accomplish three things quickly. First, identify who you are. Second, explain why you are reaching out. Third, make it clear that you are not asking for any money.
Many property owners have never heard the term "surplus funds." They may not know that money from their former property is sitting in a government account. So you need to explain this in simple, plain language. Avoid industry jargon. Do not use words like "excess proceeds" or "tax lien overage" unless you immediately explain what they mean.
A good opening for a phone call might sound like this: "Hi, my name is [your name]. I work with property owners who may have unclaimed money from a past property sale. I found a record with your name on it and wanted to let you know about it." Keep it conversational and honest. People can sense a sales pitch, and this is not a sales pitch. You are delivering good news.
Staying Compliant When Contacting Surplus Funds Leads
There are rules around calling and texting people, and you need to follow them. The Do Not Call (DNC) registry is a federal list of phone numbers belonging to people who have opted out of receiving unsolicited calls. Before you start dialing, scrub your list against the DNC registry. There are affordable services that handle this for you.
The Telephone Consumer Protection Act (TCPA) governs how businesses can use automated dialing systems and send text messages. If you are using a power dialer or sending bulk texts, make sure you understand the rules. Violations can result in significant penalties per call or text.
For physical mail, the rules are less restrictive, but you should still be professional and honest in everything you send. Never misrepresent who you are, never imply you are a government agency, and never pressure anyone into signing something they do not understand.
Building Rapport with Property Owners Owed Surplus Funds
Losing a property is an emotional experience. Whether it was a tax sale, foreclosure, or some other forced sale, the property owner went through something difficult. When you reach out, be empathetic. Do not treat this like a transaction. Treat it like a conversation with a human being who has been through a tough time.
Listen more than you talk. Let them tell their story if they want to. Answer their questions honestly, including the ones about how you get paid. Transparency builds trust faster than anything else. If they ask how the process works, walk them through it simply. If they want to think about it, let them. Pressuring people never leads to long-term success.
Understanding the local context also helps build rapport. If you are working in a specific state, learn about how surplus funds work there. Our Texas Surplus Funds surplus funds page is a good place to start.
Follow-Up Strategies for Surplus Funds Outreach
Most deals do not close on the first contact. People need time to process the information, verify what you told them, and make a decision. That is why follow-up is critical. Plan for at least five to seven touches across different channels before you consider a lead cold.
A typical sequence might look like this: send a letter first, then call a few days later referencing the letter, then follow up with a text if you have a mobile number, then send a second letter two weeks later, and call again a few days after that. Each touch should add value, not just repeat the same message.
Track everything. Know when you called, what you said, whether they picked up, what their objections were, and when you plan to follow up next. This level of organization is what separates professionals from amateurs.
Common Mistakes When Contacting Property Owners About Surplus Funds
The biggest mistake is being too aggressive. If someone says they are not interested, respect that. Pushing harder will not change their mind and may create legal problems. The second biggest mistake is giving up too soon. One unanswered call does not mean the person is not interested. They may not have seen your call, or they may need more time.
Another common mistake is sounding like a scammer. If your letter looks like junk mail or your phone pitch sounds rehearsed and salesy, people will tune out immediately. Be genuine, be clear, and be helpful. That is the entire formula.
Finally, do not skip the compliance step. Calling numbers on the DNC list or sending unsolicited texts without proper consent can result in fines that wipe out your profits. Take the time to do it right from the start.
Turning Contact into Contracts
The goal of every contact attempt is not to close a deal on the spot. It is to start a relationship. When you focus on educating and helping the property owner, the business follows naturally. Be patient, be persistent, and be professional. The people who do this well build reputations that generate referrals and repeat business for years.