Ask almost any investor what they’re struggling with right now, and you’ll probably hear the same thing — it’s tough to find good deals.
You scroll through MLS, analyze listings, maybe even tour a few properties, but the second something half-decent hits the market, it’s gone. Multiple offers, tight margins, and numbers that don’t make sense anymore.
That’s the reality in many markets today.
But it doesn’t mean opportunities have disappeared — it just means they’ve shifted.
The best investors aren’t sitting around waiting for deals to show up. They’re out there creating them. They’re building connections, identifying motivated sellers, and finding off-market deals that most people never even hear about.
Off-market doesn’t mean shady or secretive — it simply means the property isn’t listed publicly. There’s no “For Sale” sign, no online listing, and no bidding war. It’s just a quiet conversation between a seller who’s open to selling and an investor who took the time to reach out.
If you’ve been depending entirely on MLS or your realtor to feed you leads, it’s time to expand your playbook. Realtors are an important part of your team, but the most successful investors know how to combine their realtor network with their own database of owners and relationships. That’s how you stay one step ahead.
1. Realtors: Still an Essential Part of Your Team
Let’s start here, because this part matters.
Good realtors are worth their weight in gold. The best ones don’t just help you write offers — they live and breathe real estate. They know neighbourhood trends, keep tabs on zoning changes, track pricing shifts, and understand what investors are looking for.
And here’s something many people overlook: realtors also find off-market deals.
Because they’re constantly talking to owners, property managers, and other agents, they often hear about listings beforethey hit MLS. Sometimes sellers ask them to bring in a few serious buyers quietly before going public. Those early conversations often turn into off-market opportunities for investors who’ve built strong relationships with the right agents.
So yes — your realtor can absolutely help you find off-market deals. But if that’s your only source of deal flow, you’re competing with every other investor who’s waiting for the same call.
The goal is to work with your realtor, not depend entirely on them. Build your own network alongside theirs, and you’ll double your chances of finding the right opportunity.
2. Why You Should Build Your Own Off-Market Pipeline
Think of off-market investing like building your own deal engine.
When you create your own database of property owners and stay in touch consistently, you’re no longer at the mercy of what shows up online. You have control.
And that database doesn’t need to be complicated — it just needs to grow steadily.
Start by identifying owners in your target market:
- Properties that have been owned for 10–20 years (lots of equity, possibly less attachment).
- Absentee landlords who live out of town.
- Homes that look tired or under-managed.
- Properties that fit your investment criteria but haven’t changed hands recently.
Once you’ve identified them, reach out. Send a letter, make a call, or knock on the door if appropriate. Keep it casual and professional.
“Hi, I’m an investor interested in this area and just wanted to see if you’ve ever considered selling. If not, no problem — I just wanted to introduce myself.”
That’s it. You’re not selling anything — you’re planting seeds.
The goal is to stay in touch, keep notes, and slowly build relationships. Over time, those owners become your pipeline. Some will sell now, others in a year or two — but when that time comes, you’ll be the first person they think of.
3. Motivated Sellers: The Hidden Opportunities
The heart of off-market investing is connecting with motivated sellers.
A motivated seller isn’t always someone in distress. In many cases, they’re simply ready for change and prefer a straightforward, private transaction.
Here are a few examples:
- Tired landlords who are done dealing with tenants and maintenance.
- Retirees who want to simplify life without a drawn-out listing process.
- Estate sales where families want a fast, respectful transition.
- Owners with vacant or underperforming properties who don’t want to put in the work to list.
- Investors who need liquidity for another project and would rather sell quietly.
When you find these situations, the key is to approach with respect and professionalism. Listen to what the seller actually wants — whether it’s timing, flexibility, or a smooth process — and structure your offer to meet those needs.
That’s how you create win-win deals that never even make it to market.
4. Building Relationships with Key Connectors
While you’re building your own owner database, don’t forget the other half of the equation — relationships.
There are people in every market who naturally sit close to real estate activity. They see transactions happening before anyone else does. These are your key connectors, and when they know who you are and what you’re looking for, deals start coming your way.
Some of the best connectors include:
- Property Managers: They hear directly from landlords who are burned out or looking to retire.
- Accountants and Financial Planners: They work with clients who might be restructuring, downsizing, or ready to sell an asset for tax or cash flow reasons.
- Estate and Family Lawyers: They handle situations where properties need to change hands quickly and quietly.
- Contractors and Trades: They’re in homes every day — they see when renovations stall or when owners are out of funds and ready to offload.
- Mortgage Brokers: They know who’s struggling to refinance or who’s sitting on equity but looking to move on.
The best way to build these relationships isn’t to ask for deals right away — it’s to offer value first. Recommend them, send referrals, and follow up occasionally. Once they trust that you’re a serious, fair, and reliable investor, they’ll remember you when an opportunity comes up.
5. Networking and Visibility
One of the easiest ways to uncover off-market opportunities is simply to let people know what you do.
Tell friends, family, colleagues, and anyone you meet at local meetups or community events that you’re an investor. Be clear about what you buy — “small multifamily buildings in Calgary and Edmonton” is far more memorable than “real estate.”
People can’t connect you with opportunities if they don’t know what you’re looking for.
Social media helps too. You don’t need to be posting every day, but showing your activity builds awareness. Share updates on your projects, talk about lessons learned, and post occasionally about what kind of deals you’re looking for.
Something simple like:
“We’re actively looking for small apartment buildings or off-market properties in Alberta. If you or someone you know is thinking about selling, reach out — always happy to chat.”
You’d be surprised how often messages start with, “Hey, I saw your post and know someone who might be interested…”
6. Working with Wholesalers and Bird Dogs
Wholesalers make their living by finding motivated sellers and passing those deals to investors. It’s their full-time job to source opportunities before they become public.
If you build relationships with reputable wholesalers, they can be a steady source of leads. The key is trust. If they know you’ll close quickly, treat everyone fairly, and not waste time, you’ll get first call before deals hit their lists.
If you’re new to investing, start on the other side — become the connector yourself. Find leads, bring them to experienced investors, and learn the process while earning a finder’s fee. It’s a great way to get real-world experience and build relationships at the same time.
7. Driving for Dollars: The Hands-On Approach
Sometimes the best way to find off-market deals is the simplest one: hit the road.
Drive through the neighbourhoods you’re interested in and pay attention to the details. Overgrown grass, boarded windows, peeling paint, piled-up mail — these are signs of neglected or vacant properties.
Make note of the address, look up the owner’s contact information, and send a short, polite message introducing yourself.
You’ll not only uncover potential leads, but you’ll also get to know the neighbourhood on a deeper level. You’ll see where investment is flowing, where properties are improving, and where there’s still untapped opportunity.
8. Structuring Off-Market Deals Creatively
When you’re working directly with sellers, there’s room to get creative. You’re not restricted by rigid listing terms or multiple-offer pressure.
That flexibility opens the door to unique deal structures such as:
- Seller Financing / Vendor Take-Backs (VTBs): The seller becomes the lender, providing a loan for part of the purchase price. They earn steady income while you get easier financing.
- Joint Ventures: You find the deal, someone else brings the capital or mortgage qualification — you both share the profit.
- Lease Options / Agreements for Sale: You take control of the property now and buy it later — great in tight lending environments.
- Portfolio or Package Deals: Once you’ve earned a seller’s trust, they might offer multiple properties at once for simplicity.
Creative deal-making comes from understanding what the seller actually wants — not just the price, but the peace of mind or outcome they’re after.
9. Stay Organized and Consistent
Off-market deal flow isn’t random — it’s built.
Keep track of your outreach. Whether you use a spreadsheet or CRM, log every contact, note follow-ups, and stay consistent.
Set small, achievable goals each week:
- Send 10 letters.
- Make 5 calls.
- Book 2 coffees or networking meetings.
Follow up regularly, keep things professional, and be patient. Deals often happen months after the first conversation — but they happen because you kept showing up.
10. Combining Realtor Access with Your Own Network
The smartest investors use a blended approach.
Your realtor should always be part of your strategy. They can open doors, share insights, and bring exclusive deals that others don’t see. But at the same time, build your own database — connect with property owners directly, foster relationships with connectors, and keep your name active in your local market.
When you combine both channels, you’re not waiting for opportunity — you’re creating it. You’ll start getting calls from both directions: agents who trust you and owners who know you personally. That’s when your investing business becomes unstoppable.
Ready to Build Your Own Off-Market Deal System?
If you’re ready to start finding deals consistently — the kind of opportunities that never make it to MLS — consider joining the Elevate MasterClass.
Inside Elevate, we cover how to identify motivated sellers, build your off-market database, structure creative offers, and systemize your deal flow — all with real examples and support from experienced investors.
It’s designed to help you grow faster, make smarter decisions, and develop the tools to find opportunities in any market.
Setup A Discover Call to Learn more at: https://thesavvyinvestor.ca/elevate-masterclass/
