In the world of real estate investing, many beginners assume that the best deals are readily available on the Multiple Listing Service (MLS). However, the reality is that finding profitable rental properties on the MLS is becoming increasingly challenging. The solution? Exploring the vast opportunities presented by off-market properties.
Welcome to an exploration of how to uncover these hidden gems. Today, we’ll delve into the strategies used by successful investors to find, fund, and close off-market deals. We’ll hear from Ashley Kehr and Tony Robinson hosts of The Real Estate Rookie Podcast, as they share their personal experiences and expert advice.
Ashley Kehr’s Journey into Off-Market Deals
Ashley Kehr’s foray into off-market deals began somewhat serendipitously. While driving through a town where her kids attended school, she noticed a for sale sign on a commercial building. Intrigued, she called the agent listed on the sign, who turned out to be the son of the property owner. This connection led to a conversation about multiple properties, none of which were listed on the MLS.
Through this connection, Ashley acquired a portfolio that included three duplexes and one six-unit building. She utilized a combination of seller financing and a commercial line of credit to secure these properties. The six-unit building, in particular, proved to be a lucrative investment, doubling in value and allowing her to recoup her rehab costs through refinancing.
The Art of Driving for Dollars
One of the strategies Ashley employed is known as driving for dollars. This involves driving through neighborhoods and looking for signs of distress or opportunity. These signs can include dilapidated properties, overgrown lawns, or even simple for sale or for rent signs. By keeping her eyes open and being proactive, Ashley was able to stumble upon a golden opportunity.
Tony Robinson’s First Wholesale Deal
Tony Robinson’s introduction to off-market deals came through a wholesale transaction. In early 2026, he decided to explore off-market opportunities by sending postcards to absentee owners. To his surprise, the very first response led to a successful deal. This property, though in poor condition, presented a valuable learning experience and a profitable outcome.
Tony’s approach involved using PropStream to identify potential leads and sending out postcards. This low-effort strategy yielded immediate results, highlighting the potential of off-market deals for new investors. Tony’s success story underscores the importance of taking action and being persistent in the pursuit of off-market opportunities.
Key Takeaways for Rookie Investors
Both Ashley and Tony emphasize the importance of understanding the seller’s motivation. By getting to know the seller and their reasons for selling, investors can tailor their offers to meet the seller’s needs. Additionally, presenting multiple financing options can increase the likelihood of a successful deal.
Another crucial lesson is the value of persistence and motivation. As rookie investors, Ashley and Tony were highly motivated and willing to put in the effort required to find and secure off-market deals. This drive, combined with a proactive approach, can lead to significant rewards in the world of real estate investing.
By learning from the experiences of successful investors like Ashley Kehr and Tony Robinson, rookies can develop the skills and strategies needed to uncover hidden gems and build a profitable portfolio.
