How to Find Off-Market Properties: A Treasure Hunt for Real Estate Agents

Finding off-market properties can feel like searching for buried treasure. These hidden gems aren’t listed on the MLS, but they can make you a hero to your buyers — and a standout agent in your market. With the right strategy, you can uncover opportunities that most agents never even see.

The Old Standby: FSBOs

For Sale By Owner listings (FSBOs) are a classic place to start. Check platforms like Facebook Marketplace and Craigslist — they often feature properties where the owner is testing the waters without an agent. Reach out directly, ask if you can bring a buyer, and discuss how buyer compensation might work. Even if the deal doesn’t happen, you’ve made a new contact who might decide to list later — and you’ll be the first call they make.

Leverage Your Agent Network

Never underestimate the power of your fellow agents. Talk to colleagues in your office and connect with agents who’ve recently sold homes in your target area. They may know of sellers preparing to list or owners who reached out but haven’t signed a listing agreement yet. Networking with other professionals can turn casual conversations into first dibs on new opportunities.

Utilize Direct Mail

Direct mail still works — when it’s targeted. Send postcards or newsletters to homeowners who bought seven to ten years ago. Many are thinking about upgrading, downsizing, or relocating. Include a short message such as, “I have buyers actively looking in your area — would you consider selling?” It’s personal, low pressure, and effective.

Make Cold Calls

If you’re comfortable on the phone, cold calling FSBOs, expired listings, and rental owners can generate warm leads fast. Platforms like Vulcan7 or your MLS can help you build call lists. Keep it friendly and helpful, not salesy — and track your results so you can follow up.

Drive Neighborhoods

Sometimes the best leads aren’t online. Hop in your car, drive your target neighborhoods, and look for signs of distress or vacancy: overgrown yards, piled-up mail, or empty driveways. A quick knock on the door or note in the mailbox can lead to a future listing or referral.

Partner With Banks and Credit Unions

Establish relationships with financial institutions that handle defaulted mortgages or pre-foreclosures. Present your market expertise with a comparative market analysis (CMA) and offer to help them move properties faster. Once you’re on their radar, you’ll start hearing about off-market opportunities early.

Collaborate With Homebuilders

Many homebuilders don’t immediately list their new homes on the MLS. By forming partnerships with local builders, you can get early access to new inventory before it’s publicly available. Offer to help market their developments through video tours, social media, or open houses — a win-win relationship.

Build Relationships With Attorneys

Attorneys who handle estates, divorces, or property disputes often know about potential listings before anyone else. Schedule a coffee meeting or send a professional introduction explaining how you can help their clients navigate real estate transitions smoothly.

Explore Auction and Investor Sites

Check real estate auction platforms like Foreclosure.com and investor networking sites. These often list foreclosures, short sales, and bank-owned properties before they hit public listings. You’ll also meet investors who may want a partner agent for quick flips or rental acquisitions.

Watch Rental Sites

Browse rental listings on Craigslist, Rentals.com, or Airbnb. Properties that stay listed for months might belong to frustrated landlords ready to sell. Reach out and offer a CMA to help them understand their property’s current market value.

Don’t Forget the MLS

Ironically, your MLS can still help you find off-market opportunities. Look for expired listings, temporarily withdrawn properties, or rentals that could be converted to sales. Some MLS systems even provide predictive analytics showing homeowners likely to sell soon — based on their online search behavior and life events.

The Bottom Line

Off-market deals aren’t about luck — they’re about persistence and curiosity. Start with a few strategies that fit your personality, and build from there. Every new contact, call, or conversation is a chance to uncover that next “hidden treasure.”

Pro tip: Always secure commission agreements in writing before moving forward with off-market sellers.

Happy hunting — and may your next big deal be one nobody else saw coming.