Why Skip Tracing Is Essential for Off-Market Deals
Uncover why skip tracing is non-negotiable, how to do it effectively, get proven scripts, and more.
Zach Fitch
Tennessee
, Goliath Teammate
In the world of real estate investing, especially in acquisitions and wholesaling, speed and precision separate the players who consistently close from the ones who waste time chasing ghosts.
Skip tracing, the process of locating property owners and their contact details, isn’t just a convenience. It’s the backbone of successful off-market deal-making.
This expanded guide explains why skip tracing is non-negotiable, how to do it effectively, advanced outreach scripts, compliance considerations, case studies, and how it fuels consistent deal flow.
What Is Skip Tracing?
Skip tracing is the process of digging into data sources to track down the current whereabouts and contact information of a property owner who is otherwise difficult to reach.
In real estate, this usually means finding phone numbers, emails, and updated mailing addresses for absentee, distressed, or vacant property owners.
The term comes from “skipping town”, locating someone who has disappeared or moved without leaving a clear trail.
Why Skip Tracing Matters in Off-Market Deals
1. Direct Access to Owners
Off-market deals are all about reaching people before anyone else. Skip tracing lets you:
Call owners directly instead of relying on postcards that may never be read.
Find heirs or relatives when probate properties are in limbo.
Bypass outdated addresses that waste marketing dollars.
2. Faster Deal Flow
The faster you make contact, the higher your chance of being first in line.
Time kills deals. Skip tracing cuts the lag between finding a lead and talking to the decision-maker.
3. Higher Conversion Rates
Direct conversations beat mass mail campaigns.
Owners are more likely to sell to someone they spoke with than respond to a generic flyer.
4. Essential for Distressed Niches
Skip tracing is critical in:
Vacant homes
Probate/inherited properties
Tax delinquent or pre-foreclosure lists
Absentee landlords
These groups often have outdated or incomplete contact info. Skip tracing is the only way to unlock them.
How Skip Tracing Works in Practice
Pull a List: Start with your source, vacant properties, probates, tax delinquent, evictions, code violations, etc.
Upload to Skip Tracing Service: Services append data (phone, email, mailing address).
Verify the Data: Good services return multiple numbers per owner. Test which ones connect.
Contact the Owner: Call, text, email, or direct mail with updated details.
Track and Follow-Up: Enter data into your CRM with notes and tags for future campaigns.
Tools and Services for Skip Tracing
BatchSkipTracing: High-accuracy data, integrates with BatchLeads.
PropStream: Combines property data with skip tracing.
IDI Data / TLOxp (professional grade): Advanced, but requires compliance.
DealMachine / REISkip / LeadSherpa: Investor-friendly interfaces.
Pro tip: Always check compliance with TCPA and local DNC (Do Not Call) laws before mass calling/texting.
Skip Tracing + Outreach = Deal Engine
Skip tracing only works if paired with consistent outreach. Build a cadence:
Day 0: Call primary numbers, send intro SMS/email.
Day 2: Call secondary numbers, leave voicemail.
Day 7: Send a letter to the updated mailing address.
Day 14: Follow up with a second SMS/email.
Consistency turns cold data into warm conversations.
Scripts for Skip Traced Leads
Phone Script (Initial Contact)
“Hi [Name], my name is [Your Name]. I was trying to reach you about the property at [Address]. I buy properties as-is for cash, and I can close on your timeline. Would you be open to a quick conversation about selling?”
Text Script
“Hi [Name], this is [Your Name]. I buy properties in [City]. If you’d consider a quick cash offer for [Address], I can make the process simple and fast. Interested?”
Email Script
Subject: Quick Option for [Address]
Hi [Name],
I buy properties in [City], including as-is and inherited homes. If selling [Address] would help you move forward, I’d love to make a cash offer and close quickly. Let me know if you’d like to talk further.
Best,
[Your Name]
Compliance and Ethical Use
Skip tracing gives you powerful access to owners. Use it responsibly:
Respect Do Not Call (DNC) registries.
Don’t mass spam texts or emails, personalize outreach.
Use empathy, especially in probate or distressed situations.
Frame yourself as a resource, not a vulture.
By maintaining compliance and empathy, you protect your reputation and increase response rates.
Case Study Examples
Case 1: Tax-Delinquent Success
Investor “A” pulled 500 tax-delinquent properties. Instead of mailing, he skip-traced them. Within two weeks, he spoke to 47 owners directly. He got three under contract, wholesaled two, and netted $38K. Without skip tracing, he would’ve waited months for mail responses.
Case 2: Probate Property
Investor “B” found a probate property stuck in inheritance. Mail to the property went nowhere. Skip tracing revealed the heir living in another state. A call led to a deal at $90K. Rehabbed and resold for $165K, profit $45K.
Case 3: Vacant Home
Investor “C” used skip tracing on a vacant boarded-up house. Three numbers failed, but the fourth connected to an out-of-state landlord. The landlord was relieved to offload it. Wholesale fee: $12K.
Myth vs. Reality: Skip Tracing
Myth | Reality | Fix |
Direct mail alone is enough | Owners move or ignore mail | Use phone/email via skip tracing |
Skip tracing is too expensive | One closed deal pays for thousands of traces | Treat it as an investment |
Data is always accurate | Multiple numbers are common | Verify and test contacts |
Only big players need it | Small investors gain the most by reaching owners first | Start small and scale |
It’s spammy or unethical | Used respectfully, it helps owners find solutions | Lead with empathy |
Checklist: Skip Tracing Workflow
Pull property/owner list (vacant, probate, delinquent, etc.)
Upload to skip tracing provider
Append phones, emails, and addresses
Verify and test numbers
Call/text/email within 24 hours
Log into CRM with notes
Build follow-up cadence
Track response and deal conversion
Ensure compliance with local and federal calling/texting laws
Review scripts quarterly to improve response
Conclusion: Skip Tracing as a Core Skill
Off-market deals don’t happen without contact. Skip tracing is the skill that turns raw data into live conversations and conversations into contracts.
If you want to beat the competition, reach sellers first, and maximize ROI, skip tracing isn’t optional. It’s the foundation of any serious acquisitions system.
By combining data, scripts, compliance, and consistent follow-up, skip tracing becomes your most reliable off-market lead engine. The investors who master it dominate their markets, while others wait for leads that never call back.
