When your skip trace shows a different last name for the property owner

Common reasons for last name discrepancies

The most frequent reason for a last name mismatch is a change due to marriage or divorce. The owner may have remarried and legally changed his or her name, but the deed still reflects the previous one. Conversely, a divorced individual might revert to a maiden name while the deed remains unchanged.

Another possibility is a clerical error in public records or within the skip trace data itself. Sometimes, an owner with a common name might be confused with another person, or a relative's name appears. This is why cross-referencing is essential to understand what a skip trace actually returns.

Cross-referencing public records for verification

Before making contact, try to verify the information. Check county assessor records, property tax records, or online white pages if available. Look for any other names associated with the property address or the original owner's first name.

Sometimes a quick search can reveal a marriage record or a different primary address associated with the original name on the deed, helping you confirm if the new last name is indeed linked to the property owner. This due diligence saves you time and potential embarrassment on the phone.

Prioritizing contact numbers with different last names

When your skip trace returns multiple numbers, some with the original last name and some with the new one, prioritize those that appear to be mobile numbers. If you have a number associated with the new last name, but also a mobile number for the original last name, try the original first.

If the individual you call with the original last name confirms a name change, you have validated the new information. If the initial call leads nowhere, then try the number associated with the different last name. The goal is to establish contact with the decision maker.

Crafting your initial outreach message

When you reach out, avoid mentioning the name discrepancy directly in your initial text. Focus on the property address. "Hi, I am interested in buying your property at 123 Main St." This keeps your message clear and avoids confusion.

If you are calling, begin the conversation by asking for the owner of the property at that address. "Hello, I am calling about the property at 123 Main St. Am I speaking with the owner?" This lets the person you are speaking with identify himself or herself correctly, regardless of the name on your screen.

Handling confirmation on the first call

If the person confirms ownership, and his or her name is different, you can then verify. "Great, and are you Jane Smith, the owner of record?" If he or she says, "Yes, but I go by Jane Doe now," you have your confirmation. Make a note of this in your CRM immediately.

If he or she says, "No, I am John Doe, her husband," you have also found the right household and can proceed. Always confirm who you are speaking with to ensure you are talking to the decision maker or someone authorized to discuss the property. This is a critical step in the first call with a motivated seller.

This is not legal, tax, or financial advice. You should always consult with qualified professionals for specific guidance.

What if you still cannot verify the owner?

Sometimes, despite your best efforts, you might not be able to definitively link the skip traced contact to the property owner due to multiple common names or complex family situations. In these cases, it is often best to move on or consider alternative lead types. Your time is valuable.

You can also explore using done-for-you leads where the contact information is already verified. These leads save you the headache of extensive skip tracing and allow you to focus on direct engagement with the seller, knowing you are reaching the right person.