Not all motivated sellers scream “distress” on day one.

Some are hiding in plain sight, living in nice homes, staying current on payments, and saying all the right things…

But under the surface? They’re upside-down on their mortgage.

These sellers won’t tell you they’re in trouble. But mortgage data will.

In this guide, you’ll learn:

• What being “upside-down” really means (and why it matters)

• How to identify these leads before they list (or walk away)

• What data points to track and filter for

• How to position your offer without making them feel ashamed

This is how you catch silent distress, before it costs the seller and your deal pipeline.

What Does “Upside-Down” Mean in Real Estate?

An upside-down seller owes more than the property is worth.

It might be:

• A high loan balance from a recent refi

• Market depreciation in the area

• Deferred maintenance is dragging down the value

• Or a combination of all three

These sellers can’t sell without bringing cash to the table, or accepting a creative solution.

And that’s where you come in.

Why Upside-Down Sellers Are Quietly Highly Motivated

Here’s what most investors miss:

Just because a seller isn’t behind on payments doesn’t mean they’re doing well.

In fact, some of the most financially stuck sellers are:

• Paying on time every month

• Quietly watching their equity evaporate

• Feeling hopeless about listing or cashing out

Their real fear?
That they’re trapped.

They don’t want to default.
They don’t want to wreck their credit.
They don’t want to admit they made a bad investment or over-leveraged decision.

So they wait… until someone shows up with a solution.

How to Use Mortgage Data to Surface These Sellers

Goliath lets you filter and tag seller records based on public mortgage data, proprietary behavior signals, and more.

Key mortgage data points to look at:

• Loan-to-value (LTV) ratio
  High LTV = less equity = higher distress
  
  

• Original loan date
  Recent purchase (2021–2022) + market dip = upside-down risk
  
  

• Refinance date
  Sellers who refi’d at the top of the market may now owe more than current value
  
  

• Interest rate
  Adjustable-rate mortgages (ARMs) may now be spiking, adding pressure
  
  

• Multiple loans (1st + HELOC)
  If they tapped equity with a second loan, they're likely overextended

Combine these data points with seller behavior (low engagement, hesitant replies, vague answers about value) and you’ve got a silent distress signal worth pursuing.

How to Approach an Upside-Down Seller Without Embarrassment

These sellers are walking on eggshells emotionally.

They’re not going to come right out and say, “I’m upside-down and stuck.”

So don’t make them.

Try saying:

“I’m seeing a lot of folks in your area who bought or refinanced in 2021/2022 getting hit by the market shift. Would it be helpful if I walked through what options you might still have, even if you're not sure there's a clean way out?”

This does three things:

• Normalizes the situation

• Offers help without judgment

• Opens the door to creative deal types

Solution Paths That Work for Upside-Down Sellers

Cash isn’t the only way to help.

In fact, most upside-down sellers can’t take a low cash offer.
But they can say yes to a better-structured alternative.

Subto or subject-to

Take over the existing mortgage. No equity needed.
They get relief. You get the property.

“We’d keep the current loan in place, and I’d handle all payments moving forward. That way you’re not stuck bringing cash to closing.”

Wraparound mortgage

Works when the mortgage has a decent rate.
You wrap your purchase terms around their existing loan.

“We’d create a new agreement that lets you walk away clean, and I take over from there.”

Novation agreements

If the home needs work and can’t be listed “as is,” a novation lets you fix and flip after the contract, without needing equity.

“I’ll handle repairs, marketing, and closing costs. You get paid after it sells at the higher price. No fees upfront.”

Short sale (if behind)

If the seller has missed payments and owes more than it’s worth, a short sale might be their best option.

“I can work with your lender to settle the loan and help you avoid foreclosure.”

Why Most Investors Miss These Sellers Entirely

They’re not on preforeclosure lists.

They’re not calling “We Buy Houses” signs.

They’re waiting, until the pain gets too great.

But if you build a search strategy around mortgage data, you’ll spot them:

• Before the listing agent calls

• Before they default

• Before they emotionally shut down

And if you reach out the right way?

You can get the deal, protect their credit, and position yourself as a trusted resource.

The Distress You Don’t See Is the Distress You Want

Upside-down sellers aren’t loud.

They’re quiet. Hesitant. Calculating.

But the math doesn’t lie. And with the right mortgage data, neither do your leads.

Spot the pain early. Reach out without pressure. Offer a plan that makes the numbers work.

Because when the seller feels seen and the math makes sense?

The deal practically closes itself.