Beyond Rightmove: How to Find Off-Market Property Deals

Every property investor knows the frustration: you spot a good deal on Rightmove, book a viewing, and discover there are already 15 offers. By the time you’ve completed due diligence, it’s sold to a cash buyer who moved faster.

This is why serious investors focus on off-market deals - properties that are sold without public advertising. In my experience, approximately 20-30% of residential property transactions happen off-market. Here’s how to access them.

Why Off-Market Deals Exist

Property owners sell off-market for various reasons:

Privacy

Some sellers don’t want neighbours, tenants, or family members knowing they’re selling. High-value properties, divorcing couples, and landlords with sitting tenants often prefer discretion.

Speed

Marketing a property takes time. Photos, floor plans, viewings, negotiations - the full process can take 2-3 months before exchange. Sellers who need quick completion often accept a small discount for certainty and speed.

Simplicity

Some landlords want to avoid the hassle of viewings, particularly if the property has tenants or needs work. A single buyer who can move quickly is attractive.

Below Market Value

Properties that need significant work may not present well on the open market. Vendors sometimes prefer selling to an investor who understands the opportunity rather than waiting for a buyer who sees only problems.

How to Find Off-Market Deals

1. Build Agent Relationships

Estate agents have properties they don’t list for various reasons. Building relationships with local agents is the most reliable source of off-market deal flow.

The approach:

• Identify 3-5 agents who handle investment properties in your target area
• Visit in person, explain your buying criteria clearly
• Be specific: “I’m looking for 3-4 bed terraces in these postcodes, budget £200-280k, cash buyer”
• Follow up monthly - a quick email or call keeps you front of mind
• When you complete a purchase, the agent remembers you for next time

Key insight: Agents make commission on completed sales. If you’re a reliable buyer who moves quickly, they’ll call you first.

2. Direct-to-Vendor Marketing

This is the approach most professional sourcers use. Marketing directly to property owners who might want to sell.

Methods include:

• Letters: Handwritten (or handwritten-style) letters to specific property types
• Leaflets: Door drops in target areas
• Online advertising: Facebook and Google ads targeting landlords
• Probate leads: Public records of estates going through probate

Response rates are typically 1-3%, so volume matters. A campaign might involve 500-1000 letters to generate 15-30 responses and 2-5 viable opportunities.

I use digital marketing techniques here - the same principles that drive serviced apartment bookings work for generating seller leads. Targeting, messaging, follow-up systems.

3. Network Within Investment Communities

Property investors talk to each other. Someone exiting a strategy often sells to another investor before going to market.

Where to network:

• Property investment meetups (Eventbrite, Facebook groups)
• Training academies (Samuel Leeds Academy, Property Investors Network)
• Deal sourcing networks (Deal Connect)
• Online forums and communities

The deals that circulate in these networks aren’t always the best - everyone’s looking - but they provide a starting point and connections.

4. Auction Monitoring

Not technically off-market, but auctions offer opportunities that many investors overlook:

• Properties can be purchased at below market value
• Motivated sellers accept auction certainty
• Pre-auction offers sometimes accepted by vendors

The key is doing your research before the auction. Identify interesting lots weeks in advance, complete due diligence, and know your maximum bid.

5. Portfolio Landlords

Landlords with multiple properties sometimes want to exit quietly. Approaching them directly can unlock opportunities.

Ways to identify portfolio landlords:

• Companies House: Search for LTD companies with property-related names
• Land Registry: Track owners with multiple properties in an area
• Letting agent relationships: They know who owns what

This requires patience and professionalism. Portfolio landlords receive cold approaches regularly - yours needs to stand out.

Evaluating Off-Market Deals

Off-market doesn’t automatically mean good value. You still need to:

Compare to Open Market Values

Use sold prices from the Land Registry and current Rightmove listings to establish comparable values. An “off-market deal” at market price isn’t actually a deal.

Understand Why It’s Off-Market

The reason matters. A seller wanting privacy is different from a seller who couldn’t get interest on the open market because of fundamental problems.

Budget for Issues

Off-market properties often need work. Factor in refurbishment costs realistically - get contractor quotes before committing.

Don’t Rush

Urgency is a seller’s tool. Even if there’s genuine time pressure, you need enough time for basic due diligence. Walk away from deals that don’t allow proper evaluation.

The Role of a Property Sourcer

This is where sourcers provide value. The activities above take time and expertise:

• Building and maintaining agent relationships
• Running direct marketing campaigns
• Attending networking events and building connections
• Monitoring auctions and tracking opportunities
• Conducting initial due diligence on leads

A good sourcer does this work systematically, creating deal flow that individual investors can’t replicate.

My approach combines direct marketing (using digital techniques refined over 20 years) with network access through Samuel Leeds Academy and Deal Connect. The deals I source aren’t on Rightmove because I find them before they get there - or they were never going there at all.

Getting Started

If you’re currently relying entirely on Rightmove and Zoopla, you’re competing with every other buyer in the market. Starting with off-market strategies takes effort, but the returns justify it.

Practical first steps:

1. Identify your target area and property type precisely
2. Visit 3 local agents and register your interest clearly
3. Join one property investment community and attend regularly
4. Set up alerts for auction lots in your area
5. Consider working with a sourcer for your first off-market purchase

The deal you’re looking for exists. It’s just not where everyone else is looking.

Interested in off-market HMO and serviced apartment deals in Kent, Brighton, or London? Let’s discuss what you’re looking for.