Moving Beyond the MLS: Data-Driven Strategies to Secure Your Off-Market Buy

Let's face it, the MLS is good for one thing and one thing only: letting you see on-market listings.

And yes, it’s very good at that. 

It’s not that the MLS isn’t helpful, but if you’re a realtor looking for leads, the MLS is not the place to do it.   

There’s undeniably a place for the MLS in our hearts. Like all realtors, in the small amount of free time you have between running around open houses, prepping for listing presentations, and negotiating with other realtors, you’re likely scrolling endlessly on the MLS searching for your buyer’s dream home. 

But truth be told, it’s meant to help find properties that are already on-market for your buyer leads, not generate new opportunities for you. 

And, while all this is going on, real estate investors are off playing a completely different game to find leads that doesn’t even involve the MLS at all. 

Why? Because they’re searching for off-market gems, properties hidden in the shadows, not the spotlight.

So, if you’re a real estate agent, what will help you close deals faster and more efficiently? 

Using public records to find off-market opportunities.

Here, you can dig up untapped potential and find properties that are flying under the radar, especially when using platforms that can streamline your search, offer detailed insights, and customize lead lists. 

In this comprehensive guide, we’ll cover:

• Why the MLS is Actually a Terrible Listing Lead Source

• To Find Listing Leads, Move Beyond the MLS

• Start Finding Off-Market Opportunities with Public Records Data Today

• Using Public Records for Hyperlocal Lead Generation

• Moving on From the “Old Way” of Accessing Public Records Data

• Hyperlocal Lead Generation Platforms are the Future of Finding Listings

• Your Step-by-Step Guide to Building an Effective Off-Market Lead Strategy 

Why the MLS is Actually a Terrible Listing Lead Source

Somewhere along the line, a (completely insane) myth started popping up in real estate agent circles about the MLS serving as a source for new leads. 

That truly couldn’t be farther from the truth. 

Finding new leads using the MLS is like trying to find a needle in a haystack, except the haystack is on fire and filled with a thousand other needles. 

It’s basically out of the question.

If you’re still relying on the MLS, it’s time to rethink your strategy before you get burned. 

Why Realtors Shouldn’t Rely on the MLS for Listing Leads: It’s Already Too Late

The traditional way realtors have used the MLS is pretty straightforward: you’ve got a list of buyer leads, and you’re on the hunt for homes that fit their criteria. 

The MLS is usually your go-to tool for this — it's a massive database packed with on-market listings, all ready to be matched with potential buyers. 

So, you sift through the listings, pick out the gems that match your buyers' needs, and hopefully, make a deal. 

Believe it or not, more and more real estate agents are asking themselves, “if the MLS is this powerful for my buyers, it has to be able to help me find sellers, right?”

Nope. In fact, the MLS is probably the worst place to try to generate listing leads. 

Why? Because it’s limited to properties that are already on the market. 

Don’t get us wrong. It’s great for finding homes that are already listed, but it doesn’t help you find people who are thinking about selling but haven’t put their homes on the market yet. 

Now, let’s talk reality. I know, right? Sometimes ignorance is bliss, but not in this case. 

If a property has hit the MLS, chances are it’s already under the control of a realtor, or it’s For Sale By Owner (FSBO). 

In the FSBO scenario, the homeowner is probably getting bombarded by every realtor within a 10-mile radius. 

You’re not just late to the party; you’re walking into a room full of hungry sharks. 

The MLS won’t help you find those hidden gems — those off-market properties where the owners are thinking about selling but haven’t made the move yet. 

That’s where you need to focus (we’re talking off-market properties — stay with us) if you want to avoid the feeding frenzy.

Real Estate Investors Can’t Rely on the MLS for Investment Opportunities Because of the Exposure

The MLS is great for a myriad of things… extensive property details, agent information, etc. 

One thing it’s not good for? Finding (heavily) discounted properties. 

The MLS is like a neon billboard screaming, “Come and get it!” to every buyer and agent out there. 

The moment a property hits the MLS, it’s been blasted to the masses, driving up competition and killing any chance investors have of finding a serious discount. 

You’re basically trying to get a Black Friday deal at full price in the middle of summer — good luck with that.

Sellers know the value of market exposure, and they’re less likely to lower their prices when they’ve got a line of potential buyers knocking at their door.

Now, let’s talk about why you need off-market opportunities. 

These are the properties that haven’t been blasted across the MLS for the world to see — either because the owners aren’t quite ready to sell, or they’re keeping things low-key.

When you tap into these off-market deals, you’re bypassing the frenzy of the open market. You get to negotiate directly with the owner, often before anyone else even knows the property is up for grabs. 

This gives you the upper hand to secure a better price. No bidding wars, no inflated prices — just you, the property, and a world of potential discounts. 

What’s more? Some property owners prefer off-market transactions because it helps keep their personal information private. 

By selling their property without listing it publicly, they avoid attracting unwanted attention and keep their sale discreet. 

This way, they can manage the sale on their own terms and maintain their privacy throughout the process.

In a market where everyone’s chasing the same leads, going off the beaten path is how you truly find value.

Now, go…

To Find Listing Leads, Move Beyond the MLS

Now’s the time to get seriously inventive with finding listings. Come on, tap into your creative side, get a little wild, and stop playing it safe. Cue the little devil on your shoulder.

We’re kidding, the devil wouldn’t dare suggest something that beneficial. 

But in all seriousness, the National Association of Realtors' (NAR) recent ruling on banning commission details on the MLS is turning the real estate world upside down.

Agents used to highlight potential commission earnings to attract other agents who might bring buyers, but with this information no longer available, this approach is no longer viable. 

Without this key piece of information, the old ways of drawing in leads just won’t cut it.

So how can you get creative? Target off-market lead generation via public records. 

Public records are a goldmine for discovering secret prospects that others overlook. 

They offer a wealth of information about property ownership, transaction history, and more — details that can give you a serious edge in a competitive market.

But remember, if you wait too long to reach out to off-market owners, you might find yourself crashing a party that's already over...

And that’s not all. We’re looking at you, Investors. 

You’ve been scavenging through public records for years, and if you’re just starting out and still glued to the MLS, wake up!

Public records are where the most successful investors build their pipeline (and have for years). 

Start Finding Off-Market Opportunities with Public Records Data Today

Public records data isn't just some dusty archive filled with the same old property info you'd find on the MLS. 

Nope, it’s teeming with details that give you actionable insights to run your lead generation on.  

We’re talking about the stuff that gives you an edge — think mortgage details, past purchase history, owner age, length of residence, and even if the owner is an absentee landlord. 

But we get it, who would want to sift through hundreds of thousands of records to find key details?

That’s why platforms like PropertyRadar exist.

We streamline your search by consolidating essential data from 150 million properties, 250 million people, and more than 1 billion phone numbers and emails into a user-friendly platform accessible on both desktop and mobile apps.

That’s right — phone numbers, emails, mailing addresses — straight to the source. 

With PropertyRadar in your arsenal, you can skip the middleman and go directly to the property owner. 

The power of hitting your prospects with a multi-channel, outbound, and targeted lead generation campaign sounds nice, doesn’t it?

Think postcards, follow-up calls, email negotiations. Better yet, we offer a wide selection of postcards — just choose the one that fits your needs.

With PropertyRadar’s tools at your disposal, consider this: 5% of homes are sold each year.

That’s a lot of action, and the question is, will you be ready to jump on it? 

With direct contact info from PropertyRadar, you’re not just fishing in a pond — you’re hunting with a laser-sighted rifle in a barrel. 

And remember this: "On-market listings today were once off-market opportunities." 

That’s the truth no one’s telling you. I know, right? What a shame, but that’s why you have us.

The listings you’re drooling over on the MLS? 

They were plucked from the off-market wilderness by someone who knew how to use PropertyRadar like a pro. 

Don’t you want to be that someone? Of course you do! 

Using Public Records for Hyperlocal Lead Generation

Okay, so you have a better idea of the value of public records (fingers crossed that we’re doing our job right). 

Now, let's explore how to use this information to boost your hyperlocal lead generation. 

You Can Find Motivated Sellers Before Anyone Else with Hyperlocal Lead Generation

No crystal balls or magic wands required, just some good ol’ fashioned data mining (although that’d be cool). 

First off, let’s get real: you won’t find a parade of homeowners waving signs that say, “I’m ready to sell!” 

Instead, you’ve got to play detective and use public records to build lists of likely sellers based on different sets of criteria. 

Let’s start with the heavyweights: pre foreclosures and tax distress. These situations are some of the top indicators for potential sellers in distress. 

Pre foreclosures? These folks are facing some serious financial heat, and they might be eager to offload their property before things get worse. 

Tax distress? This is someone drowning in overdue property taxes, and they’re probably looking for a way out. 

Approach these sensitive situations with empathy and a game plan. You’re not just swooping in to make a deal; you’re offering a lifeline.

When you begin reaching out to your exclusive leads, keep this in mind: The most effective marketing aligns with the Good Neighbor Marketing pledge.

None of your leads will want to work with you if your approach comes across as predatory, opportunistic, or overbearing.

Start by understanding each person's unique situation, no matter their financial status.

Next, let’s talk about local trends. 

Ever noticed a sudden uptick in “For Sale” signs in a neighborhood? It might be because families are scrambling for better schools, or retirees are cashing in to move to sunnier climates. 

Use demographic and life event data to forecast these moves. 

Ask yourself: Are there new developments or schools popping up? That’s a signal for potential moves. Is someone’s kid about to graduate? That could mean a retirement home might be coming up soon.

Now, get tech-savvy with PropertyRadar. 

We can navigate through vast amounts of data to pinpoint exactly what you're searching for.

For example, say you’re trying to find ‘Move Up Sellers’ — those eager to upgrade their homes. 

PropertyRadar can generate quick lists of these prospects based on criteria like home equity and length of ownership. 

Or perhaps you’re pinpointing ‘Potential Downsizers' — homeowners who meet the criteria for being good candidates for a smaller house (think older, no children). 

We can also help find these people by looking at things like the size of their home and how long they’ve owned it.

Once you start with any of those quick lists, you can add over 200+ criteria to create exclusive lists with the specific situational and financial details you need.

It's like having your own personal assistant who knows exactly where to find the movers and shakers in your market.

So gear up, get those data goggles on, and start your search. The motivated sellers aren’t going to find themselves.

Moving on From the “Old Way” of Accessing Public Records Data

When exploring public records for real estate, you have several options, each presenting its own set of challenges. 

The MLS does provide access to some public records data, but it’s often not actionable. 

Sure, you can see the basics, but finding detailed, useful insights is tough when you're missing the right tools.

If you’re a National Association of Realtors (NAR) member, you might have access to some nifty tools and databases. These resources can give you a bit more depth, but they still don’t solve all your problems.

Then there are title companies and County Offices. They can offer access to public records, but the process is slow, cumbersome, and can get pretty pricey. 

It’s like sorting through piles of paperwork and navigating a maze of red tape just to get the information you need. No bueno. 

Traditional sources have their limitations too. 

The search criteria you can use are often restricted, meaning you can’t always filter for the specific details you’re after. 

Plus, getting contact information for property owners is usually a challenge — sometimes it’s just not available. 

And don’t even get us started on the lack of integrated marketing tools. You’ll need separate systems to act on the data you’ve painstakingly gathered. 

Hyperlocal Lead Generation Platforms are the Future of Finding Listings

This is why having PropertyRadar is a major plus. 

As noted earlier in the article, we streamline everything into one powerful platform, so you can manage, analyze, and act on your data without the chaos of juggling multiple tools.

First off, PropertyRadar lets you define your search with pinpoint precision using customizable criteria. 

It’s your custom-built radar, fine-tuned to detect exactly what you’re looking for. 

But that’s just the beginning. It’s like having a savvy research partner who’s done all the legwork for you — complete with built-in skip tracing and pre-populated contact info. 

This means you’re not guessing or fumbling around. You’re stepping onto a well-lit path with all the essential details already mapped out.

Now, let’s talk about marketing. 

PropertyRadar has a full arsenal of built-in tools that let you execute multi-channel campaigns like a pro. 

Want to pick up the phone and make a call? Done. 

Prefer texting? Covered. 

How about sending out direct mail? We’ve got that too. 

Email is coming soon, so you'll be able to use every communication channel. 

And it doesn’t stop there. The data is fresh and updated daily, which means you’re always ahead of the game, snagging opportunities before anyone else even sees them. 

Your Step-by-Step Guide to Building an Effective Off-Market Lead Strategy 

With PropertyRadar at your fingertips, you’re ready to jump into action and start creating a killer strategy.

Let’s break down how to make the most of public records for your business. 

Let’s get started, shall we?

Step 1: Define Your Target Market and Criteria

First, figure out exactly who you’re aiming to reach. 

Are you looking for homeowners ready to sell, or perhaps renters who might be interested in buying? 

The more specific you are about your target audience and criteria, the better your results will be.

Step 2: Choose a Reliable Public Records Data Source

Next, select a trustworthy source for public records. This is essential because you need accurate and up-to-date information. 

Look for sources like county records, property tax databases, or specialized services like PropertyRadar.

We suggest the latter, and we’re not being biased — we’re just that good. 

Step 3: Develop a System for Regular Data Analysis

Create a schedule for reviewing and analyzing your data. Decide how often you’ll check the information — weekly, monthly, or whatever fits your needs. 

Keep track of updates and changes, and set up alerts for new records that match your criteria. 

This keeps you informed and ready to act on new opportunities.

Step 4: Create a Multi-Channel Outreach Strategy

With your data ready, plan how you’ll reach out. Use a mix of methods such as emails, direct mail, phone calls, and social media. 

Why? Because each method increases your chances of connecting with potential leads and making an impact.

Step 5: Track and Measure Results for Continuous Improvement

Finally, keep an eye on how well your efforts are working. Monitor which outreach methods are most effective and which ones aren’t. 

Use this information to refine your approach and improve over time. Adjusting based on your results will help you stay ahead and get the best outcomes.

And if you’re still clinging to the MLS like a security blanket, you’re about to get steamrolled. 

Public records are the way to go — case closed. 

To get the party started, rely on PropertyRadar to turn raw data into actionable insights that go beyond what you can find on the MLS.

Get a free PropertyRadar trial and unlock the power of 150 million properties to find your next leads today.