One of the most common questions we hear from investors is how to find off market real estate deals. But before we dive into tactics, it’s important to clarify what “off market” really means, because the term is often misused.
Many people hear that a broker or wholesaler has an off market deal. But if you’re hearing about it, chances are a lot of other people are too. At that point, the property is effectively on the market. The label becomes more of a marketing phrase than a true description of the deal.
That doesn’t mean you can’t find good opportunities through brokers or wholesalers. You can. Just understand that a true off market deal is typically one you source yourself, not one that’s being widely advertised.
Why Off Market Deals Favor Buyers
Off market deals are generally better for buyers than sellers, and the reason comes down to competition.
When a property is marketed publicly, competition tends to drive the price up. That’s usually what a seller wants. More eyes mean more offers, and more offers often mean a higher price.
Buyers, on the other hand, benefit from reduced competition. That’s why so many investors are focused on learning how to find off market real estate deals. Less competition can create room for better pricing or more favorable terms.
There’s nothing wrong with wanting that advantage. The key is understanding how to approach owners the right way.
Know the Market You’re Targeting
Before reaching out to any property owners, you need to understand the market and the product type you’re actually looking to buy. Driving the market is an important first step.
Spend time in the area. Look at similar properties. Make sure it’s a place where you genuinely want to invest. Reaching out to owners without understanding the market wastes their time and yours.
Once you’re confident in the area and the type of property you want, you’re ready to start identifying owners.
Finding Property Owners
There are a few ways to locate owners of potential off market properties. One option is to use software platforms that allow you to search by property type and find ownership information. These tools can save time, but they aren’t required.
County tax records are public information and can be just as effective. Every county categorizes properties differently, so start by learning how your county defines the type of property you’re targeting.
For example, if you’re looking for apartment buildings, find out how the county categorizes multifamily properties. Once you know that category, you can search the tax records and pull a list of properties along with owner names and mailing addresses.
Contacting and Following Up
Once you have a list of owners, the next step is reaching out. A letter is often a good place to start. It’s noninvasive and allows you to introduce yourself as an active buyer without pressure.
From there, follow up. That might mean:
- another letter
- an email
- a phone call
The investors who follow up are the ones who get deals. Owners may not be ready to sell today, but they might be ready a year from now. If you stay in touch, you’re the person they remember when the timing is right.
Motivation
Certain ownership patterns can indicate potential motivation. For example, commercial loans are often structured with five- to ten-year terms.
If a property sold about four and a half to nine years ago and has five units or more, the owner may be approaching a loan renewal decision. That’s often a point where owners reassess whether they want to keep the property or sell.
Long-term ownership can also be a signal. Someone who has owned a property for thirty years may be tired of managing it and ready to transition out. These situations can present strong opportunities when you’re learning how to find off market real estate deals.
Standing Out
Many owners ignore direct outreach because they assume the buyer is trying to steal the property or pay far below market value. Sometimes that assumption is fair.
You can stand out by being clear that you’re willing to pay a reasonable price for a good property. Terms matter just as much as price.
For example, if an owner is open to seller financing, offering a strong price in exchange for favorable terms can be a win-win. The seller gets the price they want, and you get a great property with financing that works for your investment goals.
Being transparent, fair, and focused on long-term benefits goes a long way in building trust.
Final Thoughts
Learning how to find off market real estate deals takes effort, consistency, and follow-up. True off market opportunities are rarely handed to you. They are usually the result of understanding a market, identifying owners, and building relationships over time.
Many investors we work with appreciate having a clear process for sourcing deals rather than relying on heavily marketed opportunities. If you’re looking for investment properties in Pennsylvania or Maryland, reach out to us. We’re always happy to help you think through your strategy and identify opportunities that make sense for your goals.
