The question of how institutional investors can secure the best property deals is as old as the market itself. One thing is clear: those who search only via the usual platforms rarely come across the truly exciting transactions. Here at Off Market 24, we work with dozens of investors every day and, over the years, have developed a set of best practices that have proven their worth time and again. We’d like to share these with you here.
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Unlock content Accept the required service and unlock content1. A clear and professional buyer profile
It may sound trivial, but it is a crucial step. A good, visually appealing purchase profile opens doors. Investors who do not simply send their search profile in an unremarkable Word document, but as a simply designed PDF, receive relevant offers far more frequently.
Why? People are visually oriented. A document that is neatly structured and clearly sets out which asset classes, volumes and locations are being sought will stick in the memory. And the return on investment is quick to materialise. Even if you invest 200 euros in the graphic design, a single good deal is enough to recoup those costs a thousandfold.
2. Build reach – actively distribute your search profile
A well-designed profile on its own is not enough. Send it to as many estate agents and market participants as possible. Many investors fear they will then be inundated with offers. But bear in mind: even in a haystack, there may be a single golden needle.
If you don’t want to check the volume of property listings manually, you can use technical solutions. AI systems can automatically scan, filter and categorise property listings. If a listing isn’t a match, a polite rejection is sent automatically – along with an updated search profile. If it is a match, an enquiry is immediately sent to the seller. This way, you don’t waste any time and still maintain your visibility.
3. Expand your network – don’t just buy contacts, listen too
Many investors have a fixed circle of contacts to whom they sell properties or from whom they buy. However, it is worth systematically expanding this circle. Ask specifically for the search profiles of other market participants, build personal relationships and enquire whether these companies are selling properties themselves.
This is how you gain access to the small but valuable circle of primary contacts when a hotel, a logistics warehouse or an office building is actually put up for sale.
4. Build up networks of tip-off sources
Don’t forget the indirect players. Facility managers, construction companies and even caretaker services are often the first to hear about an impending sale. Develop a transparent tipster strategy, whereby, for example, you pay a small percentage of the transaction value as commission.
Communicate this strategy clearly. The best way is via a simple landing page on your website explaining what properties you are looking for and what remuneration tipsters can expect. This ensures you remain top of mind with these partners – and sometimes it is precisely this approach that leads to a lucrative deal.
5. Networking reimagined – container events
Everyone knows that networking is important. But how do you ensure that contacts don’t fizzle out? One tried-and-tested method is what are known as ‘container events’. Organise a dinner at regular intervals – say, once a month – followed by drinks in the bar.
This way, you always have a format to which you can easily invite new contacts. It comes across as confident, fosters a sense of commitment and harnesses a psychological effect: the fear of missing out (FOMO). Once people see that these get-togethers are fun and facilitate valuable conversations, they’re more likely to come along next time.
This is where genuine business relationships are forged. Not through a one-off exchange of business cards, but through repeated conversations in a relaxed atmosphere.
6. Make use of location scouts and virtual assistants
Not every investor has the time to scour the markets for themselves in detail. This is where location scouts or virtual assistants can be a huge help. Scouts visit properties in person, actively seek out owners and bring off-market opportunities to the table. Virtual assistants, on the other hand, scour online portals and property listings round the clock and pre-screen offers.
The costs are manageable, and the benefits are considerable. Even just one additional deal found per year more than justifies the investment.
Conclusion
The best deals rarely turn up on the major platforms. Any institutional investor wishing to succeed needs a clear strategy:
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Professional buying profile
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Wide diversification across brokers and market participants
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Use of AI and digital tools
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Building networks of tipsters
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Regular networking events
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Support from scouts and assistants
Using these methods, you’ll significantly increase your chances of securing one or two additional high-quality deals per year. And that’s exactly what makes the difference in the long run.
