Local marketing

I suggest you join a few specific real estate forums, blogs, social media (FB pages/groups) sites, and find out what's going on there in terms of what and how they (other members) position themselves in front of their target market

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It's a little labor intensive, but a good web browser might be one of your best tools. A lot of local markets, especially bigger areas like Orlando, have moved a lot of public records online.

Go to your county tax collector's site and start looking for people who are behind on mortgages or delinquent on property tax.

Here's another idea...

Way, way back when people still sent film in to be developed, I worked with a company that sold photo finishing services. Reps would go to small towns, check into a motel with a conference room, and then hit the newspaper archives. They make lists of people likely to take a lot of pictures (especially newlyweds, newly engaged couples, new parents, etc.). The reps would send postcards in the mail, inviting the prospect to a presentation and offering a chance to win a prize just for bringing the post card with them.

(Side note: 99.5% won the set of chintzy steak knives, and they had to mail in a coupon to get those.)

You could do the same thing targeting people who may want to sell a house quick, for cash. Like people getting divorced, recently promoted, transferred, etc.

If you set them up properly, Google Alerts will take the place of scanning the newspapers (and now other local media). Facebook custom audiences could be another valuable resource. Ryan Deiss at digitalmarketer.com has some good free info on his site that can get you started.

If you go beyond what every other company in your field is doing, you reach prospects they never even know about. Cuts the competition way down.

Many times, the way to do that is to find a tool that will do a process and then become (or hire) a power user.