By Brandon Gilkey
In real estate, some of the best opportunities aren’t sitting on public listing sites. They’re hidden in plain sight — the off-market deals. As a real estate consultant and deal architect, I’ve built my career around helping investors uncover these hidden gems and turn them into profitable opportunities.
Off-market deals offer less competition, more flexibility, and a better chance to structure creative solutions — but they require a different approach than buying a typical MLS-listed property. In this blog, I’ll walk you through how I find, evaluate, and secure the best off-market opportunities for my investor clients.
Why Off-Market Deals Are Worth Pursuing
Off-market deals simply mean properties that aren’t publicly listed for sale. These could be properties owned by sellers who are thinking about selling but haven’t listed yet, distressed owners looking for a quick solution, or even landlords tired of managing their rentals.
Here’s why I love off-market deals for investors:
- Less competition: You’re not bidding against dozens of buyers.
- More flexible terms: Sellers are often more open to creative deal structures.
- Better pricing: Without agents setting list prices, there’s often more room to negotiate.
- Problem-solving opportunities: Many off-market sellers have unique challenges you can solve — and in return, you create win-win scenarios.
How to Find Off-Market Deals
Finding off-market opportunities takes a proactive approach. You can’t just sit back and wait for them to land in your lap. Here are some of the best ways I source these deals:
1. Direct Outreach
I regularly send letters, postcards, and even text messages to property owners who fit specific criteria. This could be absentee owners, people with delinquent taxes, or owners of older properties in growing areas.
2. Networking
Building strong relationships with other investors, property managers, attorneys, and contractors is key. Many off-market deals are shared through word of mouth before they ever go public. I’ve closed some of my best deals simply by staying connected.
3. Public Records and Data Lists
I dig into public data to find owners who may be motivated to sell. Lists like probate cases, code violations, or foreclosure filings can be gold mines for finding people who need a quick, reliable solution.
4. Social Media and Community Boards
Platforms like Facebook groups, neighborhood apps, and local real estate meetups often have owners posting about properties before they formally list them.
5. Referrals
Because I focus on solving problems for sellers, many of my past clients and connections send referrals my way. When you develop a reputation for honest, creative solutions, deals start coming to you.
How to Evaluate Off-Market Deals
Finding an off-market property is only half the battle — you need to know if it’s a good investment. Here’s my process:
1. Understand the Seller’s Situation
I always start by understanding why the seller wants to sell. If I know their motivation — whether it’s financial hardship, a job relocation, or tired landlord syndrome — I can tailor my offer to meet their needs while protecting my investor’s goals.
2. Analyze the Numbers
No emotions — just math. I always:
- Run comps (comparable sales) to determine after-repair value (ARV)
- Estimate repair and renovation costs accurately
- Factor in all acquisition and holding costs
- Calculate the potential return on investment (ROI) or cash-on-cash return
If the numbers don’t work, I move on — no matter how “good” the property looks on the surface.
3. Look for Hidden Value
I specialize in finding hidden upside. That could be:
- Under-market rents that could be increased
- Minor cosmetic issues that scare away other buyers
- Opportunities to add extra units or square footage
Identifying hidden value is where off-market deals really shine.
How to Secure Off-Market Deals
When you find a good off-market opportunity, speed and professionalism matter. Sellers often choose buyers who make their lives easier. Here’s how I lock in these deals:
1. Build Immediate Rapport
Off-market sellers want to feel like they’re dealing with someone they can trust. I always take time to listen to their concerns and clearly explain how the process will work.
2. Make a Clear, Fair Offer
I don’t play games with lowball offers that insult sellers. I make strong, fair offers based on real numbers — and I explain the math behind my offer so sellers understand.
3. Be Flexible with Terms
Speed, flexible closing dates, seller financing, leasebacks — I customize my offers to meet the seller’s needs whenever possible. That flexibility often wins deals even when I’m not the highest offer.
4. Act Fast and Stay Professional
I get contracts signed quickly and keep the process moving. The longer a deal drags on, the more chances there are for something to go wrong. Efficiency builds confidence and keeps sellers engaged.
Final Thoughts
Off-market deals are where real opportunity lives. They require more effort, more creativity, and more relationship-building — but the rewards are well worth it.
As a real estate consultant and deal architect, my goal is always to find tailored opportunities that align perfectly with my investors’ goals. Whether it’s solving urgent seller problems, structuring win-win agreements, or identifying hidden value, off-market deals allow me to deliver real results in a way traditional listings simply can’t match.
If you’re serious about growing your real estate portfolio in today’s competitive market, mastering the art of off-market investing is a game-changer. And I’m always ready to help you uncover the next great opportunity.