Finding strong real estate deals often starts with knowing where to look and who to speak with. One practical approach is going directly to real estate agents who already have access to listings, local market knowledge, and sellers who may need a different solution.
Casey Gregersen shares the direct-to-agent approach as a practical way to uncover potential real estate opportunities. It centers on finding the right properties, having productive conversations with agents, and collecting useful details before evaluating the deal further.
Real estate agents work closely with property owners and often understand why a listing has not sold. Some properties may need significant repairs, while others may have been sitting on the market longer than expected.
These situations can create opportunities for investors who are willing to look at properties that traditional buyers may avoid.
An agent may also know about listings that need a creative solution because of property condition, timing, or seller circumstances. The goal is not to assume every agent has a deal ready. It is to create useful connections with people who regularly come across properties that may fit your investment criteria.
A broad search can produce hundreds of listings, so using a few practical filters can make the process easier.
Start by focusing on markets where you understand the local numbers or have access to reliable contractors and other resources. Then look for properties that appear to need repairs or improvements.
Days on market can also provide useful context. A property that has been listed for 90 days or longer may deserve closer attention because the seller could be open to considering a different approach.
Listing descriptions can also reveal potential opportunities. Terms such as “handyman special,” “TLC,” or “needs work” may point to properties that require renovation.
Use these filters as a starting point rather than strict rules. Overfiltering can remove deals that may still be worth reviewing.
Once you find a property that looks promising, the next step is gathering enough information to decide whether it deserves further analysis.
The listing agent can often provide useful details about the property and the seller’s situation.
Important information may include the expected scope of repairs, the potential after-repair value, the current loan balance, and any existing monthly payment tied to the property.
Understanding the expected after-repair value is especially important. The listing agent may be able to provide a reasonable range based on nearby renovated properties and current buyer demand.
You are not trying to fully underwrite the deal during the first conversation. The goal is to collect enough reliable information to decide whether the property should move to the next stage.
Using a script can help when you are learning how to speak with agents, but the conversation should still sound natural.
Instead of reading each question word for word, understand why you are asking it. That makes it easier to listen carefully and respond based on what the agent tells you.
Practice can also help. Running through common conversations before making calls can make you feel more comfortable when discussing repairs, property value, seller needs, and possible deal structures.
A good conversation should feel like an exchange of useful information. You are trying to understand whether there is a possible fit while also showing the agent what types of situations you may be able to help with.
One of the most important parts of the direct-to-agent approach is understanding that the first property you call about may not become your deal.
That does not make the conversation unsuccessful.
An agent may have another listing that fits your criteria better. They may also remember you weeks or months later when they meet a seller with a difficult property or a home that needs renovation before it can attract stronger offers.
Use each conversation to explain the type of opportunity you are looking for and how you approach potential deals.
A single call can create a useful professional relationship, even when the original property does not work.
Consistency matters because repeated conversations help agents understand your buy box and recognize situations that may be relevant to you.
Finding a promising property is only the beginning.
Before moving forward, review the numbers carefully. Estimate the renovation costs, analyze the after-repair value, understand the existing debt, and determine whether the deal fits your investment criteria.
Avoid relying on one number or assumption.
Property condition, contractor costs, local market demand, financing, holding costs, and resale expectations can all affect the final outcome.
A structured underwriting process helps you separate an interesting listing from a deal that actually makes financial sense.
The direct-to-agent strategy works best when good sourcing is followed by disciplined analysis.
Finding real estate deals through agents is not about making one call and hoping for an immediate opportunity.
A stronger approach is to build a repeatable process. Search consistently, identify properties that fit your criteria, contact agents, gather useful information, and keep track of your conversations.
Over time, agents may begin to understand what you are looking for and reach out when they come across a property that may fit.
That combination of consistent outreach, clear communication, and careful underwriting can help turn the direct-to-agent approach into a reliable deal sourcing strategy.
Investors can search active listings, identify properties with renovation potential, contact listing agents, and ask questions about property condition, value, and seller circumstances.
Longer days on market can indicate that a property has struggled to attract buyers, which may create greater openness to alternative offers or deal structures.
Ask about property condition, repair needs, potential after-repair value, existing debt, seller circumstances, and any information that may affect the deal.
ARV means after repair value. It is the estimated value of a property after planned renovations or improvements have been completed.
No. A property may not fit your criteria, but the agent could bring you another opportunity later after understanding the types of deals you seek.
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