How to Use CPA Referrals to Secure Motivated Seller Leads?

As a real estate investor, you're always seeking effective ways to get high-quality leads. Cold calling, direct mail, and online ads are standard approaches. However, there’s an often-overlooked strategy that can help you build a pipeline of motivated sellers: working with Certified Public Accountants (CPAs).

CPAs assist individuals and businesses with complex financial needs. They help with tax planning, wealth management and financial matters. Leads coming from CPAs are not always your conventional single-family home leads. A CPA might be assisting a tired landlord with tax payments or a wealthy individual with estate planning. CPAs work with individuals going through divorce and help settle marital assets.

You can receive those high-value, off-market leads if you have built relationships with certified accountants. In this article, we’ll explore building relationships with CPAs to attract more exclusive, high-quality leads.

Side Note: Build relationships with everyone. Start with your local real estate meetup group and make connections with everyone. Sooner or later, you will need to work with a plumber, contractor, or agent.

Why CPAs Have Access to Motivated Seller Leads

• According to NAR, distressed sales (foreclosures and short sales) represented 3% of total sale volume in March, 2025. While this may seem like a small figure, it represents a significant opportunity for cash buyers. CPAs, particularly those involved in debt settlement, business liquidation, and divorce cases, are in a prime position to identify these opportunities.

• In the first quarter of 2025, there were 93,953 foreclosure filings (an 11% increase from the previous quarter). The uptick in foreclosure filings highlight the effect of the ongoing economic challenges. These statistics point to an ongoing need for quick property sales. CPAs who specialize in financial distress or foreclosure cases maybe connected to clients in need of these solutions.

• A study from the AARP shows that 50% of Americans over 50 don’t have a will in place. This can lead to complex probate situations that often involve property sales. CPAs working with these clients have access to motivated sellers who need to liquidate assets quickly to settle estates. In fact, estate sales (which include inherited properties) are among the most common real estate transactions CPAs help manage.

• According to a 2024 survey, the divorce rate for first marriages remain between 40%-50%. Real estate is often one of the largest assets involved in divorce settlements. This creates an opportunity for real estate investors to step in and purchase properties quickly, often before they hit the open market. CPAs who handle the financial aspects of divorce are uniquely positioned to recognize these situations early on.

How to Get Motivated Seller Leads from CPAs?

It’s important to recognize that CPAs aren’t just focused on quick wins; they prioritize professionals who demonstrate integrity, expertise, and empathy toward their clients. In this section, we’ll explore how to cultivate a relationship with CPAs that extends beyond a single transaction and establishes you as a trusted resource—someone who genuinely supports their clients through challenging situations and delivers value that goes far beyond one deal.

Position Yourself as a Solution to Financial Problems

CPAs specialize in solving financial problems. Ensure you position yourself as a solution for their clients dealing with real estate-related issues. Your pitch should focus on

• Quick cash sales: You assist clients in selling their property quickly for cash, which can be a huge advantage for those in financial distress or looking to settle debts. Emphasize your experience with foreclosure and probate-related cases.
• No repairs or upgrades needed: You buy homes “as-is,” so clients don’t have to worry about costly repairs, which is especially appealing to people who are already struggling financially.
• Flexible closing: You can close quickly, which can be critical for clients dealing with time-sensitive issues like foreclosure, bankruptcy, or estate liquidation.

Build Trust by Educating CPAs

The first step is to educate CPAs on how your services align with their clients’ needs. This can be achieved by:

• Offering free resources: Develop educational content that shows how selling a property quickly can help their clients resolve financial issues. For example, a guide titled “How Selling Real Estate Can Resolve Debt and Prevent Foreclosure” can serve as a useful resource to share with clients.

• Hosting educational events: Offer to speak at events or webinars on real estate investing and how CPAs can collaborate with investors to benefit their clients. Ensure these sessions are informative and provide valuable insights, rather than just sales pitches.

Reach Out and Build Personal Connections

CPAs are more likely to refer clients to you if they know and trust you. Start fostering these relationships by:

• Networking: Attend events or meetings hosted by local CPA and accounting associations. Introduce yourself and begin building rapport. These events can also provide valuable insights into the current banking and financial landscape.
• Referral Program: Offer a straightforward referral program that benefits the CPA. For instance, you could agree to refer clients to the CPA if they need tax advice or financial planning.
• Follow-Up and Thank-You Notes: If you receive a referral, be sure to follow up with a thank-you note. This builds goodwill and encourages future referrals.

Create a Custom Referral Package for CPAs

Similar to attorneys, CPAs may appreciate having a one-sheet or package they can easily provide to clients. Include the following:

• Your Photo and Professional Bio
• A Brief Explanation of How You Work: Highlight your key selling points (e.g., fast, flexible, no repairs necessary).
• Case Studies or Testimonials: Include real-life examples or client testimonials from those who successfully sold quickly to resolve financial issues.
• Contact Information and Easy Ways to Reach You
• A List of Services You Offer: Include a comprehensive list of services such as buying distressed properties, assisting with estate sales, etc.

How to Assist Certified Accountants with Complex Cases

Many people view CPAs solely as tax preparers, but they often handle intricate cases involving properties such as probate, divorce, business liquidations, and debt settlements.

Inheritance and Probate Expertise: Many CPAs work with clients who inherit property but are unsure how to sell it or manage the associated legal and financial responsibilities. Inherited properties can be complex, especially if the heirs are out of state, dealing with emotional trauma, or facing the financial burden of upkeep and taxes.

You can explain how you work with families to make the selling process as seamless as possible—handling repairs, managing the legalities, and offering quick closings to alleviate financial strain. Offering free consultations or co-hosting informational webinars on selling inherited property is a subtle yet effective way to build trust and keep you top of mind.

Assist with Business Liquidations and Debt Settlements:

CPAs work with business owners navigating financial difficulties (bankruptcy, business closure, or debt settlement). If the business owns real estate, liquidating these assets may be necessary to meet financial obligations. In these cases, CPAs need a reliable and empathetic investor who can close deals quickly and handle complex transactions smoothly.

Offer to buy property discreetly if it’s a sensitive matter. The CPA should be assured that you can handle this situation with 100% confidentiality.

Divorce Related Property Transactions

CPAs helping with the financial complexities of divorce understand the need for a quick sale of jointly owned properties. Divorce is emotional and time-sensitive, so providing solutions that ease the burden can be incredibly valuable.

Tax Liens and Delinquent Tax Issues

CPAs assist clients facing property tax liens, which can lead to foreclosure if not addressed in a timely manner. Accountants typically don’t have the resources to manage real estate transactions. Homeowners must act quickly to resolve their financial situation to avoid losing their property. This is where you can step in to offer assistance. You can buy a pre-foreclosure property to provide relief to homeowners while helping CPAs offer valuable solutions to their clients.

Highlight your ability to work with local tax authorities to quickly resolve the outstanding taxes, which can give CPAs the confidence to recommend you to their clients.

Partnership with Certified Accountant

Become a Trusted Resource for Unique Property Solutions

CPAs often encounter situations where selling a property isn’t as straightforward as listing it on the open market. From property damage to title issues or zoning restrictions, having a knowledgeable partner who can manage these complications is invaluable.

How you can help: Position yourself as an expert in handling unique property situations. Whether it’s assisting CPAs with properties that need significant repairs, have liens, or are entangled in complex legal issues, make it clear that you’re the go-to person for these challenging cases.

Bonus tip: If a CPA is working with clients on real estate involving complex legal or financial issues, offer to be a resource for resolving these matters. Building trust in these situations can lead to future opportunities when more straightforward properties become available.

How to Connect with Certified Accountants in Your Local Market

CPAs are busy professionals, so reaching them through traditional methods may take longer. Instead, focus on building awareness and credibility in your digital space.

• Sharing valuable content: Publish blog posts, articles, and videos that highlight your expertise in helping clients resolve financial difficulties through real estate sales. This content can be shared on LinkedIn, Twitter, or Facebook to engage with CPAs online.

• Networking on LinkedIn: LinkedIn is an excellent platform for finding CPAs in your area. Connect with them, engage with their posts, and start cultivating relationships. Share your educational resources to offer value.

Maintaining the Relationship

Once you’ve established a relationship with a CPA, it’s crucial to nurture it over time:

• Stay top-of-mind: Send quarterly updates, share success stories, and keep them informed about your services.

• Offer value: Continue providing valuable resources that could assist their clients, such as tax-related real estate strategies or tips for avoiding foreclosure.

• Invite them to networking events: Whether it’s a local real estate investor meetup or a charity event, consistently invite them to connect.

Conclusion and Action Plan

CPAs can be a powerful source of motivated seller leads. By building a relationship based on trust, providing value, and positioning yourself as a solution for their clients, you can start receiving high-quality leads from these professionals.

This Week’s Action Plan:

• Identify 5 local CPAs in your area, particularly those specializing in debt settlement, estate planning, or business liquidation.

• Send them a custom email introducing yourself and offering a helpful resource or guide for their clients.
• Offer to schedule a 15-minute introductory call to discuss how you can assist their clients with real estate-related issues.
• Create your CPA referral packet with a flyer or brochure that explains your services.
• Log your interactions and follow-ups in a tracking system so you can maintain the relationship and stay on top of opportunities.

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